Pacific Northwest dealers 85th annual

F OR THE first time in over 30 l- y.urr, the Western Building Nlaterial Association held its annual convention and Building Products Showcase in the home town of the Weyerhaeuser Co., the industry's largest supplier.

Meeting at the Sheraton Hotel and its adjacent convention center, in the reviving downtown area of Tacoma. Wa." WBMA members generally expressed satisfaction with last year's business and held a cautiously optimistic view for this year against a background of an improved economy in most of its members' areas.

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The key speaker at the four day gathering was John Creighton, Jr., president of the Weyerhaeuser Co. The U.S. will face lower wood prices worldwide, he said, as new competitors from New Zealand. Australia. Chile and Brazil join established competition from Russia, Canada and Scandinavia. Improved cost controls, products and service will be keys to profitable operations.

Creighton forecast increased demand from Pacific Rim countriest a half point hike in interest rates in the first half of this year followed by a decline in the second halfl and overall housing starts between 1.3 million and 1.4 million with 950,000 of those in single family homes that use more wood per unit than multi-family homes. He said 1989 would be a "soso year for building materials."

The convention program opened Sunday, Nov. 13, with exhibitors delivering their "Quick Pitches," a popular annual feature that allows a limited time presentation for product presentations.

The balance of the day was spent at the Building Products Showcase and Buying Show. With dealer attendance up nearly 300/o over last year and overall attendance up 150/0, exhibitors were quick to describe the show as "one you just gotta exhibit at. "

Keynote breakfast speaker Monday morning was Jeremiah J. Attridge, retired vice president, Manville Corp., who told dealers to "make a market plan involving your firm and your competition." He said independents must "differentiate or die" if they expect to compete against the bigs of the industry.

He said dealers need to analvze their business: "where is it now, where should it go? Let the world know your attributes; play your game, not your competition's," he stressed.

Following was a presentation on the legal aspects of employee relations by attorneys John M. Payne and June Kubo, who covered hiring/ firing, discrimination, sexual harrassment, drug and company policies and other sensitive company/employee areas. Throughout they indicated the desirability of recognized, standardized procedures that treat all employees equally, if problems and employee lawsuits are to be avoided.

The president of the National Lumber & Building MaterialDealers Association, Merle Mensinger, American Lumber Co., Modesto, Ca., then presented a review of government issues that have an impact upon dealers. He said that government mandated programs could prove to be an expensive new operational cost for retailers in the future. The NLBMDA (of which WBMA is a member) is forecasting a good basic economy and a dip in interest rates this spring.

At the Awards Luncheon, Monday, Nov. 14, Robert L. Kerr, Kerr Hardware and Building Center, Brookings, Or., was honored as the

Increased attendance... 1989 business forecast as the same or slightly off for the region new laws and regulations, lobbying, credit and market planning discussed. next year's meeting site: Portland.

OFFICf,RS: Earl Nelson, president; Tad Scharpf, v.p.; Mick Bush, v.p.; V.E. Camozzi, national director; C.E. Link, national director; Joe Orem, immediate past pres.

DIRECTORS: Norman Kruckenberg, Mike Buza, Robert Adams, John Connell, Andy Boyd, Rick Barnes, Bill Cromett, Hal Reynolds, Bill Winfree, Mary Ann Warren, Stan Martinkus, Rick McCartney, Jerry Davis, Pete Sylvester, Carl Van Well, J.R. "Dick" Witts, Curtis Jack, Phil Kudlac, Charley Miller, Wesley Sine, Bill Whittemore, Bob Jacobsen, Bob Lassiter, Cleone Jolley, Rand Thomas, Charles M. Simpson, Milo Stordahl, Tom Simkins.

DIRECTORS AT LARGE: Harvey Hoff, Ken Marson, Bob Withers.

EXECUTIVE COMMITTEE: Mark Balfour, Milo Stordahl, Ken Marson, John Kendall.

INSURANCE & PENSION

TRUSTEES: Warren Barry, Cecil Cleveland, John Kendall, Gordon Marson, Dick Morse.

SUPPLIERS COUNCIL: E.R. "Ray" Nailor.

YOUNG WESTERNERS CLUB PRES.: Kyle Kincaid.

Dealer of the Year. Kerr was president of the wBMA in 1984. Robert Bush, Bayview Building Materials, Olympia, Wa., was presented with a life membership for his contributions to the industry and his community.

How to manage credit more professionally was the Tuesday, Nov. 15, seminar presented by O. D. Glaus, general credit mgr., Genesco, Inc. He noted that favoritism between customers can be illegal, that credit lines should be set for each customer, and that extending terms can have disastrous effects upon cash flow.

Glaus said collections must be prompt, firm but polite and consis- tent. He noted the importance of being aware of how each account is currently paying and urged the retailers to communicate with those who owe them money.

The importance of grass roots involvement in the political process was highlighted at the final meeting ofthe convention, a panel discussion where Betsi Powers, president of the Young Westerners Club, said employees must be made aware that politics affects them.

Mark Gallant, National Lumber and Building Materials Dealers Association, said the six most important political lobbying factors were: people, being informed, always being credible, always being courteous, being persuasive and being in the information loop.

Mack Hogans, Weyerhaeuser governmental affairs, said that lobbyists had to establish mutual trust with legislators, while separating personalities from issues. He related various devices and methods which the corporation uses.

Following a final luncheon gathering, the members and exhibitors packed it in for another year. Next year's meeting will be held at the Red Lion, Lloyd Center, Portland, Or.. November I l-14.

BIG W BfiASS included lll Herb Winward and president Jack Creighton Jr., Joe 0rem, immediate past pres. WBMA. l2l Earl Miller, Laurie Creech, Dick Lundgren, Dan Sugaski (31 Bill Scates, Pink Panther, Joe Campero. [4] Bob Kennedy, Ted Hodgkiss, Jim Turner. l5l Kathryn Upton, Don Gauthier. 16l Vic Hadley, Dave McDonnell, John Humphrey, Gary Yaminski. (71 Paula & Jim Reynolds. l8l Mark Balfour, Frances & Ansel Hyland, Tom Plakos. l9l Bill Davis, Mike Boone, Kurt Kuhn, Dan Wyse. [l0l Norman, Lila, R. H. Kruckenberg. llll Tom Tharge, Linda Atkinson, Boyd Cochran. ltZl Ray Nailor, Terry Beeson. lt3l Jim Erigham, Keith 0hman. ll4l Mary Anna Powers, Marie Mattson. (l5l Merle & Eetty Mensinger, Mark Gallant. ll6l Michael & Cheryl Bates with Anjuli, 6 months. llTl Jess Hart, Petra Reininger, Bill Zagone.