Merchant Magazine - January 1973

BEL-AIR DOOR CO. offers you the most complete line of quality stile and rail.entry doors in fir and mahogany as well as pine louver products, including pine blinds.

BEL-AIR DOOR CO. is one of the West,s oldest, established door manufacturers, with a reputation for competent service and customer satisfaction.

Among BEL-AIR's proudest achievements are its own line of FIBERGLASS DOORS, an allaluminum stationary LOOKOUT Door Lite, PLAZA Combination Door Units, as well as the Mo-Bel-Air Trailer Door unit. which is produced for kailers and campers.

(6 raised panels)

BEL-AlR's own fleet of trucks

Bel-Air Panel

Complete line of Pine louver Products

F.66

largest stock of Entry Doors in the country

BE[-AlR's modern facility

Alcala

TOP for

Monarch

ANOTHER QUALITY BUILDING

Wood Products, at approximately half the cost of conventional buildings

Yes, San Antonio Construction can build better buildings for less money for you. These attractive buildings will improve yow propeily and are built to last. Using pressure-teated poles which will last 30 years or longer, they

are safe against wind, earthquake, and weather hazards because ol their rigid canstruction. Their improved design meets all building cade requirements and there are no long hraces to interfere .with eqaipment.

flexible design . lr0 foundation necessary . no odor

Fas6 efficlent consfrtction clews ercct tiese shong bulldtngs In a short dme. Original constmction methods and machilreq in' cluding our hydnulic scaffold truck, insure you of top qualtty for lowest co$.

. all poles are cemented to a depth of 6'

o never needs painting-won't rub off on clothes

' insurance rates considerably less-yet full coverage

. all buildings engineered and designed by licensed civil engineers

Frank Ruggieri, Mgr.

NORTHERN DlVISION

Hvry. 99 W. one mile south of Williams, California

P. Ol Box 837 Area Code 916/4735381

Can be seeo at 17600 South Ctusade Ave., Crrritoq C-alif. (32,m0 sq. ft 8ry dear span)

WesternLumber & Building Materials

Publlrhcr A. D. Bell, tr. Edltor Davld Cutler

ContrlbutilnS Edltor Dwlght Curran

Advortlrlng Produotlon i[gr. Marsha Killey

Clrculotlon Ms. Davld Hamll

EDTTOB,IAL OrIICES

WESTERN LUMBER & BUILDING

MATERIALS MERCHANT 18 Dub- Itshed monthly at 6?3 So. Late Ave,, Pasodene, Ca. 01101, Phone (21t) 702-t62S or (213) 701-100E !y Caufornla Lumber Merchant, Inc. Second-class Dostaqe rates Dald at Pasadena. Ca.. ani[ addlttbnal offlces. Adveltlstrig rates upon re- quest.

ADVERTISING O.rI'IGES

NOBTIIEB}T CAIITORNIA & PACIFIC NOBTIIWEST

Jerry Holtr. 58O Market St., #400, San Franclsco 941(X. Phone (415) 392-3it65.

SAN FBANCISCO BII'JNG

OT'FICE

2030 Unlon St., San Franclsco. Ca. 94123. Phone (415) 346-6000.

SOUTIIEBN CAIIFORNIA

Ken Srvccacy, Carl Vlltr, 1385 We!awood Blvd., Los Angelcs, Ca. 9N24. Phone (213) 477-7593.

MOUNTAIN STATES

Frank L BecLstoed Aerocloter, (Denver) 3505 Mlller Court, Wheat Rldge, Colorado 80o3il. Phone (303) 42L-2692. lrEw roBr

Bllllns.loa & Flcko. Inc.. 137 East 36th St,. New York. 'N.Y., 10016. Phone <2U2, A32-L632.

SUBSCBIPIIONS

Chsngo of Addre[-Send rublcrlD. tlon orderr and address chanqes to C'lrculatlon Dept., Western Lu-mber & Bulldlng Materlals Merchant, 573 So. Lake Ave.. Pasadena. Ca. 91101. Incrude addiegs label ?rom recent lsrue lf porElble, plus new address and zlp code.

Bubscrlptlon Ratee-U.S., Canada, Mexico and Latln Amerlca: Ss-one year; S8-two years; Slo-three years. Overseas: $6-one year; $9- two years. Slngle coDles 60r. Back copieb $1.00 when available.

