OUALITY

supplier's sales clinic is probably 80% ptoduct knowledge and2O% customized sales technique. If you have 100 supplien. it will take almost eight years to generate total prduct knowledge. They probably will never learn anything but specialized selling.

Your main number one business is "sales." Everything spent. every acrivity undertaken is for one purpose onlyto generate sales.

How many ofyour hourly paid people have been seriously and effectively trained ard tesed in just plain old sales? On fte jr$ training is only as good as the trainer and the trainee is a product of his training. Hor do you like "Job Literacy U" at yourcompany?

Wlrcn it's all said ard dorr. the bricks. mortar and merchandise are the same - people make the difference. More serious yet is lack of growth opportunity the job illiterate must endure- Those u'orth their salt will rKwe on.

How costly is this? Plenty! Look at any 12 month perid in your company's operation. Count the numberof people no lorgerwith the organization. Add the rnonthly salary of each. This is what it generally costs to hire replacements.

Norv nuke your best esinnte on tnr loq il should take people to become'Job literate." That number of months times the monthly salary equals the coet to train a rnv emplcryee. usually the time it takes for his contribution to exceed compensation. Add these frgures and divide by tuo (halfofthe people uere fired ard the other half quit for lack of growth opportunity). These training and recruiting costs are lost when employees leave.

Auomobile dealen figure it coss S.20.ffi to adequately train a car salesman. ls a car rnore complicated than building materials? Can pu affond to lose people because you do rrct pru vide grorvth opportuniry thmugh training?

Questions? Write or call for more information.

Other top l0 housing areas \ €re Ailanta. Ga.. 13,578 units; Riverside-San Bernardino. Ca.. 13,081 unis; Phoenix, Az., 12,496 units; Chicago, Il., 10,040 units; San Diego, Ca., 8,94 units; Thmpa-St. Petersburg-Clearwater. Fl., 8,646 unis; Minneapolis-St. hul, Mn., 7.950 unis: Dallas. Tx.. 7,877 unis.

frcm ths Land of thc ilauaio

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Yellow Poplar

(Continued from page 9) ing working characteristics. The Appalachian Hardwood Manufacturers claim thht in any application where white pine may be used, poplar has significant advantages in working properties, finishing, drying and cost. It dries with less problems, has no stain problems and less degrade. Knife life is longer with poplar which also takes all tins, stains and coatings as well as any species and betterthan

New Hardwood Export Gouncil

The Hardwood Export Trade Council is a new group composed ofvarious hardwood trade associations which have joined resources and efforts to promote American hardwood products to overseas markets.

Activities are coordinated by the International Trade Division of the National Forest Products Association. Distribution of the 3l page pictorial catalog "Hardwoods of the USA," listing over 30 commercially available American hardwood species, is one ofthe council's projects. The publication has been translated into several foreign languages including most, according to the association. Fuzzing problems and color aberrations have been solved. Compared to white pine, yellow poplar is harder, stronger and heavier.

Historically, poplar was used as long as 500 years ago. Federal, Shaker and Early American furniture still in existence today demonstrates its early use as a furniture wood. Poplar also has been used as core stock in furniture manufrcturing for years and often by millwork houses for mouldings, windorv casings, doors and decora-

Italian, German, Spanish, Korean, Mandarin Chinese and Japanese.

David Anderson, Anderson Wood Products Co., Inc., Louisville, Ky.; Steven lnsser, executive director, National Dimension Manuftcnrrers fusociation, Atlana, Ga.; Larry Frye, president, Fine Hardwood/American Walnut Association, Indianapolis, In.; Jack Koss, Capital Machine Co., Indianapolis, In., and Heini Rutz, director, European Operations, Hardwood Export Trade Council, Hamburg, West Germany, represented the council at the l0th Interbimall/Sasmil Woodworking Fair in Milan, Italy, last spring. More than 42,000 people from lM countries attended the show. HETC tive architectural woodwork. However, its use has never come close to equaling its availability. representatives manned a booth where they distributed nearly 2000 copies of "Hardwoods of the USA' and conducted an educational seminar for hardwood buyers and users.

Given the strong yellow poplar resources, its proven value for use in both construction and fumiture and the push to make distribution yards, cabinet producers, pallet manufacturers and offshore markets aware of itsassets, it seems likely that poplar will become a popular commerical species. Vaughn predics that "Foplar will indeed be a money tree and we will be as happy to have that species in our inventory as we have been with oak."

The council plans to exhibit at other major international woodworking and furniture supply fairs to be held in Birmingham, England; Seoul, South Korea, and Cologne, West Germany.

NAWLA Cancels Dallas Meet

North American Wholesale Lumber Association has canceled its Dallas. Tx.. regional meeting set for Nov. 12,1986.