N-AWLA Soles-troining Progrom to Stqrt qt Once

The National-American Wholesale Lumber Association will kick off its newly organized "Sales Training Program" this month, initiating what is probably the first "school" for wholesale lumber salesmen in the history of the industry. Tl-re correspondence-styled courses will concentrate on one 'selling and marketing subject for an entire month, with nine such courses running through December 1960-scheduled. In addition, in three-month intervals, April and September, 1960, and January 1961, there will be local one-day meetings in twelve major centers which will afford an opportunity for discussion of subjects covered in previous mailings as well as current topics.

The-meetings, as well as the entire program, will be directed by Sidney Edlund Associates, managemellt counselors, specializing in marketing problems, sales strategy and sales training. Mr. Edlund, a past president of Life Savers, Inc., and Pine Bros., will personally direct the courses and moderate each of the regional meetings.

In commenting on the "How to Sell More Lumber Profitably" program, N-AWLA Past President Don Meredith, says, "Every lumberman knows we can and should modernize our selling methods. And there's never been a better time, now that the manufacturers have launched their powerful advertising program."

John J. iiulroney (lcfrl exeGulive viceprerident N-AWtA

J. Word Alla ( rightt p.esrdenl, NotionqlAmericqn Wholerole Lmber A5sn.

From the manufacturers' point of vielv, Robert \11. Ingram, president of NLMA, notes, "The National Wood Promotion Program is designed to bolster the demand for lumber and wood products. Your Sales Training Program will give our industry the tools it needs to meet and futther encourage the increased demand."

Any Lumber representative is eligible to participate in the program including wl-rcilesalers, manufacturers and commission men. For any organizatiou to get the most out of the program, it is suggested that owners and salesmanagers participate actively along with their represetttatives.

Cost of the nine-months course is $100 for each enrollee, payable in advance. There are no other costs, otl.rer than getting to the meetings. Checks for enrollment should be sent to N-AWLA headquarters, No. 3 East 44th Street, New York 17, New York.-

Basically, the program will work like this: Each month, enrollees will receive sheets with several really good presentations on the particular subjects to be covered that month (see schedule elsewl-rere in article).

Tl-rese presentations will be printed on the left si$e, the right side remaining blank for the enrolle's presentations and suggestions. No matter how good the original presentation may be, hundreds of constructive suggestions will be pouring in from all over tl-re country and valuable prizes will be awarded for the best constructive suggestions.

Enrolles will receive a bulletin reporting the prize winners, constructive suggestions and significant commentsall with credit to those who made them. Each result-getting experience will be incorporated into the original presentations and copies sent out to "students" for their "I\lanual for Improved Selling Methods"-methods which have been proved in the acid test of tough competition right in the industry.

N-AWLA feels sure it has a "down-to-earth" plan in its new Sales Training Program, a course which will provide participating wholesalers, manufacturers and commissiotr men with methods that have been tried and proven over the years by top men in the industry.

Southern California Wholesalers Start Action

Chuck Clay, president of the Wholesale Lumbermen's Assn. of Southern California, gave a comprehensive report on the N-AWLA program at the monthly dinner meetirrg of tlre WLASC, January 12, in the Los Angeles Athletic

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