Mrginia dealers turn on sales power

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burg Hospitality House for the 58th annual cofivention of the Virginia Building Material Association.

Following the theme "Sales Power," speakers, panelists, and an impressive tabletop display of new products stressed aggressive merchandising and advertising.

Carlyle Tiller, president of Wheat First Securities, briefed those at the kick off breakfast on "Financial Mar- kets in an Election Year." Mace T. Coleman, president of Gold Bond Building Products, followed up with "Old Fashioned Passion" at the business session which also offered "Tips on Advertising to Do-It-Yourselfers" by Robert N. Taylor, v.p., True Value Home Centers of Tidewater. president

A trio of speakers, Herbert Larabee, president of Human Resource Associates, speaking on "How To Keep Unions Out of Your Business in 1984 and Beyond;" Stewart Carnpbell, product manager, Bass & Co., "Wood Moulding: Profiles for Profit;" Jack Tilden, territorial sales manager, Champion Building Products, "Siding Sales," offered the dealers advice on day-today operations.

Customer incentive trips, marimizing kitchen sales, selling to the serious hobbyist, capturing floor covering sales and providing installation services were covered in "A Potpourri of Sales Ideas." Skip Burton, Burton Lumber Corp.; Rick Dz, Roper Brothers Lumber Co.; Jody Luck, Manassas Lumber Corp.; Ronald Rinaldi, Arlington Woodworking Co.; Tom Sebera, Building Supply of Hopewell, and Dck Ferguson, James River Building Supply, were panelists.

"Jody" Ruffin, Ruffin & Payne, Richmond, were added to the board of directors.

Various social and athletic events plus a special program for the ladies rounded out the March25-28 meeting.

Jack Allison, executive director and secretary has resigned to pursue other interests and opportunities, according to Robert B. Taylor.

A search committee has been formed to recruit a replacement. Allison has agreed to stay on as long as necessary.

Robert B. Taylor, Taylor Brothers, Inc., Lynchburg, was elected president during the annual meeting. Vice presidents include J. H. "Jody" Luck; R. Burke Johnson, York Sup- ply, West Pointi Randolph C. Hodges, Hodges Lumber C-o., Roanoke; and H. R. "Rick" Diz. Richard H. FErguson, James River Building Supply, Sandston, was re+lected treasurer. John Vanlandingham, Builders Supply of Petersburg; K. B. Webb, Bailey Lumber Co., and J. M.

Story at a Glance

58th VBMA annual concentrates on solling .table top display of new prcducts r€flected aggrcs- sive merchandising ...Robert B. Taylor elecled pres.