Merchandising keys dealer/wholesaler confab

Peter Ganahl. (7) Bill Evenson, Ralph Cardwell. (8) Pete & Mary Beth lves, Marty Temple, Pete

Rick Learned, Jack Secoy. (16) Don Stobaugh,

Bob

Lauren Jacobbe, Scot Schledorn.

Johnson, Jerry & Joyce Mclaughlin. (19) Lidiett & Dan Higman. (20) John Newquist, Kim & Dan Croker. (21) Jackie & Steve Gwaltney, Mark Lolland. (22) Pat Taylor, Scott Watson. (23) George Barr, Jr.. Bob Reed.(24)Jon Wolfe, Donna & George Swartz

Eouyed

bv what has been ED gooo yeuu ror Dorn lrs rerau and wholesale members, the Lumber Association of Southern California met Nov. 8-ll for its annual management conference. The convention theme "Merchandising in 1985" reflected its members' determination to use all the business tools at hand to keep the good times rolling.

The first order of business was the election of new officers and directors. (See list accompanying this story.) Next it was the awards luncheon and the naming of popular veteran lumberman George Clough of Anfinson Lumber Sales as "The Lumberman of the Year."

Keynote speaker Sausha Sherbin spoke on coping with life's stresses and pressures. In a fast paced talk, she offered suggestions on managing various areas in a person's life, reviewed differing personality types and described negotiation as the number one skill in the world.

Next day, Nov. 9, Sunset Magazine's Wally Simmons reviewed the western market and told how it differs from the rest of the countrv and how

TAKING a break (1) Gordon Beach, Frank lvanovich. (2) "Jimmie" & Seth Potter. (3) Colleen & Jerry Higman. (4) Dorothy 0kutsu, that relates to retail selling.

Alan Oakley, Oakley's Lumber Mill & Mouldings, Inc., Gardena, Ca., representing the Wood Moulding and Millwork Producers Association.

Story at a Glance

Western market review, moulding sales, various customer ser. vice strategies and corporate security featured...Ed Fountain, Jr. elected president, George Clough named Lumberman of the Year.

presented the l0 Commandments of Moulding sales. They are: display properly, maximize tie-in sales, make it easy to buy, merchandise shorts, be knowledgeable, sell as a decorating product, sell ideas, use merchandising aids, keep literature nearby, promote, promote, promote.

Mike Learned, Michelle & Brent Bouslog. (5) Bob & Colene Porter. (6) Paul 0rban, Mary Moore. (7) Betty & Jack Finnegan. (8) Joe

More good ideas on merchandising followed as the Second Growth panel continued the theme. The group, a part of LASC, is composed exclusively of under-35 years of age members.

John Cavers of Ganahl Lumber told the members to be different, "set yourself apart from the competition." He said that adding extra features where possible (surfacing, remanufacturing, lengths, etc.) all illustrated ways of gaining a competitive edge.

Scott Watson, Lynn Forest Products, described the service aspect of his job in supplying the precise needs of their mobile home and R.V. customers. He noted that educating the customer on what your products and company can and cannot do helps alleviate problems.

Pat Taylor, Capital Lumber, said suppliers must be alert to new trends and products to serve customer needs. He observed that the better informed would do a better job and would likely make more money in the process.

Tom Mullin, Terry Lumber Co., related their methods of merchandis-

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Tidwell, Colleen Higman. (9) Steve Freeman, Ed Gavotto. (10) Andy Ersek, Roger Braniger. (11) Don Watson.