WhV A Training Program?

Being o presenlotion delivered by R. Woyne Gordner, Technicol Representolive, Notionol lumber Monufocturers Associotion, before fhe Foll Conference of the lumber Associotion of Southern Coliforniq.

I think each of us will agree on the following points:

I. Our salesmen occupy a very strategic position in the market. ing process.

2. They, more than any one, have the opportunity to increase the prestige and acceptance of our product or jeopardize its competitive position, and, there{ore, its future by their attitude, activities or failure to perform the duties assigned to them.

3. They occupy a position of responsibility, and not being.under close supervision can make errors in judgment, and be generally inefiective. But such errors cannot be discovered, and therefore, quickly rbctified.

Sales training is an educational effort. It is an attempt to make a salesman more effective, and thus more productive in his assignment.

Management should have an interest in three inter-related objectives: (1) to make a salesman as productive as his innate abilities will permit, (2) to reduce the time interval over which efectiveness in the sales position will be attained, (3) and to increase tenure or otherwise reduce turnover. In addition, management is vitally interested in having the product sold well adapted to the buyer's need.

Each of these objectives can be attained to a degree through training.

In February of 1963, the Lumber Joint Action Committee will start a lumher and wood products school. It will run for eight con-

SESSION I _ WEEK OF FEBRUARY 4-8

I. Fundamentals of Wood Growth

A. Growth, how it grows, cell types, etc.

II. Properties of Wood

A. Strength -

B. Moisture content

C. Thermal insulation

1. Comparison with other materials

SESSION II _ WEEK OF FEBRUARY 11-15

LUMBER GRADES

I. Western Coast RegionDelineate area ard major soeci:s

Western Pine RegionDelineate area and major species

California Redwood RegionDelineate area and major species

II. LUMBER CLASSIFICATION BY USE

A. Yard, factory and structural lumber

B. By size

1. Boardsless than 2" and one or more inches wide

2, Dimensions 2-5 thick, 2 or more wide

3. Timbers5" or more in least dimension

III. CHARACNERISTICS AND EFFECTS ON GRAD,E AND USE.

A. Knots

B. Shakes and checks

C. Wane

D. Stain

E. Slope of grain

SESSION III _ WEEK OF FEBRUARY 18-22

Softwood Plywood - Grades, uses, quality control specles available

Hardwood Plywood - Grades, uses, species available, quality control secutive weeks, one night per week for two and a half hours, and will be held at some central location. Present plans call for two hours of lumber and wood product information and the last half hour devoted to sales techniques, and merchandising.

The list of subjects to be considered during the course is given at the end of this presentation. Each will be given by an individual who is not only competent in that field, but one who can present it in a comprehensive manner.

The list of subjects came about as a result of much discussion by the Lumber JAC's Education Committee.

For each man who attends six of the eight meetings, there would be a certificate of completion. All attending would, of course, receive an instruction manual which could be used as a reference material later on.

A definite tuition fee hasn't been arrived at yet, but we feel certain that it will be about $25.00.

The school will be aimed at wholesale and retail salesmen, countermen, and ordermen, plus any other men you feel should attend.

The majority of us fail to recognize the deficiencies of our work. We fail to recognize sound methods of work and repeat them.

Training irnparts a knowledge of accepted methods and through their use men become more productive than otherwise, Their compensation is increased, they are less frustrated, morale is strenethened and turnover is reduced.

EARDWOOD

Species, grades, by NHLA and by use, uses. Point out difference that hardwoods are about RW/L, not by specific sizes as is softwood. Ttrickness difference, standard surfacing.

SESSION IV _ WEEK OF FEBRUARY 25-MARCH 1

Wood floor systems

Joisted floor

Plank and beam system

Subfloor materials

Panelized floor systems

Plant & BeamSubstantial savings in Labor.

. Langer pieces, fewer of them. Cross bridging is eliminated. Larger and fewer nails required. Saves labor at job site - additional framing needed only at heavy load areas, i.e., bathroom-lower floor height. Lower roof height by I"-,Ilz".

Conventional framingconsists of sills, girders, joists, and subflooring.

Panelized floor systems built up at off-site location and trucked in.

