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Edited FOR Westerners BY Westerners, THE MERCHANT is your only knowledgeable source for:

Jlnd,epth reporting ol dealer actirsities

!Current trade neus

,lFactual staries ol real reder interest

,l fuI er chand.i sing idea s

{Complete industry cooerage

.l Social actitsities

I Editorials

,f Technical leatures

The latest in NEW PRODUCT NEWS for the West's fast-changing lumber and building materials industry.

TIIE MERCHANT MAGAZINE

412 West Sixth Street

Los Angeles, California 90014

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JANUARY

Hoo-Iloo-Ette Club 1, January 8, monthly meeting, Motor Hotel, Los Angeles, Calif.

Oakland lfoo-Hoo Club 89-January 15, dinner and Peluso's Restaurant.

Olympian program, Salt River Hoo-Hoo Club ?2-January 16, monthly tourney, Moon Valley Country Club, Arizona.

IIoo-Hoo Club 63;January 16, dnnual Railroad Nite, Ingomar Club, Eureka, Calif.

Sacramento Hoo-Hoo Club l09-January 1?, dinner and program, The Sherwood Room, Sacramento, Calif.

Humboldt IIoo-Eoo Club 63-January 1?, Railroad Night, Ingomar Club, Eureka, Calif.

Dubs, Ltd.-fanuary lg, monthly tournament, California Golf & Country Club, South San Francisco. Duke Warnock, sponsor. Los Angeles Eoo-Hoo Club Z-Ianuary 19, dinner meeting, Palos Verdes Country Club, Palos Verdes, Calif.

Shasts Cascsde Eoo-Eoo Club l33-January 19, Annual Celebrity Nite w"ith The Snark and Supreme Nine Members, place to be announced, Al Kerper chairmari.

Mountain States Lumber Dealers Assn., January 25-27, ?5th Annual Convention, Denver Hilton Hotel, Denver, Colo.

February

Yfestern Building Material Association-February 1-3, 65th Annual Western Exposition, Portland, Ore.

Albuquerque Lumber Merchandisers AsaociationFebruary 7, steering committee meeting, Village Inn Pancake House, Al: buquerque, N. M.

Imported Hardwood Products Assn.-February 8-10, Annual Convention, E,rawan Gardens Motel, Palm Desert, California.

Pacifc Southwest Hardware Assn., February g-11, 46th Annual West Coast Hardware/I{ousewares Exhibit, Anaheim Convention Center, Anaheim, Calif.

Western Building Material Aesociation-February 10, reconvened exposition, Hawaii tour.

Hoo-Hoo-Ette Club 1, February 16, Valentines Day Dinner-Dance, General Lee's Restaurant, Chinatown, Los Angeles, Calif.

Los Angeles Hoo-IIoo Club 2, February 16, Valentines Day Dance, General Lee's Restaurant, Chinatown, Los Angeles, Cblif.

California Retail Hardware Assn., February 25-27, lgth'Wester.n States Hardware-Housewares-Paint & Garden Supply Show, Brooks Hall, Civic Center, San Francisco, Calif.

March

Pacific Coast Whole€ale Hardwood Distributors Assn., March 4-6, 45th annual convention, El Mirador Hotel, Palm Springs, Calif.

Montana Building Material Dealers Assn., March 21-23, 32nd Annual Convention, Missoula, Mont.

Log Export Heorings

The U.S. Senate Small Business Committee plans mid-January hearings on the continuing problems in exporting American logs to Japan.

The committee will question officials of the Departments of Agriculture, Interior and Commerce on administrative steps tlat can be taken to relieve the critical log supply situation in the

Pacific Northwest.

MR, RETAII DTAIER:

D. C. ESSLEY qnd SON mqinloins o well bolonced SHED INVENTORY of . QUALITY DRY REDWOOD o AYE & CLEAR PATTERN STOCK r BEVELED SIDING & 545 reody for immediote delivery-et pickup

RAymond 3'1147 or PArkview l -7580 o'Seventy years," said the merchant."And yet," said the advertising man, .,I'll bet they ring the bell every Sunday.

