THE SOUTHLAND

By WAYNE executive vice president

tlHE Annual Management Conferr ence of the Lumber Assn. of Southern California convenes November 16-17-18 at the El Mirador Hotel in Palm Springs.

At 10:30 a.m., Nwember 16, the 22nd annual will officially get under$tay.

Many of those attending will have anived at the hotel the day before and had the chance to socialize some.

At the opemng, president Leon Lauderbach will make his weicoming speech, report on the progress of the asgociation during 1972. And progress it has! In addition, some comment will be made on futurB plans for grourth.

Follovring Leon will be the keynote speaker, Robert Morgan, president of the California Mortgage Bankers Assn. and president of Colwell Co. in Los Angeles. This gentleman is very knowledgeable in the constnrction lending field, as well as building' and will share his thoughts about the next few year's of conshnrction activity in southern California.

The executive committee and the board of directors will have ofrcially met for their fourth meeting during 1972 alrld, elected new ofrcers for 1973. Others participating in the program are Henry K. Ilobitz, Californie resources mana.g'er for Simpson Timber Co.; Peter V. Speek, pr.esident of Fremont Forest Products; John Kelly, president of the West Coast Lumber Inspection Bureau; Paul Sause, president of Sause Bros. Ocean Towing Co.; a Sierra Club representative, a U. S. Forest Serviee representative, plus others from the retail a,nd wholesale segments of the industry.

(1) Intmduction to selling.

(2) Your job in successful selling.

(3) Telephone selling.

(4) Product knowledge.

(5) Customer analysis.

(6) Greative consumer communications.

(7) Suggestion s€lling.

(8) Solvins your problems in selling.

(9) Overroming objections.

(10) Closing the sale.

A registration fee of $25 is being pharged for enrollment in the workshop.

Dealers are urged to enroll their firm's key employees involved in selling. We expect a record turnout for the ever*.

To be discussed is Environmental Impact, Log Supp,ly, TlanspoartationLocal and Iong Distance, Price Stabilization, Distribution From Mill to Contractor, Occupational Safety and Health, plus other items that are of current interest and concern.

Complete your reservation form as soon as it is received and return it to Lumber Assn. of Southern California.

New Mr. Plywood in Porflqnd

The new $600,000 "Mr Plywoodo' store pictured is now nearly ready, near West Slope in Portland, according to Robert Kordish, president of Consumer Building Marts, [nc., owner-operators of the four t'Mr. Plywoodt' stores.

The 30,000 sq. ft. store will carry a wide selection of pre-finished plywood paneling and other related home improvement materials. Dealing primarily with the d-i-y tradeo each outlet carries about 80-100 varieties of panels, plus mouldings, unfinished panels, siding and sheathing.

Their Denver store on W. Colfax Ave. sufrered $200,000 damage in a mid-September fire.

re oul for y could moke Abitibi line r llEU tR. PLYW000 store near Portland's Xlest Slope is Consumer Building Marts, lnc.'s fourth store in the West. Otrers are in Denrrcr, Seattle and another in Portland. They plan to expand throughurt the West.

COSTS OF HANDI.ING PROFITS FROAA SELIING 4x8 PANELING JUST ONE 4x8 PANEI.

Building Costs Down Slightly

Construction costs across the nation rose an average of 5.9 percent for the year ending September 30, compared to 7.8 percent a year ago, says Dodge Building Cost Serv. ices.

Contributing to the 5.9 percent increase w&s ar ay€r' age 4.9 percent rise in the cost of building materials.

Lobor costs lo order pcneling; lo inventory ond hondle it when it orrives; to put it out for disploy; to figure o competitive selling price; to help customer select o pottern; to hondle it ofler the sole; to exploin how to instoll ir.

TOTAT COSTS t_.-...-.......-- low Priced Abitibi 8Ol* $2.3Or.*

+Averoged pennyprofit.

* *rdveroged dollor profit per ponel over entire Abitibi line bosed on overoged selling prices in this oreq.

TOTAT PROFITS t. -.._..-......

PROF|TS t...-..-.---.---