THtr SOUTHLAND

By WAYNE GARDN executive vice

ll,qV IS Home Improvement Time

l!lmonth and as such most building material dealers are concerned with additional advertising, spe'cial promotions and community activities all geared toward creating an awareness in the buying public regarding home improvement.

oresident Iedge, plugging profit leaks, lien laws, management techniques, material handling, federal and state regulations, insurance and a multitude of other services? There is a source, your trade association. Home improvement time, it's all year around for your business "home," and your lumber and building material dealer association can be your resource center.

Try it - you'Il like.

director, with R. H. Harms, GroganRobinson Lumber Co., Great Falls, and Troy A. French being named to repeat for succeeding terms.

Picked to receive the Silver Log Award for outstanding salesmanship was John Clague, Boise{ascade Corp., Billings. Named by the salesmen as Lumberman of the Year was Milo Stordahl, United Building Centers, Butte. In recognition of more than 35 years of contributions to the association as treasurer, A. A. "Al" Kind was presented with a print of Charles Russell's painting "The Ex' alted Ruler".

There is a great deal of time, money and effort expended by the industry to build the desire to buy. In essence, a finger is pointed at home owners asking the questions: "Are you satisfied with your living accommodations?" Wouldn't it be more comfortable if you painted, wallpapered, panelled, re-did the bathrooms, put down new floor tile, added closets, painted the exterior, planted more flowers and shrubs. or added new light fixtures at various points throughout the unit? Perhaps it should be insulation or some effort towards reducing energy consumption and yet making more of a home from the present house?

All of these suggestions are made to increase traffic flow through the business operation, increase gross sales and ultimately increase profits or improve return on investment.

Return on investment is the reason for conducting a business.

Suppose all the suggestions are made, and the traffic flow increases. Will the entrepreneur realize the r-o-i he hopes for?

The finger of suggestion is pointed to the consumer. Come buy from us. Improve your home. The other three fingers on that hand point back at the pointer,

Saying Improve

your "home," your place of business.

Are you really ready for that consumer? Are your sales people trained to sell or just take orders? Do they sell up, use tie in selling? Can they handle customer objections? Do they know how to close the sale?

Have you provided them the op- portunity to acquire good selling skills? Have you provided them and your customer with a pleasant atmosphere to transact business in?

Do you have the merchandise on hand to sell?

Have you been able to plug profit leaks? Do you know what your true operating costs are? Are you really in tune with the times?

Running a business today is very complex. To do an adequate job is a full time endeavor. To do an adequate or above average job, you must be aware of resource centers. Where can you go for information and help in sales training, general product know-