
9 minute read
IHPA takes a wide-angle look at the world's problems and how they affect supply and demand
qqPPLY AND Demand, that classic, inv tegral part of all business, came in for extra attention at this year's Imported Hardwood Products Association annual convention, held in San Diego, Calif., in carly February.
Two penel discussions, one on lumber, one on plywood, tackled the near and far term problems and opportunities involved in sources of supply from various Asian and Western countries. Both panels were chaired by Hans Rainer, Rainer Trading Co., San Francisco,
The situation of supply, especially from the Asian nations, varies widely from one country to another, t}rey noted. Many of the factors that afiect a particular nation's ability to increase its exports-social, political, military-were in such a state of flux that predictions beyond the near term were heavily hedged in many cases. l'he APA'-. Jinr 'lurnbull rclated his obselvations of the I'A0 \{rorld Panel ['rotltucts Corrfercnc:e irr Rome last fall. Tht. gr'oup. part of tlrt' f. nitr,d \ations. saitl tlrat despite lhc world timbcl shortagt.. po- tt'rrtial supply wls anrple. 'fhe problt'nr is that it i-. urrt.conomical to harvcst a great dcal oi it. Hc said the shortagcs are mostlr in tlre Wt'st untl l'ill liasically troublc plywood antl softwood producers.
Trade treaties, another of the many forces afiecting supply and demand, were discussed by speakers George W. Schmitz, vp., Wells Fargo Bank; John K. Emmerson, diplomat in residence, Stanford University; the Hon. Thomas B. Curtis; James R. Sharp, IHPA Washington, D.C. counsel; and James Turnbull, exec. vp., American Plvwood Association.
Far East expert John K. Emmcrson outlined the inr.olved Japanese intcrnal politir:al situation. how it lclated to the 1970 rregotiation-s to rerlcw the U.S.-Japanest' security treatics, and the possible consequences it could have on mutual trade. Hc li'lt Japan's continucd policy of more indept,ntlt'nce from the U.S. would be tcmp.,red by the fact that our hasic intercsts coincide.
The Hon. Tliomas Curtis, in Conglt's-. from 1950-(rB, callerl Ior greater ('ongr'('ssional involr.e.ment in international er:orromic affairs. Hc felt the executive branclr hatl usurped Congressional responsibilitics rvhen then Presidcnt John l'. Kcnnedr- had trarle trutle lottct'ssiorts b)' ,.xe,utivt' ,,r,1,'r' rluring rounds of the CATT meetings.

Story dt d Glonce
Soaring attendance figures mark lucky 13th annual meeting of IHPA. Excellent selection of speakers provides in-depth background. Far East wel l-represented, now-settled dock strike dominates ta I ks.
I H PA \\iashington counsel. Janres ll. Sharo" discusst'<l tht' convolutions of tlrt: l-ast (.oast dock strike. it-q afiet't LrDon lll P.{ l,rr"irr,'-.. tlrt' trutiortal ,', ,,nnntt r,',1 Prtritlt'rrt \iron's position Irt'twt't'rr tht' pouerful on all sidcs tif the questiorr.
It u,ill lrt, nronths aftt'r thc strikc's cndirrg ht'fort' it's eflc<'ts are overcomc. lrc said.
He stlesscd that the U.S. must digest rt't t'ntlv passed tradt' k'gislation aflecting [olt'ign tradc lrt'[ole consitlering the passairt'of nrore L'gislation. He did hopc" horvevt'r. that it rnight bt' possible to find r)('\r sour'ces for rt'lief fol thosc industries clarrragctl bv tarrif con<t'ssions. Like Thomas (lurtis. lrt' relatcd Oong-rcss' <'ritir:isrn of Pr,'sid,'rrt K,'rrr*dr fur rrcgotiating irrtcr'rrational tradt' agrt't'mt'nt-s 'lvithout tlrt- con( rrrr'('rl('(' of (.orrgrt's-..
'l'he Or,t'an Frt'iglrt und 'felminal Ope.r'utiorrs Partt'l rlist:ussc<'l < orrtainerizatiolr in gt'rrtral. shipping plr-rvootl in thenr spt'cifi, allv an<l blought out somo sharp difier,'rrct.s o{ opinion as to the prtsent worth oI tlrt' ntt'tltotl. possiblt' clantagcs resultirrg irnd
(Continued on Pag' ;)4)
Traffic control, intercom, 71 ,000 sq. ft. of warehousingall featured in Tarter, Webster & Johnson's Cerritos yard

Two days of open house kicked ofi the grand opening of Tarter, Webster & Johnson's new lumber and wood products distribution center at Cerritos. Calif.
Some 600 customers and friends attended open house the first day for a tour of the new facility concluding in cocktails and hors d'oeuvres.
The second day, Feb. 7, some I00 officials of Tarter, S'ebster & Johnson and its parent company, American Forest Products Corp., arrived to inspect the new distribution center.
According to division manager Frank Quattrocchi, the Cerritos yard has nearly 71,000 sq. ft. of protected warehousing. Together with outside storage, this permits maintenance of a typical inventory o{ 7 million board feet of lumber products.
In reality there are two distribution centers within the new TW&J complex. One is a section devoted to. imported and do- mestic hardwoods. The however, stocks western largest softwood portion, in just about all grades and dimensions
50% MARKUP
Here's o new kind of tile flooring thot your cuslomers con instoll themselves in obout on hour without rnessy odherl""siust strip off the poper bock ond press the tile. Stondord populor colors, boxed ond reody in convenieni disploy rock for eosy cuslomer selection ond corry oui.

