Western Retoil Lumbermen's Associotion Meets Chqllenge of the 6O's qt 57th Annuol in Spokone

By Horry O'Dqniel Mirchell

Seattle-"Sell Like Sixty" was the theme of the Western Retail Lumbermen's Association at its greatest gettogether in fifty-seven years at Spokane, Washington, February 16, 17 and 18.

The great conclave, which assembled 800 delegates and trade-show exhibitors from all over the West and Alaska at the. Davenport hotel, was loaded with an impressive array of top-flight speakers who presented a rare combination of inspirational talks and hard-headed, down-to-earth messages that will serve as beacons for the area's retail lumber and building material dealers and home builders in meeting the challenge of the 60s.

From the speakers' stage came such ringing phrases as: "It isn't the tele- that's ringing-it'sthe register !" . .Sp"."d more to make the luture lllstead ot trying to read it !" . . . "Be as dynamic as the growing America we live in !"

"The future is only as big as you are !" "Don't walk like a dead marl on a furlough-come alive and stay alive !"

New Officers Elected

Raymond E. Morgan of Morgan Builders Supply, Inc., Walla Walla, Wash., was elected to guide the destinies of the Western Retail Lumbermen's Association as president for 1960. He succeeds W. H. "Bill" Gerretsen of Gerretsen Building Supply Company, Roseburg, Oregon, who did such an effective job during 1959. Others elected are :

Vice-PresidentsGeorge Jacobsen, Lloyd Lumber Co., Nampa, Idaho; F'rank J. Rima, Rima-Hughes Lumber & truel Co., Pullman, Wash.; George Borgen, Builders S,rpply, Baker, Ore.; Alan H. Knox, Lakeside Lumber Co., Oswego, Ore.; W. Stewart Orr, Three

C's Lumber eo., Grants Pass, Ore.; Thomas B. Beil, Ray Beil Lumber Co., Spokane, Wash.; Richard T. Wasson, The H. O. Seiffert Co., Everett, Wash.; Ralph Wall, Hyak Lumber & Millwork, Inc., Olympia, Wash., and Lyle Anderson, Ketchikan Spruce. Mills, Anchorage, Alaska.

New Directors: Clarence O. Leland. Home Lumber Co., Lewiston, and lames C. Hayes, Boise Cascade Corp., -Boise -for Idaho; Allen Richert, Stafford Lumber Co., Seaside; Newton A. King, King Building Supply, Portland; Wyman llammer, Hammer Lumber Co., Eugene, and Jack Haines. MillerHaines Building Supply, Albany-for Oregon ; John Stoltenberg, Stevens Lumber Co., Cashmere; W. A. Hunnewell, North Grove Lumber Co., Seattle; A. H. Parker, Manette Lurnber Co., Bremerton; Ernie R. Nailor,

Business Sessions

Marie Antoinette Ballroom

Tuesday, Febru'ary 16 il'uesday Morning-Register and See Exhibits

Music 1:15 p.m.-Opens 1:30 p.m.

'President W. H. Gerretsen, Presiding Invocation..Rev. Kenneth M. Snyder, Vicar

Saint Stephen's Episcopal Church, Spokane

Welcome ......Miss Spokane

"Mr. Dealer, Look in the Mirror".

Robert Berian Jones

Look Magazine

Jack Schwartz Telephone Sales Clinic

.Jack Schwartz

Los Angeles, California

Election of Officers

Announcements-Prize Drawings-

Wednesday, February 17 7:30 a.m.

President W. H. Gerretsen, Presiding

Breakfast Clinic-Marie Antoinette BalLroonr Women Welcome

"Selling the Whole Package"..F. O. Marion Second NRLDA Salesmaker Program

V ic e- P re s iden t-S al es.

Masonite Corporation, Chicago, Illinois

"Building More Profit Through Wood Fences" ......O, K, Ruotsi

Midway Lumber Supply, Portland, Oregon

"Better Homes in Jig-Time"..John B. Egan Director Sales Training, Wood Conversion Co., St. Paul, Minn.

