MTRRY CHRI$IMAS

In response to several writers contributing regularly to The Merchant, let's put the cards on the table and go for a showdown.

Over and over these experts write about the "bigs" (how to compete with them) in hopes that they will run away and hide, suffering an ignominious defeat at the hands of the "little guys." Having experienced employment with one of the original mass merchandisers and with one of the retailers who threw in the towel a few years ago, I challenge these experts to finance a lumber yard in today's market in the face of an onslaught from the mass merchandiser. lf you ask the average buyer at a retail building materials establishment why he is shopping there, few will say that the prime reasons are fast service, knowledgeable and courteous sales people or credit terms. The more frequent replies: "They're close to where I live;" "They have an adequate inventory of whatever might be needed;" "They're open from dawn to dark;" "They stay open on weekends when I do my shopping;" "They take Visa, Mastercharge, Discover Card" or "The prices are competitive and I don't mind waiting in line."

I'm the last one you'll see at a warehouse, because my time is too valuable, in my calculations, to start at dawn, walk miles to find what I want, load it myself, stand in line for an interminable length of time at a register, wheel it to my car, load it myself, tie it down and try to get it unloaded at home before the sun SEtS.

Thirty-five years ago, at the onset of the do-it-yourself lumber yards, we who initiated the process were convinced that nothing could come along to improve on the concept, but change is constant and we were wrong, dead wrong.

We prided ourselves on product knowledge and service "plus," but we gradually saw inventories turning less frequently, the markups decreasing, the profits declining, the merchandise gathering dust, the parking lot becoming too large, the favorite clientele disappearing, the friends becoming acquaintances, the open hours stretching to infinity to stay abreast, the bristles wearing out more rapidly on the broom.

Our original customer was a different breed of cat. Price is everything today. It's frightening to the pros in our business to see the types of materials being unconscionably used in today's remodeling and renovating. Recent figures on resale prices of single-family dwellings would indicate the high priced product being used for every fix-up or refurbish, but the overwhelming physical evidence points to the contrary.

The truth doesn't come easy. I would love to see the numbers on the lumber yards that have expired in the past decade and the blunt and honest reasons for their demise.

The tale is not new to those who know me. It's never been a case of cry wolf, but rather sounding an alarm of impending concern.

The face of the retail customer is ever changing. The profile of the merchandiser must accommodate that transition. The "bigs" are here to stay in almost every aspect of retailing. Why should the lumber yard owner expect things to be different just because he had things his way for so long.

Aiayem Files Bankruptcy

Ajayem Lumber Corp., Walden, N.Y., has filed for Chapter l l bankruptcy protection from creditors to recover from major losses at its now shuttered Tampa, Fl., and Charlotte, N.C., facilities. Unofficial loss figures range up to $6 million.

After substantial losses, the Tampa and Charlotte locations were liquidated. The Walden and Columbus, Oh., units continue to operate profitably and are in time expected to overcome the company's overall debt, according to an Ajayem spokesman.

Borate Based Preservative

A borate based wood preservative of the type used in Australia, New Zealand and Europe for over 30 years will soon be available for sawn lumber products in the U.S.

Already accepted by the EPA and the American Wood Preservers As- sociation, Tim-Bor, a product developed by U.S. Borax has proven its protection against insects and fungi successful in tests at Mississippi State University. The U.S. Forest Service Forest Science Laboratory in Gulfport, Ms., also showed the capabilities of the chemicals in demonstrations throughout the south.

Applied by either pressure treating or dip diffusion, the process is said to be non-corrosive to most metals, doesn't affect painting or gluing and doesn't change the ap- pearance of the wood. Harmless to animals and humans, it has no odor, according to the USFS.

A negative is the tendency for borates to leach from the wood. For exterior use it must be protected with a waterproof coating. Researchers, however, are working to solve the leaching problem.

Full availability of borate preservatives is possible within the next two years. At present, the supply is limited.

WE SPECIALIZE IN PRE-STAINING "YOUR MATERIAL" IN ALL OLYMPIC COLORS. COATING ALL 4 SIDES OF EXTERIOR SIDING AND DIMENSIONALTRIM. PLUS 1 COAT APPLICATION ON ALL SIZES OF PLYWOOD, ENCLOSED WAREHOUSE FACILITY,

Rood, North Highlonds (Soclo), Colif. 95850