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FOREST PRODUCTS,
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Vince Cunningham, Fremont Forest Products, Whittier, Ca., completed the Newport Beach marathon in 3 hrs.40 min., his first marathon attempt.
Harold J. Rodgers Bendix Forest Products, Newark, Ca., won a 2l day trip into Mexico as first prize in a drawing. He will go piggyback with his rv by train.
Chris Lueck is now the resident sales rep for Snavely Forest Products, Pittsburgh, Pa., in Az., according to C. M. Snavely. Rob Brown will continue to oversee the Az. operation.
Tom Fast, American Plywood Association's international markets mgr., is assuming the job of director, international operations, in the United Kingdom, according to William T. Robison, v.p. marketing.
Ben Patino, Bel-Air Door Co., Alhambra, Ca., is home, recovering after surgery, reports Bel-Air pres. Samuel Fineman.
Vaughan Pipes is the new director of marketing for Palmer G. Lewis Co., Auburn, Wa.
M. Lamont Bern, pres. and c.e.o. of Pay 'n Save Corp., is succeeding his father, Monte L. Bean, as chairman. The elder Bean has been named founding chairman and director.
George F. Baitinger, general products mgr., distribution div., GeorgiaPacific Corp., Portland, Or., is now responsible for product develoPment succeeding Kenneth W. Guenther who has retired. James D. Fuller has been Promoted to national sales mgr/housing and industry group, a merger of the former industrial and shelter sales groups, according to Stanley S. Dennison, sr. v.p., distribution div. Jack Edl, v.p. and gen. mgr., Yorktowne div., has been named v.P. and gen. merchandise mgr. of Wickes Lumber, San Diego, Ca., succeeding Charles C. Bender who will assume new responsibilities within the company, according to Richard L. Barker, sr. v.p. and gen. mgr.
Ronald Bickerton is now in sales at Missoula Forest Products, Missoula, Mt.
Dick Smallridge is a new trader at Dier Lumber Co., Sacramento.
Rich Vaughn is sales director of the new gypsum div. ofStandard Forest Products, Springfield, Or.
The Merchant Magazine
Chuck Fuller has joined Idaho Forest Industries, Boise, Id., in sales.
Kay Berry is new to purchasing at the International Paper building materials distribution div.. Tualatin, Or.
Max Madison is now in sales at Alpine Veneers, Portland, Or.
Dennis Lowe is the new sales mgr. at American Laminators, Swisshome, Or.
Ed Ascencio is a new So. Ca. sales rep for Ferrari Distributing Co., San Dimas, Ca.
Rod Gasser is the mgr. of the new Flintridge Lumber Sales re-load yard in Stockton, Ca., according to Tom Philips. Flintridge Hq. are in Springfield, Or.
Bill Johnson, Hobbs Wall Lumber Co., Terra Bella, Ca., has been on a hunting trip in Colorado.
Larry Stevens is the new sales mgr. at Sequoia Supply, Fairfield, Ca.; Phil Adrian is a new trader, according to Chip O'Neil, branch mgr.
Jim Hunter. Schmidbauer Lumber, Eureka. Ca., and his wife, NancY, are parents of a new baby, Vanessa Rachel, born on Oct. 30, weighing 8lb. 1% oz. Older sisters are Marisa and Jessica.
Gary Kirscher, Georgia Pacific Corp., has been elected pres. of California Oregon Lumber Association; John Wilton. California Forest Products, is the v.p.
Jim Adams is the new asst. sales msr. at Caffall Bros., Wilsonville. Oi.. according to Bob Walton. Jim is phasing out Totem Forest Products, _ Olympia, Wa., his old company.
Dean Adkisson is now moulding plant supt. at Oregon Windor Co., Lakeview, Or., replacing the late C.L. Huddleston.
Linda Wilder is new to the staff of Oregon-California Forest Products. Eugene, Or.
Dave Hansen is now director of packaging and export at McKenzie Trading Co., Eugene, Or.
Dave Wakagawa is new to industrial sales at Idaho Forest Industries. Boise, Id.
Alan Brackett is now a cedar trader with Knollwood Corp., Beaverton, Or.
