BEGIN SAVING BEGIN USING TIME & MONEY I END TALLY

The END TALLY is the most advanced ,1 enviromentally tough hand-held computer on the market today.

Specially designed to allow wood yard operations like yours increased production and profits.

Now Tallying millions of Board Feet annually allowing: , . Speclal Llghtwelght Deslgn lmmediate Board Foot Totals

Shlpment Load Totals

Three Detailed Reports

Accurate Dry/Green Board Foot Converslons

Able to Interface to present system where deslred

'Made in the USA

The END TALLY is a very lightweight hand-held computerwhich allows the user afriendly means of collectingtallyinformation. TheENDTALLYpromptstheuserthrougheachstepof thetallyfunction with information prompts displayed on the large four line screen.

As each bundle is tallied, the user can press a single key on the END TALLY keyboard and have displayed allthe Bundle Recap information needed to produce a yard ticket. The advantages of using the END TALLY do not stop with a Bundie Recap. The END TALLY allows the user to review any previously tallied bundle where desired. Separate Load Totals can be recorded where multiple bundles are to be shipped.

Afterbundlesorloadshavebeentallied,theusercanproducedetailed reportsbyconnectingthe END TALLY to a printer. These reports may be printed on each bundle or load broken down by Species, Grade , Thickness, Length, Total Pieces, and Board Feet. Load reports are produced for each shiprnent detailing all bundles which make up a customer load. Where requested, the END TALLY will provide dry to green Board Feet conversion based upon the gain/loss percentage entered, and print these conversion totals on the reports.

Edltor-Publlsher David Cutler

Senlor Edltor Juanita Lovret

Asslstent Edltor David Koenig

Contrlbuting Edltors Dwight Curran, Gage McKinney, Ken Thim

Art Dlrector Martha Emery

Staff Artist Carmen Wollerman

Clrculetlon Lynnette A. Perkins

The Merchant Magazine (USPS 79656000) is published monthly at 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92.660, phone (714) E52-1990, by The Merchant Magazine, Inc. Second-class postage rates paid at Newport Beach, Ca., and additional offices, POSTMASTER: Send address changes to The lVlerchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660.

Advertising Offices

Advertising rates uPon request.

From all states east of the Rocky Mountains: Contact Jean Waggoner Gogerty, national sales manager. From Arizona, Nevada and California: Conract David Cutler. Both may be reached at (714) 852-1990 or by writing 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660.

From Washington State. Oregon, Idaho. Wvomins. Montana. Utah, Colorado, Northern Caliiornia and Canada: Contact Carole Holm at (206) 774-37'13 or 21819 ??th Place west. Edmonds. Wa. 98020.

Change of Addrtss-Send subscription orders and address changes to Circulation

Dept., The lvlerchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Include address label from recent issue ifpossible, new address and zip code. Subscriotion Rates-U.S.: $1 l-one year; $17-two years; $22-three years. Foreign: one year payable in advance in U.S. funds-Canada or Mexico: air-$35; surface-$30; South America: air-$55; surface$30: Asia: air-$68; surface-$30; Europe: air-$98; surface-$30. Single copies-$3; back copies-$4.5O when available plus shipping & handling.

The Merchant Magazine is an independently owned publication for the retail, wholesale and distiibution levels ofthe lumber and home center markets in 13 western states.

DAVID CUTLER editor-publisher

Some things just don't change

I N THIS Business Forecast issue we're preI senting some of the top people in our industry telling you what changes they see for 1989. And in our rapidly changing world it seems at times as if the only constant is change itself.

Yet, for all the dizzying change in our world, there still are things that remain the same. Human nature is one of them. Taking a long perspective, looking at the countless convolutions of mankind, we still see that human nature from Day I to the present hasn't changed. We don't expect it will, either.

Business strategies can and should be based upon the more predictable aspects of human nature. People are mostly interested in themselves. They want to know what is new, what threatens them and what can produce something they need or want.

People care, to varying degrees, about what others think of them. Many home improvement projects have been propelled more by what the neighbors think, than for true homeowner benefit. Retailers, who can play to this desire for peer approval, realize they have a powerful motivating force working for them when they sell this concept.

Successful wholesalers have long realized that, for many of their customers, dependability of supply can outweigh a slightly higher price. They have found that their customers are more interested in being assured of a reliable, steady supply of product than facing the anxiety (more human nature here) of not knowing when or if the shipment will arrive.

One way to play to human nature is to put yourself in your customer's shoes. Think about the transaction from their perspective, not yours. You'll be on your way to putting the basic drives of human nature to work for you.