Stand,ard, Lurnber Compan), fnc. SUGAR PINE INCENSE CEDAR DOUGLAS FIR

P.O.Box 717-1144 Mines Ave. Montebello, Colifornia 9O54O

(2r31 685404r

Big Wesiern Exposition

(Continued, lrom Page 7) hibitors briefed dealers on new products and services available. The Western Roundup Mixer, in the nifty, new, circular Washington Plaza Hotel, completed the get-acquainted procedure.

Exhibit-inspection filled Saturday morning, prefacing a fascinating talk after the day's luncheon by Dr. Dean D. Miller, president of American Physical Fitness and the man who developed the exercise devices and programs for America's astronauts.

A panel discussion later that afternoon, moderated by Lenn Width (complete with Tam) heard reports from three ladies who had taken $50 each and had comparisonshopped the nearly 60 yards in the Puget Sound area in Washington.

Arlene Haaven observed she often felt she was invading a man's domain, that too often signs were inappropriate (Christmas sales signs still up in July), that landscaping was untouched since first planted and that it was not always possible to know where to go to get waited on. Establish rapport with women customers, she counseled, by prominently displaying something that most women know, such as contact paper. Don't use the jargon of the business, it doesn't impress, only baf-

Ponderosa Pine White Fir Hemlock

Since l90l

P.O. Box 7061

176O Solono Avenue Berkeley, Colifornio 94717 14151 527-3661 fles today's small customer, who might be tomorrow's big ticket sale.

Can you direct someone to your yard on the telephone, she asked, adding, would you deliver a long piece of lumber selling for $5 ? Vhat should the dealer do if a display is knocked over?

These fresh and very valid points of view were continued by the second panelist, Charlotte l{ill, who observed that poor lighting can make a clean yard look shabby. She admiued she didn't know yards could mix paint to match and doubted that enough women did.

Estimates written out on the scratch pads provided by the dealer's supplier should include the dealer's name. telephone number and tax and delivery charges if any. Clerks who had experience in what she was interested in were usually very helpful, she said, but too often clerks displayed amazingly little product knowledge.

All the panelists stressed that product knowledge and attitude are among the most important things a non-mass merchandiser can use to compete with the big operations.

Janice Cramp faulted yards for having parking areas and store hours that were not clear to the uninitiated. Neatness was most noticeable in non-WBMA chain stores. Too manv vards had clerks whose clothes u'ere either sloppy or dirty or both. She said that supplying facts was the most important thing in getting her to return to the store as a customer. If the service was outstanding, she said, it can overcome a poor store.

Generally the three believed store exteriors were good, though big clear signs as to parking and what products were for sale would be most helpful. Lots of interior signs are helpful, though interior window signs sometimes presented a scat' tered appearance. Chain stores had poor help, but balanced it with well-lighted interiors, piece-pricing and good arrangement. Housekeeping elsewhere varied con' considerably, but generally was good. WBMA member yards were encouraged to push more self-service.

Most first contacts come via telephone and alert yards should make every efiort to communicate efiectively on the tele' phone, the girls said.

The panelists agreed that more use of women clerks would be helpful to most yards as the women often displayed an en' thusiasm lacking in the male clerks.

A{ter that deluge of what sounded to many observers like the most amount of good advice in the shortest space of time that they had heard lately, the convention collectively ended on a fun note at the big annual climax dinner.

Posltlons wanted 25l a word, minlmum 22 words (22 words : 85.50). All others 35. a word, min. 20 words (20 words : s7.00). Phone number counts as one word. Boxed ads S1 extra. Fancy headline or borders $2 extra. Box numbered ads add $1.

Position Wanted

ADITINISTRATIVE POSITION wanted. MANager or assistant mgr., prefer retail lumber operation. Wide executlve background. WiIl relocate anwhere. Resume on request. Robert Nunnally, telephone (714) 538-5990, (?14) 635392O or (714) 338-2129.

SA[ESMAN-Wholesale lumber and plywood, all species, also industrial stock. Prefer central and northern California. Presently employed, desire change. Address reply to box 26 c/o The Merchant Magazine.

RDTAIL lIIANAGER or assistant manager. 10 years lumber merchandislng and lite construction experience. Bondable, non-drinker, resourceful, college, age 43. Trained in credit administration. Prefer Bay Area. Presently em- ployed in another field. Inquiries will be promptly answered. (415) 845-5361 or reply box 27 c/o The Merchant Magazine.

Heip Wanted

TRAINEE to learn self service building ma- terial business. Bay area. WiUing worker can manager yard in one year. Write box 25 c/o The Merchant Magazine.

GROWING Southern California wholesale lumber company needs aggressive sales personnel. Excellent position available for interested career salesman. Write box 21, c/o Thle Merchant Magazine.