TuIIN HARBORS TUMBER GOMPANY

Aberdeen, Woshington

Monufqcturers qnd Disiributors of West Coost Forest Producis

525 Boord of Trcde Bldg. PORTTAND 4, OREGON Phone CApirol 8-4142

MENTO PAR.K

Bob Jtlacfie, Jim Rossmon l618 El Comino Reol DAvenport 4-2525

ENT. l-0036 from Boy Arecr & Son Jose

NBMDA Furnishing Deolers €qrds On Decreqse in Net Profits

45t Soufh G Street Arcqlq, Colifornio VAndyke 2-2971 tos ANGETES T 5 C. P. Henry & Co.

- - Cslifornio Representotives -714W. Olympic Blvd. Rlchmond 9-6524 Rfchmond 9-6525

Because of the growing concern of members of the National Building Material Distributors Association at the decrease in net profits, both at the wholesale distributor and retail dealer level, the association has prepared a pocket size card entitled "What It Costs to Cut Prices." Through its members, NBMDA has distributed over 20,000 of these cards to the retailer dealer and an increasing number of manufaciurers have requested a supply for their salesmen, according to S. M. Van Kirk, general manager of the association. As a service to the building material industry, NBMDA will make these cards available at cost to anyone

Whqf lt Gosts to Guf Prices!

The following tables reflect the efrect of price cuts of 5, 10, and 15 per cent on mark-ups and show the increase in volume necessary to recover the gross profit lost when prices are cut: interested. Contact at 22 West Monroe the executive offices of the association Street, Chicago 3, Illinois.

These tables tell an important story. Study them carefully and watch what happens to your mark-up c,ost when you cut the market price.

Generql Monoger

Bernard E. Loshbough, deputy representative for India for the Ford Foundation, has been appointed general manager of the National Housing Center, Wasl,ington, D. C.

Propose New Size-stcrndcrrds Revision for Softwoods

A proposed revision of lumber size-standards in the American Lumber Standards for Softrvood Lumlter, otherr.vise knor,vn as Simplified Practice Recommendation Rl6, Lumber (Softrvood), has been submitted to producers, distributors, users and others interested for comment or approval, or both, the Commodity Standards Division, Office c-rf Technical Services, U.S. Department of Commerce reported August 3. These size-standards, originally issued in 1924, cover basic information for the guidance of regional Iumber associations in the grading and measurement of softrvood lumber. Since 7924 the standards have been revierved six times by the American Lumber Standards Committee in an endeavor to keep the size-standards abreast of the times.

The proposed revision, voluntarily recommended by the Committee, n'ould establish 3/4-inch as the minimum dressed thickness for all 1-inch items norv required to be 25 / 3Z-tnch with cu stom ary I / 3?-inch di ff erential maintain ed for patterned items including siding; a corresponding reduction in rough sizes; a reduction of l/3?-inch in thickness of standard industrial board; and a reduction of 1/8inch in the 8-, lG and l2-inch dressed widths of 2 inches and thicker worked lumber, when shiplapped and grooved for splines.

The recommended thicknesses and rvidths shown'in the proposed revision are emphasized as minimum measurements to which lumber can be dressed and conform to

American Lumber Standards sizes. Sizes thicker than those sholl'n, and 'ivider than those shown, also conform.

This program, like all those passed through tl.re cooperative procedure of the Department of Commerce, is voluntary in application. This revision rvas developed by the Committee. The role of the Department of Commerce is to determine lvhether or not the suggested changes reflect the consensus of the producers, the distributors and users of softrvood lumber, and are therefore acceptable for promulgation as a voluntary program.

Copies of the revision may be obtained from the Commodity Standards Division, U.S. Department of Commerce, Waslrington 25, D.C. Any individual or establishment affected is invited to submit comments.

Employees Prqise Deoler Troining

(Continued from Page 4) at ease. A goo<1 way to do this is to call the customer by name and learn abbut the project he wishes to build."

"Human relations ii one of the most important parts of our business. Helping the customer to get what he wants in the shortest time with-the best possible service is a desirable goal. Our study of human relations-has and will continue to help me understand the customer's problems."

