South ern California Retailers Meet

Will Form New Southern Calilornia Retail Association-Hawlev W. \X/ilbur Discusses Tested Sellins Methods

A dinner meeting of Southern California retail lumberrnen rvas held at the Clark Hotel, Los Angeles, Friday evening, March 3, which was largely attended, over trvo hundred being present. Kenneth Smith presided.

E. C. Parker, vice.president, Southern District, California Retail Lumbermen's Association, announced the directors of the Southern District Executive Committee had voted to form an independent association to be known as the Southern California Retail Lumbermen's Asso.ciation u'hich rvill take in all the lumber groups in Southern California. He stated this move was recommended because the problems confronting the retail lumber business in Southern California were entirely different than those in the northern part of the state.

The nerv ASsociation rvill hold membership in the California Retail Lumbermen's Association which will look after such matters as National and State legislation, trade prornotion program which the National Retail Lumber Dealt'rs Association is carrying on, etc.

IJnder the new setup, the Southern California association u'ill have a man at Sacramento on legislation matters, continue to be affiliated with the National association, participate in the annual State convention, and also carry on studies relating to costs, unfair competition, stabilization progran, distribution, labor relations, etc.

The organization plans of the Southern California retailers' association will be announced later.

Flarvley W. Wilbur, president of the Merchandising Institute, National Retail Lumber Dealers Association, and general manag'er, Wilbur Lumber Company, West Allis, Wis., was the principal speaker of the evening.

Mr. Wilbur ouilined tl.re Tested Selling Nlethods program of the I\[erchandising Institute which is the result of three years' study by lumber and building material dealers who planned and made it possible.

"The building industry is mobilized to do a better selling job," he said, "and Tested Selling N{ethods is designed to help every dealer increase sales and profits. You get actual solutions of selling problems."

"Doing a real selling job makes fun out of selling," Mr. Wilbur continued.

Tested Selling Methods is issued in eight monthly sections. The cost of the program is $28 for each man enrolled, and they receive a complete series of texts, the sales problems, and the services of the entire stafi conducting the program. Each dealer who enrolls three or more of his men receives the cornplete series of sales meeting guides.

Tested Selling Methods is in no way a correspondence course, Mr. Wilbur stated. The sales problems are simply answered "yes" or "no." These are sent in and graded, the iclea being to let the employer knor,v hou' the rnen are getting along with the program.

The Merchandising Institute is composed of the follorving associations: National Retail Lumber Dealers Association and affiliated state and regional associations; National Lumber Manufacturers Association and affiliated regional associations; Red Cedar Shingle Bureau ; Insulation Board Institute, and Asphalt Shingle and Roofing Institute.

Frank Curran, well-known Southern California lumberman was called on, ancl John Wormhoudt, retail lumber dealer from lowa, was introducecl by John W. F'isher, Santa N{onica retailer.

Red Arrow Kegs Gain Instant Approval

Red Arrorv Kegs for nails, brads, tacks and staples have quickly gained favor with the lumber dealers and have met vvith the instant approval of contractors and consumers, according to George E. Ream Co., Los Angeles, distributors of Columbia Steel Company's nails and other steel ancl wire products in Southern California territory. These easily opened safety kegs eliminate tl-re danger of injury to harrds, arms and eyes, and the entire container, including the head, may be used again.