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Armsfrong to Offer Decrler Aids

A new service intended to help lumber dealers merchandise building products is announced by the Armstrong Cork Company. The Bureau of Lumber Dealer Merchandising was announced by J. O. Sampson, Armstrong's manager of the Lumber Dealer Products department, to some 400 guests attending the tenth annual convention of wholesale distributors of Armstrong Building Products. F. W. Huffman is newly appointed manager of the Bureau.

The purpose of the new service, Iluffman said, is to help the dealer realize maximum profit, regardless of the class of trade he has elected to serve. It will deal with salesmanship, advertising, display, customer relations, installation and any other subject that can logically make a contribution to the dealer's volume and profit.

Discussing some of the results of a survey made among dealers who have been successful in attracting the consumer trade, Mr. Hufiman said the successful dealers included Juniel Lumber Co., Houston, Texas; Singer Lumber Co., New Orleans, La., and Norton-Phelps Lumber Co., Santa Crsz, Calif..

As a part of the Bureau's first-year program, lumber dealers will be offered the use of three films previewed at the convention. One discusses proper pricing; another is intended for showing either contractors or "do-it-yourself" consumers how to install acoustical ceiling material, and the third is designed to give countermen some tips on how to sell to the retail trade. In addition, a booklet on retail advertising principles will be distributed to interested dealers.

Huffman also said that Armstrong sales representatives

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