SIMMONS HARDWOODS

FOR EVERY PURPOSE!

FOR MORE THAN A DECADE WE HAVE BEEN OFFERING THE TRADE QUATITY PRODUCTS AND FAST, EFFICIENT SERVICE.

AtI. SPECIES OF FINE CABINET WOODS . :''OIEG'ROWTH DOUGTAS Fn FnOt metFORD, OREGON . SPECIAT REQUIRE. MENTSWIDTHS, LENGTHS, COIORS.

JUST MINUTES FROM SANTA ANA FREEWAY WITH FAST DETIVERY TO Att SOUTHERN CATIFORNIA CITIES AND TOWNS

UNTIMITED SOURCE OF SUPPTY WHOTESALE ONIY

Hardwood Tumber Company

. 8725 CTETA STREET DOWNEY, CATIFOR}.IIA P.O. BOX 48

SPruce 3-1910

Once q cuslomer, you onr olwcys o friend qnd we oim to shengthen thot friendship through every ossociotion.

MARKETING STRESSED AT N-AWLA MEETING

Lumber wholesalers, 200 strong, took important steps to increase their contribution to marketing of lumber products during the Tlst annual meeting of the National.American lVholesale Lumber Association April 25-27 in New Orleans.

In an efiort to make lumber wholesalers more promotion-minded, representatives of major manufacturing associations joined in an all-day panel session. The meeting included discussions of direct mail, local publicity, fieldmen and literature. It was decided that a more efiective promotional program would be achieved by taking advantage of the educational arrd promotional efiorts of the manufacturing associations.

Included in the action at the meeting was a unique panel which brought the combined thinking of manufacturers, wholesalers and retailers to one table to discuss solutions to six vital questions.

And, to make oertain that its function is properly understood and used by the manufacturer and retailer alikeo the N-AWLA members unanimously adopted the first full-fledged trade information and education program. Slated to begin June l, the trade relations program is designed to strengthen working relationships between the wholesaler and his suppliers and outletJ.

ttWe must tailor our services to the exact needs of our customers and make sure they know how to use us," said William W. Wood, Charlotte, N. C., chairman of N-AWLA's public relations committee. Pacific National Advertising Agency, Portland, Oregon, was appointed to work with the N-AWLA staff in developing the program.

Following are the highlights of the multiple-industry answers to panel questions up for discussion:

1 What are the advantages and disadvantages of mills and wholesalers having a written sales policy? The group was almost evenly divided for and against a written sales policy. It was pointed out that a wholesaler's and a mill's policy changes in different geographical areas, and a written sales policy could be misinterpreted.

2. How can mills be assisted to become more sales minded rather than production minded? The general response to this ques- tion was 'omore efiective communications." W'holesalers should act as a sounding board for the mills and relay market trends. In this way, the wholesalers could assist in planning more efficient production.

3. What can be done to reduce the in-place cost of wood products? The group suggested that the key to the proble- *". -o." product information and education should be passed from the mill to the wholesaler and to the retailer

4. How can the lumber industry guarantee price on extended delivery to compete with other products? It was suggested that a guarantee was needed but that prices fluctuate almost daily on non-specialty items. The possibilities of using a performance bond was sugg-ested to prevent cancellations because of price changes on extended business.

5. Where does the wholesaler and dealer fit into the distribution of pre-cut lumber and component parts? The mill,s function is to manufacture the parts while the wholesaler's responsibirity is to furnish these parts to the dealer. The dealer either mav assemble the parts or stock them to sell to contractors and builders. The wholesaler .should sell the dealer on the use of the parts and the dealer should show the builder the benefits of using these components.

6. How does the wholesaler and retailer fit into the distribution of new and diversified products developed by the mills? The wholesaler should act as a marketing expert to provide the mill

(Continued on Page 46)

We own ond operole oll equipment wilh troined personnel for every iobsove fimssove loborsqye money. No lost 6etiep100% guoronteed.

