L(|(|I( F(lR THIS BRAND When You Buy PRESSURE TREATED TUMBER

member of the stafi with the least obvious ability to sell. An example of hidden sales ability was when a former employer of mine held a sales contest which was won by the store porter. This doesn't mean that the sales force on the sales floor were without sales ability. It simply means that the porter was a better salesman. The porter also knew that any retailer or wholesaler depends for survival on how much, how often, and how consistently it sells merchandise and services. The individual sales effort of every member of the stafi helps to determine the dealer's and the employee's health and wealth.

Why not let the other fellow point the way? Let your staff help to point the way to an improved business atmosphere by holding periodic staff meetings, including the porter, and discuss ways to improve sales and collections. Have what we called in the old days, "bull" sessions and encourage group participation. Treat your co-workers as people-just like you want them to treat your customers. Get your staff to thinking new business. You were optimistic when you started your business or took over its management. Your coworkers were optimistic when they started working for you.

A good example of o'working" and o'thinking" is a letter I recently received from one of my best credit managers. Her delinquent percentage had gone up a mere 3/o and. she was deeply concerned. She wrote, "The delinquent percentage has sure gone up. It really shows what happens when a month's collection effort is missed." Her explanation was that she had to take over the bookkeeping job because the former bookkeeper terminated due to illness. She held down the bookkeeping desk for a month and said she had learned more in that month by actual bookkeeping on the job than she had ever learned in school. She had a month to learn so she could explain procedure to the new bookkeeper when she started. This eirl was hained in credit management una encouraged to ,.THINK.''

How long has it been since you came up with a new idea to solicit the o'good" :redit business in your trade area? Credit buyers will usually buy from two to four times as much as the few remaining cash buyers will buy. They're worth soliciting. How long has it been since you sent a 'othank you" letter to your prompt paying :ustomers? Isn't it reasonably good business to thank your good customers for being prompt and forcing collection from those who can pay but don't? For example, )ne of my dealer clients wrote, "We now have a plan that collects money from those who don't like to pay. This gives us operating capital to carry some of the most de;erving."

N.F.P.W. Promolion Begins

At the regular monthly meeting of the NFPW, 14 committee members met to formulate policy, set the wheels in motion and establish the luncheon date for October 23rd at the Chamber of Commerce to celebrate this annual event.

Co-Chairman Dee Exley outlined the plans of promotion for the summer months and then turned the meeting over to perma' nent Chairman Harvey Koll. He informed the committee members

Large o o o o committee. that NFPW booster hats will be available through his office at 1707 West 49th Street, [,os Angeles 62, on the same basis as last year. Harvey also urged members to push the distribution of these hats to help raise money for the event and to advertise the occasion at the retail level. He also informed members the pre luncheon, sponsored by the Shrine Club, would be held again this year on October 22nd, at the Hawaiian Palms Cafe in Fullerton.

In addition to Chairman Essley and Koll and Vice Chairman Jim Forgie the {ollowing members attended this "kick-off" afiair: Leonard Crofoot, Wayne ,Gardner, Mildred Dutton, Anne Murray, Elmer Osterman, Don Braley, Fred Comstock, Violet Neal, S. L. Underwood and CLM representative Ole May. This year the Hoo-Hoo-Ettes will take a more direct and active part in this wood promotion week headed by founder of the organization Anne Murray.

MqcBeoth Hordwood Succeeds 50-Yeor Old Dovis Hordwood Nome

The 50-Year old name of Davis Hardwood Company was changed to MacBeath Hardwood Company, July Ist. MacBeath Hardwood, of Berkeley, purchased the pioneer San Francisco hardwood firm during December 196l' ill:

The former Davis Hardwood operation is located at 2150 Oakdale Avenue in San Francisco and is managed by veteran hardwood lumberman Ralph Mannion. The firm occupies two acres and has over 30,000 sq. ft. of undercover storage. MacBeath Hardwood's San Francisco branch carries a near parallel inventory to the firm's Berkeley operation including a full line o{ hardwood lumber and plywood, hardwood 'mouldings, thres' holds, dowels and wood specialties.

CATIFORNIA

OREGON

UTAH IDAHO

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Species:

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PONDEROSA PINE

SUGAR PINE

ENGLEMANN SPRUCE

DOUGTAS FIR

WHOTESALE ONLY

7II5 TETEGRAPH ROAD, LOS ANGELES 22

P. O. BOX 297, MONTEBELLO

Phone OVerbrook 5-8650 . TWX 722-640s