"A Look at 1960 and the Moderator, Francis W. Brown Resource Panel:

Architect-Charles W. Johnston

Johnston & Smith, Payette; Idaho

Mortgage. Banker-Albert L. Buchner Commonwealth, Inc., Portland, O,regon Home Improvement Lender-

Robert R. Murray

Prudential Savings & Loan Association, Salt Lake City, Utah

Distrirbutor-M. C. Blackstock

Lumber Supply & Warehouse Company, Seattle, Washington

Dealer Interrogators:

Alaska-Lyle Anderson

Ketchikan Spruce Mills

Idaho-Ralph Husom

Madison Lumber & Mill Company

Oregon-Forest O. Garrigus

Garrigus Builders Supply Company

Washington-Leo Sullivan

Lakeside-Western Lumber Company

Spend the Afternoon Viewing the Exhibits ***

Thursday, February 18

Thursday Morning-See Exhibits

Music 1:15 p.m.-Opens 1:30 p.m.

President W. H. Gerretsen, Presiding

"The Case of the Employer's Dilernna" or "Who's Strangling Your Business?"...

Puget Players

"Sustained Selling".......John K. Minnoch Sales Consultant & Humorist, Chicago, Illinois

Announcement of Winners :

Exhibitors' Prizes

WRLA Prize Drawings-Adjournment

Nailor Lumber Co., Port Angeles, and Stewart Krieger, White River Lumber Co., Pasco-for, \A/ashir.rgton.

The election of Morgan is signiticant in that the association was founded in his native city, Walla Walla, on Marcl.r 28, 1903.

A high spot in the program was "A Look at 1960 and the 'SQ'5"-4 panel discussion that analyzed the outlook and trend in home building. A resource panel consisted of an architect, Charles W. Johnston of Johnston & Smith, Payette, Idaho; a mortgage banker, John E. Austin, vice-president, Securities - Intermountain, Inc., Spo- kane; a home-improvement lender, Robert R. Murrav. Prudential Federal Savings and Loin Association, Salt Lake City, and a distributor, M. Clay Blackstock, Lumber Supply and Warehouse Company, Seattle, who is president of the National Building Material Distribrrtors Association.

The brains of these exoerts were "picked" by four dealer irrtirrogators:

A Flower-A Smile

"Whatever a man's age," said Mark Twain, "he can reduce it several years by putting a bright colored flower in his buttonhole."

A smile can do even more.

Try walking down the street and watching faces some day if you want to understand what a grim atomic age we are in. I suspect most of the people you would meet have forgotten they have two good eyes, two good ears, a healthy body and a good appetite. Little worries have robbed them of their smiles.

Put a fresh flower on your lapel today, but if one isn't available, you can do something better, think of God's goodness to you and wear a smile as you go about your work. The whole world hungers for a smile.Quoted by Jack Schwartz.

the vital place of the money lender, the builder and the material dealer as the tl.rree legs which were tied together !y th. architect. His message was focused on the need for new thinking in keeping abreast of and utilizing the latest developmeltts in nraterials an<l builcling techr.riques.

Forest O. Garrigus, Garrigus Builders Supply Co., NlcX4innville, Oregon; Leo Sullivan, Lakeside \\restern Lumber Co., Mt. Vernon, Wash.; Lyle Anderson, Ketchikan Spruce Co., Anchorage, Alaska, and Ralph llusom, Madison Lumber and Mill Co.. Sookane. F'rancis \V. Brown, editor of '"Western Building," acted as moderator.

Johnston outlined the helpful role of the architect in assisting the dealer to plan and coordinate building plans for the dealer's customers. He presented a graphic triangle to illustrate

'Western Retail

W. H.. Gerretsen, Gerretscn Lluilding Supt'ly Co., Koseburg, Ur(g. 'nVice-Presi&nts

Gorge Jacobsen, Lloyd l,urnher Co,, Narrrla, l,laho

Frank J. Rima, Rima-Hughes Lumber &'Fuel Co.. Pullman, Washington

R. E. Mogan, Moryan Builders Supply, hc., Walla Walla, Washington

G, L. Cavitt, Copeland Lumber Co., Multnornah, C)re.