Son Anfonio will occept lumber in lieu of cash--or will orr,onge finoncing fo suif yovr budget ond will secure oll permits ol no cosf to you.

HANDTING

Salislied Customers Ore Our Besl Qdvertisement

All Son Antonio lumber sloroge sheds ore built with pressure-treofed poles ond ore eosily converled lo ony type of storoge building ot very low cosf.

N-AWLA lVteeting

(Continued, lrorn Page 44) '.lruith id"". on how and where to promote. The retailer's function fiit similar but he should take advantage of promotional efiorts. It w-as a definite indication that there should be a cooperative effort S]ito share promotional costs between the manufacturers and whole' i;'.mlers. However,. the manufacturer should protect the wholesaler bnd the wholesaler should protect the retailer. The wholesaler has .lthe responsibility of helping the retailer promote the product.

Another session of the meeting, which drew lumber wholesalers .from 32 states and 4 Canadian provinces, included the election of l,ljnew ofrcers. Charles E. Clay, Forest Products Sales Co., Ingle, wpod, California, was elected president of the organization. Law.rdrnce J. Fitzpatrick, Madison, Wisc. is out-going president. Other i.iew officers include Walter J. Arling, Arling Lumber Co., Cinbinnati, Ohio, first vice president; Bruce F. Harris, Sanford-Haris Lumber Co., Inc., Pittsburgh, Pa., second vice president; and lV. Barry Ever'ett, Everett-Hbban, Inc., New York, treasurer. John ., Mulrooney, New York, was re-elected executive vice president iind Donald S. Andrews, Portland Oregon, was re-appointed Westmanager.

,, Other speakers and panel moderators included Tomas I,. Carter, hresident of the Southern Pine Association, Camden, Texas; Dr. lVlichael E. Kolivosky, Hillsdale College, Hillsdale, Michigan; $. E. Sandersono Giustina Bros. Lumber Co., Eugene, Oregon;

Colorado Springs, Coloradoo will be the site oI the 1964 annual

May 14-16.

Flokeboard, Hardboqrd, Porticleboard, and Fibron Sales 'Under One Roof'

Consolidation of flakeboard, hardboard, particleboard and new Fibron cellulose-fiber panel marketing 'under one roof has just been completed by Georgia-Pacific Corp.

It follows addition of the company's new three'layered flakeboard production to the man-made "boardn' line. The move al' lows users to select virtually any panel density, thickness or size for any use from one sourcer according to IV'. H. Hunt, vice' president for plywood and specialty sales.

G-P's new flakeboard manufacturing operation is producing a hardboard panel in thicknesses from 3/e to l/g'inch, Hunt said. It rounds out a "board" line that now includes high, low, and medium density core stock for all types of laminating plus cabinet and wall panels, special furniture and woodworking stock, underlayments, sliding door stock, flush door core panels, and similar industrial and construction uses.

Board products in the new group range from /g to 2 inches in thicknesses and up to 5 x 20 feet for some types. Production at the company's new hardboard tempering plant also is being integrated into the new marketing program, it .was indicated, bringing to a dozen the number of manufacturing plants involved.

Consolidation of "board" sales makes a complete line available from one source nationwide through G-P's B0 distribution centers and special mill sales and industrial specialists, Hunt said.

Coordination of the program under Hunt, will be through Kenneth W. Guenther, recently named product manager for flakeboardo Filrori and particleboard, and Walter C. Walling, sales mandger'for the GP haiilboard division. Walling is a past president of the American Hardboard Association.

All three operate out of G-P's national headquarters in Portland, Oregon.

Hardwoo D And Softwood Tumber

lmporfed . Domeslic tCL Shipmenls from Yqrd-Cuslomer Milling o Speciolty SPECIAI SERVICES FOR SPECIAI ORDERS

PIain Sliced, Book *lorcAed Seguence Motched For-e Veneers; or Quortered Foce Veneers