Optimism at national dealers convention

TGEEMINGLYconfident that rilgood times will hold into 1989, more than 400 dealers at the 72nd annual National Lumber & Building Material Dealers Association convention sampled a smorgasbord of business topics including bar coding and economic theory.

Bar coding was a phrase heard repeatedly in conversations and semi- nars. Although adoption of the concept is thought by some to be inevitable, bar coding of lumber won't be accepted easily judging from the schism in opinion developing between d-i-yer and contractor-oriented dealers. National, already working with wholesalers and manufacturers on the project, sought dealer input with a bar coding questionnaire included in convention materials. D-i-y is still the growth market with growth departments related to remodeling: lumber, doors, windows. millwork. kitchen and bath project materials, Harry Franta, Home Center Magazine, told dealers attending a seminar. More needs to be done to attract women shoppers who originate the majority of the

November 1988 projects and carry out a fair number of them, he added.

Pointing out that 25oh of the top chains have changed hands within the last four years, he stressed that an LBO costs lots of money. Payless Cashways, he said, needs to do $3 million a week to pay the interest on their LBOdebt. Despite chain growth, single unit stores still predominated at a ratio of 80%, according to his figures. Customers, he told his audience, base their selection of a store on product needs, although price still outranks quality as the top buying factor.

Cahners economist, Kermit Baker, although not optimistic about housing, projected 1.45 million starts in '89. He sees more single family detached houses, fewer condos and rentals being built with high growth in the custom building.

Lumber markets will shift away from the traditional housing, he told the dealers. Remodeling and repair will be strong.

Nationally, he counts the deficit as the No. I problem with the balance of trade becoming better. He believes the economy will continue strong through '89 with interest rates declining after a peak near the end of this year.

Story at a Glance

Merle Mensinger new president... bar coding of lumber a hot topic 1.45 million housing starts forecastfor 1989 industry changes, the economy, computers covered by speakers. Oct.'89 meeting: Nashville, Tn.

Speakers in numerous seminars urged and advised those attending to teach their sales people to sell, cut insurance costs by utilizing pre-employment physicals, use computers to their best advantage and make rack-supported buildings and rack components work for them. A seminar on drug dependency, attended by both spouses and dealers, zeroed in on recognizing the problem and offering help for employees needing it.

Incoming president Merle Mensinger and outgoing president Earl Carpenter were saluted at a poolside reception preceding the presidents banquet on the last evening of the Oct. l3-16 meeting at the Wyndham Hotel and Conference Center, Palm Springs, Ca.

Awards from the board of directorswent to Howard Guss, J. Howard Luck, H. Wayne Meyer, James R. Perrin, B. Harold Smick Jr., Carl Tindell, Roger Scherer, James Beardall, Joseph Arndt, Billy Thompson, Evalena Mayo, Joseph Orem and Edgar Harman.

Next annual convention will be Oct.25-29, 1989 at Opryland Hotel, Nashville. Tn.

Western Woods Are Hot Stuff

A report on flame-spread ratings for major western lumber species is free for the first 25 copies, or $10 per 100 from Western Wood Products Association, Yeon Building, 522 SW 5th Ave., Portland, Or. 97204.

Particleboard Publications

A buyers guide and a specifiers guide for particleboard and MDF are free from the National Particleboard Association, 18928 Premiere Court, Gaithersburg, Md. 20879.

Glued Lumber Ledger

A revised structural glued lumber technical information page is free for the first 25 copies, or $10 per 100 from the Western Wood Products Association, Portland, Or.97204.

Stress Therapy

Information on machine stress-rated (MSR) lumber is free from the Western Wood Prpducts Association, Yeon Building, 522 SW 5th Ave., Portland, Or.97204.

Cedar Seekers' Directions

A western red cedar lumber products buying guide is free from the Western Red Cedar Lumber Association, Yeon Building, 522 SW 5th Ave., Portland, Or.91204.

Wood Finishing Wheels

A wood finishing wheel booklet (form C4-9024) is free from Carborundum Abrasives, Box 350, Niagara Falls, N.Y. 14304.

lmprovements By The Yard

Information on a mulching blanket for growing lawrls is free from Hoechst Celanese Corp., (800) 24'l-3319.

Ear Force

A 4-p. hearing protectors brochure is free from American Optical, l4 Mechanic St., Southbridge, Ma. 01550.

Wood Coloring Book

A wood stain catalog is free from Daly's, 3525 Stone Way No., Seattle, Wa. 98103.

Select Redwood Siding

A data sheet on tight knot, saw textured select knotty siding is free from Simpson Timber Co., Redwood Div., Box 1169, Arcata, Ca.95521.

LookInto Windows

"Build Your Business," a window sales program of 20 25-min. VHS tapes, is available from Andersen Corp., Bayport, Mn. 55003.

Covering Roofs

"How to Keep Your Money from Going through the Roof" is free from Celotex Corp., Box 22602, Tampa, Fl. 33622.

Get Satisfaction

Customer .Satisfaclion Guaranteed, a two audio-cassette program on building a business through effective customer relations, is $39.95 from Caddylak Systems, Dept. PZ, 60 Shames Dr., Westbury, N.Y. 11590.

Shake The Cedar

Three new technical brochures on cedar shake over shake applications, new construction roofing and fire-retardant, pressure treated shingles and shakes are free from the Cedar Shingle & Shake Bureau. Ste.275,515 1l6th Ave. NE, Bellevue. Wa. 98004.

Wood Products Almanac

The Forest Industries North American Factbook, a 2nd annual, 300-p. softcover compendium including production figures, directories and other data, is $97 from Forest Industries, 500 Howard St., San Francisco, Ca. 94105.

TheRightSalesQuestions

"The Sales Question Book," a guide to structuring sales from the first hello to closing the deal, is $99 from Personal Selling Power, ll27 International Park' way, Fredericksburg, Ya. 22405.

Wood Doctor's Orders

"Protect Your Wood With Borates," a pair of videotapes on treating wood against pests, is available from USDA Forest Service, Forest Pest Management, Box 2680, Asheville, N.C. 28802.

Wood Finishing Guide

Wood Finishing with George Frank, a hardcover manual with 80 full color illustrations, is $19.95 from Sterling Publishing Co., 2 Park Ave., New York, N.Y. 10016.

AllAbout Asbestos

Asbestos in Buildings: Wat Owners & Managers Should Know, a 38-p. booklet, is free from Safe Buildings Alliance Booklet, Ste. 1200, 655 15th St. NW, Washington, D.C. 20005.

New Panel Styles

"New Wall Styles - Decorating with Plywood Paneling" is free from the Plywood Paneling Council, 1633 Broadway, New York, N.Y. 10019.

Over Alarmed

For more information on New Products write The Merchant Magozine, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660.

Please mention issue date and page number so we can process your request faster! Many thanksl

Over 490 security and alarm products are featured in a free 32-p. catalog from Mountain West Alarm, (800) 528-6169.

Door Display Directory

A 12-p. brochure on a full line ofdoor displays is free from Castlegate, Box 76, Pittsburg, Ks. 66762.