Nf A NA NEI'VS

By R. V. PETERSET{ executive vice president

f\NE OF THE deadly sins lor thc av\J erage building materials dealer is that of preoccupation with the routine of daily chores. In other words--being in a rut'

Admittedly, it is difficult not to be snowed under by the myriad of details confronting the average manager. Yet proper orienta' tion of ideas, goals and perspectives should permit at least occasional exposure to the world above the rut occasional opportunity to reach out {or new ideas. broader information, changes in scene.

How many are too busy to spend a few minutes questioning a salesman about the technical aspects o{ his products, about the marketability, refinements and new product usage? How many take advantage of the "specialist's" eagerness and enthusiasm and give him an opportunity to get his message across to the yard and office employ- ecs? The peoplc need to know the facts so they can do a better job, yet too frequcntly have little chance to acquire the information.

There is a certain mutuality o{ guilt on the part o{ buyer and seller. Eagerness and enthusiasm on the seller's part must be met with interest and receptivity from the buyer or therc' is no communication from which ,both parties profit. And, since a manager's duties include employee training and education, what better opportunity than to take advantage of everyday exposure to the sources of these new ideas. products and usages?

Nor should that manager ignore the silent salesmen which do not intrude but await his convenience-the trade publications. These are unexcelled sources of fact and figure, ideas and inspiration. And they are available at all times with instant communication.

lofqsq Lumber Co. Formed

Phillip Latasa has formed Latasa Lumber Co., with offices in Beverly Hills, Calif.

Phil Lata-"a has been connected with all phases of the hardwood lumber and dimension business from the mills throueh distrihution for over 20 1ears. He will continue to represcnt Hartzell Walnut Inc., Piqua, Ohio; J. H. Monteath Co., New York City; Robinson Lumber Co., New Orleans; and Williams-Brownell, Inc., Asheville, N. C.

The firm will also wholesale domestic and imported hardwoods and dimension.

New Woodlqnd Distributorship

Victor L. Robertson has opened an exclusive distributorship for Woodland Products, Inc. under the name Valley Products Co., Concord, Calif. Robertson was formerly sales manager for the firm, headed by Frank Robertson, his brother.

The distributorship covers Bakersfield north to Oregon and east to Nevada. Joe Vrovance heads sales, operating out of San Jose.

The line includes Woodland cedar scallop mouldings, picture frame mouldings, chalk and cork boards.

They are manufactured at the company's plant in Pomona, Calif.