14OO Strong

ANf OF the truly major industry , \.,fevents in the .West-has alwayi been the annual meetins of the Western Building Material Association. This year was no exception. Nearly 1400 were present this year for the business meetings and building products showcase.

Held at the Thunderbird at Jantzen Beach (Portland), with the exhibits at the nearby Multnomah Exposition Center, the 74th annual was jambpacked with speeches, selling sessions, product information, management ideas, and related business activities all grouped under a theme of tieing dealer business into selling energy conservation. v.p. of Lowe's Companies, the 185store, Southeastern US chain that last year did $780 million in lumber and building materials. He urged dealers to ''price for profit" and to "vigorously compete with any other business that is after the same consumer dollar that you are."

One of a number of fine speeches was made by John A. Walker, exec.

Walker noted that for Lowe's, "profit was not enough to be a continuing, growing success." A business must make a contribution to its customer by providing service and materials at the minimum cost, so that your customer's physical quality of life is improved. He called this kind of thinking the best way to motivate employees, especially younger ones.

He observed that with the increasing number of people working, estimated to reach 100 million emoloved by 1983. coupled with their rising'incomes, that opportunities for dealers wiJl grow sharply in the '80s.

Sunset tr[agazine t Paul Messer counseled dealers in his talk to make it easy for the customer to buy the product; to act as the bridge between what the custonler sees in print and what he takes honre to imnrove his Iiving q uarters.

He advised a "Special of the Month" relating to energy saving as an effective way for dealers to tie in with the current interest in energy conservation. A "red tag" was also recommended for energy rtems on display.

In an afternoon working session.

Pete Prlain, whose syndicated "llow to with l)ete" television program, seen on scores of Western stations, gave excellent tips on how to relate home improvement items to the customers.

The lanky Prlain, a former lumber dealer, showed how he uses tv to communicate with the customer and to convice them that they really can successfully go the do-it-yourself route.

Following the balloting for the new officers that will be in officc this vear. when the Western Building Maierial Association celebrates its 75th anniversary, the following slate of officers and directors was announced: new president is (iordon Cerretsen; one

(Please tunt to page 54 ) lST CLASS DEMO {1) bv Clare Johnson at T0m Haviland's drill display. (2) new assn. v.p. Earl Fosse and Gordon Gerretsen, WBMA'S new pres. (3) Jeff and Mary Swan, Barbara Rosenberg. (4) Florine and Mel Bettis, Arny Kirkebo, John Kendall. (5) Bill Banholzer, Bick Aeschlimann, Walt Graham. (6) Bob Kerr, Ray Nailor, Glen Hart. (7) Walter Kozie, Ray Foster, Hal Huff. (8) Darwin and Pete Mickelsen, Dave Nicely, Martin Schmidt. (9) Merrill Shook, Harold Sickels. (10) Tonv Gallegos, Ron Morrison, Don Walker, Ed 0mland. (11) Paul Barbeau, Larry Baugh. (12) Bob Webb, Mike Rose, John Polinsky. (13) Joe Campero, Tom Howell, past pres. (14) Larry Knudsen, Bill Bailey. {15) Pete Prlain, tv's d-i-y expert. (16} Bob Adams, Schell Harmon, Jack Fredericksen, Ken Gohrick. (17) Walt Cumbo, Bob Cockburn, Chuck Cain. (18) Dan Hogan, Lyle Kosbab, Dick Johnson.