Sales Opportunities

(Continued from page I 4) example, if your competitors are cutting back on the number of sales people they employ, then relationships with their customers will suffer, and that is an opportunity for you. Your competitors' customers won't see the competitive salespeople as often, or maybe not at all. That lack of attention is an open door for you.

As you call on your customers over the next few months, pay particular attention to anything you can learn about possible competitor's cut backs. Try to ascertain which of your customers or prospects may be impacted by that. Give those people special attention.

If you can make an inroad into an account that was formerly committed to a competitor, that relationship that you establish will work well for you even after the market turns around.

It may be, however, that your competitor has not reduced the number of salespeople, but has cut back on service or production. If that's the case, then it is possible that some of your competitor's accounts are having trouble with delivery, service, quality, etc. Now is the time to get into those accounts and sniff around to find problems they may be experiencing. Any such problem is an opportunity for you.

3. You, customers may close down or relocate out of the area.

This one is a real challenge. What possible good can come of a customer going out of business in your territory? If you do your job well and are blessed with a little bit of luck, this could turn into two or three good customers down the road.

If you have done yourjob well over the past few years, you will have cre- ated positive relationships with several key people. You know them personally as well as professionally. You may have met their spouses or children. You've gained their respect and trust.

Many of them are not going to move to Mexico, China, or anywhere else. They are going to stay right where they are. Which means that they will be looking for a job similar to what they are doing now.

Get their home addresses and phone numbers and copies of their resumes. When you hear of a position opening up somewhere, let them know about it. Try to help them find jobs in your i[ea.

Whether or not they find employment because of you, they will recognize that you tried to help. Keep in contact with them. It is possible that they will surface in a position of responsibility for some other company in your area of responsibility. What a great opportunity to leverage your relationship into a new account, by calling on that individual.

With some luck, a couple of these displaced key contacts can open doors for you with their new employers.

One beautiful aspect of these three clouds with their silver linings is that it is unlikely that your competitors are even thinking this way. They are too busy feeling sorry for themselves and bemoaning the change from the way things used to be.

Use these clouds as opportunities to expand the business or to find new accounts, and you'll be the envy of all the nay sayers around you. More importantly, take on the attitude of looking for the silver lining among the clouds in every difficult situation.

Dave Kahle (www.davekahle.com) is a sales consultant, trainer and author of over 500 articles, a monthly e-zine, and three books.

PRESERVING BEANTOWN: American Wood Preservers Association held its annual meeting April 27-30 in Boston, Ma. (1) Paul Dandy, Shirley & Dick Biewer, Joe & Andrea Kusar. (2) Bob Edwards, Dave Fowlie. (3) Elaina & Dick Jackson. (4) Joe Guzzetta, Bob Leach. (5) Paul Goydan, Bob Moore, Steve Reeder, Brian Mulvaney. (6) Bob Inwards, Bill Smith, Mike Richards, Ed Nichenko. (7) Dave Mullin, Grady Brafford, Phillip

Schneider, Pam Mitchell, Corry McFarland. (8) Bill Drohan, Steve Wisnewski. (9) April James, Bert Jones. (10) John Wilkinson, Brad Clemenl, Loren Forshaw. (11) Byron Hawkins, Randy Deweese. (12) Wayne Ryland, Wayne Tyger. (13) Barbara Laughlin, Donald Dank4 Ken LaJghlin,'Kathy Danka. (14) Elizabeth & Bryan Winter, Hilda & David Morgan. (15) Tommy Kyzar, David Stanley. (More photos on next page)

AWPA ANNUAI (continued from prevrous page). (1) Jaun e Das & Hortensia Perez, De ia Fita, Fernando Perez, Geoff rey Gi (2) Dean N chols Steve Shrelds, Jlm Basler. (3) John & lVarv Hall. Cara & Norm

Sedi lo (4) VolkerBauhaus,Mrmi &HansWard (5) Barbie&AanPreston. (6) Mike Dilbeck William Grimes. Aan Ross John N.R Rudick. lUatl

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Cover your projects before the roof goes on.

For virtua y any prolect, residential or conrnrercia , for vrrtual y any app tcat on and a major building codes, LP is Droud to be there tlithan 1ostspecificallydesgnedforthe1ob.Engneerecltobestraghterandstfferthantraditonallumber,LPIJoistsreducethe prob ems that naturally occur as so id sawn lLrnrber dries rke shr nking, r,varping, sp itting and crowning. That means floors and ce ings that are more true, solid and unifornr than ever before. lt aiso means stronger and more efficient, because pouncl for pound LPI Joists have a greater load bear ng capa0 ty than traditional lumber, so floors and ceilings can be designect \'vrth ess material, not less qua ity. Add a great r,varranty and environmenta eff ciency and LPI Joists become the smart chorce for today's builder.Forinformationcontact l.800.999.9105orvsttheLPrvebsiteatwww.lpcorp.com.

Rates: 25 words for $25, additional words 700 ea. Phone numb€r counts as one word, address as six words. Headline or centered copy, $6 per line. Border or private box, $6 ea. Column inch rate: M5 camera-ready, $55 if we set the type. Mail copy to above address, Fax to 949-852-0231 or call (949) 852-1990. Deadline for coov is the 25th of the month.

