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| ('rt11 1111111'1i ! i, )nt i)t!r 1E ) complain about poor products. He offered six questions sales people can ask customers. They include: "are you looking for anything in particular? ls this your first or are you replacing one? Have you been to another store to buy this product? Your reason for interest in our product? Have you seen our product? What major use do you intend for the product? " Sharp claimed these six questions ciln turn lookers into buyers.

Wrapping up the business program was ir panel discussion presented by the Young Westerners, an under 40 group that is part of WBMA. The lead off panelist was Teresa Swick. a manufacturers rep, who suggested the need dealers have to focus in on cuslomers in certain segments of the business. "Analyze your business, see what you do best. Study your competition so that you can differentiate your business from theirs." She concluded that competing often comes down "to getting your market segment."

Dennis Orem, Jerry's Building

Materials. related how that firm had surveyed its customers as well as hiring an outside survey firm to help them position themselr,'es in their Eugene. Or., market. The verdict: do what you do best. The-v" acquired a vacant Boise Cascade store and expanded, playing on their strengths and emphasizing what set them apart from their competition.

Jim Kress of Eugene Planing Mill said his firm. unlike Jerry's had alway's been a contractor oriented firm. In deciding their market direction the compan!'. like the others, studied the competition and the

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January 1 988 market and found their niche.

One strong area fbr them has been installed sales. Kress related how this is different from other aspects of retailing building products. He noted that installed sales is a service business and every effort has been put forward "to maintain excellence in service every step of the way."

Among the final convention business was the recognition of the exhibitors for the best displays. Winner was K&S Distributors; second, Cascade Wholesalet third. Northwest Forest Products. Schlage Lock received special recognition for its 32 year record as an exhibitor.

Winner of the outstanding sevice to community and industry award was Cecil Cleveland of Valley Bestways Building Supply in Spokane, Wa.

Bolstered by a pre-registration count that was up more than 20% from last year's convention plus the optimistic economic consensus, WBMA concluded another well attended and successful annual meeting.

P&M Hosts Industry Seminar

Picturesque Little St. Simons Island off the coast of Georgia was the site of the third annual national advisory board meeting held by P&M Cedar Products, Inc.

The three day seminar included an informal evaluation of the industry and P&M's services as well as a forecast for future business. Those attending and their wives were able to enjoy the recreational lacilities of the island, privately owned by P&M, wh;ch is becoming an exclusive vacation spot for naturalists.

Michael Berolzheimer, president of P&M. invited Eric Canton, Canton Lumber, Minneapolis, Mn.; Larry Humphrey, Humphrey Lumber, Tacoma, Wa.; Bill Sharp and Phil Dodson. All-Coast Forest Products, Chino, Ca., and Jim Epperson, Epperson Lumber. Statesville, N.C., to the November session.

Larry Hood, executive vice president and general manager; Jon Reed, director of sales and marketing; Charlie Moss, national distribution manager; Craig Groner, production planning manager, and Don Prielipp, director of technical services, were on hand to answer questions.