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Retaller Fights Back

Not all building supply centers are philosophically accepting their lumps in the new home building sales slump; some of them are waging a vigorous campaign to succeed in a down market.

A store that is doing something about the pinch is the Boise Cascade Building Materials Center, Beaverton, Or. Recognizing that the d-i.y customer can be a solution, they have, according to Bob Walker, manager, expanded their product line to include more paneling, fencing materials, decorative finishes, specialty lumber and other items used in remodeling and repairs done by homeowners.

In addition to stocking the items needed for do-it-yourselfers' they go dl the way by keeping tabs on local building permits issued for do-ityourself home builders. Taking advantage of this rising market, theY have a salesperson call the permit holder "to let them know we have a broad product line and can offer complete building supplies, " Walker explains.

In addition, they are directing more advertising towards fixerupper types. Emphasis is on pursuing the jobs such as home building.

"Obviously it is very important to our survival," Walker saYs. "Residential construction will always be our primarY market, but we will not forsake the d-i-yer in the future because we want to stabilize that portion of our business."

This aggressive attitude is paying off. In the past year they have cultivated a homeowner market to offset the decrease in residential contractor business with retail trade now accounting for about 2o'25v/o of the building material business. This figure is up about 590 from a couPle of years ago.

Successful Palco Mlll Tour

22,383 visitors have registered for the tour at the Scotia, Ca., Plant of The Pacific Lumber CompanY during the first seven months of 1981. This self-guided tour, the only one in the redwood industry, Permits

The Merchant Magazlne visitors to first see the hydraulic debarker, where water at the very high pressure of l,600lbs. per sq. in. peels the bark off the logs. Following that, the marked tour route takes the visitors on overhead walkwaYs throughthe "8" sawmill, wherethey see the big band saws, the filing room, the edgers and the trimsaws, including new equipment being installed as part of the continual program of keeping this l9l2 sawmill up to date.

The self-guided tour permits people to spend time at the places they find interesting and to continue on past features they find dull. The tour, which starts at the Scotia Museum in the summer, and the main office in the other seasons, also includes passage on an elevated walkway over the 700 ft. long factory.

The number of visitors is higher than it has been in the past few years, and reversed a decline in numbers for the seven month period which began in 1978. The seven month totals for recent years are as follows: 1981: 22,383; 1980: 18,032; 1979: 19,038; 1978: 24,334; 1977: 25,332; 1976: 22,899.