Consists of 2 or 3, 2 x 8 joists 16" Q.C. and connected transversely with 2 x 4 blocking and 1 x 3 bridging 2 x 4 and 2 x 2 ties across each end.

Such system cuts erection time for fr,oot by BtVo

SUB FLOOR MATERIALS

Plywood panels

Ply lumber flooring

STOCK AND SPDqIAL MILLWORK

What is stock millwork ?Standardized design in large quantities.

(Continueil on Page 16)

What is special millworkPews, altars, cabinetry ?

How do these fit into the normal retail picture ?

Standard covering millwork such as WIC, AWI, etc.

SESSION V _ WEEK OF MARCH 4,8

HOUSE FBAMING DETAILS

PAINTS & FINISHES

Types of paints

Selection of paint

How much paint

How to paint

Moisture control

Conventionaland post and beam

Advantages of each

Ctaracteristics of each

How to correct paint problems for customers

SESSION VII _ WEDI( OF MARCII T8.22

GLUED LAMINATED WOOD CONSTRUCIION

Preparation for masonry veneer, etc.

Types of conventional framingballoon and platform

Plus furnishing with Wood Construction Data Manuals f1 and 4

MODERN WOOD FASTENERSBOB DIAMOND. TECO

Manufacturing processes

Uses

AITC _ BOB POWELL TITC_TOM BRASSELL

Truss plates

Nails and spikeslimitations

Framing anchors

Split ring connectors

Spiked gids

New developments in this field

SESSION YI _ MARCII 11.15

SIDING AND DECKING

Advantages of wood siding

Esthetic

Insulation values over aluminum

Maintenance as opposed to aluminum

SURFACE TREATMENTS

Primed and unprimed with advantages of each

Any new development in fastenings

Economics of wood siding versus aluminum siding

DECKING

Uses in 2 - 3 - 4, also laminated decking

Species, advantages

For roof decking and as flooring material

Span arrangements

Fire rcciltance

Economics of wood roof decks

SowmillSoles Moves to New Burlingome Offices

Wendell Paquette and John Prime, partners in Sawmill Sales Co., have forsaken the exciting game of "dodge car" on the Bayshore Freervay and moved the company's offices closer to their homes in the San Francisco Peninsula. Formerly located at l4B5 Bayshore Blvd. in San Francisco, 'Wendell and John established new offices

Advantages

Economics

Qrality control

CIIEMICALLY TREATED WOOD_CHUCK LOUGIIBRIDGE

Preservatives used and why

FRTW

Salts used

Effects on wood flow fire resistantIf and where wood can be used

CODBS _ ROD BUCHAN

Ifow does height, area and use of building afrect wood use. Location can be a faetor. Regulations on live loads and working stresses.

SESSION VIII _ WEEI( OF MARCtrI 25-29

SALES TECHNIQUES _ PANEL MEMBERS ar 1499 Bayshore }lighway in Burlingame on November 26.

During the course Vz hour each week will be devoted to how the salesman can use the material presented in a sales presentation. The last session of 2}! hours will be devoted to reviewing briefly those sales techniques which have been discussed plus some additional information on selling.

Such points as talking beneffts, demonstrating the product, selllng with word pictures and closing the sale will be covered.

Customers and suppliers are also asked to note the nerv phone number, 697-6034 (or OX 7-6034, if you are a member of the Anti-Digit Dialing League).

Paquette and Prime formed Sawmill Sales Co. on August l, 1960, after many years of working together at the old Lumber Sales Company, also located at I4B5 Bayshore Blvd. in San Francisco. Both men have been active in northern California industry afiairs, Wendell having served as president of both Dubs, Ltd., and San Francisco Hoo-Hoo Club 9, and John more recently as president of San Francisco Hoo. Hoo Club 9. In addition to the partners, the sales force of Sawmill Sales was recently enlarged with the addition of Jim McKillop, also a well-known northern Califomia lumberman in his own rieht.

Winberg Re-Elecled President of F.M.A.C.

The Board of Directors of the Furniture Manufacturers Association of California has re-elected Bill K. Winberg as its President for a second term. Also re-elected was FMAC Vice-President, William M. Anderson, llew treasurer of the furniture group is Don Bates. The elections took place during the recent FMAC convention at the Mountain Shadows Hotel. Scottsdale. Arizona.

