ffi You lllske II To fhe lop Bv Pushina AIIthdnight Bilnons!

The right buttons to push are the ones that get you in touch with Western Wood Treating, Inc. When you're looking for the best service, quallby products and prompt delivery grab your phone and get pushy. Western Wood Treating is a state-of-the-art TSO faciliV that uses Osmose@ CCA treatment and meets all A\(PA standards for .25, .40 and .60 retention levels. At Western Wood, webelieve in giving you our best. You can make good things happen when you push the right buttons; so push your way to the top and let us make some good things happen for you!

Period.

o46,000 hardware and building material items in warehouse o 95% of items available "one each" o Industry-leading fill rate

. Corporate Jlexibility to listen to and meet your needs o Separate, flexible advertising for hardware or building material retailers o Competitive pricing

HWI was founded in 1945 to help hardware and building material retailers compete and become more profitable. Today over 3000 HWI member/owners are reaping the benefits - and profits.

Call HWI today at 2191749-8531 extension 251. Ask for Tom Barfell, HWI Member Services Manager - we'll show you many other HWI advantages.

Highest rebate - Iowest overhead o Innovative retail systems and services

Time for the grip and grin

EALL BEGINS a round of trade shows and ex- I hibits that lasts until next spring. Unfortunately, the patience exhibitors and showgoers have with each other is of far shorter duration.

Exhibitors say dealers don't buy enough; they "walk past the booth at 60 mph;" spend too little time in the hall; fail to acknowledge the services of faithful vendors; are ill prepared to treat the show as a business venue; act as if they are on vacation; and generally skim over a number of business basics, including a simple thank you.

Dealers can be equally harsh on exhibitors: displays charitably described as underwhelming; bored salespeople (if that's the con€ct term for them) half asleep in their chairs; company people too busy to talk to the interested dealer; uninformed booth personnel who seemingly know less about their products than the average housewife; companies who display, but can't take an order even when the persistent dealer tries to buy something.

While plenty of exceptions are around to counter these gripes, what the complainers say on each side of the question is unfortunately all too true. When, for example, both sides say the other "fails to support the show," there is much fruth in the statement.

Despite all the advances in electronic buying via computers and the myriad new ways information is disseminated, we just can't believe that the exhibiticins and shows we know and sometimes love will ever fade away.

People-to-people contact is just too important in making things happen in business. However, we need all the people involved to work harder to keep the shows the asset they should be.