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Wanted — TSlew Operating System 



Just lion- many nianufaetuiers and users of glued-up panels are 

 experiencing a coudition wliich constitutes the weakest point in the 

 sales proposition of tlie panel trade. 



The condition applies at present to that section of the trade located 

 in the Ohio valley and affected by the recent floods of the Ohio and 

 tributary streams. Some of the panel plants were put out of com- 

 mission for a considerable period, losing in some eases two weeks' ■ 

 running time plus an equal period devoted to getting straightened 

 out and moving along smoothly as before. 



The weakness disclosed is not confined to a period of floods, but 

 develops whenever there is a sudden stoppage of manufacturing 

 facilities. It turns up whenever demand becomes imusually big and 

 the factories are crowded to such an extent that they are unable to 

 get goods out in the usual time. 



It is then that consumers of panels rise up and say things that 

 wouid not look well in print. They call on tlie panel manufacturers 

 to do things that are utterly impossible; to get out panels in thirty 

 days when the manufacturer knows that it will take from sixty to 

 ninety. Sometimes rash promises regarding deliveries are made under 

 the stress of a demand of this kind, accentuated as at present by 

 interruption due to high waters and at other times by the deluge of 

 unexpected business. But the result is the same— delayed deliveries 

 and disappointed customers. 



The case of tlie panel factory against the private gluingup plant 

 has been pretty tlinrouglily established. The furniture man knows, 

 for example, that to put in machinery which will do tlie work as well 

 as it is done in the panel factory would involve an investment that 

 he is not ready to make, arwl that his crew cannot possibly learn 

 the ins and outs of laying veneers as well as they are learned in an 

 up-to-date factory devoted exclusively to that line. So as far as 

 quality and price and convenience — as a rule — are concerned, the 

 consumer is perfectly willing to turn the job over to the exclusive 

 manufacturer of panels. 



But if the consumer can't get his panels when he wants them: 

 if he is iield up in his own operations, and is unable to supply eus- 

 (omers with goods just when customers need them to take advantage 

 of current demand on the part of the retail trade; if, in other words, 

 the panel plant falls down at its most vital point — that of service^ 

 what is the consumer going to say about the proposition? 



Such fall-downs are not the rule, but even if they come only occa- 

 sionally, tliey are bound to lie remembered and to militate against 

 what sliould be continuous growth and development on the part of the 

 panel business. Even during normal times there is constant conflict 

 between the panel man and his customer regarding deliveries, the 

 consumer invari.ably urging more speed and hurry-up methods in 

 order to finish cases which he is holding in his factory, unable to 

 complete, because of the lack of panels, fronts, tops, drawer bottoftis 

 and other built-up goods which he has contracted for on the outside. 

 This situation, iu the opinion of the writer, who has talked to 

 leading men on both sides of tlie fence, constitutes the most serious 

 problem with which the built-up panel trade has to deal. 

 Is there any way in which it can be met? 



The panel man says frankly that it takes, under normal cmidi 

 tions, thirty days to get out the average order, and under difiieulties 

 or abnormal conditions possibly two or three times as long. His solu- 

 tion is to have the consumer order his goods far enough in advance of 

 his requirements not to be forced to worry over non-delivery. 



That, of course, is one way out. As a matter of fact, it is being 

 adopted by a good many consuming factories, although unquestionably 

 it is a rather heroic method. Some factories down in the Southeast, 

 which make medium-grade furniture with staple designs, as a rule 

 know pretty well what their requirements are going to be months in 

 advance; and they are accordingly able to place contracts for car- 

 load lots, which can be manufactured and delivered in plenty of time 

 for their gradual use during the season. 



Where this can be done, the condition is ideal from the standpoint 

 of both parties, but, without considering the larger investment in 



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material that is thus made necessary on the part of the consuming 

 manufactiu'er, it must be remembered that many factories are unable 

 to anticipate their needs in this way. If they are turning out a 

 large number of new designs each season, they are compelled to await 

 the verdict of the trade before knowing which to feature. They are 

 up against a hard proposition when it comes to "picking the winners" 

 far enough in advance to place orders for built-up tops. 



And yet the furniture men are learning a lesson in this respect. 

 They have realized that it doesn't pay to have to delay deliveries to 

 good customers who want prompt service, and that it is worth while 

 to put a big stock in the warehouse to enable this trade to be taken 

 care of. Consequently it is noticeable that many of the manufac- 

 turers, especially if they make a medium-grade line, pile up a suffi- 

 cient surplus to enable them to take care of orders just as they are 

 received. This means, of course, anticipating their panel wants by a 

 good margin, and making it possible for the panel men to get out 

 the stock in plenty of time without rushing the work through too 

 hastily. 



But, as indicated, this is something which can be done only in con- 

 nection with staple designs. Many manufacturers rely on the novelty 

 of their offerings each season to get business, and as a matter of 

 fact admit that the novelty must necessarily be overdone merely in 

 order to stimulate trade interest and give the salesmen something to 

 talk about. Maybe ultimately they will see the folly of bringing on a 

 multitude of new designs for which there is little or no necessity, 

 merely for the sake of having something ne^y to show the retailers at 

 the semi-annual exhibits. 



As progress is made in the direction of fewer new numbers each sea- 

 son, more storage of staple designs, and more effort in the direction of 

 ordering as far ahead as possible, the furniture men will find their 

 problems decreasing. But can the p!<nel man do nothing to lielp the 

 cause of good service to the consuming trade? Is it not practicable 

 for him to anticipate the wants of his customers to the extent of 

 having some surplus stock on hand, so that emergencies can be taken 

 care of? Would it not be good business policy to invest some money 

 in goods of this kind, oven though they might not be needed imme- 

 diately, for the sake of tiding over periods when the factory is not 

 able to deliver the panels as rapidly as they are needed? 



Most panel men answer these questions with an emphatic "No." 

 And yet there is a lingering suspicion that if they found it absolutely 

 necessary, in order to retain the trade and good will of the consuming 

 interests, they would make a point of doing so. 



How many panel men, for instance, have a record showing the 

 exact number of panels of each thickness, size and kind furnished to 

 the consuming trade during the preceding year? Would not such a 

 record immediately suggest which panels would constitute safe items 

 on which to concentrate idle time in tlie factory? It is well-known 

 that most panel plants run from high to low and from low 'to high, 

 in the amount of operating time they put in. Obviously, it would 

 be an advantage to run at an even pace all the way along, though 

 this is impossible as long as no goods are made up except on order 

 from the consumer. Pilling in the low spots by manufacturing ]ianels 

 to put into stock would help a great deal as far as increasing oper- 

 ating efficieccy is concerned. Maybe the panel man would make up 

 some goods which would prove unsalable, and which nobody would 

 call for, no matter how long they were held. But, on the other hanO, 

 how much of a hit would be made with a customer who needed panels 

 right away, and who found a place where he could have them delivered 

 the next day ! 



Some panel men admit fliat iu this way they have occasionally 

 tried to anticipate the wants of a given customer by making up 

 additional stock, along the lines of panels previously ordered. But 

 luck is against many of these attempts to "call the turn." and the 

 glued-up stock manufacturers have a good many stories to toll how 

 the customer decided to change the dimensions of his goods as 

 soon as the labor and expense of manufacture had been put into this 

 reserve supply of panels. But it is certain that careful and serious 



