GLULAM BEAMS 24OOF

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Hoover Treated Wood Products announcos that a NATIONAL EVALUATION REPORT (NER-457) has been issued by the National Evaluation Service of the Council of American Building Officials to confirm that PYRO-GUARD Fire Retardant Treated Lumber and Plywood meets requirements of the BOCA, UBC, and SBCCI model building codes.

PYRO-GUARD has a degradation-free track record, a So-year projected useful life, and is the FIRSI Fire Retardant Tieated Wood with: a fhlrd Party Kiln Monltorlng in addltlon to

T T I I

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U.L. follow-up servlce

FRf labor and materials replacement cost warranty

Code Compliance P,eport with evalualion of elevated temperoture strength iesllng for rool applicalions

Hlgh temperalure strength test results

New York Slale Emoke loxlcity test results

NER rcports are subject to re-examination, revisions and possible closing of file.

For Technlcol Informqtion Coll r-8oo-TEc-wooD

How much is that doggie in the window?

HEN THE mass merchandisers first began sellingproducts,somethingelse gotsold along with them: the idea that items cost less at the bigs than at the smalls. The perception remains today.

The truth is, however, that the independents in many cases have priced their inventory at orbelow the big guys'. But the public doesn't think so and therein lies the challenge for the independent to communicate why his store is the value place to shop.

The majors have done a superb job selling their price message. Ads screamprice from top tobottom. Amazing loss leaders are sold for less than they buy it for. A bare bones warehouse atmosphere says savings and low price. But after you get past the loss leaders the prices are as high or higher for the balance of the inventory.

Independents and small chains need to ballyhoo their low prices; even if they aren't the absolute lowest. Use the word low. Stress price in all your ads, flyers, store signs, receipts, everywhere. By repetition you can create a low price image. Tie it with an equal stress on seryice. Most people believe the smalls are better at service than the majors. For example, some dealers say in their advertising: "Don't be fooled by the national chains, we're your best buy day in and day out for low price, value and service."

If the competition retails it for less than you buy it wholesale, sidestep the problem by playing up areas where you can compete. Always play to your strengths, not theirs. Hammerhome your m€ssage; constant repetition is the key.

Use your own loss leaders, borrow every idea you can from the other guy. But remember that variable pricing must be carefully calculated so that you cover losses in one area with higher prices on other items. Because if yourpricing won'tpay yowbills, it's all for nought.