S* U"* at tln eo*rn*tio*l

IIow to have more Sales Appeal make more Cash on every Deal ! FIow to make those Saving cuts . . . make more Dough, don't Work so much !

It's high tirne you found cessation from your every-day ysx4[i6n

- Get your sights NOW on ConventionPlogram's great . . Too big to mention ! !

Next month is again Lumber-Dealer Convention time in California, and the two trade associations will once more extend themselves this April of 1959 to provide their retail members with the most mentally stimulating and economically helpful programs that can possibly be oLtained

The Southern California Retail Lumber Association meets first again, with the lg59 Convention dates set for April 7, 8 and 9 at the Ambassador hotel in Los Angeles. The Lumber Merchants Association of Northern California will again convene in beautiful Yosemite National Park, at the fabulous old Ahwahnee hotel, on the dates of April 19, 20 and 2L.

A review of the two dealer associations' every-day beneftts to their membership and a preliminary glance at next montht 1959 Convention programs are reported on these and following pages:

The 42nd SCRTA Annuol Promises to Be Full of 'Surprises'

President Hal Brown and Executive Vice-President Orrie Hamilton were busy "signing up" their speakers at press time for the outstanding program the directors of the Southern California Retail Lumber Association are planning for the 42nd annual Convention and Trade Show at the Ambassador hotel, Los Angeles, April 7-9, and the complete program is expected to be ready for publication in the next issue. But there will be some swell surprises in store for the convention-goers this year, too, it is promised.

Several program highlights of the recent successful NRLDA Exposition in Chicago are going to be adapted for the entertainment and instruction of the local delegates, and some of the usual features of past SCRLA annuals are being streamlined and enlarged this year for greater enjoyment and audience participation.

For instance, the annual "Olcl-Timers Breakfast" will this year be expanded to honor every lumberman in Southern California (both active and retired) who has served as a lumber or allied products dealer, jobber, wholesaler or producer for at least 40 years. This event is down for Wednesday morning, April 8, and Orrie Hamilton's office (MAdison 3-6108) will welcome your suggestions of "old-timers" so that none is overlooked on the SCRLA's "F{onor Roll."

The annual Hoo-Hoo and Hoo-Hoo-Ette luncheon is set for Thursday noon, April 9, and anyone who's ever attended knows the Blue Book models get better looking every year and, this year, they'Il be back in current fashions that bring out a girl's best points.

The annual Banquet is \\rednesday evening, April 8, with some "fabulous" entertainment, and the very popular Dinner-dance winds up the convention Thursday night, with a popular spot to be selected.

Growing in popularity each year is the Convention's

"Open House," which takes place the first evening of the big show. The SCRLA is going all-out this year to make the Tuesday evening affair, AprilT, the most outstanding it has ever been. There is no charge for this friendly, informative get-together of dealers, suppliers, architects and designers-it's all on the house, with a "personal preview" for everyone of the outstanding New Products and applications in the big Trade Show, plenty of free refreshments for all, some superb, bigtime entertainment yours for the seeing and hearing, and the drawings for the wonderful attendance pnzes.

This is iust a starter. sav the of6cers ancl directors of the SCRLA.

ASSOCIATION ACTIVITIES AND SERVICES, s.C.R.L.A.

l It sponsors meetings between members so that thev mav become have a free exchange'of views.

Active and Associate better acouainted and

2. It publishes and furnishes dealers with a roster of oroducers and wholesalers who are Associate Members. -

3. It furnishes members with specialized technical and legal advice that only few, individually, would be able to afford.

4. It operates a liaison service between its members and the various departments of Federal, State, County and Local Governments.

5. It has a representative in the field who devotes his full tirne in the promotion of the proper grades of lumber for their correct use in public and private construction.

6. It, in cooperaiion with 3l other State and Regional (Continued on Page 6)

NRLDA President Blockstock, Seqttle Deqler, of Li[Annuql

The Lumber Merchants Association of Northern California anticipates a record registration for its coming 19th annual Convention, April l9-2I, at Yosemite National Park's beautiful Ahwahnee hotel. A golf tournament, set for Sunday, April 19, at the \Mawona Golf Club will open the threeday sessron,

While a complete list of speakers is not yet available, Association Manager Jack Pomeroy has confirmed arrangements with three of the major speakers, namely: Frank Lovejoy, marketing and sales executive of Socony Vacuum Oil Co. of New York Citv: NRLDA President H. W. Blackstock, head of H. W. Blackstock Lumber Co. of Seattle, and Robert Gros, vice-president of advertising and public relations for Pacific Gas & Electric Co.

Included on the Convention program will be the popular and thought-provoking Dealers' Business Session, set for Tuesday morning, as well as the usual all-star show and grand finale on Tuesday evening.

ASSOCIATTON ACTtVtTtES AND SERVICES, L. M. A. N. C.