DVERTISING IS NOT all just printed words in a publication_ or newspaper. Any good method of pleasant contact with your prospect or customer is the best advertisine that you can get. And if you can't get around often enoueh ; see your trade personally, you have two mighty good -"rr""ng"r. to send him. One of them: the columns of a-recognized, well-iead trade publication, and the other: the United Stites mails.

An advertising man was trying to sell a small town merchant some adv-ertising material. The merchant r,eplied that he didn,t need it, that everyone knew him, his business and where he was located, and he had been doing business there for 20 years.

"And what building is that across the street?,'asked the ad_ vertising man.

"That's the Methodist Church,'o replied the merchant.

'oHow long has it been there?,' asked the ad man.

The b,est way to rnuk" u"rnun r*rrfi"O with his lot-is to build an attractive home on it.-Anon.

BY JACKDIONNE

r882-re66

Those Foreign Cars

Wife (studying Spanish history)-',It says here, George, that those Spanish hidalgoes used to think nothing of going'u'tho,rsand miles on a galleon."

Husband-"Bah! I never believe half I hear about those foreien cars ! "

A Fine Testimonial

"Your medicine helped me wonderfully,,, wrote the grateful woman.'oA month ago I could not spank the baby, arrlnow I am able to thrash my husband."

.,THE COLONEL'S LADY AND JUDY O'GRADY''

Isn't it strange that Princess and Kings, And Clowns that caper in sawdust ririqs And common folks like you and me Are builders for all eternity.

To each is given a bag of tools, A shapeless mass and a book of rules;

And each must take, e'er life is flown

A stumbling block or a stepping stone. (Unknown)

Texl Helps Troin Solesmen

A new booklet called "Tips on Selling Factory Finished Paneling" has just beei published by Georgia-Pacific {or retail building materials salesmen. It was compiled to fill specific training needs expressed by retail dealers anJlheir salesmen, according to E. L. Kimball, G-p,s forest products building materials salcs promotion manager.

The training text is being distributed to the trade through local G-P branches nationally. Sales techniques for the industry are featured rather than the company,s own products.

The l6-page illustrated booklet covers subjects ranging from background infor- mation on plywood to factory finishing, wood-grains and types of guarantees. -

_Important sections aimed at helping salesmen help their customers are devoteJ to such topics as techniques for installing wall paneling. design ideas and decoratini tips.

Also of direct interest to salesmen are sections on specific sales techniques, tie-in sales such as adhesives and putty sticks, cross-over sales such as ceiling tile. and profitable use of samples, disilays, and literature.

_ Free copies are available from company branches or by writing to W. F. Rooney. trade-inquiry manager at G-P hea,lquarters, P. O. Box 311, Portland, Ore. lli,,l}7.

Western Lumber & Building Moterisls

Germon lumbermen Visit Northwest Jens Dethloff, who, with his father, op. erates the J and H Gehlscn Co., a West German building material wholesaler, fished with Washington lumber dealers and suppliers at the recent annual palmer G. I.ewis Co. Fishing Derby at Sekui, IVashinston.

He has been touring to learn American methods of material handling, and has visited lumber yards and buiidine material wholesalers throughout the country, He

IWl) IHAT didn't get away. fl-r) Matt Mattson. coowner Logan Lumber Go., presiOini PaJmer c. Lewis Co., Seatile; Gregory Field, hanaeer. t',iattre' and Ermer Fierd, own-

Dethloff. Hamburg, Germany; Robert D.

'?8ft had been advised by the Weyerhaeuser Timber Company to visit Logan Lumber Co. as an example of a progiessive retail yard. Wayne and Matt Mattson, co-owners of Logan Lumber, invited Jens to the pGL Fishing Derby as their guest.