R. B. Thierolf, Big Pines Lumber Co., Medford. Ore.

Thomas B. Beit, Ray Reil Lumber Co.. Sookane. Wash.

Richard T. Wason, 'lhe H. O. Seiffert Co., Everett. Wash,

George gsbone, Northwest Lumber & N{illwork. Inc.. Chehalis. Washington

Lyle Anderson. KeGhikan Spruce Milts, Anchorage, Alaska

Board of Directors Idaho

J. M. Bettis, f rriqators Lumber Co., Caldwell

D._E. Fisher, Boise Cascade Corp., Boise

Ro!9rt !-ishtfiel{ Gallup Yards, Inc., Moscow

A. E. Montgomery, Boise Cascade Corp,, Boise Oreqon

Lyle Canington, -T. W. Coreland Yards. Bend

Clifford Clayton, Internarional Paper fo., Long-Bell Division, Klamath Falls

Roger K. Conrad, W. J. Conrad Lumber Co., Inc., Coos Bav

Don O. C6rkill, City Lumher Co., Astoria

Alan H. Knox. Lakeside Lumber Co.. Osweso

Charles J. Kudlac, \'alley Lumber Co., Gran"ts Pass

Austin citecl the clifficulties facecl bv builders witha tight-n.roney r-narket and suggested steps which call be taken by dealers to cleal with the situation: work closely with builclers, be aware of trends in real estate ar"rd land, study developments ir.r apartmenthouse and light commercial construction and get abreast of new trends in custom-built homes.

Mrrrray stressed tl.re opportunity for dealers in handling home improvement financing for their customers through discounting arrangements with lenders. He stated that in times of tight money, lenders like consumer credit because of its high repayment rate and that lenders will restrict consumer lending only as a last resort. He pointed out that helpful financing by the dealer is half of the selling job and helps to close sales on the spot, besides giving the dealer control of funds and adding to his prestige with customers.

"Look" Magazine's secret conslrmerclealer survey was presented by Robert Berian Jor.res of San Francisco ancl Ifrnie R. Nailor of Nailor Lumber Co., Port Angeles, Wash., with the film entitled "Mr. Dealer. Look in the Mirror." This was an eye-opener showing l-row apathy and indifference on the part of sales personnel frecluently turn away crlstomers. Jones pointecl to the

M. F. Moyer, Eugene I'laning Mill, Eugene

W. F. Scharpf, Scharpi's l'win Oalis ltuilders Supply Co., Albany

O. t-. Withera, Woodburn Lumber Co., Wm,lbrrrrr

F. F. Zirkle, Van Patten Lumber Co., I'cndleton Washington

Xavier Bake, Baker Lumber Co., Kelso

Earl J, Fosse, Standard Lumber Co., Great Northern Jlranch, Wenatchee

John H. Kmdall, Standard Lumber Co., Slokane

Carl Knoll, Knoll Lumber & Hardware Co., Kenmore

Wayne Matton, hgarr Lumber Co., Seattle

Richard C. Miller, Helliesen Lumber & Supply Co., Yakima

R. Munrc Pino, Bruce Lumber Co., Bremertorl

T. C. Rowe, I-umbermen's Mercantile Co.. Sheltorr

M. G. _Vander Griend, Vander C riend Lumber Co., l,ynoen

D. L. Walch, White River Lumber Co., Pasco National Director

W. W. M^cCreadx, W. J. McCready Lurrrber Co.. foresl brove, uregon

1959 Executive Comittee

Wayne Mattson, Chairman

J. M. Bettis

W. F. Scharpf

W. fI. Gorretsen

Monis S. Tarte

Ross G. Kincaid WRLA Staff

Ross G. Kin@id, trlanaging Director

Randall Gre

Felix W. Johnson

Co-Choimq

John H. Kendqll

Dorcthy Butcher

A,lice Stewart

Exhibitors

Air-Mac, Inc., Seattle, Washington

American Flmr Machine Company, Seattle, Wash.

