Bigger and hetter than ever!

DIGGER and better than ever is the l) best wav to describe the Arizona association's 49th annual convention. No hardening of the arteries here.

The association has never had as many members as it now has and the record attendance at the Tucson gathering showed that dealer, wholesaler and manufacturer members are enthusiastic and active members. The annual banquet drew more than 250, a new record made all the more remarkable by the present state of the industry. The progress being made, the records in size and attendance, make pleasant proof that where there is a will, there is a way.

Elected president lor '7O:71 was Ace Mason of Scottsdale.

By dropping the word 'oRetail" from their name, the group officially moved to have their new name: Arizona Lumber and BuiJilers Supply Association, better reflect the fact that all levels of the industry belong and participate. In the works for several years, the change was well received by the convention.

Kick-ofi speaker Don Thoren, an Arizona management consultant, gave more than the usual pep talk. He concluded by giving his six principles of creative problem solving. They are:

(I) Renew your natural curiosity

(2) Ask searching questions

(3) Observe in depth; don't follow the leader

Story al a Glonce

Biggest convention ever, membership at an all-time high group changes name to ref lect association growth . Ace Mason elected new president . Scottsdale's Mountain Shadows picked for next year's convention spot.

(4) Think in terms of similarities and contrasts

(5) Explore new fields

(6) Don't settle for the first solution until other methods have been considered.

Southwest Forest Industries' lp. Mort Doyle, dwelt on the government's clumsy and unthinking effect on the forest products industry in his speech.

Faulting the federal government for constantly hiking their prices on stumpage as being inflationary, he pointed out that much of the industry often can't afford the price (up LOB/o ftom '68 to '69) and is forced to close mills with the result that thousands have lost their jobs in tJre last few years. He also charged preservationists as being uncaring about the loss of jobs caused by their demands for wilderness areas and set-asides. Labor unions as well, Doyle related, have been sluggish at best in responding to situa. tions that cost their members jobs.

The next ten years should see an improvement in industry/government relations. he forecast. The Land Law Review Commission report, due the end of this month, will help the public regain control of their lands from the government, he believes.

Capital management was explored in depth Friday afternoon by Jim Hayes, recently retired from Boise Cascade, and Ross Kincaid, exec. vp. of the Western Building Material Assn.

The correct gauge is return on investment, not return on gross profits, Hayes constai)tly stressed. Profits don't just happt'n, thcy arc a direct rt'sult of capital mxnag('ment antl in a series of four examplt:s ht' gave graphic proof of various irtvestm('llt {actors' t'lTect on profits. Firt:d irrvcstmr:rrt can nov('l' make a direct cotttlibution to profit. onh- invt'ntor'1. carr do that. Ilavt's erplaint'd.

A corporatinn slrould kccp in min<I. Havt's c'ounseled" lhat:

(1 ) tiapital slrould onlv bc invested after {ull t'onsideration of malkt't factols antl thcil aflt'ct on r'('tuln. Onlr- top manay...ement shoLrl<l commit capital.

(2) l-ixed invr.strnt'nts should be kept Io ir minimunr.

(13 ) Alu'ays remember that inventory is tht' only investmetrt that makes a dirett contr-ibution to prolit.

'Ihat evcning. thr entire gr'oup had dinner in -\ogales. )Icrico, had a couple c,[ drinks (too many. thtrt is), di<l some shopping. dant:ing anrl generally erploled tlx: border lorvn.

John l)r'um. r'p.-mct'chanilising for tht' N'ickes (iolp.. got llrt' nc-rt day ofI to a bang r.vith his talk on consumer mt'rchanrlising. "Krrow )'oLrr ('llstomer. his Ioc'ation" his neetls and his bur-ing habits. tl'rat'-. rvhat r,e do at \\-ickes." l)rum saitl. \\-ic,kes alorage cash sale is $55 (ves. $.r5)" l)rum told the amazetl audientt'. Be neat. lurk like qualit.v; if you have it. Iloor it. use quality si;Jns, banners. llags and kt'ep up the cxcitement.

Tlrt'ir most sur'<'t'ssful ads. he lelatt'd. cottct'rttratc on on(: thing. though the-v do use omnilrus ads ancl alwa,vs high olass ad-* [or lorv class produt'ts. If Wickes advt'rtist's a good price on paneling. they usuallv have a tr:uckload on hand. Thcr- do not use loss lt'atlt'r's and <lo not intentionallrst'll-up tlrt' t'rrstomerlho comes in lor tht .1 rt'r'ial.

Carpcting has ber:n a "bonanza"' for \\rickt's. act'olrling to l)r'um. In tht' Sagi(Continrte.d on ltaAe 3,3 )