You can't do business from an empty cart

by Ken Thim Flintkote Supply Co.

6 URING a stumbling, srutter- V i1g. better-than-it-should-be, it can't last much longer market, it occurred to me that there were some other alternatives to the problem, solutions to the situation, than running for cover and playing ostrich.

Too many play today's game in a lethargic fashion looking forward to next week's supposedly rougher opponent, and when the final gun goes off they find themselves on the short end of the score.

Recently the market reached and sustained an optimistic attitude when all the seasonal and other signs dictated otherwise.

The following were some of the terse comments recorded bv industry professionals: a period oi hesitation; wait-and-see; don't buy till you see the whites oftheir eyes; use your local out-of-stock wholesaler: hang in there, it can't last forever; do you realize it's almost winter; traditionally this can't happen; the bubble will burst, the seams will crack, the dam will spill over, the volcano will erupt and down will come plywood, lumber and all. . . .

Are you kidding? After those famous, or infamous, remarks, the area we service established a possible Guiness record for the most warehouses devoid of inventory.

Caution is corrupt when so many are hurt by over reaction to market forecasts. The resultant repercussions are not insignificant.

How do you rationalize the logic of doing business without the basics of your business? What's a Winchell's without doughnuts; an IHOP without pancakes; a circus without clowns and elephantsl an

Story at a Glance

supplier must keep autumn without falling leaves; Catholicism without a Polish Pope; Popeye without spinach; a lumber yard without plywood?

How many times have I heard someone criticize the buyer for anticipatory stock-piling and scoff at the quote, "you can't do business from an empty cart philosophy"? And how many times have you gone to your favorite building supply center, particularly on a long week-end, and found that, much to your dismay, the shelves were bare of the items you were specifically shopping for? On how many occasions did you have to buy your 2x4s one place, the nails at a second and finish off with the paint or stain at a final stop?

This is the parallel to the customer, the retailer himself. who calls his wholesaler with a "want list" of three, five, seven items and gets a "no" on one or more "must" items. Every time he has to call a second supplier he has a second p.o., o second packing slip, a second invoice and a multiple chance for error in the receipt of (Please turn to page 46)

Sierra Pacific Industries

8 Northern California Manufacturing Genters

MOULDINGS: Chico Division. Ron Hoppe, Al Ryan (916) 343-4451

LUMBER: Redding Sales Division. (916) 275-8812

Sawmills located at Arcata, Hayfork, Loyalton, Quincy, Redding,sloat and Susanville, Ca.

Producing in excess of 400 million feet yearly: Douglas Fir, Incense Cedar, Ponderosa Pine, Sugar Pine, and White Fir. Green & Kiln Dried.

SALES: Perry Adcox, George Rogers, George Sharp, Paul Trueb. Bill Wessner and Sam Witzel.