California Retailers' Annual Convention

(Continued from Page 13)

For more than two years the committees which organized the Merchandising Institute of the N.R.L.D.A. investigated carefully and thoroughly every way of having this program prepared and conducted. The final decision was to entrust this im,portant undertaking to Trade-Ways, Inc., of New York. For almost a quarter century, Trade-Ways has bee.n engaged in planning, preparing and conducting sales development programs of all types, for individual manufacturers and for trade associations. in more than seventy different industries.

A nationwide survey was made to get the good ideas of dealers who are doing a good selling job. This survey or study was made to find out what was needed in the program. It covered forty-five states and took the form of interviewing, observing and shopping. The vast amount of material obtained was gone over carefully to form the basis of the program.

The program will be issued in eight monthly sections. Once a month, each man enrolled will receive one of the eight sections-dealing with one major aspect of retail selling of lumber and building materials. In each section there are sales problems to stimulate active thinking, based on actual selling incidents observed in the field. Each man sends in his answers. An experienced staff revietvs them, and returns them to him with a complete ancl detailed analysis.

Each dealer or yard manag'er rvho enrolls three or more men also lsggiyss-\Mith each section of the program-a complete meeting guide containing reacly-to-use programs for action-getting sales meetings. Where practical, similar meetings of individual dealers rvill be arranged by state, regional and local associations.

A certificate of completion rvill be supplied to those who successfully complete the course.

The eight sections of the "Tested Selling I\{ethods" Program cover the entire selling process: (1) Selling from the customer's viewpoint; (2) Establishing mutual confidence ;

(3) Guiding the financinC; (4) Explaining 1-our products ;

(5) Winning agreement; (6) Overcoming sales clifficulties;

(7) Maintaining good relationships; (8) Bringing in more busi,ness.

The first piece of literature ods" Program will be ready this month, November.

Enrollment can be made on the "Tested Selling Methto mail about the middle of norv, and is available to all cr,oi,-o,,l"hl"Y;,,11,"1%"--u,". ruembers of retail associations. All members of your organization can enroll.

The cost is $2.9 for each man enrolled. No other expenditures are irrvolved. The fee includes everything. Each man enrolled receives the complete series of texts, the sales problems, and the full service of the staff conducting the program. Each dealer lvho enrolls three or more of his nren receives the complete series of sales meeting guides.

In closing Mr. Kendall said: "To justify the slogan, 'Maximum Distribution through the Retail Lumber Yard,' retail distribution must be efficient. This can be clone with e{Tective selling plans and more effective personal salesn.ranship.

"Any way you look at it-in any shape or form-this program offers something which is a basic need in your business today-and well worth the very small enrollment fee."

Kenneth Smith, Los Angeles, led the forum discussion on "Can We Use the Unfair Practices Act?" The speaker read details of the Act that are of particular interest to lumbermen. He stated that there is nothing automatic about it; that it is effective only when invoked by a citizen. It could be used by the retail lumber industry, but would involve revolutionary and complicated changes in present operating methods, he said.

W. E. Difford, director of the Douglas Fir Plywood Association, in a brief talk announced that all Douglas Fir Plywood is now uniformly grade marked with standard nationally advertised symbols. He also expressed the belief that as a result of a recent decision of the United States Supreme Court affecting the Robinson-Patman Act, many difficulties of their industry will be eliminated and more orderly distribution attained.

Resolutions

John W. Fisher, chairman of the resolutions committee, read the resolutions, which were adopted. These were as follows:

WHEREAS, it is through the rnedium of trade press that our activities and program are given constructive and forceful impetus in the development of our Association; and,

WHEREAS, the trade press provides the direct contact lletrveen the functions of our Association at annual meetings and the industry at large;

NOW, THEREFORE, BE IT RESOLVED: That the California Retail Lumbermen's Association at its 19th annual convention assembled does hereby express its appreciation to the trade press for its reporting of our activities for the fut,ure record of all its members and to bring the convention to those unable to attend this meeting.

WHEREAS, Earl Johnson, former treasurer and one of the most ardent supporters of the State Association, has been very ill for several months, and

WHEREAS, the absence of Earl Johnson and his efforts u'ere distinctly felt by those present at this meeting, NOW, THEREFORE, BE IT RESOLVED: That the Chairman appoi.nt a suitable committee to convey to Earl Johnson our sincere regrets of his unfortunate illness and express our hopes for a full and speedy recovery.

A rising vote of thanks was given to Kenneth Smith and the Southern California convention committee "for the great job they did in putting on the Association's biggest and best convention."

The total registration was announced to be 595, an alltime record. In addition to this number many attendecl the banquet who had been unable to be present at the husiness sessions.

