SOUTHLAIilD

By WAYNE executive vice president

\ t tE often hear the expression { [ "We've got to get back to the basic element of the thing" and in most respects, we all agree with the philosophy; but we just never do anything about it.

The LASC board of directors adopted a concept a few months ago of getting "back to the basics."

One of the first steps was to establish a committee to develop a five year plan for the association. This committee, composed of retail, wholesale and associate members. mef and reviewed material and , spread their thoughts about the industry and its future out on the table. Now the effects of that committee's work is beginning to show.

Revolving around the theme of "nothing happensuntil a sale is made," a group met and discussed how the stocking retail lumber and buildingmaterials dealer could effectively sell the contractor and compete for his business against the direct mill ship- ment and the non-stocking agent, be he called retailer, wholesaler, framing contractor or whatever.

Some pretty heady stuff came up. The first open meeting for members on this subject took place at La Costa on May 16. About 40 people sat in and really discussed the subject with interest. A similar situation will exist in November at the Palm Springs Conference. Additionally, some contractors calls will be made by the association to promote the concept.

Supplementing this theme of selling to the contractor, an "Ask For Action Selling Skills," program was conducted by Ray Cusato for salesmen. Basic selling skills were discussed and the people attending really got a lot out of it.

Many of the younger people in the industry were in need of just such information and help; the basics of how to sell lumber and the related services you can furnish; unique services, that only you can provide. The program helped all those who attended put that information together into a sales message with impact.

As there is always need for more knowledge, a new sales program will be presented in October. It will help all sales personnel build on the foundation that was developed in the first series of meetings.

Special sessions were held for owners and managers on "building a quality sales organization" so they can effectively evaluate, assist and develop the sales talent in their organizations.

In September there will be a meeting on "credits and collections for the lumber dealer:" how to do a better job. Future meetings will cover other subjects that have a direct and basic effect on the profitability of every lumber and building material distributor.

"Back to Basics" isn't going to be just another time-worn phrase for members of LASC. Its going to be a meaningful, viable effort on the part of their association to help them help themselves, for a better today and a brighter, profitable tomorrow.

If you are a member, plan to participate. If you are not a member, consider becoming one and reap the benefits of these as well as other programs and activities conducted by LASC to benefit its members.