PERS@NALS

Paul Penberthy, Sr. is now on a five week buying trip in Hong Kong and other Far Eastern ports of call for Penberthy Lumber Co., L.A.

Ylrilham M. Bailey is now mgr., pulpwood dept., for Southwest Forest Industries in Ariz. and New Mex.

Dean lYidger is now asst. mgr.branch stores for Kohler-Mclister Paint Co., which markets under the Komac label in the Rocky Mountain area.

Russell A. Wood has been promoted to controller of Evans Products' finishing div., reports Robert A. Christopher, bldg. mtls. group vp.finishing div.

Glen Hopps is the new fir moulding sales mgr. for Kimberly-Clark at Anderson, Ca., announces S. A. Westlake, sales mgr., nemanufactured wood products. Hopps replaces Jack Jenkins who moves to pine moulding sales mgr.

David G. Hayhurst has been elected secretary of Bohemia, Inc., Eugene, Ore., succeeding Lawrence E. Chapman. Chapman and Faye Stewart, who resigned as vp., bought Bohemia's balloon logging operation and will run it as Fly- ing Scotsman, Inc. Both remain on the Bohemia board,

David Cutler, The Merchant's editormanager, his wife, Marti, and two young sons, are due back any day now from a three week trip behind the Iron Curtain in Czechoslovakia.

Earl E. Meyer is now gen. mgr. of Forest Fiber Products Co. hardboard mfg. div. of Stimson Lumber Co. Don Smith moves up to fill his old slot as plant superintendent.

L. Richard Morris is the new prez. of the Spokane, 'Wash., Hoo-Hoo club. Jerry \ililliams is 1st vp.; Jim Wilharm, 2nd vp.; Ernie Wales, sec.-treas. Directors are Rpss Bowles, Charles Dehner, John Doric. Herb Lewis and Richard Stokes.

Russ Fritchey, Palm Ave. Lumber Co., Alhambra, Ca., has returned from a vacation trip to Yosemite Nt'l, Park.

Jim Murphy is now in sales for Coastal Forest Products, Cloverdale, Ca. He had been with Cal-Pacific Lumber Co.

Bob Sherratt is the new president of the L.A, Hardwood Lumbermen's Club. Vp. is Jack Millikan; treas., V[alt Ralston; sec. & roving reporter, Ken finckler.

J. P. Talbot, Spellman Hardwoods, Phoenix and Andrew Anderson, Sterling Lumber & Investment, Denver, have won regional sales awards as Marlite salesmen.

Alf Halsam is now inspection bureau field rep. for the American Institute of Timber Construction; he'll be checking glulams made in Ca., Ore. and Wash.

Thomas G. Williamson is now mgr. of marketing programs for the American Institute of Timber Construction in Denver.

Hotly R. Hutchins is the newly named director of communications for Pope & Talbot, Portland. He had been in PR for Georgia-Pacific.

Anthony J. Caragol, Jr. is the new comptroller and administrative asst. at Withers Lumber Co', Woodburn, Ore.

S. \ilitliam Yost has been named gtoup vp. and g:en. mgr. for a new plastics div. for non-wood bldg. products recently formed bY Evans Products.

Raymond E. Baker, pres. and chief exec. officer of Southwest Forest Industries, is now also chairman of the board. W. A. Franke has been elected exec. vp. and asst. chief executive officer.

William Sherman, Portland Willamette Co., Portland, is secretarY of the new Fireplace Institute. Glen Crownover, Malm Fireplaces, Sanrta Rosa, Ca., is on the board of directors.

Ron Saltmarsh is the new W./administration of Familian Northwest, Portland.

George Bankln is now covering the S.F. Peninsula sales territorT for AFP, Newark, Ca., Tim Thompsen and his wife vacationed in Greece for two weeks. Gary Stewart took a mill trip to Port Angeles, Wash.

Bill Johnson, Hobbs-Wall, Terra Linda, Ca., is back from Hawaii after ten days' vacationing.

Fred Saunders, Economy Lumber, Santa Clara, Ca., got away from the desk for a week in May. Stu Stewart, G-P, San Jose, did the same thing in June.

Eorl Tatman, Pacific Lumber Co., San Francisco, is back from a business trip calling on customers in the Rocky Mountain area.

Anno Willison, prexy of TVestern Pacific Forest Products, is back from a mill trip to Oregon; with him was Bpb Rigge. Anno also reports that Fred Worren has joined the sales staff. Fred had been with G-P, Anaheim.

Marv Morgan, G-P, Portland, spent Memorial day week-end in Hoquiam, Wash., with his wife, visit ing friends and relatives.

