of Americq's most sought-qfter speqkers

Slonley Morcus, former choirmon ond chief operoting otficer of Neimon-Morcus, Dollos, Texos ond world-renowned outhorily on retoiling excellence will oddress the Generol Session of the Western Home Center & Building Supply Deolers Show on Thursdoy morning, September ',|9, Mr. Morcus, generolly regorded os lhe "Founder of Quolity Reioiling," is fomilior to mony weslern reloilers. As the keynote speoker of fhe Notionol Home Center Show in ',|983, he drew the lorgest ottendonce ever for on opening session ond holds the distinction of being the only keynoter 1o receive o stonding ovotion. Mr. Morcus' exciting ond informotive presentoiion will be o rewording experience for oll home cenler ond building supply deolers who ottend.

John Wooden, former heod bosketboll cooch otihe University of Coliforniq ot L.:os Angeles (UCLA), will be the feotured speoker ot the Western Home Cenler & Building Supply Deolers Show on Fridoy morning, Seplember 20. Known os lhe "Wizord of Westwood," Mr. Wooden cooched the Bruins lo numerous conference tiiles ond NCAA tournomenl chompionships. He is considered omong his peers, os well os by college bosketboll fons ocross fhe notion, io be one of ihe greotest cooching innovotors lhe gome hos ever seen. Now o much sought-otter speoker, Mr. Wooden hos token his motivolionollheories from the bosketboll court ond opplied them to the morketploce You won't wont to miss lhis opporiunity to heor one of the country s most exciting ond dynomic speokers of lhis yeor s Western Home Center & Building Supply Deolers Show.

AIR TECHNIOUES INC, LONG BEACH CA OXNARD

AMERICAN HARDWOOD INDUSTRIES

AMERICAN LEATHERCRAFT ELCNON CA

AMERICAN LOCK&SUPPLY ANAHEIMCA

AI\,4ERICAN SAFETY PRODUCTS CLEVELAND TN

AI\,4TICO FLOORING DIVISION

AMERICAN BILTRITE LAWRENCEVILLE NJ

ARI,ILINE, INC, CHINOCA

ARMSTRONG WORLD INDUSTRIES. INC.

FLOOR & CEILINGS DIVISIONS LANCASTER PA

ASPINTERNATIONAL CLEVELANDTN

ATCO\ilOOD PHILADELPHIAPA

BEL.AIRDOORCO ALHAMBRACA

BELWITH INTERNAIIONAL CIW OF INDUSTRY CA

BOSTIrcH DIVISION OF TEXTRON INC. FULLERTON CA

BUILDERS FENCE COI/I|PANY INC. SUN VALLEYCA

BUSINESS INFORMATION SYSTEMS VENTURACA

CALIFORNIA HARDWARE CO. CITY OF INDUSTRY CA

CALIFORNIA REPRODUCTIONS LOS ANGELES CA

CANADIAN CONSULATE GENERAL LOS ANGELESCA

THOMASCANBY KIRKLANDWA

CANDU TRADING LIMITED CANADA

CASTAIC BRICK MFG. CASTAIC CA

CERTAINTEEDCORPORATION VALLEYFORGEPA

CHARLTON INDUSTRIES REDMONDWA

CHERNG JIATONG ENT. CO

CLOPAY CORP

TAIWAN ROC

CINCINNATI OH

CO[i1|\.4ODORE PRODUCTS CHATSWORTH CA

CONNECTABALL. INC. NATIONALCITYCA

CRAFTMASTER WATER HEATER CO

MOR FLO IND. INC.

CRAWFORD PRODUCTS COMPANY

CROFT METALS, INC.

DATALINE CORP

DAVIDSON PlilP

DELTA INC,, OF ARKANSAS

DIAIl4OND F CORPORATION

DIETRICH & SONS

D.T. HOIVETECH

DURASTEEL P & G

SUBSIDIARY OF KIDDE CORP

EMERSON

EMPIRE LEVEL MFG. CORPORATION

FASPAC, INC,

FENCEMENDER CORPORATION

FIREJET AMERICA LTD

GROW CRAFT INTEBNATIONAL/H&P SALES, INC.

DIVGROWCRAFT VISTACA

GUARDIAN HOIVE PRODUCTS LOS ANGELESCA

GUNN & BECKI\,1AN CORP CORONA DEL MAR CA

HAME|SREFRIGERATION LAKESIDECA

HARDWARE SALES. INC. BUENA PARK CA

HITACHI POWER TOOLS U.S.A. LTD. FOUNTAIN VALLEY CA

H.J.H, CHEMICALS, INC. PHOENIXAZ

HOME CENTER MAGAZINE

VANCE PUBLISHING CORPORATION LINCOLNSHIRE IL

HOUSE OF FARA LA PORTE IN H & R JOHNSON INC. KEYPORT NJ

HUNTERCONTAINERCORP VERNALISCA

HYPONEXCORPORATION FORTWAYNE IN

IKO MANUFACTURING, INC. WILMINGTON DE

INTERIOR PRODUC]S BRUNSWICK GA

TNTERSEL OF CALIFORNIA WOODLAND HILLS CA

IRON MOUNTAIN FORGE FARMINGTON MO

JENSENGENERALCO. LOSANGELESCA

JOHNSON PET,DOR. INC. VALENCIACA

K,C. I\4ETAL PRODUCTS INC. SAN JOSE CA

KEIJE WATERBURYCT

KELLER INDUSTRIES MERCED CA

KGM INDUSTRIESCOMPANY PASADENACA

LABELLE INDUSTRIES OCONOMOVVOCWI

LENAPE PRODUCTS, INC. PENNINGTON NJ

LE PICSYSTEMS. INC. PROr'O UT

LYONS INDUSTRIES INC. DOWAGIAC MI

MAJOR LINES DISTRIBUTING

MAPLE BROTHERS MOULDINGS

MELA ENTERPRISES, INC.

THE i,l|ERCHANT I\,4AGAZINE. INC, METAL INDTJSTRIES,

PACIFIC SKYLIGHTS l\,1FG.

PANEL CLIP COMPANY WEST

DIV THE PANEL CLIP CO.

PERMA-DOOR BY AI,IERICAN STANDARD

AMERICAN STANDARD INC.

PET.EZE

PLANITA

POLY.AMERICA

POOL DOCTOR

DIV OFWORLD IND. INT'1. INC.

PFAIRIE STAIR PRODUCTS INC,

GUAL.CRAFT INDUSTRIES, INC.

RAINDRIB INC.

REHRIG INTL.

RICHDEL,DRIP MISI

ROEBIC LABORATORIES, INC.

SHL BUSINESS SYSTEMS

SYSTEMHOUSE INTERNATIONAL

SHOP.VAC CORPORATION

STAR FLOOR COr'ERING

STEM SEARCH CORP

SUNSET BOOKS

LANE PUBLISHING CO.

SUPERIOR ALUMINUM PRODUCTS

TAIWAN HARDWARE (CENS)

THE TAPE FACTORY

TECHNICAL DESIGNS, INC.

TEECO PRODUCTS. INC.

THERMO SYSTEMS

TRI SIAR INDUSTRIES

TRIAD SYSTEMS CORPORATION

TUB.I/l|ASTER CORP

UNIVERSAL HOME PRODUCTS, INC

UNIVERSAL PAINT CORPORATION

SECURITY DOOR

R.D. WERNER CO, INC.

&

LAODERS

WESTEK

WESTERN BARK

WHITTIER WOOD

INC,

ORANGE CA HAYWARD CIIY OF INDUSTRY CA

ONTARIq

CA

INC. MIDWEST FASTENERS MILLER REDWOOD COI\,4PANY MONARCH MIRROR DOOR CO, INC. I,l|ORTELL COMPANY MR. ES INC. MV TECHNOLOGY PORTLAND OR LA MIRADA CA BREA CA NEW YORK NY NEWPORT BEACH CA ONTARIOCA KALAMAZOO MI MERLIN OR CHATSWORTH CA KANKAKEE IL SANTA FE SPRINGS CA NORWOOD MA NEW YORK NY SANTA CRUZ CA SIGNAL HILL CA VAN NUYS CA UNR HOME PRODUCTS DIV OF UNR, INC, PARIS IL VELUX-AMERICAINC. HAYWARDCA WARD MFG. &SUPPLYCO CITY OF INDUSTRYCA WEATHERGUARD ORNAMENTAL GENERAL ELECTRIC CO LAMP SALES GENERAL MARBLE CORP NATIONAL HOME CENIER NEWS NATIONAL STOCK SIGN CO NEWPORT CARPET MILLS, INC NO.BURN MFG. CORP OB/MASCO DRAPERY HDW OTTESON & CO RANCHO DOMINGUEZ CA SAN MARINO CA Exhibitor list cr.s of June 5, 1985 BALTIMOFE MD SANTA MONICA CA MONTEBELLO CA MoCOMB MS ALTAMONTE SPBGS. FL LONG BEACH CA JONESBORO AR CLEVELAND OH VALLEY CITY ND ADDISON IL SANTA FE SPRINGS CA RACINE WI MILWAUKEE WI CITY OF INDUSTRY CA FREMON] CA NEW YORK NY LOS ANGELES CA CUCAMONGA CA THE GREEN MACHINE GROSFILLEX

