Atizona lumber dealers convention

AFTER the demise of the AriA zona Lumber & Builders Supply Association last year, the tradition of a meeting of Arizona dealers each May has been kept alive by the Mountain States Lumber & Building Material Dealers Association.

As part of its aggressive bid to recruit former members of the Arizona association, the MSLBMDA worked in conjunction with two local organizhtibns in staging an Arizona Lumber Dealers Convention May l8-20, at the Fiesta Inn in Tempe.

The opening day speaker Wayne Quasha, a well-known industry consultant, presented a number of suggestions on how retailers could increase their performance. One Quasha suggestion was for dealers to open up their books a little to employees so workers could better understand the need for an adequate markup. Quasha said some employees, not understanding the extent of overhead costs, may feel markups are excessive.

The next day, Friday, the Phoenix Hoo-Hoo Club sponsored the annual golf tournament, which, as usual, was well attended. More than 160 were estimated to have played.

That evening, The Young Lumbermen's Association of Arizona presented the annual steak fry, held at Rustlers Rooste, The Pointe at South Mountain. The popular social event featured cocktails, dinner and dancing, as well as a spectacular view of the greater Phoenix area.

Next morning at 7 a.m., it was back to business at the CEO Roundtable breakfast, discussing how to sell projects, not price, and ways to make it easy for customers to buy from the dealer.

MSLBMDA manager Fred Caruso opened the session with a report on the support his group was enjoying in Arizona. Gains in Arizona membership have been steady, he said. Caruso also presented industry statistics his organization has gathered and spoke of the relation-

Story at a Glance

Mountain states group carries on for the defunct Arizona association with a convention for Arizona dealers and wholesaF ers. well received program points to a repeat next May.

ship between margins, markups and profits in dealer operations.

The first member of the panel discussion was Ron Buchtel, Vaughn Lumber Co., Chandler, Az.. who said his firm tried to compete on services and products, rather than prices, on industrial and commercial jobs. Specialized markets, he said. meant better profits.

Small town retailer Mary Hartung, Thatcher Building Supply, Thatcher, Az., said bidding a wide range ofareajobs, even prisons, has enlarged their scope of potential sales. "Make your store a fun place," she said. "We have a wood stove, chocolate and coffee for our customers. Listen to what they say and respond."

Dave Runyan, Babbitt Bros. Trading Co., Flagstaff, Az., stressed (Please turn to page 54) l5l John & Colleen Gyori, Ross & Sneit Cooley. 16l Dan Collins, Linda & Brad Hatch. l7l Ardis & Roger Wulf. l8l Evelyn & Nelson

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Sembach. l9l Rick Gates, Mark Smith. ll0l

Bob & Kim Cordes, Bob & Sherry lvie. llll ll2l Judy Mackin, Dean & Cheryle Winters. ll3l Stephanie & Lucky Hayes. ll4l Gordon

Miki & Pat McNichols, Earl & Carol Nierman.

Harbert, Gary Woodward. (l5l Glee & Jim

Pope, Janeen & Terry Burkholder, Karen 0lson. ll6f Denny Dickenson, Mark Smith. llTl Linda & Brad Hatch, Mike Cooley, Jim Davis. llSl Woody Clark, Gaye Lake, Jack & Barbara Fleck. ll9l Mike Brady, Pam Grugel, Dan Roads. (201 Heidi Troutman, Greg Osterloh. 12ll Ken Higgins, John McMillen.