ST PRODUfiS WEEK

Furniture Manufacturers Association of Southern Cailfornia

Pacific Coast Wholesale Hardwood Distributors Association

Southern California Association of Cabinet Manufacturers

Southern California Door Institute

Southern California Lumber Seasoning Association

Southern California Plywood Association

Southern California Retail Lumber Association

Western Wood Preserving 0perators Association

Wholesale Lumbermen's Association of Southern California

Woodwork Institute of California

American Institute of Timber Construction

California Redwood Association

Douglas Fir Plywood Association lmported Hardwood Plywood Association lnternational Concatenated 0rder of Hoo-Hoo

National Lumber Manufacturers Association

National Wood Council

Philippine Mahogany Association

West Coast Lumbermen's Association

Western Pine Association

Western Red Cedar Lumber Association

PricFr Gutting

Price-cutting is the very lowest form of salesmanship. When a salesman has to resort to cutting the price in order to make the sale, he has played his last trump card. A salesman who can secure business only by cutting the price is a liability and an expense to any firm.

Just call United when you need thaf

For SerYice and Dependability

An Editorial

June Reroil lumber Sqles Above Moy

Total retall lumbor stocks on June B0 were astiinated 5,015,000,000 board feet, 2/s bolow the May 31 level but 2/" a,bove ilune 30, 1959. The board-foot volume of Retail lumber sales in rlune was almost 6/6 above the May fig"ure but l9/s less than ilune 1959. Retatl lumber sales ln the first half of 1960 taggeil 87o behtllLil the same 1969 pertotl.

The office boy can sell merchandise at cost, or less. It takes a real salesman to sell goods at a fair margin of profit in spite of competition.

, In the language of the golfer who is trying for a long drive: "Don't PRESS or you'll dub the shot."

Don't get too anxious to sell. Talk about the things that should make the other fellow interested in buying; let him see where the purchase will be of benefit to him.

A good golfer, when putting, hits the ball straight, and just hard enough to reach the hole. A good salesman makes his talk straight, and just long enough to land the order. Too many salesman are too much afraid of, and too much interested in, their competitors. The salesman who gives his entire interest to his prospect, and his proposition, gets the business most satisfactorily.

-National Foresf Products Week October l6-22-

Red Book Lists New Businesses

New business listings and changes in the August 12 supplement of the Lumbermen's National Red Book Service, published by Lumbermen's Credit Assn., Inc., Chicago, include:

Mitchell Cabinets (mfgrs. cabinets), 2811 W. Cheery Lynn, Phoenix, Ariz.-Chas. T. Mitchell, prop.; Alpine Lumber Co. (retail lumber), successors to Bear Valley Milling & Lumber Co., Big Bear City, Calif.-Thomas O. Griffith, prop.; Laverne Wood & Furn. Shop (mfgrs. Cabinets and Store fixtures), LaVerne, Calif.J. K. Owens, prop.; Dealers Lumber Supply (wholesale redwood), 7153 Telegraph Road, Los Angeles-Fred A. Calhoun, prop.; Hilton Furniture Mfg., Ltd., 1701 N. Main St., Los Angeles; Pride tr'urniture Mfg. Co., 3214 Mines Ave., Los Angeles; Harris Cabinet & Millwork (mfgrs. cabinets), Montclair, Calif.-Chalmer Harris, prop.; Redwood Specialties & Lumber Co. (mfgrs. and retail fence material), Ontario, Calif.-Norman F. LaBudda, prop.; Moore Cabinet Co. (cabinetmakers), Paradise, Calif., and Caldwell's Woodworking Shop, 62 Scharff Ave., San Jose, Calif.-W. C. Caldwell, prop.