Dan Diffendaffer has joined the sales staff at Publisher's Forest Products in Portland. Well-known Rich Tucker has been sidelined on doctor's orders following a medical exam.

Al Bufkin, Oregon-Pacific, Fullerton, Ca., is keeping busy calling on San Diego retailers.

Pete Spee\ Fremont Foregt Products, Whittier, Ca., and his wife, Phyllis, are on a 3-week Safari with 22 others headed by their friend, famed African explorer John Goddard, thru Tanzania, Kenya and Uganda.

Al Buckner crf the consultant firm of Stilden Total Concepts, Malibu, Ca., was on a recent business trip to Salt Lake City.

Sam Fineman, president of Bel-Air Door Co., is back at his Alhambra, Ca., desk after a trip to the PCBC Show in San trlancisco and to Megantic Mfg. Co., Quebec, Canada, a firm they rep exclusively in the West.

E. S. Fesmire is the new Los Angeles district mgr. for Marlite Paneling. Amos Rabb, mgr. of U.S. Gypsum's plant at Pilot Rock, Ore., won a safety award from the American Hardboard Assn.

Thomag L. Foley has joined the American Forest Institute as vp.-administration.

Mannie Tanchuck has been named as official marketing and sales rep for Indonesian forest products in the U.S. He is based in Singa,pore.

J. R. Wilharm is the mgr. of the new G-P distribution center in Spokane, Wash., due to open in Oct., according to A. M. Wright, Northwest regional mgr.

"Bud" Eubbard, Hubbard & Johnson, (div. of Evans hoducts) Redwood City, Ca. is recovering from heart surgery after a recent heart attack, according to his son, Mike.

Fred W. Ilemborg is now industrial vinyl sales mgr. for Evans Products' bldg. mtls. group.

James Watson has been named product mgr.-prefinished paneling for Evans Products' bldg. mtls. gtoup.

Gordon Orton, Jim Stewart and Gerry Richmeier have won top sales honors from Denver's KohlerMclister Paint Co. Also honored: Alan Hess and Bill Pope.

Brendan P. Bocks is the new mgr., marketing planning, fo,r the plumbing products div. of Borg- 'Warner Coqp.

J. P. "Jake" Burford, Jr. has been elected new pres. of Lewers & Cooke, Inc., according to T. F. Willers, head man at Champion International.

Mike McAllister has been promoted to asst, mgr. at Doors, Inc., Craig Freeling is an outside salesman covering the S.F. Peninsula and Marin County.

Bill Freeland, Lamon Lumber, San Francisco, reports his daughter, Cynthia, has returned from Spain after attending the University of Valeneia for 3 months.

Gary Hansen is manager at Pacifica Lumber in Pacifica. Ca.

Saies Titerature

(Continued lrom Page 11)

The display salesman says, "Wouldn't this display look fine by the elevators on the second floor?" The man selling the idea of printing on the cartons might say, "Here's what another company has done with c&rtons the same size as the one you use." The roofing man shows a picture of the kind of job he is going to put on the roof just like this," he says. "When people come up the walk, hereos what they'll see." Get specific. Tie what's in the circular to something in his factory, ofrce, store or home.

Ask For Action

You know what you want the prospect to do. Okay, ask him for it.

The display salesman might ask, "Would you make an appointment with the store advertising manager to go over this with me?"

The roofing salesman could ask the prospect to select a color or a type of shingle.

But each needs to ask for action. Why show the circular if it doesn't help you ask for what you want?

As you use a piece of literature with a prospect, there are three things you do:

You say something.

You do something.

You ask the prospect to do something.

If you have thought out beforehand what you will say and what you will do and what you will ask the prospect to do, you'll do a better job. Here are some suggestions on how you can prepare those three steps.

Put it into your oun words: The language of a booklet is often the language of a writer whose vocabulaty read,s well but whose words may not speak easily or clearly out loud.

You may want to memorize a paragraph that you believe covers a point well. That's fine, but repeat it aloud a few times until you feel natural saying it.

Localize: The circular you're using probably quotes national figures. Your buyer is not interested in how it covers the areas inwhich hedoesn'' do business. So break down the na tional figures to show how mucl" affects his territory. Information in circulars can be localized to make it of specific interest to a specific prospect.

P ersonalize : Y our circulsr describes a display you are selling to your retailers. You san "Wouldn't that look great in the North Street window?" By making that suggestion you are getting the prospect to visualize the display in his own store window. You say, "I'd suggest you put one of these down in that space by the paint department." That's personalizing(Please turn to Page 34)