BEL.AIR DOOR CO. MANUFACTURES PARTS FOR YOUR REPLACEMENT NEEDS

Pqlco Ups Scholorship Plon

Edward M. Carpenter, exec. vp., The Pacific Lumber Co., Scotia and San Francisco, has announced a signifi' cant change in the A. Stanwmd Murphy Memorial Schol' arship Program, effective with the class of 1971.

Tho cash award for each scholarship has been increased to $2,000, payable over a four year period, up from $1,000.

An unlimited number of $2,000 scholarships will be available to sons and daughters of eligible Palco em' ployees with the basic qualifications still being admission to and continued enrollment in an acceptably accredited four-year college or university.

As to the timing of this increase, Carpenter said that although some signs point to a more enc.ouraging picture in the future, the market for forest products is still depressed. .Despite this, Palco decided to increase the scholarships because of the rapidly increasing costs of higher education, and of the financial strains imposed on parents of col'lege students,

G-P Ponel Gets OK

The Good Housekeeping Consumers Guaranty Seal has been awarded to Rio Grand6. the newest decorative hardwood paneling from Georgia-Pacific Corp.

The Good Housekeeping Seal guarantees the paneling against delamination and othe4 structural defects for the life of the inslallation.

This well-known and respected seal provides an additional convinsing sales feature when talking to consumers and builders.

Arcolo Redwood Sues Gov'f.

Arcata National Corp. has filed a suit for $121.6 mil' lidn against the federal government to compensate for some 11,000 acres of redwood land taken for the redwood national park in northern California.

Arcata Redwood has terrned an ofier ol 846.2 million Ior tle land as "grossly inadequate.o' Its claim is based on a recently completed appraisal.

The company has received $17.8 million from the gov' drnment in part payment of $33 million allocated to it by the Congress.

, Opportunity for litigation was provided by the public law creating the park if parties involved are unable to reach agreement.

Pqrficleboord Output Up 20%

Particleboard manufacturing in the United States has set another new mark. The U.S. Department of Com' merce, reports that particleboard production reached l,?05 million sq. ft. 1t/4-in. basis), eclipsing the 1968 output oL l,425 million sq. ft. by a margin of 20 percent.

The value was placed at about $208 million, some $66 million over 1968.

L.A. Club Chorges On

The active Los Angeles Hoo.Hoo Club concatenated an afternoon of golf, a session at the 19th hole and a dinner meeting and movie at their most rec€nt conclava

Honored with the Pr€sentation of the past president's pin was last yearos snark Don Stobaugh. Through rafle tickets, the qlub members contributed generously to a charity program being aided by Weyerhaeuser's Johnny Lipani.

John Eckstein, the ofrcial golf starter, gave out the links hardware to Jim Barnes for low gross and Bob Goetze for low net. Bob and Bill Hoaglund had tied, but Bob nlon the toss of the coin.

Earl Babbitt won the first flight, Don Bailey topped tte seond flight and Bill Hoaglund was fust in the third flight.

A film of the N.Y. Mets winning lsst year's World Series capped tle meeting.

by George N. Kohn, Morketing Consuhonl Copynght-Curp N. Kaha

Whot About Poyolo?

A young salesman stormed into his supervisor's office one day and demanded a new territory.

"How come?" the boss asked.

"Everybody wants payola before they'll give me an order," the salesman replied.

"Do you mean that buyers have solicited you for a bribe?" he questioned.

"W'ell not exaclly," he said, "but I get the feeling that they'll give me an order if I pay them ofi. Besides, I've heard rumors that all the purchasing agents are on the take."

This salesman was not given a new territory. He was fired. He had had a very poor record of earning and the sales manager decided thai he used the payola accusation to cover up his failings.

Look At Thi Facts

The famed Al Smith used to sav. "Let's look at the record." I think that's a good idea in selling.

Anyone in business knows that some unsavory practice exists. It must be admitted that there probably are some buyers or purchasing agents who work on a payola basis. But they represent a minute percentage of the total doing business with salesmen, From my experience in marketing I would estimate that less than one out of 100 actually engages in this kind of activity.

