NNONTANA NtrWS

By R.V. PETERSEN executive secretary

f)RESCRIBED courses of action

I for today's lumber and building materials dealer under existing market conditions are generally of similar pattern. Inventory control, product profitability, expense control, scrutiny of sales opportunities and potentials. Sound basic advice, particularly since one avenue of sales and profits is of limited access-new residential constru ction. This forces the dealer to concentrate on other areas of opportunity- not a new situation for Montana dealers.

It does, however, bring focus on the need for maximum effectiveness and accomplishment from his sales force. This requirement extends through all levels of employment. The truck driver who delivers the order, the yardman who loads for the customer are essential, if sometimes inarticulate, salesmen in their customer contacts.

The need for firm, aggressive sales philosophy and policy carries the parallel requirement for competeirt, informed sales people at all levels. Typically, the training of yard employees is an internal function and problem for every sales organization. Too frequent- ly, in our industry, education of employees is of the Topsy variety - "just growed".

Also typically, training is a happenstance developed as circumstance permits.

In an attempt to help alleviate part of this problem, MBMDA has been working with the State Department of Public Instruction to develop a Vo-Tec course designed for the building material industry.

The course would provide the student with product knowledge on materials of the industry. It would provide the fundamentals of selling, the basics of business management, the philosophy of public relations.

The total program would involve a combination of classroom training with on-the-job work experience and education.