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A report was made on the comparative in-place cost of boards versus- plywood and other panel products. The possibility o{ manufacturing odd lengths of lumber to more adequately meet the current requirements for modular construction was discussed. It u.as pointed out by the dealers that this would pose some difficult inventory problems.

Particular interest was shown in the need for greater promotional efforts for the farm markets. It was pointed out that if the lumber industrv is to effectively compete with other {arm building materials, modern design of farm structures made oI *'ood must be developed and offered as a package. The possibility of forming an "institute" to design and fabricate light lrame construction was explored. Also, the multi-unit housing market was discussed in detail. A resolution was passed urging the National Wood Promotion Program to place .o." "-plruri. ou promoting wood in these two markets.

To counteract imitation of wood products, it was suggested the u'ord "genuine" be used in the industry's advertising. More extensive use of grade stamping of lumber of all grades was encouraged. The possibilities of developing a Lumber-and V'ood Products Catalog as a marketing tool was discussed and endorsecl.

You bet he is. Mr. GL0-W00D brings in more sales than our entire staff combined. Why? Because performance has always been our best salesman. We perform in more ways than one. Need immediate delivery? 0.K...You've got it! Hard to get items? We have them! Want to be sure of quality materials? We make sure for you , before they're shipped. Want to make Mr. GL0.W00D happy? Give him a ring. He's a showoff...And very anxious to give you the best performance you've ever seen.

Specify: Glo-Wood HARDWOOD PTYWOOD . Glo-Woll V-GROOVED PANEL$ o Glo-Boord HARDBOARD o Glo-Tone PREFINISHED PANELING o Nu-Glo PRINTED PANEIING. You'll Glo With Solisfocfion.

The Credit Corner

By WlttlAM E. TOCKE

Eill hor toughf hundrcdr of indcpcndcntly ownod f,rmr, building rupply outlcts omong lh.n, how fo build solct through crcdil scll. ing, ond how fo collccf rccciwblcs, Bill's progron o'ficrr lhc deolcr ond hic stoft on thc iob crcdif |toining ond pcriodic rupcwirion. Hc hos corned o mosf cnvioblc repulolion lcoching "profcrrionol crcdil monogemenl" lo progrcssivc reloilcrr during thc lorl ll ycors of his totol of ovcr 30 yeorr in lhc ficld of rcloil ond conruncr crcdit. For dcloilr write hinr direct, 3401 Bolboo Strecl, Son froncisco 21, Colilornio, An asy ralctcncc monvol on Crdit ltlonagancnt lor Crcdil Pcrsonef is ovoifoblc lrom Sill [oc&c cf $12.5O a copy.

When managers of wholesale and retail outlets contact me at my office in San Franciscoo or ask me to visit their outlet to discuss their credit department, I know what they want: a smooth running credit function; collections made with little or no extra effort by the credit office stafi, no customer ill-will from any improved procedure, cash and credit sales increased and all this at no extra expense.

I know before I start to discuss any financial bind they may be in, how high delinquency ig how mueh they charged off last yearo how high administrative costs are, or how long they have been under the impression credit departments and receivables take care of themselves. that effi- cient credit granting and collection procedure invites good credit businesso and inviting business of any kind costs money.

Delinquency Test

Some merchants have objected to paying me for a professional service that helps trade delinquent dollars for money in the bank. If they were part ofa multiple branch operation of any consequence they would be subjected to periodic credit supervision at a fixed cost to them. Very few object to, periodic audits or outside bookkeeping service, mostly because there is a vast difference between amateur and professional accounting. There is a vast difierence between amateur and professional credit management, too.

During depression years my employers rrever allowed us to be over 4/o delinquent. As a test, age out your noteso contracts and accounts receivable by breaking them down into 30-60-90 and over 90 days overdue, total your 30-60-90 and over 90 day columns, then divide your total ledger outstanding into the total delinquent dollars to get your percentage. Now ask yourself how efficient your eredit department is. If you will write to me I'll send you sample aging and accounts recapitulation sheets for this suggested test.

Most aggressive owners and managers are never satisfied with their credit department. Retail and consumer credit is most sensitive to shifts in the national economy. Constant surveillance and improvernent is necessary if you hope to keep pace with competition and our ever changing economy.

Son Diego Hoo-Hoo-Ette

San Diego Hoo-Hoo-Ette Club 4 entertained family and friends at their annual Christmas party held in the Elks Lodge in El Cajon.

Entertainment w&s supplied by the Hootenany Hillbillies, a teenage group that includes the son of the president, Ruth Aschenbrenner of Home Improvers Supply. Ed Gavotto of Empire Lumber Company played the part of good "Old Saint Nick."

PONDEROSA PINI

SUGAR PINE

WHITE FIR

DOUGI.AS FIR

INCENSE CEDAR

Corlood Shipmenfs