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Finol Winners Nqmed in lBl's 1960 Pockoge Sqlesmqn Contest

Chicago, Ill.-F'inal winners have been selected in the Insulation Board fnstitute's 1960 Package Salesman Contest for retail building materials sales personnel, J. V. Jones, IBI president, reports.

Winner of the grand prize, 92,500 cash, was F.ra,ncis N. Smith, mamager, F. N. Smith & Son lumberyard, pontiac, Ill. Smith won the grand prize with his Package Salesman entry which told the story of how he made a remodeling sale which converted an oldfashioned, two-story farm house into a modern, one-story home. Smith reJated how he used the ,package-selling approach' to build a farmer's inquiry about dimension lumber into more than a $6,000 sale.

Winners in the third and final round of the package Salesman Contest include:

$500 First-Place winner: M. G. Delay, Lester-Wiley Lumber Co., Chatham, fU. Delay's entry told how he ,,parlayed" a request to fix a roof leak into a 91,711 remodeling sale which included a new roof, a new kitchen with an insulation board tile ceiling, and two storage .closets.

$250 Second-Place winner: Bernard J. Bush, Central Lumber & Supply Co., Inc., SeJrmour, Ind. Bush told the story of how he convin.gd a family they would be more money ahead if they remodeled their old home rather than buy a new home from a competitor. Bush successfully wrapped up a huge g14,24b package remodeling sale.

$100 Third-Place winner: E. C. Schoeneman, Brownson Lumber Co., Wenatchee, Wash. Schoeneman's entry in the package Salesman contest told how he successfully developed a method for insulating pre-fab steel buildings using insulation board sheathing as a key ingredient. Schoeneman sold the first building for g3g,blb for an apple cold storage warehouse and packing plant; then he followed up t}re first sale with four more just like it.

Runner-up winners, each of whom receive a g50 cash prize, include:

James C. Stewart, H. D. Gould Co., Middletown, N.y.; Jack Haugh, Barr-Thomas Lumber Co., Fairmont, W. Va.; L. T. powel, Hoppe Lumber Co., Grand fsland, Neb.; George S. Smart, South- port (Ind.) Lumber Co., and paul B. Lyon, G. S. Lyon & Sons Lumber & Mfg. Co., Decatur, Ill.

-_Dealer sales personnel from every state in the Union, except Hawaii, entered the contests to tell the story of their moit satisfying package sale. The entries covered an amazing variety of package sales that dealers made to residential, commercial. business and industrial customers. Values of the individual sales ranged from a 930 order for an insulation board acoustical ceiling tile package to a 940,000 sale of materials to a tract builder.

Senring \i/ith Art Hood on the judges panel were II. R. (Cotton)

Northup, executive vice-president, National Retail Lumber Dealers Association, and S. M, Van Kirk, general manager, National Building Materials Distributors Association.

IBf member companies, each of which shared in the sponsorship of the Packag:e SaJesrnan contest, include: The Celotex Corp., Chicago; The Flintkote Co., New York; Johns-Manville SaGs Corp., New York; Pioneer Div., The Flintkote Co., Los Ang'eles, Calif., and Wood Conversion Co., St. Paul, Minn.