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By R.V. PETERSEN

Executive Secrelary

T TNDER OSHA. roday's building

|f materials dealer cannot afford complacency. Many dealers, and particularly those not yet scanned by the gimlet eye of an OSHA inspection. are becoming more lax in observing safety standards. This lack ofconsideration for federal law could have unfortunate results for the dealer. OSHA insoections are continuing and will continue. Attempts in Congress to amend or modifv orovisions of the act have so far met with failure. There is evidence that the early black-or-white interpretations of the regulations are being modified to allow certain leeway in application of citations and oenalties. But there is no relaxation i-n the overall imolementation of the provision of the-act. These is every reason to expect more inspections of members' operations. For this reason a continuins review of OSHA-related problems ind hazards should be standard operating procedure. The "checklist of common hazards" furnished to members merits oeriodic review.

Among commonly citied OSHA violations the following cover situations existing in many yards: ungrounded paint mixers and pop machines; improper or no guard rails on cat walks or elevated storage platforms; ungrounded power saws and shop equipment; lack of protective masks and goggles at cut-off and rip saws; keys in unattended forklifts; missing handrails on stairways to balconies and basements; inadequate or missing fire extinguisher equipment; violation of hardhat requirements, lack of overhead suards on forklifts. saving for a homeowner in his monthly utility bill. lf you apply lhe 30Vo savings a wood home offers in heatinq and air conditioning .this would mike a substantial

Sincere attEmpts to be in compliance with the act can weigh in favor of the dealer. An OSHA Review Commission recently ruled that if a firm does everything possible to "create a safety atmosphere" the result could be a reduced penalty or none at all. A dealer's best course is to take steps to meet job safety standards.

Among recent industry changes: Lindsey Lumber Building Supplies, Eureka, has been purchased by Robert Runge and will be operated as Runge's Eureka Home Center. Affiliated Building Materials Co., whitehall, has become whitehall Building Materials Co., under the ownership of Dick Roberts; manager Homer Miller will continue in that capacity. Montana Mercantile Co., Missoula, and Kalispell Mercantile Co., Kalispell, have been acquired by Affiliated Home Centers to become elements in their Montana operations.

[ftnis time there is much pub.1-1, licity being given to the energy crisis. Arizona dealers should take advantage of this by informing prospective home builders of the association's Heating and Air Conditioning Studv which oroved that there is a 30% savings on heating and cooling a wood home versus one built of masonry.

In the June 19, issue of lhe Arizona Republic and Ga:ette, an Arizona utility stated that a $100 utility bill in the summer is not uncommon for many Arizona home owners.

Each dealer should educate his employees on "enery saving products" so that the emolovee can talk intelligently on the subject in order to sell more wood homes.

There are also many brochures available on the subiect. The dealer should always have a supply on hand. They are:

(l) Beautiful Facts about Building with Wood.

(2) The Energy Conservation issue. These are available throush vour associrtion office.

Another idea would be to set up an energy conservation center to display items that save on energy. These displays should include; insulation, weatherstripping, storm doors, etc.

In this oeriod of a down-turn in homebuilding,-the dealer that takes advantage of the energy saving opportunities will give him the advantage of maintaining a good sales volume and increase orofits. '

Selling is The Name of The Game.

SOUND OFF ! !

Got a beef, a compliment, a complaint, a constructive criticism, a question, or an1'thing else that needs airing? Let's hear from you! Write c,zo The Merchant Magazine, 573 So. Lake, Pasadena, Ca., 91101.

57|-Lrl f. U LruLq

By WAYNE

LAN ahead. We have all made that statement. some even have a sign hanging in their office and without a doubt everyone believes in that philosophy. But how often do we really practice it? It wouldn't work to ask for a show of hands or a response to a questionnaire because none like to admit that they don't really plan ahead. Most planning ahead is done with respect to a ski trip, a vacation to the South Pacific, a week with the family in Mexico, or any number of activities that might be indulged in which bring pleasure. Planning ahead in business seems to be somewhat foreign. Some people do plan ahead; I don't mean to say that no one plans ahead, but how far? Usually it's for next week, next month, or possibly to the end of the year.

How manv reallv stretch their mind, the minds oi the key people who work with them and make everyone look not onlv to tomorrow. and next week, but to nexi month and next year, the year after that, the year after that, and on and on until a plan is developed for five or even ten vears. If the survev were taken it's safe'to assume that iot many could truthfully say that they have a five year olan for their companv. '

Since evervone ii in-almost the same oredicameni. the individual in this business really isn't affected too badly. Everyone is making the same mistake; one could say that change for the sake of change is counter productive. What about a change that is intended to better yourself. your company, or your industry?

The program committee for the Annual Manasement Conference of the Lumber A-ssociation of Southern California is planning on giving the members a conference in November that will cause them to stretch their minds. to stimulate change, to produce the creative thinking that will ultimately bring about long range plans to improve the lumber industry in Southern Californla.

There will be discussions on the availability of lumber; this year, next vear and the vear after. How much is it loing to cost, what sizes, what grades, what species are going to be available?

Dealing with people is always a serious matter. There will be experts speaking on the subject of the relationships established between you and your employees as well as legislative activities in Washington, D.C. and at the state level that will have a tremendous effect upon your business.

With all of this, the feeling.is that we encourage you to start now, Just as the program committee has done, to platr ahead. The dates for the conference this year are November 14, 15, & 16. The location is the beautiful Spa in Palm Springs. Hope to see you there.

By ROSS KINCAID executive vice Dresident

l0th Annuul All-lndustry

Marketins Conference was Greatl

Tha conferJnce theme, "Changing Times and Changing Markets" proved to be a very timely and practical subject for the keynote speaker, small group discussions and panel presentations. Held at Olympia. about 160 persons registered and attended on May l9-20.

Keynote speaker Richard D. Snyder, exec. v.p., NLBMDA, Washington, D.C., opened on target with the conference theme. He cited a survey of 4000 small business executives by the Research lnstitute of America which developed these predictions about change:

Increase in people problems

Increase in shifting social values and

Increase in government regulations.

To meet these changes he said businessmen must become totally involved.

Ten small roundtable groups spent I 7z hours discussing the effect ofchange on inventory, sales programs, management-employee relations, market selection and other vital tooics. Members of the Youns Westerner's Club were roundtable discussion leaders.

Following the discussions a panel of six Young Westerner's presented an excellent summary and commentary on the program topics. YWC president Bud LaMarr was chairman and moderator for this afternoon session.

Next day a panel of representing retailers. wholesalers and manu- facturers presented " Bu.t'ing in a Market of Turnroil, Selling in a Market ol Confttsiotr - What are Your Problents?" This was an outstanding panel led by moderator Clay Blackstock.

Each panelist expressed how the pressures of inflation, shortages and other current problems are being met in his DUSlness.

Both the laree and small retailer were represented on- the panel and received some useful and oractical information. This was equally true for the manufacturer and' whdlesaler.

Special thanks should go to Woody Railey, WBMA v.p. and chairman of the conference, and his All Industry Marketing Committee for a great job in developing and carrying out such a fine program.