CnRFTENSoN LumBER Co.

Wholesole - Jobbing

TIIABERS A SPECIALTY!

Minutes of the Fouilh Meeting Of rhe Los Angeles Commitfee For Notionql Forest Producls Week

The meeting was convened at 3:30 p.m., July 27, 1960, by James Forgie, vice-chairman. Those attending were as follows, representing :

LeRoy H. Stanton, Sr.-Wholesale Hardwood Distributors; Ed Fountain-Ed Fountain Lumber Co.; Richard Fenton-Richard Fenton & Associates;

Robert P. Graham-Armstrong', Fenton & Vinson, Inc.; John Ryder-Armstrong, Fenton & Vinson, Inc.;

Stanley G. McDonald-president, Southern Calif. Retail Lumber Association;

D. C. Essley-D. C. Essley'& Son;

Ole May-Califomia Lumber Merchant;

Orrie W. Hamilton-Southern Calif. Retail Lumber Assn.; Harvey W. Koll-Hoo Hoo International;

James H. Forgie-Los Angeles Hoo-Hoo Club, and John R. Mercier-Southern California Plywood Assn. Committee chairmen were called upon to outline the progress of their respective committees. Orrie Hamilton described the excellent progress of the Displayb committee. Bob Graham related some of the problems encountered in deciding proper placement, final arrangements, etc. Chairman Hamilton agreed to call his committee meeting at an early date in an attempt to finalize, insofar as possible, the remaining unsettled details.

Mr. Fenton and Mr. Forgie, speaking for the Speakers' committee, detailed the approach to Tony Antoville, Sr., chairman of the board. U. S. Plvwood Corooration. and Gene Brewer, president, U. S. Plywood Corporation. It was reported that one of the two gentlemen would be available as au "industrv-type" speaker.

Other names in the "industry-type" classification being considered were Owen Cheatam, chairman of the board, Georgia-Pacific Corporation; Charles Luckman and William Pereira, two nationally known architects and apparent good friends of wood products.

Mr. Fenton suggested a renewed emphasis on a prominent political figure in order to focus public attention on National Forest Products Week, but without ruling out the possibility of a prominent industry spokesman to share the platform at the luncheon.

Other suggestions came from John Ryder, Orrie Hamilton and Roy Stanton, which included such suggestions as a prominent name but non-controversial, non-political figure, such as George Gallup of the Gallup Poll. This suggestion was made in order to avoid any political connotation of a party nature so that the National Forest Products Week's promotion could avoid any inference of party endorsement.

Other suggestions included national real estate figures

LOU FIDLER, pioneer Door Monufqclurer

and other architects, among the latter F'd Fickett, who has long been known as a friend o{ wood products.

Clhairman Essley of the Finance committee commented on his progress and invited comments from the representatives of the various associations present.

Stanley McDonald reported biiefly on the.expected response oi retail dealers.-He felt there would be good support from the retail dealers.

- Mr. Fenton reviewed the details of the first two letters which would be used by all concerned in soliciting funds' The first of these letters was to be of general nature over the signature of General Chairman \Mayne Mullin on the Nationll Forest Products Week letterhead (see Page 8).

Mr. Graham proposed that his office would prepare the letter forms for eaih association for their mailing to their own mailing lists. This letter would include the details of availability of rubber stamps, bumper strips, and newspaper advertising mats (which could be used in conjunction with a firm's own advertising). Chairman Essley agreed that this would work well with the Finance committee's intentions.

Mr. Fenton detailed the Congressional action required in order to obtain a Presidential Proclamation, proclaiming the week of October 16-22 as National Forest Products week. Inasrrtuch as the Senate has already taken such action, he urged all to write their representatives, endorsing such legislative action.

It was announced that a decision had been made not to attempt to use the Columbia picture, "Strangers When We Meet," because of the questionable moral tone accompanying the picture.

The next meeting was announced for Wednesday, August 24, 1960, at 3:30 p.m. at the Los Angeles Chamber of Commerce Building.

Respectfully submitted, John R. Mercier, Secretary

Selling the Sizzle'

Fincrnce Plon Helps Get tore Home-ftlodernizotion Business

A good financing plan is "the best sales-clincher a lumber dealer can have" in his fight for a share of the $20 billion home-modernization market, according to an executive of a leading company that finances millions of dollars of home and property improvements every year.

"Financing is an integral part of the lumber yard's new function as a 'one-stop home-modernization center,'" says Charles R. O'Donnell, vice-president in charge of sales for IJniversal C.I.T. Credit Corporation. "With a well-conceived financing plan at his disposal, the lumber dealer can .offer his home-improvement customers attractive monthly terms, plus the added convenience of financing a large, costly and complicated job in a single 'package' in new business, stimu. the dealer's margin of

A sound financing plan brings lates "repeat" sales and protects profit, O'Donnell said.

"The most effective weapon in the dealer's arsenal of sales-closers is a financing plan that enables him to quote the cost of a job in monthly payments," he pointed out. "A homeowner is likely to balk if you quote him a flat price of, say, $1,900 or he may shop around elsewhere for a lower price. But if you explain to him that he can get the job done for $74.47 a month or even as little as $63.86 a month, with credit life insurance thrown in, and that he'll have no troublesome details to worry 2f6s1-4s time-consuming negotiations with subcontractors-you. can likely sell him on the spot.

What's more, O'Donnell says, instalment financing lives the dealer a ready-made tool for "stepping uir" the size of a property rmprovement contract.

"Let's suppose you're in Mr. Brown's home to give a cost estimate for an extra bedroom," he points out. "The stork has just paid a visit and it's obvious that the Browns need more living space-not just an extra bedroom but another bathroom and a finished playroom in the basement, too. You suggest that and Brown says, 'Sure, I know we need these tfiings but we can't possibly afford them now.' So you tell him, 'Well, Mr. Brown, I have news for you. You can have all these conveniences and improvements and enjoy them now when you need them most for just a few dollars more each month.' Then you quote the monthly rate for a five-year contract, which is only slightly more than Brown would have paid for a $2,500 bedroom addition financed over 36 monlhs. And you walk out with a $5,000 contract in your pocket."

The lumber yard that serves its community as a "oqestop modernization center" should be equipped to handle any home-remodeling project from start to finish, O'Donnell says.

"The dealer may find it advantageous to set up a special home-modernization department," he comments. "The man in charge of this department would translate the homeowner's wishes into blueprints and specifications, draw up a complete set 6f plans, recommend the kind of materials to be used, estimate the total cost of the job, farm out various phases of the work to electricians, plumbers and other subcontractors and oversee the entire job to make sure it's done right."

The dealer sells the customers' instalment contract to the sales finance company and gets his money in full on completion of the job, O'Donnell points out. The customer makes his monthly payments directly to the finance firm.

Under Universal C.LT.'s "Property fmprovement Plan,"