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BORATE TREATED u,OOD

Hi-boro brand treated wood is a borate treated designed for interior house framing in Ha trealed wood resists anack by Foimosan termites and numerous h'ousehold park way out, hike across the lot, find what they need (if they can), and push it out the door. The pros know we're here for them: If they need 50 2x4s in a hurry, we'll run 'em out." ffirepRO" brand interior fire reUrdant is the constmcdon -indusnt's neryest and most advanced ftre protection s$tem forwodd lhe unique lirePro chenisryis apatent p€nding formulation thm coriuins no phoqphorouiihsed mmlounds..

To further build loyalty, Mossman refers these pros to retail customers who seek help on their projects. "We believe in relationships like these," Mark explains. "That's what doing business is all about, and people [in the business of sellingl are inclined to forget that." Big mistake.

Mossman doesn't leave awareness of the turnaround to chance. It gets the word out through advertising, with help from True Value, and also uses local radio spots, which always include the store's tagline, "We leave the coffee pot on for you." A simple, friendly message like that, he says, "gets them in the store:"-every retailer's objective. And it's working fine: "We've had lots of positive comments."

But in these grueling times, you can't feed the family on good words alone. Astutely, Mark swings a double-edged sword. He's been cutting expenses where he can, including easy moves like turning off lights and lowering the thermostat at night: "We reviewed all costs in an attempt to tighten up." As this seasoned operator knows, "In good times, that can fall by the wayside."

Simultaneously, he's monitoring his margins on a weekly, if not daily, basis. "We've looked at everything, with an eye to 'What can we increase?' Not cheat folks, certainly, and still offer value. We've found the best technique is to add a bit to the insignificant, little parts-plumbing and electrical fittings, nails and screws."

Is it working? And is it worth it? Mossman's margins have been hoisted an enviable 57o.

Foreseeing the future before it blindsides one has worked out so far. How about from now on in, Mark? "Basically, this economy weeds out the weak builders, but the good ones will still be around; right now, they're remodeling.

"My vision for Mossman, down the road, is to increase the physical size of the store, to offer more product selection and depth." To grow services and thus to grow profits. Don't look now, but I think he's gonna make it.

- Aformer award-winning LBM trade magazine editor, Carla Waldemar writes frequently on the industry. Contact her at cw aldemar @ comc as t.net.

R:rln:ns

Grove Lumber has added a new hardware store in Romoland, Ca.; Tim Lopez, supervisor ...

The Lumber Shed. Battle Mountain, Nv., has been opened by Scott and Monica Malone, specializing in LBM and feed ...

Eco-Tec Building Supply, Bend, Or., has been launched by Hopi Jenkins, offering a full range of eco-friendly paints and building products...

Orchard Supply Hardware will reach 88 locations with the Oct. 10-11 grand openings of a new 28,000-sq. ft. store in San Rosa, Ca. (Eric Evensen, mgr.), and a 38,000-sq. ft. former Yardbirds unit in Fairfield, Ca. (Craig Loop, mgr.)...

Dunn Lumber Co.,Seattle, Wa., has paid $2.25 million for a new 8,616-sq. ft. office building near its current headquarters, to occupy once the current tenant vacates ...

Piedmont Lumber, Pittsburg, Ca., lost a lumber warehouse in a late-night Aug. 2I blaze; early indications suggest the fire was intentionally set ...

Ace Hardware opened a27,O0Osq.-ft. store with 10,000-sq.-ft. garden center Aug. 13 in the former Yardsbirds in Alamo. Ca.: Christopher Ktetz,owner ...

Trimble True Value, Durango, Co., was opened Aug. 10 by Steve and Karen Simonson; they plan on adding a garden center in the spnng

SRS Acquisition Corp., McKinney, Tx., has expanded into the Rockies with its acquisition of Shake & Shingle Co., Denver, Co.; it will immediately expand the inventory and workforce, double the size of its fleet; SRS operates

24 DCs and six other divisions, including Stoneway Roofing, Seattle, Wa. ...

Building Industry Partners, private equity firm with offices in Los Angeles, Ca., and Dallas, Tx., has agreed to take over Stock Building Supply's four shuttered yards in Connecticut, seven in New York, and 13 in Wisconsin, all in partnership with their respective general managers

Lowe's was denied planning commission approval to build in Santa Rosa, Ca.; won planning commission approval to build a t20944- sq. ft. store with 31,384sq. ft. garden center in Vallejo, Ca.; expects to open in February in Colorado Springs, Co., and began building a 116000-sq. ft. store on 28 acres in Concord, Ca.

Wlousrurrs/trrurlcrurrrs

North Pacific, Portland, Or., agreed to sell its stock to an unnamed private equity firm, to facilitate expansion; the deal is set to close in the 4th quarter

Superior Wood Treating, Sumner, Wa., has begun manufacturing D-Blaze interior fire retardant wood products

Redwood Empire, San Jose, Ca., has moved its So. California office from Temecula to Carlsbad ...

Cascade Hardwood, Chehalis, Wa., cut back to a single shift Aug.

Send us your news!

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28, laying off 60 workers; the sawmill hopes to restore its second shift late next year, if the market lmproves

Hoquiam Plywood, Hoquiam, Wa., restarted Aug. 3 with two shifts, after an 8-month shutdown; no word on the possibility of reviving the 3rd shift ...

Sierra Pacific Industries indefinitely idled its Standard sawmill in Sonora,Ca....

Parr Lumber Co., Chino, Ca., has been Forest Stewardship Council chain-of-custody certified

Western Woods Inc., Chico, Ca., is now distributing FastenMaster deck screws ...

Trimco Millwork. Salt Lake City, Ut., is now distributing Fiberon decking & railing lines in Az.,Co.,Nv., N.M., and Ut. ...

Pacific Western Wood, Los Angeles, Ca., is now importing BamPly bamboo panels from China...

BlueLirm Corp., Denver, Co., is now distributing LiteSteel beams to Colorado, eastern Utah, southern Wyoming, and western Nebraska ...

BlueLinx Corp., Denver, Co., is now distributing LifeTime Composites' LifeTime Lumber decking and fencing in Az., Nv., and So. Ca.

Anniversaries: Pine Cone Lumber Co., Sunnyvale, Ca., 50th Westside Building Supply, Lynden, Wa., 50th Nevada County Hardwoods, Grass Valley, Ca., lst...

Housing starts in July fell l%o to a seasonally adjusted annual rate of 581,000, depressed by a I3Vo

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