FAMOWOOD

is the PROFESSI0NAL'S ALt PURP0SE PLASTIC

Boat builders. furniture makers. cabinet makers. etc. have found it the one sure answer to correcting wood defects, filling wood cracks, gouges, covering countersunk nails and screws.

0an be used under Fiber 0lass! ryt&e

Ready to use right out of the can, Famowood applies like putty-sticks like glue; dries quickly; won't shrink; takes spirit stains, quickly; and will not gum up sander. Waterproof and weatherproof when properly applied. 4fi.

Availaile in l6 matching woodcolors .nd white.

BEVERTY MAIIUFACTURING C(|MPATIY

Calif.90003, P.0. Box 73233 llfHnfevER we did during 1976, Yy-Y. were right. lndications from all sectors of the association area are an average of 25% over last year. Many of us showed that September and October were the highest sales records in our business. What do we do now? Sit back and rest on our laurels? Don't believe it! If we expect to hold steady duringl9TT we must stafi now to corner our piece of the action.

Wb are hoping that the new administration will stimulate the economy, as promised, through home construction. If this happens we will have as much business as we can handle. Maybe more, if materials become scarce again as they were in 1973.

All of us are learning an important management technique that must become standard operating procedure. The technique is selection of customers. With ever increasing consumer protection laws we have no choice but to extend credit to oniy those having the ability to repay. We can no longer afford to carry the contractors that tend to pay only when pressured.

Keep in mind that since the '73 housing boom the large contracting corporations have folded. Current environmental impact statements, planning commission approval and building permit issuance frequently takes in excess of two years. A large contractor planning large tracts can no longer afford the interest payments on the million and a half they paid for the land while they wait for two years for the permit. This has opened the door for the smaller independent contractors who must purchase materials from us. It is then essential that we screen our customers carefully to be certain our risks are minimized.

With the continuing increase in the cost of materials we cannot carry contractors and other customers and tie up the capital we must have to reorder.

Also we must keep in mind that we frequently consider the float (the time it takes our suppliers to process and deposit our checks.) as part of our capital. But computer processing and overnight account debiting will frequently debit your account for a check issued two days before. Therefore it is important to keep our capital in up-front cash.

The industry needs your help. Each year dealers from across the nation travel to Washington, D.C. for our annual Conference with Congress. Our next Conference will be April 27-29. During this period we will be briefed by our national association officers and staff on critical issues facing our industry. We will be given packbts for distribution to Congress and then we will visit our Congressmen in their Washington offices to discuss these issues.

It is sad to report that the Western states have a poor turn out. We cannot muster enough concerned dealers to visit the majority of our Congressmen. A few dollars and a couple of days is a small debt to repay the industry you have selected for your living. I urge dealers from the Western states to make a small sacrifice and join the Conference.

This business trip will provide you the opportunity to see Washington, D.C. and the inner workings of the government. We have an urgent need to visit with the new Congressmen and make them aware of our industry. Previous visits have assisted us greatly in areas such as the defeat of land use, comon situs picketing and Monongahela.

98TEAB OI,DBOAST OFATTEW BABI?

Truly a "chip off the old block", the new National Division of J. E. Higgins Lumber Company is ready - willing and able to handle your toughest requirement. From pencil stock to ship sparsHardwood of any species to Softwoods and Redwood .you name it, if it's grown, we have it . . . Imported and Domestic. The Higgins "baby" .n c&rr handle it After all. "little shavers" with parents 9Syears old do know a pitchpocket from a knot hole!

Give us a call!