Vorietv ol Topics Stimulqtes NPDA Regionol in Son Froncisco

The National Plywood Distributors Association enjoyed one of its most attentive tuneouts at its W€stern fall regional meeting at the Sheraton-Palace hotel in San Francisco, November 11. The dey-long meeting was capably organized by NPDA Managing Director Mahlon Munson, and presided over by NPDA President Dean Trumbo, Portland.

X'ollowing President Trumbo's opening remarks in the morning sessions, the group got down to business with Earl R. Pennington, reglonal director of the Douglas Fir Plywood Association, who explained the activities of DF PA's field men. Pennington also pointed out some 40 different plywood items for Winter market promotion-markets that could be promoted today, next week and throughout the winter months.

A talk by Arnold Koutonen, past-president of the DF pA and a past trustee and member of the Management committee, was next on the agenda. I(outonen, who retired as general manager of St. Regis Paper Compalry's St. Paul-Tacoma Lumber Company divi- sion, November 1, noted that there are many changes rmminent in the area of marketing (i.e.-the days of the production "hero" are past; tlte man in the saddle now is the man with the marketing know-how),

Koutonen, who has spent his entire career in plywood, discussed the problems, but possibilities, of better tailoring production to demand through the development of new plywood items, new markets and better coordination between the mill and jobber level.

Koutonen said he felt that one-half the job will be accomplished when producers learn how to market the other half when jobbers leara to coordinate their efforts with those of the producers.

Fred Smales, vice-president of U. S. Plpvood Corp., Los Angeles, then took up discussion of a recent survey of plywood marketing which was conducted for the Plywood Manufacturers Institute by Dr. Engle and Associates. Copies of a summary of his nation-wide survey and findings were distributed to the group for a later "brainstorming" session held in the afternoon.

J. W. I{line, executive vice-president of the Plywood Manufacturers Institute, discussed PMI's '61 plans, Prefacing his remarks on future plans, Kline reviewed the effects of their program to date.

"The problems of the industry are the existence of a serious lack of marketing know-how," he said.

"In fact, the concept of pricing and discounts in the industry is entirely unrealistic and leaves no hopes for improvement unless radical changes can be brought about. The marketing channels followed by the industry in getting plywood into the hands of the consumers are completely disorganized.

"The discount strueture prevailing in the industry ignores com- pletely the legitimate functional marg'ins of the marketing channels.

"Quite a shift has been noted in the attitude of mill men toward the need for better statistical guidance.

"It is, of course, far too early to expect much more from a program desig'ned to be educational. Education is a slow process. More of it is needed-and not only by plywood manufacturers. Distributors and dealers have much to learn, also, and many changes to make if they are to regain the position they once enjoyed in plywood marketing."

F ollowing time-out for luncheon and caucus sessions, the big