Anerock Corporation, Rockford, Illinois

Anderson Corporation, Baylnrt, Minnesota

Assaiation of Washington Industries, Seattle, Wash.

C. A. Astrup Company, Seattle, Washington

Berry Door Corporation, Birmingham, Michigan

IJestwall Gypsum Company, Seattle, Washington

Caradco, Incorporated, Dubuque, fowa

The Celotex Corporation, Chicago, Illinois

Certain-teed Products Corporation, Sattle, Wash.

Clarke Floor Machine Company, Muskegon, Michigar

Columbia Dmr Co., Portland, Oregon

Columbia River Paper Co., Lumber Div., Salem, C)te.

Cowman-Campbell Paint Co., Seattle, Washington

Terry W. DeCou, Vancouver, W'ashington

Douglas Fir Plywood Associatim, Tacoma, Wash.

E. I. duPont de Nemours & Cl.. Burlingame, Calif.

Durell Products. Inc.,,Seattle, Washington

Exchange Lumber & Mfg. Co.. Spokane. Washihgton

Everlite Corpcration, Seattle, Washingtqa

Fibreboard Papet Produc+s Corp-, Sac Francisco, Calif.

Forest Fiber Products Company, Forest Grove, Ore.

Lloyd A. Fry Rrcfing Company. Portland. Oregon

Gmrgia-Pacific Corlnration, Sookane, Washington

Hardware Wholesalers, Inc., Spokane, Washington

Insulite Division, Minnesota & Ontario Paper Co., Minneagrlis, Minn.

Int'I. Paper Co., Isg-Bell Div., Longview, Wash.

Johns-Manville Sales Corporation, New Yor'l<. N. Y.

Kaiser Arum. & Chem. Sales, Inc., Oakland, Calif.

Kaiser Gypsum Company, Inc., S€attle, Washington

Kwikset Sales & Service Co., Anaheim, California l-undgren Dealers Supply, fnc.,' 4coma, Washington

Marsh Wall Products, Inc., Dover, Ohio

Masonite Corporation, Chicago, Illinois

National Plan Service, Inc., Chicago, Illinois

Nichols Wire & Aluninunr Co., Davenport, Iowa

Noise Cohtrol, of .Spokane, Inc., Slrckane, Washington

Northwest Builders Hardware, Inc., S€attle, Wash.

Olympic Stained Products Cornpany, Seattle, Wash.

Orangeburg Manufacturing Co., New York, N. Y.

Oregon-Washingtm Hardware Co., Portland, Ore.

Clwens-Corning Fiberglas Corp., Spokane, Wash.

Panelboard Mfg. Cr., Inc., Los Angeles, Califomia

Porter Cable Machine Comlnny, Seattle, Wash.

Rylock Company, Ltd., San [*andro, California

Sagar Aralum Corporation, Klamath Falls, Oregon

Sargent and Company, New Haven, Connecticut

Schlage Lock Company, San Francisco, California

Spokane llardware Supply, Inc., Slrckatre, Washington phenomenal growth of "Look" magazine and the aid it is giving builders and dealers throughout the natiorl through advertising by major manufacturers and articles of special interest to home owners, especially in the improvement field.

Nailor pointed out how the film was directed particularly at women shoppers in ten major markets of the country-how their needs and attitudes were similar-how important they are as customers with control over money and with specific ideas of what they want. He stressed that a proper regard for their vital place in home ownership and home improvement presents the finest kind of opportunity for dealers.

He said that the dealer can stimulate sales by making the women of his trading area more conscious of their needs-to make them dissatisfied with their present kitchens, windows, doors, foors, bathrooms, sidings and basements, and to go out of their way to sell them on improvements and additions to their present homes.

To point up his remarks, Nailor stated that 19 million women are today employed, with earnings in excess of 40 billion dollars; that they buy %/o oL household supplies, 62/o of.

