4/19/96 ----------------------------------------------
Back to hearthlist Page - Back
to club house
1. Any group insurance from HPA, etc
2.Not giving up on wood !
3.Input needed for Study
4.Inspiried By article on HearthNet
5.So quiet and Manufacturers responsibility
4/20/96
1. Clarification on VC Policy
2. Safety articles for HearthWarming
3. More on God Given Right
4. New Hearth Bulletin Board
4/21/96
1.Quiet out there !
2.Experience with Kozy Heat ?
3.Yellow Pages, and thoughts for the season...
4/22/96
1.Gary Webster (travis) responds to Yellow Pages ?
2.Beat the Jungle Drums, the Natives are retless !
3.Response to "Drums"
4 Is America " coming out of the woods" ?
4/24/96
1. Yellow pages Advice
2. Is there coal in California ?
3. Insurance thru the HPA ?
4. New Site (s) - Don't forget Coal
4/30/96
1. Thoughts from a Rep 2.Positive Side to Mass Merchants
04/19/96
1. Any group insurance from HPA, etc. From: [email protected] Date: Wed,
17 Apr 1996 09:13:45 -0400 To: [email protected] Subject: Insurance Has
anyone looked into the possibility of getting health insurance thru the
HPA? The national chimney sweep guild has offered this for years. It would
sure be nice to get a larger group of retailers together and use their purchasing
power for the common good. Regards, Greg Hopkins A cozy Fireplace Hickory
Hills Il. ____________________________________
2.Not giving up on wood ! From: "Pat Kerr"
To: [email protected] (Craig Issod) Date: Wed, 17 Apr 1996 13:25:07 -0500
Subject: Re: Donations - Not giving up on wood Reply-to: [email protected]
Priority: normal I just heard today about an initiative taken by Tri-lane
Distributing of Tottenham, Ontario, Canadian distributors of wood and gas
hearth appliances and accessory products. Their program is called "Clearing
the Air about Wood Heating" It's a public information program to address
some of the issues of environment and safety. Available so far are 3-fold
hand-outs ansering the questions: - Does heating with wood cause global
warming? - Does wood heating harm the forest? - What about local air quality?
- Is wood heating safe? I'll be making a digital version of this piece of
PR and will post it to you as a file attachment in a day or two. Also, look
for it as an addition to our web page at www.glen-net.ca/sunworks/ and at
the Hawkesbury site. Coming soon are news release type articles for submitting
to newspapers and other media. It's a small effort so far, and I know it
has been done before, but I'm not ready to give up without a fight. Wood
is still the core of our business and we don't wish to be shut out by utilities
and large HVAC industry manufacturers pushing gas as the ideal fuel, clean,
efficient, all the rest. Pat Kerr Sunworks, Hawkesbury, Ontario Pat Kerr
[email protected] [email protected] _____________________________________________
3.Input needed for Study From: "John Gulland"
Organization: Gulland Associates Inc. To: [email protected] Date: Thu,
18 Apr 1996 19:52:48 -0500 Subject: Combustion air supply reversals Reply-to:
[email protected] Priority: normal I would like to request some assistance
with a modest (unfunded) research project I am working on. This is the question
I am seeking input on: Have you ever seen or heard of instances of flow
reversals in combustion air supply ducts that are routed from the outdoors
directly to the combustion chamber of woodburning appliances, and if so,
would you respond with a brief description of the type of appliance involved
and any relevant circumstances? To provide some context: The first indication
of such events came to my attention in the late 1980s in the form of melted
plastic outdoor weatherhoods connected to such ducts. Subsequently, a major
research project undertaken by Canada Mortgage and Housing Corporation demonstrated
the effect in the laboratory. Since then I have been provided with several
anecdotal reports from retailers, sweeps and homeowners, photographic evidence
of two instances, and a video tape taken by a homeowner of a reversal in
progress. The cause in all cases has been attributed to wind-induced negative
pressure at the outdoor termination of the duct. Based on concerns about
the effectiveness and safety of directly-ducted air supplies, requirements
for outdoor air supplies to woodburning appliances have been removed from
the National Building Code of Canada in its 1995 edition, and from the requirements
governing the R-2000 energy efficient home program in Canada. However, mandatory
requirements remain in some provincial building codes and some building
codes and housing programs in the United States. While evidence that such
reversals can occur is indisputable, the question remains: How common are
such occurrences and are the numbers sufficient to warrant concern? The
assistance of anyone reading this would be appreciated. You can e-mail me
your responses and I will post the results here for everyone's information
when they are compiled. Thanks in advance for your help. John Gulland "Solutions
for problems of the hearth"
4.Inspiried By article on HearthNet (see "Real Cost of Oil" in
the Views frm the Hearth Section) Subject: real oil prices Content-Transfer-Encoding:
7bit Content-Type: text/plain; charset=us-ascii Message-Id: [email protected]>
X-Info: SISNA I just read one of the most important articles about `oil
prices `in my life .All the observations about the oil and oil prices you
made -in my opinion- are %100 right.Why am I so excited with these comments
about oil? Because you touched almost every corner of my thesis about real
oil prices which I am trying to finish up nowadays.Your article is gonna
help me a lot.Thanks.....
5.
1) So quiet
2) Manufacturers responsibility X-POP3-Rcpt: fire@k2nesoft From: [email protected]
Date: Fri, 19 Apr 1996 12:30:23 -0400 To: [email protected] Subject:
2 questions 1) So quiet 2) Manufacturers responsibility Craig, 1) What happened?
Its so quiet. Did everyone get insulted and go home? It was refreshing to
see so many get fired up and voice thier thoughts. I think too many of us
keep quiet, mainly out of fear of what others think. 2) Yes, we do NOT have
a God given right, as a specialty retailer, to be the only ones that sell
hearth products. However, when you consider the possible hazards associated
with the products we sell, DO the manufacturers have a responsiblity to
the consumer to ensure that thier products are represented, sold, serviced
and installed safely and to manufacturers specifications? Thanks. Jon ___________________________________________________________
End of Digest Send posts to [email protected]
04/20/96
1. Clarification on VC Policy
2. Safety articles for HearthWarming
3. More on God Given Right
4. New Hearth Bulletin Board
In this issue:
1.Clarification on VC Policy (by Craig Issod, [email protected]) A. Bill
Mathewson of VC has responded to some of the dealers with an explaination
of the Fireplace Distributor policy. Bill has choosen not to respond thru
this forum, so I will not post his memos. I will, however, summmarize and
comment: Summary: Vermont Castings states that, as far as advertising and
leads, that the VAST MAJORITY of leads are generated by Stove related ads..and
that these leads will only go to the stove dealers. Leads generated by any
fireplace ads will go to fireplace distributors and stove dealers. Vermont
Castings plans to continue to strongly advertise the stove lines, and continue
feeding these leads to the full-line dealers. B. Vermont Castings claims
that they are not promoting sales to "any and all" fireplace distributors.
Comments:(from Craig Issod) This forum is for the use of all members of
the industry, including Vermont Castings, who has always been a leader in
their field. I would hope they see this communication as a benefit to all
involved. I understand that certain statements and policies are not for
"public consumption", but the ones that are - they are surely
welcome here. Lastly, in regards to my comments about their lead and distribution
policy, my conclusions were drawn from the following conversations with
my VC rep.
Leads: He told me simply "All leads go to three different dealers including
the Fireplace Distributors". No explaination of methods, etc. Of course,
now I ask the question " What about the leads from ads that have both
Stoves and Fireplaces in them?' "What about the leads from phone and
referall sales that call in and want info on both Stoves and Fireplaces?"
- I appreciate any and all leads I receive...and I think these are real
questions.
Comments: "Any and all fireplace outlets"..Yes, I admit it--this
was a quote from me. Here's what it was based on. We contacted the factory
many times asking for a clear explaination of the new policy. We never received
one...So, when my rep visited, I asked " OK, you opened a dealer 6
miles from me. Would you now open another one in Mt Holly (6 miles north
of the store)?" The reply was "Yes, I'd love to sell to them"
Then I asked "How about Thulman Eastern, who covers a large area of
the east coast?" Answer " Yes, I've been in to see them, and would
jump at the chance". Further conversation led me to believe that almost
any company who ordered the truckload would be strongly considered> So,
if I was too liberal in my use of words "any and all fireplace outlets",
I stand corrected. Keep in mind that the distributors mentioned sell to
hundreds of clients, so we could construe "any and all" dealers
who want to put a Vermont Castings fireplace in their showroom and advertise
the name will be able to do so. __________________ end of VC Topic Lastly,
I repeat again that this forum is a two-way street (actually a few hundred
way street). It would be nice to keep it as an entire industry forum and
not have to break out the retailers, etc to have private conversations.
In order to do this, we must have participation from the lurkers in the
manufacturing, rep, media and other sectors. I have heard thru the grapevine
that some of these folks don't want to post, since they feel a posting is
an "endorsement" for this list and dialog. Well, if they don't
enjoy the dialog, they should turn it off and tune it out....The forum is
for communication , not for each parties commercial use....I have personally
learned a lot from my contacts with the good folks on the list. Many others
have expressed similar feelings. The more, the merrier...speak up....
2. Safety articles for HearthWarming X-POP3-Rcpt: fire@k2nesoft From: [email protected]
(Sondra Kelly-Green) Date: Fri, 19 Apr 1996 20:17:11 -0400 Hi dealers! A
couple of things I need your help on. First of all, what do you think of
adding an article in Hearthwarming on safety? This would primarily cover
gas products - CO detectors and safety shut-downs. I got input from one
retailer on a survey I did recently stating that he feels many of his customers
are scared of gas. Would this be a negative or a positive? Also, I'm wondering
how many of you carry CO sniffers. I read recently that although 58% of
American households have gas service, only 6% own the detectors. It might
be a product to consider. What have your experiences been with them? The
second subject is publicity. I'm working on an article for Hearth & Home
that profiles dealers who have had success getting free media coverage in
their areas. I know Jon down in Yucaipa (msp?) did a great job getting attention
for his store's Great Stove Changeout promotion and I'll be ringing him
up next week to get final info. But how about the rest of you? Any success
stories? What angles have you used to court the press and how effective
do you feel publicity is in augmenting your ad budgets? Have you used any
tracking mechanisms for publicity generated traffic/ sales? Thanks ever-so
for your help! I'm at [email protected] Tah! Sondra Kelly-Green
3.More on God Given Right fire@k2nesoft Date: Fri, 19 Apr 1996 15:58:11
+0000 From: Roger Sanders > [email protected],
Jon wrote: > Craig, > 2) Yes, we do NOT have a God given right, as
a specialty retailer, to be the > only ones that sell hearth products.
However, when you consider the possible > hazards associated with the
products we sell, DO the manufacturers have a > responsiblity to the
consumer to ensure that thier products are represented, > sold, serviced
and installed safely and to manufacturers specifications? > > Thanks.
> > Jon Jon is right. Manufacturers do have considerable responsibilities
to consumers for the proper selling, installation and safety of their hearth
products going to those other distribution channels. No doubt manufacturers
do have enough documention to be able to defend themselves in court, regardless
of what distribution channels they are using. As an anecdote to support
your concerns, Our local refrigerator dealer doesn't have a clue about his
huge display of "famous brand knock off stoves" (including Vent-Free)
that he bought from his refrigerator distributor. He told us that he has
no idea of how they work or how they are installed, but a rep was supposed
to be by sometime to do some training. I'm sure this situation is going
to be duplicated thousands of times more in the next years. Reality is:
So what. Are you doing anything about the much more severe hazards every
day from broken down cars and out of control drivers on the roads you drive?
I don't think many of our Specialty Hearth Retailers would look much better
trained to a trial Jury than my local refrigerator dealer does. What do
most of us really have to show for how well our employees have been trained?