Group Workmen's Compensation Insurance-under which dividends in excess of $250,000 have been returned to participating members over a 9 year average-or 37.5/o ol each firm's premium. The average dividend for non-participating yards is only 25.5/o: a saving to many members of perhaps 35-50%.

Forms-Accounts Receivable Age Breakdown-a welldesigned, easy-to-use form for aging receivables as an aid in prompt collections .75c per pad of 100.

Yard Order Forms-this form is currently being used by many members to eliminate yard order duplications. $4.08 per M.

Revolving Credit Plan kit including application forms, explanatory booklet and follow letter.

Building Products Dealer Data Book-the most complete index available to dealers who must have ready information on such diverse products as lumber to paint, wood floors to hardware, plumbing to electrical equipment, etc., the Data Book is well illustrated and indexed. Periodical additions are issued through the National Retail Lumber Dealers Association.

Fire Insurance at a premium saving of. 15/o: here is a reduction in cost readily available for the investigation of any member. If you are serious about reducing your cost of doing business we earnestly suggest your review of the coverage offered through this plan.

The Association Sense

BY JACK DIONNE

It has often been said that one great difference between men and monkeys is that men c:rn and do profit by the experience of others, while monkeys do not.

In Borneo, the natives capture monkeys by a simple device. They cut the tops off of cocoanuts, put a slip knot with a trigger on it over the top of the hole, and in the cavity they place an edible of which monkeys are very fond. Soon a monkey thrusts his paw in the hole, the trigger springs, and the monkey is caught by the wrist. Then what happens? He cries loudly and the other monkeys gather to see what's bothering him. Seeing his predicament, others stick their fists in the holes in other cocoanuts placed nearby. They just have to find out what made the first monkey holler. And they dejust as he didl

Now if those monkeys had possessed the Associatio,n sense, that couldn't have happened.

Each businessman works out his own business problems, has his own experiences-bitter and sweet, and they are filed in his memory and in his books Each other man does the same thing. To each corne experienceq ideas, thoughts that probably come to no other. Separately, his experiences help only himself,

But collectively they help all those who join in cooperative and association work. The experience of each member becomes the pro'perty of them all. One merchant would have to live long to get all the experiences he can get by belonging to an association of his own trade. Then the experience of all becomes the experience of each. By belonging to an association of 100 men, his experience is the experience of 100. For that is the Association idea.. . the cooperative idea.

It shows the difierence between men and monkeys in one particular at least. Men can profit by the experiences of others" Monkeys do not.

Freight Bill Auditing-not many of us are traffic specialists nor do we have time to minutely examine freight bills. Your Association has made arrang'ements for the review of your freight bills-there is absolutely no charge if an overcharge refund is not in order. Another area for reduction of operating costs.

Public Relations and Industry Films-for use in training programs, service clubs, schools, civic groups, etc. The

L|{Anoger Poneroy ir shown here wilh o group of yord foremen ond mombq dcolars qt ihs '1958 Yord Forcmen'r Seminor, qnolhq qnnuol cval of lhc As.qiqlion whi€h benofitr the momber yqrdr. Thc 1959 Sominor hqr olrxdy b*n rchcduled (A{orch 23-24) ond will bc rcpqlcd in on orly irruc

Association stafi is for you. also available to conduct these meetings need personnel, regularly interln opportunltles

Personnel Employment Service-if you contact your Association office first as we view young and experienced men interested within the industrv.

Group Accident and Health Insurance Policy which is equivalent in coverage benefits to similar plans ofiered by major corporations but at a substantially reduced premium. The coverage is continually reviewed and kept abreast of clrrrent medical costs.

Management Guide-written in clear, easy-to-read style and offers interpretation of Federal and State regulations affecting the industry.

Receivable Collection Service, which is currently being used with quality results by many retailers. The service is

(Continued on Page 8)

SCRTA Services to Member Deolers

(Continued from Page 4) Associations throughout the nation, maintains the National Retail Lumber Dealers Association with headouarters in Washington, D.C., to look after national afiairs that affect retailers and wholesalers alike.

7. It issues special information bulletins and news letters to its active and associate members weekly or as the occasion requires.

8. It conducts managerial workshops and clinics.

9. It.sponsors training courses for employes of member companles.

10. It gathers and disseminates market information which members find useful in their ooerations.

11. It operates a free employment iervice to attract and keep qualified individuals happily employed within the in-

He's Running q Building Store Now

By JACK C. DIONNE

I knew him for years when we gave him no cheers, I'd seen his unkempt lumber yardSurrounded by mud it looked like a dud, And the landscape it horridly marred.

He didn't use paint and he near threw a faint, If you talked modern methods, I vow,

But there's come a change that is startling and strangFHe's running a Building Store now.

He wouldn't improve, he just stayed in his groove, Ife sure was a real old "Pip;"

He only talked price, and no good advice

On building he ever let slip.

The mention of service made him highly nervous, It looked like he'd never learn how

To sell merchandise, but to our great surprise, He's running a Building Store now.

