STATES

FRED CARUSO executive secretary

r w*1.:#$li,'"liii"'li;

dealing in a worldwide market," Carl Dill told audiences in Salt Lake City, Ut., and Denver, Co., at associationsponsored Marketing and Advertising seminars.

Thirty-one people attended the sessions held in Salt Lake on February 24 and in Denver on February 28.

Dill said there seems to be a new "enemy" every year. He predicted the further growth of gigantic building material retailers. He talked about the entry ol new types of building material retailers in the past few years. The full service independent dealer watched as cash and carry and home centers opened up and now we're looking at warehouse outlets. "Cash and carry and home centers created new markets but warehouses are carving up the market," he said. He predicts that the next step will be for the warehouses to offer full service.

"The most vulnerable to this trend is the middle of the market retailer who has everything for everybody, has lost his image and is not dominant in something," according to Dill.

Dill suggested that dealers analyze travaganza evening features food, spirits, entertainment and door prizes. The traditional closing banquet and dance will be highlighted by a grand prize drawing for a three day and night vacation for four aboard a yacht in the Pacific Ocean.

Opening the convention activities will be a golf tournament at the new and challenging Jack Nicklaus designed Boulders Country Club & Resort course in Carefree. Over $1,000 in prizes will be awarded plus another yachting vacation for four will go to the winner of the closest to the pin golf contest.

The convention package cost is $250 a couple or $l,lo for a single only. (Golf & tennis is extra) A l09o prepayment registration discount is available to those who register prior to May 1. The Registry is a very popular hotel and reservations should be made at the earliest moment to insure occupancy. their strengths and their customer image. "It can be done yourself by talking to your customers. The greatest market research you can do is handle customer complaints yourself," he said,

Dill updated his Products with Promise list, given last year at the same seminar in Denver, saying the top six are:

. Natural wood products o Kitchen cabinets and accessories

. Water softener salt o Floors, including carpets and Oriental rugs o Windows and doors o Mouldings

Dill called for what he termed a return to excellence but, "excellence today doesn't mean excellence tomorrow. it is constant battle to keep changing."

CHUCK LINK executive director

D;".f.'-}ffi #;l?Hr?i:'.',:LT:

al up-beat attitude at your location?

Then you had a Young Westerner at the Young Westerners Conference in Boise, Id., January 27-29. All were there to participate in all the programs, determined to learn every-thing they could. To multiply the benefits of sending a Young Westerner to the conference, set aside specific time for your representatives to share the ideas and knowledge gained with you and the rest of your employees.

The Conference started early Friday morning with a fascinating tour of Meridian Wood Products in Nampa, Id. Following lunch, John Kirk, of Mountain Bell, set the tone of the conference with the captivating program "Value Systems in Society and the Workplace."

Saturday started with Don E. Wallace, Western Wood Products Association, conducting the seminar, "Lumber Standards - Today and Tomorrow," regarding grading rules, lumber species, new products and appropriate applications of wood products. The morning concluded with the eye-opening film on employee theft and shoplifting, "The Ten-Billion Dollar Rip Off."

The Saturday luncheon speaker, Jim Bender, Palmer G. Lewis Co., with his energetic and entertaining talk on goal setting and how to get there one step at a time, is probably largely responsible if your Young Westerner is back with renewed purpose, drive and dedication.

Bob Kerr, president of Weitern Building Material Association, was the featured speaker at the Saturday evening dinner, speaking on the importance of being involved in community affairs and being aware and active in political affairs at every level - community, state, and national.

Kyle Kincaid, controller,/treasurer of Knoll Lumber Co.,had everyone assembled early Sunday morning with his ROI presentation that demonstrated how business practices performed on a daily basis affect a business's return on investment. Dick Anderson, retired from APA but not from what is going on in the industry, conducted a workshop on the professional selling of panel products that concentrated on the understanding and selling of structural wood panel products under the new APA Performance Standards. Dr. Barry Asmus, nationally acclaimed econornist, made economics come alive for the group with his positive talk on today's economics and trends for the future.

Bob Jacobsen, Lloyd Lumber Co., Nampa, Id., 1983 president of Young Westerners Club, concluded the 1984 Young Westerners Club Conference by turning the gavel over to 1984 president Ron Divers, Withers Lumber, Woodburn, Or. Rick Barnes, Knoll Lumber Co., Kenmore, Wa., assumed the vice presidency. Dennis Parry, Lloyd Lumber Co., was elected secretary/treasurer. Newly elected trustees who each serve a 3-year term are Eric Gerretsen, Gerretsen Lumber, Roseburg, Or.,and Tom Kerr, Kerr Hardware & Building Center, Brookings, Or. Other trustees are Stacy Griffin, Lumber Supply & Warehouse Co., Seattle, Wa.; Dick Ketola, Olympic Wholesale Building Supply, Olympia, Wa.; Jim Kress, Eugene Planing Mill, Eugene, Or.; Petra Reininger, Armstrong World Industries, Fullerton, Ca.; and Terry Wiggins, Savage Wholesale, Tacoma, Wa. Retiring trustees are Betsi Powers, Seattle Lumber Company, Seattle, and Stuart Childers, Lumber Supply & Warehouse Co., Seattle.