Exclusively for California . . .

IllE C0SIS and problems of training and hiring good men arc this month's topic of discussion by Bob McBrien.

A recent national study shows that over $l billion is spent annually by U.S. business to recruit and train new salesmen. And over one-third of this amount is wasted due to poor sales management. The average cost of finding and training the right salesman is $900G-and then one of every two quits within the first year.

Two important sales management functions are usually the cause for a salesman's loss of in1s16s1-haining and incentives. Without a planned training program, the man does not advance in his knowledge of your business fast enough to satisfy himself or you. And without some sort of a bonus arrangement based on merit and achievement, he loses the spark whicf, caused you to hire him in the first place.

t'That's all so true," you say, "but what can I do about it?" Just this. Take a few hours and get away from your business with a list of your employees. Go down this list, one by one, and determine in your own mind what additional training would best benefit each man. Then determine how to provide this training. At the same time, it would be a good idea to look at your method of paying salesmen to see if there is a "built.in'o incentive to make them do their best.

The Lumber Merchants Association is most anxious to help retail dealers with their training programs and will soon announce its complete educational program for upcoming months. It is based on popular need and we trust that you will make the most of it, If you aren't members now . . here's another reaion for joining NOW.

lqrson Brothers Move

The 83-year-old Larson Brothers Lumber Co. has purchased the real estate, inventory and equipment of Home Lumber & Supply Co., 14200 W'ashington Avenue, San Leandro and has completed moving into its new location.

Larson Brothers' former site at 591 West Joaquin Avenue lies in the path of the Bay Area Rapid Transit District project. Owners Harry Larson, Sr., and Harry Larson, Jr., plan to supplement existing facilities on the 2.88 acre Washington Avenue site with a new 3,000 square foot mill building.

to more and more California dealers and distributors. For year around supplies of dimension lumber and precision-trimmed studs, depend on D & R and these 4 Oregon and Washington mills;

Old Growth Fir Dimension lrom

F.S.P. Lumber Co., Port Orford, Oregon

Hemlock Studs from Warrenton Lumber Co., Warrenton, Oregon

Hemlock Dimension from Westport Lumber Co., Westport, Oregon

Douglas Fir Studs from Shepherd & Dasher Lumber Co., Longview, Wash.

Fast, regular ocean shipments by barge from Southern Oregon and the Columbia River direct to Southern California.

Now, over 5,000,000 leet of dimension lumber and studs monthly . . , manufactured especially for Southern California construction needs.

Art Neth would appreciate an opportunity to tell you how you and your customers will benefit from using dependable D & R dimension and studs. You can reach him by calling 872-1280 or 783-0544.