s.c.R.L.A. Conference

Bofs Over "Betler Profits Through Better Merchqndising"

(Continued from Page 18)

The fourth yorurger <lealer on tl.re Wednesday afternoon program was Gerry Knight, secretary-treasurer of the San Fernando (Calif.) Lumber Co. After making some fine points, Knight turned the tables on his audience and "brought the house down" by stopping his talk to praise the Conference itself. He said it was the first SCRLA Conference he had attended, brrt he'd be there every year from now or.r-that he 'ivas absorbing more from the various talks than he'd learned from years of reading or just hearing about neu, techniques.

The nerv San Fernando yard, as reaclers of this magazine knou', was recently moved to a new location after 50 years of successful operation by Gerry's father, tl-re respectecl dealer, Chester Knight, at the olcl site. The younger Knight rnacle some strong arg'uments for moclern merchandising: clo-it-yourself, attracting women customers to the retail store, tract l.rousing sales, etc. He rvanted to kuorv :

John WESTON

"How can vou sell lumber that's stuck a bin ?" and advocated displaying that, too.

He said the Knight yard is now buying 60/o LCL in its streamlined operation. He has the national manufacturers and distributors bringtheir movies on training and materials and show them to the store salesmen about once a month. They keep the Want Book right in the storage shed. And under the check-out counter they keep a list of the better customers' names handy so they can casually glance down at it and always call a customer by name.

Among the store's modern equipment is a Bennett 2-Way Panel Saw, which Knight declared had increased their plywood sales 50o/o to 600/o. He said he wondered how they had ever gotten along without that equipment and said they expected to install a second unit soon.

With the attentive audience still demanding more from these eager, alert new generation of dealers, Chairman "King" McKee introduced his fifth and final speaker of the afternoon: Frank W. Knutson, manager of the San Gabriel Valley Lumber Company's yard at Temple City. Under the title, "\Me Opened Our Yard to the Public," Knutson told how he reorganized the yard and store layouts so any customer can see a clerk, and unified the front for a "tremendous increase in sales,"

Manager Knutson first analyzed his costs and prices when he started in the new job, put in new piece prices

Bob KREISLER

that the older employes said couldn't be done. "But we're doing it !" he declared. He raised the price of ceiling tile by 5l and hasn't had a squawk yet.

"EVERY yard is probably selling a number of its items too cheap," Knutson pointed out.

Another innovation of his that tickled the fancy of his

Wfiisbes Dou sn! Dourg afrlogt filewp {.tsristmas PAUI

then tl-re evening's big event, the Bavarian Buffet Dinner Party got going. Thefood was superb, the music and dancing pure entertainment, and you never saw so many lumber dealers and their wives all having so much fun at the same time. Russell H. McCoy, secretary of the McCoy Lumber Co., Hemet, was chairman of this event.

Wayne F. Mullin, president of the Mullin Lumber Co., Los Angeles, and respected recent past president of the SCRLA, was chairman of the second morning's session, which followed a group breakfast. His first speaker was the popular and authoritative Leo F. Hubbard, who enjoys a reputation he justly deserves as "the last word" on workings of the lien laws.

actual list of n.raterials on a copying machine. Naturally, the customer carl never say that wasn't what he ordered when he sees the evidence in his own hanclwriting.

Knutsorr passed around to the audience a list of the yard's piece prices and altogether followed through with as strong an impression as the afternoon's four other dealers to conclude "a whale of a goocl show."

After an hour's rest from the day's business, the social side of the Conference began. A Reception was staged in the l-rotel's South Pacific Roorn witl-r welcome free refreshments for the delegates, corlrtesy of the Associatior.r, and

([eft to Risht): leo F. HUBBARD, Woyne F. MUTIIN, Richord D. CORDS

Mr. Hubbarcl, secretary of the Hayward Lumber & Investment Co., Los Angeles, gave tl-re assembled dealers more excellent knowledge and advice from his vast storehouse of "Materialmen's Liens. Bonds and Stoo Notices." He elaborated on the topics he recently tarrghi at the 3- week SCRLA Workshops, and which the Association generously compiled in cover form for its members. Mr. Hubbard has a great deal of fine knowledge to impart and they rvent for it. dealer audience getting many of their private questions answered from the panel of genuine experts on "Credits, Collections, Interest Charges and Cash Discounts." The very nature of the subject precludes publication of the private yard procedures that were brought out, but the dealers enjoyed the various talks and learned still more.

