Redwood SllSS lunber Co,, lne,

Northern Colifornio Convention

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Placing special emphasis on the remodeling market, Beckstrom noted that Arcadia Lumber Companv first entered the remodeling field 14 months ago and^ thit division has now become a major part of the operation. "Knowing what we know now, we only wish we had entered the field earlier," he said. Beckstrom noted that he felt the remodeling market held "huge potential" and possibly the salvation of the retail lumber industry.

Final speaker on the morning program was Allen Voorsang'er, who outlined Remington Rand's revised Univac proposition to the members of LMA. While the original proposition involved the leasing of a Univac by LMA, Remington Rand is now offering to process bookkeeping data for LMA members in the company's San Francisco service bureau, using Remington Rand's qualified staff and Univac equipment. At a later date, when more LMA members sign up for lJnivac service, the necessary equipment could be. leased by the Association according to the original proposluon.

The morning session completed, the group then joined the ladies in the main dining room of the Ahwahnee for luncheon, the president's welcome by Frank Heard, and a talk by Joseph E. Burger, director of public relations for the H. V.

Company of Pasadena.

Burger's talk, entitled "How to Get Better," could have more aptly have been called "Wake Up and Sell !"

Listing the five most important things he considered necessary for the successful salesman, Burger surprisingly placed "Personality" in fifth place. The most important phoro of Chorlie ond }lrs. Doil. Middle: Western Building Review's Froncis Brown (righr) wirh Edword Metcolf ond Fred Riedle. Right: retiring director Bev Gibson ond Friand & Terry's veneroble Chorlie Shepord.

Lumber Merchsnls Associolion of Northern Californio otFlcERs AND DIRECTORS-|951-52

Elmcr Rou-lloderq lro E. Horlon-South 3on Froncisco

Cloir Hicks-Sclinos ..--..-..

.--------.Pr6sidont Vice President ---------freosurer

Jock Pomeroy-Son Froncisco -----.-----.--..--Executive Vice President

DIRECTORS

Fronk Boxley-Portervillo

Dick Crosr-filerced

Robeil Cross-Selmo

Gercld Derr-Elk Grove

Lee Doud-Son Joce

Homer Hoyword-Sclinos

Frcnk Heqr4-Woodlond llel Hirsch-Soctolnonto l. E. HorloeSoulh son Froncisco

Woyne Inmcn-Son Luis Obispo

Lorry King-Bokersfield

John L, i/lensingeellodesto

Wqrren l/looreheod-Escalorl

Frank Murphy-Corrnel Volley

Som Nigh-Sonto Cruz

Robert Polle;son-St. Helenq

Elmor Rou-Madero

Jim Ross-Honford

Dqle Ruse-Stockton

E. E. 5chlofihouel-f7s3as

Lew Silvera-Antioch

Mike Simpson-Socrcrnenfo

Arnin Speckert-ltorysville

A. H. Stockton-Dcly Ciry

Steve Yoegen-Sontq Roso

J. H. Kirk-Sontq Mcric single attribute for a successful salesman is "Character" (sincerity), Burger declared.

Another important quality considered only second to Character by Burger was "Industry" (work, see the people, make the calls). "Ability" (plan your work, know your stuff) took third position on the talented guest speaker's list, and "Courage" was listed in fourth position.

In expanding on the subject of "Courage," Burger praised the salesman "who can sell without cutting the price." Burger also noted that many salesmen never bother to go back and try to sell a firm after being turned down the first call. "Only l2/o of the salesmen in this country have the courage to'go back the fourth time," Burger said, "and consider this in the face that 60Vo of the orders come AFTER the fifth call !"

"Give me a man who thinks T.N.T. and he will succeed," Burger said. "T.N.T.? Why that stands for 'Today-Not Tomorrow !"'

Following Burger's stirring talk, the conventioners moved back into the Indian Room for another business session entitled "Turning Charge Sales Into Cash Sales," Charlie Dart, K-Y Lumber Company moderating the panel. Panelists included: H. G. Keller, vice-president, Allied Building Credits; Wendell Scott, general manager, Progress Lumber Company; William Donovan, California sales director, IJniversal C.I.T.; and Eric Beckstrom, Arcadia Lumber Company.

