Big 'oWestern" dealer convention and show

llOW IN its eighth decade, the l!"Weste1n "more formally known as the Western Building Material Associationcontinued its long record of successful service to the industry with its 8lst annual convention and building products showcase.

fuain held at the Red Lion Inn, Portland, Or., the powerhouse show drew more than 1300 this year, up from last year's attendance. For added convenience, the Building Products Showcase was held in a convention hall adjoining the hotel, rather than at a separate site as in years past.

Exhibitors remarked on the positive attitudes voiced by most of the dealers and the general optimism regarding the expected business conditions for this year. Show traffic was generally heavy with dealers showing real buying interest.

After a Western All-Industry Reception, Saturday November 10, to open the convention portion of the event, the Quick Pitch Selling Talks followed Sunday morning, moderated by the inimitable Dugan Baker, complete with banjo. Ed Long, Fields Products, won the rookie division for best presentation while the veteran award went to Steve Graboves of the

Story at a Glance

Computers, do.it-yourself, moulding sales and economic factors comprised the convention part of the program as brisk floor traffic marked the building products show. ..Cecil Cleveland elect new president.

Palmer G. Lewis Co. Overall winner was Jim Bender, Robinson-Bender Co., for his always-impressive magic act, performed in an Emmett Kelly circus clown costume.

That afternoon was devoted to

Western Building Material Association

1985 OFFICERS AND DIRECTORS

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

VICE PRESIDENTS Bob Perrin, Capital Lumber Co. 3105 State Street, Boise, Id. 83703

Clayton Smith, W.J. Conrad Lumber Co. l22l N. Bayshore Drive, Coos Bay, Or.9742O

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

IMMEDIATE Robert L. Kerr, Kerr Hardware & Building Center

PAST PRESIDENT P.O. Box 366, Brookings, Or. 97415

DISTRICT DIRECTORS Howard Axtell, Bill Hepworth, Robert Adams, Joe Orem, Jim Olson, Scott Blackstock, Mick Bush, Hal Reynolds, Dave Pool, Harold Beckemeier, Dale Knudson, Faye Johnstone, Craig C. Esary, Joe Campero, Gerald Newenhof, Scott Roerig, Tad Scharpf, Mark Balfour, Dennis Mullins, Jim Duncan, Wesley Sine, Bill Whittemore, Bob Jacobsen, Earl Nelson, Bob Storms, Rand Thomas

DIRECTORS AT LARGE Bob Withers, Ken Nyce, Bill Winfree touring the show, which was packed with new products, convention specials and exhibitor prizes for the dealers.

Keynote speaker Dr. Gene Stanaland, a former college professor and now an independent economist, used his deft Alabama humor as he reviewed the economic forces that preceded today's conditions. He believes that control of inflation depends upon reduction of the federal deficit. If this occurs. Stanaland observes, businessmen should enjoy four to five stable years of good economic conditions.

A panel discussion on computers was next, presented by the Young Westerners, a youth group that is part of WBMA. Moderated by Betsi Powers, Seattle Lumber Co., leadoff panelist was Bob Jacobsen, Lloyd Lumber, who related his experiences with computerizing a retail operation and suggesting dos and don'ts.

Joe Orem, Bellingham Sash & Door, continued the theme, noting that management must push for the idea of computers and that one person must be designated with the responsibility for the system. "Get rcady before the computer arrives," Orem counseled.

Kyle Kincaid, Knoll Lumber & Hardware, said computers have three stages: (l) fun, let's get it, (2) paper, how do you cope with all of it, (3) utilization, what to use and what not to use. He said that margins and turns, as they relate to inventory function, were the most important computer aspects in most situations.

Dennis Orem, Jerry's Building Materials, called point-of-sale the heart of any retail system, describing it as, basically, a filing cabinet. He outlined various SKU codes, noting that descriptive ones eliminate looking the item up in a code book. This allows floor people "to get on with

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