Arizona Lumbermen's Club Annual Convention

FI. M. McCalla Elected President

The Tenth Annual Convention of the Arizona Lumbermen's Club meeting June 17, 19, and 19, was a most successful affair. There were one hundred and twenty-five delegates and their ladies, representing Arizona, California, New Mexico, Texas, Washington, and Oregon, present.

The first day of the Convention was held at Flagstaff, and sightseeing excursions to the various wondeiffi?hd about Flagstaff were made. A journey was made on improvised observation cars---{ars usually used in transporting logs to the mills-to a logging camp fifteen miles southwest of the city of Flagstaff- Here the delegates received a real taste of the lumberjack's life, both as to work and to a chuck dinner. After the meal, demohstrations in sawing and cutting were made and several impromptu contests between the California and Arizona delegates utere participated in. Later in the day the party came back to Flagstaff to witness operations going on at the Arizona Lumber and Timber Company mill. And the first day of the convention was ended with a dinner and dance at the new Hotel Monte Vista.

The second day of the convention was held at Graqd Canyon, the visit6rs going there from Flagstaff in sffit pElffian cars,,arriving in time to eat breakfa3t at the El Tovar, and afterward convening at the Community Hall, where Mr. Emil Marks of Lowetl, Arizona, gave an appropriate and forceful speech.

Mr. Marks brought out three main points of interest in his talk. First, the Lumbermen's Club breeds organized friendship, harrnony, and profit. Second, the Lumbermen's Club means protection to its members, protection which can only be assured throui;h such an organization. Third, a Lumbermenls Club is capable of stimulating and encouraging the usage of lumber over other building materials. Mr. Marks, who is president of the Lumbermen's Club, put across some vital facts. He seemed.very enthusiastic about the work which has been accomplished by the association and urged that the members employ the same policies in their daily life that they do in meeting their custom. ers, Another remarkable and stimulating address was also given on the second.day of the convention. Mr. Arthur A. Hood, assistant to the president of the Cady Lumber Corporation of El Paso, Texas, which corporation also has mills located at Flagstaff and McNary, Arizona, held the close attention of the delegates while he spoke on "'What Price Profits?" Mr. I{ood told the convention that he had been a retailer for over fifteen years and that he believed he knew some of the problems that confront the yard man in his dealing with the manufacturers, wholesalers and the buying public.

"The retail business, like all other businesses, runs in certain definite cycles," said Mr. Hood. "fn fact it runs in four distinct circles and back again, from demoralization, cooperation, exploitation, and disintegration. 'We are now recovering from one of these cycles, and in this, it has been from a period of demoralization to a period of cooperation."

Mr. Hood emphasized cooperation and its benefits. "By example and through education show your non-cooperating competitor the desirability of affiliating with your group," said the speaker.

Mr. Hood's Daily Dozen for Languid Lumbermen are worth repeating here: l. Locate one new prospect for a house or barn or other major r'equirement and lay plahs to develop the sale.' letter with the same obthe oldest stock'in the lO. Perform some community service which will make you and your company better known and liked. ll. Say or do something favorable to, for or about- your competitor.

2. Have at least one mutually helpful conference with building contractors or mechanics.

3. Make at least one personal call on a prospect suggesting his use and need for your materials and attempt to close the sale.

4. Write at least one personal jective.

5. Make an extra effort to sell vard.

6. Locate at least one new use for your materials and take steps to develop business in that item.

7. Plan a display or an improvement of a display which will visualize to the public a use for your materials.

8. Create and start in motion an advertising or sales scheme which will bring new prospects into your vard.

9. -Overcome each temptation to cut a price to get business.

12. Follow through and bring to a successful conclusion unfinished business from yesterday. If you feel strong and need a couple of extra exercisos here's a couple more:

13. Collect the oldest collectable accounts.

14. Figure out a way qf lowering expense. Finally, repeat all exercises as often as you have time between sunrise and sunset, and weigh the profits before and after taking.

The next speaker was E. V..Tennant, secretary of the Los Angeles Retail Lumbermen's Association. He gave the delegates a highly interesting talk and narned his topic "Organization."

