Western Building Material Association NORTHWEST NEWS

By R0SS KINCAID executive vice president

nUR 5th Annual Executive Conference

V at Cearharl, Oregon. March 20-22, was well accepted, though it difiered {rom previous confcrences in several respects. One dealer, a man of few word-". said o'the conference was tops" and typically expressed the reaction of the 3l members present.

The format o{ presentations, reports and general and small-group discussions utilized the knorvledgc and experience oI 14 industry and professional people. The result: much useful information, a candid exchange of ideas and practical solutions to some dealer problems.

In the opening session, Rod Hall of the U.S. Gypsum Company, pointed out tht. constantly changing aspects of our industry and the need for good management, planning, merchandising and selling. The Fibreboard Corporation team of Kirk W. Frederick, Eugene V. Gear and Ogden C.

White presented a most thorough and comprehensive program on personnel manasement and relations.

The second day included small'group discussions relating to r-eturn on investment with speci{ic consideration given to the costing of tickets, preparation of financial statements. planning and the best use of money in periods of brtsiness ex' pansion, business decline and rising costs. Source leaders for these discussions were Prof. G. G. Mueller, Univt'rsity of Washington; Boyd S. Thomaier, C.P.A.; and S. W. Vander Wegen, Accountant.

The third day included a very compk:te report on Northwest business prospects by Elliot Marple. Marple's Business Roundup. Experiences in pre{abrication were plesented by George Osbornc, Northwest Homes of Chehalis, and Sam 13. Slaughter'. Asbestos de Mexico told about some interestine and unique developmer.rts in housing components. The subject o{ estate planning was covered bv Robert A. Peterson, C.P.A., Price Waterhouse & Company. A. H. Parker. Parker'

Western Lumber & Building Moteriqls ruRCHANT

Lumber Co., Bremerton, Washington rc. lated his experiences in electronic data processing and E. Bruce Woodruff and Robert B. Betconr: of James Talcott, Inc. presented information on various types o{ financing.

It was indeed di{ferenta conferetrce rr.ith variety but gratifying results.

J. Cutler Lewis has been appointed assistant general manager of the Palmer G. Lewis , '] materials firm, Robert D. Peterson, president, has announced.

Lewis joined the company in 1958 upon graduation from the L.niversity of Washington. He was then called

J. Cutler Lewis to duty with the U.S. Navy for five ycarrs. finishing his tour a'. a Lieutenant and plane commander. Since 1964 he has heen manager of the Spokane Branch.

Peterson also atrnounced the addition of a new territory salesrnan. Patrick L. Martin" who is serving dealers in southwesterrl V''ashineton.

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It'ast liO points to have a good indication of success in your new venture. If you have only 20 positive answers your chances are lair. Unless there are extenuating circumstances, any score of less than 20 would require considerable outside professional help to have any guarantee of success.

By now you have taken a pretty thorough look at most facets of your business: Yourself, Location, Facilities, Employees, Competition. Community, and your

Advertising. One important area, Capital. now deserves major consideration.

Sit down with your accountant and put your financial position under the microscope.

Without being too commercial, I suggest that you get a copy ol "Understanding Financial Statements" (Vol. 7 No. 11 of Bank of America's Small Business Reporter). Every businbssman has an accountant for the preparation of regular, required reports to government the reports which keep him out of legal trouble, but only I in a 100 has a report that T ells the Owner where t h e business stands financially. It's time that you get a financial report that tells you where you are each month.

HOW MUCH MONEY TO SPEND?

Too often how much to re-invest in new business is merely determined by how much the owner has in his pocket at the time.

Let's face it, zeroing in on the consumer is a new way of life for the average lumber dealer. It requires careful con. trols, adequate planning, and constant review. This is not a pipe-smoking "Let's have a thousand feet of those" type of business. Its profit is based on pennies

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