From AA&B August 1945
The general public has been made to believe that the construction industry will take up the unemployment slack during retooling and reconversion of other industry. As a matter of fact, the construction industry in many of its phases cannot proceed until its suppliers have reconverted. Most of all, it will- be held up by lack of lumber. Lumber men say the public will be shocked when it learns to what extent the war has depleted the stocks of standing timber. They say that it will take 20 years to restore the United States to its position in raw lumber that existed at the time of the attack on Pearl Harbor.
About the only kind of construction that can proceed rapidly and at once is highway construction. Very little lumber is needed for building high ways.
The Constructor, publication of the Associated General Contractors of America, has this to say: "Construction uses primarily lumber, masonry products and steel. Supplies of masonry products in general should be adequate if manpower becomes available. The steel industry has informed the public and the industry that more steel will soon be available for civilian use than the average quantity consumed before the war. The only material, therefore, which apparently it is necessary to control is lumber. Until the lumber industry is in a position to inform the country and the construction industry that lumber can be supplied in volumes adequate to the needs of the civilian economy, particular consideration should be given to the demands of construction on the available supplies.
"In addition to these basic materials, construction needs various other materials, such as builder's hardware, plumbing and electrical equipment, paint and glass, heating and other equipment. The completion of many construction projects is dependent on the availability of such fabricated materials."
The only direct connection of this situation with the business of the local agent is in the Contract bond field. Agents should keep in touch with their contractors for postwar business; particularly those equipped and ready to do a highway construction job. Highways are much needed and this will be the first type of postwar construction.
Cold Canvass Prospects May Make Enthusiastic Clients
Sometimes excellent customers are found through cold leads-and often a hard-to-get prospect, once he is sold, becomes a hard-to-lose client. A cold canvass call brings out all the agent's resourcefulness and helps him to brush up on his sales procedure.
The combination of direct mail and cold canvass is a profitable working plan. With a note or letter sent ahead to arouse the prospect's attention and interest, the cold call is not such a tough break to make. There is some thing to talk about during the first difficult minutes and to get the ball rolling. The prospect may have taken a definite interest in the message of the mailing, and in this case the going is much easier.
Intentions have no market value, only actions command a price.
