Servicing Retqil Distribution

Yords ONLY

Lumber Deslers ond Wholesqle

showed that only l9/o of. the public go to lumber dealers for information on home improvements-thus, it is imperative that one use the merchandising aids which "pay the rent."

The dealer expects service from the wholesalers and manufacturers, and in these competitive times it behooves all to offer the most modern and best in products, service, promotions and merchandising aids.

Pricing for Profit-Charles Mann, chairman; Gary Fischer, George Rothfuss, Jess Stuart and Marvin Smith. First it was suggested, to unanimous agreement, that lumber retailing is one of the toughest jobs there is. What to do about it? Question: Do you have an optimum and compensatory price?-"eptimum" pricing being the establishment of the maximum price obtainable, item by item, while still satisfying and making repeat customers; "compensatory" pricing being geared to the extent of services wanted by various types of customers.

Six simple rules for pricing lumber and building materials were ofiered: l. Looking at pricing constructively.

2. Understanding pricing terms.

3. Establishing proper mark-ups.

4. Evaluating competition.

5. Having a written price list.

6. Controlling cash discounts.

It was underscored that management must know its costs, that it keep its finger on the pulse of the whole operation, and that it must sell its qualities of service and stock availability.

Profits-Jack Sullivan, chairman; Dean Drake, A. G. Bennett and Ken Higgins. Suggestions for increasing profits centered largely upon making full utilization oI prodqcts, personnel and facilities. Study your yard layout for efficiency-if you have added mechanical equipment, it might be a good idea to rearrange your stock; place your most frequently used stock in the most accessiblt location. Make a systematic check of the piles for lumber that is going bad; rotate stock-don't pile new on top of old. The dealer must know his turn-over ration, that he may order efficiently.

Yard and office expenses should be analyzed; supplies should be purchased competitively. Store promotions must '(Continued, on Page 36)

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Betfs-Sine of Culver City Launches Home lmprovement Campaign

Early this year Betts-Sine Lumber Company, 8770 Washington Boulevard, Culver City, launched its Home Improvement appeal to the builders and contractors in the Culver City-Venice area. More than 100 architects and builders attended an open house "kickoff" meeting held by the progressive retail concern.

The response was excellent and the results during the first 60 days have far exceeded expectations, according to H. F. "Red" Betts, executive in charge of the program.

Don Gabehart, Home Improvement Consultant, has been placed in charge of the promotional campaign, and as leads are secured from the firm's extensive advertising program they are handed to qualified contractors to start the actual work. The Betts-Sine organization selects the contractors on a rotation basis after all arrang'ements are completed for the customer, including financing and selection of materials for the remodeling job.

Betts-Sine acts as a central clearing house for all concerned and the Home Improvement Consultant services each job from start to finish, arranging all negotiations with ownefs, banks and contractors, and cuts all the red tape, including permits, insurance and disbursement of funds.

"We call this our'Building Dreams'prog'ram, and public acceptance has been wonderful," said Bob Betts, partner in the retail firm. "Our survey indicates we have a one hundred million dollar potential in home improvement jobs in the area we serve. In 1960 this type of remodeling in our trade area developed in excess of $30 millions for home improvement without promotional action. This year we are confident we will be able to increase this figure by 700/o," he continued.

The Betts-Sine Lumber Company was established in 1928 by J. K. Sine, who operated the retail yard with Mrs. Sine until 1934. During that year veteran lumberman Warren F. Betts joined the firm following many years with PattenBlinn and other leading retailers of that era. He is still active in the business but is presently enjoying a world cruise with Mrs. Betts. His two sons, Red and Bob, now manage the business and conduct all affairs for the family owned-and-operated retail yard.

It requires the services of more than 20 trained employees to service the trade at the central location on Washington Boulevard. The two and one-half acre yard houses four storage sheds for dry stock, and the firm operates eight units of mobile equipment for plant handling of inventory and delivery.

(Continued" on Page 42)

ED

6218 South Hooper Ave., LUdlow 3-1381 Los Angeles 1, California

pnroono/o

Larry Owen, Dyken Lumber Company, San Francisco, spent April l3-2, "Traveling With The Snark," Ernie Hammerschmidt, and Junior Hoo-Hoo Ed Wade, of Snellstrom Lumber Company, Eugene. The three

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