Two hours from a rep and maybe four hours of factory training. That's about
all. Only a small number have any Pomeroy gas training or other certifications.
I'm sure there are hundreds of Specialty Hearth Retailers that have people
selling and installing new types of hearth products with no training at
all. I don't think we should worry too much about those manufacturer's responsibilities
and risks in their alternative distribution, particularly as a justification
that they should only sell to us. We're not responsible for them or for
what they do. We're definitely not responsible to report the potential hearth
hazard in some hardware store or appliance store to anyone. We've got enough
to do to take care of ourselves and our customers. We certainly do have
an opporunity to vote with our POs however. I don't think we can worry about
all those other guys that we don't have a responsibility for, or control
of, even though we know their errors can have serious consequences for us
all. ----------------------------------------------------------------------------------------
Buddha says: E-mail uses electrons, not trees. Save trees for stoves and
fireplaces.
4. New Bulletin Board in California X-POP3-Rcpt: fire@k2nesoft Date: Fri,
19 Apr 1996 23:52:43 -0700 From: Jim Butchart
Organization: The Fireplace People @ Hearth & Color Shop MIME-Version: 1.0
To: Craig Issod Subject: Bulletin Board is now up Craig,
I have a bulletin board up that might be fun to watch grow. I just got it
going so it has all of two posts. It is easy enough to add some of the dispatches.
check it out... http://www.hearthshop.com/ncnhpa/board.html/ Add a bookmark.
-- Jim Butchart [email protected] http://www.HearthShop.com "Do
or do not. There is no try." -Yoda ________________________ End of
Digest...send posts to [email protected]
04/21/96
1.Quiet out there !
2.Experience with Kozy Heat ?
3.Yellow Pages, and thoughts for the season...
1. Quiet out there ! From: [email protected] Date: Sat, 20 Apr 1996 13:07:02
-0400 To: [email protected] Subject: Re: Hearth Digest 4/19/96 RE: [email protected]
Jon posed two questions, well here are my comments to those. 1. Awfully
quiet. Yes it did get quiet. Maybe other specialty retailers are now airing
their griefs with their suppliers and manufacturers, like I am. If we don't
speak up, they won't hear us! 2. After being in this business over 15 years,
learning this business day in and day out, I have become very safety minded.
Well, after visiting one of these discount giants, seeing the products I'm
selling stacked to 35 feet in the air, and then being told by some sales
clerk, "Oh this fireplace(Zero Clearance) here, you jus' put some of
this pipe (black stove pipe) on it and pop it out the wall with this(90*
stove pipe elbow) that's all.... then if you want, jus' put some wood in
it or these gas log things and burn away." I've also had a plumber
inform me "these unvented logs are so safe he can hook one up in a
firebox or without one, hell..... he can burn it in the middle of my living
room floor if he wants!" I told him "not in my house and if he
burns it in his house... I'll bring the marshmallows.. and the fire department!"
This in my opinion is lack of PRODUCT KNOWLEDGE !! CONCERNED, I AM VERY
CONCERNED!! Everyone in this business, Specialty Retailer and Manufacturer
alike should be too. These "Hearth Products" are OUR business,
NO THEY ARE OUR LIVELYHOOD, not just something to sell for this season!
These products are being sold with no knowledge of the product, its use,
installation or its safety. If the manufacturer wants to sell these mass
merchants then he needs to SELL them everything, including proper installation
instructions, safety instructions, and all product information for this
unit to work in the manner in which it was intended to. It always seems
that after a problem occurs, the customer always knows the way to our showroom,
but never gives us a chance before. The manufacturer must also use its power
to educate the mass merchants employees selling to the consumer and contractor.