Thc Morchant serves the members o( & Bullders

Phoenlx; clatlon o ntE Asso,rnla. Lor Altos; Montana Bulldlng Mate- rlal Dealer8 Assoclatlon. Helena: Mountaln Stater Lumber Dealerg Assoclatlon, Salt Lake Clty and Denver; Lumber Assoclatt-on of Southern Callfornla, Lo! Anceles; Western Bulldlna Materlal -As!oclatlon, Olympla, Ilarhhgton.

THE TERCIIAIIT

i,s an inilependent magozine, for the lumber onil build,ing moteriale inilustry in the lt Westent stotee, concentroting on tnerchanilbf,n7, ma,nogemant ortil occurate, factua,I newo.

lf you didn't take advantage of adding a Western Pine particleboard to your line-here's your chance. lt's an opportunity that means increased sales and profits. You see, there's just a particle of difference in AMPINE. lt's manufactured from refined Western Pine . it's a low density wood that makes a superior board . a precision particleboard. We'll back up your sales with a complete marketing plan, plus full page national magazine advertising.

lnterested ?

Then complete the coupon in this ad and mail it today. We'll be happy to send you complete AMPINE specifications and a sample. Or write: Fred Farr or Don Mitchell, American Forest Products Corporation, P.O. Box 8220, Stockton, California 95204 (209) 466-0661.

American Forest Products Gorpolation

Yes, I'm interested in AMPINE! Please send me additional information, specifications and samples of your new precision particleboard.

The Big Fish in the Smqll Pond

rnHE recent purchase by Evans Products of the I Hubbard and Johnson properties in the San Francisco area, both wholesale and retail, re' minds us again that acquisition of smaller, multi' unit operations and even one location companies by maior corporations, is on the increase and may well be one of the major trends of the 1970s in the West.

It is not coming about without more than a little noise. Already, many industry organizations have voiced varying degrees of disapproval, not' ing what they see irs an obvious threat to the small, independent operator.

While the biggies may be a threat, and we're not entirely dure they really are, there is no denying that the chain operated mass merchandiser is the most dynamic, innovative foree around today on the retail scene.

What kind of operations the large corporations acquire is a good clue to what these generally able businessmen see as the most profitable retail areas in the coming years. No way are they buying the tired line operations, with their sagging and shabby individual units. That's just not the future. What they buy are the firms that sell the sparkle, know and use advertising and merchandise as if there were no tomorrow.

It's not just because the stores are shiny and new, or seem new, that the corporations buy. They're in there because all the pencil pushers

in accounting confirm what the casual visitor suspects, they are damn profitable.

What has made them so is not magic. It's organizatioq, modern management techniques, and good business sensel nothing that is not available to the independent that he couldn't do, or get a consultant to do for him. A case in point being the excellent new Aaron's Home Center in Bakersfield, Ca., as good a retail lumber and building materials operation as any in the country.

It would be foolish to deny that in some areas an influx of mass merchandisers hasn't caused a disruption in the local market. [n some parts of the West, especially newly-developed areas, the market is so saturated that no one is going to make anv real monev until sometime after the inevitabl! shakeout.

That is all true, no doubt about it. But it does not negate the fact that major corporations are only finding pro,fitable portions of tlle economic map because someone is not serving a market. It is particularly regretable when this is true of the small town indepe'ndent because he is the real expert on the local scene and should have a hammerlock on it if anyone does.

' Before there is too much public handwringing over the "plight" of the independent, we suggest these small entrepreneurs check out their situation with a dispassionate eye. In most caseq we'll wager there is more than enough for all con' cerned to make a profit.

ll)E Campero (l) talking with new WBMA president Chuck Link. 0) Coffee break for The Yardbird, John Kendall. (3) Don Corkum, Matt Mattson. (4) Bert Kinzig, Don Erickson. (5) Stan Be'attie. (0) Bob McHugh, Pete Sylvester. 0) Convention hostess greets Woody Railey. (8) George Borgen. (9) Wallace Bon,esteele.

A PREVIEW FOR ,73

€2)

Big Pacific Northwest c

THIS

year's Western Building I Material Assn. Convention,/ Merchandise ll'Iart had an evolved format that retained some of the old and added enough of the new to provide an impressive assemblage calculated to appeal to the widest possible range of interests.