A good deal of the panelists' attention was directed to the Shell Home market as well as the Second Home market. Both ABC and Universal CIT are active in financing the Shell Home and Second Home markets (6/o loans available on a 10 year basis) and both Keller and Donovan also explained their company plans for remodeling and home improvement loans.

Both Scott and Beckstrom turned their attention on revolving credit systems they had installed in their respective companies, Scott noting that Progress now operates a revolving credit plan, charging lfu/o a month on the unpaid balance. Regular monthly payments are required and the customer is notified each month of his balance and the amount of payment expected for that month. Rather startling, Scott told the group that his revolving credit plan netted Progress over $13,000 for the year ended March 3l-bringing the cost of maintaining a stafi of four in his bookkeeping department to exactly $73.00 a month !

Beckstrom, in describing Arcadia's credit setup, noted that they too extend credit on two plans-the commercial account (contractors) and the revolving credit plan. Arcadia's revolving credit plan, Beckstrom explained, runs quite parallel to that of Progress, except that it adds a credit card to the system to speed the checkout of credit sales. Revolving credit systems being nothing new, Beckstrom noted that Sears Roebuck, often referred to as a

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THE OUTSTANDING, DEPENDABLE AII.WOOD FIBER, HARDBOAR,D PRODUCED IN SWEDEN BY EUROPE'S LARGEST MItt

Used tor lhe Pqsf Seven Yedrs by the Maior Cslilornio

MANUFACTUR,ER,S

WAREHOUSE STOCKS AVAIIABIE AT tOS ANGETES SAN FRANCISCO HOUSTON, Texos in DOOR Sizes, Stondord Sizes. olso r/e" and r/t" PERFORATED BOARD

CUT-ro-SlZE ON DIRECT MlLt ORDER

Thot Complicoted Mqtters

__Lawyer: "Well, Rastus, so you want me to defend you? Have you money?"

Rastus: "Naw suh, Ah ain't got no money, but Ah got a 1949 model Fo'd cah."

Lawyer: "Well, you can raise some money on that. Now let's se+just what did they accuse you of stealing?"

Rastus: "A 1949 Fo'd cah."

TheL w

We pity the lawyer's plight in the above joke, but getting serious, we offer what Emile Fourget said about the law: The law should be loved a little because it is felt to be just; feared a little because it is severe; hated a little because it is to a certain degree out of sympathy with the prevalent temper of the day; and respected because it is fett to be a necessity.

Never Foils?

The way to distinguish between weeds and plants in the garden: Cut them all down. Those that come up again are weeds.

Cut!

Movie Actress: I'll endorse your cigarettes for no less than $75,000."

Magnate: "I'll see you inhale first !"

Worth Noting

The place where optimism most fuorishes is in the lunatic asylum. (Havelock Ellis) You can never convince a woman she's growing fat until she gets stuck in the bath tub Do you know that conversation is one of the greatest pleasures in life? But it wants leisure. (Somerset Maugham) . Do not ask for what you will wish you had not got. (Seneca) After the coffee, things ain,t so bad. (Knibbs) . . . Old Mother Hubbard went to the cupboard to get he_r poor dog a bone, but when she got thele she couldn't find any sponge cake, so the poor dog had to eat cheese. Amen.

My Golf Clr.rbs

How dear to my heart are my mashie and niblick, My driver and putter, my brassie and spoon, My midiron so trusty-although they're all rusty I'll be clouting yon pill with you all very soon. With my spoon I will bash it, that ball-I'll mash it, O'er bunker and sand trap, o'er bushes and lake; I'll loft it precisely, and make it land nicely, Then one lonesome putt and a birdie I'll take. Oh ! Would that I could make my golf dreams come true, In glee and in gladness quite loudly I'd yell, But when I have dubbed every shot'round the course, I wish every club in the bag was in Hell !

unlimlted source of supPly whofesofe only t950-t951