Distributor anticipates increased profit in millwork

FIAT are the millwork trends of the '90s? Will new markets develop? How will the distributor help the retailer meet his customers' needs?

Lew Macl)onald at Maple llros. lnc., Chino, (la., a nrillwork producer and distributor, agreed to share his opinions and views of coming millwork trends with our readers.

I)o you expect any changes in the millwork business in the next few years?

though I anr not so sure that the market as a whole will grow lor the next lew years. Any new growth willcome with increased competition. More effort in marketing and product development. both for ourselves and for our customers, is a given necessity.

Story at a Glance

CUnnEilT moulding trends include these art deco miterless corner blocks. Moulded of llame retardant plastic, they are guaranteed not to split, crack or warp and can be installed with staples, finish nails or adhesives, according to Maple Bros.

Yes, all of them for the best. As mouldings and millwork take on the function of decor and design, instead of function only, the distributors should see an increase in profits, il not in volume. The west has finally awakened to the hidden value and beauty of both mouldings and millwork.

I)o you anticipate new nrarkets opening up?

Yes and no. There are a lot of areas where we as distributors can improve market share, al-

A thoughtful question and answer session on why the moulding market has changed and what to look for in the future ... how the western market got to this point, where it is going.

Q: ls the market changing? ls your role in the market changing'l

A: The real question is, "ls nrarketing changing?" and the answer should be "yes."

Moulding and millwork can no longer take a back seat to con-

August 1990 tractor products like studs and CDX plywood in the independent lumber yards. This traditionally high margin product needs the attention and marketing skills given to it by the large home centers. Our job is no longer to just have products to deliver on a weekly basis, but to help in the education of our dealers. To provide them with the skills and products to make the general public a part of their customer base also.

Q: will the housing slowdown change the millwork market?

A: Despite anticipated slowdowns in new housing, remodeling and replacement activity will continue to support steady growth in the moulding and millwork industry for the next decade. Over the past two decades the millwork industry has produced very little, if any, new or creative products. The consunrer is no longer buying just for function, but for expression and enrotion. New upscale products will nteet that need.

Q: To what do you attribute this upscale trend?

A: Income has been growing lor the baby boom generation as theY reach their peak earning Years. More lamilies have dual incomes. They are looking lor ways to express thenlselves through their honres. The honre has beconre one inrPortant fornl ol grersonal expression.

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