Slnkane Sash & Door Co., Spokane, Washington

Spokane Woodworking .Company, Spokane, Wash.

Stanley Hardware Division of The Starrley Works, New Britain,,Conn.

Superior Fireplace Company, Fullerton, California l'hermador Electrical Mfg, Co., Los Angeles, Calif.

I'hompson Tile Company, Srpkane, Washington

'l'rewax Company, CulvelCity, California

United States Gypsum Company, Chicago, Illint,is

United States Plywmd Corporation, Spokane, Wash.

Vermiculite-Northwest, Inc., Portland, Oregon; Seattle and Slnkane, Washington

The Visador Co., Jasper, Tex.; Seattle, Wash.

Warp Brothers, Chicago, Illinois

Washington Hardware Company,'facoma, Wash.

Weiser Iak Company, South Gate, California

West Coast Lumbermen's Association. Portland. Orc.

'Western hck Mfg. Co., Seattle, Washington

\ryestern Pine Association, Portland, Oregon

'W'everhaeuser Company-Lumber & Plywmd. Div., Western Sales Region, Tacoma, Washington

Wilhold Products Co., Division of Acorn Adhesiyes Co., fnc., Ios Angeles, California

W"md Conversion Company, St. Paul, Minnesota Woodall. fnc.. Santa Clara. California

Zappone Industries, Spokane, Washington

Co-operqtors

American Sisalkraft Corporation, San Francisco, Calif.

Armstrong Cork Company, Lancaster, Pennsylvania Rorden Chemical Company, Seattle, Washington

Boysen Paint Co.. Portland. Oregon; Seattle and Spokatre, Washington Rrown Company. San Francism. California

Chicago Paints, Inc., Spokane, Washington Harbor Plywood Corp., Seattle and Yakima, Wash.

'l'he National Plastic Products Co., Portland, Oregou

Pioneer,Sand & Gravel Co., Seattle, Washington Preservative Paint,Co., Seattle, Washington Wholesale Building Supllies, Inc., Auburn and Bellingham, Washington

Associqte Member Co-operotors

Allied Building Credits, Inc., Seattle, Washingtorr, and Port'land, (lregon

Aves Millwork Company, Inc., Yakima, Washington Bagdon's Builders Supply, W'enatchee, Washington hardware items-and that a sizeable portion of their expenditures are going into variety, department and harclware stores that the retail dealer car have if he goes after this business aggresslvery.

He further stated that womerl rlow select 94/o of the new homes, own 74/o of suburban homes, own 4O/o oI all real estate, control 75/o of the wealth of the nation through inheritance and insurance policies ; own 65% of all savings accounts-and that they

Berkheimer's, Portland, Oregon

Builterials Company, Portland, Oregon

Cascade Warehouse Company, Salem, C)regon

Cedar King Lumber Company, Lynnwmd, Washingtorr

Cedar Specialties, Inc., Arlington, Washitrgton

Coast Cedar Products, Ihc., Seattle, Washington

Coats-Huddleston-Buck Lumber Coro.. North Portland, Oregon

Al Disdero Lumber Company, Portland, Oregon

Ehrlich-Harrison Company, Seattle, Washington

Elliott Bay Lumber Company, Seattle, Washington

Elmer-Moody Wmdwork, Seattle, Washington

Feely-Lawlor Lumber Company, Seattle, Washington

F'igenshow Lumber Compahy, Tonasket, Washington

F-orest Fiber Products Company, Forest Grove Ore.

W. P. Fuller & Co., Boise, Idaho; Spokane, 'I'acoma and Yakima, Washington

A. H. Geiger, Mfr.'s Rep., Tacoma, Washington

General Hardwood Company, Tacoma, Washington

Georgia-Pacific Corp., Portland, Ore.; Seattle, Wash.

The Harris Comparry, Olympia, Washington

Hawley Gilbert Company, Portland. Oregon

I-amb-Schrader Company, Tillamook, Oregon

Palmer G. Lewis Company, fnc., Seattle, Washington

Lumber Dealers Supply Company, Wenatchee, Wash.