.The keynote of this instructive address can be summed up in this simple yet effective and timcly sentence: "You've got to have the friendship and_confidence of your competitors as well as the confidence of your customers if you are to succeed in the industry."

"unless you can help your competitor make mo4ey," said Mr. Tennant, "you cannot make money yourself."

On the second day the officers of the Lumbermen's Club were elected. &_I4. McCalS' general_!q?gg!:L-eflhc,-.E'oxworth-Mccalla, was made president. John 'Wood, viccpiaSru;ttfthi Bisbee Lumber Companf, Lowell, Aiizona, who held the office of secretary-treasurer during the past year, rvas chosen for vice-president. A resolution wcnt into effect to do away with the office of assistant secrelary and combine the offices of secretary and treasurer into one. R. E. Baker, who has been assistant secretary during the past year, is slated for the permanent position referred to in the resolution.

The new directors are as follows:

Irving Jennings, President Jennings Lumber Co., Douglas; Frank Edens, President Edens Lumber Company, Cottonwood; J. R. Halstead, Vice-President.of the J. D. Halstead Lumber Company, Phoenix; W. A. Lamphrey, President Pima Lumber Company, Tucson; J. H. Mulcachy, President Mulcachy Ltrmber Company, Tucson.

By the third day of the convention all business had been transacted, and the time was spent in taking in many wonders of the Grand Canyon. Special pullmans were again put into use in taking the delegates home on Sunday.

Arirong the Los Angeles lumbermen who attended the convention were: Ed. Culnan, Frank Curran, Roy Stanton, Leslie Lynch, H. F. Bowles, Paul Hallingbn Hal Bailef, Ed Tennant. E. U. Wheelock and Ted Lawrence.

W. R SPALDING PLANS ROUND WORLD TRIP

Mr. and Mrs. W. R. Spalding, of Visalia, California, are planning to start in November for another round the world trip. They have made such trips several times before, and are seasoned travelers.

G. M. HARRINGTON TAKES VACATION

Mr. and Mrs. G. M. Harrington and daughter are expected home during the early part of July after having spent a several weeks' pleasure trip in the east and north. They went east via the Grand Canyon to Minneapolis and are retufning by way of British Columbia visiting Banff, Lake Louise and Vancouver. Mr. Harrington is a partner of L. W. MacDonald in the firm of MacDonald & Harrington of San Francisco. He rvill visit their Portland office on the rvay dorvn from the north.

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I have ahvays refused to ship panels in the same car with commoh or green lumber, confining panel shipments to straight cars or mixed cars with door, mouldings, finishing lumber, door and window frames and sometimes with flooring, ceiling, siding and other items of upper grades of lumber.

Our ability to ship mixed cars has been aided a great deal in the past few years by the "milling in transit" privileges that have been put into effect by the Coast railroad lines, as this gives us many facilities for assembling material of several different kinds for shipment in the same car.

I believe that if retail lumbermen will give a little study to the beauty, adaptability, and many fine lualities of Douglas Fir panels, then ascertain how easy it is to secure them in quantities such as they can handle, they will real-

.GREAT WORK YOU FELLOWS ARE DOING"

"lfere you are folks. Lots of news for little money. Great work you fellows are doing. My chaps could hardly keep house or run a lumber yard without your valuable journal."

ize that they have been overlooking a very good chance to.increase their sales and profits.

The many improvements in glue have helped to make panels desirable for many uses that they formerly could not be used for. The use of Casine Glue has made it possible to manufacture a panel that is almost waterproof. Automobile manufacturers have taken advantage of this and are now using panels for running boards, floor boards, seat bottoms and many other uses.

Retail lumbermen who have already been stocking panels, are finding that their uses are increasing very fast, and in addition to the thin panels they originally used, they now have a demand for heavier panels. When you take into consideration the fact that you can stock three-fourthsinch laminated lumber in widths up to 48 inches without fear of splitting, checking or warping, it is then easy to see why this class of lumber has become so popular in localities where it is now being used.