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Over 50 years of advertising and promotion have made redwoodknownthroughoutAmerica and the world for its natural beauty and quality performance. Your customers will see California Redwood advertising in.

o Better Homes & Gardens o Better Homes & Gardens ldeas r House Beautiful r House Beautiful Manuals o House & Garden r House & Garden Guides o HowTo o HudsonHome Magazine o Popular Mechanics o Sunset o Sunset Ideas o

Day Ideas o A.I.A. Joumal o ArchitecturalRecord o

Architecture o ArchitecturalDigest o Interior Design o Housing o Pacific Coast Builder o Professional Builder o BuildingSupply News o Gulf Coast Lumberman r HomeCenter o Lumber Co-Operator o The Merchant r Northwest Lumberman o Retail Lumberman o Southern Lumberman

? CALIFORNIA REDWOOD ASSOC TION I On" Lombard Smeet, San Francisco, Califomiag4Ill

A FTER three years of study, the A Dept. of Energy and HUD have published 6l pages of proposed energy saving standards for the design of all new residential and commercial buildings to become effective in August, l98l

Industry and the public were given about four weeks to study the proposals and make comments. NLBMDA and other associations requested that the comment time be extended for a sufficient period to allow proper study and evaluation. That time has now been extended.

Comments from interested parties may be submitted to April 30. Requests to speak at public hearings will be accepted through March 12. Hearings will be held in Washington, D.C., March24-26', in Atlanta, Ga. and Kansas City, Mo., April 14-16; and in Boston, Ma. and Los Angeles, Ca.. April 2l -23.

This is the time of year when customers are more conscious than ever ol fuel-saving energy-saving benefits. No business can benefit more from the sale of weather-proofing materials than yours. Continue to emphasize the federal tax credits they can get for installing weatherizing materials such as storm doors or windows, weather stripping, caulking, insulation, furnace burners, energy meters. clock thermostats. etc. Tax credits are allowable for l5ol, of purchase price up to $2,000 and even higher for solar equipment. These tax credits should be emphasized in your ads and signs.

Five lumber companies and the Detroit Lumbermen's Association (not a member ol NLBMDA) have been fined $250,000 for price fixing. They pleaded no contest to the charges, but the U.S. District Court ruled that plea was an admission of guilt. The Association was fined $30,000 and company fines ranged from $35,000 to $75,000. WBMA and other members of NLBMDA take no part in price fixing or price discussions of any kind.

To bring you up to date on your association staff members, we are pleased to announce these changes and additions.

Sharon Romas, who handled insurance and pension administration, has left us.

Laverna Huber. who has been with us as bookkeeper, has taken over the insurance and pension administration.

Leanne Smith, part-time olfice assistant, has joined us as a full-time staff member.

Patti Scheib is a new bookkeeper.

E.P. "Woody" Railey, past WBMA president, joined us January I as dealer service consultant. He is working out of his home in Woodburn, Or.

When a lumber shipment arrives, copy the grademark on the shipping ticket - it will help to quickly resolve a dispute should the need arise. (From Mid-Atlantic Lbrmens. Assn. Newsletter.\ o Compare the comPanY's collection ratios, like accounts receivable turnover and the ratio of bad debts to sales, to those of the industry. This will give you an indication ofhow elfective your policies are. o AIlow volume discounts onlY when payment is received within an established period. o Ask for advance payments, Partial payments, or cash on deliverY, and hold up shipments when necessarY. o Rebill customers who take cash discounts when they have not been earned. but be careful not to alienate your highly profitable customers. a Reduce saleman's commissions for overdue accounts to encourage them to contact delinquent accounts. o Use cash discounts and/or late penalties to encourage prompt payment.

Having trouble collecting Your accounts receivable? Siedman & Siedman, a national accounting firm, has some ideas about how to make Your collection policies and procedures more efficient.

Monitor the age of receivables and establish standard procedures that call for specif,ic actions when a customer is, lor example, 30, 45, 60, 75 and 90 days overdue.

. Monitor shipping and billing errors. When they become frequent, change procedures or personnel to minimize the likelihood of such errors. Enclose a stamped, self-addressed envelope with each bill.

FRANK DAVIS executive vice president

rf AKING l look irl "Thc 80s, rhe I Decade of Opportunitics," rhe Arizona Lunrber and Builder's Supply Association will hold its annual convention May l-3 at the Doublerree Inn, Tucson. Az.

Fun Day on Thursd:ry will precede the business sessions. Golf and tennis tournanrents are scheduled durine the day. A poolside cocktail parry will bc

Selling Traits

The best salesperson sells more because he makes more calls. How do you find the salesman who will do that? Look for these traits:

When hiring an experienced sales person look for a stable job history, at least two years in each lbllowed by a llawliian luau with clarrclng. job except for very good reason. Check for rank in the sales force. Above the middle is desirable. Check on progress, upgrading in job changes, awards, recognition, earnings. Ask to see W-2 or tax returns if necessary.

Early on Friclay, the delegates will attcn(l r breukftrst business scssion. Keynote speaker I)r. Gunther Klaus of' Beverly llills, Ca., will acldress the gathcring at 9 l.nr. Mickey Whiting. president ol'Kaibab Incl ustries. Phoenix. Az., is the second slreaker. President-elect of' the National Forest Products Association, he will give ns a run-down on lunrber in the '80s.

While the laclies are bussecl off to the [Jniversity of Arizona for luncheon. lhe nrerr will rrrcet alier lunch lirr an aliernoon of schoolirrg on inventory nlanlgenrent under the guiclirnce of Bill Schoolnran of' Bohcnria. N.Y. Saturclay will begin with artolher breaklast session wirh Ralph Lewis,Jr.. coorclinator of' corporate conrnrunications tor the (iull' Oil Corn.. New Orleirns. Lir.. sperrkirrg.rrr "EnergyYesterday, To<luy arrcl Tonrorrow." Lce Briggs ol'Fargo, N.D., prcsident ot' thc Natiorral Lunrber and Builclins Mittcrill [)culcrs Associrrliorr. wiil cover "National Progrcss - 1980" bclore thc annual ntcctiltg ilt I I a.nt. Saturdily aliernoon will he open with l poolsicle cocktail partv betirre the annuul banqr.rct. Awarrls will be presscnte-d lirllowing ilinner. Dancing rvill concluclc the evcning.