1 minute read

Iledlrrrrd

792-2389

Arizona Convention

(Continued, lrom Page 17) often short of really first class employees. Systematic training programs can be a great aid to dealers as well as setting goals and advising employees of the goals and how management and labor can work to achieve them.

The service advantage of a small dealer was pointed out by panelist l'rank Heard of Nlotroni - Heard Lumber Co.. Woodland, Calif., who noted that the granting of credit is a gr(:at customer loyalty builder. Product knowledge, a well-rounded line of merchandise, and the ability to make fast decisions to benefit the customer are also in the traditional dealer's bag of tricks in compe.ting with the ma.ss merchandiser. he added.

New Mexico lumberman Joe Harl"y, president of J.C. Baldridge Lumber Co., Albuquerque, told dre audience that his sales projections haven't been inhibited by the chain merchandisers. He said the merchandisers have criticized many dealers for poor displays. failure of the dealers to shop the mass merchandisers, advertise properly and priee "tht dogs" to move them out. Morris l'urken. president of Thrift Builders Srrpply. the new Angels' subsidiary in Phoenix, observed that mass merchandising stores such as his were more vulnerable. to competition from the conventional deal- er than many realized. He noted tlat with operating costs and costs of markdowns running close b 4A/s, it was necessary to get a 4l%-42% markup in order to achieve a 2/o:\tb protit if the item sold at an adequate volume. He sees both types of operations making a profit as they co-exist.

Complete Drying and Mitting Facility

Penberthy's service doesn't stop at vast inventories, over 75 species and dozens of grades. We are the only company in Southern California with our own dry kilns and a complete milling facility to provide any detail your customer may want. Our delivery service js by truck or rail in our own back yard or across the country. Call Penberthy with any hardwoods requirement!

This article is from: