BUSINESS Sunday July The Salt Lake Tribune COMMENT ON THE MEDIA 44014 : t IN o 4 4-- - Continued from canvas models he pioneered Of course Kirkham's also produces its own version of lighter-weignylon backpacking tents But the canvas tents remain the big seller A frustrated architect Kirkham always had a knack for drawing and designing In World War II he worked at a navy shipyard doing illustrations for people who couldn't read blueprints Even now a customer who brings in a candrawing for a custom-mad- e vas product will be accommodated In 1962 he decided to get serious about putting his ideas into actual products He began to build and sell dozens of his tents "The tent has been used as long as you can go back in history" says Kirkham "It's been said that g is the world's second oldest profession I tried a lot of ways to improve on the conventional tent which had too many pieces and poles I wanted to build a tent that was simple to put up — which could easily be put up in the dark" Thus the Springbar tent was born Using heavy canvas and allowing his workers to make each tent individually Kirkham built and invented what remains a unique product Though there are many different types of Springbar tents the heavy-dut- : KATHRYN SMOOT EGAN v :AM Dial Offers !Niche for All Including Kids KKDS 1060 on your AM dial proves there is life and a future for AM radio the station programs for children The secret to AM radio is to ' program what no FM station offers in your market says Steve Carlson KKDS program director Or program for an au dience that doesn't care about the difference between AM and FM For the Wasatch Front that means the very young and the sort of old Talk radio is one format that does well on AM ' because it depends less on high fidelity than music does After talking with Donna Sparks Williams on her show "Corn I mon Ground" on KTKK-Ascanned the AM dial to check out the offerings on AM stations surviving in the most market in the world — Salt Lake the 38th largest market in the country has 48 AM and FM radio stations I found variety a radio niche for everyone especially those 'people who have been ' over-radioe- d disen-franchise- news the voices you seldom hear on sitcoms or even soap operas — though maybe on Oprah 800 you'll On KSOS-Ahear music of the 1950s and 1960s The theory is that people listen for the rest of their lives to music they liked when they were 12 to 18 People in that age group in the 1950s and 1960s did not listen to FM radio (it didn't exist in most markets) so they are unaccustomed to the fidelity the way FM separates high and low frequencies They like the way the music sounds on AM Classic rock 'n' roll works on - y ht special- tent-makin- -- "We sell concept" says Steve Carlson That's what most stations in the Salt Lake market do — sell concept because none has sufficiently :high ratings to claim huge A study of audiences age 2 : : : : : : ' : ' and up commissioned by the Children's Satellite Network (Radio AAHS in Minneapolis) of which KKDS is an affiliate found that the same diary method used for adults could be used to measure children's In a time when almost all tent manufacturing is done outside the United States and when small in 6:30 A pm 1- Report Judee Says PRESS TIIE ASSOCIATED CHARLOTTE NC — A judge is allowing tobacco gi- ants Philip Morris and RJ Reynolds to sue the Environmental Protection Agency over the agency's report that secondhand smoke causes cancer Last week US District Judge William Osteen denied the EPA's motion to dismiss the tobacco industry suit which contends the agency juggled the studies to support its finding The tobacco industry contends the EPA report which has prompted tougher smoking regulations is flawed and asks the court to order the agency to withdraw it The report released in January 1993 reclassified cigarette smoke as a cancer agent more dangerous than arsenic benzene or radon and concluded that secondhand smoke causes 3000 cases of lung cancer a year in nonsmokers While EPA spokesman John Kasper said he had not seen the ruling he said: "We stand behind the science in our report" The lawsuit said the EPA reviewed 30 studies on secondhand smoke and found that 24 didn't support its conclusion that cancer was a risk Three other studies in which animals inhaled secondhand smoke showed no significant increase doing" That fits with the lifelong philosophy of Jack Sr "There is not one day in 50 years I didn't want to go to work" he says "It's important for people to pick out something they like to do — not something that will make them rich" Iowa — Jack Nelson BOONE runs a company that makes up to 4 million envelopes a day But when he has to make a bid on a contract or place a rush order he has no qualms about sending a fax "Fax is not a dirty word" says Nelson president of Heinrich Envelope Inc "Faxes make us more last-minu- te competitive" The facsimile machine the Relief of Envelope Makers howev- er competes with his envelopes — as do and new interactive communication systems that let consumers pay bills send letters or shop from home the mail s business-to-busines- market then move on to correspondence involving private citi- zens But the competing technologies will have to win the hearts and minds of consumers before eating into the business of envelope manufacturers Slow acceptance has eased some of Nelson's hZ°1 "Compare Us - AT A GLANCE communicating change fe Auto CAD East South Temple 139 IBM THINKPAO COLOR ACTIVE MATRIX 486 SX33 IV - 9-- 5 4 M B RAM 1 01 Key Windows DOS Mouse s ?1 11101QDP13 COMPUTER CENTER SINCE 1983 AERNMOIMEMONEME 3520 South 300 West 400ticetNatilile&DEEPDtSCOUNTSA-Sike- 800-847-69- 111487 Windows 1197591 Authorized Sales and Service Hewlett Packard IBM Epson Compaq Lexmark NEC Toshiba & Oicidata Toll Free t ::" 486 DX 266 Intel VW 35" MO 3S0 MB 14" SVGA 28 DP VLB Video1 MB VLB HP PRINTERS EPSON PRINTERS S178s-Nw282 u 4P 937 tx 300 Boo $269 $262STYLUS 360S618 c 555 u 4PIUS 1428 LO 570 (COLOR 720 657 STYLUS 300 u LLD 322-112- 2 Productivity Workshop July 27th Salt Lake City Hilton pm 8 MB 200 MB STN COLOR IntelVES 35" all TOSHII3A T4700 CS 486 DX250 1417519 FDD 200 MB SVGA 28 DO SX 33 MB 4 mB 755 C 170 MB - 11410 486 200 tr7941 170 MB (S9991 Scottsdale Securities Inc wok TOSHIBA T1910 MHz DJ 520 DJ 560 46 Call for a Free Copy of "YOUR GUIDE TO COMMISSION SAVINGS" C 419 t 84mb 2550 I - IBM THINKPAD 500 486 SLC2 DOS Mouse Your Broker" To COMP ' 0- TOSHI: BM VLB VIDEO1 MB 4 MB RAM 101 KEY S as BESTIPR I 111SILLI9410 bôaKRoDLY BEST ers Association of America The study published in April explains that the new teclmologles will find customers first in Such competition has grabbed the attention of the entire envelope industry which has almost $3 billion a year in US sales at stake But the industry believes it has years to prepare as the competing technologies are refined and developed "The word to keep in mind is 'evolution' not 'revolution' in understanding the impact of electronic media on envelope volume" said a study by Maynard Benjamin executive vice president of the Envelope Manufactur PRESS THE ASSOCIATED 801-262-92- 77 l t06114 IntrtMnrtririrrOrntramws n nontanocintibAricso i:m rz n- Pr 11111 r23 ' ni KIII 19 'Il ' on FINANCIAL MANAGEMENT FUND Compare our Financial Management Funds They are currently paying a higher return than many other financial LA I Ra t e r - 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' i - - INIE1232 I e - ''''' - -------' $1459°° - goi(''Itii r:s fin2ara : request line connecting children to Radio AAHS in Minneapolis is available on Children can in a contest "Brain Game" The number has been sailed from Salt Lake 6400 times so far in July Tobacco Firms May Sue EPA Over :- Paperless Society a Pipe Dream — To listening habits especially when children under 8 were assited by a parent in filling in the diary The study showed that children age 2 to 11 listen to radio on average seven hours a week They listen more as they get older and tune in primarily from 6 to 10 am and 3 to 7 pm On weekends their peak listening is from 10 am to 3 pm "Children listen to KKDS mostly when they are in the car with mom on the way to school or to the store" says Carlson KKDS the Imagination Sta tion offers live morning and afternoon shows when listen tag is heaviest Story times are from 11 to 11:30 am and 6 to headquarters in Virginia Both father and son remain loyal to their workers Lena Hauser an original seamstress at Kirkham's first store worked until she was 86 Earl Nielsen who attended elementary school with the elder Kirkham still works on the books part time The elder Kirkham operates on a set of 10 simple business principles most of which involve bia" design remains basically the - I America National Jamboree approach" Both Kirkhams enjoy nothing better than testing new products by camping out The elder tells a story of once renting a motor home "I got up in the middle of the night went out and slept under a tree" he says "I got claustropho- AM 860 On KALL 910 AM the EIB network dominates with programming sent by satellite KOVO in Provo was :broadcasting from the Univer:sity Mall that day and sounded : :like a radio version of a home '' shopping cable station Station : :1010 is in Spanish — there are : two Latino stations in the mar :ket KSL 1160 AM is tops in the market capturing a 62 share of radio listeners over age 12 - with a newstalk format :: Which brings up the reason - 'for not programming a radio station just for children Arbi:- tron the ratings keeper for radio measures listening only ::for people 12 and older How do you convince advertisers to :''support your station with advertising dollars if you cannot : prove you have an audience — : proof based upon ratings? e d treating customers and employees with honesty and respect "Being the best is often much more satisfying than being the biggest" reads one of the 10 principles "Quality is appreciated as well as economy" Kirkham credits his son with expanding the business The retail store sold the first of the popular national-branSlumberjack sleeping bags and remains the No 1 outlet for that line It now sells a wide variety of boots sport sandals outdoor clothing backpacks luggage specialized camping equipment and books The elder Kirkham says his business stays alive against the giant chains because it offers better service He tells the story of a man who told him that he could by a Coleman gas stove for $2 less at a nearby department store "Yeah" jokes Jack "but will they show you how it works or fix it if it breaks?" The elder Kirkham calls himself blessed because his son took over the business and turned it into a bigger success The son says it's not easy competing as an independent "It's damn hard work" he says "That's why a lot of independents have gone buy the wayside You have to put your heart and soul into it "There is a great temptation for bigger companies to swallow up people like us" the younger Kirkham says "And there is a great temptation to sell You have to have a tremendous personal commitment and enjoy what you're d dependent retailers are becoming increasingly rare Kirkham's is almost an anachronism "You don't see the old canvas variety of tent at all especially for camping purposes" says outdoor consumer writer Michael Hodgson of San Jose Calif "Family camping has become defined by the Eureka-stylcabin tent which is not made in the United States" Hodgson says "What Kirkham's is doing is virtually unheard of I don't know of any other company that makes canvas tents at that level" Kirkham's 10 factory workers make several thousand tents a year Recently the company built 120 tents for the Boy Scouts of same The tents go up easily seldom leak and rely on simplicity and quality materials "As a designer and manufacturer my father's always been an innovator" says Jack Kirkham Jr who continues to modify and design tents for a market that wants more lightweight products "He always looked at a product or a situation in terms of how you can make it better" the younger Kirkham says "For example if you were in a place that had a lot of bugs what could you build to make that situation better? If people bumped their heads when they went through the door of a tent how could that be avoided He taught me to take a consumer-oriente- ly-designed from television d your customers like he is treated a 6 Being the best is often much more satisfying than being the biggest Always strive for excellence and yet retain an economic advantage for your customers yourself and your employees Quality is appreciated as well as economy 7 Always put part of your earnings back into the business It cannot grow if you take F-- 1 er and lighter to handle but families traveling by car go after the 4 all of it out and rely on borrowed money only This requires self discipline which is often not practiced This is a must to become independent N 8 Plan ahead Specifically for tomorrow Generally for a year And target for five to 10 years 119 If you've made a poor judgment correct it now Don't vacillate 11110 Treat your customers and your employees like you would want to be treated Try to stand in their shoes — Tom Wharton Continued from F1 1131 11111111101111011111111111111107 4 A - -- A 10 Rules of Business Have Stood Test of Time His Devotion 1 I Jack Kirldiam's Tents Shelter 14'3 24 1994 FD:C