FONTANA WHOLESALE LUMBER is looking for a customer service/sales/general office person. Must have current DMV printout. Please submit resume outlining qualifications and work history to HR Department, P.O. Box 1805. Turlock. Ca. 95381 or Fax 29-6328349.

LUMBER TAKE-OFF POSITION. Enterprise software estimating system. Salary, benefits. Crenshaw Lumber-Los Aneeles. Ed Wyche, (310) 323-1337.

PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

To reply to ads with private box numbers, send correspondence to box number shown, in care of The Merchant Magazine, 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660-1872. Names of advertisers using a box number cannot be released.

PLYWOOD SALESPERSON: Growing 35year-old Importer/Wholesale-Distributor/ Manufacturer seeks quality, knowledgeable person with at least 3 years sales experience in imported and/or hardwood plywood, willing to relocate to Gulf Coast Region. Entrepreneurial position to expand existing plywood sales program including value-added production. Position offers competitive salary with full benefits,401k. Send resume to Box 693, c/o The Merchant Magazine, 4500 Campus Dr., Suite 480, Newport B each, Ca. 92660.

EXPERIENCED LUMBER TRADERS WANTED.

we are Hardwood and Softwood log and lumber wholesalers with offices in the United States and Canada. We're seeking sincere, experienced lumber traders who have a view towards the long term. Work INDEPENDENTLY from your part of the country. OR from our offices in the Toronto area. This is an excellent opportunity with a well-established company. We enjoy an OUTSTANDING financial and marketing reputation. For complete details of our interesting and rewarding program, please phone Bob Wilson lN STRICT CONFIDENCE. We'll also invite you to speak with one of our current trading panners

OUTSIDE SALES: Reliable Wholesale Lumber Inc., Industrial Division, is seeking an experienced softwood salesperson. Experience and background in sales to the industrial and manufacturing industries needed. We offer excellent benefits, and open territory. Please send resume to gkallas@rwli.net or Fax, attention George Kallas, to 626-452-8554. All inquiries and resumes will be strictly confidential.

Experienced Lumber Trader Wanted

Great opportunity for experienced trader with steady accounts. 607o commission split for trader. Any product line. Relocation not necessary. Excellent office support, great credit, and financial strength. Call John at Lakeside Lumber Products, (480) 991-1777, for confi dential discussion.

LOCAL LUMBER HAULING Southern California roller bed truck & trailers and bobtails radio dispatched. Rail car unloading at our spur in Long Beach, Ca. 3-C Trucking, (562) 422-0426.

Charlie Wilson, 95, retired purchasing agent for Lane Stanton Vance Co., City of Industry, Ca., died May 4 in Pleasanton, Ca.

Mr. Wilson joined E.J. Stanton Lumber Co., in 1934 and stayed on with Lane Stanton Vance when E. J. Stanton was acquired in 1970. He retired in 2000.

Michael Gomez. 53. mill foreman for Reliable Wholesale Lumber, Huntington Beach, Ca., died May 23 of liver failure.

Mr. Gomez had been with Reliable since 1984.

Bill Larsen, 75, former advertising specialist for Weyerhaeuser Co., Federal Way, Wa., died April l6 in San Diego, Ca.

Mr. Larsen worked for Weyerhaeuser Co. for four years in the mid1960s before joining the Walter W. Cribbins company to develop ads for Weyerhaeuser.

In 1985 he founded his own ad agency, Bill Larsen and Associates, Tacoma, Wa. He was a long-time associate member of the Western Building Material Association.

Mr. Larsen retired in 1997.

Rollin Eujene Van Valkenburgh, 90, retired operator of Alaska Wrangell Mills, Wrangell, Ak., died May 3.

A native of Nebraska, Mr. Van Valkenburgh acquired Alaska Wrangell Sawmills in 1948. He sold the business in 1973.

George K. Moty, 80, owner of Moty & Van Dyke Inc., a lumber mill equipment firm in Redding, Ca., died May l.

A native of Dawson, N.M., he served with the Army Air Corps from 1942 to 1946 as a first lieutenant.

Mr. Moty was the mayor of Redding from 1964 to 1974.

Home Projects Get Pricier

A new survey of more than 160 contractors who specialize in home improvement shows the cost of 10 popular projects increased by lO.2Vo from 2002 to 2003, three times the government's inflation rate of 3.4Vo for the year.

Explaining the rise in prices, 507o of the contractors cited increased labor costs, while 35Vo were unhappy with the cost of materials, 24Vo mentioned higher health and liability insurance rates, and 5Vo cited costs of fuel and specialized subcontractors.

Despite the rising prices, 597o of contractors are predicting an increase in sales for the rest of the year, as interest rates remain low and the demand flor larger homes rises.

Analysts say that home improvement projects offer a high return on the dollar when a home is sold.

On new bathrooms and kitchens, for example, the homeowner can expect to recoup 80 to 90Ea of the investment.

A recent Harvard University Joint Center for Housing Studies report expects a 47o increase in spending, now at a record $214 billion, in 2003. Contractors echoed the sentiment, with 697o believeing the strong housing market to be a long-term trend that won't weaken any time soon.