State Retailers' Convention

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Mr. Difford made the important announcement that as a result of research and development work done by his Association retail lumber dealers will be able to make and sell a prefabricated plywood house early in 194O. He said that a manual will be sent to each dealer showing how to build these houses.

A number of questions were asked of and answered by the speakers.

Friday Afternoon

John W. Fisher, of Fisher-Swartz Lumber Co., Santa Monica, president of the California Retail Lumbermen's Association, presided.

John B. Knox, business analyst and investment banker, Oakland, gave an interesting address on War's Effect on the Economic Outlook." He predicted that this country will have in the near future the greatest boom in its history and expressed the opinion that the lumber industry has a fine opportunity to make some money.

Sam Hu.me. former director of California Crusaders, spoke on "American Citizenship-A Challenge." This address was a thoughtful analysis of the Retirement Warrants, or so-called "Ham and Eggs" plan, and the causes that underlie this and similar movements. He urged the necessity of defeating this plan at the election on November 7, and drew a vivid picture of the consequences to everyone in California in the event the plan is not defeated.

"What is Wrong with the Retail Lumber Business," was the subject assigned to President John W. Fisher of the Association. In his well prepared address Mr. Fisher gave his ideas of some of the things that are wrong with the retail lumber business. He showed by actual figures what it costs the dealer to cut prices, and the extra volume of business necessary to recover the gross profit lost when prices are cut. I,n concluding Mr. Fisher said in part:

"If you will pardon personal allusion I want to say I have spent over 43 years in selling lu,mber and during that time I have had more or less of the same kind of competition I have just described. I find it brings out the best in the way of salesmanship, and then there is the satisfaction in knowing you can accomplish something when it is necessary.

"'We take pride in our yard, and in the fact that we have

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a part in the construction of many fine homes in our city. Also that customers come into the yard in after years and tell us they like us, and the way we conduct our business. If I had a son, I would have wanted him to be a lumberman.

"I feel that every lumber dealer should be a member of the Chamber of Commerce and take an active part in all civic matters in his city. Also that he should have an attractive office, keep it clean, carry a good grade of'lumber and sell materials that he is not ashamed of. If he will do this I am sure there will be nothing wrong with the retail lumber business."

F. Dean Prescott, Valley Lumber Co., Fresno, director of the National Retail Lumber Dealers Association, made a report on activities of the National. He stressed the necessity of a larger budget for the Association and hoped that a sound financing plan would be worked out whereby the subscription will be increased by $1.50 per yard. He said tl-rat all salesmen and executives who take the National's sales training course, "Tested Selling Methods," will find that the investment of $28.0O, the cost of the course, will pay big dividends.

C. W. Pinkerton, secretary of the Southern California Retail Lumber Association, Los Angeles, and chairman of the State Association's legislative committee, g'ave an interesting report on "Activities of the State Legislature." His statement that no bills were passed at the last session of the legislature that had a detrimental effect on the lumber industry demonstrated the fact that the committee has been very much on the job. Mr. Pinkerton warned members of the importance of the Association being represented at every session of the Legislature in order that the interests of retail lumbermen may be properly guarded.

W. K. Kendrick, Valley Lumber Co., Fresno, of the resolutions committee, brought in a resolution urging that all lumberriren in the State of California exert every effort within their lawful power to defeat the passage of the State Constitutional Amendment entitled "California State Retirement Life Payment Act." The resolution was unanimously adopted.

The resolutions committee consisted of John W. Fisher, chairman, W. K. Kendrick, F. H. Harris, J. H. Kirk and Jerry Sullivan, Jr.

The convention then adiourned.

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