March 25, 1917 



W. McCLlKK, MEMPHIS. TEXN 

 SECOND VICE-PRESIDENT 



E. F. PERKY. NEW YORK CITY, 

 SECRETARY 



HENRY CAI'E, NEW YORK CITY, 

 TREASURER 



During the .rear there have been submitted to us b.v the Chamber of 

 Oommeree of the United States, seven referendums, which have been con- 

 sidered at length by the executive committee and board of trustees, and 

 appropriate action has been taken. 



At the last annual meeting a report was made b.v Mr. Griswold, then 

 chairman of the insurance committee, recommending the formation of 

 an inter-insurers under such form as might be found legal and practicable, 

 and it was thought at the time that a New York Lloyds license or permit 

 might be obtained. The new committee, Mr. Preisch, chairman, took up 

 the matter with zeal, had several meetings, and had several conferences 

 with the insurance commissioner of New York, but has been unable to 

 accomplish very much. 



In closing, I wish to express my thanks and appreciation for the as- 

 sistance, counsel and advice of the executive committee and board of 

 trustees, and also for the very efficient work of the employees of the 

 association. 



Secretary Perry's paper indicated a keen appreciation of the 

 the bigger problems the industry is called upon to solve, and a great 

 deal of work aud thought that a proper presentation might be made. 

 His papers follow in part: 



The Secretary's Report 

 Only during the past few years has the business man accepted the 

 broader proposition of "co-operation to produce the greatest good to the 

 greatest number." When we apply co-operation to the lumber industry and 

 Its allies, we arc applying it pretty broadly, because the machinations of 

 the lumber industry are probably as great as those of any of the Indus- 

 tries of this country. 



Disorganized and without adequate machinery to cope with the difii- 

 culties arising each day, the ordinary business man would iind an almost 

 impossible task before him. Trade organization has become indispensable 

 in meeting the problems of business. Organization merely for social pur- 

 poses has become obsolete and has almost ceased. The annual banquet has 

 become merely an incident. An organization to be most useful must keep 

 in touch with the constantly changing laws and customs as they relate 

 to business transactions, transportations, credits, insurance, financing, and 

 in fact the organization must be so thoroughly developed that no detail 

 of business is overlooked, but it must be ready to be consulted on the 

 merest detail. It must be the members' headquarters bureau of general 

 Information. 



The National Wholesale Lumber Dealers' Association is as nearly the 

 ideal modern business trade association as any in the United States. We 

 fulfill the principles laid down as being necessary for such an association 

 and many of our members would feel lost without the special services this 

 association has been found to give. 



I am convinced that in the future the association will continue to do all 

 this, and it must further educate its members into a broader co-operation 

 by the introduction of more correct methods of merchandising and by im- 

 proving on present methods of operation from manufacturer to wholesaler 

 and from wholesaler to retailer, so as to enable the retailer to distribute 

 the product at the lowest possible cost to the ultimate consumer, even so 

 far as to co-operate with the distributor on some constructive, intelligent 

 plan with the elimination of unnecessary distributing costs and overhead 

 expenses. Some of the present methods are unscientific and must be cor- 

 rected. The broad, comprehensive plans as outlined by the Federal Trade 

 Commission will help to correct many of these, and I am glad to believe 

 that all classes of merchants will in the now somewhat clarified atmos- 

 phere feel more free to consult together as to the best methods. 



Dr. Kreb says : "If you wish to make .vour point, repeat, repeat, repeat." 

 I want to make my point, therefore, I say, co-operate, co-operate, co- 

 operate. Make the slogan of this association "We will save you money," 

 but, gentlemen, it can't save you money. No one can save you money 

 unless you co-operate and as the problems in the lumber business are 

 largely questions in connection with the proper distribution of lumber, 

 I think we must in the near future spend more time in the solution of 

 these difficulties which affect that important branch of the lumber business. 



The same principles that caused the working men to form unions are 

 being adopted by American business men. so that the majority shall not 

 suffer for the faults of the minority. 



The past year has unquestionably been an unusual year, but because of 

 the difficulty experienced in doing business, it surely has emphasized the 

 necessity of a central organization headquarters to which lumbermen could 

 appeal for help. Hardly a day passes but that in addition to our regular 

 membership Inquiries we have received rccpiests for trade inforration from 

 those who are not members, such as banks, railroads and manufacturers in 

 other lines, and from the nature of many of these inquiries I believe you 

 do not appreciate the value of your membership in your association. 



I cannot understand why 208 wholesalers, whom we know are being bene- 

 fited by our efforts and expenditure of money, do not cheerfully volunteer 

 to join with us. Some replies to our invitations to become members would 

 be amusing if not serious. In the past year probably .10 have intimated 

 that they would join if it did not cost so much or if "we could show where 

 they would make more than this cost, or some other reason was given from 

 the "get-more-than-I-give" point of view, overlooking entirely the broad 

 purposes and those benefits which accrue to the general trade at the ex- 

 pense of those who do pay and work, but always insisting on getting $2 for 

 $1, cash in advance. I believe we are gradually getting to the position of 

 some secret orders, they never seek members. You must ask if you want 

 to get in. 



The association has 405 members, the bureau 237. 



As one of your executive officers I wish to thank you for your generous 

 response to the calls that have been made during the past year and some- 

 times at great cost in both time and money. Each year shows a larger 

 number of working members, and I find no wa.v to convey to you here any 

 estimate of these sacrifices, and can only say that those who have not 

 been called on this year to serve owe a lot to a good many willing workers. 



In the absence of Treasurer Henry Cape, due to his illness, C. E. 

 Kennedy read the treasurer's report which showed total receipts 

 of $38,73-1.99 and a balance in excess of $1,000. 



In his report which follows on the work of the Bureau of Informa- 

 tion, A. L. Stone, chairman of the board of engineers of that bureau, 

 showed a great expansion in activity and in the service it is 

 rendering. 



Report of Bureau of Information 

 Last .year was an extraordinary one and when it is stated that by actual 

 record the total formal requests received during the year for special re- 

 ports aggregate 9,579 as compared with 8,S12 for the preceding year, and 

 which does not take into consideration the hundreds of telephone and 

 telegraph inquiries. 



Every wholesaler fully appreciates the changing conditions of the past 

 year and many instances can be recalled where some peculiar or unfore- 

 seen circumstance has so seriously affected a credit risk as to almost in- 

 stantl.v change it from a good to an undesirable account. Under such 

 conditions developments come rapidlj', leaving signs and symptoms, which, 



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