Hecr two of Americq's most sought-qfter speckers

Stanley Marcus, former chairman and chief operating officer of Neiman-Marcus, Dallas, Texas and world-renowned authority on retailing excellence, will address the Opening General Session of the Western Home Center and Building Supply Dealers Show on Thursday morning, September 19. Mr. Marcus, generally regarded as the "Founder of Quality Retailing," Stanley Marcus is familiar to many western retailers. As the keynote speaker at the National Home Center Show in 1983, he drew the largest attendance ever for an opening session and holds the distinction of being the only keynoter to receive a standing ovation. Mr. Marcus' exciting and informative presentation this September will be a rewarding experience for all home center and building supply dealers who attend.

John Wooden, former head basketball coach at the University of California at Los Angeles will be the featured speaker at the Western Home Center & Building Supply Dealers Show on Friday morning, September 20. Known as the " Wizard of Westwood." Mr. Wooden coached the Bruins to numerous conference titles and NCAA tournament championships. He is considered among his peers, as well as college basketballs fans across the nation, as one of the greatest coaching innovators the game has ever seen. Now a much sought-after speaker, Mr. Wooden has taken his motivationaltheories from the basketballcourt and applied them to the marketplace. You won't want to miss this opportunity to hear one of the country's most exciting and dynamic speakers at this year's Western Home Center & Building Supply Dealers Show.

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Anaheim is the place for fun, too. Bring the family to the Western Home Center & Building Supply Dealers Show and enjoy all of the fun and exciting attractions that the Anaheim area is famous for and here's an added incentive. After the show closes, those attendees and exhibitors staying at the Anaheim Marriott Hotel may stay over Saturday and Sunday nights for a room rate of only $40 per night.That's as much as $44 off the regular price. And, as always, kids stay free. You'll enjoy world-famous Disneyland, the place where childhood fantasy becomes ;'eality in the seven magical lands that it comorises. Knotts Berry Farm has grown from a small berry farm business in the 1920's to the nation's third most popular themed attraction. An authentic western ghost town, exciting thrill rides and dozens of restaurants, gift shoos and attractions fill the 150 acres of Knott's Berry Farm. willbe seni oh r@eipt of preiegrslrqlion lorms

Bring the family to the Western Home Center & Building Supply Dealers Show and sample all of the fun and excitement that Anaheim has to offer.

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Build sales with team techniques

TEAM, as in sales team and teamI work, gets a lot of lip service from managers, but is the concept really working in most situations?

Many managers perpetuate the fallacy that when a person is hired, he or she automatically becomes a member of the team, instilled with the spirit of working together for the common good of the company. Nothing is further from the truth. It is a rare individual who automatically becomes a team member.

A team is built step by step by a manager who has set goals for himself and his team. Cooperative effort such as is expected from a team is best developed by a plan, one element at a time.

The team exists not just for the good of the company. Each team member must derive satisfaction and improved productivity. Management can promote team principles, but the success of the team rests with the individual members. their immediate superior and their commitment to each other as well as the company.

Teams can be built by a manager who applies six elements common to most team building plans, according to Robert P. Hagen, a management consultant based in Washington, D.C., who has over 20 years of experience.

(1) Managers must demonstrate in all their actions respect and consideration for all employees as valued members of the team.

This basic tenet of good management is sometimes overlooked by new and insecure managers. Employees should be encouraged to respect each other. A manager should set the example and admonish any infraction of the principle. The process is aided by each person being aware of the importance of the other's job to group results.

Story at a Glance

Teams require careful development...specific steps fora manager...concepts for success in sales or production.

(2) Individual job responsibilities and performance standards should be identified and known by all.

Individual conferences with each employee to reach agreement on his responsibilities and establish standards can accomplish this. A grouP discussion of how the responsibilities and standards of each person interrelate should follow as reinforcement.

(3) Good communications must be established with employees as individuals and as a team.

"Poor communication is modern management's major mistake," according to Peter Drucker, noted management consultant. Feedback to workers on their performance; advance notice of changes to be made, detailing the reasons, and continuing orientation of the progress and problems of the team are essential for good communication. Managers must listen to suggestions and complaints from employees as well as schedule regular meetings to exchange information.

(4) Goals for the group and the individual, preferably in coordination with those concerned, must be established.

Goals for the group could concern better productivity, Planning and problem solving. Individual goals could be self improvement or working for advancement. Care must be taken that goals are attainable as well as challenging.

(5) Teamwork and team building efforts must be rewarded.

Recognition, special assignments, identifying achievements to senior management, favorable performance evaluations, helping to prepare for advancement, and recommendations for promotion or pay increases are possible rewards from managers. Profit sharing, incentive PaY and