When you see our trucks on the road, you can be sure they are headed for lumber dealers. That's because when we say,"Wholesale Only," we mean it. Since Inland Lumber was formed in 1946, we've done business that way. This is one good reason for doing business with lnland . ' but there are a lot more.
We are direct mill shippers. Our inventory of competitively priced West Coast forest products is the largest in Southern California. We have complete milling facilities. Besides lumber, we handle a full line of other building supplies.
When you are looking for a wholesale lumber company that believes in giving its customers service , . not competition ' call Inland.
Phone: (7L4) 743-OO2L
219OO Main Street, Colton, California 92324 Orange County Office: (7L4) 832-0600
L422 East Edinger, Tustin, California 9268O
Kimberly-Clark delivers faster becauseweget orders produced and rolling fasteg ...thankstoahighly eff icient, com puterized order-processing and / man uf actu ring operation. -:)
Our location, on the SP mainline and Interstate 5, speeds things up, too. Lets us loadand ship days sooner. (Like overnight delivery to California markets, for example.) And once an order's on the road we don't forget it. Traffic experts "ride shotgun" on every shipment-to Abilene or anywhere in the country-guarding against transit delays; making certain your lumber and millwork arrive on schedule. lf poor delivery schedules have got you under thegun, give it some thought. Maybe your brand should be KC.
ANGELS BIG GR,AND OPENING PROMOTION PAYS OFF BIG NEW MANUAL TO SHAPE UP YOUR SELLING EFFORTS
RECOR,D REGISTRATION AT MANAGEMENT CONFERENCE
HOW RETAILERS RATE THE MANUFACTURER,S CLUB
HELP
Publtsher A. D. Bell, Jr.
Eilltbr Davld cutler
Assoclato Edltor anil
Advertislns Production Mgr.
Rtchard Heckman circutatlon Marsha KelIeY
NORTIIDRN CAIJT'ORNIA & PACIFIC NON,THWEST
Col Wood. advertlsing and news, 5 Genoa Place, San Francisco' calit. 94133. Phdne (415) 391-0913. San Francisco Bllling Offlce' 2030 Union St., San Francisco, calif. 94123. Phohe (415) 346-6000.
SOUTHERN CALIFORNIA
Teit Tiss. advertlslns and news, 5?3 So. Lake Ave., Pasbdena, Californla 91101. Phone (213) 792-3623 or (213) 1s2-4o98.
MIDWDST
Richard lleckler, advertlsing and news. P. O. Box B, xenia' Ohlo 45385. Phone (5a3) 312-6477.
WESTERN LUMBER & BUILDING
MATERIALS MERCHANT iS PUb- lished monthly at 5?8 So. Lake Ave.. Pasadena, Calif. 0ll0l, Phone (zr9i 752-3A23 0r (218) 702-4096 bv Calitornia Lumber Merchant, Iic. Second-class postage rates paiq at Pasadena, Calif., and addltional offices. Advertislng rates upon request.
Chance of AdalreBt-Send subscrip' tion orders and address changes to Cireulation DeDt., Western Lumber & Buildins Materials Merchant, 5?3 So. Lake Ave.. Pasadena, Callf. 91101, Include address label from recent issue il posslble, plus new address and zip code.
SubgcrlDtlon Ra.tee-U.S., Canada, Mexico-and Latin America: $4-one year; $?-two years; $g-three years. Overseas: $5-one year; $8-two years, single cop.ies. 501. Back coples ?5F wnen avallaDle.
Tho Merchant Masazine serves the members of the: -Arizona Lumber & Builders Supply Assoclation, Phoenix: Lumber Merchants Association of Northern California, Los Altos; Montana Building Mate- rial Dealers Association,-Helena: Mountain States Lumber Dealers Association, Salt Lake City and Denver: Lumber Assoclatlon of Southern Callfornia, Los Anseles: Western Bulldlng Materlal -Asso: ciatlon, Olympla, Washington.
IHE MERCHANI
is an independent magazine, for the lurnber and, buililing materials ind,ustry, concentrating on mer c handising, nxd,na g ernent and accurete, factual news.
AM-PLY offers you more. With fine handcrafted veneers for our premium President series. And striking color-tone prints for our Mission and Casti,Iian series. We've created the warm, inviting appearances so essential to prefi nished paneling sales.
That's just the beginning profit minded dealers need more. So we've included fast service. responsible pricing, in-depth inventories and nearby distribution centers. And we have handsome new promotional aids to help you boost sales.
That's what AM-PLY is all about. It's the only prefinished line you need to stock from now on! Contact us at P.O. Box 3498, San Francisco 941 19, or better yet, phone any one of our nearby distribution centers.
rnHE recentlv concluded series of National MetI ric Study 'Conf"r"rr"". sponsored by the National Bureau of Standards seems to be turning up a lot more enthusiasm for converting the nation's system of measuring to the metric system than anyone thought existed.
In 1968, Congress authorized a study to determine the feasibility of going metric and the cost that such a mammoth move would involve. W'e comrnented editorially that year that we thought it was a good idea, though we privately gave little hope that anything as easy and simple as metrics would ever be the standard measurement.
All oi a sudden it appears we may be closer to the switch from feet, pounds and pints to meters, kilograms and liters than anyone imagined. The National Aercnautics and Space Adminisuation has already converted and many involved in the NBS survey believe that later this year the Secretary of Commerce will strongly urge Congress to okay the changeover.
If a conversion is made, it will mean massive reeducation, billions spent on retooling and for awhile, inevitable problems. But we agree with those who feel the changeover, with all its inherent benefits, will far outweigh the problems and that the process of conversion will be far less painful than many fear.
The Construction Action Council says that those in the construction industry participating in the NBS conferences think U.S. conversion to
the metric system is inevitable, though many were unenthusiastic about the changeover.
H. Leslie Simmons of the American Institute of Architects pointed out that if wallboard were made one meter by 2.5 meters (3'3" x 8'2") it could no longer be used in the single family home until 8,000 local and national codes change the 16" standard stud spacing. And this would first involve a revision of load tables and a probable change in the size of the stud, he ventured. A problem, yes, but hardly unsolvable. It just might be a good excuse to really clean up a lot of the nonsense and obsolete requirements of those codes, too.
In many respects, it is too bad the lumber industry didn't convert to metrics during its recent, painful size changeover. It would have killed two birds with one stone and given lumber a marketing jump on competitive substitute materials. But it probably would have added another ten years of unproductive intra.industry war{are over the change.
As business all over the world becomes more interdependent, America can no longer afiord to be the country that doesn't use metrics. Increas. ingly, world trade affects both big and small business in this country; the cost of being out of step with the rest of the world is a business burden that no longer makes economic or comrror s€rs€; Let's make the chanee to metrics before it becomes even more expensiv".
Aside from the vast selection of hardwoods and softwoods available (over 7,000,000'in 75 species), Penberthy maintains the most modern and complete lumber handling facility in the West. lt's manned by "old timers" who have spenttheir lives grading, drying and finishing every known species of domestic and foreign woods. Automated loading and unloading speeds up and reduces the cost of processing lumber. Round-the-clock kiln operation prevents warping and increases workability. Covered storage areas eliminate staining and damage from the elements. Expert finishing and the precise production of difficult details is supplied by one of the biggest and best equipped planing mills anywhere. Conveyorized rail and dockside facilities provide quick, low-cost service to any point in the United States. Call Penbe rthy first for you r requ ireme nts.
HUGE ST()CKS of merchandise and paint await onslaught of customers in these pictures taken just beforer the hectic opening. Beautiful interior uses wide aisles, attractive, costoriented signing and well merchandised displays. In covered patio area (lower left) pan" eling, moulding and other building materials are neatly displayed and arranged. Centralized checkout backdrops center of patio area where lumber is stacked.
EAVY promotion in local ncrvsrI papcls preceded the recent gland opcning of the Angels chain's ncwest building supply center. So successful was the effort, that more than 20,000 rvere clockcd through the first day. Long lines formed hours lrt'fore the opcning o{ t}re new Garden Grove. Calif.. store.
"This was the largest opening in the history of any do-it-yourself center," according to Angels president Sidney Kline, "both in dollar volume and in number of customers." The firm presently operates four other stores.
A $25 million expansion program during the next five ycars is planned.
Five complete. new 100,000 sq. ft. centers per year for five years are scheduled. The first of the new stores is targeted for a mid-March opening in Huntington Beach.
Each site will involve a million dollar investment for property and buildings. It is estimated that em. ployment {or 100 - 125 workers will be generated by each outlet.
Promotion pays off with big crowds as mass merchandiser opens fifth store . advertising featured bargains, leaders, price items of all kinds concept of supplying all the needs of the home oroved a powerful draw more stores planned.
The Angels company has been a Ieader in the development of "do-ityourself" centers in southern California. The original Angels store was founded by Kline I0 years ago in El Monte.
Two years ago, the company was merged with Daylin, Inc., Beverly Hills based multi.management corporation. Kline is now president of Angels and vp. o{ Daylin, Inc. Daylin also operates do-it-yoursel{ building supply centers in Texas, and three Bonanza Home Centers in the San Francisco Bay area, making it one of the largest concerns of its type in the nation.
The Angels division is heavily promotion oriented, Kline pointed out. It is one of the hishest volume per square foot divisions in the Daylin organization.
M0RE THAN 5,000 jammed parking lot prior t0 opening. Crowd extended three blocks along streeit; 20,000 visited the center during opening day. Holiday items got heavy selling slress.
The new sales training manual, "There 15 a Better W'ay to Sell Lumber,o' is a revised manual replacing "Selling More Lumber Profitably," which has been utilized by so many sales managers and salesmen over the past five years.
Authored and edited by Sidney Edlund. director of NAWLA sales
training, it provides an eight month training program relating to basic principles and the marketing of lorest products. Loaded with specific examples of better selling techniques, the new book is actually made up of 15 separate booklets, color coded for easy reference, in a three-ring binder. Though primarily for use of whole-
saler representatives, this and prevlous sales training manuals will be used widely by lumber and plywood producers. The principles and selling tips contained in the manual hold as true for mill sales personnel as for plephone sales wholesalers and those representatives calling on the customer on a personal contact basis.
Sid Edlund spent over two years gathering data, suggestions and in' formation from experienced whole. saler and manufacturer sales executives. Over 1,000 lumbermen from all parts of the U.S. and Canada had a hand in the production of this pro. gram.
Cost of the manual is $25. Dis' counts for quantity orders are avail' able. Contact the National-American Wholesale Lumbermens Assn., 933 Terminal Sales Bldg., Portland, Ore. 97205.
A 46-unit apartment building, low' rent housing for senior citizens of south central Los .{pgeles which in' cludes Watts, also is being built to provide the utmost in safety.
It is the first such structure in that county to be completely framed with fire-protected wood. Construetion is with the aid of a $707,000loan from HUD. Operation will be on a nonprofit basis.
While wood, pressure-treated with chemicals to make it fire retaidant, has been used for years in construction of party walls, roof decking and other applications, federal authorities required that all wood used in this building be so protected. Lumber furnished by Fisher Lumber Co. of Santa Monica was taken to the'Wilmington plant of Koppers Company where it was given the "Non-Com" fire-retardant treatment developed by that company.
