Solid. Just like our support.

Nowhere else in a branch is there as much potential for activity as the sales counter. For it to function properly, all of the individual components must work together. Adequate product supply, knowledge of customer preferences, and appropriate marketing mix are key elements in a successful launch. A sales counter that offers a compelling experience can draw in customers and sell more products. It can represent the personality of the company or to use the marketing buzzwords, it can help define the "Brand Image."

Anyone can have a fantastic sales counter when it's brand new or recently remodeled. But, when business is booming, it's easy to become "stuck inside the bottle" and lose sight of the appearance of the store. Of all the keys to maintaining your sales counter, the one most likely to boost product growth, profit margins, and professional image is to make the time for a walk in your customer's shoes.

- Mike Dandridge is founder of High Voltage Performance and author ofThe One Year Business Turnaround. He can be reached at (254) 624-6299 or via www.hi g hv o ha gep erformanc ecom.

BUILD WITH US:"

There are a lot of good reasons for using LP Engineered Wood Products. Thefre light, they're strong, they're easy to install, and they build the kind of solid houses tiat keep homeowners happy. And, no matter which products you choose, you can feel confident LP will back you with a network that resolves problems quickly, so you can focus on building your business. For more informqtion on the full line of LP products, call 1.800.999.9105 or visit www.lpcorp.com.

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Hutchinson Lumber Co. held a grand opening of its 12,000-sq. ft. expansion in Pine, Co.; the old building will be renovated as a home d6cor & design center

Dixieline Lumber Co. agreed to lease 77,120 sq. ft. of warehouse space at the National Distribution Center in National City, Ca., and extended the lease on its Z8-acre DC in the same city

Ace Hardware relocated to considerably larger quarters in Escalon, Ca.

Griffin Ace Hardware, San Diego, Ca., opened store #3 in Rancho Bernardo, Ca., and expects to open its 4th location in September at Liberty Station in San Diego ...

Building Materials Holding Corp., San Francisco, Ca., intends to apply for listing of its common stock on the New York Stock Exchange...

Home Depot opened new stores Oct.26 in Martinez, Ca., and in a renovated 100p00-sq. ft. Yardbirds in Santa Rosa, Ca.

Horye pepot received Planning commission approval to build a 137,000-sq. ft. store and garden center in Long Beach, Ca.; will start construction at a former Kmart site in Capitola, Ca., for a summer 2007 opening, and submitted plans to build a 103,000-sq.

Send us your news!

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.

(a free service) ft. store with 28,100-sq. ft. garden center in Redmond. Or. ...

Home Depot's Ceres, Ca., store lost an undetermined amount of cash in a Nov. 3 armed robbery the chain ranked second on G./. Jobs magazine list of top militaryfriendly employers; will carry more consumer electronics in stores and online, and discontinued its fledgling I0 Crescent lane and Paces Trading Co. catalogs lnwe's will build a 129,000-sq. ft. store in Renton. Wa.. and launched a 48-page catalog featuring its Home Accents line of upscale furnishings and accessones ...

Lowe's Cos. opens a new home center Dec. 15 in Sandy, Ut. ... the chain expects new store openings in fall 2OO7 in Fernley, N. Las Vegas, and NE Las Vegas, Nv.; Carefree, Az., and Tustin, Ca., and in winter 2O07 in Port Orchard. Wa....

Standard Bros. Lumber, Hauser Lake,Id., had a utility trailer worth $2507 stolen Oct.3l ...

Soares Lumber, Gilroy, Ca., escaped damage Nov. I when a two-alarm blaze broke out between its yard and neighboring railroad tracks

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Nu Forest Products, Healdsburg, Ca., has expanded into the former PRMCO facility in Cloverdale, Ca., increasing its storage capacity by 50,000 sq. ft., and has acquired 14 acres adjacent to the facility for future growth ilevel by Weyerhaeuser begins limited production of TJ-Shear panels this month at its new manufacturing plant in Chino, Ca.; the facility is expected to reach planned capacity during first quarrcr2407...

San Gabriel Valley Lumber & Milling, Rialto, Ca., lost three commercial buildings, six trucks, six truck trailers and eight forklifts in a Nov. 7 fire that spread from an adjacent creek bed ignited by sparks generated by a nearby freeway construction crew ...

RSG Forest Products has restarted its mills in Mist, Or., and Kalama. Wa.. after seven weeks; facilities in Molalla and Estacada. Or., remain down ...

Kwikset, Lake Forest, Ca., is partnering with Sequiam Corp., Orlando, Fl., to develop residential security products with biometric features

Western Forest Products Inc-, Duncan.8.C.. will shutter is New Westminster, B.C., sawmill Feb.7, roughly the time it will restart its Saltair sawmill on Vancouver Island. B.C.. which has been idled since October 2005 ...

