,I'T E R RY CHRISTA'IAS!

the product, but the most lmportant adverflslng tlollar that can be spent ls the advortlslng that says ..Ilere's where you can get lt!"

The first general session on Wednesday was called to order by President Blaekstock, and Treasurer Don B. Richardson of Denvei reported that membership had increased over 1gb9 and that the organization was financially sound.

President Blackstock and General Manager S. M. Van Kirk, in a joint report of activities, told the convention that in spite of a poor business year and a general recession throughout the country, membership in the Association continued to be on the increase.

They pointed out that in addition to continuing tlre many valuable services from Chicago, the association had branched out into the field of education through seminars and training sessions. They reported that the association's second Business Management fnstitute was held at the University of Illinois in August with 26 NBMDA executives present. The first Sales Management Conference is scheduled for the week of December 12 at Indiana lJniversity. Another association activity was the Warehouse Superintendents Seminar held in Springtreld, fuinois, last March.

A prime area of emphasis for 1961, they said, should be efrective distributor-dealer relations programming by association members. individually as well as collectively. On another point they said:

'I thlnk ln many lnst&nces wo &re gullty of some of the poorest buslness pollcle ln oxlstence. Tlme onil tlme agaln----ond thls must bo mentioned-the .llqffibutors-even our ovyn memborS_hsve been guilty of glvlng away thelr proffts, olther ln fear of compefi- tlon or tn a stuplil attempt to be o .he'ro' and get the ;'mp on one of our own lndustry. Ilowever, we can soe no jwfitrcofion ln ex- changlng dollars, anil that ls exactty what many wholesalers are dolng today."

The joint report was summed up with the statement that "despite the comments which we are still hearing that ,there is no place for the distributor,' we are firmly convinced that he is in a strong:er position today than ever before. The wholesale distributor of building materials was a depression-born baby and in spite of the many roadblocks, he has had a healthy growth. Ifowever, he must be intelligently flexible. Perhaps an opportunist. Knowing

Complete Line ol

- EmRfV orGlszed -

Aff Stock Sizes Carcied in Our fnyerrtory

Coll Mr. Sloter: Gllbert 3-3237 for Prices qnd Quototions that unless a product shows an adequate profit it must be replaced by one that does."

President Blackstock emphasized that membership in the association is the "cheapest premium we can pay as distributors to insure our industry position in the future,"

A. J. Watt, Chicago, told the convention that there are three basic steps which must be included to effectively train any group of salesmen. Overlooking any one of these three steps often results in meetings which are "tail-straining" rather than sales training. Ilere are the steps, he said:

1. Prepare a written plan. Decide what you want to teach and put it down in writing.

2. Concentrate on the development of selling skills. As valuable as product knowledge may be, it is the knowledge of the customer, of the customer's needs and wants, which contributes most directly to a salesman's success and productivity.

3. Train experienced men as well as new men. The development of superior salesmen is a continuous process, and those who are the best can contribute a great deal to training those who need it the most.

Watt reported that a three-unit program of professional salesmanship has been prepared and it is a completely packaged program enabling NBMDA members to handle each unit in a separate meeting.

"Legal Pitfalls for a Wholesaler" were described to the convention by Robert N. Corley, assistant professor of Business Law' University of nHnois at Urbana. He pointed out:

-A company should become a multi-corporate organization if each product sales volume is over $25,000' F or tax purposes a dif-

Sowhern Coliforniq Homebuilding

In Rising Trend Agoin, Soys Bank

Southern California homebuilding is down from the alltime record set in 1959 but is in a rising trend, the Security First National Bank research sta.ff reveals.

During 1959, a total of 159,728 family dwelling units were authorized for construction in Southern California-the largest total in local history. Seasonally adjusted, the peak was recorded in May of 1959, with volume climbing to an annual rate of 192,000 dwelling units, l'ollowing that spectacular performance, activity moved irregularly downward.

In January of this year, building-permit volume was at a seasonally adjusted rate equivalent to about 125,000 dwelling units annually. The rate moved up to 130,000 in F ebnrary, to 137,000 in March, a^nd held at the 13?,000 rate through April.

During the four-month period, activity was at a"rr averag'e level equivalent to 133,000 dwelling units annually, seasonal factors considered.

That represented a reduction of.16.7/o from 1959.

Homebuilding activity so far this year has been below 1959 in every county in the southern half of the state except F resno and Kern.

Declines from 1959 volume have been more moderate in the multiple-family category than for single-family homes. In the southern half of California, single dwellings were authorized during the first four months of this year at a tate equivalent to 82,600 per year-down t9,4/6 from 1959's record total of. 1O2,477, Units in multiples have been authorized at a 50,400 annual rate-down 721qo ftom the 1959 record total of 57.311 units.

ferent corporation should be set up for each product in this category.

-A corporation can be taxed as a partnership.

-Beware of accumulating too much surplus.

-When called in by the government on an income tax explanation, be sure to have complete records of auto expenses, employeeextra income.

Among other recommendations made by Corley were consideration of protrt-sharing plans, no matter how many employes; key man life insurance; estate-planning.

On the matter of public liability and property damage rates, Corley pointed out that every person who drives a car on compalxy business makes the company liable, He suggested adequate protection up to $100,000 a person and $300,000 an accident.

Corley told the association members that key employes should be contracted to agree that they will not compete with the company if they resigrr, at least for a reasonable length of time and in a reasonable area.

Corley also pointed out tltat estate-planning devices can save thousands of dollars for companies.

Among other advice given by the University of Illinois professor was-

Have your wife own some of your property Consult your lawyer on estate planning and taxes that could save a considerable amount of money ff a bill is not paid in 30 days do something about it I{ave written evidence of debt Go slowly on rating a business negatively and don't publish such a list.

Professor Albert Haring of the School of Business, University of Indiana at Bloomington, discussed highlights of the NBMDA Sales Management Conference and emphasized the fact that his university has responsibilities in adult education in business on a national scope. In doing this, he said, the university acquires information about business.

The purpose of the forthcoming Management Conference, Professor Haring said, is to bring together the top men in various fields and tell about techniques that have been successful.

Professor Haring suggested a new look at merchandising awards and suggested methods such as: The company that gives a special