Lumber Products, Eugene and Portland, Oregon

I-umber Supply & Warehouse Co., Seattle, Wash.

Lumber Yard Credit Company, Portland, Oregon

Lundgren Dealers Supply, fnc., Tacoma, Washingtou

Material Sales Company, Wenatchee, Washington

Matthews Hardwoods, Inc., Seattle, Washington

Midgley's, Eugene, Oregon

Millwork Supply Company, Seattle, Washington

Morgan-,Staley Lumber Cnmpany, Oswego, Oregon

Morrison.Merrill & Company, Boise, Idaho

I\{orrison Merrill of Seattle, Ihc., Seattle, Wash.

Morrison Merrill of Yakima, Inc., Yakima, Wash.

Northwest Builders Hardware, fnc., Seattle, Wash.

J. O. Olsen Manufacturing Company, Eugene, Oregorr

Pacific Yard Service, Portland, Oregon

I'adghani Glass & Millwork Company, tr{edford, Ore.

Savage Lumber & Manufacturing Co., Seattle, Wash.

George S.,Schuster Company, Inc., Seattle, Wash.

Schwabacher Hardware Company, Seattle, Wash.

M.'frumbo Co., Inc., Portland, Oregon

Vermiculite-Northwest, Inc., Seattle, Washington

Wanke Panel Company, Portland, Oregon

Washington Hardware Company, Tacoma, Wash.

Wells & Wade Hardware, Wenatchee, Washington

West Coast Supply, Inc., Bremerton, Washington

West€rn Distributors, Ine., Eugene, Oregon

White Pine Lumber Company, Orofino, Idaho

Wood-Tex Corporation, Eugene, Oregon generate 89;1o ol all remodeling jobs!

He admonished dealers to cater more to women buyers by reorganizing their stores and displays in a manner to appeal to them; to study women's buying habits and make store hours ancl service conform to them; to train employes especially to be solicitous and courteous ; to promote end-use packages that appeal; to make advertisements interesting and understandable to them and avqid technical terms they cannot understand; to use pictures and testimonials of women customers in ads and to address'mailing pieces to "The llousewife;" to use srlch terms as "as little as" in ads. and "so much per month;" and to use leaders and premiums and demonstrations to get them into your store and prlt your paint department with appealing displays right up in front-lgt thern get a paint brush in their hands -it's good psychology ! And, finally, he said: "Check with vour own wife for suggestions."

"Better Homes in Jig Time" subject of an illuminating talk was the by John training, B Egan, director of sales Wood Conversion Company, St. Paul, Nlinn. Mr. Egan was a Snark of the f]niverse of Hoo-Hoo and carries the imoosing title of Rameses 46.

The Salesmaker program was pr€: sented by Wm. J. Hoy, western sales manager, Masonite Corporation, Chicago, under thetitle, "Selling the Whole Package."

The Salesmen's Code

"Salesmanship is the act of one done in behalf of another in thc interest of both."

I am thankful for my many blessings.

I appreciate my many opportunities.

I love my work.

I will try to find the best in everyone, and try to appreciate their point of view.

Everyone that I call on or meet will be cordial.

I will do an honest day's work, the same as I would have to do for any other employ to make a success.

I will keep up my enthusiasm.

I will not hold negative though's about my prospects.

I will have the courage to see all of those I wish to.

I will make my business a game.

I will not become discouraged, I will make life a little sweeter for someone every day.

I will always be courteous.

I will pattern my life on the golden rule.

-By Jack Schwartz.

"Remember," he said, "it isn't your tclephorre that's ringing-it's the cash register !" When somebody calls the dealer, l-re is already halfway into the store, he pointed out-unless the dealer or one of his employes discourages the person on tl.re other end by a surly manner or indifference. "Answer the 'phone rn'itl.r a smile !" he admonished.