Arizona Dealers

(Continued Jrom page 34) must adapt ideas from whatever source, wherever they find them in an attempt to cope with a changing marketplace.

The final speaker on Friday morning, May 17, was David Landsberg, a communications consultant. who said listening was an underpracticed art that could make the difference between success and failure if what customers say is ignored.

Landsberg said listening skills can be improved upon. He listed the important factors as (1) paying attention

(2) perception of what is being said (3) comprehension and (4) feedback for more understanding.

The keynote speaker at the following luncheon was Herbert C. Winward, v.p. and general manager of building materials distribution, The Weyerhaeuser Co. He said that lumber supply was not a likely problem for Arizona dealers, adding that they could expect more Canadian spruce and southern pine in their local markets in years to come.

Noting that product innovations may simplify dealer inventories, he forecast more products using oriented strand board and waferwood technologies, including building materials made of paper and more use of building systems, rather than simply lumber.

Winward said d-i-y remodeling sold through dealers was outstripping the Gross National Product in terms of growth. Noting that associations and other industry groups were working to increase demand for wood, he forecast that Arizona would have 60,000 housing starts per year in the late 1980s contrasted with 40,000 in recent years. Nationally housing starts should average 1.7 million annually this decade, Winward said.

The next day's business program opened with a talk on the effects of government budget deficits on the economy by Dr. John E. Buehler of the University of Arizona. Describing inflation as a disincentive to savine and hence a negative factor on capital formation, the professor said deficits create a fear of inflation, and hence higher interest rates. The need of government to cover deficits results in it

Bigger Sales With Add-Ons

Dealers looking to maximize sales and profits on kitchen cabinets always try to sell the convenience options and less-than-common sized cabinets, notes Clara Rosenblum, vice president of Excel Wood Products Co. Inc.

"Not many people in our industry are both cabinet makers and women. Hopefully, I can share some of the insights my dual role affords me.

"Assuming you have the basic kitchen cabinet project sold, the good sales person should then imaginatively find ways to add cabinets in helPful positions in the kitchen. These can range from carousel bases to rangehoods and microwave cabinets to both wall and base peninsula cabinets. Broom cabinets and utility cabinets in otherwise unused kitchen or adjacent space can be easy addon sales. And leaded glass doors as well as both refrigerator and dishwasher panels can create the final custom kitchen look."

Mrs. Rosenblum said that the dealer then has the opportunity to move into other rooms, beginning naturally with the bath: "Many cabinets not only have matching vanities with regular and sink bases, but also medicine cabinets and linen closets."

"One's position in selling cabinets should not just be to beautifyyou should sell function as well. Remind the customer of all the things they didn't do with their last kitchen that they wanted to and really regretted later. Explain how it's less expensive to do all the things they really want to do now,"

Mansion In "Top 100 Cos"

Mansion Industries, Inc., Industry, Ca., has been listed by Business Week magazine as one of America's hot growth companies on the basis of return on capital, sales growth and earnings growth.

Ranked 22nd in the top 100 small publicly held companies, Mansion, which began in 1971, produces wood products including stair parts for doit-vourselfers.

Terrorist Threatens Stores

Neiman-Reed Lumber City stores in Southern California were threatened on May 8 by a bomb threat telephoned to corporate headquarters in Van Nuys, Ca.

Following the anonymous call, which said that a bomb would explode in one of the company's 12 stores at 3 p.m., according to Michael Gandee, risk manager, authorities were alerted. Searches by police bomb squads and dogs as well as Lumber City employees failed to locate any explosives.

Stores and the corporate office were evacuated for an hour at 3 P.m., but no explosion occurred. After the stores were reopened, each store manager received an anonymous phone call telling him that the next time would be for real, according to Bob Howard, director of personnel.

