A DMK-Pacific Corp.

P.O. Box 7300, 4129 Marros Dr., suite B, Fremont, Ca.94fi7

In Northern California (4lt\ 796-3670

In Southern California (7 t4\ 9t7 -187 2 Kansas City, Ks. (Bill Cressev) (913) 311-9122

Hank Aldrich Lee Doud Andy Haynes Dwight Curran

"Every Stick a Masterpiece "

Pub[sber David Cutler

Editor Juanita Lowet

Contributing Editon

Dwight Curran o Gage McKinney

Art Director Martha Emery

Strff Artist Nicola O'Fallon

Circulrtion Kelly Kendziorski

Building Products Digest is published monthly at 45m Campus Dr., Suite 480, Newport Beach, Ca. 92ffi, phone (714) 549-8393 by Cutler Publishing, Inc. Advertising rates upon request.

Advertising Ottices

FROT{ TIIE SOUTHEAST & OXL/\-

HOMA: contact Timorhy J. Nelsoo, Markeing Communications, Inc., 5l 15 So. Vandalia, suite E, Tulsa, Ok. 74135. Call (918) 4968777.

FROM TEXAS. LOTJISIANA. MISSI$

SIPPI, VIRGINIA, TENNESSEE, N. CALIFIORNIA AND OREGON: contact Drvil Cutlcr, 45fi) Campus Dr., suite zl80, t,lewport Bcach, Ca. 92660. Call (7r4) 549-8393.

FROM WASHINGTON STATE & IDAIIO: contact Johtr Y. Mrf,ry, 157 Yesler Way, suite 3l?, Scattle, Wa.98lO4. cdr (206) 621-r031.

FROM SOUTHERN CALIFORNIA: contact Crrl Vrnn. Z)i Oceano Dr., los Angeles, Ca.9(D49. Call(213)472-31 l3 or (714) 549-8393.

FROM THE MIDWEST: contact Chrd6 L. Lcmpcrly, 1230 Brassie Ave., Flossmoor, Il. 6922. Call (3 l2l 7992166.

SI.JBS'CRIPTIONS

Change of Address-Send subscription orders and address changes to Circulation Dept., Building Products Digest, 45fi) Campus Dr., suite 4&), Newport Beach, Ca. 92660. lnclude address label from recent issue if posible, plus nov address and zip code.

Subscription Retes-U.S. and Canada: $2Oone year; $3Gtwo years; $SGthree years. Foreign: $3(lone year; $52-two years. Single copies $2.00. Back copies $3.fi) plus ship ping & handling.

BUILDING PRODUCTS DIGEST is an independently-owned publication for the rctail, wholesale ond dbtribution levels of the lumber and building supply markets in l3 Southem sTates.

More and more people are using redwood rustic siding.

Because rustic siding is more economical than premium redwood grades. Yet it still has the warm, rich look that only comes from redwood.It resists insects and decay. And it ages well, with or without a finish.

Redwood rustic siding is a practical, aesthetic addition to almost any exterior. And we've got plenty of it.

Our Ft. Bragg mill is one of the largest redwood and fir suppliers in the country. And with hundreds of distribution centers nationwide, you can order the *"d'J""|olr*',#01:ltlti'h to us. we're Georgia-pacific. And we've got all the rustic siding you need.

llHrre got urhat it takes.

Smile it up and talk it up

rtrHE ATTITUDE and morale of a company I and the people in it are important parts of the business equation in good times; in the present circumstances, these factors are even more critical.

It's a situation that reminds us of the old story of the successful side-of-the-road hot dog seller who, pursuaded by his son that all is hopeless, abandons what created the success and, finally, succumbs to financial faihrre. In a sense, a case of talking yourself out of business.

At all levels, we must be alert to the dangers of the casual remark about how bad business is. The more that people hear the gloom and doom message and the more they believe it; the more they shrink what business is left.

Top management people must be as optimistic as is consistent with reality. It is essential that you set a tone that is positive, constructive and designed to elicit the optimum performance from the entire work force. It's not a waste of time for the chairman of the board to chat up some enthusiasm with the low men on the totem pole. It is smart business.

At the sales level, where a firm has the largest degree of communication with its customers, great care must be exercised to avoid talking yourself out of a sale by having crepe hanging sessions with customers.

Sales floor and counter people as well as the delivery team should be aware that what they say, as well as their general demeanor, affects the customer's attitude. A customer is far less likely to buy ifall he hears from you and your people is today's bad news.

More than ever, now is the time for the smile, the positive attitude, and constructive comment; it's bound to help in bad times.