The converrtion side of the 69th annual. for instance. featured six Resource Roonrs that simultaneously presented in-depth information to the interested on Flome Improvement Time, NAB, wage/price con-

Sfory sI q Glonce

Updated format for WBMA annuaf proves very popular more than one thousand attend

. "Chuck" Link elected new president for'73. next m,eeting is in Seattle . consensus for business this year is favorable.

trols, store display and remodeling, Iiability, fire insurance and OSHA. This while EDP was being demonstrated down the haU by Chet Nortz of the Mountain States Assn. and Jerry Buzzald used videotapes, among other methods. to relate the latest on government affairs as they affect the industry for ldaho, Washington and Oregon.

The seller's side featured a simil. ar diversity, boastirrg the traditional displays in a large hall while also offerin;; displays in various rooms

(10) Bruce MacDonald. Bid Bidwell. (11) Bob Bush, Walt Click. (12) Arnold Kupker, Maurice "Mel" Melberg. (13) Mr. and Mrs. Bill Gordon, Al Richert. (10 Chet Nortr of the Mt. States Assn., Rudy Harms. (15) Bill and Maxine Plett, d,own from Alaska. (16) Duane Lasha, Bob Slettedahl. (17) Harold Beckemeier. (l8l Jack

Peterson. (19) Tom Howell, Bob Tilley, Cecil Lepley. 00) Louis Suiter. Qll Lary Knudsen.

John Fowler. 03) Joe flhe Godfather) Campero accepting the traditional gesture of fealty. Joe must have made him an olfer he couldn't refuse.

in a special section of the Thunder' bird Motor Inn.

It rvas something for everybody, in the best sense of the term.

Elected nerv president of WBMA was C.B. "Chuck" Link, manager of Boise Cascadeos manpower development and communications, from Boise. Bob Bush, Bayview Lumber Co., Gravs Harbor, V'ash., was elected lst vp. Bob is also president of the Congressional lVledal of Honor winners' society. lt.P. "Woody" Railey, manager of Scharpf's Twin Oaks Builders Supply. Albany. Ore., the convention chairmano was elected second W. (.A complete li^st of directors follmus later in the stor"y,editor\.

flesh is heir, it nevertheless drove home the long-way-still-to-go to bring an industry into compliance with health and safety laws.

A working lunch that noon,. Nov. 13, saw converntioneers picking out the roundtable wilh the topic of their choice and organizing miniseminars to discuss the topic. Salesmanship, marketing, safety and legislative were among topics thrashed out over dessert,

Afternoon saw every one go their separate way to the many venues of information discussed above, i.e, Resource Rooms, displays and the like.

George Milne of Home Center magazine spoke next morning on

ntion/merchandise mart

Following a zinger of an inspirational/patriotic kickoff speech by favorite Dr. lleartsill Wilson, h o w OSHA regs are working out in real life got a graphic exposure during the engaging and enlightening talk by Phil Mork of the Wisconsin dealers' association.

Mork used a slide show to relate what he and inspectors had discovered during yard by yard visits. While humorous to the extent of aptly pointing up the many foibles and failings to whieh the human

what he sees as the massive trend to that kind of selling. His illus. trated talk showed some outstanding Eastem retail operations. ClaY Smith, W.J. Conrad Lumber Co., Coos Bay, Ore., cautioned dealers to relate inforrnation they receive on selling and merchandising to their market. He noted several "detours from the main stream" Conrad Lum. ber had made before returning to what they felt they knew best. Tom Lawrenson, p'pneral mgr. of the Ernst Hardware stores in Washing'

ton State, said Ernst is "lean at the top," sets goals every three months, trains employees on the sink or swim method and locate their stores in shopping centers where they can draw on a 50,000 population base. Their average sale, he also noted, is $4, that they don't believe in back' stocking (keep it on the floor), that they advertise heavily and stressed the importance of visiting one's competition.

Economist Dr. Roy Wenzlick, 78, working from a remarkable collec' tion of charts and graphs and giv' ing his 421st convention speech (he began in l92E), said the surest vision into the future was a thorough understanding of the past and whY things had happened as they did. He said population forecasts have most often been grossly incorrect.

In additiou to confirming the conventional wisdom of a good '73, he sees more efficient land use' a serious threat from inflation, radical changes needed in our subsi' dizpd housing Programs, fewer housing starts and a less dramatic increase in pre-fab housing. Total construction spending this year should exceed last year' according to Wenzlir:k.