Howard also said that the company is working with the Los Angeles Police Department and the FBI in trying to locate the person who made the calls. Corporate officials say they do not know why the chain is being targeted for violence.

Arizona Dealers

(Continued from page 3 9) crowding out others in the caPital markets which also increases interest rates, Buehler noted.

He said that if inflation continues to abate as it has done recentlY, interest rates should remain low.

The next speaker was the marketing manager for Sunset Books, Rene Klein, who described the western market as the most dynamic in the country.

Klein noted that reasons for the unique characteristics of the western market include the population's willingness to experiment with new ideas, concepts and products. A diverse market. the West is more affluent than the rest of the countrY and spends l89o more on home imProvement than other areas. Klein noted that Western homes are more valuable than homes in other U.S. areas.

Wrapping up the formal Presentations was an informative panel discussion on lien laws and credit management. Moderator William Simon, an Arizona attorney, recommended filing 2O day lien notices in most cases where doubt exists, but counseled filing the lien itself "only after considerable thought."

Other panelists included Rich Adams, Ponderosa Lumber Co., who described credit as risk management. He advised again letting sales outrun credit. Adams said the time to solve the credit problems was "before the lumber is out the door."

He was followed by Dale Masson, Specialty Forest Products, who reviewed the fine points of the Arizona Preliminary 20 Day Notice. He went over various lien areas including general background, how to file a lien, details of giving notice to a property owner, follow up techniques, and the full or partial release which is the waiver of the lien.

The final panelist was Scott Sievert, Ed Holderness Supplies, who reminded the dealers that "the sale isn't final until paid, all the rest are just promises." Noting that it is difficult to prelien all customers he said that pre-notification can be helpful. Sievert told the dealers that many joint check agreements are mere promises to pay and do not always offer the materialman the protection implied by their use.

The Merchant Magazine

In addition to golf, tennis and a number of outstanding social events including cocktail parties, a cookout and a concluding banquet and dinner dance, new officers and directors were elected to lead the strengthening association in the coming year.

The new president is James Killen; lst v.p. is John Gaskin; 2nd v.p. and treasurer is Dave Runyan. The immediate past president is John Wyss. Directors at large are Ray Lopp and Michael O'Malley. E.J. Johnson, the exec. v.p., was re+lected as managing officer of the AL&BSA.

Next year's convention is set to be held at the Radisson Hotel in Mesa (Phoenix), May 7-10, 1986.

Yuppies Like Solid Wood

The Yuppie market is demanding more solid wood furniture, which they consider superior in quality to veneers. In order to meet the demand, furniture manufacturers are stressing solid wood in the design of their case good products.

Rr Transit Privileges

(Continued from page 9) somewhat clouded. The Federal Courts have vacated the ICC's deregulatory order for boxcar traffic moving under joint rates, because the Commission had not adequately considered the possibility of large carriers using their market power over the smaller carriers in dividing the revenues from joint rate shipments. Thus, while single line boxcar traffic is still deregulated, the ICC must reconsider their decision forjoint line boxcar traffic.

Perhaps the most important provision of the Staggers Rail Act is the section which practically eliminates the power of rate bureaus. Under this section, discussions of joint line rates may only be made between the carriers who actually form part of a particular route over which the rates apply. This has resulted in a trend away from joint rates, and increased use of single line proportional rates which are added to the rates of connecting carriers to form combination through rates. These combination rates often result in lower charges than the single factor through rates. The proportional rates, however, are usually published with the provision that transit privileges will not apply when they are used.

As an outgrowth of the loss of collective rate-making power, cooperation which formerly existed between connecting railroads has been replaced with a strong competitive stance by individual carriers. This has sometimes resulted in one railroad eliminating another railroad from through routes, or canceling reciprocal switching agreements. Shippers have at times been caught between competing railroads, causing loss of service or resulting in additional cost. In particular, carriers have in some cases eliminated routes over which transit privileges applied, resulting in loss of transit privileges for shippers located on the connecting line. Some canceled routes have been restored, due partly to pressure from shippers and partly to the fact that it is in the best interest of the carriers to participate in such routes.

In spite of all of these developments, there is still a substantial movement of lumber traffic accorded transit privileges under joint through rates, and it will probably continue to be an important factor in the foreseeable future.

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