The convention then adiourned.

annuat Banquet

The annual banquet, dinner dance and floor show in the evening attracted a large attendance. The music and entertainment were under the supervision of Patrick & Marsh, Los Angeles. Col. Jack Major was master of ceremonies.

Announcement rvas made at the banquet of the winners of the prizes of the Redwood-Wheel-of-Fortune, which created a lot of entertainment on Thursday and Friday evenings. First prize of $50.00 was won by George Clough, second prize, $25.00 was won by George Sheppard, and third prize of $10.00 \'\'as won by George.I{arrison, a trio of Georges. The committee in charge of the entertainment feature consisted of C. W. Bahr, Calfornia Redn'ood Association; Phil Farnsworth, California Redrvood Association;

c"l'"':Iit.l sx::i.,

Jim Farley, The Pacific Lumber Company; E. L. Green, Union Lumber Company, and A. D. Bell, Jr., Hamtnond Redrvood Company.

Saturday Breakfast

All officers and directors of the Association and all secretaries met at a breakfast meeting at 8:30 a. m. to discttss "'Where Do We Go From Here?" Exhibits

The follorving firms had exhibits in the convention hall : American Lumber & Treating Co.; Armstrong Cork Co.; California Builders Supply Co.; California Door Company; Certain-teed Products Corporation; Cleveland Publications; Columbia Steel Company; Douglas Fir Plyrvood Association ; Fir-Tex Co. of Southern California; Fleatilator Co.; Owens-Illinois Glass Co.; Paraffine Companies, Inc.; The R.J.M. Company; U. S .Gypsum Co.; Wholesale Sash & Door Association; E. K. Wood I.umber Co.; Wood Conversion Co.

Ladies Entertainment

Thursday afternoon the ladies enjoyed a trip to the famous Huntington Library and Art Gallery, and bridge at the Huntington Hotel. Friday afternoon a bridge tourrrament was held at the Hotel with appropriate door and table prizes. The ladies were invited to attend all luncheons. business and dinner sessions. The committee in charge of the ladies' entertainment progl'am included Mrs. Wm. Davies; Mrs. C. M. Cooper, Mrs. Paul Hallingby, Mrs. S. J. Hatharvay, Mrs. Earl Johnson, Mrs. L. K. Leishman, Mrs. Paul Orban. and l\{rs. George Riley.

Southern California Committee for the Convention General Chairman, George Lounsberry, Lounsberry & Ilarris, Los 'dngeles. Manager, Kenneth Smith, Lumber & Allied Products Institute, Los Angeles.

Finance Committee-Paul Hallingby, Hammond Lumber Company, Los Angeles, chairman; Ralph Baker, Hayward Lumber & Investment Co., Los Angeles; John W. Fisher, Fisher-Swartz Lumber Co., Santa Monica; Bert McKee, San Pedro Lumber Co., Los Angeles; Russell Mullin, Burbank Lumber Co., Burbank.

Entertainment Committee-Lathrop Leishman. Crown City Lumber & IVIill Co., Pasadena, cha^irman; Earl Johnson. Johnson Lumber Co., Pasadena; Paul Orban, Orban l-umber Co., Pasadena; Will Davies, Patten & Davies, Pasadena; S. J. Hathaway, Sunkist Lumber Co., Monrovia.

Program Committee-E. C. Parker, Patten-Blinn Lumber Co., Los Angeles, chairman; Glenn Nfiner, WhitingNlead Co., San Diego; J. B. Hall, Owens-Parks Lumber Co., Los Angeles; A. E. Fickling, Fickling Lumber Co., Long Beach; Charles Cooper, W. E. Cooper l-umber Co., Los Angeles.

Poet Laureate Proclamation Endorscd

'I'he proclamation of A. Merriam Conner as Poet Laureate of the lumber industry by the lumbermen assembled at the recent Parson Simpkin Memorial reunion was endorsed by the directors and members of Hoo-Hoo Club No. 39 at their monthly meeting held at the Athens Athletic Club, Oakland, October 24.

As is well known l\{rs. Conner is the rvife of Fred Conner, former lumberman. They now live in North San Juan, Nevada County, Calif. A group of Northern California lumbermen with their families spent a day rvith the Conners at their home on Sunday, October 30, and enjoyed a picnic lunch rvith them.

FIRE AT McCLOUD

Iiire of unknown origin destroyed 12,000,000 feet of Pine lumber, mostly upper grades, and the big crane shed which rvas 900 by 90 feet, with an estimated loss of $500,000 at the mill of McCloud River Lumber Company. McCloud, Catif., November 7.

Fortunately there was no wind and the fire was confined to the crane shed. The mill is running in all departments and production is continuing rvithout interruption.