I have found that the payola bugaboo is most often merely an assumption on the part of the salesman and nEPnlHfS Fon SllESnil , hls is a condensed version. Each lesson ls ayailable in an exoanded form, In a 4-page brochure, size grrxll. brlnted In 2. cotors on white glossy paper and is'3-hole punched to fit any standard 3.ring bindsr. Each suDject In this expanded v0rsion is fully and completely. developed in comprehensive -detail and includes a sglf.examinaflon qulz for sales. men, Prlces are as follows: I t0 3 copi$ (0f .adt rrflctrl.-......i0 Grntt laclr even worse-an excuse for poor per. formance,

Case History

A mechanical contractor, Joe Billings, once called his salesmen together and gave them the word: "Go out and show the engineers in the prospect firms a good time." The salesmen were told further that they need not spare any expense.

Well, even in our expense account economy this was quite a boon for the salesmen and they tackled the Lssignment with great enthusiasm. Never had engineers eaten and drunk so well. Joe Billings meanwhile sat back and waited for the expected orders to come in.

He waited a long time. He might have waited even longer had not someone straightened out his thinking.

Joe's benefactor was the owner of an engineering firm Joe had been trying to woo with his all out campaign in high living.

The owner got right to the point.

'olt's a waste of time and monev." the owner said bluntly. "Our engineers are college trained experts who recommend purchases on the basis of quality, performance and cost. I'd fire any one of them in a moment if I thought he was being over-influenced by a steak dinner,"

From then on Joe concentrated on training his salesmen to make sound presentations. His business improved considerably in a few rnonths.

The buyers who ask for payola are rare. If you should encounter one don't make the slightest move toward any negotiation.

!g !0 19 coDler (of r.dr rrtlclc)..37r4 G.||t3 .ach !g t0 99 cople3 (0t .fth rrflcl.)......30 ccnb !|Gh 100 or rnor. coDle3 (of a.ch rUclr)..2! crntr reh Ihe entire series nay be pre.ofdered or Indlvidual articles may be ordered by number adatress orders t0 the Ge0rgr il. l(|ln co., Department Tp. 212 Fifth Ave., Nsw York, N, Y. 10010. When ordering, please mentlon The Merchant Magazine, Pasadena, Calif.

Play It Dumb

If he hints at or suggests payola, pretend you don't understand him; play it dumb. If he asks outright, tell him flatly that you do not do busi:ress that way. If he makes it clear that the only way you will get an order is by making a payoff, I believe you are justified in reporting this to your superiors. A wound that is not treated becomes infected.

Ron Howes, a loundry machinery salesman, had an interesting experience with a purchasing agent, who demanded a thrie percent cut on the orders he gave.

"I refused," said Ron, "and I left his office. Five minutes later I called my headquarters and informed them of the incident. My boss listened care. fully and then told me to return to my hotel room and wait for a call.

"It came in 45 minutes. My boss said I was to go back to the company where I would be given an order. I made a dandy sale but not with the same purchasing agent. He had been canned. The marketing manager of my company had phoned the president of the prospect firm and related my story. The president was so mad he fired the agent on the spot after the latter admitted my charge."

It's easy to make yourself immune to paydla. Simply ignore it. Have you built up the right attitude toward this unwholesome practice? Try this quiz and see. If you can answer ttyes" at least six times, you have nothing to fear.

l. Are you against payola in principle? YesD NoD

2. Do you condemn the practice publicly? YesD NoD

3. Do you refuse to engage in any discussion of it with a buyer? Yes n No D

4. Do you demand facts when you hear rumors about payola? Yes ! ilo !

5. Do you squelch ihose rumors?Yes,D No E

Yes,[ ! yourself

6. 0o you try to make yourself helpful and useful to the purchasing agent? Yes,i No,E

7. I4rould you report a solicitation of payola? Yes,E No tr

8. Are you awarc of the damage payola could do to your reputation and that ol your firm? YesD Notr

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