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By R.V. PETERSEN executive secretary

h Y ('ONSLNSUS. the 1977 Con-

El ve ntion must be entered in the records as a resounding success. Staged at the Outlaw Inn at Kalispell, next door to (llacier Park, the session did not break attendance records, but on the basis of participation, interest and enthusiastic acceptance, it was surely antong the best.

Seminar presentations bY Chet Nortz on inventory control and on profitable pricing practices highlighted the program for nranagement. Panel discussions exploring a dealer's legislated liabilities, sales-expanding possibilities in energy-conserving/innovative construction, and home-center concepts, were well received.

The new slate of officers for MBMDA includes.

Prcs. Dcan Beall, I3eall's Illdg Cen, Anaconda V.P. Irvin l)cllingcr, Wcstnrart llldg Cen' W. Yellowstonc

Treas.

Asst. Treas.

Exec. Sec.

Ntl. Dcaler Director

Altornate

J. Ijrcd Robinson. Peterson Lumber Co., Helena Hubert G. White, NeifertWhite Co. Townsend R.V. Petersen, Helena

L. Dexter Shaurette, St. Regis Paper Co., LibbY Wallace L. Steffan. Aldrich & Co., Billings

To replace outgoing directors James Sullivan, L. J. Killham and Frank Dvoracek, the following were named: John Stibel, Hennessy Lumber, Conrad; Richard Graham, Midland, Inc., Miles City; and Arthur Walter, Billings Lumber Co., Billings.

In a concurrent business meeting, the Montana Building Material Salesmens Association named these new officers:

Pres. Cenc O'Toole, Ferguson Lumber Sales, Missoula

V.P. Lee Holyoak, Lumber Yard Supply Co., Great lralls Sec.-Treas. DonVincelette.Certainteed Corp., Billings Directors Bud Barker. Ilod Holyoak. Wayne Bakke

Awards of recognition were made to Lee McCrory (Grogan Robinson Lbr., Great Falls) as Dealer-of-theYear and the Silver Log (salesman's) plaque to Douglas Hoxsey, Empire Building Materials, Bozeman. Also announced was the Salesmens Scholarship award to Lawrence Bruce Gebhart.

(Continued from page 26)

There were other feature presentations by Leo McManus and Charles Shinn, Jr., covering both the psychology of dealing with people and the cyclical nature of housing.

A special Futures panel discussed what futures trading means to the cash lumber and plywood markets. This working session was led by James Paul, Clayton Brokerage, Chicago; Larry Mollner, Thomson McKinnon Auchincloss & Kohlmeyer, Inc., Los Angeles; and Donald Ohl, hedging manager for International Paper, New York. Rather than a program on how to trade in futures, this group provided delegates with what is resulting in our markets because of futures trading.

Manufacturer/wholesaler contact sessions and working sessions also gave delegates the chance for head-tohead discussion on forest products distribution.

(Continued frorn page 28) but stressed as well the factor of personal recognition.

Al Schechter, v.p., Sunset Lumber Distributors, Tucson, observed that money was usually more important a job factor under 40, but above that age, a pension often became more important. He noted that people are the biggest investment (salary) that a company usually has.

John Entz, Entz-White Lumber, Phoenix, described a variety of compensation plans that his home center has used to motivate their sales people. Often the results were "miserable." For example, incentive bonuses comparing months works well if increases result, but morale can nosedive if business drops off.

As factors such as the amount of inventory available to sell can have a big effect on final sales, these declines are sometimes not the result of declining employee effort, but rather a result of not having enough to sell. Thus employees may feel unfairly treated when bonuses are reduced or dropped.

"Great plans in theory can go awry in practice," Entz noted. He mentioned spiffs as one compensation that had worked well as a motivator for EntzWhite. Convention chairman Vireil Hunt related the idea of informing employees of the cost of warehoused goods, so that they understand that

(Please turn to page 32 )

Mrre

(707) 822-4058

BILLtE GOWIt'rs

(707) 822-1355

(Continued fron page 3I ) damaged material causes a real money loss. Keep track of losses through damage and breakage by departments, Hunt suggested.

He said that a suggestion box (you keep the only key) can be productive if suggestions are acted upon and reviewed and whatever happens is communicated to the employees.

The final business session speaker was William J. Gamble, gen. marketing mgr. of the power tool div. of Rockwell International. His presentation reviewed the current state of warranties and the marketplace effects of passage of the controversial Magnuson-Moss Act. He faulted the law for its complexity and the lack of public interest in it and called it an example of consumerism extremes. Gamble said it had "caused a lot of silly law suits."

One result of the law's complexities and the problems resulting, he said, was to cause many manufacturers to drop their warranties. He advised dealers to take advantage of those companies that offer a strong warranty and use that fact as a sales tool.

Arizona exec. v.p. Frank Davis, during the question and answer period (Pleqse turn to Page 33)

Arizona Convention

(Continued from page 32) following, reminded dea.lers that they must begin complying with the provisions of the act now, even though governnrent checking on whether dealers are keeping a warranty book available for customer checking at the front desk has not yet begun in earnest.

In a short speech to wind up the business session, Davis told association members that "we have a moral as well as business responsibility to tell people of our state about the energy-saving qualities of wood." He pointed out that "our competitors continue to mislead the public about wood in an attempt to elevate the acceptance of their own materials."

Davis also urged everyone to take part in association activities, "to avoid pettiness and personal differences" and to work in harmony for the good of one and all.

Other convention doings included election of new officers (see chart) a poolside cocktail party and a dinner dance whose speaker was National Football League umpire Arthur llolst, who again proved why he is widely regarded as one of the best and funniest after dinner speakers in America.

Next year's convention will be held at the plush Little America Hotel in Flagstaff, May I l-13. Work hasalready begun on next year's convention planning, insuring that the AL&BSA would again be staging what has come to be recognized as one of the best annual conventions held in the entire country.

Woodworkers Hawaii Meeting

The National Woodwork Manufacturers Association recently held their 50th annual meeting in Hawaii, covering markets, housing predictions, supply probabilities and many other subjects. Generally, the theure of the meeting was optimism.

The association is squarely facing the energy and security requirentents now being inrposed by the federal government and the national code groups.

Tlre associaljon is nroving in ntany areas to meet demands for quality. Testing programs are planned to assure that wood windows and doors meet market rreeds.

New officers were elected. Ian MacDonald, Cal-Wood Door, Santa Rosa, Ca., retired as president. Paul Brown, SealRite Windows, Lincoln, Nb., was sworn in as the new president. Jim Flowers, Caddo Door & Veneer, Shreveport, La., renrains v.p. of NWMA's hardwood div.

Delivery

Redwood Park Facts

An information meeting for industry members regarding the proposed expansion of the Redwood National Park in Northern California was held recently in Norwalk. (Los Angeles) Ca.

Sponsored jointly by the Orange County Hoo-Hoo Club and the Simpson Timber Co., it presented industry's message on why the planned park expansion makes neither economic nor environmental sense.

Jim Rydelius, Simpson Timber reforestation supervisor, presented the real facts in the redwood case. Jim Sharum of Simpson's PR staff then made a slide presentation that graphically blasted the environmentalists' contentions.

More than half a hundred attended.

Get in the Swim

The always popular barbeque and swirn staged by Black Bart Hoo-Hoo club will be held again this year at 490 Highland Dr. in Ukiah, Ca., July 2.

For more information, contact Roy Nielsen at Coast Wood Preservins in Ukiah.