BECOME A PRESERVATIONIST CLUBBER!!!!

66 I did when I lost my job at Feather River Moulding Co., due to a shortage of douglas fir clear lumber. As I glared at my layoff notice I couldn't help thinking about all those big, overmature trees dying in wilderness areas and roadless areas. To relieve my frustration I got a club and went after the first preservationist clubber I could find.

"At first I tried to talk to some sense into him, telling him how withholding timber that could be cut is wasteful and how it causes a hardship on lumber workers and makes housing more expensive. I told him how "preservationism" accelerates inflation by forcing lumber prices up drastically, thereby hurting the entire country.

He was hard headed though, and I finally had to club him tomakemypoint....tt

This testimonial comes from Ann Podbielski, of the Iumber community of Burney, Colifornio. Ann, who has since rejoined us, is working her way through college at Chico State Uniuersity by means of part-time employment at Feather Riuer Moulding Co.

Send for your free Preserrntionist Club today; they are made from rare Douglas Fir clear lumber taken from a dying tree harvested from a multiple use forest.

Please allow 14 weeks delivery due to a large back order on this wry popular item.

Arizona Annual

(Continued from page 64) in increasing sales to builders of the Plen-Wood system.

How to lmprove ROl, a senrinar on how dealers can increase their Return On Investment, was presented May 4, the middle day of the convention, by Sel Vander Wegen and Ross Kincaid oi Vander Wegen & Kincaid, Inc., a CPA and management/development firm based in Shelton. Wa.

In a series ol'workbook exercises. it was demonstrated that return on sales was no longer adequate, that management. must concentrate on return on investment so that it exceeds the cost of the capital needed to operate the DUSlness.

In one examole. it was shown that improving the gioss nrargin on sales by l(Xr could produce an increase in ROI from 6.93(1, to 9.6'71\'.

Ways to improve gross margins suggested were: raise selling price selectively; better buying (in volume from co-ops); improvement of the selling mix; taking discounts: reducing shrinkage; and freight costs; updating prices; upgrading sales personnel; qggressive merchandising techniques (display, advertising, etc.): and chargIng tor servlces.

The Hon. Don Young, the sole Congressman for Alaska in the U.S. House of Representatives, got the final day off to a bang with a strong speech that criticized government for "its total insensitivity to people's needs." He said government now considered public land as theirs, not the publics.

Urging a resources policy, he said that this country is "very close to an economic collapse and an energy collapse due to failure to use our resources within the United States." Young said that Alaska had "all the resources we need," (including oil and gas) and that the U.S. can't afford to continue importing expensive foreign resources.

Another legislator, Hon. Leo Corbett, president of the Arizona State Senate, then presented a legislative recap on the state matters. including law enforcement policy, prisons and industrial compensation.

In a Q&A period, Corbett agreed that the rates for insurance "are probably too high" and that the legislators will be checking the situation for possible measures to correct the present rate structu re.

Elected new president lor 19791980 was John Entz. Entz-White Lunrber Co., Phoenix. Larry Hamman was named 1st v.p.; Bob Ramsey 2nd v.p. and Earl Heldt. treasurer. Frank Davis was re-elected executive vice president.

Four new directors were added to the board: Tom Woods, Rich Bilby, Don Lue and Tom Davis. Dean Drake and Frank Davis are the national dealer di rectors.

Next year's convention (another record, perhaps?) will be held at the Doubletree Inn in Tucson. Mav l-3.

Hawaiian Seminars

(Continued from page 63) custonlers to get together uncl discuss business in gencral. For thosc rvho did not play golf', Reicl & Wright organizecl a nrule trip which uincls its uuv fronr the cliUs of' Molokai. dou'rl tu thc old leper colonl' and back rrp to tlre top agaln.

Prior to the tounranrL-lrt. Sar!inski conductcd tu'o senrinars explaitritrg tir manl' ol' the lunrber 1'ard pcoplc ancl home planningdcparlnrent pc0plc itt the various ylrcls, just how reclu'oocl lr.rnrber is nranuflcturecl and clcscribing nrany ol'the' vurious products availlblc through Thc Pacil'ic Lunrbcr Co.. including [)oLrglas lir pll ivoocl siding, and Douglas llr lr.rnrber.

The flrst ol'tlrcsc- senrirrars u'as hclcl at the Hilo IIau'aiiirn Ilotcl rvith approximateli' 30 rcprcsentrrti!es l'ronr the four nrain lurlbe'r 1'ards orr thclsland of llawaii irr rttendancc. Onc nrore sentinar u'as hclrl irr KahLrlui, Maui with 25 in attcnclarrcc. Thcrc uus an additional senrinar hc-ld in llonolr,rlr"r alicr the tournlnrcnt lirr another 22 pcrsorls.

Thc purposc ol'thesc scrttirtrrrs is rrot only to pronlotc il corllpiln)'s nlaterial. but to instrr.rct pcoplL- u'ho do not nornralll conre in contilct $ith the lunrbcr itse lf on the historl ol'the product, its nranuljrcture lrrcl irpplication. as well as what tl pes of'tlnishcs to usc.

Telephone Selling Program

A new program, "Putting More Sell Into the Telephone Order Desk," is a complete audio/visual training course on telephone selling for the wholesale building material distributor. It is a comprehensive in-depth treatment of effective telephone selling in today's market place and is produced jointly by The National Building Material Distributors Assn. and The National Sash and Door Jobbers Assn.

Through their combined efforts, and NBMDA's AlV consultant. Eugene E. Bunge, the script and visuals were developed. It is a 33-minute presentation which includes:

One Discussion Leader Guide to prepare someone in a company to present the course.

Two LaBelle cartridges containing realistic selling situations.

Review/Response booklets to reinforce the major points in both the Discussion Leader Guide and the two cartridges.

One pad of customer information cards.

One pad ofproduct benefit vs. objection cards.

Allof the above packed in a shipping carton which becomes the permanent storage container for all course material.

The cost is $74.50 plus shipping charges.

Further information can be obtained from James C. Stanley at NBMDA, 33 E. Monroe St., Chicago, Il, 60603, or from Paul J. Julius at NSDJA, 20 N. Wacker Dr., Chicago, Il, 60606.