I know this is highly unlikely, because this is how they "keep their
prices down." If someone asks why we are more expensive then the mass
merchants, I tell them " We specialize your fireplace. We are in this
business 365 days a year, not just when its the season or when space allows
for it." Thanks, Kevin _________________________
2.Experience with Kozy Heat ? From: [email protected] Date: Sat, 20 Apr
1996 19:03:35 -0400 To: [email protected] Subject: experience please
I'd like to ask for a little help from some of the other retailers on the
web. We have been approached by the Kozy Heat rep to take on their gas product,
and I need some feedback from dealers who have experience with them. We
are looking for an exclusive, heater listed, zero clearance gas fireplace
that looks like a traditional fireplace. We have a large gap between Superior
decorative product and FPX, etc. in our store. If you have experience with
this manufacturer, I would really appreciate it if you would drop me a quick
e-mail ([email protected]) or hit the web with what you have found. ___________________________
3.Yellow Pages, and thoughts for the season... (from Craig Issod, [email protected])
Seems like it will be a strong 1996-1997. My two stores report heavy "looking"
traffic...not a lot of sales yet, but this bodes well. Wonder if any retailers
want to share their yellow page strategies...it's that time of year again
for us. Always so confusing - we currently spend about 1200/month (2 stores)
in the multiple books and multiple headings....We're under fireplaces as
well as stoves......Are we underspending ? That 1200/month represents less
than 1% of our gross revenues... Craig
4. What do Chimney Sweeps think of gas logs ? A good article posted on the
chimney sweeps list gives one mans account of the gas log craze. I posted
it on the clubhouse...so those of you who want to read it, go to http://hearth.com/news/club.html
and use hearth and fire as username and password. ______________________
end of digest....
04/22/96
1.Gary Webster (travis) responds to Yellow Pages ?
2.Beat the Jungle Drums, the Natives are retless !
3.Response to "Drums"
4 Is America " coming out of the woods" ?
1.Gary Webster (travis) responds to Yellow Pages ? From: [email protected]
Date: Mon, 22 Apr 1996 11:28:13 -0400 To: [email protected] Subject:
Yellow Pages In response to Craigs "Yellow Page" question. As
Creative Director at Travis Industries I get to oversee much of the co-op
that is submitted to our company. Yellow Page ads are a major portion of
the co-op submitted to us and at times I'm agasp at what sometimes gets
submitted . As a policy we encourage our dealers to submit proofs of their
ads to our co-op department (Mary Ann). We are more than happy to provide
assistance in giving direction and corrections to the yellow page ad so
our dealers will both have a better ad and most importantly, qualify for
co-op. I have an excellent 4 page guide on yellow-page layout & design and
I'll be glad to mail out a copy to any retailer who would like to use it
as a reference. Just e-mail me your name & address. GAW ___________________________________________________________________________
2.Beat the Jungle Drums, the Natives are retless ! X-POP3-Rcpt: fire@k2nesoft
X-Sender: [email protected] Mime-Version: 1.0 Date: Mon, 22 Apr 1996 15:13:26
-0500 To: [email protected] From: [email protected] (Craig Issod)
Subject: forward X-POP3-Rcpt: fire@k2nesoft From: [email protected] Date:
Mon, 22 Apr 1996 13:20:14 -0400 To: [email protected] Subject: Jungle
Drums Kurt Rumens of Travis Industries has once again led by example, showing
how important it is to issue timely statements on developing issues, and
how this web can be used to instantly convey a manufacturer's point of view
to their dealer network and the rest of the industry. I would also like
to thank Bill Mathewson of Vermont Castings and our new HPA president for
responding to the web via Craig. I hope that Bill (and all other manufacturers)
will take the time in the future to participate in this web, giving their
sides of the issues and keeping hearth retailers up to date on clarifications
of events and policies that effect all those that rely upon this industry.
There is a strong case to be made for the fact that the communication aspects
of the web are even more important than the access to it's information.
In short ,maybe this is the The New Communication Age rather than The Information
Age. For our hearth industry to grow to it's full potential, we need to
communicate as quickly as possible with all participants in this business.
