WE$rERN HOME CENTER& BU ILDINE MATERIAITI SHOW

New Shoul De,W: Thurc, Fri, Sot, November'1547

Anoheim Convention Center

THE FIRST AND ONLY REGIONAL EXPOSITION TAIIORED TO THE SPECIAL NEEDS OF THE HOME CENTER AND BUILDING MATERIALS DEALERS IN THE WEST.

Ihe decision-mokers you need to sell. The WESTERN HOME CENTER & BUILDING MATERIALS SHOW delivers the retoilers you need to sell in the western stotes. Thev hove the purchosing outhority for your products ond services. At the .1983 show,40% identified themselves os presidents, owners ond portners. Another 37% held the title of vice president, generol monoger, corporote officer or other monoger.

Reloilers you won'l see of ony other show. The WESTERN HOME CENTER & BUILDING MATERIALS SHOW delivers vou on exclusive oudience of home center ond building moteriols retoilers from throughout the western stotes. Fost-Show reseorch indicotes thol 44%of the .1983 Show ottendees hod ottended no other trode show in the previous 12 months, Onlv 22%ottended the Winter Hordwore Show in Los Vegos. Only 15% ottended the Notionol

Hordwore Show in Chicogo Only 4% ottended the Home Builders Show in Houston.

Buying decisions mode right on the floor, Decisionmokers ot the WESTERN HOME CENTER & BUILDING

MATERIALS SHOW ore there to buv At the .1983 Show, 76% of the ottendees indicoted thot they hod ploced or will ploce orders with exhibitors.

Dont miss lhis oulslo nding selling opporlunity

RESERVE YOUR EXHIBIT SPACE TODAY.

CONTACT: Morvin Pork, Exposition Monoger

Wesiern Home Center & Building Moteriols Show 600 Tolcott Rood, Pork Ridge, lL 60068 Phone (312) 823-2119

1f, N analysis of the operations of com- ,rpetitors can be helpful to a company. Here are some key questions to be answered when conducting a competitive analysis: a What are competitors' operational and marketing strengths? Do they have better facilities, stronger staff, better cash position, a more productive sales force, or a better distribution network? o How are competitors' products positioned? To which customer group and market segment are they sold? Have these changed from the past? o How are competitors' products priced and distributed? What are the current trends? a What types of promotion and advertising do competitors use? How much do they spend? a What customer needs are filled by existing products? Could new products satisfv unfilled needs?

I Who are the major competitors? What are their current market shares? Have there been recent changes in position?

O What are competitors' weaknesses? How can they be capitalized upon?

O Who are the newest competitors? What have they done to position their products and how well have they done in their target markets?

To control vacation periods, include the following provision in employee manuals: "No particular time of the year is designated for vacations. The company retains sole discretion for granting vacation schedules. The timing of each vacation will be determined on the basis of its interference with company operations along with employee convenience. As far as practicable, employees' wishes as to dates of vacations will be granted. However. because of its need for a realistic number of staff on hand at all times. the company cannot always grant vacations on exactly the desired dates."

The following is a checklist designed to help protect a business against robbery. A "no" answer indicates an area where action is needed.

Do you keep small amounts of cash in the register?

Is the register kept locked when unattended?

Do you advertise security measures and cash handling policies?

Is there a clear view of the cash register from the street?

Have employees been directed to notify police about suspicious loitering?

Have employees been trained in what to do if a robbery occurs?

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