Retoilers Speok Their ltinds of Annuol SCRTA Conference

(Continued from Page 6) of colors on the store's front and interior, and Mr. McCauley's talk will be printed separately in a later issue.

"The hardware draws to the lumber, and the lumber draws to the hardware," he replied in answer to a question about his retail operation five blocks from the 6eart of downtown Ontario, Calif.

"Mac" also took time from his talk to remark that he is constantly making so many changes in his store that by the time The CALIFORNIA LUMBER MERCHANT iakes photos of it and gets them into print he has changed the store again.

Chairman Mullin personnallv vouched for the "beautiful" Ontario store and siid that ne fraa frequently driven bv on Sundays and parked to get out and lo-ok thiough the ivindows at the interior and the disolavs.

Mullin next introduced Attortrev Toseph K. Horton of Horton & Foote, Los Angeles, who talked on the California Transportation Tax Act. In his history and workings of the l.J. _M.. lforton proved to the dealers both why their SCRLA membership is so valuable and also why Chairman Mullin introduced liim as "A rnan rvho should'be an honorary member for the work he has unselfishly done for SCRLA."

The featured part of the morning's session was the "Pricing for Profit" Panel discussion, which Chairman Mul- lin introduced next. While most of the thoughts brought out are sacred to the confines of the Conference hall and of private profit to the SCRLA members in attendance, a few may be generally reported.

Members of the panel were Robert C. Harris, secretary, Lounsberry & Harris, Los Angeles; E. G. Ludwick, vicipresident and general manag'er, Santa Barbara Mill & Lumler Co.; Harry C. McGaheI, president, San Diego Lumber Co.; Laurence E. Van Order, Blue Star Lumbei Co., Lynwood, and Robert M. Sutton, president, Airline Lumber Co., San Diego. Just a reading of the names of these seasoned "old hands" will reveal what gold was mined by members who heard this Panel discussi&.

"Never Get Rich on Lien Rights"

Speaking on Bidding, Panelist Harris remarked that "Darned ferv lumbermen have got rich on lien rights," and said they found less risk in contractor business than on an owner-builder. A strong point he made was, "A second bid is an admission that you weren't right the first time !" lle said the Lounsberry & Harris company policy is one bid and stand pat on it-"time has proven the policy."

On Millr,vork, Panelist Ludrvick remariced, -"We sometimes wonder if 1'ou men r,vithout rnilh,vork facilities aren't better off," and said it is almost n.randatory to l-iave a good price on your mill.ivork. He mentioned overhead, administrative, labor and other "hidden" costs and cited the "Drofit" figure.

San Diego's McGahey talked on tract sales and startled the audience with, "You CAN'T price for profit on this field !" He said they had started tract business in i946 and whatever profit there \\ras, was in volume deals. "We can sell lumber on tracts cheaper than builders buying direct," he believed. Ansu,ering a question from the floor, McGahey said his yard sticks to a $3 cartage charge.

Larry Van Order hit the high spots in pricing for profits on the Sash and Door trade and made a good point on changes in recent wholesale and "suggested" price lists.

Bob Sutton, rvho hit the topic from the Consumer angle, said Airline tries to give its customers Quality and Service at the same time and believes a $2.95 scale will sell "an au'ful lot of cut plywood at a profit." Mr. Sutton brought up the interesting new school of dealer thought on markingup prices to figures that end in either a "5" or a "9." The San Diego dealer, also an officer of the Lumbern-ren's Association there, took time to note that the San Diego lumbermen are proud of the grade-stamping ordinance they recently acl-rieved there, effective September 1, and which it is believed may keep brokers from selling direct.

Questions asked of the Panel from the floor included such as what charges should be made for returned materials, suggested markups, and should different grades be priced in carloads?

President Hal Brown introduced the first speaker after the luncheon. This was the well-known and popular industry figure, Leo Hubbard, secretary of the Hayward Lumber & Investment Co., Los Angeles, who gave the dealers a u'ealth of pertinent and valuable information under the general topic of "Lien Law and Collection Laws." After first handing out booklets printed by the SCRLA on recent changes in the lalvs, lfubbard explained points in them and detailed particular cases, emphasizing the latest changes in the laws affecting the dealers.

Dealers Pick Questions for Discussion

For his orvn part of the program, Mr. Brown conducted for the fourth annual time the question-and-answ.er forum called "What. Whv and How Do You Do?" which the president of the Wbodhead Lumber Co., Los Angeles, began in Palm Springs at the 1954 Conference. He made a brief foren'ord on present conditions in the retail industry before he launched into the questions submitted by the dealers for open discussion.

A heated discussion on the exchange of lumber brought the forum to a close and Erik Flamer came on next, and last, to tell "What's New Regarding Acceptance of GradeStamped Lumber." The Association's field man told of the latest gains in the SCRLA's leadership of the vital program.

\\rith another successful Conference program concluded, and enough ideas stored a'ivay for a good year's use, the dealers relaxed at the annual Buffet Dinner-Dance on the second evening. Chairman of the el,ent this Fall rvas Russell Fritchey, secretary-treasurer of the Palm Avenue Lumber Co., Alhambra. It r'vas a pleasant and relaxing occasion and smoothly handled by young Fritchey, who comes by his charming leadership honestly from his popular parents.

The third Conference day, Friday, r,u'as purely for pleasure in the resort city. N<;rton Hathaway, young assistant nlanager of the Oceinside (Calif.) Lumirer-Co.,'ir.as chairman of the golf torlrnament held at Montecito Country Club. Relax:rtion on the hotel grounds and fun facilities or sightseeing in nearby scenic spots uras also on the calendar.

Orrie llamilton, 'ivho arranged the Conference earlier this year to avoid conflict rvith the National Itetail Lumber Dealers Assn. Exposition now taking place in Philadelphia, can add another tremendously successful Conference to tl-re seyen.preceding ones that are already a matter of valuable fecoro.