TimeToGet

Moke your reservotions todoy for the I 998 Hoo-Hoo Intemotionol Convention in Delroit, Ml, Augu$ 9-13, 1998. We've been busy moking plons for four fun filled doys full of fobulous fe$vities ond we know this is o convention you won't wont io mis. We'll be porkin' the ol' Pontioc in fiont ofthe Ritz-Corlton in Deorborn (1ust outside of downtown Motown), ond hove souped up the line-up with some greot Hoo-Hoo fun.

Regi$rotion costs s299.99 for o single Hoo-Hoo member ond only sl00 mote if you bring o guest/spouse. And get this, your occommodofions ot the Rin for the Convenlion could be Freel Roffe Tickets ore ovoiloble to win four nights lodging ot the Rilz-Corlton, heodquorten for the I 998 HHI [onvention. Ihev co$ s20 eoch ond there will be one winner for every 50 tickels sold.

So slick bock your hoir, slop on your shodes, ond roll thot pock of Kools in your t-shirl sleeve - it is time to $ort rewin' yout engine ond mdor 0n over to ihe Motor City for o good time. Notomemberof Hoo-Hooyet? Youcouldbe. Ju$colltheHoo-Hoolntemotionol0ffice ot 800-9/9-9950 to find out where to ioin in your oreo.

For more convention infomotion, collJohn Schneider ot Howord A. Dovidson Lumber Compony ' P.0. Box 2/066 ' Detroit, Ml 4822/ ' 800-543-0469.

I06th Hoo-Hoo

The Merchant Magazine welcomes your comments. Mail letters to the editor at 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660, Fax to 714-852-023L or E-mail dkoenig@ ioc.net.

Electronic Commerce

IIYour article "Can the Web sell building products?" (May, p. l0) was perplexing. Your version of electronic commerce is inflexible, cold and faceless. Additionally, your article failed to articulate the reasons why this industry is looking for an alternative. An appropriate industry phrase to insert here is, "If it ain't broke. don't fix it."

Fifty years ago, when business deals were done face-to-face and closed with a handshake, the telephone was looked upon as a risk. Many thought their personal relationships would suffer from its use. Soon, however, the telephone became a necessity. Companies employed the telephone to leverage their resources, products and market share. because it made sense to do so.

Today, the business picture has changed again. Markets are more volatile and "local" competition is literally global in nature. Companies and their employees can no longer rely on less than great products, services or technologies. Today, forest products traders bum out about every l4-18 months bebause of repetitious demands put on them by inefficient communications. Their company's loss is far worse than this. These companies miss the ability to share resources with their customers and/or vendors. lose the ability to accurately measure opportunity (or missed opportunity), and are forced to manage their business by "pushin' paper" in separate systems. What is the gain of having a personal relationship if you don't share resources with your trading partners, so that both of you benefit? The building products industry will adopt a new business process for only one reasonbecause it makes sense to do so.

Without a doubt, the forest products industry is very relationship-oriented. Personally, I wouldn't have it any other way. Common sense tells me that our relationships will survive with fewer dead end phone calls, voice mail and automated attendants. Economic history books are littered with examples of companies that tail because they were unwilling to change with the times and, therefore, unable to compete. These companies lose everything, including their relationships.

The answer to your article title, "Can the Web sell building products?," is no. People and companies can develop better tools for selling and buying products and services that go well beyond the price of the product or service. Contrary to the tone in the article, electronic commerce is not a process to replicate personalities or relationships. Electronic commerce is a tool for business partners to improve the business process.

Johnny Ainsworth

fpix

1950 Stemmons Fwy., Ste. 3044 Dallas. Tx. 75207

(214) 659-5300

WHAT HAPPENED TO CITY GOVERNMENT?

I've been involved in the lumber, hardware and building materials industry tiom the ground up and was started as the second generation at age 9. I'm 57 years old and have run this particular company for 27 years.

I've watched the industry being attacked from a corporate identity all these years starting with so-called discounters: Builder's Emporium, Angel's, Ole's, National Lumber and Standard Brands, which have all gone bankrupt. We've watched their tactics each time one comes to town. They steal our management, employees and every time pump them full of false promises,

The independents across the nation number 28,000, the majority of them average 70 years in the industry and in a lot of cases these independents have four and ltve generations of experience, wisdom and knowledge. The independents treasure their integrity above all, but when integrity goes down the drain, so does the company.

This is exactly why we have watched hundreds and hundreds of so-called discounters go bankrupt, leaving lots of huge buildings empty and our cities embarrassed that they were taken in by promises of increased tax revenues and Joe Citizen laughing up his sleeves at the stupid mistakes the city officials allowed themselves to get suckered into. It's sad when a city official takes his eyes off the people who built the town and sets his eyes on huge corporations as such a deal. I guess they forget that all those stores that built the town voted them into office.

I guess my appeal is to anybody who reads this letter not to forget the small businessman in your town who put forth blood, sweat and tears in order to build generations of service, quality and relationships at the best possible price.

As I write this letter, I watch our town being cannibalized by box stores and hundreds of businesses closing because our city government has catered to these huge box stores so that they can come into town giving them corporate welfare and all the sweetheart deals leaving the independent businesses at a disadvantage.

This is a sorry state of affairs when America is tuming neighbor against neighbor. What happened to the concept of city govemment for the people and by the people? It seems to me that the few who hold power in a town such as ours have lost all sight of the traditional American values.

John M. Collins Center Lumber & Hardware Co.. Inc,

6222Magnolia

Riverside, Ca.92506

Complete range of CUSTOM PATTERNS

SURFACING

RIPPING

KNIFE GRINDING

We operate an Olympic prestain machine which prestains siding, trim and decking packages with clear, semitransparent and solid stain. We provide a quality-controlled product and prompt service. We prestain four sides which aids durability. The back side is sealed against moisture, creating a longer lasting exterior oroduct. AIR

FORE! ParticiDants at the oolf lournament held by A.C. Hbuston Lumbdr Co. May 4 in Las Vegas, Nv., included: (1) Stu Mandelbaum, Garrett Gill, Mark Tomlinson, Todd Bybee. (2) Larry Tostenson, Carl Hays, Ron Mason. Bob Houston. (3) Ron Barrett. Bill Hess. (4) Ann Meyer, Matt Thomas, Randy Morrison, Jerry Daugherty. (5) Craig Soderberg, Craig Evans, Mike Claborn, Jeff Miller. (6) Debbie Mello, Diane Shubert. (7) Dick Loeber, John Hansen, John Brandise, Frank Kams. (8) Terry Molyneaux, Mike Madatt. (9) Mike Smith, Gordon Barclay, Chris Mackey, Bob Westby. (10) Don Bunch, Darcy Coss. (1'l) Rich McKenzie, Tom Kehoe, Steve Wilson. Dave Peterson. (12) Elaine Martin. Wendy Williamson. (13) Keith Self, Steve Noblitt, Brandy Hicks, Rich Hauger. The week before the company also held a Contractor Night in Ketchum, ld.