NEWS

By R0SS KINCAID executive vice president

rnHE COI(CLUSIONS and recommenda' I tion. developed from the nine round tables at the second annual Vestern All' Industry Marketing Conference could be far-reaching and fruitful for northwest industry marketing segments.

Nearly one hundred participated, with each of the groups having a cross-section of production and distribution from manufacturer to consumer.

Among conclusions reached at the meeting, held at Gearhart, Oregon, was that suppliers should be encouraged to show in their catalog a list price equal to twice the dealer's cost, plus an apropriately placed blank spot for the dealer's self-determined resale price.

It was suggested that a move towards uniformity of invoice payment terms would be helpful and that suppliers should cut ofi their statements at the end of the 25th day of the month. Recommended terms would be the tenth of the month after purchase with discounts if allowed or net thirty days.

Manufacturers as well as dealers were offered a number of steps to cope with the problem of product failures. WRLA's assistance in supplying complaint forms and signs and counter cards was also urged.

Sales training, local promoli6n-ns1chandising were called the two most important areas where other industry segments could help the dealer.

In local advertising media for the dealers it was felt that newspapers, direct mail and television were the three best. Many manufacturers are now seriously considering more local, and less national advertising. The group formally recommended an all-industry advisory committee made up of all industry levels, to be formed with sub-committees oriented to specific commodities or products so that more effective marketing would be ensured. This necessity for more regional advertising is in line with the best current thinkine in the advertisine business.

Supplieis should be urged, one group said, to furnish written sales policies to dealers, though they recognized that manufacturers would find such action difficult.

There was recognition that all aspects of the industry should take part in a northwest open-house type promotion, possibly to be helped in conjunction with National Forest Products Week.

Optimism was heard from the group discussing the tight money situation who said that optimism would do more for business than pessimism. Better merchandising all around also was suggested.

The small dealer's adrzntage over the giant merchandiser in having knowledgeable personnel was noted as was the neccesity for dealers to sell this advantd$e as well as sell service to their customers.

Three P.B.l. crews of 8-10 men eoch. Foremon with 8 yeors' experience. Eqch crew equipped with qll .|966 trucks ond equipment volued ot $50,0O0 for best service ond efficiency.