A REMARKABTE PRODUCT, A REMARKABTE PROFIT

ALL THIS AND TERMITE AND DECAY RESTSTANCE, TOO

Unmatched Sales Features

A specialty product with unique sales features commands an attractive price. Dricona fire retardant treated wood has such features: o Dricon FRT wood is the only lowhygroscopic lire retardant wood of its type that carries an FR-S designation from Underwriters Laboralories Inc., for all species listed.

. When Dricon lumber and plywood are in contact with metal truss plates, hardware, plumbing and conduit, there is no greater corrosion than with ordinary untreated wood.

. lt's been granted a U.S. patent.

Growing Demand

The word is getting around. Architects, contractors and building owners are insisting more and more on Dricon fire retardant treated wood:

. lt's being promoted to your customers by fulhpage ads in national OKoppers Company, Inc.

On November 21, 1984, EPA registered Dricon fire retardant as a pesticide. Tests at universities and Koppers Company have demonstrated its long-lasting resistance to termites and decay when used in weather-protected, above ground applications. This means that studs and other interior members will not rot or be attacked by termites. ^l ^Q \fl m ^G sb architectural, building and component publications.

. Nearly 40 sales development representatives are making presentations to designers, specifiers, ownera and other purchasing influences.

Keep It In Stock

Stocking Dricon FRT wood makes sense: r Promotional literature is available to stimulate sales.

Because of its low moisture pickup, storage problems and yard loss are less than with conventional _types of FRT wood.

By stocking a quality specialty product, you can better serve existing customers and attract new ones.

Add To Your Profits

Dricon fire retardant treated wood has many applicalions: trusses, studs, beams, purlins, joists, decking, sheathing and other weatherprotected places where lire resistance is desirable.

For a list of suppliers licensed to produce this product, write to Koppers Gompany, Inc., 1900 Koppers Building, Pittsburgh, PA 15219.

The Merchant Magazine

Publisher Emeritus A.D. Bell, Jr.

Editor-Publisher David Cutler

Senior Editor Juanita Lovret

Assistant Editor Anita M. Mumm

Contributing Editors Dwight Curran, Gage McKinney, Ken Thim

Art Director Martha Emery

Staff Arlist Carole Shinn

Circulation Dorothea Creegan

The Merchant Magazine (USPS 796-560m) is published monthly at 4500 Campus Dr., Suite 4E0, Newport Beach, Ca. 92.660, phone (714) 852-Dm, by The Merchant Magazine, Inc. Second-class postage rates paid at Newport Beach, Ca., and additional offices. POSTMASTER: Send address changes to The Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach. Ca. 92660. Advertisine rates upon request.

Advertising Offices

rROM WASHINGTON STATE & IDAHO: contact Carole Holm, l0l8 Lloyd Bldg., Seatrle, wa. 98101 Phone (206) 3zm-0680.

FROM NORTHERN CALIFORNIA & OREGON: contact Drvid Cutler, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Call (714) 852-1990.

FROM SOUTHERN CALIrORNIA: contact Carl Yann,205 Oceano Dr., Los Angeles, Ca. 90049. Phone (213) 4'12-3113 or (714) 852-1990.

FROM THE NORTHEAST: Joseph A. Shea, 6l Maine Ave. F-4, Rockville Centre, N.Y. 11570. Call (516) 678-1625.

Subscriptions

Change of Address-Send subscription orders and address changes to Circulation Dept., The Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660.lnclude address label from recent issue ifpossible, plus new address and zip code.

Subscription Rates-

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DAVID CUTLER editor-publisher EDITORilAL

1S THERE a shopper alive who has not been igInored, insulted, ill-informed or bored by a store employee doing a lousy job? While the clerk usually gets the blame (and sometimes richly deserves it), we think too often the sins of the salesfloor are committed by a salesperson who doesn't know what to do because no one ever told him. Too many employers just assume that the new person will some how "just pick it up" after a few weeks. How sad for all concerned.

Most employees want to do a good job; they just need to know what it is. And what it isn't. Too many of the so-called job descriptions we've seen are woefully short on specifics. The full range and possibilities of the job are frequently left to the imagination of the new hand.

Poor employee training is one of the more correctable aspects of business. Yet all too often the whine is heard that the company is too small for a training program. Nonsense. Even virtual mom and pop companies could guide their employees to greater productivity if they would just determine to do so. It is neither a daunting nor impossible task.

Management in several 30 minute sessions of well-planned instruction can perform wonders in directing employees towards better job performance. Additionally, the local library probably has dozens of books on various business topics. Local schools have night classes and other formal training and education progrzrms. Associations often are a rich source for employee training. Professional instructors, suppliers, even video tapes and records all are available to help.

Employee education should command management's attention and enthusiastic support from the highest to the lowest levels. Those too busy putting out the proverbial fires will find their neglect of meaningful employee training will ensure the fires are eternal.