CORY, OWEN, KOLL, WADE AND JOHNSON ADD TUSTRE TO OCCASION
Shasta-Cascade annual pulls big name crowd

f\LOSE to two hundred rnernbers of Hoov Hoo met for the Shasta-Cascade HooHoo Club's big annual Concat January 24 in Redding, Calif.
Presiding officers were Al Kerper, president; Bill Berry, vp.; John Dimeling, vp.; Bob McKean, secretary-treasurer I
Brad Broyles, viceregent snark and Virgil Mastelotto, state deputy snark.
Distinguished guests and members attending were Wade Cory, v.p. of International Hoo-Hoo, Ramsey, N.J.; Larry Owen, Jurisdiction VI, Lafayette, Calif.; Harvey Koll, Rameses 54; Ed Wade, Ram- eses 55, and Bob Johnson, international chairman & Rameses 60, Klamath Falls, Oregon.
Visitors were from as far south as National City, Calif., and north from Portland, Oregon.
The raffie was won by Robert Voegly, mAtcH, t969
Lambert-Voegtly Lumber Co., Medford, Oregon.
AWESO'IAE DEGREE TEAM
Thirty-eight eager young kittens, hair cin end with fright, were duly initiated by the well trained degree team of Snark Al Kerper; senior hoo-hoo, Virgil Mastelotto; junior hoo-hoo, Lee Deeringl scrivenoter, Joe Derrah; bojum, Carl Thomsen; jabberwock, Al Boyce; custocatian, Brad Broyles; arcanoper, Roy Dunbar; gurdon, Bill Berry and assistants: Tim Mclndoo, Fred Haynes and Bob McKean.
SHIWERING KITTENS
The kittens initiated were: Jack Beebeo Hyampom Lumber Co.; Richard Bodamer, Lorenz Lumber Co.; Delno Brammer, Heron Mills; Keith Churchill, Diamond National; Roland Clester, Gold-Rey Plywood; Dale Comar, F & M Lumber Co-; Albert Davis, Kimberly-Clark; Clifford Deadmond, U.S. Plywood; Harold Egger, Diamond National; J. T. Fite, Heron Mills;
Al Forwardo U.S. Plywood; Elvin Gamma, Diamond National; Tom Hauptman, J. F. Sharp Lumber Co.; James E. Hawkins, Jr., Diamond National; Mel Jones, Diamond
Story aI a Glonce
Annual Concat attracts 200 from all over West . . industry luminaries initiate distinguished list of kittens plus old guard returns good business year hypos attendance.
National; Lester Karren, Dier Lumber Co.; Bill Long, Pozzi Lumber Co.; Earl Moore, Diamond National; Danell Mods, North Valley Lumber Sales; Frank Peterson, Lorenz Lumber Co.; Lee Pritchard, Home Iluilders Supply; Roy Richards, Jr., Walker I'orest: Ellsworth Strom. F & M Lum- brr Co.; Norman Swaf, Fruit Growers

Supply Co.; Harold D. Taresh, F & M Lumber Co.; David \[aters, U.S. Plywood; Mike Webster, Tarter, Webster & Johnson; Charles Nordecko M B & C Lumber Co.; Tom Wulfert, Tefco and Bill McAvoy, Las Plumas Lumber Co.
Back In The Aciion
Reinstatements were: Clyde Crenshaw, Dier Lumber Co.; Herb Brown, KimberlyClark Corp.; Bill Welder, Fruit Growers Supply Co.; Bob Bonner, R. F. Nikkel Lumber Co.; Stu Westlake, KirirberlyClark Corp.; Tom Miles, Commander Industries and Bud Frank, Dier Lumber Co.
International vp. Wade Cory also held a breakfast meeting in Redding early Saturday with current and past International officers and club officers and directors.
Twenty-two attended, including officers from San Franciscoo Los Angeles, Oakland, Sacramento, Medford, Klamath Falls and Redding.
by Georse N. Kohn, Morketing cof:::::,r, N. Kaha
Beyond The Line Of Duty
For many people, the goal in life is simply to "get by." They donot do any more than is absolutely necessary.
Too many salesmen are included in this category. These are men who won't put forth a bit of extra efiort that would pay ofi in earnings and promotion. They either don't realize or care about the fact that customers are acutely aware of special service.
The insurance salesman who personally checks on a client's claim and the industrial seller who stays over another day to help a customer with a problem are usually way ahead of their colleagues in volume.
$25 WORTH OF CELLOPHANE
When I was in the advertising business years ago a problem arose over the shipping of some works of art to a client'
I stated the problem to the du Pont Co. which promptly sent four men to my agency. They studied *y situation for more than an hour and came up with a solution: Twenty-frve dollars worth of a new product called cellophane to wrap the art objects.
'Ihink of it! One of the world's largest 'corporations sent four people to a small advertising agency for a $25 order. The men's time alone was probably worth $I50.
Did this pay for du Pont ? Of course, it did. I have told this story to business people at least 100 times. Imagine how many more times it was repeated by *y listeners. Also imagine how often du Pont has performed similar service for custo' mers. The company, in my case, was looking at the long term value of its action.