Richard D. Cords of the Merchants & Manufacturers Assn., Los Angeles, concluded the morning meeting with his talk on the California Fair Employment Practices Act, and passed out valuable brochures on it, courtesy of the t\'I&N{.

The panelists on the subject moderated by Ralph D. Russell, vice-president and assistant treasurer, Consolidated Lumber Co., Wilmington, were Frank Bergstrom, credit manager, Hammond Lumber Co., Los Angeles; Ralph Hill, credit manager, Owens-Parks Lumber Co., Vernon, and Robert Reed, credit manager, Barr Lumber Co., Santa Ana.

Thomas J. Fox, president of the John W. Fisher Lumber Co., Santa Monica, who was chairman of the afternoon program and kept the heavy technical subjects moving at a lively clip to hisgreat credit, introduced as the final speaker, Dickenson Ross of Johnson & Higgins, Los Angeles, who made some telling points on "A Review of General Insurance Requirements for the Average Retail Lumberyard."

Homer Burnaby officially closed the afternoon session and the Conference's business and announced the dinner dance tl-rat evening. This was chairmanned by R. H. Learned, president of Learned Lumber, lfermosa Beach.

Friday was a day of leisure for those remaining an extra day in Palm Springs. Norton Hathaway, assistant manager of the Oceanside (Calif.) Lumber Co., was again the excellent, efficient chairman of the Conference's golf play, always a popular wind-up. The young dealer says the rveather at Indian Wells Country Club (arranged for the Conference by Don Derbes of the Palm Springs Builders' Supply Co.) (the location, not the weather) was perfect this year but the golfing dealers found the "rough" real rough. Hathaway says the rocks shown in some of the photos and some deep grass at the edges of some fairways made the course a real challenge. But it gave the veteran Steve Hathaway "very little trouble with his pipeline type of golf."

Even a window in one of the houses bordering the course carelessly got in the way of some golfer's ball. But the owner of the house (and the broken window) turned out to be a lumberman and the host of Conference Delegate

But the dealers had a lot offun at their golf anyway, and these were the scores : Gross

Steve Hathaway (winner 1959)

Dick Learned (winner 1958).

Norton Hathaway. Walt Taylor....

Wayne Hull .. ...i... ....

Howard Baumgartner.....

Stuart Harris.

Jim Nelson

Wallace Hull..

Gerry Knight. Ray Willson.....

Bill Cowling, Jr..

CLASSIFIED ADVERTISI]lc-Positi0n warted tl,00 pet line, mininum 12.00; Help Wanted and others t1.50 per line, mlnimum t3.00. fwo linss 0f address (tour address 0r our Bor nlmler) count as one line, Closlng dates for copy, sth and 20th

Successful Men Still Look for Work After They Find a Job

-HEI.P WANTED-POSTTIONS WANTED_

TWO WHOLESALE Lumber Salesmen to call on lumber yards and Industrial accounts in SoCal. Rail & T&T shipments. Must have following in Pine & Redwood, Excellent Commission deal with Liberal draw in well-established firm with fine Mill and buying.connections. All replies confidential. Write full qualifications.

Address Box C-2938, California Lumber Merchant 108 West 6th St., Room 508, Los Angeles 14, Calif.

MILLWORK and CASEWORK Detailer and Draftsman opening with established Fixture and Millwork ManuJacturer in San Diego area. Permanent. Good salary and all benefits. Give full resume ertperiencg age, etc. Our employes lctow of this ad.

Address Box C-2937, California Lumber Merchant

108 West 6th St., Room 508, Los Angeles 14, Calif.

YOUNG, aggressive Lumber Salesman with Tract sales experience needcd by long-established yard L. A. area with years of Tractdelivery background. Salary or commission open. Give particulars in first letter. Replies confidential.

Address Box C-2945, California Lumber Merchant l8 West 6th St., Room 508, Los Angeles 14, Calif.

HARDWOOD SALES MANAGER with thorough knowledge of hardwood and clientele in Southern California. Good opportunity for right man. Correspondence treated confidentially.

Address Box C-2931, California Lumber Merchant

108 West 6th St., Room 508, Los Angeles 14, Calif.

COMMISSION or Wholesale salesman for SoCal area needed by a-ggressive Medford, Oregon, wholesale firrn. Attractive profitsharing arrangement. Would consider opening branch.

Address Box C-2944, California Lumber Merchant

108 West 6th St., Room 508, Los Angeles 14, Calif.

WHOLESALE Lumber Salesman familiar with SoCal bv hishlv reputable -Wholesale & Mfg. Co. Excellent opportunity for-you,igei man seeking future.