I don't know what hit him but something sure bit him, It's been a complete resurrection, He's now Mr. Pep and he's making them stepThe builders all over this section.

He's hustling, and bustling, and fustling, and rustling- In fact he's a regular WOW; He does merchandising and good advertisingHe's running a Building Store now.

He's opened a plan room, and started a grand boom, His office is one big display

Of things you'Il be rsing when you begin choosing Your home in the homiest way.

So tip your hat to him, it really is due him-

He rose from the dead, you'll allow;

The smile on his phiz says he's getting the biz- tail Lumber Companies in Southern California and (4) many Charts and Tables that find year-round tlse in the Industry. dustry. But, it never places an employee who is on the pay- roll of a member company, unless asked by his employer to do so.

He's running a Building Store now.

12. It acts as a liaison between management and labor, and arranges negotiation meetings and reports the progress being made to the companies concerned.

13. It acts as a clearing house and depository agent of premiums for the Unions' Health and Welfare Insurance and Retirement Plans.

14. It is currently active ir.r der.eloping a Retirement Plan for non-union emploves.

15. It publishi. " Y""r Book for the Industry which features-(1) a Buyers' Guide-(2) a Membership Roster of Active and Associate members. This includes Mill Representatives, Wl-rolesalers and Retailers-(3) a Roster of Re-

16. It sponsors Convention and Trade Shows annually so that ali segments of the Lrclustry may assemble for rnutual benefit.

17. It has made arrangements with a highly efficierrt traffic agency to check the freight bills of members for overcharges. This service has returned substantial refurr<ls to members.

18. It has a credit control and collection service available for members' use which provides for notices and follow-rrps by the Associatior.r of delinquent dealer accounts. All payments of delinquent accounts are made by the debtor clirectly to the crCditor and not through the Association.

19. It encourages the sale or exchange of surplus proclucts and equipment among' its members by describing such surplus in its regular bulletins.

20. It has four types of Group Insurance which have pro(Continued on Page 50)

tMA Services to Member Deolers

(Continued from Page 5) so designed as to retain customer goodwill without reducing the effectiveness of the service.

Personnel Training Classes-are conducted bi-annually in the areas of manag'ement, products and estimating. Instructors for the courses are drawn from industry leaders and universities. Management Courses cover such areas as merchandising, taxes, personnel training, insurance, operat- ing costs, etc.

Plan Book Services-complete facilities of National Plan Service, including plan books, blueprints, material lists, truck posters, mat service and CALENDARS.

Public Relations-Association National and State Committees are active in improving relations between the industry and the consumer public.

l-r!tA Preiident Homilton Knott. F.osno deoler (right), ond the l-rv{A'5 Executivc V@p, Jock F. Poneroy, ore thown in Fr6sno of o Jecenl clinic on ludb6r groding conducted by fhe Associolion in cooDerolion with th6 West Coost [umbermen'. Asin., Weslern Pine Asrociolion qnd olhers in o soaies of regionol closrer

Advertising-a variety of advertising packages to provide you with professional quality advertisements-yes, they do get results.

Dealer Operating Guide-a one-volume, complete reference guide to every phase of successful retail lurnber dealer operatlon.

Locator Service-need product or source information ? Your Association office through its own comprehensive Products Library and source-dealer contacts locates product information and source of supply on hard-to-find items.

Financial Statement Analysis-performed by your Association's Certified Public Accountant u'ho has manv vears

Il: '#":#T?.I^,'.5.,;:lri:f il'l":i:'.'"":,*o11,:'in'J,: industry statistics available for comparing the results of your firm with others in your area. The analyst will evaluate vour statement and bring to your attention many cost-sa\'ing areas which have been utilized by other firrns in the lnoustry.

Annual Convention-through presentation of natioually known authorities, dealer discussions, exchange of ideas these conventions promote better merchandising techniques, new ideas and improved management thinking for all participating dealers.

Industrial Relations-your views are represeltted and protected in matters of Labor-Management, Manufacturer and Wholesaler relations through your National and State Offrces.

Federal and State Agencies Contact-through your Regional and National Association staffs each dealer has direct contact available to all agencies.

Legislative Representation-Through your National Association your views are expressed in the area of Federal legislation. Representation in State legislation is proviclecl through your Association staff and a committee of Associatiorr dealer-members.

National Affairs-you ioin in action at the national level (Contiriued on Page 28.;

One of the more unusual "services" of the Lumber Merchants Association of Northern California is this 1958 CONTRACTOR CHRISTMAS GIFT SURVEY (Composite Report) of its member retail yards:

WEIGHTED GROUP AVERAGE:

Most dealers commented that they prefer to give gifts which can be enjoyed by the entire family and that they distribute individual gifts rather than presenting one type gift to all contractor customers. Only 20/6 of the reporting dealers made charity donations in lieu of distributing gifts.

TYPE GIFT GIVEN OF REPORTING DEALERS BY PERCENTAGE: