Si"rro Redwood Compony

pany operations, higher profi.ts, happier employees.

"Teamwork for Profit" is, in our opinion, a very well executed program, and should be of value to all dealers. The brochure describing it, and the complete kits which outline in detail the institution of such meetings, are available free of charge through your U.S. Gypsum representative or by writing to Advertising Service Manager, Department No. 122, l.Jnited States Gypsurn Company, 300 West Adams Street, Chicago 6, Illinois.

Main event of the afternoon was the panel discussion, "Do You Have Problems ?" a highly interesting "give-andtake" and beautifully moderated by Lawrence Nfel-rren, vice president of the Valley National Bank of Pl.roenix. Problems discussed, arrcl the "solutioners" were :

Credits and Collections-Jim Killen, chairman; Si Douglas, Roy Culpepper, Harold Spotts and Morris Pell. Generally, summarizations were that clealers are too slow to take action on collecting accorlnts ; that many credit policies are not clefinite or, if they are, that dealers do not stick to tl-rem ; that there should be a definite understanding with the customer as to prices and terms-and that, in these highly competitive days (competition from all forms of business for the consumer's dollar), some kind of finance plan must be made available.

Personnel-Pete Gaffney, chairman; Nlartin Combs, Ken Springer, Douglas E. Boyle, and Martin Wist. It was emphasized that anyone who hires has personnel problems, and that every member of the firm must sell the business constantly. Proper hiring is the most important factor in developing a work force-take time to hire, to interview and to evaluate; check past references, ask the prospect about specific qualities-the bad points as well as the good. Use aptitude tests-but only if you know how to use them (combine judgment with test scores).

The high cost of hiring cheap help was stressed-it will take you longer to train inferior help, and'the end product won't be satisfactory, anyway. Develop the potentialities

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