Fred C. Holmes Lumber Co.

Most failures usually rest with the installed manager. Just because someone performs rvell as a building material salesperson or serves in a management capacity doesn't mean he or she is qualified to be an installed manager. Installed sales programs comprise value-added services and production orientated solutions and demands a different mindset.

I've seen this validated rvhen a program quickly becomes a commercial success after the manager is replaced. In a perfect rvorld you rvould be able to run an ad in the nervspaper and easily find the ideal candidate rvith years of experience and a superior rvork ethic. Horvever. we all knorv rve don't operate in a perfect world. Finding the perfect person candidate can be a daunting task.

When recruiting for an installed sales manager. attitudes should win out. even rvhen a candidate is a little short on experience. Skills can be learned. Proper attitudes can't. Most companies that deliver top-notch services do so by hiring attitudes and then educating for skills development.

I've seen a number of successful installed sales programs managed by people rvho came from outside our industry. They knerv little about building materials or even construction, but are successful installed managers. They understand the basics of superior customer service and respect their installers by treating them fairly.

They also understand that that an installed sales program adds value for the customer. And they have access to the proper training. either internally or by manufacturers. However, hiring someone rvho has years of experience but is only rvorking for a paycheck usually rvill not produce the results you're looking for.

You need to determine where you want your installed program to go. Will you be happy with $300.000 in sales or rvould you like to see the program reach the million dollar sales level or more? The manager of a million dollar program is likely to demand considerably more than the manager of a $30O,0OO program. Who is worth more to your company? When you do the math. the "costlier" manager. even at trvice the salary. can be a far bener investment.

It is like almost every thing else in life-you get what you pay for. Over the years I have seen numerous examples of dealers rvho tried to save a ferv dollars and ended up paying the price rvith an installed manager rvho didn't produce the desired results.

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Your best candidate might be rvorking for someone else. Maybe he's currently employed by a specialty company that doesn't offer the breadth of products that your company does. Many of these people can envision the advantages that a full-line building material dealer offers. both to employees and customers. Frequently they rvant to better serve their customers but their current employer isn't able to accommodate them rvith additional product offerings. Your ability to offer bundled installed products gives you a definite recruiting advantage! Cast a vision that offers a candidate additional growth opportunities that can't be realized rvith the current employer.

And if you can't hire someone rvith the perfect resume. find someone with a great attitude. Then demand the proper training from your suppliers. Also. send your new manager to installed seminars. roundtables and conferences. This rvill provide them rvith an opportunity to meet rvith other managers that can share solutions and help hone skills.

Rrrm:rs

Faria Bros. Ace Hardware. San Leandro, Ca., closed last month after more than 80 years due to big box competition ...

Home Depot opened new stores Nov. 10 in Sacramento. Ca.. and Canon City, Co.

Home Depot continues seeking approval to demolish an old Kmart building and replace it with a 82,000-sq. ft. store with 15,000sq. ft. garden center in Santa Cruz, Ca.; postponed opening in Crescent City, Ca., until late Feb. or early March due to rain delays, and entered a "Going for the Gold" float celebrating the 200 athletes who work for the Depot, including 50 who hope to compete in the 2006 Winter Olympics, in the Rose Parade in Los Angeles

Lowe's Cos. opens new stores Jan.20 in N. Stockton, Ca., and Jan. l3 in N. Colorado Springs, Co.. and Keizer. Or. ... the chain unveiled 116,000-sq. ft. stores with 30,000-sq. ft. lawn and garden centers Dec. l6 in Ocotillo (Chandler) and Happy Valley (NW Phoenix), Az., and Dec. 2 in Longmont, Co. (Tony Vidal, store mgr.)...

Lowe's agreed to co-anchor a planned retail center in Elk Grove, Ca., and expects new store openings in 3rd quarter 2006 in Helena, Mt., and W. Torrance, Ca.; in Nov. 2006 in Los Banos, Ca., and in 4th quarter 2007 in Sandy, Ut., and N. San Bernardino. Ca.

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Have a notice of your recent expansion, promotions or other company changes published in the next issue of The Merchant Magazine.

Just Fax your news to 949-852-0231 or email to kdebats @ building-products.com.

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Lowe 's was charged by the National Labor Relations Board with "engaging in illegal, antiworker tactics" when it allegedly blocked employees at the Perris, Ca., DC from forming a union ...

Sears completed the sale of 19.9Vo of the voting stock of Orchard Supply Hardware Stores Corp., San Jose, Ca., to private equity fund Ares Management LLC for $59 million in cash for the 19.9Vo equity interest and a three-year option to buy an additional3O.2Vo for $127 million

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Caffal Bros. Forest Products' new green Douglas fir stud mill in Longview, Wa., is fully operational ...

Hesperia Truss, Inc., signed a 5-year lease for 25,264 sq. ft. of new industrial and manufacturing facilities and a 2-year lease for a rail spur in Hesperia, Ca.

Stimson Lumber closed its Atlas sawmill in Coeur d'Alene, Id., Dec. 30; its stud mill in Coeur d'Alene continues operating

Murphy Plywood has acquired Georgia- Pacific's hardwood plywood mill in Eugene, Or.; Murphy is deciding whether to rebuild its Sutherlin, Or., facility destroyed by fire in July ...

Herbert Lumber, Riddle, Or., has installed a new resaw

Hampton Lumber Mills' Tillamook Lumber mill in Tillamook, Or., installed $2.2 million of new computerized grading equipment, a new $12 million Wellons boiler. and a new 15,000-sq. ft. waste storage building ...

Harwood P roducts, Branscomb, Ca., now produces coastal western red cedar lumber, selling it through Olympic Industries, North Vancouver. B.C.

Mater International, Inc., Corvallis, Or., sold its Ttco-Mater ShearTester division toTrco

MasterCraft Cabinets is consolidating two Denver area operations into a single new building in Aurora, Co., for offices, light manufacturing and distribution ...

Pacific Stair Producls, Vista, Ca., agreed to be acquired by hardware and power tool manufacturer P&F Industries, Inc., Farmingdale, N.Y. ...

Rapid Rack Industries, Inc., City of Industry, Ca., has opened a DC in Nashville, Tn., to better serve the East (Jon McCaffrie, Eastern sales mgr.) ...

Sustainable Forestry Initiative certification system has been endorsed by the Programme for the Endorsement of Forest Certification schemes ...

ICF Solutions, Inc., Stuart, Fl., acquired insulated form producer Greenblock Worldwide Corp., Woodland Park, Co.

Homax HoAings, Inc., Bellingham, Wa., has acquired Stone Care International, Baltimorc, Md. ...

Greenblock Worldwide Corp -, Woodland Park, Co., has been acquired by ICF Solutions, Inc., Stuart, Fl.

Calvert Co., Washougal, Wa.; Pacific Wood Tech, Burlington, Wa-; Royal Pacific Industries, McMinnville, Or., and Timber Products Co., Grants Pass, Or., have installed Claussen All-Mark printers supplied by Northwest Machinery Supply Co., Newburg, Or....

Louisiana Pacific opened a new joint venture l-joist mill with Abitibi-Consolidated in St. Prime, P.Q., and is ramping up production at a JV OSB mill with Canfor in Fort St. John. B.C. ...

Housing starts rebounded in Nov. (latest figures), jumping 5.3Vo to a seasonally adjusted annual rate of 2.123 million single family starts rose 4.89o to a 1.808 million rate. while multi-

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