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a New program of activity launched by the v National RetailLumber DealersAssociation

News of vital interest to everyone connected rvith the lumber and building materials industry is the announcement by Don A. Campbell, president of the National Retail Lumber Dealers Association of Washington, D. C., o{ a nation-rvide sales development program to be launched this fall. This program, which is the result of more than two years of work and planning, will ofier lumber and building material dealers a definite means of increasing their sales in all lines of products. It will point the way to economy for the average home buyer. It will outline sound selling methods, resulting in easier and less costly ownership of homes and buildings, thus making it easier to sell more building materials. It will be available to all dealers throughout the country at a cost so moderate that its benefits will be within the reach of everyone.

The program is, in reality, a joint industry effort, backed by manufacturers'associations as well as retail associations. Funds sufficient to assure the carrving out of the program, as planned, have been paid in by the participating organizations. To supervise the operation of the program, a special organization has been formed and called the Merchandising Institute of National Retail Lumber Dealers Association, Inc., with the active work of direction placed in the. hands of an Executive Committee, made up of officers and members of the Board of Directors.

In discussing the forthcoming program, Hawley W. Wilbur, president of the new Merchandising Institute said: "This program is an aggressive effort, originated by the retail lumber dealers, in rvhich the manufacturers are participating on an equal basis. It brings manufacturers and retailers together with a common aim to produce more sales for our industry.

"The program is all set to go. We've been working for two years to formulaie our plans, collect sufficient funds, and secure the cooperation of the important factors in the industry. Now we are all ready with a program which, we are convinced will offer the retail lumber dealer something he has never had before-a practical means of developing his sales on all products and to all types of customers.

"The whole program will be focused on selling. There will be no confusion of the issue with other questions, such as yard management or purchasing. We are out to build sales for retail dealers, and our whole effort will be concentrated on that aim. It will take the form of a training 'course, designed to develop more effective personal salesmanship on the part of the dealer and his salesmen.

"This course will be thoroughly practical. It will deal specifically with the how and why of successful lumber and building material sales methods. The first step in its preparation is a nation-wide field study of personal salesmanship in the retail lumber and building material industry. This study-which will be conducted during August and September-will be far wider in scope and more searching than anything of the kind ever attempted in the industry before. It will cover every type and size of lumber yard and lumber dealer-from the large operation employing a big sales force to the'one man' yard in the rural community. It will bring to light current information and experience on the problems, selling methods, procedure and ideas of representative dealers in every part of the country.

"The results of this field study will furnish the material for the sales training course. It will be intensely interesting and immediately helpful, because it will be based, not on arm-chair theories, but on sales procedures, methods, and plans which are actually producing results for dealers today.

"And, what is most important, every dealer in the country will be able to benefit by it. We've seen to that. We have steadfastly refused to launch this program until the expense of preparing the course was underwritten, so we could be sure of offering it at such nominal costs that any dealer can easily afford to enroll his entire sales force.

"In order to insure that the program will be carried out satisfactorily, we have been at great pains to select the proper people to handle the job. During the past two years we have carefully considered the qualifications of many firms experienced in this type of work, and have finally selected Trade-Ways, Inc., of New York, to prepare and conduct the course under the supervision of the Institute.

"Trade-'Ways is an organization which has specialized in sales training for many years, and has served such clients as: American Gas Association, Asphalt Shingle and Roofing Institute, Curtis Companies, Inc., United Typothetae of America, Memorial Extension Commission. National Association of Ice Industries, and others."

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The big sign on the Geib Lumber Company's main shed at the intersection of Alameda Street and Nadeau Avenue, Huntington Park, is seen by thousands of people daily, and it has undoubtedly proved to be good advertising for this firm.

The accompanying picture of their office building, constructed last year, gives further evidence of their belief in advertising, for on the end of the building there is a sign that can be read by all who pass that way which reads: "Headquarters for FHA Government Loans, S/o-Complete Arrangements Made Here." This ties right in with the great flood of Government publicity and is smart business.

Visits Old Home Town

C. B. McElroy, Los Angeles, comptroller of E. K. Wood Lumber Company, spent a few days at the company's head office in San Francisco at the end of last month. While there "Mac" found time to look up some of his old friends.