Janice Wright is the new northwestern Wa., regional sales mgr. for Weyerlqaeuser Corp., Snoqualmie Falls; Steve Renn is a new industrial sales rep; Bill Gates, new mgr., customer service center. Kent.
Bill Carter, Carter Forest Products. U-kiah, Ca., has been vacationing in Mesa, Az.
Hu,gh Mungus and Freddy Fungus, Mungus-Fungus Forest Products, report that their Daughters of the American Revolution female mud wrestling contest has been a big draw at their Climax, Nv., yard facility.
Bob Brooks is now gen. sales mgr. at Plum Creek Lumder Co.. Colulmbia Falls, Mt.; Bruce Tate is replacing him as MDF sales mgr.
Larry Held is now a trader for Standard Forest Products, Springfield, Or.
Gage McKinney, MacBeath Hardwood. Montebello, Ca., has been elected to the board of directors of the Northwest Hardwood Assn.
Charles J. Meyers, dean of the Stanford Law School, Palo Alto. Ca.. has been elected to the board of directors of Southwest Forest Industries. Phoenix, Az.
Max Corning has joined sales at Knollwood Corp., Fulton (Santa Rosa), Ca.
Al Privette is now the McFarland Cascade head buyer in Tacoma, Wa., at their bldg. products div., according to mgr. Bob McBride. The new northern territory, Tacoma north through Ak., mgr. is Ed Shipley; southern territory, Olym- pia, Wa., to No. Ca., mgr., Bill Smith.
Dave Miller, sales mgr., lumber, Publishers Forest Products. Portland. Or., has hired a new lumber sales person, Scott Daley, formerly with North Pacific Lumber.
Paul Haacke has joined the sales team at Fremont Forest Products, Whittier, Ca., according to Peter Speek, pres.
Enos Davison is now a sales rep for Forest Fiber Products Co.. Forest Grove, Or., in Ca., Az.. Nv. and Ut., according to Earl Meyer, gen. mgr.
Brian Bonnington, Bonnington Lumber Co., Oakland, Ca., has been in Mexico City on a business trip, followed by some R & R on the Yucatan Peninsula.
Daryl Richardson, pres. of A & R Lumber Sales, Junction City, Or., has been elk hunting in Wy.
Bill Petit is the new m[r. of tire Lumberman's operation, Kent, Wa.; W.R. Rust is gen. mgr. for the Kent and Shelton, Wa., stores.
Mel Jensen is new to Del Dalev Forest Products. Inc.. Portland. Or.
Joe Ferreira has joined the sales staffat Hagle Lumber Co., Somis, Ca., according to Steven D. Hill, v.p.
Harold M. Frodsham, South Bay Forest Products, Orange, Ca., is back from an extensive tour of Eneland and Scotland
Craig Larson is a new sales rep at Selma Pressure Treating Co., Selma, Ca.
Rod Carpenter has joined Howrey Lumber Co., El Paso, Tx., as plant mgr.
Russ Whalen is new with Sagebrush Sales Co., Albuquerque, N.M.
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More Personals
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Alfred Trubin is now East Coast sales rep for Robert S. Osgood. Inc., Los Angeles. Ca., operating a branch o[fice in Cherry Hill, N.J.
Dee C. Essley, D.C. Essley & Sons, Montebello, Ca., has received the Hiram Award for community service, the Masonic Lodge's highest honor.
Pete Kepon, Arcata Redwod, Arcata, Ca., is back from an Oregon elk hunting safari.
C.M. "Chuck" Grieves and Bill Roberts are representing Hutch Mfg. Co., Louden, Tn., in N.M., Co., Wy., Mt., Ut., and Id.
Mary Ann Petery, pres. of Selma Pressure Treating Co., Selma, Ca., and Dr. Yuergen E. Schuessler were married on Oct. l8 in Fresno. Ca., and honeymooned in Acapulco, Mexico.
Pat Hunter is new to sales at Waldron Forest Products, Sacramento, Ca.
Don I. Carpenter has been named Northwesl Div. sales mgr. for Kaiser Cement CorP., Seattle, Wa., according to John H. WimberlY, gen. mgr. Tom Schlaak, former operations mgr. at Rolando Lumber Co., Inc., San Leandro, Ca., will be returning after a vacation "Down Under" to assume new duties as a redwood trader. Jim Lewman and Jeanne Heintz are new in inside sales. Bud Bucholz is home recovering from a recent operation.