Fremont Forest Products of Whit tier, Calif., recently revealed, that Edward C. Evans has become their newest stockholder.
Evans has been a sales executive with Fremont since February, 1968. He had been employed for 6 years by Weyerhaeuser Co. in Los .AngeIes as managel of their cargo division. He is a graduate of the Uni. versity_.. of Redlan&.
W.rLm Lumbcr ond Bulldlng llolcrlalr fflllGfiAilfE-tOR a decade, AI Thrasher. presi' I dent oI Al Thrasher Lumber Co., a Masonite div., has presented what has become the West's largest lumbermen's Christmas party.
Elauen hund,red and twenty guests enjoyed this year's dinner-dance; a hundred and twenty companies and organizations in the industry were represented plus the company's own people and leaders of the community.
Lodging and travel accommodations were provided. Cocktail parties were given in eight motels and a local Ukiah, Calif., restaurant. On Sunday, Dec. Il, out of town guests were hosted at a generous brunch.
At the head table. prominent
suests were Mr. and Mrs. C. W. King, Thrasher's logging mgr.; Ed Greiner, Masonite vp.; Mr. & Mrs' John Pringle, Thrasher production manaqer; Ruth Jane Vood, West Range Corp.; Tim Wood, Thrasher gen. sales mgr.; Betty Foster, Thrash' er a-qst. sales mgr.; Kenneth Foster, Mr. and NIrs. Al Thrasher, Sam Greeley. president of Masonite; Mr. and Mrs. Barney Fetzer, gen. mf{r., Masonite; Mr. and Mrs. Clifi Smoot, Mollala; Mr. and Mrs. Stuart Ingram, Westwood Ingram Co.; Mr. and Mrs. Larry Owen, Hoo-Hoo Snark;
Mr. and Mrs. Dan Harrison, mgr., Masonite hardwood plant; Anne Murray, founder of the Hoo'HooEttes; R. E. Baird. Masonite; Mr. and Mrs. Jack Powell, Thrasher; Bob and Phyllis Rouse, Diamond Match; Sidney Moore, Osmose; and Mr. and Mrs. Bill Parman. Thrasher. Special additions to the event: it was Tim Wood's 66th birthday and a giant cake was brought in which opened and out came a comely miss to sing Huppy Birthday! Also it was the Silver Wedding anniversary of Mr. and Mrs. Barney Fetzer.
(13) Duncan James, Sharon James. (14) Geotge Thompson, Judy and Gil Sissons, Pat and Len Viale. (15) Mary and Bob Bonner, Ruth Jane Wood, Al Thrasher. (16) Randy & Nancy Jones, Wayne Solesbee. (17) Sidney Moore, Betty & Kenneth
Foster, Thrasher. (18) Ted, Clovis and -Ed French. (19) Victor & Dorothy Riolo. (20) Pat & Herb Grossman, Pat & John Prime. (2,t) C,onnie & Cliff Smoot, Hank Fenestra. (22) Sven Gummer, Pat & Bill Johnson. (23) Julie Riedlineer. Marlene & Kenneth Bowlin. {24} Don W1l(er, Jane Wright, Bud 0lsen, Bob Wright, .lune Walker. (25) Ted Deacy.
HE all-time high in registrations at the 20th Annual Management Conference aptly illustrated the enthusiasm Lumber Association of Southern California members have for this event. The interest shown indicates a healthy aware. ness that the solutions of the past must be carefully weighed today for their effectiveness in coping with a whole series of new marketing problems.
Elected to head LASC in the coming year were John Lipani, Weyerhaeuser Co., as president; Leon Lauderbach, Orange Coast Lumber Co., vp.; Gordon Woolard, Burns Lumber Co., treasurer and Frank Purcel, City Lumber Co., secretary.
Outgoing president Bob Sievers
opened the Palm Springs-based conference by reprising the progress LASC made in helping to educate
Association's popular skill sharpening sessions provide members with a broad look at marketing, merchandising and management . new sales course for countermen unveiled . John Lipani elected the new president.
new employees, drawing new ones into the industry, completion of the wage and hour survey, wood promotion efforts. their move to new of. fices, development of a new brochure and last but not least. the hir.
ing of Rod Rodriquez as the new field man for the association.
A particularly perceptive look at the monetary factors affecting every business in the country was given by Dr. Edward H. Barker, an economics professor from USC. He called the U.S.'s biggest problem the fact that there are virtually unlimited demands for money on our economy, something no economy can satisfy.
He forecasts an increasing demand from the public for housing of all kinds and ventured that housing could well be the major issue in the I972 presidential election. Private business, he said, would continue to face stiff competition from the federal governments high yield debentures, in its quest for funds to finance industry's needed growth.
The two biggest groups in the '70s will be the young adults and the senior citizens. both of which require less housing and are less able to afford it. As a result, Dr. Baker said, by later in the 70s, half of all housing units constructed will be government subsidized to some degree.
A new wrinkle to the convention program was a special luncheon, for the ladies only. Dr. Charles Scott explained and demonstrated some of the concepts of extra semory perception to a generally astounded audience.
An exploratory look at the customer of the I975s was taken by panelists Jack Ford, American Forest Products Corp., Gordon Kingo Boise Cascade, Tony Pappas, U. S. Plywood and Peter V. Speelc, Fre mont Forest Products.
The importance o{ the dealer in particular and the traditional distribution patterns in general was a main thread of the opinions presented, allowing for an increased awareness of the need to change marketing strategies when the customer's needs demanded. The preponderance
of opinion held that the dealer could be an important factor in supplying the increased buying by the modular home producers.
A great degree of specialization was seen by Gordon King; Jack Ford told how AFPC rvent through different marketing channels as demanded by difierent products; Tony Pappas stressed the importance to U.S. Plywood of the dealer; and Pete Speek called "temporary" the problem
of {raming contractors buying direct.
An excellent dinner dance that e';cning, Nov. 19, followed the board of directors cocktail party. Good crowds at both gatherings and, how about that dancing after dinnerl
Management training counselor "Jack" Frost of Weycrhaeuser tliscussed next day the basic re-*ources managers work with, money, machine ry, materials and manpower.
Hc related these items into the varying styles of management, autocratic. democratic. idiocratic and bureaucratic and explained horv managers and their pcople tend to opcrate under each set of conditions. He stressed that the wrong climate of management can often f rustratc an otherwise good employee.
"My biggest problem," noted re" tailer Bill Wyland, "is getting good (Continued, on Page 28)
(13) Jim Newquist, Gordon Woodard, "Jack" Frost. (14) Larry Quinlan, Herb Brown, John Kelly. (15) Don Swartzendruber, Collin Lovesee. (16) Bill Hanen, Floyd Yates. (17) Pat Reagan, Don Stobaugh, Gordon Beach. (18) Chuck Jenkins, Ken Dietel. (19) Panelists Gordon King and Jack Ford. (20) Ralph Hill, Jim Maynard. (21)
hSeth Potter, George Clough, Wally Swanson. Q2\ Lou DeRose, Dean Votruba, Don Brown. (23) Terry Laughlin, George Swartz. (24) Tony Pappas, Pete Speek. (25) Glen Chasteen, Doug Maple, Jeannie Voshell, Bob Humphrey.06) Visitors Harry Mendenhall, exec. vp. and Lyle Schafer, pres., LMA. (27) Bob McDaniel, Carl Bauer, Carl Poynor, Wally Swanson.
d Mhi''-'.qL-.-ffi-THE P0WER passes (1) from immediate past pres. Bob Sievers to new LASC pres. John Lipani. P) Homer Burnaby, Stuart Harris. (3) Ralph Cardwell, Dave Barry. (4) David Lombardi. Tommy Poole. (5) Steve Freeman, Al Bufkin. (6) Jih Martindale, Jim Hanington. (7) Twain Brewer, Frank Dettenmeir. (8) Chris Christensen, Bert H,oldren. (9) Joe Contestabile, Wally Swanson. (10) Bob Ransom, Hugh Wil- hoit. (1 1) Ralph Hill, Terry Mullin, King McKee. (12) Lou DeRose, Stan Brown.
A survey of 117 large retailers by the Bureau of Mar' keting Research turned up the following:
(1) Three of four large retailers feel manufacturers have less than a "good" understanding of their nroblems,
(2j Two of three said the manufacturer's interest in the retailer's business was only "adequate" or something less.
(3) Manufacturer's sales aids and helps were consid' ered "poor" by about one out of four retailers.
(4) Almost six out of ten retailers rate manufacturers' salesmen as "poor" or "adequate."
(5) Half of the retailers indicated manufacturers' de' livery services as "adequate" or less.
(6) Almost 40Vo leel manufacturers today feel that the retailer's business is less important than 5 or l0 years a8o.
(7) Between now and 1975, large building supply retailers see a significant increase in sales to con. sumers.
(B) These retailers erpect (percentagewise) that their sales to builders will drop.
The materials and transportation committee of the National Lumber and Building Material Dealers Association has computed a new table for "pieces per unit" under VPS 20-70 and is recommending it as an industry standard.
Some variations exist between it and industry practices, principally in the 2x4 package. Industry practice is 13 wide and 16 or 17 high, giving 208 or 221 pieces. NLBMDA recommends 12 wide and 16 high, with 192 pieces. Other sizes would be as shown below:
The huge smoke stacks that have towered over the Crane Mills' sawmill at Paskenta for years were recently taken down. They and the large waste-fed furnaces that provide heat and steam for the dry kiln operation have been replaced with new automatic equipment that is virtually smoke free. Straighter, more uniformly dry lumber is another plus feature of the installation' which also includes completely new kilns.
A new burner has also been installed that has reduced smoke emission by 75%-80% in the disposal of waste that is unusable.
Cleaner air and better lumber are definitely the results obtained from joining the I. Q. Club Q Quit Smoking).
Monufocturers of Quolity
Douglos Fir, White Fil
Incense Cedor, Sugor Pine
Ponderosq Pine
White Oak, your name is legion! Never was there a wood of such infinite grace and versatility. Heavy, strong and stiff, it can still be easily worked. Beautiful in straight grain, dramatic when quartered, White Oak is superior for almost any use.
This is just one of 52 expertly selected hardwoods at J. E. Higgins Lumber Company, which offers Northern California customers 7 million ft. of kiln dried lumber and over 200,000 sq. ft. of warehouse.
A lumber for every purpose.
qOME twenty-five very small boys' v hearts were sladdened at the San Francisco Hoo-Hoo Club lf9's annual Christmas party. The youngsters, ages six and seven, are members of the Columbia Park Boys Club, one of a national group that has rendered special services to
young people of less fortunate circumstances.
Winners of the raffie were Bill Gretz, Palo Alto Lumber Co., Dick Hogan, Higgins Lumber Co., and John Bacon, San Bruno Lumber Co. Betty Jones officiated as ticket drawer.
Many hundreds of thousands of homes across the country in all kinds of weather and temperature extremes . owe their good looks and complete pro' tection to exterior hardboard sidings by Masonite Corporation.
Builders prefer Masonite X-90 sidings because call backs are so rare. Customet Satisfaction is built in at the factory. Only those woods that possess outstanding natural resistance to weather are used in the manufacture of Masonite X-90 exterior products.
There are Masonite exteriors for all building motifs, and to satisfy all tastes. smooth or textured surfaces; lap or panel and batten styles; vertical and horizontal treatmentsl primed, pre-stained or completely pre-finished in a variety of attractive colors.
With this kind of home builder appeal and home
buyer satisfaction built-in, Masonite siding products are truly designed for dealer profit and repeat sales.
No hardboard manufacturer invests as much to support dealers than does Masonite Corporation. You can sell with confidence because our products are backed by the most dependable name in the business.
Drop us a line, Masonite Corporation, Box 777, Chicago, Il1. 60606, Dept. W-1
We'Il be pleased to fill you in on fil:En arr or our proqucLsr rllt-ruulrrE ,il a Royalcote paneling ll;---= I I cialty products and t";;r"";;. I I
The cut i,n the prime rate to 6:3A%, Sth such cut since last Mar., u;on't be the lasf, bankers privately forecast: look for the rate to settle between 61/+%6Yz% despite cheaper tnoney, home buying won't pick up much until mid-spring observers predict S&t mortgage /oan closings were up 50/o in Nov. from the same month last year, making it rhe l}th, consecutiue rnonth' of good savings gain . housing slarls that month hit 1,692,000, the 3rd consecutive monthly gain
Wickes Corp. rccently signed Goodyear to establish automotive, tire, battery and accessory centers at Wickes Centers across the Il. S. . . a plant to make exterior wall panels rvill be built in Lafayette, Colo., by Foster Lumber of Boulder
Boise Cascude has begun operation of their nerv $3 million plywood plan,t at l)mmett, Idaho, . . Kaiser Cyp. is closing their Rosario, New N{exico, gypsum r,r'allboard plant because of slow business Croun ZeLlerbach has shelved indefinitely its plans for an $80 million forest products compler 300 miles north of \''ancouver.B.C....
Angels Home Improaement Centers in So. Calif., report good customer acceptance of their extendt'rl l0 p.m. closing lime . merchandisers in cold '**eather arcas who promin,ently display auto items such as scrapers, aerosol cle-icers, chains and the like, report good sales since lvinter has arrivecl with such a blast
Southutest I'orest I ndustries has completed buying 2 previous-
ly announced acquisitions: Cen. Nuiling Mcchine, Sanger, Cali{., and Douglas Studso Inc. of South Fork, Colo Donovan, Cos., 42ncl largest contractor in the Li.S., plans to get into home buiLding in Ariz. and Calif., via acquisition. or joint ventures in ,7I
American Forest Products has opened their ultra-modern new office building in Newark, Calif., its 7,000 sq. ft. of space were specifically designed for gootl customer service Type I exterior glue wlll be used on most all fir and hemlock cloors madeafterApril 1
R"p. Iahn D. Dingell (DMich. ), the lumber industry's self-appointed watch dog, plans continuecl tracking to check the results in the marketplace of the new lumber stand.ards... W"yerhaeuser is marking its lumber with specinl identificotioz to help customers in keeping their inventories the Chiutgo Mercantile Exchunge now accepts hemfir lumber in place of white fir in futures contracts
A Producers Council survev shows that by '75, large retaiLers teel 37.3/o of their sales will be to consumers and that builder business will drop 13.8% .. , ABS took B1lo of the ltlostic drainage pipemarket during most of '70. walnut recaptured leadership among 't'urniture uoods for the Ist time in 3 years at the recent Southern Furniture market
PLaceraille Lumber has launched on a 4-pronged attack on air pollution; the last 5/on mostly wet, greell sawdust, is the biggest problem, said owner Bob West . . . Masonite plans an expancled schedule of advertising to incrt'ase deaLer store traffi,c
One i,n euery 4 housing starts last year was subsidized by some form of goaernment subsidy, according to the Mortgage Bankers Assn. . . housine consullant
Sant'ord Coodkin has predicted the economy will o'turn the corner by the 3rd quarter," not soon enouglt, to have an appreciable effect on that industry's '71 performance, he add-.
W ashington Stale's forest products industry is that state's largest employer; 27/a of the total number of manufacturing jobs . . the U.S. Forest Service expects demand f or timber prodzrr:fs to double in 30 years
The West's biggest market, Cali{ornia, has had the bulk of its economic readjustment and should get mouing again in early '710 says Wells Fargo Bank . . Bank ot' America now forecasts 145,000 final starts in the state, up from an earlier predicted 130,000 . . . L.A. county should have had the &r:st veor t'or housing since 1965, says Advance Nlortgage Co.
Patlatch Forests plans to close its Deer Park, Wash., mill at mitlyear because ol inadequate tim' ber supplies in the area Sauthuest Forest Industries has bought about 60/c of the stock of Southrvestern S & L, no price uasdisclosed...
IILID Set'retary Ceorge Rornze')' has been blasted by Nt'I. Forest Products Assn. for warning that producers will f,ace limited markets unless they up praduction, cut costs; NFPA says the statements oodemonstrate complete detachment from current reality." . . . the Fed Home Loan Bank Board has released details on their $85 million program to lower mortgage rates for moderate income families
President Richard I'lixgn, commenting on the recent money rate cuts, has saido "We look at it as further evidence that the credit market is becoming easier and more conducive to economic expansion."
When you plan your next move or expansion, why waste valuable time and money jumping from one service to another? Call for the people who can deliver the Total Project, Treated
get a turn key job at a realistic price using the latest method of Treated Pole construction. Check with the people who know.
If you were crossing a street and a car suddenly bore down on you, you would instinctively jump away. You would not stand and ponder the problem, consider alternatives, etc.
.Top producing salesmen act instinctively many times during interviews. They are so well disciplinedand so knowledgeable about their product that they can handle any objection or question on a second's notice, That's what makes them great salesmen,
Having full knowledge of your product and the buyer's needs and problems are, of course, essential to a quick reaction in the interview. But there is something else.
The salesman must be keenly attuned to any sign which may give him a tip or cue to the prospect's attitude, prejudice, fears, dislikes or misgivings. He must watch the buyer carefully to detect which way he is going to jump. And you then have to jump the same way.
Much of this ability comes with experience but you can start trainitg yourself now. Turn on your powers of observation to their highest degree.
Is the buyer taking furtive glances at his watch during the interview? He may have another appointment coming up shortly so you'd better wind up your talk in a hurry. Is he getting a glazed look in his eyes? You might be boring him instead of convincing him. It's time then to get dramatic, to snap him out of his torpor.
Is he injecting objections that are really dismissal devices? He must be challenged immediately.
A quick reaction in the buyer's offir:e is the result of education and
nEPnlillS
vrrslon. Each lesson ls rvailable In an expanded fonn, In a 4-page bto{hure, slze 8lrxll, prlnted in 2 colors ofl white glossy paper and ls 3.hole punched to flt rny standard 3.rins binder. Each sublect In thls expanded vercion ls fully and complstcly deysloped in comprelrenslve detail rnd Includes a self.sxamlnatlon qulz for salesmtn. Prlces aro 18 ftllovvs: I b e Gorlr (ot .dr r0cl.)..-....10 Gstt3 .adl
training. When a new airplane tests out successfully it is the culmination of weeks and months of work and trial. When a batter hits a home run it is the result of years of perfecting his swing.
Likewise, when the salesman performs well before a buyer it is no accident. He has prepared for years. Nothing that a buyer says should surprise you or catch you off guard. And if you are surprised, you should not betray it. Always be the professional, the man who can roll with the punch.
iltARtltE
George Linden, an ex-marine, became a chemical laboratory apparatus salesman right after World War II. He picked up the business so quickly that his company was delighted. He rose rapidly, becoming a major earner within a few years.
George was perfection itself in an interview. He acted coolly, surely and productively. He was like an actor who never forgot a line or a cue. Buyers often gave him orders out of sheer admiration for his performance.
I met George one day at a sales meeting I addressed. He told me he had found a parallel between selling and his service as a Marine.
'oAs a Marine you have to be ready for anything in battle. Salesmanship is the same, except, of course there is not the danger. But in selling you have to be equal to any challenge thrown at you."
George also compared Marine training with sales preparation, pointing out the advantages of each. In this connection he told me a story.
For a year after the war George had been a paraplegic as the result of a war wound.
l0 to 43 copiar (of r.dr rrtlclr)..3ty2 centr t|ch 50 to 90 coDior (01 ..ch rrflGlc)......31, clnt3 c.ch 100 or norc cople! (of mch erucla)..25 crntr lech The entlre series may be pre-orderod or Indlvldual articles may be ordered by number , address orders to tfi€ Goorgc 11. |(.ht| Co., Department TP, 212 Fitth AvE., l{ew York, It. Y, 10010. Wten ordealng, pleass msntlon Ih6 Merchant Magazino, Pasadena, Crlif.
"Ifhen we were training at Parris lsland we all complained about how tough it was. Some of the obstacles courses, especially, were brutal.
t'But in combat we soon learned that our stateside training wasn't hard epough. I got hit because our squad leader made the wrong decision. He didn't think fast enough and we got plastered."
When he got out of the hospital fully recovered George carried his belief in preparedness over into civilian life. That's one of the things that made him a brilliant salesman.
Tlililt0ltc cot{sTRUcTtvEtY
Hal Mercer, a gypsum products salesman. w€rs so well oriented to his job that he regarded every customer as a man with a problem. His frequent comment to a buyer was: o'Any problems today?"
If the man defined a problem Hal's reaction was instantaneous. He recognized it immediately, not because he was clairvoyant, but because he had oriented himself so completely into the customer's business that he thought like the customer himself.
No matter how good your narration is there will be days when a particular prospect will not buy. He is in a bad mood, depressed.or his stomach is bothering him. There are warning signs of these conditions if you'll watch for them. When a buyer is out of sorts there is no point in pressing forward.
Are your selling instincts well de veloped? Here is an exercise to assist you in finding out. If you can answer "yest' to at least eight questions, your reflexes are in good shape.
l. Do you respond quickly most of the time to objections or questions? YesiE No !
2. Do you know your sales story backwards and forwards so to speak? Yes n No tr
3. Are you alert in a prospect's office for signs which may tell you what he is thinking? Yes'E No E
4. Do you act on these signs? Yes ! No !
5. Do you spend time polishing your tech- niques? Yes iD No E
6. Do you hane constructive thoughts berfore the interview? Yes E No tr
7. Can you put these thoughts into words to help the buyer? Yesn NoD
8. Are you fully oriented to the custome/s pr0blems? Yes I No D
9. Do you feel you apply your sales learning and training during your calls? YesE NoD
10. Do you know when to back out of an in- terview? Yes E ilo E
ll. Are you invited in this case to a return visit? Yes E t{o D
excellent for: marina decks . home decks . pool decks . dock boards
bleachers & stadium seating . school & park benches
highly resistant to decay does not splinter does not require painting: low maintenance low shririkage factor freedom from warping and pitch
Los Angetes Hoo-Hoo :*iylY 15, coneat, Montebello Country Club, Montebello, Calif.
Rogue Valley Hoo-Hoo 94-Jan. 15, Redding concat, Redding, Calif.
Oakland Hoo-Hoo CIub 39-Jan. 18, 2nd annual follies night, place to be announced.
