Mr. I)ealer, ft's Your Moae [{ext!

by THOMAS J. FOX, Presidenf, Fisher Lumber Go., Sontn Monicn, Colif. Glenerol Choirmon

7th Annuol NRLDA Building Mqteriols Exposition

The ?th Annual Building Materials Exposition, which will be held in San F'rancisco from November 13th through 16th, will be the largest and best-attended show ever produced for buildingmaterial dealers.

More than 250 exhibit booths will fill to capacity both the San Francisco Civic Auditorium and the adjacent, newly opened beautiful Brooks Hall.

T\vo city streets adjoining the Hall will be blocked ofr to both vehicular and pedestrian trafrc, as these streets will be used as outdoor display areas for materials-handling demonstrations.

The Exposition is a new, exciting and dramatic phase of the lumber dealer of today, geared for the 60's, explained in this issue of The California Lumber Merchant.

Wtll YOU be Prepared and readY?

I say this show will help to wake up your merchandising, advertising and promotion for more sales in "61"-which will be your key to improved profits and a gteater slice of the consumer dollar in the Sixties.

We are ON the GO Wtth a Show to help you build greater con-

by G. R. MICHAELS, Execulive Secretory-fVlo

no ger, Arizonq Reroil lumber & Builders Supply Associotion

During the last several Building Material Expositions sponsored by the National Retail Lumber Dealers Association, each day a breakfast session is followed by a series of clinics-usually three.

These clinics of an hour-and-a-half duration, present to dealers a forum for discussion of industry problems-and we do have them. By holding three eaeh day, the dealer may select the subJect which most concerns him. In many cases where more than one member of a firrn is in attendanee, they have an opportunity to spread their attendance to several meetings.

My dealers tell me that there is a lot of valuable information obtained in this way. After all, if a dealer picks up Just one g:ood workable idea and puts it into practice, he will find that the trip will pay for itself-even if his wife does go on a shopping spree in the big city.

At this writing, Arizona will have at least forty-eight dealers in attendance-most of them with their wives. We are staying at the new Jack Tar hotel, which we are advised leans strongly to the glamour of Hollywood. Inasmuch as most of our folks have been to Disneyland and most of the really big stars spend a lot of their time in Arizona, we think we will feel right at home.

I have been selected to manage one of the clinics, "How to Recapture Lost Markets Through F inancing and Service." We will put on our show in the Peacock Court of the Mark Hopkins hotel on Wednesday morning', November 16.

The subject is intriguing when you realize that twenty years ag:o cement was a real profit item to a dealer and now is strictly a^rr accommodation. But what about today vrith the applicAtors and curbstone operators taking away such products as roofing, dry wall, fences, cabinets and millwork, insulation, glued-up beams and posts and many other items which were once his exclusive business ? Now this is a brief idea of our program:

I have a splendid committee which has the knowledge and spirit of the Pittsburgh Pirates and will be led by Chairman T. T. "Tom" Sneddon, general manag:er of Bestway Building Center, a part of the Boise Cascade Coryoration, with headquarters in Boise, Idaho. Five dealers will serve on the panel. They are: Don Wlson, Diamond National, Chico, California iI. W. Cook. Boise Cascade sumer recognition, and greater consumer acceptance, for greater sales. iILn I(urtz, Grand Junction, Colorado

All the national magazines, together with the leading manufacturers of building materials, recognize you as the showcase for their products because they are exhibiting and participating in the show.

Your own guidepost, The California Lumber Merchant, has been telling you since last January, with pictures and stories, how you, Mr. Dealer, are in the spotlight.

Why this avalanche of prestige a^nd publicity ?

Because, a.s a group, you are leading the entire country as merchants, retailing allied and diversified lines of merchandise, and that is why the press and the manufacturers know you are the focal point for the distribution of their products.

What o grand spot to be in, Mr. Dealer!

It's later than you think. So get your reservations and registrations to San Francisco TODAY!

Be in order. and be on the team with the manufacturers. national magazines and your Trade Press.

MR. DEALER. IT'S YOUR MOVE NEXT!

E. B. Nallor, Nailor Lumber Company, Port Angeles, Wash.

Dean Drake, O'Malley-Tempe Lumber Co., Tempe, Arizona

A snappy presentation will be made on various facets of these problems by members of this panel during the first hour. Then there will be questions from the floor, We have some gimmicks planned which I cannot divulge at this time, but with a tremendous chairman like Tom Sneddon and a capable group such as we have, I feel confident that some good thinking will be developed for the deaJers.

Arizona is also proud that, in addition to Dean Dra.ko of O'Malley-Tempe at this western meeting, another of our progressive dealers, W. C. Bell of the Speedway branch of the J. Knox Corbett Lumber Company in Tucson, has been selected to appear on the panel, "Selling Outdoor Living."

by R.OSS G. KINCAID,

Monoging Director

Western Refoil Lumbermens Associotion Seqtlle, Woshington

It has been my privilege to participate in the preparation of Dealer Management Clinics for the NRLDA Exposition in San F rancisco, November 13-16.

I have used the word "privilege" in its proper sense because this opportunity of working side by side with the many dealers and managing officers that are producing the nine "How-To" clinics has been a stimulating experience.

By now you have been exposed to the subject matter of these clinics spread over a three-day period, and I am certain you will agree that they span the wide area of dealer operations. The only fault that I can find is that conventioneers are going to find it frustrating to make a choice, each morning. All are on important subjects,

While I cannot speak for the other eight program managers, f feel that my experience is typical.

Our clinic Dealer Chairman is Robert K. Ielshman of Crown City Lumber & Mill Company, Pasadena, California. There are five dealers on this program-all industry leaders.

With Arthur A. Hood, a foremost educator also as a participant, this clinic on "Recruiting, Training and Compensation" will well repay any dealer in attendance. Not only will he be well-informed