Preceding the "trial," two Spokane lovelies-Karlene Kronich and Jane Perkins, rigged outin abbreviated cowgal costumes, passed out subpoenas to the l-rundreds of delegates requiring their attendance "under strict penalty of depriving yourself, the building materials industry and all members thereof, of the benefits to be gained in increased sales and production of its personnel."

The response was overwhelmingevery seat in the Davenport's Marie Antoinette hall was taken, as rvell as the balcony.

The accompanying pictures tell the

O.K. "Ole" Ruotsi. N,Iidwav Lumber Company, Portland, told irow his firm builds more profits through wood feuces and showed colored slides illustrating a variety of designs that any dealer can supply and have erected with little added investment.

Jack Schwartz of Los Angeles, specialist in telephone selling, demonstrated the techniques that have helped him initiate nearly 1O-million dollars in new business. Schwartz Dointed out that any dealer, with persistence and a courteous telephone voice, can strike a high average of sales by sitting down with a telephone book and calling at least a handful of new numbers every dty.

"The law of averages will work for you," Schwartz declared. "Every tirne I pick up my telephone, I earr.r $5.60," he said (based on new business divided among numerous calls). He sholved how the telephone can be usecl to get customers into the store-or make appointments to see them at their homes. He urged less indifference in answering the 'phone.

"Sustained Selling" was the subject of a forceful address bv John K. Minnoch of Chicago, noted sales consultant. High spots in his talk were : Shy away from high-pressure selling-concentrate orr the lasting approach where confidence, quality, reputation, integ- rity ancl service olay a strong part; crlstomer satisfaction comes first ; be careful of promises-but even more careful that they are kept; keep your sense of humor well-oiled; remember the first 15 feet of your store-it pays the rent-keep it well groomed, attractive and appealing: meet with your salesrnen's wives-they can help their husbands go places: sell so the customer feels you are doinq him a favor: never ask foran order-iust start writing it-assume that your presentation has sold him-assure him how pleas.d he will be with the order. - Court of Personnel Relations

"The Case of the Emoloyer's Dilemma" or "Who's Strangling Your Business?" was dramatized by the PUqet Plavers, a qroup of amateur actors made up of dealers and other membbrs of the \Mestern Retail Lumbermen's Association. It was a mock trial to determine the causes and remedies for the seneral decline in individual sales and personal production, and increased operatins exDenses due to aoathetic attitudes of industry personnel. Members of the cast rehearsed their parts for three months and were letter-perfect in their dramatization.

"The Case oI the Employer's Dilemma" or "Who's Strangling Your Business?"

The Complaint

First charge:

Sales volume in retail lumber and building material industry has decreased at an alarming rate during the past few years due to poor selling techniques cif employes.

Secoad charge:

Personal production of non-sales employes in retail lumber and building material industry has likewise decreased at an alarming rate during the past few years clue to apathetic attitudes of such employes.

Third charge:

Overhead and operating expenses in the retail lumber and building material industry have increased without justification in recent years due to disinterest, indifference antl irresponsibility of employes.

Participants

(In order of appearance)

Elmer C. Field . .....Clerk of Court

Fairview Lurnrber Co., Seattle, Wash.

Philip W. Eichholtz ......Presiding Oficial New Lumber & Hardware Co., Federal Way, Wash.

Richard T. W3sson Counsel for Management

The H. O. Seiffert Co., .Everett, Wash.

R. Munro Pineo ....The Employer

Bruce Lumber Co., Bremerton, Wash.

Jim K. Carpenter.. ...Counsel for Employes

Attorney-ai-Law, WRLA counsel

Roy Clothier .......Sales Employee

Roy Clothier Building Materials, Inc., Edmonds, Wash.

C. A. Evans Truck Driver

Bestway Building Center, Bellevue, Wash.

E. H. Rogers ...Assistant Manager McEvoy-Rogers Lumber Co., Kirkland, Wash.

George R. Morris Foreman of Jury Galbraith & Co., Seattle, Wash.