National Assn. of llome Builders-Jan. 18-19, convention, Houston, Texas.
Phoenix Hoo-Ifoo Club 72-Jan 19, golf & dirurer program, place to be announced.
Intermountain Assn.-Jan 2l -23, convention, Travelodge, St. George, Utah.
San _Dieg,o Hoo-Hoo Club 3-Jan. 22, sports night, Red Fox Steak House, San'Diego.
Redwood Region Conservation Council-Jan. 22, anr,ltal meeting, Eureka Inn, Eureka, Calif.
Spokane Hoo-IIoo Club 16 anil No. Idaho CluLJan. 23, 60th anniversary dinner-dance and joint meeting, Coeur DAlene Hotel, Spokane, Wash.
Horqce Wolfe Sterling Wolfe, 5r. Sterling Wolfe, Jr. 4533 MacArthur Blvd. Newport Beach, Calif. 92664 Qt3l 625-t494 QM) S4iD,A920
"Our new 100,000' capacity Moore Dry Kiln is now in operation and we offer kiln dried redwood to our customers."
Pacific Northwest Hardryare & Implement Assn.-Jan. 2426, convention, Hilton Hotel, Portland.
Mountain States Ilardware & Implement Assn.-Jan. 2628, convention, Continental Hotel, Denver, Colo.
'Western lYood Molding & Millwork Producers-Feb. 3-6, semi-annual meeting, Kahala Hilton, Oahu, Hawaii, Forest Products Rcsearch Society, Pacific Southwest Sec. -Feb. 4-5, modular market meeting, Disneyland Hotel, Anaheim, Calif.
'Western Building Material Assn.-Feb. 4-6, 68th amual western exposition and convention, Portland Hilton, Portland, Ore.
Rogue Yalley Hoo-Hoo 94-Feb. 6, Valentine party and ladies' night, Mon Desir.
'Western Building Material Assn.-Feb. l3-March 2, poot convention tour and management conference, Costa Del Sol, Spain.
Phoenix Ifoo-Ifoo Club 72-Feb. 16, golf & dinner program, place to be announced.
Imported llardwood Products Aesn.-Feb. 18-20, lbth annual convention, Erawan Garden Hotel, Indian Wells, Calif.
Los Angeles Hoo-Hoo Club 2-Feb. 20, Valentine Day Dinner-Dance, Royal Coach Inn, next to Disneyland, Anaheim, Calif.
California Retail lfardware Agsn.-Feb. 2l-23, convention and show, Del Webb's Townehouse, San Francisco.
Lumber Merchants Assn.-Feb. 28-March 2, top management seminar, Asilomar, Calif.
C ertified grad,e starnping at:ailoblc for red.wood, and, uhite woods, along with custorla milling.
191 No. Lilac. Box 189 Rialn, Calil. Teleplnne Area Code 714 . 875-2060
Fear that ecologically oriented groups may actually be working against themselves, the public and the environment they seek to protect has been expressed by the American Forest Institute.
Insects and disease, unchecked in the name of ecology, are becoming a serious threat to parks and wilderness areas, according to George C. Cheek, exec. vp. of AFI.
Unless corrective measures are taken; the nation's future timber supply also could be reduced, according to Cheek.
Traditionally, Sun Lumber Co. hosts employees and custorners to a golf and lunch session each fall.
to more and more California dealers and distributors. For year around supplies of dimension lumber and precision-trimmed studs, depend on D&R.
(lld Growth Fir Dimension from F.S.P. Lumber Co., Port 0rford, 0regon
Hemlock Studs from Warrenton Lumber Co., Wanenton, 0regon
Hemlock Dimension fiom Westport Lumber 00., Westport, Oregon
Low'Gross honors went to Ray Guiterrez of Commercial Lumber Co. Winner of the Sun Lumber Trophy was Frank Higgins, manager of Sun at San Pedro, C.alif.
Now, over 5,000,000 feet of dimension lunber and studs monthly . manufactured especially for Southern Calilornia construction needs.
Art t{eth would appreciate an opportunity to tell you how you and your customers will benefit from usiq dependable D & R dimension and studs. You can reach him by calling 872-1280 or 78$05tf4.
Fast, regular ocean shipments by batge from Southern 0regon and the Columbia Rivet direct to Southern California.fN this first column of 1971 it seems - most appropriate to begin by wishing all the readers a healthy, happy and prosperous new year.
Uppermost in the minds of many is the effect of the new lumber standards on business. Are the new gades and sizes going to be acceptable to the various code jurisdictions? lVhat will customer reaction be to the new grades ? Will the liberalized allowance of manufacturing defects in the new grades cause the consumer
to look at our product with a iaundiced eye ? What stud length is going to be most suitable for drywall applications...for plaster applications ? Will the appearance grade solve. the age-old problem of ttrose more often than not impossible specifications written up for selected exposed pieces? And the list could go on and on.
Granted, some of the problems and questions that can be foreseen are real, but others are imaginary problems that occur anytime a change takes place.
The association is constantly checking with the various building code
f|UR68TH Annual Western Exposi- tion and Convention opens at the Hilton in Portland, Ore., Feb. 4-6. We have a great show again this year as well as a wonderful program. We look forward to seeing you all at the show!
Roger Baron of Olympia has been preparing himself since December 1 to ca.ll on members, reminding them of the many merchandising and management aids Western has for your help.
Dick Fidler has left his staff position with Western to operate his own business. Inquiries for Dick should continue to be made at WBMA headquarters where calls will be refened to him.
In addition to the two films now added by Owens-Corning Fiberglas, we are informed that the following manufacturers are each preparing a film for the network: U. S. Plywood, GeorgiaPacific, Morgan Adhesive and Masonite Corp.
Now it would appear it is up to those dealers who have been considering but holding up to order the VIP package, so we can indeed have a network backing these manufacturers and encouraging more.
Social Security taxes went up January 1 to 5.2%. This further reduces take home pay and your employees will want to know about it not to mention the addition to the company's operating expense.
Welcome new regular members: Corvallis Cabinet and Supply, Corval-
jurisdictions, to determine their acceptance of the new lumber grades and sizes, as well as constantly working to develop more uniformity and broader usage of all grades and species of lumber. Much of this information will be disseminated to members through bulletins and meetings. To get the latest information, a member need but call the association.
Another major problem in the lumber and building materials field has been training and upgrading of personnel. At our Palm Springs Management Conference, (See page 10 of this issue) a new training program was introduced. The first students are now being enrolled and will complete the course in two to thri:e months. Students will reeeive instruction in the various product lines carried by the average tbuilding materials dealer. Their retention will be evaluated through professionally designed examinations, to allow them and their employer to gauge their improvement.
lis, Ore.; Madison Hardware, Inc., Ketchikan, Alaska; and Suitet's Building Supply, Tri City, Myrtle Creek, Ore.
And associate members: Best-Way Structures, Inc., Spokane, Wash.; Craftsman Cabinets, Inc., Medford, Ore.; Dick Fidler, Olympia, Wash.; Fred S. James & Co., Seattle, Wash.; aDd Woodfold-Marcb Manufacturing Co., Forest Grove, Ore.
The following have signed up for the post convention tour and management conference at Costa Del Sol, Spain, February 13 to March 2: Eleanor Black, Jeanne Headrick, Mr. and Mrs. Thomas Beil, Philip BoWman, Robert Bush, Joe Campero, Al Disdero, Henry J. Douda, Victor Druzianich and Saran, Philip E,ichholtz, Bruce Gascoigne, Vern E,. Greer.
Mr. and Mrs. Al Hallstrom, James E. Hayes, Robert Higgins, Ansel Hyland, Tony Kalez, Curtiss Kehoe, Carl Knoll, Hector LaChance, Arthur Lundgren, Ra;rmond Morgan, Roy Oman.
Mr. and Mrs. A. H. Parker, Bill Seharpf, Lloyd Scott, Robert, Slette'. dahl, Richard Stoufrer, Lee Withers, Charles Young and Ross Kincaid.
Douglos Fir in sizes 24" x 24'
o Ploner copocity for surfocing to 24' x 24"
o Re-Mfg. focilities for resowing to 34' x 34" - tFq' lf we con't find it . . we'll moke it
llfANY times in my association
.J-Vl work, talking to dealers, the question arises, how can I maintain my non-union status?
My answer is always maintain good communication with your employees. In most cases where a dealer suddenly finds himself in the position of being organized by a union, the dealer has lacked this communication factor,
In union contracts the employee is guaranteed wage increases, fringe benefits and grievance procedures. In most cases, where the non-union dealer is aware of union contracts in his area, he can still have employee problems even if his wage scales and employee benefits equal those of union contracts.
Good communication is the answer. He can accomplish this through employee group meetings or individual talks with his employees. In most cases this breaks down the communication gap between the employer and employee and if the employee is unhappy or dissatisfied the problem can be solved within this relationship.
I recently read a formula entitled Ti,p to Em,ployers by an outstanding non-union, Georgia manufacturing firm.
It reads as follows;
(1) Respect to the utmost, the indi vidual dignity of each and every employee.
(2) Provide the kind of leadership in which all employees may have faith and confidence.
(3) Make demonstrated ability the primary basis for promotion. Where possible, adhere to the practice of promotion from within.
(4) Provide adequate training opportunities for all employees and encourage them to develop their capacities to the maximum.
(5) Provide fair and equitable compensation for all employees by maintaining wage rates equal to or better than the prevailing rates for comparable work in the community. Those administering the company's compensation policy will be guided by the results of periodic community-wide surveys in their determination of local wage scales.
(6) Promote the economic security of employees by intelligent administration of our balanced program of company-sponsored employee benefits.
(?) Provide facilities and working conditions which are considerate of employees' health, safety and convenience,
(8) Provide free and open channels of communication and continuously seek ways of maintaining h i g h morale through fair and equitable treatment of all employees.
(9) Guarantee that the personnel
polieies of the company, both in spirit and according to the letter, will be followed at all times.
(10) Provide equal employment oPportunity without regad to race' color, religion, sex, national origin or age.
The annual Western Exposition and Convention will be in Portland, Ore, February 4-6.
The 68th annual of this poPular event is expected to again draw hundreds o{ exhibitors and thousands of registrants to viewthe displays' Sponsored by the Western Building Mate' rial Assn., of Olympia, Wash., the expo is held in conjunction with the associationos popular annual conven' tion.
Headquarters hotel for this year's meeting will be the Portland Hilton. A full schedule of business and social events is planned for the convention. A number of top rate industry figures are expected to take part in the program.
Douglas Osgood Howe is the newest .member of the team at Robert S. Osgood, Inc., Los Angeles.
A recent University of Washington graduate, he is described by the firm's namesake as "a hardy, healthy, agree' able 23, the grandson of the late George Osgood, and so has a long baclr:glound in lumber, plywood, veneers, millwork and wood products."
.1546 El Comlno R.al, Sult 0 lor Altor, Colit.9&!n (4r51 94r-1617
'TiHE joys of the holiday season are t now behind us and the rush of personal and business activity that accompanies this season has quieted to a distant rumble.
What lies ahead for our industry in 1971 ? We can be certain of more campufl unrest, power struggles and actions of the militant gtoups, strikes against major manufacturers lby unions, Ta *i*.