The following directors were elect' ed: (Alaska) Archorage: Wilbur E. Plett, International Building Stpplies; Fairbanks: William Brand Plywood Supply; (Idaho) Boise: Robert G. Linville, Boise Building Supply; Nompa-Cald.well: R. J. Cald' well, Marsing Building Center; On' nria (Oregon): Calvin Hutchinson' Stunz Lumbet Co.; Lewisron.' Frank G. Rima, Rima-Hughes Lumber & Fuel; Southeastern: John .Simianer, Bestway Building Center.

(Oregon) Portlonil: Winston S. Pool, Pool-Gardner Lumber Co.; North Oreg,on: D. L. Erickson, Erick' (Continueil on Page 8)

(Continued, lrom Page 7)

son Building Supplies; tr4cMinnaille: F. O. Garrigus, Garrigus Builder's Supply Co.; Albany-CormJlis: Dean Meador, Twin Pines Lumber Supply; Eugene - Springfield: George L. Scharpf, Scharpf's Twin Oaks Builders Supply; Sa.lem: William G. McCormick, McCormick Lumber & Millwork Co.: Coos Bovr Clifiord D. Furlott. Umpqua Builiing & Hard. ware; Rose6nrg.' Gordon Gerretsen, Gerretsen Building Supply Co.; Crants Pass-Medlord; Charles J. Kudlac, Valley tumber Co.; Klnmath /aJJs.' Donald Ferguson, Swan [,ake Moulding Co.; LaGrande: J. G. W'hit-

Van Petten Lumber Co.:

Bend,: Carl Backstrom. Backstrom Builders Center,

(Washington) Seattle: John P. Olson, Olson Lumber Co.; EuerettLynnwood: Chuck Cain, Edmonds LumbelCo.; Bellingharn-Mt. Vernon: Ioe Orem, Bellingham Sash & Door Co.; Tacoma: Charles F. Hoenhous, Willows Lumber Co.; Bremerton: Harry C. James, Junction Builders Supply Co.; Olympia-Crays Harbor: Larry Knudsen, Lumbermen's of Shelton; Longuiew: A. J. Feiring, Feiring's Building Materials ; Vancouaer: Lloyd Scott, Washougal

(23) Bob Slettedahl, Art Binford. (241 Curt Kehoe, Phil Bowrnan. (25) Ansel Hyland, Vern Greer, Vern Thomas. P6) Woody Anderson, Tom Lawrenson of Seattle's Emst Hardware.

Lumber Co.; Wena.tchee-Olmnogan: Earl J. Fosse, Brownson Lumber Co.; Moses lnke: Harold Beckemeier, Quincy Lumber Co.; Spokane.' Jerry Williams, Valley Best-Way Building Supply; Yakirna-Sunnyside: William H. Timmermans, Timmermans Lumber Co.; Tri-City: W. G. Kellie, Boise Cascade Buildel Service Center; Walla Wa.Ila.' Bob McPherson. Van Petten Lumber Co.

(Directors at large) Lynn Broadhead, Rockford tumber & Hardware; Donald G. Corkum, Mt. Hood Building Supply Co.; Vern E. Greer, Greer & Thomas Lumber Co.

temore,

CllE0l(ltlc ()UI the exhibits (t) are Ross and Gladys Kincaid. (2) Bud Beil. (3) Bob Hunt, Chet Cowan. (4) Larry Baugh, Bob Thromas. (5) Bob Linville and Chuck Link. new WBMA prexy. (6) Boyd Canoy, Mr. and Mrs. Stan Reitan. (7) Bob Mullen, Roger Baron. 6) Maynard Hoffman. (9) Zack Brandon, ldan lverson. (10 H. F. "Mac" McDaniel, Ted lgl. (lt) Del Blanchard and his daughter. (12) Mr. and Mrs. Earl Fosse. Bill Brown. (13) Cutler Lewis. Dick

Fidler. (14) Woody Railey, Arnold Kupker. {15) Don Erickson. (l6l Vern Greer. Dean Matthews. {17} lane and lke Parker. (18) Wayne and Marie Mattson. (19) Bill and Bob Tiliey, Iom Howell. (20) Pete Sylvester, Sel Vander Wegen, Harold Beckman. (21) Burt Vaughn, Mr. and Mrs. Bob Bush. (22) Don Corkum. Harry James.

