Sell ttre Etest

"Related selling is important to our sales. with a versatile stock of West Coast Lumber, we have a sound basic item upon which we build related sales-hardware, insulation, millwork, tools, paint, other building items. Sales volume and West Coast Lumber go together."

The quality reputation of coast region west coast Lumber with its variety of sizes, patterns and grades is a big help in meeting modern building specifications. For example: standard sizes of west coast Lumber were used economically in the intricate framing of the octagonal house illustrated above.

Standard sizes and grades of West Goast Lumber used in framing this octagonal house are:

West_Coast Douglas Fir 2" x lO,, floor joists, 2" x 4" interior and exterior wall framing.

West Coast Hemlock 3n x 6', double tonque and groove for spans lrom 8'-6" to 15e9,,. -

West Coast Hemlock 2,, x 6" heavy floorino for ceiling spans 3,-4,,to 8'-6,'.

West Goast Douglas Fir glued laminated beams 5r/+,, x 93/+, x 20, supported at four points of the octagonal.

West Coast Lurnberrnen's Assrr.

1410 S.\M. Morlrlson Street

Portland, Oregon what is considered by many as some of the most €ffective support given the Administration's successful 1962 Trade Expansion Program. Osgood pointed out that IHPA members held an advantage over most representatives testifying before the House and Senate Committees because they were both Americans as well as experts in World Trade, and thus had a bifocal view of the President's program.

Osgood particularly thanked Jack Davidson of Pacific Wood Products, Los Angeles, for. his testimony, noting that the Chairman of the House Ways and Means Committee had praised Davidson quite profusely for his candor. Davidson, owner of a domestic plywood mill as well as head of a long established imported plywood concern, was a rare witness because he could and did capably discuss the pros and cons of the program's efiect on the plywood market.

Also praised by Osgood was James Sharp of Sharp & Bogan, the IHPA legal counsel in lVashington. Sharp, whose main practice is Tariff Law, is a keen student on the Constitution. His brief on the constitutionality of an amendment which proposed that Congress retain veto power over Presidential Agreements under the trade program, drew wide attention in legal circles. Myron Solter and Tom Blake, members of the Sharp & Bogan stafi, also drew high praise for their effective work.

Osgood noted that New York members had become more active in the voice of the Association under the strong leadership of John Eells, United States Plywood Corporation, and Robert Axtell of Atkins, Kroll &

Co. The group has established regular meetings of importers in the area.

Of considerable importance to the group was the report by John Mercier of Ray Hill Lumber Company, Los Angeles, who voiced the constructive criticism and recommendations of the committee composed of wholesalers, door manufacturers, printers and prefinishers. This committee has had a highly authorative voice in educating foreign suppliers with respect to American marketing, distribution and quality standards, as well as creating a better understanding between consumers and suppliers.

Keynote speaker at the Convention was foreign trade specialist Eliot Janeway, who called attention to Russia's growing eco- nomic offensive throughout the World, using its goods and services versus our cash. Janeway noted that Russia is also using wood and wood products traded at cut rate prices and in growing quantities to Great Britain in an attempt to unsettle the Scandanavian bloc, Britain's historic suppliers.

Stanley Long, executive vice-president and general manager of Shasta Trailers of Northridge, California, with plants at Goshen, Indiana, and Lancaster, Pennsylvania, impressed the group with the fact that four million Americans are using mobile homes for either recreation or permanent residence. The American mobile home and trailer industry, which is growing at the rate of 195,000 units annually (within 13 percent of all private housing starts last year), is a huge and growing market for imported hardwood plywood, he noted.

Albert Perrish-chairman of the board of Vest Coast Metal Importers Association, president of Winter Volf & Co., Los Angeles,and vice president of the Los Angeles Board of Harbor Commissionels-shg55sd the necessity for a positive, not a defensive, educational program which would inform the public of the many benefits derived from import commodities.

Another speaker, Orval Stewart, head of Stewart Plywood. Inc., Santa Fe Springs, Cali{ornia, told the group that the Great American slogan "W'e will not be undersold" can only lead to disaster. Stewart urged the group to get ofi the atomic rocket ride for volume and put the emphasis on creative selling to achieve the reason for being in business-profits.

Robert Weston, head of the marketing firm of Robert Weston & Company-a former plywood man himself-noted that the importer's most important product is in reality a service-a buying service. Weston emphasized the need for the importer to more closely identify himself with the cus(Continued, on Page 50)