The uncertainty will continue to plague us. The experts in the housing field indicate that three million plus units are required in the next seven years just to meet the nation's growth. This sounds great to the lumber industry. FHA and the Veterans Administration have reduced the interest on home loans. The federal govdrnment is shifting priorities from defense spending to the housing industry. Considering all of the above it appears that we can't miss having a profitable period ahead.
Now consider the continuous strikes by unions for higher wages, more benefits and a shorter work week. Consider the continued unemployment rise. Consider the increasing demands on welfare agencies. Who will have the money to purchase a new home or apartment? Where will the home owner find money for remodeling? Is the picture rosy or gloomy for'the coming year? Even the economists are divided in their forecasts for the 1970's. There are multitudinous factors that must be considered, one against the other. Just try for a moment to thinl< of all the facts that will favorably affect our industry and at the same time think of those facts that will offset the favorable, The task is so complex that you feel as though you should throw up your hands in sunrender. ***
T'lre cold, hard fact governing the suecess of your business will depend on the interest you put forth. As individual owners or manag'ers of lumber yards we have no alterrrative but to aialyze our business, take a very critical look and decide nowio we stay and fight or fade away? ***
Ours is a vastly expanding industry tfta.t is undergoing changes more rapidly than the hemline on women's dress€6" As independents we must provide the service demanded by tbe consumer and plan for expansion-more lines of merchandise and service. If we donl this could easily be the year of increased expa.nsion by la,rge chain stores. The independent must aggressively pursue his established goals without leLup. ***
Collectively we must establish a unified front to fight against federal and state legislation which may be in- jurious to our industry and press for legislation that the industry needs. Ag a group we must be a power to reckon with through our associations. One voice uttering one word in the forest is"insignificant, but one hundred voices uttering the same word changes to a roa"r.
The gaze into tlre crystal ball is not as bleak as it may reem. Only as bleak as you make iL
MR. DEALER - Put yourself on the path to ,$ profits with a high margin line of REAL 'i1 WOOD do-it-yourself "Put-Ons" by Wood-
land. From the exciting new Espana Wall
Decor shelving units to intricate wod carv-
ings with that hand-carved look, Woodland $ offers the widest range of profit making wood
specialties to be found anywhere. Write or ',f$ give us a cal! today for free literature and fg prices. We won't put you on about the great :ii potentlals of stocking Woodland products. ;E
IYIE SCHAFER prerident of thc Lumber Merchqnts Associotion of Northern CqlifornioThe New Nome: Nicolet
Nicolet of California, Inc. is the new corporate name and successor to the well known West Coast manufac' turer, Protective Paperg Inc. which continues as a division of the new csrporate entity.
Remaining at their Hollister loca' tion, Nicolet is cunently expanding its manufacturing and warehousing facilities. In addition to maintaining and upgrading its growing line of quality construction pap€re, Nicolet will accelerate its efforts on the broad Iine of fine asbestos products manuIactured by Nicolet Industries, Inc. at its Pennsylvania and Ohio plants, according to company spokesmen.
A new kiln complex, the only one of its kind in the world. is now in operation at the J. E. Higgins Lumber Co.; according to Jack Higgins, vp. The unique complex features a com-
bination of fine, infinite air velocity contrtls, variable speed controls, heating devices and baffies specially suited to the variety of hardwoods and softwoods Higgins processes and distributes.
The four kilns at their Union City, Calif., complex can handle 135,000 board feet simultaneously. They were designed to improve the qudity of drying needed for processing fine Iumber and to insure proper seasoning of the rare hardwoods Higgins features.
A special feature is a minikiln that can custom dry smaller quantities of fine hardwoods that present special drying problems.
The new kilns replace those destroyed last year by fire at Higgins' San Francisco yard.
Goming next month:
THE MERCHANT'S onnuol ho rdwore / housewore issue
Buyers by the thousand will again flock to the 22nd Western States Hardware-Houseivares-Paint & Garden Supply Show, Feb. 2l-23, in San Francisco.
This popular trade show has been designated a "must" by both manufacturers exhibiting and buyers who want to see and buy new products, merchandising aids and promotions ofiered.
Over 600 manufacturers will be represented at the Showo sponsored by the California Retail Hardware Association. According to K. B. Jacobsen, show managero pre-show interest is above normal.
Buyers see the Iatest in hardware, housewares, paint, garden supplies, building materials, automotive supplies, giftwares, plumbing and electrical supplies, sporting goods, variety and notion items, plus hundreds of other individual lines of merchandise.
Buyer attendance is expected to top the 10,000 mark. Dealers will be spending over $l million plus, and an even larger amount on post-show orders. The 100,000 sq. ft. Brooks Hall is in the Civic Center.
Show hours are::Sun., Feb. 2lI1 am.-? pm.; Mon.-noon-6 pm.; Tue., 3 pm.-10 pm. Special attendance
prizes {or both buyers and employes include color TV, trips to Hawaii and Disneyland, cash awards, and a mystery sea-air trip.
Running concurrently with the show is the 70th annual California Retail Hardware Association Convention. Headquarters for the annual meet will be Del Webb's TowneHouse. Special speakers and workshops will highlight the convention along with election of new association officers.
We represent oyer one hundred Western producers of Ponderosa and Sugar Pine. Redwood lumber and Redwood splil products. D,ouglas Fir and Whitc Fir
Hemlock and Gedar lumber, as well as a complete line of Gedar fencing. Your one callto Hobbs Wall is a short-cut to fast service and the right grades at the right prices, backed by a solid reputation for dependable dealing.
"He only charged half pric+-but look at the moneY we saved."
A,IERCHANI AIAGAZ'NE
Contracting for new construction broke out of its recent slump in November, the latest data availalle, as the seasonally adjusted Dodge Inde:r of construction contract value gained 13 percent to 202.
According to F. W. Dodge, all three classes of construction-nonresidential buildings, residential buildingg and nonbuilding constructionwere ahead for the month.
"November's strength, as well as its weaknesses, were just a.bout where you'd expect to find themo" said George A. Christie, vp. and chief economist for F. W. Dodge.
Another advance registered in the steadily-improving housing market. The latest month's value was 17 percent ahead of last November's total. and, on a seasonally-adjusted basis, was an improvement of seven percent from October's rate of residential contracting.
Summing up the year's major developments in construction, Christie said "the 1970 recession and the attempts to stimulate recovery had a
lot to do with shaping the past year's construction markets. When 1970 first began, housing was severly depressed, and most of the growth in construction was confined to the nonresidential area-particularly industrial and commercial building.
"By mid-year the worsening economic environment had begun to reverse that pattern. Declining profits and excess capacity brought a sharp reduction in contracting for new industrial and commercial buildings during the spring and summer months. More or less concurrently, the shift to credit ease in order to limit the business slowdown soon got the mortgage-starved housing market headed upward," according to the Dodge economist.
ooToward the cloae of 1970, residential building had taken up most of the slack due to reduced business needs for construction, but in the end it was a standofi with 1970's total finishing almost exactly even with 1969 construction vafue."
(Continued l'om Page 11) counter salesmen,' during his talk on training salesmen to sell. He said the people at the bottom need the broadest information as they deal with the widest variety of customers.
The LASC correspondence course for countermen was explained by exec. vp. Wayne Gardner. Based on publications of the Northeast Retail Lumber Dealers Foundation, the 12 part home study course devotes two weeks to each subject, is graded by the association, which also gives progress reports, and can later {unc. tion as an effective reference man' ual. Since the convention. Gardner reports reaction to the course has been excellent.
The luncheon speech by three' time Freedoms Foundation Award winner Carl Terzian was widely hailed as one of the best the grouP has heard.
The new officers were introdueed to the group and a plaque honoring the efiorts of immediate past presi' dent Bob Sievers was presented bY George Clough.
A new firm markeing laminated beams and arches has been started by Don Philips, Jr., in Thousand Oaks, Calif.
A principal feature of Philips Lumber Sales is its ability to deliver from stock either an entire carload, or just one beam or arch. Selling through lumber and building materials dealers only, they specialize in jobsite delivery.
The firm also sells a wide variety of white woods.
Ray Tucker, formerly with Build-nSave, has joined the sales force of Cowan Forest Products, Santa Monica, Calif.
Jack R. Mulholtand was apPointed asst. to S. S. GreeleY, Masonite cory.
Yerlon McKinney recently visited Los Angeles on a business trip for Pacific Hardwood Sales Co.
Leo Seidner, Summit Lumber Co., recently returned from a Liberian business trip.
Eric Hexberg and wife, Jane, returned from Australia where they toured the lumber yanils.
Bob Hoover, vp. Pacific Lumber Co., and his family, spent a Christmas and New Year vacation in Sun Valley, Idaho.
Loryell F. Joseph joined the Salem, Ore., branch of Palmer G. Levris Co as an outside salesmanr reports John Paust, branch mgr.
John F. Bilben was appointed adv. and merclnndising mgr. for Noblecraft Industries announced George Perkins, dir. of marketing.
Joseph McDonald is a dir. of newly incorporated McDonald Lumber Sales and Dry Kilns, Shasta County, Calif.
Larry Owen, snark of the universet and his wife, Fern, visitcd Ernie 'Wales, Wales Lumber Co., 'Spokane, Wash.
Al Harper, Spokane IIoo-Hoo vicegerent Snark, recently visited San Francisco.
Eugene G. Cummins was appointed capital projects purchasing agent for Kaiser Cement & Gypsum Corp. said Conley R. Grimme' dir. of purchases.
Jean lfartsock, K-Y Lumber Co., Fresno, Calif., was enterbainment chairman for Hoo-Hoo Club 31's annual valley frolics.
Mars Rolfson, Rolfson Co., Polson, Montana, sufrered a back injury irr a recent auto accident.
Ilarry Yan Sichle is representing Valspar Corp. in the Montana area.
LeRoy Schoonover, Schoonover Building Supply, Rona,n, Mont., recently joined the Montana Building Material Dealers Assn.
Dick Fleeman, So. Cal.-Commereial Steel, Los Angeles, has returned with his family from spending two weeks in Mexico.
Ernie and Ellen Ylales, Wales Lumber, Spokane, Wash., recently visited their son, John, in San Francisco. Wales Lbr. was 50 years old January 1, 1971.
Erneet L. Kolbe was narned dir. of the Western Forestry Center, Portla,rd.
Boat builders, furniture makers, cabinet makers, etc., have found it the one sure answor to correcting wood defects, filling wood cracks, gouges, coyering countersunk nails and scrdws. -
ca[ D0 ||$8[ ull00r fltr$rula$$.
Ready to use right out of the can, Famoryood applies like putty - sticls like glue; dries quickly; won't shrink; tales spirit stains, and will not gum up sander. When applied properly, Famowood becomes y{ater and -t weather{roof.
*i,';l!i.:".
Floyd Adkinq outside salesm.ann San Diego, Calif., was t}e Western region winner of Georgira-Pacific's "salesman of the quartert' awatd.
Joe Contestabile, pres. of L. A. HooHoo Club 2, bae started a drive to get club m€mbers to donate hlood for ailing Sam Wetzel
Gene Zanck, Washington deputy snark, recently visited Alaska.
