THE SOUTHLANDffi

HERE is a current song that has a linewhat have you done for me lately? Obviously written by someone who has had membership experience in a non-profit corporation.

Actually all ofus keep re-evaluating those we deal withthe service station where we buy gas. the car dealer who services our car, the dry cleaner, the supermarket, ourchurch or whomever. And rightfully we should. All business plans must be re-evaluated from time to time to see if they are creating the right moves toward the ultimate goal that was originally established.

Membership in an association should be looked at regularly. Forthose ofyou who are members of LASC and you saywhat have you done for me lately?read on.

A series ofarea meetings wasjust concluded where we planned to give everyone 15 ways to save money on their insurance. The speakers actually came up with no less than 28 ways to reduce insurance costs in the lumber and building material center. Some of the suggestions could save a little and others a lot. probably enough to pay a year's dues in the association and then some.

When we stand together as an association and offer a solid front, far better insuftmce programs are available than when each is on his

For many months the subject ofsubstance abuse has been coming up at meetings. euestions on recognizing it, handling the employee involved, what could be done in a preemployment interview, having company policy against the use ofdrugs and alcohol and how to answer the situation of "off premises' ' use bv employees on their own timi were frequent.

These and many other questions were answered by four gentlemen who conducted a substance abuse seminar at the Holidav Inn. Buena Park. for members of LASC. ThL program was excellent. The handouts were factual. Good questions were asked and everyone left feeling as if they really had something to take back to the workplace that would help them as employers cope with the substance abuse that exists in virtually every operation.

Think about itl0% of the nation's employees are alcoholics, and they cost the economy millions of dollars annually. Recently one of the yards in Southern California, with permission of the applicants, found that 47 out of 50 had traces of chemicals such as PCP, marijuana, cocaine or heroine after a physical examination.

Coming up is a survey on salaries for inside people, salesmen, non-union yard help, and much more. The information from this can keep you current with industry trends relative to wages and fringe benefits.

Second Growth has raised its age limit to 40 and as a result, the attendance already expected for the June meeting at Rancho Bernardo Inn exceeds 120 people. This is considerably larger than any oftheir meetings in the past l0 years. Each attendee will come back with renewed enthusiasm towards his position and the industry. Dennis Waitley, the speaker, is a master at his craft, knorvn around the world for his "psychology of winning."

The Palm Springs Conferencewill havethe theme ''Cycling through the 80s." Watch for more on this. Dan Niemer of "Creative Pricing" fame will be the keynote speaker. More about all this later.

In between the programs, the association offrce staff is always available to help you meet the challenge of the building inspector who questions the lumber shipped, or doesn't un-

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FRED CARUSO executive secretary

! xumffoRS reported acollective sales h total of $2.500.000 at the first building materials buying shoq held in Denver. Some exhibitors reported, "no immediate sales but lots of new interest."

There were some 426 visitors (not counting exhibitors), representing 122 retail lumber companies from Colorado, Wyoming, New Mexico. Utah. Kansas and Nebraska at the

The Southland

(Continued from Page 25) derstand moisture content minimums or the 101 other things they can find wrong on a job. Or the architect who wants to specify the wrong material, or the home owner who says that his siding is funny, orororthe list is endless.

April 14{5 show.

"Friendly" was the way visitors described the feeling on the trade show floor. Retail dealers reported fnding good displays, knowledgeable vendors, good specials and friends at the show.

The shorv was described by exhibitors as, "a worthy experiment." There was wide-spread opinion that next year's show have a second day of late hours, be earlier in the year and later in the week.

Next year's show will be held Thursday and Friday, March 5 and 6 at the Denver Merchan- dise Mart. Show hours will be 2 p.m.-9 p.m. both days.

What have you done for me lately? All of the above. plus lcgislation in Sacramento and Washington, plus interpreting laws, sending you preliminary notices, material contracts.

The association's whole being is for your benefit. Ifyou don't think we have done anything for you lately - try us on your next problem. You'll be amazed and pleased at how iu.t *".un get a logical and satisfactory solution to your calls.

A new workshop, "Retail Selling Skills, How to Sell Like a Pro," is being offered throughout the region this summer by Lumber Pro teacher Tony Tiemann. The three-hour evening class includes a light supper at the cost of $15 per person. The goal is to sharpen basic selling skills among sales people, owners, managers, yard people and all employees. "We all need to brush up on our selling skills," says Tiemann.

Classes are scheduled this spring in Grand Junction, Glenwood Springs and Alamosa, Co., and Roswell, N.M. Responses from participants at the program held in Farmington, N.M., recently include: "excellent," "very good selling points" and ''the idea of how much you can improve yourself."

"How to Thlk Like a Lumber ProIndividual Study Course " is a three-part, selfstudy guide ofa 175-page reference manual, l8-page booklet ofquestions and l7-page booklet ofanswers.

The purpose of the course is to help entry level. employees master basic product knowledge in order to sell building materials. To use it, students read each ofthe seven chap ters in the reference manual. After they answer the questions in the Questions book, the employee's supervisor corrects their answers using the Answers book. The seven chapters cover lumber, plywood, insulation, roofing, windows and doors, gypsum products and paneling.