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By R0SS KINCAID executive vice president

A T LEAST 150 industry representa- A tives recentlvattended our official 'bpen houoe." Members, manufacturers, wholesalers,. trade associations and other industrv friends were delighted with what they saw.

All join with us in the satisfaction and realization of a facility that not only can do a better job for members but with its location and beauty is a real credit to the distribution industry. (see p. 12)

The ooopen house'n allowed recog- nition and credit to those who made contributionq ' through material signing and bronze plaques.

Special recognition- is due the building committee and officers who spent innumerable hours in planning and follow through. Typical of the leadership always found in WBMA membership, these men readily accepted their responsibilities and in the -discharge of their duties assured Western of a fine facility: Bob Slettedahl (chairman), Bob Bush, Wayne Mattson, Carl Knoll, Ike Parker, Cam Kyle.

"Wow! This is the day!" Oregon members who have received a rather trade with local merchants, all things being equal, certain strict pol' icieJ have been established and are rigidly adhered to:

V/BMA rrrailing with this notation on the envelope will have tangible reason to believe in the benefits of association membership and particularly in participation in the workmen's compensation group program.

$58,089 was the total of all divi' dends earned. $36,643 of this represented the added group dividends, the bonus that was realized through the WBMA group participation.

You know about Regulation Z and 'oTruth in Lending." You are aware of the additional cost of operation and the confusion involved in trying to conform, As expected, the cost to the {ederal government will grow, too. as the Federal Trade 'Commis' sion policies comply. Recently, for ex' ample, the F.T.C. dispatched 77 con' sumer protection specialists to vari' ou, .""iiorr. of the country (Seattle was included) to explain, interpret, detect and correct.

( I ) Completely control the sale.

(2) Advertise direcdY to the con' sumer.

(3) Contract directly with the con'

I7[ANY of our dealers would do lvl *"11 to take a page from the operating manual of a small-town (1601) dealer in Iowa.

Working in a small, modern store, the dealer carries an inventory ranging from "a package of screws to a full line of carpetingo" including a full measure of friendliness. The dealer knows "most of his customers by their first names and they know his. He knows their families, their problems and financial status, their likes and dislikes." The problem or project, he discusses with them becomes 'oour" project, not just "theirs."

The store and its operation is neat and friendly, attractive to peopleespecially to women who account for X)/o of. its business. "Rural people," the dealer says, "have the reputation of being hard bargainers. But they are quite aware of other values besides price. We give them service, quality, know-how, absolute integrity, and the assurance of lasting satisfaction."

On the basis that local people would

Sell the complete packagethe new homeo home imProve' ment, etc.

Design when necessarY. Hire a construction crew, in' cluding supervision and labor. Handle financing. Honor every commitment made.

Make every effort to be sure the custqrher is haPPY and is willing to tell others.