Address Box C-21A2, California Lumber Merchant lG West 6th St., Room 508, Los Angeles 14, Catif.

SALESMAN, Wholesale, with emphasis on Pbnderosa Pine, Sugar Pine and White Fir. Call on SoCal Lumber Yards and Industrills. Liberal profit split. Require sales following.

Address Box C-29{6, California Lumber Merchant 108 West 6th St., Room 508, Los Angeles 14, Calif.

EXCEPTIONAL OPPORTUNITY for experienced SoCal wholesale lumber salesman with good following.

Address Box C-2933, California-Lumber Merchant 108 West 6th St., Room 508, Los Angeles 14, Calif.

WOMAN F/C BOOKKEEPER-Lumber experience essential. Permanent_ position with wholesale concern. Beverly Hills area.

Address Box C-2928, California Lumber Mlrchant 108 West 6th St., Room 508, Los Angeles f4, Calif.

Sooon\ Qo*fingo

COLLEGE GRADUATE with extensive experience in top-management of Line Yard & large-volume Independent Yard operations, including all phases of building materials. Presently employed. Desire chanee.

Add-ress Box C-2943, California Lumber Merchant

108 West 6th St., Room 508, Los Angeles 14, Cdif.

MANAGER-WHOLESALE, Age 39, 10 years' experience. Started & managed firm at two locations in Intermou"ntain states. Desire move West Coast. Excellent references, reputation & background.

Address Box C-2939, California Lumber Merchant

108 West 6th St., Room 508, Los Angeles 14, Calif.

HARDWOOD LUMBER Salesman seeks representative position; 13 years in the business, 4 in Southern California. Experienced in Imported and Domestic lumber.

Address Box C-2935, California Lumber Merchant

108 West 6th St., Room 508, Los Angeles 14, Calif.

EXPERIENCED Yard Man and Foreman. Tally, Grading, Storing, Lifts, Carriers, Railroad & Truck Shipping. Top man thoroughly qualified with excellent references.

Address Box C-2940, California Lumber Merchant

108 West 6th St., Room 508, Los Angeles 14, Calif.

NEED HELP with your traffic management and store routine? Former real estate appraiser, 35, college degree, now attending night classes L, A. Traffic Institute, wishes opportunity to work in lumber"

Address Box C-294L, California Lumber Merchant

108 West 6th St., Room 508, Los Angeles 14, Calif.

LUMBERMAN 10 years' experience SoCal in Buying, SeUing & Management at all levels. Age 32. Will relocate.

Address Box C-2947, California Lunrber Merchant

108 West 6th St., Room 508, Los Angeles 14, Calif.

-YARDS and SITES FOR SALE/LEASE-

Small, Attractive Yard inRMRSIDE with good building materials trade. Sales for the past three years have averaged $159,0q) per year. Living quarters for manager above. Will cost $63,000. Property might be leased.

If you want to sell your yard, Give us a ring - TWOHY LUMBER CO.

o Lumberyard and Sawmill brokers for over 40 years a 714 West Olympic Blvd., Los Angeles 15; Rlchmond 9-8746

LOT-with Option to Buy-16020 Foothill Blvd., Fontana, Calif. (ho,mc of Kaiser Steel). lGft. frontage,400 ft. deep; front blacktopped. l+00-sq. ft. building for office-salesroom. Flagstone front, fi-bloc*. west city limits Owner: William BurnsTUrner 2-A7 30 3797 Golden, San Bernardino, Calif.

CAMARILLO Lumber Co., Ventura County. Founded l0 years ago by present owner. Good buy for working owner who is familiar with business. $20,000 will handle.

MARTIN Rr MILLER, Owner, P.O. Box 217, Camarillo, California

-EO[[PIvIEI,[T FOB SAIF--

HEAVY FORK-LIFT TRUCKS RENTALS AND SALES

MacKay Mill Service

822 - 6%h Avenue Oakland 21, CalifNEptune &9428 l-Hyster Fork-Lift Model RT 15O l-Ross Fork-Lift 15 SH l-Ross Fork-Lift 15 HT l-Ross Fork-Lift f2 HT l-Gerlinger Fork-Lift Model PH 862, with side shift l-Gerlinger Fork-Lift Model PH 86,2, powergd with Hercules Motor May be see at MacKAY MILL SERVICE 8n49th Ave., Oakland 21, Calif.; NEptune 8-9428

12" VONNE.GUT MOULDER

VIKING MACHINERY

Phone: LYcoming 3-3021 (Los Angeles)

Colifornio Lumber MERCHANI-IZE

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