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Trade official, Sir Fred Catherwood, explains why North Sea oil will impose tough new demands on industry, while companies discuss their problems — and achievements — at an export conference.

The continuing high level of imports since devaluation has worried a lot of people. Imports were higher in the first eight months of this year than the Chancellor's budget forecast; the National Institute of Economic and Social Research has revised its 1968 forecast of imports upwards and has called for import controls by Government. Is this concentration of attention on imports right? Is there anything Government should do about it? Is there anything business should do about it?

In the post‐war educational spurt for our industry, catering was dubbed a ‘borderline technology’. Now, technical studies or what is vocational in courses, are perhaps more ‘borderline’ than ever. To those ‘keeping up with the educational Jones's’ technical studies may be no longer borderline but quite beyond the pale. The skills of catering seem to have lost face and lost vogue on all except craft level courses.

IT is my purpose here to explore the ways in which the imperatives of modern technology interact with the marketing concept; with the idea that the customer is in some sense sovereign in the determination of what will be produced and how it will be marketed in our economic system.

WHEN technological change began to make a serious impact upon manufacturing industry widespread fears were expressed about the volume of unemployment that would follow. In the succeeding years those fears have not been realized, but that does not mean that workers and their jobs have remained unaffected.

With 16 years of top management experience matched by an equally impressive physical stature, the man who succeeds Sir Raymond Brookes at GKN — Barrie Heath — aims to put Britain's biggest engineering company on an international footing. From now on, GKN's main purpose will be one of “hard sell” on world markets, the new chairman tells Ken Gooding.

If the CBI's industrial trends survey had not shown signs of optimism, Britain would indeed have been on the brink of disaster.

Discusses four occupational characteristics of salespeople that should be measured: ego drive; empathy; appearance; and manner and speech, suggesting that technical knowledge of a product is also important. Uses a case history to demonstrate the correct use of tests in selecting salespersonnel, showing some limitations of the tests in question and revealing their effectiveness.

Conference, what conference? IF you ever wanted to be a fly on the wall when a top Government official meets trades union professionals, stand by. For Industrial Management was offered just such a chance to eavesdrop when Sir Frederick Catherwood, chairman of the British Overseas Trade Board, met union officials from South London to discuss the contribution that exports could make to providing more jobs.