Substitution of Orders

By KENNETH SMITH

Aililress ilelivereil at the Annual Convention of the California Retail Lumbemeft's Associalion

This subject is so linked up rvith the problem of overlapping grades rvhich makes it easy for a yard either accidentally or intentionally to substitute grades that I cannot open it up without at least touching upon the discussions you have outlined for tomorrow. So long as a condition is permitted to exist in which common may mean anything between No. 1 with 10 pbr cent No. 2 permitted, which is the standard that the most careful sellers try to maintain, dolvn to common, being the low grade shipped by many mills, containing anywhere from 25 per cent to 30 per cent No. 2, and 5 per cent to 10 per cent No. 3, it is not possible to establish an understanding in the consuming public's mind, either the contractor or the builder, which will make it possible to criticize any given yard foq a grade which they may put out as common, although there may be a difference in performance of almost a full grade between the best and poorest.

On the question of whether it is fairto deliver a better grade than you quoted on, two answers are possible. It is, of course, no unfairnqss to the buyer in giving him more value than you charge himfor, but taking the question in the sense in which it was probably intended, is it fair to deliver a better grade than you quoted on in competition, with the understanding privately with the buyer that you would do so? There is again only one answer and that is that such a practice is cheating, is thoroughly unethical and might almost be said to be dishonest if a man has sat inwith his neighbor dealers and agreed that he will quote upon the list exactly as it calls for.

The next question, is it right to quote on a cheaper material than your competitor figures on the same competitive house bill, and is it right to do so when it is an old customer of yours, may be linked together and again they are susceptible of two answers. If you have no agreements with your competitors to quote upon a bill exactly as presented with the idea thatall may have a uniform opportunity to secure the business and it is possible for you to suggest to the customer a cheaper material than that listed which uld yet be entirely serviceable for the purpose intended, one might say that there was anything wrong about ng so, but if you are working under such an agreement,

Merner Named Snark Of Peninsula District

Paul M. P. Merner, Merner Lumber Co., Palo Alto, has been appointed vicegerent snark of the Peninsula District. Ife succeeds A. L" Hubbard, San Jose, who was recently elected president of the Peninsula Hoo-Hoo Club.

as I just suggested, and the quoting of a cheaper grade is done merely io take an advantage of your competitor and to get your price lower than his, I rvould say such action is unethical, and if it goes to the extent, as is often unfortunately the case, of quoting a cheaper grade and delivering a cheaper grade with an understanding with the contractor that it will be done without at the same time changing the list, it borders upon plain dishonesty, .as such action not only takes an unfair and unethical advantage of a competitor, but enables the contractor to buildof cheaper materials than the owner and the mortgage holders may think is being used and not only lays him liable for being a pafty to such cheating, but brings down upon the heid oftheindustry condemnation that poor construction rvill eventually bring. because continued failures of materials to stand up will eventually bring legislative control of materials used in construction that will be so drastic as to put a burden upon all engaged in the lumber business and a cloud over the name of the industry, as well, as has happened to other industries which did not clean up their practices within themselves.

On the last question "After you have sold the bill, is it right to talk substitution of grades ?" tlvo answers are again possible. Many good operators who quote and sell No. 2 and No. 3 lumber in competition because the list calls for that, endeavor after the job is sold to up grade the contractor and induce him to change all of the load-carrying items to a better grade. This practice is commendable and helps tobuild up the lumber industry, where the reverse practice tends to tear it down. The practice, however, of using this excuse as a subterfuge for explaining a cut price on competitive lumber bills fools no one except the man rvho uses it and the practice can only be condemned as being unethical and unfair.

fn closing, I may say just a word of my idea of the most practical solution and that is for the yards and mills working in cooperation to sharply define the various grades of common, brand them so that they may be passed on to a public which is not capable of grading lumber for itself and then educate the consuming public by advertising to demand the grades which are proper and suitable for use for the purpose for which it is going to be used.

vrcroR c. JAMES DrEs

Victor C. James, who has been connected with the Western States Lumber Co., for about four years died November 6th. Mr. James originally came from Vancouver, B. C. Ife was a member of Hoo-Hoo and had many friends around the Bay District. Surviving him is his widow and one son.

Four reasons why you rhould rtoclr Brown'r Superccdar Cloret Lining.

l-Demand-greater every day because architects are specifying it.

2--4ost-about the same as lath and plaster.

3-Easily Handledpacked in fibre-board, dampproof boxes. No depreciation. No broken tongues and groovee.

4-Profit-lt speaks for itself.

PROTECT YOUR CUSTOMERS WITH MOTH INSURANCE.

I*t us send gou f urthet intormation and quole you priccs.