Mountoin Stqtes Deqler Survey

Sales volume was off an average of ten percent in Colorado, Wyoming, Utah, New Mexico and Idaho durins th" fir.i half of last year, according to a survey recently released by Chet -Nortz, executive secretary of the Mountain States Lum_ ber Dealers Association.

_ While reporting an average drop in dealer net profit of I5.B%, Nortz cauti,oned again-st pessimism saying, ,,it is important lor dealers to recognize that eonditions in some areas have changed considerably since July 1 . we have found that housing starts have improved materially in nearly every section of our territory.,, Net profit figures varied from a thirty percent decrease in New Mexico to a no change report from Idaho.

Repair and improvements were the b_rightest spot with five percent increases .|".*-t"q for ,every state but Wyoming, which dropped five percent.

Accounts receivable for dealers in the five state area declined 8.6%.

New Trqdemork No,ied

ber orders, Production capacity is t'stimat' ed at 125,000' per shift. The planing mill is equipped with a 6-12 Ten Knife Stetson Ross and will produce an t:xcellent fin' ishcd product. Dr,v kiln capacity at the Hoopa. Calif.. plant is approximatel,v 200'' 000' which is in addition to the 325.' 000' kiln capacitv at the redwood reman' Lrfacturing plant in Arcata.

'Ihc addition of the Van Vleet mill enables Cal-Pacific to offt:r a complete proclur:t mix of redwood. I'ir and pine. Salcs of (lal-Pacific product.s itr northern and <'t:tr' tral C,alifornia alc handled in Walnut Cleek bv Ray Tienrcy and Bill Wi<:kett. The Arcata ofIicc of Ca]'Pacific handles accounting aIr<l strles for erpolt and Last' ern shipment. R. E. "Dick" Harmer is sales manager" assiilted b-v Jim Nlaclnnes. Harmer addt--d. "Now we can fill almost anv reasotlablc list o{ lumbt'r spt'<:if ica" tions,"

Col-Pocific Buys Von Vleer Mill

Cal-Pacific Rcdrvgod Co. ha,. bought Van Vleet W-ood Products Co.. ar;<rording to l,awrenct' Turtrcr. general manager o{ Cal-Pacific. l{c said the Van Vleet mill is being- compL'tt.ly t'trnovatcd and that pro' duclion rvill bt'girt in l-ebruarv with l)oug' las Fir. llvt'ntutrllr. the nrill will also r:ut sugar arrd Ponderosa pine.

il'hr: rnill will cut up to 26' in lerlgth and is cquipped to sau sper:ial laI'ge tim'

Nevqdo Code Chonges

Reno, Spark-t. and Washoc (iountl- \evada. plirrr to supplement tht'ir present building codes'rr"ith ICIJO's Linifnrm Building Code. No amendrnellt'c arr'r'ontcmplated. rvliir,h n'ttuld adverselr-rtstri<'t the ustr oI ruood liroducts.'Ilxr stale is r:onsidering rt'grtlltti,rtts lo t'ottll'ol r'',llslructiotl oI st'htxrls. [s-spitals. ptrbli<' buildings arr<l r:asinos.

TEASIMASIER BARBT(UTS

For indoor or outdoor use. All steel, complete units ready for slip-in installation in brick, cement block or other prepared masonry opening. Easily removed for cleaning or storage. An attractive, practical addition in the kitchen or den of any home. Available with all accessory items: electric nrotor, spit, smoker hmd, aluminum cooking griddle and electric char-lighter. l)ealer disptay of simulated brick barbecue pit available from the manufacturer. Feastmaster Model CT-400, cabinet type, shown above' Other models are PT-500. pit type. and OD-300, ovcn style. Advertised nationally. Manufacturing facililies on the Eas( and West coast, Made and backed by the manufacturer of Heatfornr warm, air-circttlating lireplace units for more than,10 year\.

B00th 107

WBMA EXP|ISITI{II{ TUPTRIOR