ARIZONA SGENEqP

FRANK DAVIS executive vice president

RESIDENT Lany Hamman and I attended the NLBMDA Housing Policy Committee meeting in Washington, D.C., in May. Government agency and mortgage people were on the asenda.

The forecas-t for the housing industry in 1980 predicts I million starts

Transit Privileges

(Continued from page 13) of July 19, 1980. The new transit charges within the West on interstate shipments, if not suspended by the Interstate Commerce Commission, will be 36 cents.per 100 pounds, plus surcharges of 0.8Vo and l.2vo, minimum charge $127 .96 per car, including surcharges. A maximum transit charge is not provided in every case. but. in those instances where a maximum charge is provided, the maximum will-not bd less than $268.87, including surcharges.

These increases, if not suspended, should more than cover alleeed deficiencies in carriers' revenuei resulting from transit privileges. However, the railroads continue to actively seek cancellation of privileges which they less than in 1979. Their long range forecast is optimistic with the years from l98l to 1986 reaching the 2 million or more of starts for each year for that period. There are many factors. of course. that could change the picture. such as the inflation ratl and availability of mortgage money. consider to be unprofitable, particularly those which involve substantial out-of-line hauls. In the past year, we have seen hundreds of applications for cancellation of transit operations.

The demand will be there and we are optimistic for the future growth in housing.

In the future, we may anticipate further inroads into transit privileges. Most carriers would rather eliminate them entirely; however, they realize it is not practical to take drastic action which will irreparably harm shippers who depend on transit to maintain their operation. We will see more attempts to eliminate transit through attrition. When new rates are negotiated, they will, in manY cases, be published with provisions that transit privileges will not apply. This has already been done extensivelY in other territories. and to a more limited extent, it has been applied in establishing new rates within the West.

Larry and I visited The Honorable Senator Barry Goldwater and The Honorable Senator Dennis DeConcini. A meeting was arranged for us with The Honorable John Rhodes in his capital office which included The Honorable Eldon Rudd, Bob Srump and Monis Udall. We discussed with our Arizona delegation in Congress the depressed housing industry and BEPS (Building Energy Product Standard). We were well received and appreciated the opportunity to meet with them.

Pres. Hamman and I are spending July and August visiting members of ALBSA.

Super Salesman Signs

Super salesman is a softseller, not a hardseller. His magic "S" covers the following qualities.

o Start the sales meeting by asking about the customer's problems.

o Shift the customer to suggesting ways the problems might be lessened.

o Suit the sales presentation to the needs the customer has revealed.

. Stress what will make the sale.

r Suggest objections before the customer can.

. Sense hostility and try to neutralize it.

. Stop when not succeeding and pave the way for a callback.