Pacific Northwest and Alaska dealers meet in Seattle

EOR the first time since 1973, the F Western Building Material Association held its annual convention and building products showcase in Seattle, Wa., drawing a crowd of more than 1400. Among them, 150 new attendees at this Pacific Northwest favorite, evidence of WBMA's continued strong support from the industry.

See pages 11 &12 for convention photos

The Building Products Showcase was at the Seattle Center, a short hop from the twin towers of the Westin

Story at a Glance

WBMA's 79th annual 1400 strong dealers gaining con. lidence for 1983. management, promotion and emPloY. ee involvement stressed Merlyn Jolley was elecled new president.

Sunday, Nov. 14, and were followed by the opening of the showcase that afternoon.

Keynote speaker the next morning was Mick Delaney whose inspirational message was liberally sprinkled with humor. He stressed constructive actions and the positives of life.

W.C. Dieruf, Jr., a successful Texas retailer, then held a seminar on successful management that stressed profit, not volume. "Let 'em buY it from your competition if you can't make any money on it," he said. "Demand greater breaks from suPpliers, induce your customers to educate themselves about products, rather than relying on your helP to take their time to explain products. Use non-cancellable contracts and have one continuingline in which you are the lowest priced."

Hotel, convention Hq. and site of the meetings. The popular Quick Pitch Selling Talks opened the Program

WESTERN BUILDING MATERIAL

19t3 OFFICERS and DIRE(

Association Directors

PRESIDENT Merlyn Jolley, Jolley Building Supply' Inc. 197 Locust Street, Shelley, [d.83274

VICE PRESIDENTS Robert L. Kerr, Kerr Hardware & Electric Co. P.O. Box 366, Brookings, Or. 97415

Cecil Cleveland, Valley Best-Way Building Supply P.O. Box 14024, Spokane, Wa. 99214

NATIONAL DIRECTORS C.E. Link, Western Building Material Association P.O. Box 1699, Olympia, Wa.98507

A.H. "Ike" Parker, Parker Lumber Co. 1200 Navy Yard Highway, Bremerton, Wa. 98312

IMMEDIATE Frank Powers, Seattle Lumber Co.

PAST PRESIDENT P.O. Box 508, Renton, Wa. 98055

DISTRICT DIRECTORS Howard Axtell, Tracv McGinn, Robert Adams, Joe Orem, Jeff Swan, Chuck Cain, Gerald Billington, HaReynolds, Dick Reiner, Ken Marson, Dale Knudson, Faye Johnstone, Mike McDonnell, Joe Campero, Dale Stockton, Scott Roerig, Tad Scharpf, Mark Balfour' Dennis Mullins, Jim Duncan, Don Ferguson, Bill Whittemore, Bob Perrin, Earl Nelson, Bob Storms, H.S. "Skip" Fleisher.

The Northwest economy was addressed at the following luncheon by Edward R. McMillan of Rainer National Bank, who said an imperceptible recovery was already on its way. He foresees only small further declines in long and short term interest rates, with l29o-1390 conventional mortgages soon. The Pacific Northwest will enjoy above average growth before 1985, with tourism and foreign trade gaining imPortance, he feels.

Connecticut dealer Carl G. Dill then talked on keys to successful promotions: creating demand through lively ads which are well thought out; traffic building; market dominance; pricing and positioning.

He said the six steps to planning a successful promotion were (l) goals, (2) objectives, (and be specific in both), (3) purchasing, (4) advertising, (watch your timing, get co-op money and select your media carefully), (5) final steps (the last minute details) and (6) evaluation; be honest

DIRECTORS AT LARGE Bob Withers, Larry Knudsen, Bill Winfree (Pleuse