5 minute read
How one retailer has survived for 14O years
DILLING ITSELF as "America's -fDoldest full service lumber yard," Smoot Lumber Co., Alexandria, Va., this year celebrates its 140th anniversary. Founded in 1858 by William A. Smoot, the 140,000-sq. ft. yard has 110 employees. Once strictly a supplier of lumber to Northern Virginia, Smoot's business has grown considerably over the years and now services the entire East Coast.
According to onetime owner Robert E. Craddock, lumber wasn't tion of the business and the coal was brought up the river on steam-powered tug boats into the yard." the first material sold by the company. "I've seen receipts and sales slips from before the turn of the century which reference coal and plaster sales," he states. "There used to be a canal not far from the orieinal loca- its founding sever-
Craddock, who began working fbr the company in 1940, happily reminisced about the history behind the business. "In the beginning, the company was known as W.A. Smoot & Co., Inc.," he says. "When Mr. Smoot got on in years, he passed the business on down to his son and namesake, who, in turn, bequeathed it to his own son. Albert A. Smoot."
1946, Mr. Smoot asked me to run the yard for him, which I did for l7 years."
In addition to the growing lumber business, Craddock recalled that the company also benefited from strong retail sales in coal, sand and gravel. "That end of the business was run by Albert's uncle, Lewis E. Smoot," he says. "Lewis spun that aspect of the business off a few years after I started working there and did very well with lt."
Moulding sales were also steady. "We had a woodworking shop which allowed us to make all types of special items for customers, architectural items," he says. "We also manufactured wood for cabinets and windows. so people could get whatever they wanted at our yard without having to go all over the place looking for what they needed."
The post-war years brought a massive increase in business for the building industry. "The demand for tract building was incredible from the late Forties all the way through the Fifties," Craddock says. "Everyone wanted cheaper material, but we wouldn't sell cheap stuff to them, so they had to look elsewhere. Still, our business didn't suffer any. In fact, it was a busy time for all of us, a good time. too."
It was Albert who hired Craddock in 1940. "I was only with the company for a short while, on account of the outbreak of the war," Craddock says. "I was in the service for five years and when I returned to Alexandria in
He noticed the advent of something else during those years. "It seemed that everywhere I looked there were chain stores popping up," he says. "Fortunately, we weren't affected by them. We had the capabilities to manufacture custom wood, so that was a big help for us. A lot of other businesses didn't have that and they got swallowed up pretty quick."
1962, Craddock purchased the company from Albert Smoot, with the understanding that Craddock would relocate the business. "Mr. Smoot had decided to retire," Craddock reports. "He also wanted to sell the land that the yard was located on because the land was very valuable." Craddock complied and moved the companY a half-mile away. "I changed the name too when I officially took over the business in March of 1963," Craddock adds. "Everyone had been calling the business Smoot Lumber Co. for years, so I figured that I should make the change. The oPerators had been answering the Phone Smoot Lumber Co. for years anyway, so it wasn't a big change really. "
The business continued to Prosper during Craddock's tenure as owner. In 1988, he sold the firm to Fred W. Sachs and John O'Donnell, two longtime employees. As was the case with Craddock's purchase, one of the provisos of the sale was that the business would relocate." My reasons were the same as Mr. Smoot's," Craddock states. "The land was and still is quite valuable."
Sachs and O'Donnell reoPened the yard six miles away in Fairfax County. In 1995, Smoot Lumber was acquired by Wilson Brothers, who continue to own and operate the venerable yard. Craddock remains with the business, too, in the position of administrator. "I handle things that others don't want to," he laughs. "I've seen many changes over the Years. The corner businesses have vanished, lumber yards, too. More than anY- thing it's because they have no buying power against the big chains. Fortunately, Wilson Brothers now has five stores and they can purchase things at a good price, so we can compete with anyone."
Craddock believes that the business has survived for so long because of the service that Smoot provides its customers. "There are more do-ityourselfers now than ever before. We try to cater to them and theY seem to appreciate our interest when we inquire about what projects they are working on."
"hasn't reduced at all." He alludes to the competitive nature of the lumberrelated industry by calling attention to the demise of other businesses' "We've been fortunate," he saYs. "Look at what happened to Hechinger's. They were a large comPanY which had been in business for a long time, but when they couldn't compete, they were bought out." He also expects a soon-to-open Lowe's to further add to the competitive mix.
"We have a strong Product mix here and we know what our niche is," he maintains. "We don't carrY anY plumbing, electricity, or lawn and garden supplies. Incidentally, the biggest change I've seen over the years is in customer attitudes' Demand is at an extremely high level now and everyone wants everYthing delivered immediately. Nobody wants to wait. This is another area which you have to address if You want to be successful."
Fred Sachs, who also remained with the company after selling the business to Wilson Brothers, agreed. "Ours is an extremely competitive business," he says. "There's a Home Depot a half-mile away that opened in 1994 and there are a few others in the area, as well. In this kind of a competitive atmosphere, you have to be focused on your goals. Otherwise, you'll be out of the picture before you know it."
Sachs, the yard's general manager, further reported that, desPite the arrival of Home Depot, business
Sachs sees a definite increase in another area of need, as well. "As the baby boomers age, we're seeing an increase in demand for low-end, maintenance-free items. So, not only do people want everything now, theY also don't want to have to worry about it breaking down in the future." He also noted the sharp increase in demand for synthetic products, such as boards, decking and moulding.
"We're extremelY busY here," Sachs concludes. "We get over 1,400 phone calls a day and I don't anticipate that decreasing. All in all, I'm very optimistic about the future of our business."
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