in Southern California.

Just tell us hgw_ maqy units you need of our top quality plywood sheathing. rU7e'll have it ready and waiting for your prompt pick-up at Berth 190 in wllmlngton.

Willamette keeps a huge supply of sheathing products right here in Southem Califomia so you won't have to. If you're a wholesaler or distributor in the Los Angeles area, and need a few units for a fill-in-or an entire truck,load-sive us a call for a quote. Or an order. It's like havine a sheathins mill right in your own backyard!Phone us ioday at 503-926.?? 71.

Willamette Industries, Inc. Lumber and Plvwood Sales Division ' Albany, Oregon 97321

DEAIER discussions (1) were part ol two presentations made by Builder Marts of America during recent sessions with dealers in Los Angeles (these photos) and a similar session in San Francisco, Ca. BMA is an aogressive Greenville, S.C. firm that seeksi grealer western market presence. lt now serves more lhan 1 000 independent retailers, with 1200 locations, with a wide ranoe of management systems and services as w6ll as centralized purchasino. (2) Studvino lhe literature. (3) BMA's-Buil'Stonei, [annv !4oore (4) Russ Fritchey, Biil Lee. (b) Mitel Davidson, Jim Curran l[, Biil Steete. iet natA Jim Anawalt. (7) BMA's Roger Turnouist. Pamela Champion, Kenneth Turnouist. (B) BMA's C.D. Snyder, Roy Burke. (Sl natbh Alhey, Bill Patterson. (10) Wiiliam D. Ruoo. Tom Hockycko, BMA. (11)At Newkirk, Jdh-n Mullin.

BILLION $ MARKET

(Continued from page 8) place to answer questions and conduct informal training sessions. Both your staff and your customers will learn from him.

Emphasize to your new people that helping the customer takes more than pointing him in the direction of the merchandise and taking his money. Advice, information, helpful instruction along with patient courtesy and concern can give a neophyte or experienced d-i-yer confidence. Remember, a confident customer is a customer willing to spend money becausehe knows his project will succeed.

Profits In Fans

(Continued from page 29) reportedly use less energy than a 100-watt lightbulb. According to figures from one utility company in the Sunbelt, a large ceiling fan can operate eight hours for 50, a fact sure to impress customers if it applies in your community.

Utilizing the industry push to build market demand, a retailer with some effort should be able to capture a generous percentage of the projected sales dollars.

It Pays to Prosecute

Records show that 5690 of the employees and customers apprehended for shoplifting are prosecuted, with convictions at 9090. False arrest suits were filed byonly 0.1690 of 280,000 persons apprehended, according to records.