Their interrogation and cross-examination of witnesses was relentlessespecially of R. Munro Pineo of Bruce Lumber Co., a WRLA director from I3remerton, Wash., who took the part of the employer. Pineo entered the witness box dragging a bag of golf clubs and, when admonished by the "jurlge," complained about having to show rlp at the "d-11 trial" when it was his regular day for the fairways. On subsequent appearances, he parked his clubs in the jury box. He finally gave up the ghost under the merciless battering of cross examination and "took the Fifth" (see picture).

"Judge" Philip_W.

"Defenddt" Deoler R.

Pinoo, q who perfomed or "lhe Employet" story of the trial, written and produced by the NRLDA atits 1958 Exposition and shown for the hrst time in the Northwest at the WRLA corlvention in Spokane.

The Cour.rsel for Management, Richard T. Wasson of the H. O. Seiffert Company, Everett, Wash., and Jim K. Carpenter, Seattle attorney-at-law anrl WRLA legal counsel, as Counsel for limployes, would have done credit to Perry Mason and Hamilton Berger at their best !

While the trial had many humorous highlights, it was serious in purpose and presented an object lesson of the failings of both employers and employes in properly attending to busilless and giving proper consideration to tl-re customer.

Spokane Hoo-Hoo

Put on Impressive Ceremony

With a large contingent of members of the Internatienal Concatenated Orcler of Hoo-Hoo among the delegates, the Spokane club put on a memorable Concat. Three former Snarks of the Ur.riverse were present and formed part of the Degree Team: John B. Egan, Rameses 46, of St. Paul, Nfinn.; Arthur H. Geiger, Rameses 45, of tHE DEGIEE TEAII lbclow, l. lo r.l: Rme:er Gclgcr; Dick Allo, Saottle; Dole Hqiler, Spokcr4e; Rmerer Woler.Spe kme; George leoder, Spokoe; Rmercr Egon,3t. Pol, llinn,; 5ccttle Hoo-Hoo Club 34 Secrelq.y Alex Shurlofr; Spolone Hoo-Ho Clcb 16 Prerid{r George Shoc, Jr.; Lyle Andend of Anchoroge. Alcko, od Donold llot, Spokoe, Not lhom ir Lynelle Rdu, Spokqe, in chcgc ot CmGol

Tacoma, Wash., and Ernie L. Wales, Rameses 50, of Spokane.

Other members of the Degree Team were: L. R. "Dick" Allen, Seattle; Dale E. Ifarter, Spokane; George E. Leader, Spokane; Alex Shustoff, Seattle; George A. Share, Jr., Spokane; Lyle Anderson, Anchorage, Alaska, and W. Donald Mast, Spokane.

Six Kittens were initiated: Leonard E. Johnson, Lincoln Lumber Co., Lincoln, Wash.; William Dutton, Jt., Nichols Wire& Aluminum Co., Seattle; Albert Bair, Bestrvay Building Center, Spokane ; Jerry Williams, Bestway; O. B. Scott, Diamond National Corp., Coeur d'Alene, Idaho, and Jack Rich, Standard Lumber Co., Spokane.

Before the Garden was closed to outsiders, the group welcomed the two

Harrg O. Mitchell, author ol the W.R.L.A. Conaention report on these Pages 37-38, and photographer of ahl the etsents, h one of the bestknoun men in the Pacific Northuest lwnber industry. He h SecretaryMana4er of the Northuest Hardwood Association at Seot'tle, Wash., a uell-llnowi author and. publisher, acthse in many facets of the oast playful "kittens" in the persons of cufvaceous Jane Perkins and Karlene Kronich, mascots of the convention, whose feminine charms added much to the gaiety of the occasion before the ceremony.

Supreme Nine Bojum Lynn Rabun of Pine Lumber Company, Spokane, was in charge of the Concat.

Iumber industry ard one of the staunchest supporters of the Concatenated Order ol Hoo-Hoo. He counts a lesion ol friends in lorestru and the manufacturins,, distributins.- wholesaliie and iaaillnp of 'Iumbei. We are indebted to Eim and theWRLA's Ro{s Kincaid for"thk Conoention report,