It knew that special attention to a small sale would build goodwill and earn friends. The dollar value of such thinkins runs into millions.
REFRIiiTS FOn SALESMEN this ls a condenscd verdod, Bach lesson is available i.n an expanded form, in a /0.9aso brochuro, sizo 8%x11, prlnted itr 2 colors on whltc dcsy oaDer and is 3-holc Dunched to fit any standard 3ilar'bindir. Each subjcct in this cxpanded vcrsion is fully atd completoly devcloped ln comprehcrsivc dctail and ioclud6 a-8elf-exanination quiz for Salesmen, Pric€s are as lollows: I to 9 copics (of each article)..-.-......-.....50 ccnts cach 10 to 49 copies (of each article)......-........37k cetts each 50 to 99 ooples (of each 8niclc)......--.........30 crnts each ld) c moro coplcs (of cacb articlc)..-...,....25 cents eacb
Xho otlro sc'rics mry be prc-ordered ot individual articlct
Dry bc ordcrod by numbcr addtess orders to tho Gco,rrc N. Kshn Co., MarLeting Consultant!, Salcs TraiafDa Dlvision, DcpartEcnt 'fP, 212 Fifth Avenuc, New Yak, N.Y. 10010.
UNSELFISH AID
To be a success, you must go beyond the line of duty. Ordinary selling and ser' vicing is not enough if you want to hit the top of your profession. And, more im' portantly, you must be sincerely and un' selfishly helpful to your custom,ers and, prospects.
This means thinkins in terms of his problems and welfare.'Th" *"r" filling of an order is not enough in this day of tough competiton. You must concentrate on giving the buyer more than he gets from your competition.
THE LINLE THINGS COUNT
In providing extra service, the salesman, if he is alert, can realize many benefits from the little touches he applies to his work.
Jim Hale, an aluminum compounds salesman, was once interviewing a buyer who had a son in college in the next state.
The customer casually mentioned that he had planned to take the boy a birthday gift of a typewriter, but was unable to get away that week.
Jim would be crossing into the next state, but his schedule took him some distance from the university town. Nevertheless, he volunteered to deliver the typewriter personally for the buyer.
The buyer was overcome with gratitude. IIe was even more pleased when he learned that Jim had not only handed over the machine to his son, but had also taken him out to dinner as his own birthday gift.
In recounting the incident to me, Jim said:
"I liked the guy and was glad to do him a favor. I didn't even really think about what business it would bring me. But that man remained my friend and customer for years. And when he lelt that job, he gave me a terrific recommendation to the new buyer.t'
SERVE FIRST, SELL LATER
A rewarding way to perform extra ser' vice is to ofier to help the prospect before you even try to sell him. Ask him, for ex' ample, if you can survey his needs-with' out cost or obligation. Or you might volunteer to examine his displays, advertise' ments and merchandising methods. In carrying out these services you can draw on resources in your own firm, technical specialists, etc.
V'hen you have made your study and analyzed the findings, present tlem to the prospect. This act will have two results: l. It will show the buyer that you really have his interests in mind. l. Would you stay an extra night in town to help a customer with a display? Yes ! l{o E
2. The findings will give you a springboard from which ,to launch an efiective sales presentation.
While conducting the survey you also will have an opportunity to meet executives and employees who may be influential in the buying decision. And you have a chance to sell yourself to them.
Leds see if you are putting forth extra efiort to help you get and keep customers. If you can answer "yes" to seven of the questions, you understand what I've been talking about.
2. Have you ever offered to survey or analyze a prospect's situations? Yes fl No I
3. Do you kbep a file of customers' anniversaries, etc? Yes n No n
4. Do you look for facts that will help prospects and customers? Yes ! No fl
5. Do you ever discuss a buyer's problems with him? Yes ! No !
6. After getting an order, do you follow through on it? Yes n No tr
7. Are you familiar with tne burer'sr[efi?no I
8. Do you ever comment on a customer's clothes or office appointments? Yes ! No tr
9. Does the buyer ever take you into his confidence? Yesn Non
10. Do you go out of your way to make yourself pleasant and agreeable? Yes E No n