WHOLESALE FOREST PRODUCTS

What are Y(lU doing to advance the cause of your industry?

Ouohry Mills Service

Dependoble

* (lne of the most effective programs for Wood Promotion is that of 1{Ail01{At F()REST PR(lDUCTS WEEK.

* This year"The Week"0ctober 2l-27.

* It's not too early to begin thinking now how you can aid in promotion of "fhe Week."

* ll you have ideas which you think will help others, why not send them in to IHE cAUF0Rl{rA TUMBER MERCHAiIT, that we may publish them in the interest of the industry.

SPECIAL'Z'IIG IN IR,UCK A'ID TRA'TER, SH'PNEUTS FRON ORTGOT AilD NO. CAL'FORN'A

CAIINDAB O[ COMINO IVINTS

AUGUST

Santa Clara Valley Hoo-Hoo Club l70-August 10. Annual Golf, Barbecue & "Games", San Jose Golf & Country Club.

SEPTE'VIPER

Fcirest Products Day of California-september 9. California S.tate Fairgrounds, Sacramento. Entertainment program, including selection of Queen .of the Forest. Cocktail party and eueen,s banquet at Governor's Hall on Fairgrounds.

\il/estern Pine Association-September I l-14. Semi-annual meeting at the Mul,tnomah Hotel, Portland, Oregon.

San Fernando Hoo-Hoo-Ette Club #6-September 12. place to be announced.

Tlst Arurual Convention-International Concatenated Order of Hoo- HoeSeptember 16-19. Ch'i.cago. Sheraton-Chicago Hotel, convention headqua,rters, Hos,t is the Chicago Hoo-Hoo Club #29.

OCTOBER

National Hardwood Lumbqr Association-October l-4. Annual convention at the Hotel Sherman, Chicago.

Yale Industrial Forestry Seminar-October 8-12. St. paul, Minnesota. School o'f Forestry of the University of Minnesota is cooperrating with the Yale University School of Forestry.

NRLDA Building Materials Exposition-October 20-23. M c Corrnick Place, Chi,cago.

P19i_fic Loggrng Congress-October 29-31. Olympic Hotel, Seattle, Washington.

American Forest Products Industries, Inc.-October 3l-November 2. Annu,al meeting at the Mayflower Hotel, Washington, D.C.

NOVE VIBER

NBMDA llth Annual Convention-November 13-12. palmer House. Chicago.

K/D CEDAR SUPPTY CO.

Truck & Troiler Roil t.C.t.

CEDAR FENCING (All Pofierns)

CEDAR SHINGIES

CEDAR SHAKES

CEDAR SHI'IIs

GEDAR PATINGS

WESTERN RED INCENSE

AIASKA YEttOW FOUNDATION

Represenfing:

PHONE E[gin 7-1063

P.O. Box 61 Son lorenzo, Californiq 220{J,8 Meekland Ave., Holrwcrd, Coliforniq

Lowrence R,. McGoy & Co., lnc. Celebrtrtes 4Orh Anniversary

It was forty years ago-July 1922 to be exact-when Lawrence R. McCoy started his then "one-man" wholesal-e lumber business with his wife, Dorothy, on their sunporch at 295 Salisbury Street, Worcester, Massachusetts. From this small beginning, the company grew steadily to flourish today as Larvrence R. McCoy & Co., Inc. with its main office still in Worcester, but with salesmen throughout the Northeastern United States.

What were the forces responsible for its long record of growth? Among them may have been one of the manY, many facets which Lawrence McCoY contributed to this company, namely, the conviction that merchandising of lumber and lumber products at wholesale is, indeed, an able and young man's forte. From the very beginning he attracted and hired young men-the abler the better.

Among the criticisms leveled at the 'r,r'holesale lumber industry is that it neither attracts men of sufficient capabilities. nor does it train those who come to it. This is not the case with Lawrence R. McCoy & Co., thanks to the foresight and wisdom of its founder. The men in this company have come by their knowledge of the lumber business by a planned training pro- gram everyone from Thomas R. Oleson, President and Board Chairman, r.ho came to the comPanY in 1924, through the newest trainee, Henry S. Poler, A. B. Amherst class of t961.

In recent years the program has become well established and today's McCoy trainee is introduced to a wide scope of learning. All phases of traffic, credits, communications, and personnel become additional assets to his growing knowledge of wood. His initiative is encouraged in all matters including distribution patterns and good business management. Trips to the larger Western, Southern, and Canadian mills sharpen his under- standing of the problems of buying and selling.

As a result of Lawrence McCoY's conviction that youth is no hinderance and that youth can perform, the average age of ttt. buyiirg and sales staff of Lawrence R. McCoy & Co. remains today, a young 41 years 3 months. The addition of able young men keeps the average age reasonably steady, despite the passage of time. Each year, Lawrence R. McCoy & Co., Inc. screens the best young men it can find in the Liberal Arts Colleges. 1962 is no exception, and one or more trainees are soon to be added.

In 1945 Lawrence R. McCoy retired from the company he had founded in 1922. Some time before, he had taken the beginner's painting course at the Worcester Art Museum. Later summers were spent studying under Jerry Farnsworth and Robert Brackman. In 1948 he and Mrs. McCoy opened their studio in Manchester, Vermont and todav thev both are artists of national repri.. Liwrence McCoy paintings are represented in about thirty museums throughout the United States.

This is just another example of the versatility and creativity of the wise gentleman rvho started Lawrence R. McCoy & Co., Inc. on his sunporch in \A/orcester. Now marking its 40th anniversary, the comPany oPerates rvith 28 salesmen in the Northeast and wholesales throught the entire United

States ; hardrvoods and imported lumber being more recent specialties. This would seem to prove Lawrence McCoy's theory that tl-re rn'holesale lumber busir.ress thrives when its participants have been selected for their ability early in their careers and tl.ren carefully trained in all phases of their trade.

Mssonite Monoger Offers Mqrketing Formulo

A formula for selling the farm market successfully was offered to lumber dealers by Dale F. Galloway,_market- ing manager, agricultural sales, Masonite Corporation.

"Forward thinking has paced the changes in selling the farm market during the last l0 years," he said.

"Today's successful merchant is not selling products ; he is 'buying' customers ! He can figuratively print his orvn currency for this trade, too, for the only sort that will buy crlstomers is a combination of quality, service and price.

"The one who has found and is spending theright combination of these three ingredients is able to buy enough customers to operate profitably."

Galloway cites an example of such merchandising.

"Last year Masonite Corporation test marketed Farm-X in eastern