Sash and Door Jobber Annual
Ralph P. Davidson was elected president of the National Sash & Door Jobbers Association at the lTth annual convention held recently in San Francisco. Ca.
Other officers are: lst v.P., T.W. Landskroener; 2nd v.P., David R. Toombs; treasurer Newell E. McCabe; and Carl W. Nagle continues as executive v.p.
Nine new directors were also elected. They are: Clare H. DraPer, III, exec. v.p., Jenkins Mfg., Anniston, Al.; Samuel Fineman, President, Bel-Air Door Co., Alhambra, Ca.; Edwin A. Griffith, E.A. Griffith, Inc., Manassas, Va.; Michael Harman, M W Manufacturers, RockY Mount, Va.; S.R. Lambert, Jr., Pacific Mutual Door Co., Kansas CitY, Mo.: John R. Pullum, Pete Pullum Co., Detroit, Mi.; Robert W. Shuster, Shuster's Building ComPonents, North Huntingdon, Pa.; Joe E. Walker, Cameron Wholesale, Waco, Tx.; Robert C. Williams, Edward Hines Lumber Co., Chicago, Il.
Former President Gerald R. Ford, hiehliehted the associations awards luichion with his current observations on the world and political scene. Former first lady Betty Ford graced the women's breakfast session and delighted all with her candor. Other noted speakers were: economist Morean Maxfield, Wall Street Week's Louis Rukeyser and keynote speaker Dr. Charles Jarvis.
Concurrent workshoPs were conducted on "What Will HaPPen to Your Truck Dollar in the 1980's" "The Outlook for Residential Housing," "Benefits for EmploYees and Estate Planning for Owners," "Executive Stress," and "Perpetuation of the Familv Business. "
One hundied and fourteen exhibiting firms, a new record, occuPied "conference booths" in the exhibit hall.
CALIF. CONSTRUCTION
(('otttittued .lrorrt pagt | 7 ) anticipatcd levcl but still far below the more than 300.000 ncw units estinrated to be needed each Year during the first half of the l9U0s.
Demand Dressures will continue ttr grow. even'if net in-migration levels ofT, due to the large number of current residents entering the homebuyin-{ years. Included in the 122,000' ncw single-family homes projected for 198 I will be a growing percentage of townhouse-style condominiums. Similarily, the 78,000 new multifamily units predicted in 198 I will be comprised of more ownership units than in years past as the slowdown of apartment construction continues.
Nonresidential construction in California should also expand in l9t3 I althou-eh not by the magnitude expected for the homebuilding sector. If realized, the 1981 projected level of $8 billion in nonresidential building permit valuations would represent a l4t/c gain over the l9tt0 anticipated lcvcl.
Commercial construction will rcnrain the dontinant fornt of new nonrcsidential constructiott and. u'ithin that categorl . off icc huildin-cs. rctail storcs, and parking garages will provide most of the upward momentum.
Alterations and additions will comprise thc state'\ nc\l larges( n()nresidential building cate-sory exoandinq due to the effects of addi- ^tions ti, existing industrial/commercial complexes. Ncw industrial building is alsb expected to expand in 198 I as new warehouses are constructed in response to the lifting of Califbrnia's business inventory tax and in response to the stimulus expected from the January I, 1981, adoption of the state's new industrial bond financing program. Institutional buildings will round out California's 1981 nonresidential construction scctor with no real growth expected in the construction of such structures as churches. schools. and hospitals.
WESTERN OUTLOOK
1( orttintrt'd Intrtr ltugc .10) housing combined with substantial nonresidential buildin-s u'ill rcsult in improrcd conditi0ns lor l{)g.g.er\ 3nd luniber mills. althou-sh somc of the marginal mills shut down during the recession will remain closed.
On balance, althou-eh the Westem United States faces some difficult problems in 198 I and in tuture years, it is a region with many of the nation's most valuable resources and with industries Dosed for some of the most rapid rates- of -erowth.
Sales Duds Defined
How do purchasing executives rate your salesmen ? A poll revealed these 17 shortcomings in order of importance.
(l) Comes on too strong.
(2) Deficient in problem-solving skills.
