Footsteps to follow

About 25 years ago I encountered a delightful ally in the building materials business in the Los Angeles, Ca., area.We were both involved with small new retail operations but a few miles apart at the beginning of the original do-it-yourself type operations.

His strong suit was his intellect, foresight, ingenuity, excellent business acumen.

Sol Lowi originally owned and operated Woodruff Plywood in Downey, Ca., subsequently leaving to open a similar type establishment called Plywood Discount in the nearby city of La Habra. His next step was to establish Discount Builders in Azusa. This company, under his and other management, then expanded to Monrovia and El Monte.

He then headed his lumber and plywood show for the nearby San Fernando Valley. His operations are now housed in the cities of Chatsworth and North Hollywood and his "show of shows" is under the banner of Builders Discount. By this time you no doubt have noted the similarity in names of each of his continuing sucCESSES.

Another thing Sol has continued is the practice of being original, unique, different and terribly logical about all he does. A visit to one of his emporiums is a fascinating experience.

The signs that greet you are different and unique. One is greeted by a placard that reads "ALL >r,r-ES FINAL," followed by others that are no less firm and final in their connotation.

Here is a sampling:

ABSOLUTELY NO EXCHANGES OR REFUNDS. NO CREDIT CARDS!

81 Ken Thim CHECK ALL (YOUR) MERCHANDISE AFTER PAYINC, BUT BEFORE LEAVINC. DO NOT HANDLE ANY LUMBER/PLYWOOD. RING FOR SALESMAN. POLICIES ARE DESIGNED TO KEEP THE PRICES LOW. PLEASE DO NOT ATTEMPT TO CHANGE OUR POLICY. THERE ARE OTHER STORES THAT WILL ACCOMMODATE YOU.

Some of the other indicators that you are in a different and unusual establishment, continue the ring of order, method and system:

DOOR JAMB SETS DO NOT OPEN BOXES. DO NOT HANDLE VANITIES OR (VANITY) TOPS WITHOUT SALESMAN. PLEASE REPLACE BOARDS AS YOU FOUND THEM (OUR) TIME SPENT STRAIGHTENING COSTS YOU MONEY! DO NOT ENTER THIS AISLE WITHOUT A SALESMAN; ALUMINUM DOORS AND WINDOWS. PLEASE WAIT HERE FOR NEXT

CASHIER FOR ASSISTANCE WHEN READY TO LEAVE.''

Although any, or all, of the above might well constitute the "kiss of death" to many run-of-the-mill retailers, it is, nonetheless, a way of life at Builders Discount. A visit to the premises is worth the time.

To compensate for all of the above there is a method in the man's madness.

ORCANIZATION: Nowhere will you find everything in its place and a place for everything like you will here. Many of the warehousing, display and storage ideas are singular, designed and constructed on the premises.

QUALITY: Lumber, plywood, paneling, doors and windows, pullmans, particleboard, drywall and accessories, moldings and all the other condiments that finalize the project are adequate for the novice for they meet the demanding standards of the professional.

CLEANLINESS: The deterrents to indiscreet customer handling of the inventory are a direct reason for the excellence of the housekeeping. But company personnel also have to be trained to Think Clean and it doesn't happen by itself. Cleanliness may not be contagious but it is noticeable and a far better choice than its alternatives.

And to make sure that the salesman understands the house rules: ALL VENDORS MUST CHECK THEIR RETURNS BEFORE ANY ORDER WILL BE APPROVED.

STOCK CONTROL: These people seem to be prepared for any emergency. We would assume that their Special Order file is minimal compared to most,excluding odd sizes of doors, windows, pullmans, etc., which no one can possibly predict or plan ahead for. Not all operations can carry the backup inventory that covers all consequences, but the times must be remote when this concern finds itself short of a basic commodity.

This article is not an affront to all of you who do a super job at what you do so well, (though perhaps differently) but rather a compliment to a member of the fraternity who has excelled in our business.

Thanks, Sol, for enriching our little niche in the world of retailing.