Azex Trimboards parent company Vjcom Corp.has been renamed AZEK Building Products Inc-, reflecting its growth in the building products industry

Do it Best Corp. presented Vendor of the Year awards to Roseburg Forest Products (lumber), Temple-lnland Forest Products (commodities), flurig Building Products (millwork), Ve ntamatic (building materials), Schulte (hardware), Balterio (flooring), Suncast Corp. (building specialties), Channellocft (hand tools) , Rotozip (power tools), Genova (plumbing), and Mi-T-M (paint) ...

Powers Fasteners. Brewster, N.Y., filed a patent infringement lawsuit against lllinois Tool Works for its Powers Wall Dog anchor

Housing starts in October plummetted l4.6vo to a seasonally adjusted annual rate of 1486 mil-

(Please turn to page 67)

BORATE TREATED \,VOOD

Hi-boro brand treated wood is a borat€ treated oduct desiened for interior house framing in Ha -bor" trealed wood rcsists afiack bv Fofoosan termites and numerous hbusehold f-r^.S49y.

Listings are often subnritted ,nonths in advance. Alwa;-s verifi dates and locations n'ith sponsor before making plans to attend.

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Washington Hardwoods Commission - Dec. 13, meeting, Olympia, wa.: (360) 835-17m.

National Hardwood Lumber Association - Dec. 13-15. hardwood lumber grading course. Memphis, Tn.; (901) 377-1818.

Portland Hoo-Hoo Club - Dec. 14. Christmas party. World Forestry Center, Portland, Or.: (503) 283-0500.

Seattle Hoo-Hoo Club - Dec. f6. Hopelink event, Seanle, Wa.: (253) 796-7 155.

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Arizona State Home Show - Jan. 5-7, Tucson Convention Center, Tucson, Az.: (800) 690-1993.

Home Remodeling & Decorating Show -Jan.5-7, South Town Expo Center, Sandy. Ut.: (8 l8) 557-2950.

South Bay Spring Home & Garden Show - Jan.5-7, Santa Clara Convention Center. Santa Clara, Ca.; (800) 321-1213.

True Value Co. - Jan. 7-9, rental market, Orange County Convention Center, Orlando. Fl.; (773) 695-50m.

Seattle Hoo-Hoo Club - Jan.9, past president's crab feed, Wild Rover Restaurant. Kirkland, Wa.; (253) 7967155.

brand interior fire re{ardant is the constuclion indusrfs nm'eg and mo6t advuced fire pmtecion sldem for wodd- Tte unique lir€Pro dremisrviS a oatmt Dehdns formuluion tha coriuins no plmephorouiitased confromt. ;

Los Angeles Hardwood Lumberman's Club - Jan. ll, general meeting, Steven's Steakhouse. City of Commerce. Ca.: (323) 723-9856.

Rio Rancho Home Show - Jan. 13-14, Santa Ana Star Center, Rio Rancho, N.M.; (877) 237-3419.

Western Pallet Association - Jan. 13-15, annual meeting, Marriott Rancho Las Palmas Resort, Rancho Mirage, Ca.; (360) 335-0208.

Roof Coatings Manufacturers Association - Jan. lll7. annual conference & expo, Hilton Cancun Golf & Spa Resort. Cancun, Mexico; (301) 230-2501.

National Retail Federation - Jan. 14-17, annual convention & expo, Jacob K. Javits Convention Center, New York, N.Y.; (800) 6734692.

Black Bart Hoo-Hoo Club - Jan. 17, industry night, Broiler Steak House, Redwood Valley. Ca.; (707) 462-37m.

Do It Best Corp. - Jan. 17-19, winter expo, Marrion Hotel & Marina, San Diego, Ca.; (260) 748-5300.

Humboldt Hoo-Hoo Club - Jan. lt. annual crab feed, Elks Lodge, Eureka, Ca.; (707) 268-3091.

Budma 2007 - Jan.23-26, international construction fair, Poznan, Poland; (317\ 293-04o,6.

World of Concrete - Jan.23-27, [:s Vegas Convention Center, Las Vegas, Nv.: (972) 536-6359.

Home Remodeling & Decorating Show - Jan.26?t, Orange County Fairgrounds, Costa Mesa, Ca.; (818) 557-2950.

McCoy's Building Supply Centers - Jan. 27, market, Galveston Island Convention Center, Galveston, Tx.; (512) 395-6U4.

P.O. Box 75 . McMinnville, OR 97128

Phone: 503-434-5450 FAX: 8a&TSO-WOOD (88&876-9553)

Northeast Washington Hoo-Hoo Club - Jan.27, annual party, Colville, Wa.; skswim@theoffi cenet.com.

Guardian Building Products - Jan. 27-Feb.2, show, Paris Las Vegas Hotel & Casino, las Vegas. Nv.; (864) 297-3498.

National Association of Wholesale Distributors - Jan. 30-Feb. l, executive summit, The Fairmont, Washingron, D.C.; (202) 872-0885.

American Fence Association - Jan. 3l-Feb. 2. annual convention, Orange County Convention Center, Orlando, Fl.; (800) 822-4342.

California Forestry Association - Jan.3l-Feb.2, annual meeting, Monterey Plaza Hotel & Spa, Monterey, Ca.: (9lO Un6592.