76tLt A^^i"*ns&ny

of the company at age 27. That year, his brother, John, joined the company and is now the c.f.o. Peter and John purchased Garden Grove Lumber in 1984.

For two years, Ganahl Lumber was a four-yard chain until a fire destroyed the Lake Arrowhead yard in 1986. The purchase of a yard in Capistrano Beach in 1995 made them a four-yard chain once again.

The history of the The Terry Cos. began in 1886 when

John Francis Mullin moved to Los Angeles to start his career. He first worked for San Pedro Lumber Co., but subsequently formed a partnership with William F. Montgomery to found the Montgomery-Mullin Lumber Co. The venture prospered and expanded to nine locations. Due to Mullin's failing health, the business was sold in 1918.

Russell B. Mullin, John's eldest son, was demobilized from the U.S. Army at the end of WWI. He returned from Europe and decided to go into the lumber business for himself. He had been the manager of a small yard before the war and with the aid of his father, purchased the Burbank Lumber Co. in 1919.

In 1922, John and his uncle Wayne Mullin purchased another yard and in the following years, four more yards

ROLISooWHEEIS c Plckrup

W|TH another yard and in the following years, four more yards were added to the Mullin Group. Russell Mullin's other son, Terry, became manager of one of the yards known as Tarzana Lumber Co. The name was later changed to Terry Building Center, and then to Terry Lumber Co. of Tarzana.

Under Teny Mullin's leadership the company grew and one-by-one other companies were added to form what is now known as The Terry Cos. They currently operate 14

We Don't Make This Stuff Up Dept.

yards, two wholesale companies, and a custom planing mill. In recent years, Terry Mullin's two sons, Tom and Russell, have joined the company in executive positions.

A.C. Houston, Ganahl and Terry are proud of their histories as well as their honesty and integrity among their customers. They remain true to the customer service traditions of the past, while responding to the demands of the present. They are fine examples of "hand shake" businesses.

Alout three months laler, a nice no& of thanks arrived from the

Outsourcing: New Retail Management Tool Helps BoostProfitability

The next time you think about should be doing exactly the opposite," for as long as they need. Outsourcing adding new full-time staff to handle a says Donald J. Fletcher, president of of staffing also illows you to avoid growth in sales, or adding space to management consultant George S. costly benefits. hold an increase in inventory, you may May International Company. Capabitities _ Outsourcing enables want to consider one of the new trends "Inventory, facilities, even people "u"n-r'n" smallest company to have a in managementoutsourcing. have a price tag attached to them,"ie ;k;;g expert, researcher or spe_

Before you dismiss it as the latest adds. "You don't wantto own a.build- ;il;;; staff. While it may nor pay management fad, consider that funds ing or pay a salary year around wh.en i";t;" ;" ..own,, that person, you can spent on outsourcing are expected to you only need the person or facility ;i"rit;it"texpertisewithoutaddingto triple to nearly $300 billion annually part of the year. Fixed costs are a vou. pavrott by the year 2000. financial drain on companies, particu- '-;': - whin used properly, outsourcing larly those that a.e giowing ''upiarv can enable a company to reduce costs and need good cash flow" and create a compeitive advantage. The eiplosion in the outsourcing needs, pouring cash into buildings

According to one senior management market .uk", it possible for nrun! i"l "?1 match your company's longconsultani, outsourcing can m-ake or business owners to realize aru-utii term plans' when possible, focus on break many companieJwhen times get cost savings, Fletcher u"ri.""r. 1"09",i1g inventory (another cash tough.

Following aie several of his rugg"r- frain] fo minimize the need for addi-

,iWhen business is booming, the tions: - --oo-- tional facilities' When more space is temptation is to hire more staff, build a needed, you may lease and still avoid new factory or warehouse, and bring Staffing - The use of independent long-term obligations' moreof thebusinessin-housetobetter contractors provides employers the Services - Some services may be control costs. In many cases, you flexibility to hire when they need and cheaper or easier to handle outside your company. Human resources your needs and expectations clearly, and that both sides agree on schedules, compensation and criteria for satisfaction," Fletcher says.

Words For Selling

( Continued from page 4 I ) can't expect me to talk to people I don't know!"

Just as you got id of selling, now eliminate the word stranger. Explain to your employees that we all share the same anxieties and hopes when acquiring goods and services. Explain that we all hope to talk with someone who is courteous, who is very knowledgeable about the producUservice, who is attentive and asks sensible questions, and who truly wants to help the buyer make the right choice. Employees who understand this often will find that their prospective customers suddenly become customers.

Choose your words carefully when hiring, training, and motivating employees. Forget about "selling" and ask first, "If you come with us, we'll expect you to talk with customers and with prospective customers. Can you do that?"

When the reply is a quick, "Yes," you probably have found someone who will be an asset to your company.

To those who hesitate, suggest they seek employment at your nearest competitor. Chances are they will blend in nicely with all the others employed there.

PWFs Survive Floods

During recent floods in Fargo, N.D., Permanent Wood Foundation homes weathered water infiltration as high as 41 inches without suffering structural deflection, bending or other problems, according to inspections by the Southern Forest Products Association.

Conversely, many conventional basements, typically concrete block, caved in or the house floated off the foundation.