We need *instant* access to each and every person in the hearth industry
to solve problems, squelch rumors and rapidly advance our products. To do
it, we need everyone's help. When the headlines of the morning paper talk
about falsified woodstove testing results, or sooting from ventless products,
I can't wait a month to read about the details in the trade magazines. If
I am to be my local expert, I have to be informed now. Before the phone
starts ringing. If I am having trouble with the operation of a product,
maybe I can get instant help from someone who has already been up against
and conquered the problem. Even if it's after 5pm and the manufacturer is
closed. The same will be true for the next challenge our industry faces,
be it more EPA regs, pelletstove burn-backs, CO problems or some challenge
that we haven't even thought of yet. Instant communication within our industry,
from manufacturer through distributor and rep, to the retailer and back
again, will be our key to survival and success. Nothing can circle our wagons
or help us benefit from other's experiences faster. It doesn't take too
much vision to forsee that what we may have here is simply the letters to
the editor page of a new hearth "magazine" that can be updated
instantaneously. Can the articles, pictures and advertising that supports
it be far behind? Can we build an archive of past issues of Wood N Energy,
AER, etc. so that newcomers to our industry will have hindsight and benefit
from where we came and the successes of our past? I urge all existing Webbers
to help underscore the importance of these modern Jungle Drums to everyone
within our industry that is not currently on the net, starting with those
you consider to be the best in the business. Help us get their knowledge,
input and experience online. And, just as importantly, to take a minute
out of your busy day to speak up and share some of your knowledge. We simply
cannot have too much communication between ourselves. Skip Stahmer Sierra
Timberline Grass Valley, CA ___________________________________________________________
3. Comments on "drums" above - by Craig Issod [email protected]
says: >maybe this is the The New Communication Age rather than The >Information
Age. Most definitely so, Skip....The communcation aspect makes the graphics
of the web look pitiful by comparison. We could liken it to the telephone...not
as fancy as a billboard, but does the communication thing much better. This
is the true "revolution"...bringing people of common interests
together. >It doesn't take too much vision to forsee that what we may
have here is >simply the letters to the editor page of a new hearth "magazine"
that can be >updated instantaneously. Can the articles, pictures and
advertising that >supports it be far behind? Can we build an archive
of past issues of Wood N >Energy, AER, etc. so that newcomers to our
industry will have hindsight and >benefit from where we came and the
successes of our past? No, the articles, pictures and advertising are here
now, in the "members only" section of HearthNet. Notice the banner
for Speedy-White and Jumpstart Marketing. We have been open to submission
of articles and editorial, and it's starting to come pouring in ! Yes, I'm
sure achives of past trade mags could be posted somewhere on the net, but
since information moves so fast, I don't think they would be well read....Certain
"timeless" articles could surely be published. When I first started
HearthNet, I did offer Richard Wright to put some of his material on HearthNet
and he declined. So, that's up to him and the other trade pubs... >We
simply cannot have too much communication between ourselves Skip, I agree
- but you might be shocked and suprised that there are quite a few folks
who aren't happy about this communication. In their defense, it's only cause
they don't understand (or maybe they do !) Craig Issod [email protected]
4. America is coming out of the woods posted by Craig Issod [email protected]
Was cruising the net yesterday and came across Desa's site, I think it's
at www.desa.com. Of course, they promote their ventless hearth products,
which I think are good quality, but I was a bit put off by two things: 1.
Their sales tag on the ventless page is "America is coming out of the
Woods" - another cut on wood. How do others feel about this method
of selling ? 2. Where can you buy them ? The dealer list consisted of only
two store names (but hundreds of locations). You guessed it, Home Depot
and Lowes. I know these products are carried by many dealers and distributors,
yet it seems like they were not represented. Oh well, life goes on.....
