LMA Meeting

(Continued jrom page 5 3) ment session the next day, Taylor presented a wide ranging look at techniques, methods and case histories of sales successes.

That evening members enjoyed an elaborate buffet dinner and viewed a number of well done displays in the ballroom of the Doubletree Inn, the convention headquarters. A nautical theme provided the oppor- tunity to wear some pirate and fisherman costumes. (See accompanying photos.)

Brent Taylor toldthe management seminar that service was the keystone for an independent positioning itself to compete with the big chains. Strong markets for the 1990s, he said, would be remodelers, state, federal and local governments and selected local industrial and commercial accounts. "Try to sell new people," Taylor urged, "it will pay you to do it."

"Cive your customers more than they expect, empower your employees to solve customer complaints on the spot, and meet with your employees to get their input on im- proving service," he said.

Among the speakers Monday, May 7, was Tom Malarkey, vice chairman of the Pacific Lumber Co.. who presented a comprehensive overview of Palco's operations. He reviewed thefour timber related ballot initiatives for the November election. Malarkey forecast that if either the "Forests Forever" or the "Big Green" initiatives passed, "redwood production inl99l could be off as much as 50%. What effect this could have on prices is impossible to predict. At the same time it looks as though there will be significantly less whitewoods coming off U.S. Forest Service and Bureau of Land Management lands. So we could have a serious shortage of lumber."

He urged the dealers to "push for the industry initiative." He cited the need to tell the industry story to all concerned, noting that as an industry "we have nothing to be ashamed of."

Kevin Eckery of the Timber Association of California, condemned the environmentalists' initiative, observing that the ,.r,plc" initiative could cut state timber harvests by 80%. He called this fall's election winnable for industry if its members contribute money and partici- pate in the campaign.

Noel Crisp, a management consultant, said dealers must earn a 20% return on investment after taxes to grow and prosper. He said people costs should not exceed 650/o of total operating costs. He advised the retailers to develop a marketing strategy with objectives and goals along with a financial plan and a human resources strategy.

He said that profit must be considered a required variable expense for planning and decision making.

The president's reception and dinner was held at the famed Monterey Bay Aquarium, reserved for the exclusive use of LMA members. Bob Kimble, Sequoia Lumber, Visalia, was honored with the 1990 President's Award during the evening.

At Tuesday's concluding session of the four day event, new officers were presented:Jim Merchant, Mill Valley Lumber Co., president; Tom Griesbach, Lampe Lumber, lst v.p.; Larry McFadden, Fairfax Lumber, 2nd v.p.; Mack Giles, North Bay Lumber, treasurer, and Gary De Young, Minton's Lumber & Supply, assistant treasurer.

Next year's convention will be held at Harvey's Resort at Lake Tahoe, May 4-8.