EDITORIAL

M'am, have you seen our new haldwood department?

HEN WE ASK retailers why they don't sell more hardwoods in their store, the response is often a negative liany of lcnv customer interest, costly and slow moving inventory and a staff that knows little of hardwood and cares less.

While these are certainly legitimate concerns, the idea nonetheless carries considerable merit for the retailer who is enlightened enough to realize that selling hardwood to the public is a narural extension of his business. Fotentially it is a very profiable contribution to the bottom line.

Dealers who have established a concerted program to sell hardwoods in their store(s) have used a wide variety of methods to reach success. There is no one certain way, but many have used one or more of the following concepts: play to the d-i-yers natural urge to create by using displays, in-store advertising and exter- nal advertising; by staging a series of seminars to interest and involve the public; holding urood*.orking fairs for the general public as well as specific publics - shop teachers, students. etc.on an annual or continuing basis; by making the inventory commitnrent to establish the store as the recognized source of supply for hardwoods. Present the firm as the communitv hardwood specialiss and don't let them forget it.

All woods have a magic that does not attach to manmade materials. Hardwoods have even more of this marvelous mystery. While this area of their appeal may be an intangible, make no mistake about its effect upon people. While it is difficult to add romance to tuo-byfours, hardwoods have an aura and glamour that the alert merchant can and should utilize in his store.

It u,on't be easy and it uon't be cheap. but horv many worthwhile things are?

Wickes Acquires Homecrafters

Homecrafters Warehouse. Inc. . Birmingham, Al., has been acquired by Wickes-Homecrafters, Inc., a newly formed subsidiary of Wickes Cos., Santa Monica, Ca.

The Wickes Lumber division under the direction of general manager Les Hagen will oversee the operations of WickesHomecrafters. The operation consists of 28 lumber and building materials retailen operating in six southeastern states.

L-P To Buy Kirby In South

Louisiana-Pacific Corp. and Santa Fe Southern Facific Corp. have signed a nonbinding letter of intent for L-P to buy SFSP's wholly-owned subsidiary Kirby

Forest Industries. Inc.. for $315 million.

The agreement is subject to the approval ofboth companies' boards of directors and appropriate governmental agencies. The two parties must also reach accord on a definitive purchase agreement.

Kirby Forest Industries owns about 650,000 acres of timberland in East Texas and Louisiana, plus three complexes that manufacture plywood, lumber and particleboard. Not included in the contemplated sale are 520,000 acres of timberland owned by SFSP in Northern California.

SP Lrmber Alliance Proposed

Marketing would be an important subject to be considered by the Southem Pine

Lumber Alliance, a new organization proposed by the Southern Forest Products Association and the Southern Lumber Manufacturers Association.

If approved by the boards of directors of both associations. the new organization will be a voluntary, informal discussion group. SFPA and SLMA together represent about 75% of all southern pine manufacturers.

Wood Preserverc'Annual

EPA assistant administrator Milton Russell will be a speaker at the American Wood Preservers Institute's annual meeting, Oct. 27-29 at the Hyatt Regency, Washington, D.C. An evaluation of the Consumer Awareness Program will be part of the meeting.

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America's best window is now better at helping keep your customers wann in January and cool in July.

The reason is Andersen' High-Performance insulating glass

A special transparent coating on the airspace surface of the inner glass pane works 24 hours

16915 O ln5AepCdF a day, 365 days a year-in all climates and in all seasons, on all sides of a home-to restrict the flow of radiant heat.

That means heat can't readily escape homes in winrcr. Yet this coating doesn't inhibit direct sunlight from the low winter sun, which is converted into fr€e radiant heat as it strikes obixts such as firniture in a rm.

In summes or High-Ferfcmane insulating glass rcsists the radiant beat gpnerated qrtdoqs as the high€r sun strikes driveways, sfutewalks and so on.

And for climates 6 even building elevatinns where heat gain during mling months is of greater con€rn then heat loss during heating montls, tbere b Andersen High-Ferformance Sun insulating glass.

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