.|ATB IUilBERDA]IDY CO., InG.

Speciolizing in DF Inlerior ond Exterior Jombs ond Cut Stock

Also LumberWholesole Only

N-AWIA to Repeot ond Expond lts Successful Soles-Troining Course

A Lumber Sales-Training Program for manufacturers, wholesalers and commission men will again be ofered by the NationalAmerican Wholesale Lumber Association with the cooperation of 2? industry associations. Employing tJre combined correspondence and seminar methods, the course will utilize the text material developed in the 1960 Program.

Beginning in F'ebruary 1961, enrollees will cover a separate subject each month (each two months in seminar). There will be three all-day review and discussion meeting's. One each in May a^nd November 1961 and January 1962. Seminars are offered in 22 cities in the U.S. and Canada and can be made available in other cities. The course is open to the industry without regard to assoelation membership at 9100 for each enrollee.

fn a^nnouncing the opening of enrollments, National-American points out that the courses have proven beneficial to gEVo of the 1960 enrolles. Responses to an individual questionnaire to the 3g4 enrolles clearly indicates how they have increased sales, do more efrective creative selling and improved tleir margin of profit as the result of participating in the course.

The course is designed to meet the specitrc sales problems of ma;rufacturers, wholesalers and commission men. It deals entirely with lumber and forest products. The text contains hundreds of actual examples of the application of basic sales principles to the sale of lumber.

In the correspondence phase, enrolles will cover one topic at a time on the following schedule:

February-Building Customers, Methods, Case Histories.

March-Pricing: Markets and Competition.

April-Applying Sound Sales Principles to your Business-faceto-face, telephone.

May-Market Development: New Products, substitutes.

June-July-Applying Practical Knowledge grades, species, sizes, quality, manufacture.

August-September---Customer relations-case histories.

October---Credits, Collections, Terms and their efrect on Sales, Volume a.nd Profits.

November-Furchasing and its sigrriflcant relation to Sales.

December-Sales Management: Managing your time, marshalling all of your sales resources. Recruitment.

In addition, the three all-day seminars will provide for review and discussion of the topics, as well as an opportunity to seek solutions to individual sales problems of enrolles. These seminars in May and November 1961, and January 1962, will be personally conducted by Sidney Edlund, director of the Course.

Seminars are planned in the West in Eugene, Oregon; Los Angeles, Portland and San Francisco.

A minimum of 15 enrolles is required for each city. By the same token, other cities will be added when minimum enrollments are received. fn the event that the minimum for a particular location is not met, enrolles may choose an alternate or cancel. This flexibility is considered advisable based on experience with the 1960 prog"am. In that case, seminars were originally offered in nine cities, later expanded to 12 and ffnally to 1b cities.

Virtually all segments of the industry are represented by these associations cooperating in the program:

American Institute of Timber Construction, American Walmrt Manufacturers Association, British Columbia Lumber Manufacturers Association, California Redwood Association, Canadian Lumbermen's Association, Concatenated Order of Hoo-Hoo, F orest Products Research Society, Hardwood plywood Institute, Maple Flooring Manufacturers Association, National Association of Luhber Salesmen, Inc., National Building Material Distributors Association, National Lumber Manufacturers Assoeiation, National Wooden Pallet Manufacturers Association, National Woodwork Manufacturers Association, New Elngland Wholesale Lumber Association, Northeastern Lumber Manufacturers Association. Northern Hardwood and Pine Manufacturers Association, Northern Sash & Door Jobbers Association, Pittsburgh Wholesale Lumber Dealers Association, Southern Pine Association, Southern Sash & Door Jobbers Association, Southwest pine Association, Texas Lumber Manufacturers Association, West Coast Lumbermen's Association, Western Pine Association, Western Red Cedar Lumber Association, and Wholesale Lumbermen's Association of Southern California.

Prompt enrollments are necessary in order to assure early receipt of the first text material as the course starts F.ebruary 1. Requests for a brochurb or enrollment entries should be addressed to Natlonal-Amerlcan Vyholosale Lumber Associaflon. B Dast 44th Streot, New York 17, N. Y.

HOttOW TREE REDWOOD COMPANY

Pn^ono/o

of the lumber flrrn for the past several years and is active in Christian church affairs. Hosted by A. J. MacMlllan, president of Consolidated Lumber Company, a luncheon was given last month to announce the engag:ement of the couple. Among the special guests were wives of Consolidated executives including Mrs. Lela Russell, Mrs. Hilda Wahl and Mrs. Adeline Hotchkiss. Plans for a three-week hone1rmoon in Hawaii are being made for early summer, it was said by the couple shown at left.

Veteran San Rafael retailer Charles Lun{ of the Henry Hess Company, returned home shortly before Christmas and is now on the mend following a lengthy stretch in the hospital, Lamon Lumber's Gordon Saunders slogged through the Oregon territory on a mill safari for a mid-December week.

M. Clothier, a stenographer for the firm will be married in the First Christian church in the harbor city. "l'itz" has been identified in southern California lumber for more than a quarter of a century. IIe headed the wholesale department of the old San Pedro Lumber Company and has been associated with Consolidated since early in the 1950s. He is a past Snark of Hoo-Hoo Club 2 and has been active in the lumber club for more than two decades. Miss Clothier has been in the sales department

Looks as if Bob "Crash" Macfie's really found the combination. Yep, he's passing out cigars again, a baby boy this time, name of Andy, born on November 27 (just following the Baltimore-49er telecast, sez Bob, which makes it one of each for Kilgore Lumber's Bob and his Bernice.

Menlo Park wholesaler Carl Watts and his wife spent the holidays first at Heavenly Valley, Lake Tahoe (Mrs. Watts still hits the slopes on them boards right good), and later at Death Valley, where they thawed out for a spell.

A postcard dated December 7, and mailed from Gibraltar by Mr. and Mrs. Davld Ostin, of the David Ostin Moulding Corp., found the Sacramento couple having a ball on their European excursion and expecting to be home shortly before Christmas. Dave reported the European economy "booming" and hoping "ours is going as well." Amen, Dave. Amen.

Jfun Linderman, Long Beach wholesaler, his wife and family spent Christmas and New Year holidays visiting friends and relatives on their annual safari to Dallas, Texas.

Ernie Bacon, popular wholesale salesman with Neiman-Reed Lumber Co., Van Nuys, spent the holidays with his daughter and son-in-law, Robert Beid, a lumberrnan in Fresno. Ernie misses his Bay cities and Valley friends but he is a confirmed Southlander now.