Winberg is President of Bill Karpen Winberg and Company, City of Industry, California. FMAC Vice-President William Anderson is sales manager for Gillespie Furniture Company, Los Angeles, while Don Bates heads the Vista Furniture Company, Anaheim, California.

Newly elected mem'bers of the FMAC Board of Directors include: Don Bates: David Friedman, Vogue Furniture, Los Angeles; Tony Furiani, Mode Furniture, Los Angeles; and Bernard Roberts, Modeline Company, Los Angeles. The Northern California FMAC Chapter was represented by the election of Sylvan Heumann, Metropolitan Furniture Manufacturing Company, S. San Francisco.

NWMA Chonges Chicogo locqfion

On December 5th, the National Woodwork Manufacturers Association moved the location of their Chicago Office to the Riverside Plaza Building, 400 West Madison Street, Chicago 6.

James E. Nolan, Secretary-Manager of NWMA said in announcing the move, that the change was being made to achieve greater efficiencies through increased and better utilization of space. The association will soon celebrate its 36th year of serving the stock millwork industry. Through these years of activities, NWMA has become well recognized as the representing agency for manufacturers of stock wood windows and doors.

Profit Pointers

. The leading packaged door unit.

. A decadeofpioneering, of heavy advertising, has created the demand.

A "natural" for the remodeling market.

A "natural" for the do-it-yourselfer.

. A boon to the small and medium sized builders.

. New sales program is geared to vour needs.

"THE MAN WHO does not read good books, has no advantage over the man who ssn'1 1s6d."-Mark Twain.

ooYou cannot leave footprints in d6vn."-|1. Karl Berns. ** o'There never was-nor will ever Parrish. the sands of time by sitting

* be-a smart liar."-Amos

NEVER tr/RITE AN ungenerous thing to anyone, on any subject, under any circumstances, at any time. Such writing is just plain blundering. * oolf everyone would look after his own affairs, after everybody's.-Frederic Bastiat.

"The love of liberty is th€ hve of others. The love of power is the love of ourselves."-Wm. Hazlitt.

God would look

BY JACK DIONNE

ARTHUR BRISBANE, famous editor wrote: "Prosperity depends on the mental attitude of the people and their private talking. No president, no collection of men, no promises to spend billions can wipe out the bad effects of a nationally pessimistic mood."

o'Never lose an opporrur,lry ,o ]." ,ol"rrring beautiful. Welcome it in every fair face, every fair sky, every fair flower, and thank Him for it who is the fountain of all leyslilsss."-Chas. Kingsley.

Heloise wrote to eUUrl, "rlo.o"rir, seldom chooses the side of the virtuous. and fortune is so blind that in a crowd in where there is perhaps one wise and brave man, it is not to be expected that she should single him out.

If the rut riders, the J*";r*, L good-.r,ough-for-father. and good enough-for-me folks speak ill of you-Rejoice! You may be getting somewhere. But if they speak well of you-Beware ! You may be joining their ranks.

Many people *ho ,p"rr,*. ur"ii-" il ir, .un tell us less of love than the child who lost a dog yesterday.

A truly successful -"r, l. one who i, trying to stir up a little fun and laughter for himself and the other fellow. That is a mission of helpfulness in itself.

HERBERT SPENCER SAID: "No man is equal to his book. All the best products of his mental activity he puts into his book, where they are separated from the mass of inferior products with which they are mingled in his daily talk."

A jaw in gear and a brain in neutral doesn't make an orator; it makes a wind mill.

Put more vision into ,*" ,t*. WUlt inrpir"tion can you get from the billions of stars in the sky if you insist on living in the basement?

A successful man is one who saw an opportunity and grasped it. A great man is one who created an opportunity, grasped it, and then started creating another.

The Prophet Isaiah did "* rri "itiJ, fo, he wrote: "Woe unto those who cause house to join on house, bring field near the field, till there be no more room." (Rough on real estate subdividers.)

The Bible speaks of merchandising in Proverbs, when it says: "H"ppy is the man that findeth wisdom and tfre man that getteth understanding. For the merchandise of it is better than the merchandise of silver, and the gain thereof than fine gold."