Deolers Coll tMA Event Top Drower

nEALERS WHO attenderl the l,umhcr u Merthant Associatiott's second annual top management seminar in northern California recentll' were unanimous in their praise {or the evc'nt. calling it top-drawer in every respect.

Kicking ofi the program was a three man team from Fibreboard Corp.. San Franci.qco, which pointed out to the more than 50 present that dealers had better revamp their personnel policies if they want to stay in the running. Some dealers, the team said. need to learn the facts o{ business li{e.

"Those that need the learning the most unfortunately are not here," Kirk Frederick, v-p at Fibreboard, told the audience.

"This is an urgent and critical problem. There is a wide margin for impror,ement in servicing customers who look upon retail lumber dealers as a cut below the average retailer."

Fibreboards' team admonished dealers to;

-Put their organizational planning on paper, detail job descriptions and company policies;

-Check closely their turnover to better estimate what is acceptable;

-Use the bottom man theory. Decide who he is, then upgrade him as soon as possible;

-Get young people into the operation and seek your successor.

"Dealers should evaluate personnel every six months," Pabco's v-p Ogden White declared.

A discussion on advertising techniques got under way with Villiam Lehrburger, U.S. Plywood, and Hal Arnoldy, the company's ad manager at the helm.

"Advertising must be consistent and should be developed on the less-is-more theory," they explained.

Both men encourased dealers not to overload their ads with e.very item they have to sell. Good store layout and promotion also was discussed in the first half-dav presentation of 'the seminar.

Al Rice and Frank Keane, Bank of America executives, spoke on the current tight money situation, doubting that the federal €iovernment would impose unpopular price controls.

Rice indicated that a stronge cutback in low priority, non-de{ense government spending is required to combat the inflation cycle. lf this isn't done, taxes may increase. Rice was optimistic about housing starts after the start o{ the second quarter oI 1967.

George Conley, Owens-Corning Fiberglas regional manager for the home building products division, and Ed Mirch, conducted a special session devoted to sales training.

"Sales training is little without estabIished goals," Conley told dealers. "You should establish an annual goal for volume and profit and then plan your strategy to reach it. Your budget should reflect training employees just as it does purchasing inventories.

Conley told dealers what many already know-today's people market is in short supply and finding good personnel is a tough task. 'olook for young people and then train them," he advised.

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Conley concluded the session by praising LMA for its 'ogreat assistance in producing helpful training programs for dealers." Vlctoria

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