Oregon retailer stresses sales training

OOS BAY, Oregon is situated in the Southwestern corner of the state, overlooking the Pacific. It happens to be one of the largest cities in the world for the export of lumber. Another of its interesting characteristics is that it sits along the unusually scenic Highway 101 running North and South, the full extent of the U.S. Pacific Coastline.

It has a population of close to 30,000 and is a building community. New construction starts for homebuilding have fared far better here than on the national average. Remodeling, too, is active. Serving both these trades and healthy do-it-yourself market, is

Story at a Glance

How a new line of vinyl products was phased into Conrad Lumber's inventory of more than 5,000 products and how their smoothly f unctioning sales team was educated on the products and their applications.

the supply center for all three, the Conrad Lumber Co. Their slogan says they are the "Building Headquarters for Southwestern Oregon."

Conrad Lumber Co. is another example of a firm that recognized the need for change and adapted many new and updated concepts in retail merchandising.

On the outside of the building itself the name is emblazoned on two exterior walls and in front is a handsomely designed, easy-to-read sign near the street accompanied by a "reader board." This board contains four lines of large block letters which announce sales, special items and new products. The physical plant itself is geared for selling. There is easy and safe access off the main road (the highway itself), convenient parking and well marked entrances,

Inside the store effective use of lighting, attractive utilization of counter and wall space and the use of in-store displays provide a comfortable feeling of spaciousness and eye-appeal for its 10,000 sq. ft. of product display area.

Responsible for this success is the founder, Roger K. Conrad, who has been measuring the pulse of his customers from the time he first opened the doors of a converted home, back in the mid-forties.

A recent addition to their line of over 5,000 different products has been the inclusion of a new line of solid vinyl clapboard-styled exterior sidings and accessories for home construction and remodeling. Manufactured by Bird & Son, Inc., this well-known roofing firm, with its division headquarters in San Mateo, Ca., introduced their vinyl product line to Conrad Lumber through Conrad's regular- ly scheduled hour-long Saturday breakfast meetings held for the 20 Conrad salesmen.

Shortages in some siding lines coupled with technological innovations have resulted in new product usages, and these meetings (Please turn to pase 27)