Craig ___________________________ end of digest.... send posts to [email protected]
04/24/96
1. Yellow pages Advice
2. Is there coal in California ?
3. Insurance thru the HPA ?
4. New Site (s) - Don't forget Coal
.Yellow Pages, and thoughts for the season... (from Craig Issod, >[email protected])
> >Seems like it will be a strong 1996-1997. My two stores report
heavy >"looking" traffic...not a lot of sales yet, but this
bodes well. > >Wonder if any retailers want to share their yellow
page strategies...it's >that time of year again for us. Always so confusing
- we currently spend >about 1200/month (2 stores) in the multiple books
and multiple >headings....We're under fireplaces as well as stoves......Are
we >underspending ? That 1200/month represents less than 1% of our gross
>revenues... > >Craig > Regarding Yellow Pages You are missing
a good bet if you fail to place an ad under Heating Equipment and Heating
Contractors. A lot of our new heater rated gas stoves and fireplaces are
being used to qualify for the energy calculations for room additions and
new construction. Really for all these years that we have been concentrating
on the flame in the window - we have also been delivering HEAT! Catagories
FIREPLACES HEATING EQUIPMENT HEATING CONTRACTOR STOVES WOOD AND COAL Larry
@ ptw.com Antelope Valley Patio & Fireside Lancaster, California 805-948-3666
fax 948-5883 ____________________________________________________________________
2. Is there coal in Cal. ? From: [email protected] Date: Wed, 24 Apr 1996
15:33:44 -0400 To: [email protected] Subject: Is there coal in California?
Is there anyone that sells or distributes coal in California? More specifically,
Southern California? Please contact Jon at [email protected]. Thanks for
any help. Jon _____________________________ Craig Issod ([email protected])
answers: Jon, I gave your email address to Dan Blaschak at Blaschak Coal
(check out their site at http://hearth.com/blaschak) _____________________________________________________________________
3. Insurance thru the HPA ? From: [email protected] Date: Wed, 24 Apr 1996
17:25:26 -0400 To: [email protected] Subject: Re: Hearth Digest 4/19/96
In a message dated 96-04-19 17:50:33 EDT, you write: >Has anyone looked
into the possibility of getting health insurance thru the >HPA? >The
national chimney sweep guild has offered this for years. It would sure be
>nice to get a larger group of retailers together and use their purchasing
>power for >the common good. > > Yes, someone has. Nick Pulone,
my brother, has been working with Carter @ HPA to come up with some sort
of National Health and other ins. things for the retailers. So far, he is
working with the individual affiliates and contacting the members directly.
I told him of the inquiry and he asked that I pass along his name and phone
number. Nick Pulone, with the Armstrong Group in Long Beach, CA.....800-949-9044.
(And NO, I do not get any kick-backs.......) Steve Pulone Sunset Fireplace
______________________________________________________
4. New Site (s) - Don't forget Coal HearthNet is pleased to announce that
Blaschak Coal has opened an informative site at http://hearth.com/blaschak
. The Blaschak family runs a very nice operation, and there is definitely
a good story to tell about coal. For instance, in many area's of the country,
it's cheaper than pellets, LP, electric and gas. Please visit their site
to find out more. You can email Dan Blaschak at [email protected]
04/30/96
1. Thoughts from a Rep 2.Positive Side to Mass
Merchants
1.From: [email protected] Date: Sat, 27 Apr 1996 10:15:28 -0400 To: [email protected]
Subject: Just an opinion There has been a lot of discussion lately concerning
alternate avenues of distribution. Which companies will sell to the mass
merchants, and what should a retailer do about it. As a manufaturer rep.
I would like to make two comments. First I agree with what has been said
before, speak with your purchase orders! Sounds simple, but until a company
realizes their decisions have an effect on their bottom line you may be
talking to a blank wall! Second, learn to compete. Let me say right up front,
I have never been in the retail side of the stove business. However, I spent
18 years in a retail photo store selling cameras, film processing and a
portrait studio. Our territory extended to the end of our parking lot. We
were up against every mass merchant, catalog outlet and grocery stores who
use film processing as a loss leader. YOU CAN COMPETE. I believe we have
been spoiled in the Hearth industry, and now it is time to get busy. I have
the opportunity of visiting several stores each week. Some very successful,
some seem ready to fold. One common tread in the successful ones are the
sales people. They truly know how to sell, and not just "clerk"
a sale. Go out shopping for a car someday. Does the salesman stop "selling"
when you say yes to the car?? He is just beginning. Is there competiton
close buy..you bet (usually right next door). Does the salesman know how
to CLOSE a sale? Know your product. Know why you are selling it, and why
believe it is the best product. As a rep. it is my job to train my dealers
and their salespeople. It can be easier to send them to a dentists office
sometime than to have a shot a training their salespeople! It seems many
stores just "don't have the time" to have a 2 hour training meeting.
