Srupf,un g.FREEInAil 6c Cu.

independence interdependence that made it chandising and Display Selling." He began by remarking that after following two such young men he wonders if the seasoned veterans really know what's what, but his remarks proved the longer-time dealers are still in there.

"A clean, well-maintained yard makes an economical operation," he said. In the line of Display Selling, he remarked: "Rust might collect on the saw in the old days but today we have to keep it bright because the customer wants to handle it before he buys. It is difficult for us to keep up with the door models and types of plywood coming out today, so how can we expect the customer to unless we display it to him?"

The successful Lynwood dealer concluded, "Put it where they can see it, price-mark it-this is Display Selling."

Introducing the next speaker, Chairman Bundschuh said he saw an article (CLM, of course !) where this fellow had been named "Young Man of the Year" in his community, and brought up Bob Sievers, vice-president and general manager of the John W. Fisher Lumber Co. and .Tom Fox's good, young right-hand went on to prove a third time in the morning session that the young men in the retail lumber industry of Southern California today are as fine a crop as any generation ever spawned.

Sievers had passed out two outstanding pieces of promotional mail distributed to its customers by the Santa Monica yard and referred to them during his talk on "Promoting Walk-ln Trade" as his fellow dealers studied them.

"Make sure your yard is geared to the type of sale you're going after," he began. "lIave the merchandise you advertise, be sure the perSonnel is indoctrinated, the items displayed, etc.-that's how to make the Package sale." lle said the Fisher yard had remodeled again and now has the selfservice operation inside the store. He said the yard had just finished a Fencing promotion and was then getting ready to start its Douglas Fir Plywood Assn. promotion of Christmas plans (he said that last season the yard sold several hundred of the excellent DFPA plans "and didn't even try").

He mentioned the yard's participation in the recent local Home Show (which was also reported in these pages at the time) and said it brought the yard a registration list of 9,E45 names at a cost of $250 for its display at the Show.

"The Lumber associations advertise 'See Your Lumber Dealer First' in all the national magazines," Sievers said, and asked his fellow dealers, "Are our arms open to welcome them when they come?" He showed sfides of the yard's local newspaper advertising campaigns, featuring seasonal specials, charge accounts, etc. In answer to further questions from the floor, Sievers said all the store's items are price-tagged, packaged and carry Fisher's own labels. With their minds stuffed with so many good things, the session adjourned poolside again to satisfy the inner man at another buffet luncheon. Highlight of this Noon was an impromptu water show arranged overnight by Mr. Hamilton's young aide, Ed Gallagher, a forrirer N.A.U. swimming champion himself. It was an excellent break in the day's business and thoroughly enjoyed by everyone at the Conference.

The final afternoon session convened at 2:30 with some choice remarks by President Brown on Bermuda shorts in general and Ralph Baker's in particular (he had changed into passionate pink for his farewell personal appearance, as we recall). Hal introduced Stuart W. llarris, vice-president of Lounsberry & Harris, as chairman of the session.

The main event of the afternoon and a highlight of the Conference, in fact the only programmed event for the entire afternoon, was a Panel discussion. Chairman Elarris introduced the topic: "Costs Incurred When Furnishing a Straight Grade of Common Lumber from Normal Yard Stock of Blended Grades," and the Panel members : Moderator-S. G. (Sandy) McDonald, vice-president and lvlooeralof-). \r. ()anOyJ Mcuonald, an(l assistant manager, Owens-Parks Lumber Co.; Guy Barnett, sales manager, Rossman Mill & Lumber Co.; Frederick H. sales manager Kranz, vice-president and general manager, Golden State Lumber Co., and Tohn Sullivan. vice-Dresident and manaser. and John Sullivan, vice-president and manager, Western Lumber Co. of San Dieeo. An "added starter" was San Diego. added starter" George Kelly of Sun Lumber Co., who was not listed on the program but brought the Panel to "full strength." It was pointed out that the Panel was all from the local "water yards," but there wasn't a water-logged dealer among them.

As usual, the Conference got down to brass tacks with this.closing Panel session, calling a spade a spade and naming names. Since the facts brought out were mainly of great private benefit to the SCRLA members present in the hall, the remarks are not publicly reported. The panelists each acquitted himself splendidly and dished up much pri- vate information for the benefit of all. It was brought out that Rossman and Western of San Diego, as well as Barr, have cracked the lucrative school-jobs market.

Also in the annual tradition, the very best was saved for last, and President Hal Brown's Question program again drew forth the usual heated answers, in which some dealers not only bared their souls but an occasional profit as well. It is always all in fun but of immense value to the gathering to match yard for yard and pick up these valuable tips for future profitable yard operatioris.

Those remaining Friday night enjoyed a dinner-dance in the Garden room and the sportsmen golfed the next day under the chairmanship of Norton Hathaway of the Oceanside Lumber Co.

Two foursomes and two threesomes braved the elements at Palm Springs' Indian Wells Country Club which included a little dust, a few drops of desert rain and a lot of wind. But it was a beatiful course and they had a lot of fun, Dealer Hathaway faithfully reports to The CALIFORNIA LUMBER MERCHANT.

Dealer Dick Learned was winner with an 85 and a 14 handicap for a net 71. Second place went to Jimmy Masey, who had the best gross score of 81 less his t handicap for a 72. Bernard Anawalt, Sr. had a 95 with a 20 handicap for a net 75 and third place. Many of the scores soared with the the high winds and the best scores were not as good as they could have been, notes Norton.

But the sum total of the SCRLA's 9th Annual Conference was all that it should have been and more. under the meticulous planning of the association's officers, directors and Executive Vice-President Hamilton. If the Southern California dealer members don't wring every drop of profit out of the lumberyard dollar in 1959, it won't be because they weren't told and shown the best ways how to do it at their latest meeting of the minds.

(Tett them Aou sau lt l" fh" Cdlt"rrrt" Lumber Merchant)