Successful switch sees contractor yard add retail

CHANGING your business over to cope \'/with changing marketing conditions is not, let's face it, one of the easier tasks of management.

But Charlie Dart, who has K-Y Lumber Co. in Fresno, Calif., did just that last Spring when he expanded his contractor yard to include consumer business.

The results were immediate and have continued good as the year progressed, said Darto Lumber Merchants Association past-president, who admits having to relearn this part of the business because of his contractor-oriented background.

Charlie's entire operation is under one roof. K-Y sports a new entrance. And Dart's son-in-law, Jean Hartstock, is responsible for keeping things running smoothly when Charlie is absent with LMA affairs.

Garden and tool sections are at the rear of the store. Many new lines were added, including large wall paneling display, shelving, doors and impulse items. All merchandise is individually priced.

A large checkout counter was built to accommodate big weekend crowds. Dart plans to convert to packaged nails, screws and bolts to eliminate storage bins and gain floor space.

Born in Galt, California, in 1902, Charlie graduated from U.C. in Berkeley and from 1923 to 1929 appeared to be on his way in food management as manager of the dining service at tJle University of California. But in 1930 he left that post to enter the mortgage loan and real estate investment business with Mason McDuf- fie Co. in Berkeley and thus began a career in commercial and residential construction. In 1933, Charlie became a field engineer for a government agency affiliated with WPA and PWA and 6 years later he was named director.of the Kern County Building Department and was instrumental in starting the use of building permits in that area.

Dart served Kern Countv until 1942 when he joined Bernie Baiber & Asso-

Story ol s Glonce

Streamlined operation captures consumers as charlie Dart's operation puts on a new face when it shifts to retail ... shop learns retailing along with Charlie sales continue to increase.

ciates in Fresno where he became an expert in OPA matters and secretary of the Lumber lVlerchants Association.

Charlie's transition into the supplying of building materials came about in 1947 when along with Beth Pollard he bought K-Y Lumber which had been established at its present l7I0 North Blackstone Ave. address in 1943. "Those post war years presented many problems for lumber dealers," he recalls, 'obut it was also a period which helped bring about a new growth and importance to our industry as the need for housing tracts came hand-in-hand witl peace. However, it's a new ball game now and we sure don't want to get caught sitting on the bench."