Ii Salesmanship

"The ability to get along with people is the most important- part of salesmanship. Other important points are knowledge of products, be sales mindeh, and havelact. Example: A person who is unable to get along with people cannot present an i-ltelligentsales p.itch. Alsir, a saleiperson who is not thoroughly familiar with his products cannot put his customer in a buying mood."

"A salesman must be success-minded, neat in appearance, have sood habits and a happy environment to put forth his best efiorts. He must have a gbil set on sal.es and know what he is going to talk about. He should have an effective sales presentation to talk about. Get the customer's viewpoint and make him see yours, and to think as you think. When the opportunity corr€s to close the deal, close it, and don't wait until tomorrow."

"Sales: The idea to remember here is that if it were not for the customers, there would be no business and no jobs. Without custorn€rs you have nothing."

"Most important idea was that clerks should have a thorough understanding of the product and if possible, quote specific users or tests on same."

"The item that helped me most on sales was the statement know your product. To m.e, knowing your product is the- most important part of selling, no matter what one is trying to sell."

"First. find out what the customer wants.. Find out how the product is to be used and then sell him the best product-.for the job. Suggest items he might need but do not try to oversell."

"If we can retain a small portion of what we were told during our classes on Sales and Salesmanship, we will have accomplished a great deal. A few pointers are: know the product, present it-s^good points, build value of product to your customer. Salesmanshi-p iniludes the ability to explain to the customer what product will do' but not to show the cultomer that he does not know anything and that you know it a11."

Iii Products

"This is one subject that one could write about for page after page. All items were of great interest. I believe that the subject on cement helped me the most. The correct mixtures of cement, sand, and water is of much importance to pass on to your customer. Also the addition of cloride to your cement to protect it during cold weather. The talk on Redwood was of much interest. Information was presented about the difierent cuts that are made and how long lumbir must be stacked to dry before being sent to the kiln. Also, a very interesting topic was the Fir Farm. Many people, including members of retail lumber yards do not know what the lumber industry is doing regarding the conservation of our forests."

"The idea that was most valuable to me was the back priming- of redwood when it is used lor siding. I also appreciated learning not to use linseed oil on redwood because it darkens the wood"'

"I best enjoyed and learned most from the pine ^movie and lecture, had lois -of good information and literature for further use' Very good!"

"The best item on this subject for me was the topic: Redwood' Learning the many grades and uses of this type-of w.ood.is most valuable] Due to its-limited production, it must be utilized to the fullest extent."

"Knowledge of a product and its availability are most important' Knowing wfiat a prbduct is, how it works, what it offers the customer aie important, but to me the availability is also a point that is very often overlooked."

"I thoueht this was verv interesting in pointing out the characteristics oi the product, the many uses, ideas for patching, and the book distributed on topic of mixes was valuable'"

"I learned things that I never knew or heard of before from the difierent productJ that were presented to us. Actually I couldn't single out the one that I liked the best."

"Products are also very important. Products must move or there will be a loss to the company. If products don't move they should be discontinued and replaced by faster-moving and more popular items. Being buyer for most of our products in hardware, it is a challenge to make wise decisions on items that are new or never have been handled. It is very important to visualize in advance how to make such items move."

"It has been the general practice of lumbermen in giving a concrete mixture to stafe the proportion o{ rock, sand, and cement and not mention the quantity of water needed. This is important in the strength and hardening of the concrete. This was an important point that was stressed during one of our lectures."

' "Know these products and gain as much experience,and knowledge abouf them as you can by actually - using them.

Present these products to the customer with confidence and enthusiasm. Study products continuously and keep up on the endless changes and improvements."

"The big man from W.C.L.A. Everything he saicl should be remembered by anyone in the industry."

"Your products are your mainstay in business. It is for them that your cusiomer comes to you to part with his money. You must know your products thoroughly so you can answer any lluestions the cuitomers may throw at you, and you should anticipate the customer and, where- possible, answer his queries before he even asks them. If you can show that you have an excellent knowledge of the products you offer for sale. The customer will soon see this and will trust your advice and buy from you at the same time. You should look out for the customer's interests and sell him what will help him."

IV BUSINESS LAW (BUS. ADM.)

"This subject was probably the one that most of us knew the least about. Most knew a little about some of the items that were