National-American Wholesalers Meet

(Continued from Page 28) wholesalers has been appointed, which will result in discussions between the West Cbast Lumbermen's Association and the National-American on the situation in the fir region.

Wholesalers Remuneration Discussed

Tt " question of wholesalers' remuneration provoked much discussion both from the standpoint of business handled through the wholesaler on either a flat price basis or where a trade discount is allowed. The Natiorial-American's recent survey showing the average cost of rvholesale distribution amounting to 7.83 per cent is accepted throughout the industry as an authoritative compilaiion, it being recognized that individual costs may be bver or under the average. The survey, however, was sufficiently comprehensive geographically, as well as the types of wholesale operations covered, to demonstrate that the customary trade discount of five per cent is grossly inadequate to cover wholesale distribution costs, especially when the average of 7.83 was obtained after every effori was made to reduce expenses to a minimum.

The wholesalers are sufficiently secure in their position to assert that this cost must bi assumed bv anv factor which undertakes his function with all its attendant risks. Statements recently made by manufacturers who have studied the question confirm this position and steps were taken to initiate a ,movement which will aim to fuither promote this idea throughout the industry. The evil of split commissioris was discussed and while this is less prevalent than heretofore, it is believed that educational influences used in the selection by mills of their wholesale outlets will assist in solving this problem.

The result of the discussion was the appointment of a special committee to prepare a questionnaire to the membership in the expectation of obtaining a frank exchange of views which will assist in a further consideration of questions not only important to the prosperity of the wholesalers but to the industry at large.

Following these special meetings, the Executive Committee met and in addition to approving recommendations from the earlier meetings, acted on other matters.

The membership was reported as 549, compared with 569 at the beginning of the year, since which time 24 memberships have been discontinued because of failures, going out of business and other changes. Since April l, 6 weri dropped for non-payment of dues, and 2 expelled for violating the trade ethics provision of the By-Laws. Considera- tion was given to a recommendation to be submitted to the Annual Meeting to continue adequate income to energetic- ally pursue present and planned activities.

A round table discussion on the credit situation occurred during the luncheon session on the 26th. The Credit Department Committee reported upon a plan to broaden thE scope of the Association's weekly credit list. A series of brief statements on credit fundamentals will be published to the members, including the preparation of hypothetical statements which by example will show some of the more important factors in analyzing statements, such as the proper ratio between quick assets and liabilities, ratios on accounts receivable for stock carry, investment in plant and property for capital investment, also the relation of plant investment to business volume. The present money market situation adds considerably to the credit risk feature of the wholesaler's function, ind methods were discussed for further developing this important association activity.

Next Annual Convention

The question as to the time and place of the next annual convention was discussed and a canvass isto be made among' the members for the purpose of getting an expresslon.

Memorials were adopted on the death of former Presidents Lewis Dill, Baltimore. Md. and Tohn W. Robinson, North Tonawanda, N.Y.and Franklin b. Jones, of Davies, Jones & Begbe, formerly National Counsel.

Those who attended these conferences were: C. A. Mauk, President, Toledo; A. E. Lane, New York; M. G. Truman, Chicago; G. I. Jones, Boston ; Dwight Hinckley, Cincinnati; B. S. Woodhead, Beaumont; F. A. Dudley, Philadelphia; C. A. Good.man, Marinette; W. H. Schuette, Pittsburgh; F. S. Underhill, Philadelphia; R. C. Pepper, Springfield; J. I. Coulbourn, Philadelphia; H. F. Taylor, Buffalo; former president, M. E. Preisch; G. M. Stevens, M. J. E. Hoban, J. A. Currey, R. R. Sizer, Jr., B. L. Tim, H. J.' Strong, F. S. Davis, F. A. Niles, New York; W. W. Schupner, Secretary; L. N. Duggan, Department Manager and D. Theodore Kelly, Association counsel.

Frederic Palmer of Madera Sugar Pine, San Francisco was present and joined in the general discussion, reiterating some of the statements made by him at the last convention and that the California manufacturers needed the wholesalers' service in the distribution of their product and that there was a growing need of closer contact in the consideration of problems of mutual interest.

I- P.".l.o kitchens are readily recognized by reason -f I of their unusual beauty and exclurive modern "tvt"'J

"We had just set it up, finished it in a light gteen . . . put a little ad in the Paper telling about it . . . and the next day we had many visitors.tt

This is an extract frcm the story of a satis' fied dealer now handling the PEERLESS line of built-in kitchen furniture.

The Peerless organization are not pike5s in this new field. We are in it with both feei not fooling along with a lot of other lines; but concentrating every ounce of energy on making a line of built in fixtures which housewives want others. and want above dl

Peerles funiture Gts !o nore iutalled thu arrnntry' and there ic nore Drofrt in the sale- Tha' too' Perlc$ quite often etls otler productg wben a hrewife is sbom the lunber dcalela diaplay. Write us for details ud tet us explain dr new "Cot6t Plan" which ig bringing in real bucine fc muy of ur dealers.