Louis Castin reports a guccessful grand opening sale following remodeling and renaming Caslin Lumber Co. to Diablo Lumber and Ha.rdware Co.
L. G. Wilson became mgr. of manufacturing for St Regis Lumber, plywood and door div. Mark Schoknecht was promoted to resident mgr. of the co's. Montama complex. Blaine Bloomgren became mgr. of logging operatiorul announced Charlee L Morey, gen. div. mgr.
Paul B. Walsh was named g'en. mgr., KachinaBoard op er ati on s for Southwest Forest Industries, Flagsta,ff, Ariz., reports S. A. Shrigley, vp. and gen. mgr. wood prods. operations.
Dale E. Ogle was elected exec. vp. of Eva,ns Products Co., .arurounced Monford A. Orlofi, clraiman and pres.
Romald TV'. Urquhart was appointed Boise Casc€de field sls. mgr. for the timber and building materials group, reports A. F. Phillipe, slS. mgr.
timbers: sizes up to 30" x 30" lengths to 100'
DOUGLAS FIR . HEMLOCK
All standard yard items
SOUTHWEST DISTRICT MANAGER
Chuck Clay
P.O. Box 84, Inglewood, Calif. (213) 678-6563
NORTHERN CALIFORNIA MANAGER
C. D. "Chuck" Lewis
2L440 Burr Way, Haywood, Calif. u\ (415) 538'4878
EUGENE HEADQUARTERS
\7. B. "Bill" Johnson
D. P. "Swede" Johnson
h l||G pn0ft$$r0rtf$ tu. p||np0$E plt$ilc
George O'Brien, Philip Carey Co. Los Angeles district sls. mgr. is back from a sales trip, John T. Barrett has been promoted to mgr. of builder sls. planning and development for U. S. Plywood reports John Jinishian, vp.-branch sales and operations.
Lee Porter, Denver, Colo., won an honorary Masonite Corp. blue blazer for the "greatest increase in exterior products footage" sales, announced Alan B. Cook, vp.-sales.
E J. Stantou well known Western lumberman, celebrated his 81st birthday on December 7th. Congratulations, Roy!
Ted Cowan, pres. of Cowan Forest Products, Santa Monica, Calif., is the proud papa of a baby boy named Miles.
Sterling Wolfe, Sr., and wife, l,oraine, Marquart Wolfe Lumber Co., Newport Beach, Calif., recently spent several days in Puerto Vallarta, Mexico.
Carl Poyner, mgr. of Wholesale Forest Produets, Los Angeles, is recovering from a recent heart attack.
Sam Fineman, pres., Bel-Air Door, was in Hawaii recently on business.
B, Sam Taylor, Boise Cascade Cor1r., Medford, Ore., was elected pres. of Western Forestry and Conservation Assn.
I. Nesbit Tate, the 2nd Pres. of HooHoo Club 16, Spokane, Wash., was voted an honorary memiber of the club.
Marley B. Peterson was re-elected pres. of Precision Wood Products' Ine. Philip D. Nelson was named vp. and Robert F. Peterson sec.treas. of the wholesale lumber and plywood oPerations. Eugene Taylor was named industrial sls' mgt. and E<lward Tim'mins his asst.
William Cannon purchased Home Lumber Co., Idaho Falls, Idaho' from Tom Benedict of Salmon.
Ellis J. Parkins is the new mgr. of Albert Lumber Co. in Littlerock, Calif. replacing Fred Cable who is retiring after spending 50 years in the lumber business.
Bob Steele bought the Chatsworth Lumber Co., Canoga Park, Calif., from Ben Boydston.
T. A. Deal, Jr., has been appointed Boise Cascade building materials and services div. sls. promotion mgr. for California, according to B. R. Fisher, marketing mgr. for the div.
Jim Rossmaq TVin Harbors Lumber Co., Santa Ana, Calif., visited Frank- Friedenbach at the co's. Eureka office.
Larry Taylor joined the sales stafr of Standard Lumber Co., Montebello, Calif. He was formerly with G-P in Montebello.
Phit Butterfield, Fir & Pine, Burbank, Calif., vacationed in Hawaii with his family.
Fred Gummerson, G & R, Lumber Co., Cloverdale, Calif., reports the custom milling business is good with construction and Bay Area RaPid Transit orders.
Eugene Pierce was named operating mgt. of expanding Builders Block in Oceanside, Calif., according to vp. Billy Merideth.
Dale Y. Anderson, southwestern Idaho reg:ion mgr. Boise Cascade, reports they are getting the kinks out of the newly built Emmett plywood mill.
Arnold Nutter was appointed mgr. of Inland Lumber Co's. T\rstin, Calif., ya,rd. Neal Mashburn is returning to the Colton yard as mgr. of the bldg. materials dept.
Richard J. Tlalters, chairma,n and pres., Diamond International Corp., announced that Yernon M. Grout, John L. Guatelli" William S. Peppler, Johp D. Ray, Leo H. Wiest and Charles C. Wemyss were elected vp.s.
Nels Blagen joined the sales staff of Fir & Pine Lumber, Burba.nk, Calif.
Bob Donaldson, AFPC, Newark, Calif,, hardwood sls. div., won a trip to Lake Tahoe for himself and his wife for having the greatest sales increase during October and Novembl.
YOU ARE INVITED TO ATTEND THE 22nd, ANNUAL I9TI Western Stcrtes
]|ARDIilARI.1IOl|$IlilARI$.PAIIIIT & $ARDIII SI|PPTY BROOKS HAtt ShOW SAN FRANCISCO ITBRI|ARY
Mondoy is BUYERS' I ARKET DAY-Toke Advonloge of lhe Mony SHOW SPEGIAIS qt SPECIAI PRICES on Hqrdwqre, Poinl, Tools qnd Gqnden llems - -Plus Buying ond Attendonce Prizes - - - Trips to Howoii, Disneylond, Color TV, qnd Cosh Prizes.
SPECIALIZING in-Douglc Fir Dimension3, Boordr t Studs
Westcm Hemlock Dlmension, Boords t Sruds
Whire Fir & Redwood Stud3
CARGO_RAII_TRUCK & TRAITER
Redwood Posts & Redwood Speciolties
The latest door in the International series was presented by Simpson Tlmber Co, The Seville features a cast aluminum grille backed with a translucent amber panel.
Four plan books provide retail dealers lgith a goodwill contact to prospective new home or apartment builders and owners in their area.
A trade discount of. 40% is ofrered, and more important, you will have first contact for supplying all materials when they build.
Ouer 350 Neto Custom Trencl
A handy angle conversion chart is permanently attached on the back of the angle reading dial for easy computation or selection of angles in pitch per inch or pitch per foot. Retail price is $18.95.
Homes, 160 Homes for Hilleid,es, 140 New Customized, Duplar Income Homes and 122 New A.partments, are illustrated with architectural drawings.
The apartment book shows buildings from 3 to 33 units. AII books have national distribution and builder proven plans.
WRITE: The Merchant Magazine, 573 So. Lake, Pasadena, Ca. 91101.
from steel. It leaves the surface clean and ready for painting.
WRITE: The Merchant Magazine, 5?3 So. Lake, Pasadena, Ca. 91101.
It is manufactured of vertical grain Doug fir or hemlock. It comes in widths of 2' 6" to 3' 6" and is either 6' 8" or 7' high. The beauty-aside from the beauty of the door-is Didi Anstett. former Miss U.S.A.
WRITE: The Merchant Magazine, 573 So. Lake. Pasadena. Ca. 91101.
A #1300 Series level for tradesmen and craftsmen with a built-in feature for measuring angles has been introduced by Pro Products Co.
WRITE: The Merchant Magazine, 573 So. Lake, Pasadena, Ca. 91101.
Whirl Away model 437 is the economy sized, heavy duty attachment designed to be used with ft" and, \b" drill motors or standard disc sanders
Before he started on the bird house, this little boy and his father built the work bench. And it took less than one hour. Western Sierra Furniture
The plus features of this level include a 4" diameter dial that provides instant, direct reading of any angle from 0o to 90" in any quadrant with accuracy of %" of 1',
and grinders with speeds up to 5000 RPM.
The 21 hardened steel whirling cutting teeth remove rust, scale, spillage, barnacles, mineral and other deposits
manufactures this pine work bench as a kit including everything but the hammer and wrench.
All the hardware and pre-fitted
lumber components are Provided. They even pre-instali the drawer guides to make the assembly as simple as possible.
The assembled bench stands at a handy height of just under three feet. The kiln dried Ponderosa pine working surface measures nearlY five square feet,
WRITE: The Merchant Magazine, 5?3 So. Lake, Pasadena, Ca. 91101'
After years of mind-bending geometric forms that had to be assembled before milady could hang pantihose or a drip-dry shirt, foldJine comes on the scene.
Treosure Chest Graphics and design create impulse sales on Ideal Brushes, Inc., "tteasure chest" paint brush merchandiser display units.
Fold-line is attached easily inside or out wherever you install the mounting brackets. Fine for over the tub, terrace, balcony, outside, basement or' utility room.
Twenty-one feet of tough Plastic line snap into 50" of decor. Can be installed with screws or epoxy putty.
WRITE: The Merchant Magazine, 573 So. Lake, Pasadena, Ca.91101.'
There's hidden charm in the new Shakertown Coloniai style barn shake panels rvith the sleek 7" exposure. At first blush, the 8' panels exude the rustic atmosphere in either the even or staggered butt formats.
But cioser inspection reveals the sturdiness of the shakes which are
Available in choice of 100% Pure bristle or 100% pure nylon, the display on the left advertises "Values to over $1.00 your choice only 49(" u'hile the merchandise on the right heralds "Values to $1.98 Your choice only $1.19." All brushes are guaranteed set in ePoxY, clearview rvrapped, and are suitable for Pegboard or other conventional sale.
WRITE: The Merchant Magazine, 5?3 So. Lake, Pasadena, Ca. 91101.
A magic action pak Promotion featuring 1 dozen free cans of Panel
bonded to three-ply 5/16" exterior grade plywood to form a four-PlY panel. This permits direct application of the panels to studs where allowed by code.
The self-aligning feature permits one-man application, thereby cutting construction costs.
WRITfi: The Merchant Magazine, 5?3 So. Lake, Pasadena, Ca' 91101.
Black Walnut's unique color and character are bringing lt back as a favorite for furniture, paneling and wood carving. Little wonder. Its combination of workability and beautiful grain are hard to beat. Thic ic irrct nno nf 52 cYnprtly selected hardwoods at J. E. Higgins Lumber Company, which offers Northern California customers 7 million ft. of klln dried lumber and over 200,000 sq. ft. of warehouse.
A lumber for every purpose.
magic is announced by Magic American Chemical Corp.
The deal includes free goods bonus of one dozen aerosol cans of panel magic, cleaner-beautifier for wood paneling and woodwork, a free counter display rack and prepaid freight. Total retail value of merchandise is $138.72.
WRITE: The Merchant Magazine, 573 So. Lake, Pasadena, Ca. 91101.
Bricover is a reproduction of brick made from polyester with no sand filler. It is light weight and can be cut to size with a small saw. Each brick weighs about two ounces and is approximately Ya" thick. it is fire-retardant and easy to clean.
