Texas dealers visit paradise

ll ORE than 100 people repre- lUl senting 4l Cameron Wholesale customer firms are still admiring their tans and remembering the llawaiian holiday they earned through the wholesaler's Hawaiian Sports Promotion.

The year-long, program climaxed by the trip at the end of January will be repeated this year. The second program introduced by Cameron in 1988. the Cameron l)ealer Advantage program, will also repeat.

"ln Texas, everybody is struggling, but we've improved our market share in a down economy," Ron Ross, vice president of operations, said. "Our sales are up and we feel real good about this. Part of this success is our new dealer programs. Part of it is that we're continually upgrading our product line and part of it is our new in-house sales training efforts."

Cameron with the help of Learning International has put tog,ether an in-house training program for its sales force. Selected personnel were trained to train other members of the sales force in a professional selling skills program.

Story at a Glance

Cameron Wholesale uses dealer reward program to increase sales. in-house sales training raises service skills. ..programs repeatfora second year.

Cameron established a Learning Center at its Waco, Tx. headquarters where the three-day sales training seminars are conducted. All expenses for out-of-town personnel attending the seminars are absorbed by the company.

Cameron management has found that the support, motivation and skills received during the seminars have helped sales representatives to feel more secure in their selling skills and to achieve higher sales in the field.

According to Joe Walker, personnel director/distribution, "it's a matter of communicationhow to listen to a customer's needs and knowing a product well enough to show him how that product meets his stated needs. This is called needs analysis selling."

To help sales personnel stay current with the product lines carried by Cameron, each distribution center maintains a resource center complere with VHSITV and a film library. Video cassettes produced by various companies give information about the manufacturers and the products carried by Cameron. In this w&y, sales personnel can refresh their knowledge about any product at any time. Cameron also makes home study courses in millwork and roofing available to its staff. These background materials have proved helpful to sales personnel, especially as preparation for an important meeting with a customer.

"We feel we're gaining market share through our commitment to train and develop our sales force," Ed Sulak, marketing and product manager, dealer sales, said. "While our marketing programs are superior, you still must be able to close the sales to be successful. Our sales people feel that the program has awakened their awareness of opportunities that were being passed up. We're taking advantage of those opportunities and expecting a healthy sales growth in 1989."

Established by the Cameron family in 1867, the company was acquired by CertainTeed Corp. in 1955. It operates l3 distribution centers throughout Texas, a door unit plant, an aluminum window plant and a headquarters ofiice in Waco.

Vinyl Siding To Take Over

Vinyl siding will dominate the residential repair and remodeling market in the '90s, adding over 1201t points to its market share by the year 2000. Wood sidings will lose up to 1/3 of their market position, according to a recent siding market study by George Carter & Affiliates.

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Annual Memphis Sports Event

The 66th annual Lumbermen's Club of Memphis spring golf tournament will be played on May 8 at the Chickasaw Country Club, Memphis, Tn.

Tennis also will be available. Dinner will follow. Dan Mayhew is chairman of the entertainment committee which includes David Hagedorn, William S. Decker Ill, Robert G. Parnell, David Caldwell, Edred Webb, Michael New, Carl Swoboda, Farris Kennon, Terry Miller and George Buzard.

AMEN!

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