Quality Lumber with Reliable Service

Arizoncr Gonvention

(Continueil lrom Page 18) of your employees so that there is always someone being trained for the position above him ; and, in this regard, promote from within.

Home Improvements-Allen Thum, chairman; Floyd Farar, Dale Grabe, Marc Schwarz, and John Lipani. It was stated, "Everyone realizes the importance of this subject because of the profit involved, but no olle does anything about it." It was stated that X)/o of what the consumer buys today is in a package, and that the lumber dealer should be able to offer the same kind of service. If you package, you relieve the public of the burden of ber,r'ildering detail and the necessity for making decisions. It was stressed that one man should be placed in over-all charge of the "Home Improvements" program, and the following ten steps were recommended for making the program work: l. Hire the best manager you can afford.

2. Run the department in conjunction with your lumber yard, but keep it a separate organization.

3. Employ at least one full-time outside salesman.

(a) Train all your salesmen as building counselors.

(b) Prepare specifications.

(c) Have complete estimating service, preferably with your own personnel.

4. Begin your program slowly-one man for $5,000 per month, two for $10,000, etc.

5. Cash requirements are about one dollar for each sales dollar per month.

6. Develop uniform system for: pricing to customers, paying subcontractors, paying salesmen and management, and records for individual job progress and financial position.

/. Organize the final contracts, prepare financing, cover permits and legal angles and arrange sub-contracts.

8. Then take the contract for the' entire job and accept respollsibility of workmanship of the builder you have recommended.

9. Shoot for a gross profit on sales of 30lo. Selling cost about l07o; advertisine, 5%; operating costs, 10lo; leaving a profit ol 57o. on customer satlsabout three more

Morvin Smith, left, of Yumo, choirmon of the golf lournomenl. pi& 3anls lh€ Annuol Golf Trophy, "fhe Woodpecker," to winner Bill Wolker of Phoenix.

10. Provide after-job service calls to check faction. A satisfied customer should sell jobs for the dealer.

Wholesaler-Retailer-Larrv Hamman. chairman: Bob Horr, David Schmitz, Bob Kiright, Joe Bauer, John O'Malley and Jim Christian. 'lhe role of the wholesaler was stressed-the middleman who renders service both to the dealer and the manufacturer. Without him the manufacturer would have to expand his sales and credit force enormouslv. The wholesaler provides for the dealer a warehouse and allows him to buy in small quantities as needed ; he knolr's the dealers and thus can control the credit, and he can get quick service from the manufacturers.

The manufacturer provides merchandising aids to the dealers-indeed, they are his first line of attack. No sales, no manufacturing. Someone offered, however, that a survey