(3) Too talkative.
(4) Poor taste in clothing and grooming.
(5) Doesn't do homework on project.
(6) Calls at inconvenient times.
(7) Uses sympathy approach rather than straight talk.
(8) Uninformed on competitive products.
(9) Doesn't know enough about customer's business.
(10) Depends on entertainment to offset inadequacies.
(1 1) Fails to keep commitmenrs.
(12) No real interest in customer.
(13) Doesn't listen.
(14) No ability to plan.
(15) Never on time.
(16) Deficient in ability to persuade.
(l 7) Lacks understandine.
A MOTION FOR MOTIVATION . .
ht'rr Ihinl
Q I R\ I\( iTl\lF in ln rrrslitrrti,'rr. 9 rrltltlt'rcf thr' \urT()undingr. rrh;-rt cr cl thc siluation. should nevt-r tllcan .loinrnu hlnrls w ith l l'icklc allr: I-ae k ol Nlotivutiolt.
Our inclustrr'. ilt \\hatevcr the levcl. bc it nrill. r'"'holcsalcr. rcntanufacturing or rctail cstablishlllcnt. prcscllts a inique challcngc.
Thcrc is scldottt a titttc thc'n thc t'ntr't'pttsittl. ltlr'tl. .lttiltL ol !()nscicrttious etltplttrec eallllot clltcrtain thc itlca o1' Prcsctltlttg a c()ll\tructivc idca t() lttattagelitcltt..\nd thc buck. cvcn though its valuc hls clccrcascd apprcciabll. shtruld not sl()p thcre.
The cnnrc ts ttot aluurs irt thc do- inq; t,,,, nrillt\ lilllcs. ()n t()() llunier()us r,.tlrsirrns. llt(.\\t,'n!JoitlS i: ttt nrrl takin! action.
F re t1u ent corttri butttr Tltittt, rho is enploved bv FlintfuttL' Suppll in Los Angcles, hus urr t'.rtt'ttsit'e background in tht' distribution of lumber und bui I di ttg suppl ie s. -cd.
-l'hc tinrcs t ull l or rrl()rc pr()grcs.ire thirrkirrg. I)){)te,rplilttistir' altitudc's. a closcr re latittnship bctw ccrl sellc-r and buycr. truck drivcr and recciving clcrk. busincsstttan attd custontcr.
Shouldn't an arcna o1' tttutual uelfare. conscrvation ol- cnerg\'. prcscrvation of natural rcsourccs. tlltti()lial sccurit)' and an (un)ctlrtltrlon btlntl ot' tiicndship alert us to a broadcr arca of nrutual bencfits'l
How many titttes havc )t)u \\ol1dcrcd u'hy Son.rebodl didn't do Sonlething'l The vcrv same thought entercd nrt nrind and. rather than keep tt to niyscll'. *'hr don't ue sharc'.)
Tr1 ing to brcak this dotn b1 categuries was our ori-ginal intent but the task bccanrc an honcndous cndeavor and vou are- askcd to plcase select \'our i)\\ n classifications. - lf thc custonrcr disdains purchase of' an itcnr. ot'tcr an altcrnate.
N'lakc sure thc custitttti:r has as- surance of havin! receivcd pr()pcr material . particularl) ri he n a si-tne cl receipt is tendercd.
Sell thc propr-r pan or tool for thc pr()ieet. Ciic u nel'\(rnill !u\'\\ itl u hat per.clrt rrl' tht' Jrt-tt rout rcll't ls arc trul) qualified to pertornl the task at hand. Consult someone nttlrc clualificcl *'hen questions arise that rcquire a rnore educated tlpinion. The happy customer is the one whtl rcturns arain. and again. and again .. Rccrignize thc customer-don't ignorc hint or be ttblivious to his presen!!. lt rhouldtt't be necessary to \\ait for hinr. or for management, to push thc alcrl button.
If *arranties or guarantees are part ol' thc program, rnake it evident io thc custotttcr. lt's pafl of thc sale; it's part of thc packagc
The "hold" button on the tclephonc rnay be onc of the greatest L'rirne s comnrittcd against nlankind sincc the square u'hecl. Put 1'ourself in the othcr fellou's shocs whcn ytlu
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