Your Sights

7653 Telegraph Rd. Montebello, cA 90640 (213) 723-3301 r (714) 994-6240

1576 South 300 West salt Lake city, UT 84115 (801) 484-7616

December

Portland Wholesale Lumber Association-Dec. 19, annual Christmas party, Jantzen Beach Red Lion Motor Inn, Portland. Or.

January

National Association of Wholesaler-Distributon-Jan. t-12. annual meeting, The Canyon Hotel, Palm Springs, Ca.

Los Angeles Hardwood Lumberman's Club-Jan. 14, lunch meeting, Steven's Steak House, City of Commerce, Ca.

Budrow & Co.-Jan. 17, Fiesta Days annual show, 14030 Gannet St,, Santa Fe Springs, Ca.

National Housewares Manufaclurers Association-Jan. 1E-21, 76th semi-annual housewares exposition, McCormick Place/McCormick Place West, Chicago, Il.

930 Ashby Ave. Berkeley, CA 9471 0 (41 5) 843-4390

Main 0ff ice 2150 Oakdale Ave. San Francisco, C494124 (415\ 647-0782

Western Wood Products Association-Jan. 1E-22, district meetings: Jan. 18, Coeur d'Alene, Id.; Jan. 19, Bend and Eugene, Or.; Jan. 20, Sacramento, Ca.; Jan.2l, Phoenix, Az.; Jan.22, Portland, Or.

National Association of Home Builders-Jan 22-25, 38th annual convention & exposition, Las Vegas, Nv.

February

Constructa'E2-Feb. 3-l0i international building materials fair, Hanover, West Germany.

National Woodwork Manufacturers Association-Feb. 6-11, 55th annual meeting, Kauai Surf Hotel, Kauai, Hi.

Mountain States Hardware & Implement Association-Feb. 7-9, convention, Antlers PlazaHotel, Colorado Springs, Co.

Los Angeles Hardwood Lumberman's Club-Feb. 11, annual gag awards night, Stevens Steak House, City of Commerce.

College of Hardware and Home Center Knowledge-Feb. 11-12, Fiesta Inn, Phoenix, Az.

California Retail Hardware Assoclation & Western States Hardware Show-Feb. 2E-Mar. 1, annual convention in conjunction with show, MGM Grand Hotel, Reno, Nv.

March

National Roofing Contractors Association-March 2-5, 95th annual convention and exhibit, Los Angeles, Ca.

American Wholesale Hardware Co.-March 7, sales galaxy, dealer hardware and sporting goods show, Long Beach Convention Center, Long Beach, Ca.

Weslern Wood Products Association-March 9-12, spring meeting, St. Francis Hotel, San Francisco, Ca.

Imported Hardwood Products Association-March 10-13, annual convention, Rancho Las Palmas, Rancho Mirage (Palm Springs), Ca.

Los Angeles Hardwood Lumberman's Club-March 11, annual secretaries luncheon. Stevens Steak House. Citv of Commerce.

quickly; won't shrink; takes spirit stains, and will not gum up sander. Waterproof and ano wilt nol up sanoer. YYaterpr weatherproof when properly applied. Availeble in 16 matching wood colors rnd white.

Want to see your organization in print? Send us information including date and place on your next meeting, convention, or social event for the Calendar. Please make sure that we receive it at least six weeks ahead of the date and be sure to include your name, address, and telephone number.

CONTEMPORAFlY BUILDING PFIOOUCTS, INC.

is a distributor for Caradco Wood Windows and The Atrium Door@ by Moulding Products, Inc.

The Atrium Door@ combines energy efficiency and practical ity. Replacement of existing sliding glass doors is a simple job for do-it-yourselfers.

We offer immediate delivery from a centrally located and well-stocked warehouse. Job site deliveries in Southern California metropolitan areas.

Call us about our special offer on display units.

CHUCK LINK executive director

ftO-On advertising has been a sucYcessful wav lbr a retailer to maximize his advertising impact at a lower cost. Listed below are eight steps retailers can pursue to obtain the greatest amount of dollars possible for advertising.

(1) Assume that co-op ad dollars exist and are there on every product you buy.

(2) Do not buy merchandise without making a deal sheet out for every vendor and keeping a simple running total of your accruals. You know how much you've purchased. You know what you paid for the merchandise and what types of discounts you've received. It's a very simple matter to add the element of how manY co- op ad dollars accrued on that purchase.

(3) Question every sales rep on how much co-op has accrued as a result of that particular purchase at the point of purchase, whether it be on the phone or in person.

(4) Keep an alphabetical file of all coop programs available to your store. Road maps are always important and your master file of coop contracts is your map to what, when, and how money is available.

(5) Post a calendar showing co-op purchase periods with expiration dates marked off on that calendar, so no co-op dollars go uninvested.

(6) Set a system to use co-op dollars in tandem with price point reduction. Remember. whenever there's a manufacturer's cost reduction on a product to you, 90 percent of the time there's also a co-op advertising program to complement it. This combination allows you to advertise significant savings to customers without reducing your gross margin.

(7) Don't be fooled into thinking that because you have only made small purchases, not much co-oP will accumulate. Many manufacturers in your industry have 50/50 and even 75/25 unlimited programs. Funds are available, including special over and above co-op allowances, even though small amounts of a particular brand name product are purchased.

(E) Ask ask ask! Especially ask for co-op funds at seasonal markets, trade shows and regional buying shows, etc. You'll be amazed at the money offered you.

In Washington as of Oct. I, corporations may choose to exempt corporate officers from state unemployment compensation. To qualify for this exemption, the officers must have been elected by the board of directors, and if they elect not to be covered, the election must include all officers. The election will remain effective until written notice to reinstate coverage is sent to Employment Security. Electing the exemption could save your corporation a maximum of $1,14.00 per officer (based on l98l tax rates and annual wage bases) per year.