Pacific Coast Hardwood Dealers' Annual

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Bureau of the Millwork Institute of California. had taken the time to come there to help them work out their problems.

T-eRoy H. Stanton, E. J. Stanton & Son, Los Angeles, delivered an address on "Hardwood Interiors" for which he was warmly applauded, and which appears in full in another part of this issue.

Arthur W. Bernhauer, Fresno, president of the Millwork Institute of California, spoke on "Co-operation in the Lumber Indust-ry." lle said that a common sickness-sleeping sickness affects both the millwork and hardwood branches of the industry, and that it is up to them to wake up, "The whole problem, as I see it, is to increase the per capita consumption of lumber. Co-ordination of the various branches from Page 12)

Hp invited careful inspection of a Door Book, containing 50 original drawings of artistic front doors. The book to be.printed from these drawings will be given to every architect in California. Mr. Sterett also passed around cbpies of the "Accredited Standards for Architectural Woodwoik." the new edition of which is now ready for distribution, and closed his talk by expressing appreciation of the assistance rendered by the trade journals in giving generous publicity to the Millwork Institute's trade promotion program

C. .H. -White, White Brothers, San Francisco, compli- mented the two previous speakers for their fine talks, ind recommended financial support of the Millwork Institute's. trade promotion program by the association.

Henry Swafford, E. J. Stanton & Son, Los Angeles, said

Took Part in Convention Program

of the industry is necessary to bring this about, but the biggest part of the work will have to be done by the millworkman and the lumber retailer," said Mr. Bernhauer.

The speaker made a comparison beiween the rnethods used by the lumber and woodworking industries, which have put their whole efforts in selling on a price basis, and the steel and plumbing industries, which offer their prodircts on a basis of superiority, and bv salesmanship often sell the consumer by convincing him that they have a superior product.

Mr. Bernhauer then gave a brief summary of what the Millwork Institute of California had accomplished in the six years of its existence, and what they hoped to accomplish with their trade promotion program, on which they are now spending $10@ a month, and in which they are trying to inteqest other branches of the industry.

"There is. a distinct tendency back to wood," Mr. Bernhauer said. "We have made this the slogan of the Millwork Institute of California. Let us make thousands sav this and repeat it. We hope to see the various branches of the industry co-ordinated to promote increased use of wood, and we expect to extend our program rapidly."

Lester G. Sterett, manager of the Service Bureau of the Institute, outlined the Institute's trade promotion program. He said they are specializing on covering the architectural field first, as the architect influences 90 per cent of all building, and undoubtedly sets the trend for practically all build- ing. He stated that their aim is to make it easier for the architect to specify millwork, which naturally includes a great deal of hardwood. Their program calls for personal contact with the architects, which after all merely matches the activities of other competing industries in'this respect.

the Hardwood dealers of California should give both financial and_moral support to the Institute's- program, and sugg_eSted they appoint a committee to work closely with them. He also said this annual meeting had ofiered more food for thought than any previous annual.

D. J. Cahill, Western Hardrvood Lumber Co., Los Angeles, said there should be little question about the advisability of giving financial support to the program.

President Jerry Sullivan, Jr,, appointed a committee consisting of the past presidents to bring in a report as to how they could best join in furthering this work. Committee was as follows: C. H. White, chairman; J. E. Higgins, Jr., D. J. Cahill, LeRoy H. Stanton, and J. Fyfe Smith.

Kenneth Smith, secretary-manager of the Lumber Dealers' Association of Los Angeles, talked on the subject of 'Co-operation With Retail Lumber Yards," in place of Harry A. Lake, president of the California Retail Lumbetmen's Association, who was unable to be present.

Mr. Smith eulogized Mr. Lake's work in organizing the retailers into groups in many districts where they had not previously been organized, and in influencing the groups to co-operate with wholesalers and manufacturers. The State Association wishes its. members to be regarded as a sales outlet for hardwoods, and is ready to co-operate with the wholesalers. "Wholesalers can increase their business bv educating retailers, especially the country yards, regarding the various hardwoods," said the speaker, "and the best way to start is by giving the retaileis' salesmen some real information."

Considerable discussion followed on this subiect. Those who participated included M.'W. "Bill" Davis, Davis Hard- wood Co., San Fancisco; G. C. Gearhart, Hammond Lumber Co., Los Angeles; Jerry Sullivan, Jr., San Diego; B. W. Byrne, Western Hardrvood Co,, Los Angeles; W. E. Cooper and C. M. Cooper, \\'. E. Cooper Lumber Co., Los Angeles.

Friday Afternoon

The association's annual golf tournament rvas played on Friday afternoon on the famous Del Monte course. Frank J. Connolly, Western Hardrvood Lumber Co., Los Angeles, won the cup presented for the first prize winner, and Henry Kirchmann, Kirchmann Hardwood Co., San Francisco, rvas runner-up, also winning a cup.

Friday Evening

The annual banquet rvas held on Friday evening in the Copper Cup Room. J. E. "Ted" Higgins, Jr., was toastmaster.

John G. Donovan, chairman of the executive board of the State Association of Architects, was the principal speaker. His subiect was "The Use of Interior Woods from the Architects' Viewpoint." Mr. Donovan said that architects would be glad to receive information from the hardwood men regarding the various grades and their uses, the various finishes, etc. He advised them to gather all the data they have available and present it to the architects in such shape that they can understand each other.

C. H. White, Henry Srvafford and Jerry Sullivan, Jr., also gave brief talks.

Entertainment was presented by two popular singers from Station KFRC, Miss Jessie Douglas and Miss Weber. Song Leader "Hutch" Hutchins also helped out the musical program by directing a few chorus numbers.

Following the banquet two moving picture films r,vere shown in the Auditorium. One of these depicted logging and milling of Mahogany, shown by the court-esy of ttrJ Otls Manufacturing Co., Nerv Orleans. The other showed Teak logging, and was loaned by the Hammond Lumber Co., Los Angeles.

Saturday Morning

President Jerry Sullivan, Jr., called the meeting to order. Walter G. Scrim, president of the Philippine Mahogany Association, Los Angeles, told the history of the formation of the association, half the expense of which is paid by the mills, and asked the hardwood dealers of the Pacific Coast to give serious consideration to joining in an advertising campaign to further the sale of Philippine hardwoods after the matter of the name is settled. Mr. Scrim also asked

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