HmINAN IIACKIN ffi) tUl,lBER COfttPANY, lNC. W

"Notp ln Out SOth Yem"

ucts Div. of U. S. Plywood, appeared jl Thursday, Nbvem,ber 5, as a panel on i Wholesale-Retail Distribution Problems. This has always been a very popular discussion as it brings out local problems currently troubling the industry.

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Thursday evening everyone attended the Board of Directors' cocktail party and dinner-dance afterwards. During the evening two tttrainmen" came in wanting to know what had happened to the Train Trip. That outing had been scheduled for the' spring. Seems they had been waiting in Fullerton since the scheduled day. As said in his talk. "Sometimes we $ ,just don't communicate irr an understand-

Competitive Prices

able manner.t' The tttrainmen" turned out to be Don Dayen of Sun Handling Dock and Tom Supple of Sun Lumber Company's main office.

"SELUNG UP"

Friday morning John Lipani started ofi the abbreviated session with a fine talk on "Selling Up." John pointed out how all too often we sell the least expensive item and of r:ourse get the smallest margin of profit; whereas, with only a little salesmanship, a more costly item could be sold, with a decided increase in profit to the dealer. Following, a panel consisting of Terry Mullin, Tarzana Lumber Co., Don Braley of U. S. Plywood Corp., Bob Heberle of Georgia-Pacific Corp. and Jim Williams of CHIP National, discussed 'oRecruiting and Training Employees." The panel discussion had to be cut short ,because of the scheduled golf tournament, but some fine points were brought out; such as locating pros' pective employees; the use of ability tests, interviewing techniques, reference checking, training metlrods and followup interviews with recently hired employe€s to determine skill level reached within a 30, 60 or 90 day period. All agreed that finding desirable employees was becoming increasingly difficult due to competition from (Continued, on Next Pa"ge)

onJ Q"./ity

Unlike mony wholesolers, our yord inventory is mqintoined with ihe retoiler in mind _ you con olwoys depend on United tofilloll your Pine ond White Fir needs.

(Continued from. Page 91 the so called glamour industries of electronics and space-oriented firms,

Fifty-three golfers, including nine women, played Friday for the annual association tournament. Bob Sievers of Fisher Lumber Co. was the low net winner with a 66 and won possession of the trophy {or the year 1965. Second low net was Brownie Markstrom of Hirt and Wood with a 67. In the women's class, and they all had "class," Inez Hathaway was low net winner. Donna Hull was second net. The Duffer's award, which is new this year, was won by Francis O'Sullivan of Rossman Mill & Lumber Co.

Some women had time to devote to bridge. Prize winners at Thursday afternoon's bridge-tea were first prize winner Bernice Newkirk. wife of E. L. Newkirk of Chandler Lumber Co., and second prize to \Iary \{ilhaupt. wife of Art Milhaupt of liremont Forest Products. "Booby" prize went to Mary X{cCune, wife of Jason McCune of J. H. Baxter & Co.

Saturday morning the association's own Paul R. Hollenbeck, Lumber Service Company, talked about data processing for the retail lumber industry. Paul pointed out how increased profits can be achieved through planning, pricing and accounting. To supplement his presentation, Burroughs

CAIIFORNIA LUiABER MERCHANT and I.B.M. had men and computers there to demonstrate how the systems work. A highlight o{ the conference was the awarding of a plaque to Kingston McKee, the outgoing president. It is a cast bronze plaque carrying the following tribute:

"ln gratelul appreciation to Kingston Mcliee for outstanding achieuement and, sellless d,e"-otipn to the Lumber Inilustry as Director and, Presid.ent ol The Lu.mber Association ol Southern Calilornia during 1963-64."

Plarrs are already being formulated for the 1965 Conference which will be held November 18-20, 1965, in Palm Springs.

Since 1944