Dealers Pick Up Money-Making Tips at Management Confab

ALF A HUNDRED o\\'ners and managt'rs took part in the Lumber NIerchants Association's first 'lbp Nlanagt,ment Conference. From their rt'action. the t.onfercnce will probalrlv become trn annual.

I)ealer-director Art Nlasters. prcsident of King Lumher Co. in Bakersfield harl dealers writing at a furious pace during his thrce-hour session on how- to cut t:osts in the yard. Masters showed dealers that it costs $266.67 a morrth or $3200 annually to carry just $25.000 of unnecessarr- inv('ntory. lnlr.resl. insurirnce uncl irrlld-rrr rr <;ontrilrute to this amounr.

Another "t,ostlv" example cited lry NIastcrs pcrtained to accourrts rect'ivalrlc. With an orieinal sale of $1500 that had reat:hed 120 days of age and uas turned o\.er to a collet:tion agen(:y (one-third f t'c t. he showtd a loss of $500 for the {t'r'" $il0 intert:st and a rer:olt'rt'tl ilmount of $970. l'Le mat()rial t'ost $'l()65 and oyerhead rvas <.nlculated at $360 showing that this "sale'' wound up as a $'155 loss" without considt.r. ing any t:ommission paid orr tht' sale.

Masters wcnt on to t.xplain how inct:ntive plans < an mrkc all cm1,lr,r ees rost (.on-scious trnd re<lur:e tht'cost of doing lrusiness. "Dollars speak." Masters erplained^ "to those who rt:ceive tht'm."

T0P MANACTMENT C0NFERENCE participants (L-R at top left) are: Jack Rose and Ken Arthur, King Lumber Co.; Steve Yeager, Yeager and Kirk; Vince Fischer, Fischer Lumber and Lloyd Carter, Sterling Lumber Co. Top right (first row), Harold Carriger, Lew Silvera, Jay Gregory, King Lumber Co. and (second row), Steve Yeager, Duane Bennett, Mead Clark Lumber Co.; Al Silva, Jack Rose, Ken Arthur. (back row), Martin Adams, Bob Adarns, Noah Adams Lumber Co.; Gerald Derr, J. M. Derr Iumber Co. and Chal Cross, TruckeeTahoe Lumber Co. At lower left (front table), Lew

Silvera, Silvera Lumber Co.; Bard Brown, Westgate Building Materials; Al Silva, Warm Springs Lumber Co.; Charlie Cross, Truckee-Tahoe Lumber Co.; Lyle Schafer, Minton's, lvlt. View; Armin Speckert, Speck-ert Building Supplies. At lower right (left table), Bob McBrien, LMA; Charlie Cross; Lyle Schafer; Armin Speckert; Lew Silvera; Bard Brown; Al Silvera and Doug Motroni. (right table), Martin Adams, Noah Adams Lumber Co.; Art Masters, Xing Lumber Co. and Harold Carriger, Santa Cruz Lumber Co. More than 50 owners and managers took part in the meet.