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"deserted and left to sell himself at the most critical point." He reminded his dealer audience that medern mass-marketing techniques do not remove the need for personal selling in this industry, but that such devices should be fully utilized to strengthen and support the salesman.

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"No system, no technique, no display, no gimmick, no advertisement, has ever-or will ever-be developed that can sell a human being as well as by the personality of another human being," Mr. Baker emphasized.

Chairman of the Breakfast meeting, which was the Exposition's opening event, was NRLDA President James C. O'Malley, vice-president of retail yards of the O'Malley Lumber Company, Phoenix, Ariz.

Home Improvement

"Organize for Profits With a Better-Living Program" brought out many important points which dealers should consider in planning and setting up a home improvement merchandising program. Four successful building material dealers, relating their own case histories, told how they have organized their businesses to benefit from the "better living" market. Highlighted in the discussions were the "gigantic" potential'for improvement in both new and old homes, how to develop an organization to fit your own business, how to work with your con.tractors, training of personnel, package jobs that will sell and how to estimate them, creating the desire for "better living," making it easy