LASC MANAGEMENT CONFERENCE Dealers swap ideas, name new officers, plan for '67

fT WAS THE good attendance at all the r meetings that rvas probably the most noticeable feature of the Lumber Association of Southern California's l6th annual Management Conference. Despite the many attractions of Palm Springs, the meetings were full and it was Standing Room Only during several of the talks.

The total number attending was only slightly lower than last year, which is a good tribute to the association. particularIy considering the state of the biz for' many in the Califolnia Southland.

George Stein, immcdiate past president of the national dealer's group opened up the conference with a wide ansle look at dealer operations across rhe U.S. He said that many, if not all, dealer problems were the same across the country and that the old saw about this or that area beins a "special situation" was just not thar tiur.. Hustle is still the answer to most probIems. He also lauded compensatory pricing as a way to compete with the mass-. merchandisers. This way, he said, you can Ioose $3 on the door, but make 507 on the hinge and pickup an additional $2.50 profit on the lock.

That afternoon, Nov. 17, John Sullivan. 'Western Lumber Co., San Diego; Wally Hull, Hull Bros. Canoga Park; and Bill Cooper, Cooper Lumber, Los Angeles, related their experiences with commendable frankness on the joys and woes of cash and carry.

Cooperative advertising with other San Diego dealers pushing do-it-yoursel{ items and the like was explained by John Sullivan. Potential was good, he said, and results so far gave hope, but the going was far from easy.

Wally Hull explained that his yard actively sought kitchen remodeling business with the seven model kitchens displayed at their yard. A good consumer-directed ad budget backs up the displays.

Bill Cooper, introduced by panel mod. erator o'Duke" Speer as the Dean of the lumber supermarkets, told how they had departmentalized the store, one of the most modern in the country, and told of some of the inventory problems involved therein.

He also described the trials involved in going to electronic data processing. pointing out that it was no panacca, but that it held for many opt-rations the key to succe s i{ the drawbacks could be recosnized and isolated. In addition. he said they hoped to go from the fi2r/z million done in 1966 at the retail operation to $3-$3t/ million next year. Wood and wood products arc still the biggest single itcms for'

Western Motif Rides High!

Friday morning's business session heard Jim Cooper of the Wood Information Bu. reau relate the success of that group in promoting wood products to the general public. He called for a permanent wood and wood products display centcr that would furnish building information as a way to best get more wood used in con. struction.

them. He added that they had switched from a cost system (cost plus markup) to a sell system (what can we sell it {or).

Thc ins and outs of the framing package got worked over later that day by Al Newkirk, Chandler Lumber Co., John Drainville, Rossman Lumber, and Leon Lauderbach of Orange Coast Lumber Co. They pointed out that the framing packagc had gotten a bad name rvith some contractors due to an early idea that quality stepped aside for pro{it. Self-restraint in shaving pennies to get the job plus nearly error-free estimating was felt to be the way around the problems to the profits.

That night the lumbermen gathered at the bar set up in front oI the hotel for Sassafras (86 proof type) and a hayride to a desert cookout, complete with dancing to a western band.

Bruce Donley then related figures and facts on how to try and cope with the fiscal tentacles of Medicare. Wayne Gardner, LASC's capable executive veep reported on the status of the lumber standards.

Morning wrapup speaker was Conrad Jamison of Security F-irst National bank who gave a less than jolly forecast of the first half of this year. He did {eel, though, that 1967 would be the year the industry switched from surplus to short. age and that bu iness would pickup dur. ine the second half.

The President's luncheon introduced the new officers and directors. New president Pete Speek grabbed the helm firmly as he took over from retiring prexy Jim Maynard. Now-retired past-president S. G. "Sandy" McDonald was honored with a plaque recognizing his years of invaluable service to the group.

('corge Clough moderat.ed an a{lt:r'noorr panel on building material distrilrrrtion that recogtrized the Delmancnc(' of all lerels o{ the business, as long as each gavc the other a needed ier\ice.

That night the directors' cot'ktail partr, held swav. It is saft' to sav that there rlas lots o{ srving and srvar that night.

Saturday was devott'cl to goll and lennis matches. Thc plt'asanl wrapup to iln exceptionallr- good corrvt-ntion.

New LASC officers:

PRESIDENT

-Peter V. Speek VICE PRESIDENT

-Howard W. "DLtke" Soeer TREASURER

-George Clough SECRETARY

-John D. Sullivan

EXECUTIVE COMMITTEE

Peter V. Speek

George Clough

Dennis S. Gilchrist

James G. Maynard

Kingston McKee

Terry Mullin

Howard W. "Duke" Speer

NATIONAL OFFICERS

Terry Mullin, Executive Committeeman

-District 7

Laurence R. Henderson, Alternate