If the owner of the store (or buyer) likes a certain product that is great.
But if the salespeople can't catch the excitement, the product goes no where.
If you don't want the rep. to do the training...do it yourself. Don't assume
your salespeople know how to sell. Sell yourself. If you truly know your
product, and the right way to install and use it...make sure your customer
know that. Don't be conceeded. But a soft confidence will usually do. Don't
downgrade the competition, but let them know you know what you are doing
(as long as you really do?)! Make it worth your employees while to sell
products that you make money on. We had some $400.00 cameras that we would
make very little on. However, we had a little spiff program that paid if
they sold a gadget bag or other accessory with the camera. It usually worked!
Salespeople can be motivated. It isn't always money. Many times a simple
thank you, or an "employee of the month" program. Something to
recognize their efforts. Know your competion. I know one guy who went to
the local mass merchant, met the manager, and offered to do their non-warranty
service work. At this point, the manager is sending any customer who has
a question to the local hearth shop, and he is making sales. Now, before
you jump all over me, yes, you will find some customers who will buy at
the mass merchant and look to you for answers. I believe you can handle
it so you either make the accessory sales or sell their family and friends,
but sometimes you just have to realize they are taking advantage of you.
Our industry is changing, but I honestly believe the specialty store is
the right outlet for hearth products. The mass merchants will come and go.
They will typically look for fast money and then move on to somethig else.
I will steak my claim with the little "Mom and Pop" shop. I want
to know the customers who buy my lines are getting the answers they need
so they can enjoy the product, and be safe. Their is no magic formula that
will work for everyone. But if we all share ideas and suggestions in a forum
like this, we can not only survive, but succeed. Sorry this got so long,
somethimes I can't shut up (maybe that is why I am in sales). Rick Vlahos
[email protected] 2.Postive slant to Mass merchants From: [email protected]
Date: Sun, 28 Apr 1996 09:24:24 -0500 X-Sender: [email protected] Mime-Version:
1.0 To: [email protected] Subject: new business opportunity Got an interesting
call on Saturday. Fellow wanted to know if I sold any direct vent pipe.
Seems he was installing a new gas fireplace he had bought at Menards (that's
our local Home Depot/Kmart type mass merchant... home improvement el cheapo
center) They didn't have anything in stock but the vent kit that came with
the unit and he needed to add a "little extra pipe" to go out
in the cornor. I asked him what was the name of the manufacturer of the
fireplace to see if we could match up chimney ..... he didn't know and all
he wanted was some 8" and 5" galvanized pipe to add on so he could
reach the outside cap..... Turns out to make this short.... the gentleman
is building a new home, he never looked anywhere else but at the lumber
yard and he hung up pissed at me when I tried to explain that he couldn't
just add galvanized pipe off the elbow on top of the unit and run out 6
feet to the the side wall cap. All direct vent fireplaces are tested as
........CLICK!!! Oh well, now he'll tell his friends that the jerks at our
store wouldn't help him. I just hope the building inspector catches this
one before we have another black side wall in our community ( or worse).
Which brings me to the topic of this note. Every time I or my staff see
a black side wall on a house I check out the adress against our customer
list. A few have been ours....( it is amazing what a home owner either doesn't
notice or thinks is normal) but in most cases we roote for the competition.
In either case it is a black eye to the hearth profession...... so we call
them and offer our services. We are stocking up on Feronclean.... it does
a great job cleaning soot off of vinyl siding .... the market demand will
definately be on the increase.... good bye chimney brushes.... we are going
into the siding washing business. See there is always a positive side to
the mass merchant problem. Ken ____________________________ Visit the Emporium
http://www.weyrkeep.com http://www.hearth.com/directfire ___________________________
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