Colors are authentically reproduced and permanent. It can be used inside or outside.
WRITE: fire Merchant Magazine, 5?3 So. Lake, Pasadena, Ca. 91101.
Simpson Timber Co.'s redwood paneling, La Honda and Sierra Groove, have reached the ceiling. They are machined from kiln-dried California redwood, %" thick with tongue and groove pattern. Both are rough savrn or smooth faced.
Simpson points to an exarnple of redwood ceilings . the KING/FM dream house in suburban Seattle,
The home, built for a one-time promotion, took the same basic concepts to mind when equating the natural setting with interior wall and ceiling paneling. In this case, Sierra Groove was used throughout on the high angular shaped ceilings, and on the circular stairwell ceilings.
WRITE: The Merchant Magazine, 573 So. Lake, Pasadena, Ca. 91101.
Redwood is illustrated in Redtt;ood' Plyuood Homes, a color idea booklei from California Redwood Assn. The booklet comes in a 12 p. "builder" version and an 8 p. "consumer" version for potential homeowners and for architects and builders specializing in single homes, vacation hot'ues or remodels.
Exposed-beam ceiling designs with structural, insulating roof decking are illustrated in an 8 p., color Honrasote brochure,
A spike coupler irrigation sYstem brochure is available frorn Simpson Timber Co. The liser has a spike on the boftom rvhich locks the system to the ground as well as joins the PVC plastic pipe segments.
A 16 p. catalog details with iliustrations and specifications the RichardsWilcox iine of barn door hardware. Products include "1ock-joint" and Stormproof track and brackets, hangers, door latches, hasps, pulls, handles, hinges.
Stanclu,rrl Specificatiorts f or Grades of Calif ontia Reduood Lumber tecently published by the Redwood Inspection Service contains major changes in the grades and sizes of redwood studs. The for-mer "two slar" and t'one star" redwood stud grades have been replaced with new framing grades which uniformly apply to all softwood species.
The Ceiling & Interior SYstems Contractors Assn. announced that its Ceil'ing Systems Handbook's third printing reflects the latest step-bystep installation techniques for eeiling systems. Organized into 14 basic chapters, it covers ceiling systems, instaliation tools, building plans, installation conditions.
Slructurol Wood Products
Included in the 7971 En.gineered' Structural Wood Produats Brochure
are selections describing Poflach's E1ectro-Lani@ and Soldier Beams@, as well as Lock-Deck@ laminated decking -ifs advantages, uses, design opportunities, construction characteristics, and specifications. Stress tables, load eonversion charts, and examPles of Potlatch clorific flnishes are also inclutled.
NFPA's technical services div' issued a report, The All''lleather Wood F ou,nrlation-D esign and Constrttction Reqtr.irements. The report provides fabrication and construetion guidance for builders and producers of manufactured homes. The treated wood foundation system has been accepted by the Dept. of Housing and Urban Development as eligible for mortgage insurance under regular HUD-FHA home mortgage insurance programs.
For further informolion on oll New Products ond New Literoture, write The Merchont Mogozine, 573 So. loke Ave., Posodeno, Colif. 9l l0l. Pleose mention issue dote ond poge number so we con process your request foster !
Elastomeric membrane tvatelproofing systems are explained in a technical data brochure from Thiokol. Properties of the systems are tlesclibed in the brochure text and data tables. Application notes and typical area detail rlrawings are also provided.
Col.or and. Paint Glossary is available from Amelitone I'aint Corp, The bulletin is virtualiy a dictionary covering color and paint from "advancing colors" to "zein."
David Round & Son has availab e a condensed bulletin on hoists, winchcs, cl'anes, jib cranes, trolleys, sheaves, etc. Bulletin N-968, gives sizes, capacities, leading dimensions, and spec-
ification data on Round's product line embracing materials handling equipment, devices and various accessories.
A color catalog, Interiors-Decoratfue Paneling Systems, is available from Masonite Corp. as a guide to prefinished hardboard panels. The products are shorvn in loom settings and closeup vip;nettes. Specifications and insfallation directions are included.
The 1971 Prodtr,cts-Seruiees-Mem' bership Directora of Western Wood Moulding and Millwork Producers is ready for distribution. A handy reference, the coat-pocket-sized directory lists the 4? n'rembers of the association, products and services available from each mill, addresses, phone numbcrs and key personnel.
Everything a do-it-yourselfer needs to know about selection, carpentry and installation of prefinished tvood mouldings is contained in a new information folder entitled Hoto to with Prelinished Woorl Mouldings,
A catalog on industrial safety gratings and product custom assemblY ideas has been released by Bustin Industrial Products, Inc, The publication covers steel, aluminum, and stainless steel safety wolk aids. Illustlated, the manual features flooring, stair treads, racks and platforms rnade of Bustin firm-grip.
Field-Glued P lgtr:ootl Floors reports that almost cotnplete stress skin action can be developed at the job site by field-gluing plywood floors to joists, using elastomeric adhesives. Advantages include increased floor stiffness, leduced nail pop and floor squeaks, longer joist spans or wider joist spacing, and reduced joist sizes.
Applications of burlap paneling are illustlated in a Homasote br:ochure. Examples of residential, commercial and institutional use of the paneling are included.
We don't know of any wood that makes a smoother milled finish than clear heart Redwood. Higgins carries other selected softwoods too. Like Alaskan Yellow or Western Red Cedar, upper grades of Sitka Spruce, and vertical grain Douglas Fir.
Hardwood or softwood, you'll find the right lumber for every purpose at J. E. Higgins Lumber Company.
A lumber for every purpose.
TSfHEN the Phoenix HooHoo club W b"g"r, its year of reorganization last June, it did so with a dispatch and business-like approach that could well serve as a model not only for other clubs but for some businesso.
Under the energetic leadership of president *W'oody" Clark, a manual was prepared setting out the club objectives, duties of the officers, board of directorso club advisors and committee chairmen and the general goals and benefits to be sought.
Clearly stated was the fact that 'othe main purpose [is] to promote t]re building materials and lumbering industry in our state..." In years past, the club has done an admirable job on wood promotion and this w.ur con-
tinued again last year during Nation' al Forest Products Week.
First steps included clearing the lines of communication witlin the outfit by compiling a directory of 'members and officers giving name, business and home addresses and tel' ephone numbers.
'Meetings were promoted through mailings and the club bulletins. Followup mailings after the events talked about what had transpired and what could be expected in the future.
Attendance started to grow at club events. Several times they have drawn more than 200. The planning and ef' fort put into the organization is also evident in tleir increased member' ship.
Positions wanted 251 a word' minimum 22 words (22 words : $5.50). All others 351 a word, min. 20 words (20 words : $7.00). Phone number counts as one word. Boxed ads $1 extra. Fancy headline or borders $2 extra. Box numbered ads add $1.
Names of advertisers using a box number cannot be released. Address all replies to box number shown ln ad in care of The Merchant Magazine, 573 So. Lake Ave.. Pasadena. Calif. 91101. Deadline for copy is the 20th. To call in an ad: (213) 792-409E.
GEI{ERAL (IPERATI(IIIS MANAGER
We are a young, growing, Multi-Unit DoIt-Yourself chain looking for someone to head up our operations. 10-15 yrs. exp. in Dept., Discounts or Do-It-Yourself in growing capacity as a Manager is a must. Strong organizational background preferred. Some college. Only people with botential to move to the top need apply. 'iVrite box 66, c/o The Merchant Magazlne.
ONE OF THE FINEST BaY area lumber yards, now inactive; retail, wholesale. needs general managea to re-activate operations. Must be aggressive, experienced self-starter. Salary, commission or participation. All replies held in strict confidence. Write box 62, c/o The Merchant Magazine.
TWO YOUNG, AGGRESSIYE wholesale salesmen needed by established Bay area wholesaler. Salary, commission. Excellent opportunities for right men. One opening for the Vauey. one for BaY aiea. Write box 63, c/o The Merchant Magazine. AII replies held in strictest confidence.
WHOLESAI.F LI.IMBER,MAN fOT LOS ANgeles and suburban counties. Experienced in industrial sales. Softwood and hardwood, L.C.L. and truck trailer. SaIary and commission, CaII (213) 926-2368.
LUMBEB SAT.FSIIIAN, all species' must have following with dealers and industrials. Satary, car and expenses. Stock bonus and excellent fringe benefits. Contact R. J. Heberle, Georgia-Pacific Corp., 14?50 Nelson Ave., City of Industry, Calif. 91744. (273) 686-1580, (213) s6-DCDI.
EXPERmNCED LIIMBER and other forest products traders needed for established wholesale company with excellent opportunities open in growth programs. Come to Sacramento or open OregonSouthern California area office. Write or call Ed Dier collect. Office phone (916) 422-7395. Home phone (916) 756-0818. Dier Lumber Co., Inc., P. o. Box 8810' Sacramento. Calif. 95822.
GROWING wholesale lumber distribution yard requires aggressive outside salesman with experience. Should have following. Good opportunity for right man. Write P.O. Box 3285, Orange, Calif. 92655.
BUSINESS OPPORTUNIIIES
cROWING, ESTABLISIIED lumber wholesaler representing top line lumbel manufacturer would like additional working capital. Sincere opportunity for interested investor. Write box 64, c/o The Nlerchant Magazine.
IiDTAIL LIIMBER yard set up for self service, cash and carry, Santa Clara County. Sales $700,000 plus. Long term lease. P.O, Box 505, Redwood City' Calif. 94064.
POSITI'ONS WANIED
TROPICAL AND DOMESTIC IIARDWOOD, log and lumberman for hire. Logging, buying, inspection, selling, sawmiII consulting. P. O. Box 566' santa Monica, Calif. 90406.
RETAIL LIINTBERMAN, 20 years' experlence, excellent background, seeks position in northern, central California. write box 65, c/o The Merchant Magazine.
YOUNG. EXPDRIENCED, knowledgeable lumber salesman desires position as manager in Los Angeles area. Resume upon request. write box 6?, c/o The Merchant Magazine.
SERVICES OFFERED
JOHNNY THE LIIMBER LOA-D SIGN PRINTER
Speciatizing in danger flags, sideload signs, job cards, etc. John Weiler's Printing, 1842 W. 169th St.' Gardena, Calit. 90247, Phone (213) 676-7522 or 323-7606.
