SALES TRAINING SEMINAR

(Continued from previous page)

Asilomar State Park Conference Grounds, Monterey, Ca.

Don Koch, v.p. sales, and Vern Miller, sales mgr. for No. Ca., led the seminars which were designed to hone selling skills as well as provide training for the newer salesman.

Certificates of accomplishment were presented to the 15 salesmen participating in the two and a half days of intensive study and presentations.

89thAnnual for NAWLA

North American Wholesale Lumber Association will be host to approximately 750 members and spouses at The Greenbrier, White Sulphur Springs, W.V. April 12 - 15.

Convention coordinator, Wilf Livermore, Nicholson & Cates, Burlington, Ontario, describes the program as "The three general sessions and several seminars designed to fulfill our l98l theme, 'Using Your Resources.' Current levels of housing construction dictate a careful scrutiny by our members of all aspects of their business operations and a search for new and better management tools."

Keynote speaker will be Harry J. Boyle, well-known Canadian columnist, playwright, novelist and television personality. Questions raised by rail deregulation in 1980 will be dealt with by transportation experts and featured speakers, Thomas B. Graves, Jr. and Hon. Neil Goldschmidt.

Graves, Union Pacific Railroad's vice president for finance and administration, is responsible for all planning, accounting, purchasing and real estate operations. Neil Goldschmidt, Secretary of Transportation under the Carter administration, was a two term mayor of Portland, Or.

Dirk W. Van Dongen, executive director, National Association of Wholesalers-Distributors, Washington, DC, will address the question of government-business relationships and what the wholesaler may expect in l98l from the new administration. Seminars scheduled include a presentation on "telemarketing" by Michael Reding, Pacific Northwest Bell, and a discussion workshop on the technicalities of futures trading and hedging by Ronald Frost, Chicago Mercantile Exchange's Marketing Director. Dennis Daley, Network Data Systems, will offer insights to computer use for the smaller firm.

Manufacturer/wholesaler contact sessions have been expanded for l98l to permit the mill man to get together with the wholesaler on a one-to-one basis April 12 and 13. On April 14 a breakfast working session will conclude the contact sessions.

Keep Them on Time

Encourage promptness at meetings by including in the minutes names of those arriving late as well as those present and absent. For effectiveness, read the minutes when the late arrivals are present.

Brqnds you know well ore bronds thot sell!

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(Continued from page 34) refined grain contrast is being used with less flamboyant markings.

Pine continues to drop from 8.890 a year ago, to 6.8490 lhis January. Pecan is recovering more of its importance with 4.3090 of the spaces, up from 2.50/o a year ago, Part of this is due to conscious effort to upgrade from the old embossed and printed grain reproductions to the genuine wood.

The total open-pore woods were expected to drop, but actually held their high position of 42.2890. This was as high as 47.3v/o in July 1979, so a change may be in the offing to more close grain woods such as maple, cherry, alder, walnut and mahogany.

The intricate character of burls still contributes important dramatic impact in tables, reaching a high 8.1090 of showroom spaces, with walnut at 6.840/0, and mahogany at 6.71s/0. Printed or embossed grains continue to drop as firms up-grade, now comprising 6.43s/o of the presentations with painted or enameled tables gaining slightly over last summer.

Metal-glass-marble continued strong with 120 groups, fabric and leather at 27 grotps, but wicker, bamboo and rattan dropped slightly in showroom spaces to 44 sets. For the first time in the eight year study, modern-contemporary dropped below 5090. It has been as high as 6390, but was tabulated at 49.8890 this January. French styles, paced by the active French country adaptations, were in second place.

Thql's

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More Wood Stays Out West

The trend of a greater percentage of Western lumber shipments being shipped to Western destinations expanded once again in 1980, according to the Destination of Shipments report compiled by the Western Wood Products Association.

In 1980, 65.90/o of the truck and rail lumber shipments from the West stayed within the region. During 1979, 63.70/o was shipped to the West, and ten years ago, 38.2s/o stayed West.

Many of the West-to-West shipments are to remanufacturing plants, where other products are manufactured and marketed throughout the United States and in other countries.

The percentage of shipments to the South rose slightly, from 13.2s/o in 1979 to l3.5go in 1980. The Northeast region also took a slightly bigger percentage share, moving from 4.6s/o in 1979 to 4.9V0 in 1980. Duiing 1970, the South accounted for l8.0go and the Northeast 9.890.

While the Northeast, South and more predominately the West, gained, shipments to the North Central region dropped significantly. In 1980 the North Central region was the destination of 15.7s/o of Western lumber shipments. That compares to 1979, when the region accounted for 18.590, and 1970,34s/0.

"Bureau of Census figures released late last year confirmed the influx of people moving to the sunbelt region, and that's where the homebuilding action has been centered," noted WWPA Director of Economics Fred Reseburg. "In turn, it's logical to see why the

Western lumber producer has found his own best customer in his backyard.

"Higher rail rates to other regions, particularly the Northeast, have all but driven Western lumber from those markets," he said. "Couple those high shipping rates with stiff competition from the Southern, Canadian and Northeast regional lumber producers, and the tight market position Western lumber has experienced, becomes even more evident.