THE AR'ZONA SCENE

By FRANK DAVIS SecretaryManager

T CANNOT RECALL in my manl-years in r the retail lumber business. when the manufacturer has ofiered so much in the way of education aids for the retail lumber dealer to make more profit. Here are just a few oI them:

(1) Weyerhaeuser developed the Programmed Learning Course on construction, blueprint and estimating series. This course is now being ofiered by the National Lumber and Buildine Material Dealers Association.

(2) Celotex developed "Profitron" a system to analyze your busi-

(3) Georgia-Pacific has their Building Material Dealers Consultine Service to aid the dealer in modernizing his store.

(4) Armstrong Cork Co.'s Building Products Retail with the most recent in Selling Skills Workshop. It was my pleasure to sit in on this workshop. It is certainly a fine way to develop the selling skills of your lumber yard salesmen. The workshop covers nine subject areas:

(1) Role of the salesman.

(2) About customers.

(3) Communicating with customers.

(4) Product knowledge.

(5) Use of time.

(6) Selling upltie-in selling.

(7) Use of phone.

(8) Handling objections.

(9) Closing the sale.

Fifty salesmen attended the workshop held in Phoenix, Arizona, and I am sure these men went back to their yards equipped to do a better job of selling and increase their sales.

These various education aids that I have mentioned do not come free. however. the price you pay is very nominal. I certainly advise every dealer to consider taking advantage of all the aids ofiered by the manufacturer, whether you want to educate your employecs or rcmodel your yard.

This association works closely with the manu{acturer to keep abreast of everything they have to ofier, so the information is just as close as your telephone.