I Poyment Enclosed ! Bill Me loler f] Bill Compony
Western lumber & Building Materials MERCHAiIT 573 So. lake Ave. Pasadena, Calif. 91101
Pets get the swing of it in as little as five minutes. Save their masten a lot of trips to the door. No more barking, mewing and scratching at the door. I Swinging parts of the Pet-Dor are flexible rubber for pet safety. Permanent magnets keep them shut when not in use. No drafts or dust. Frame is sturdy, anodized aluminum. A locking panel is provided for security. The Pet-Dor can be installed in door panels or walls. Two sizes accommodate those small cats or even German Shepherds. I For pet owners who want quality, and dealers Yvho Yvant profitable sales, the Johnson Pet-Dor really swings. ! For brochure and price schedule, write to Johnson Pet-Dor Inc., P.0. Box 643, Northridge, California 91324 Dept. WM
I.UMBER
RIVERSIDE & ORANGE COUNTIES AREA
Americqn Decorolive Producls .-----.-------(71 11 623-8317
Americon Forqt Producls, TW&J Div,.,(213) TR 5-1550
Amgricqn Foresl P.oducli, TW&J Div., (Cerritor) ..-.................(213) 773-9200
Amcricon Foresl Producfs, [{1. Whitney Div., (Ccrritos} --..--.-(213} 773-9200
Amcricon Foresf P.oducfi, Silnqrco lnt. Div., (Cerrifor) ..---.-.(213) 926-1321
Esllwood Co., Thc .-....-.----.---..-------.-(Zlla) 538-8821
Eoirc Corcode, Union lumber Region....l7l 11 511-0611
Frcmon & Co., Sfephcn G. ---.-.--.--,(714) OR 3-3500
Gargio-Pocific Worshouse -..--.--..--..-.(71{} OV,1.5353
Hqllinon-Mqckin [umbcr Co, -.----.--.-(214.) 637-0830
Horbor Iumba (Al Wilron] --------..--...-l7l1l OV 4-8956
Hobbr Woll lumbcr Cq., Inc. ---.-.--.-...-(714] 511-5197
fnlqnd
Gsorsiq-Pocific Corp. (Lumber! .......---(21 3l 686-0917
Gorgiq-Pqcific Corp. (Plywodl .-------..(2t31 968-555t
Georsio.Pocific Corp, .-....-.--.-.--..----..-.{2t 3l 686-'t 580
Hexberg lumber Sola -......---------...-...-.-l2l31 775-6107
Americon For$l Producis, TW&J Div, (415) PR 6-4200
Boise Corcodc, Union Lumber Rggion (415) SU 1.6170
Dougfos Fir lunbcr Co. -.-..-....-......-..(4,|5) DO 2.6027
Hoover Co., A. l. -....-...-.-...-..---.----.--...(213) 283-9078
Hill lumber Co., ^{ox ...-..-..--...-....-...(213} A4U,t-26t0
Huff Iumber Co, -..-...-......--.---...----..-.-..(21 3) SP 3-it846
Husher Lumber Soler Co,.-(213) 215-5553 & 211-5810
[one.Slonton Iumbcr Co. .---.......-....-(213] 968-8331
Morquort-Wolfe lumbcr Co. -.------.---.--.(2131 625-1191
,rlutuqf Mouldins ond Iumber Co. .--...(2131 FA1.0877
Nclh [umber Sqles, A. W, .--....--.-.-.(2t3] 972-t2gO
Olsood, Inc., Robort S. -..-....---.---..---....{2t3) 382-9279
Pocific Lunber Co., Thc -----------...--....(213) CU 3-9078
Pon Atiqtic trqdinE Co.. lnc. --..----.....-l2l3l 268-2721
Penberlhy Lumbcr Co. ..------------.....-.---(2t31 fU 3-,15t I
Philips Iumber Sqles....-.......--.,.-........(805],195-1083, (213) 889-3340
Rolondo [umber Co.. Inc. -.-..-.--..-(213] ZEnirh 9-8843
Rounds lumber Co. ---...-----...-.....-..(213) 686-0917
Rcaf lumbar Swicc .---.-.---..........-...12131 232-5221
Simmons Hqrdwood lumber Co. --.-...---(2131 723-6156
Simpson Buildins Supply Co. ..---.-.-.----(213) 773-8178
Soulh 8oy Rcdwood Co. -...........-.--.---(2t31 860-7291
Soulh Boy Redwmd Co, ...........-..,(714) 637-5350
Stqhl Lvmber Co. ----------..........--..--.--.(213) AN 3-6844
Stondord [umber Co., Inc. .---..----.....---(213) 685.,t041
Summil Iumber Co. ------..-......-.-.---_.-----,(213) 636-52t5
Swdner Hordwood Co. ......-.--..--.-----.-,.(2131 215-5761
Sun Iumber Co. ....--............-.....--..---.,_(213) 831-0711
Tocomq Iumber Soler, Inc, ....-..--.--,-.-(213] MU 1.636I
Twin Horbors Soles Co. .----..-.-..-----.-.--..(2t31 625-8133
Unitcd Whlse. lumber Co. .....-.-..-.,_..(213) OV 5-5600
United Stoter Plywood Corp. --..-.--.-.--(213) LU 3-3,{41
U.S. Plywood Corp. (Glendolel .---.---.-(2t3f Cl 4-2133
U.S. Plywod Corp. (Lons Eeoch) ...-...----.-...HE 2-3901
Vonce lumber Co. ..-.------.....-...-.----..(2131 968-8353
W6ndlins-Nothon Co, -.........--..-,....--.-(2131 CU 3-9079
Weycrhocuser Compqny -..--.----.---...(213) Rl B-5,tjl
Worehoure (Anohcin) --..--....----...-...-(Zllt) 772.5880
TREATED tUMEER_POI.ES_PI I.INGS-IIES
Koppcrs Compcny ..-.(213) 830-2S60
Tr@led Pol. Bulldorr, Inc, .------..-.....---(7t4) 986-1166 Mt rrwoRK-DooRs-Mout Dt NGs_
8U tDl NG li{ATERIAIS-PAl NI-HARDWARE-ETC.
Amcricon Forsi Producti, TW&J Diy.--(213) 713-9200
Bql-Air Door Co. ...-...-..--..........-.........(2t31 CU 3-3231
Bellwood Go,, fhs ...-.-...--.---..........(213) 69,1-3601
Bcverfy Monufoclurlng Co. .-..--..-".-.-....(2131 755.8561
Corysd Door, Inc. -.----------.....---.-.-(213) 576-2515
Curlom l{ilb, Inc. ..-.--------.......(2t3) 330.0649
Johnlon Pet-Dor, Inc. ---..--.--.-.--- ----(213l, 319 -l 971
Strqit Door & Plywood Corp.......--..-...(2t3t CU 3-8t25
Sfrqif Door & Plywod Corp. .....------(213, 111-1511
SPECIAI SERVICES
Ecrkot rr{fe. Co. ...-.--...-..................-....(21 3} 875.f | 63
Colifornio lumber lnspqction Senice(213] NO 5-5,a31
Chorley's Fonco Co, [213) 338-t529
Cootl Plonins A,lill ------.-.-..........----...---(2 t 3) MA 2.1 | 8l
Cryrtof [omp Porf3 ----..,-...--..-...---...------(2t 3l 9gB-3756
Huntcr Wocdworkt, Inc. .....-.......-..----(2131 775-25U
NolPok Corp. ...-....(2t3) tU 3.t056
Roth Young Pcronncl Scrylca ......-.--(213) 385-6102
So-Cql Commcrciol St €l ..--.-..-------.--.--.(2t3) 685-5170
I.UMBER HANDTING AND SHIPPING. CARRIERS
C.Q fruckine Co. ....-..............---........-..(2131 723-6557
!o Ismbcr Hquling .---............-..........-(2t31 596-t555
Forsyth Hordwood Co. ---..----.--.....*.----.-(415) 282-Ot5t
Gorsio-Pocific Corp. ----..-------...-..-.----(415) 871 -9675
Hof r'non A{ockin [unbq Co. --..--.-..---..(41 5] 167.81IO
Horbor Iumbcr Co., Inc..-..-.--.--...-...-.,-(415) 982-9727
Hissinr [umber Co., J. E. --..-...-..---..(,{15} VA 1-8711
Kelfehs Iumbcr Soles ...--........-......-.-"(11 51 151-8862
lonon Iumbcr Co. --.--.............-....-----(11 5l YU 2-1376
Pqific Lunber Co.. The ..-.-..-.-..-..-.....-(415) 771 -17OO
Porqmino lumber Cp. .---..-...-..--.-----(415) 421.5190
Rolqndo lumbq Co., Inc. .......,.--.---.-.-.(4151 il67-0600
Silmorco Into.notionol (AFPC) ------..-..(,115) 776-12@
United Stofca Plywood Corp. ..--,....-.(4151 JU 6-5005
Wendllns Nolhon Co, --...-..-.-.-.---..-.-.(,1151 SU l-5363
SASH_DOORS_WI NDOV/S_MOU I.DI NGS
8U I,DI NG MATERIATS_PAI NT_HARDWARE_ETC.
TREATED TUMBER_POI.ES
Koppcrr Co., lnc. ..-----.-.-.-..----.--.----.--.-..(,115) 692-3330
Wendlins-Nothon Co. ...........--.---.--(,1151 SU l-5363
SPECIAI SERVICES
Redw@d Inspection Saryica ----..--......-....-...--.EX 2-7880
GREAIER 8AY ANEA
TUMBER AND LUTIABER PRODUCTS
Americon Foresf Produclt, TW&J Div..-(,1,|5) SY 7-2351
Ar<qtq Redwood Co. (Eurlingome) .--...(ill5) 3il2-8090
Atkinton-St!tz Co. ..-..--.------.--.---......(,115) 3,t5-162'l
Bellwod Co., lho -.-..-.-..--.-..-.-..-....-..-..(,t08) 356-2600
Bonninslon lumber Co. --.---..------..(,115) Of 8-2881
Colifornio
EUGENE Al Pdlrce Compony (503) 342.3663
Euscne-Williomsttc [umb.r Co. ......--(503] 345-01 4l
fremonl Fo6t Productr --.---,...-..-------..(503) Dl3-9267
Gorgiq-Pqcific Corp. --.-.-.--...--.---...,--.t5031
EV-2-251 | cotoR.ADo
COTOTADO SPRINGS
U.S, Plywood ...-....".(3031 636-5021
DENVER
U.S. Plywood ........-.(3031 222-1751
Dcnvcr Rcerye Supply Co. ....---..-----(3031 892.5588
Gcorgio.Pocific Corp. -....-.......-..-..-..-..-(303) 623-5101
Kopperu Co., Inc. -.-.---..-....--..--....--..-.--(3031 53/t-6t91
SUGAR PINE
Alrftvde, Soff fexfure d Growth
ANDERSON, CALIK)RNIA
Cedar Specialties cedar 6 pine mouldingq Ponderosa Pine White Fir lelcctcd Aokt"g and otbr grciahies
Also now producing kiln dried meranti, a product of Malaya. random length drawer sides and other furniture products
SniJn* Jr,*f,n, p-J*to Co.
" Selected Quolity Lumber "
RALPH A. PROUTY
Ralph A. Prouty, sales manager for American Forest Products' Tarter, Webster & Johnson Div., died recently in Stockton. He was 58.
Mr. Prouty first began with AFP in 1935 when he joined Stockton Box Co.'s office in his Modesto hometown. After bookkeeping and shook sales experienqe with Stockton Box he changed over to the Tarter, Webster & Johnson Div. and into millwork sales.
First he was millwork sales manager and then, more recently, sales manager for the building materials activities of AFP.
He js sunrived by his widow, Maria, and son, Robert.
X!'i\bi'- for just 14 a year! -.fY- |I year.<nly
The company that gave you the successful pre-painted Navaho White Hardboard Doors
All "Diamond Clad" doors stocked and sold in this package: 3" Bevel on 2 sides and I/8" undersize in width. Four edges stained to match the faces. Plastic bagged for added protection.