Mantifacturers of: I oo'r

TUMBFR: Dimension ' Shelving ' Selects ' Fencing

MIILWORK Pre:finished Moulding & Paneling ./' & PLYWOOD: Paint-primed Jambs & Door Frames..,"

Particleboard lndustrial lteprC ,/

FOREST BY-PRODUCTS: Decorative Bark 'ri-Hour Log" Firelogs

Products available in Ponderosa Pine Supd Pine Douglas Fir Hem Fir Western White Spruyl Incense Cedar THE PROBTEM SOrVrlG COMPANY

5e lling

aspha lt s h ing les

]l7fOST lumber and building ma' J-Yl 1.t1"1" dealers don't give much thought to the possibility of upgrading roofing sales by promoting color. They sell the colors that move best and let it go at that.

Howevero aggressive and imagin' ative dealers successfully use color as a means of upgrading roofing sales

Story sI d Glonce

Asphalt shingles provide dealers with a whole package of profit-loaded features to pro mote. Topof-the-line shingles can last 25 years with minimum maintenance, are classified by UL for wind and fire resistance, and have up-totheminute styling, modern colors.

to builders. And as a bonus, often sell many jobs they would have missed.

Changes of color preferences re-

flect the fashions of the times. Re' member when automobiles were most' ly black? After the first tenuous ex' periments with color, the automotive industry used broad strokes of color on its products to motivate buyers. The same holds true of the appliance industry.

There are fashions in exterior col' ors, too. l\{any of today's homes are decorated in the muted tones that reflect the environment around us. This trend also applies to roofing. There is a strong trend in both multi' family and single-family building toward quality blends of subtle browns, greens, and other colors which reflect nature. There are even up.to-the-minute asphalt shingles that attempt to duplicate the color and texture of wood.

Competition among dealers for their share of the new construction market is keen. But color, many have found, is an effective merchandising tool for selling roofing and other exterior building materials.

Builders are aware of the impor-

tance of design and the "total look" to attracting buyers. Yet many builders are not aware of the new products and shingle designs that can helP them increase curb appeal and there fore, sales of their houses.

Here is where color can play an important role in edging out the com. petition. The average builder needs more information about asPhalt shingles and their wide range of high-style colors and rustic designs. Top-of-theJine asphalt shingles can give a house more charm and indi' viduality, more style and greater saleability.

While there is no pat formula for efiective color coordination of exter. ior house colors, there are some basic roofing and siding fundamentals your builder customers should follow.

ROOF COLOR

The key to proper color coordina' tion is the roof, the largest unbroken visual element. Since a quality roof covering is designed to last up to 25 years or more, shingle colors the builder uses should be capable of blending esthetically with a variety of siding and trim colors. Too strong a color statement on the roof would be self-defeating. The most versatile roof colors are earthtones, basic blacks, grays, whites and neutral blends.

The best advice to offer the build' er on color is to keep it simple. No more t-han three colors should be considered for the roof, sidewalls, and trim. A relatively small number of colors provides harmony and unity. It also makes painting easier. If the builder desires more contrast than the colors themselves provide, suggest the use of texture and vertical or horizontal placements of other exterior materials for additional accents.

When sidewall color is complementary to roof color, there will be a contrast between the twe-but it will be harmonious. On the other hand, when siding color is a lighter value of the same roof color. exterior colors will blend.

(Continued on Page 37 )

r

TEXTUffi on top is today's style. Here are closeups of 4 different top-of-the-line asphalt shingles, each with the new textured loofi. Woodlike graining, staggered butt edges, laminating, deeg embossing and other special effects contnibute to their quality appearance.

Lumber? Higgins has wholesale!

One call does it all for hardwood and softwood lumber for every purpose. Higgins maintains complete inventories at its three distribution centers in Northern California. And Higgins' experienced personnel provides prompt, accurate shipment to help you keep your customers happy.

Higgins operates its own speciallydesigned dry kilns to assure proper seasoning.And acomplete millto run standard mouldings or special sizes and patterns.

So next time call

MOST lumbermen can agree on Ur one thing about 1972. At best. it was a very difficult year.

Some regarded as old-timers are unable to cite any time within the last fifty years to compare with the present. The present was a year in which some prices doubled and tripled. Stock became nearly impossible to get at any price.

Was 1972 the year that lumbermen had looked towards since 1960? Some thought so. The housing boom that failed to materialize all throueh the 1960s finally happened. But when it did, profits were limited by government fiat. What had happened to spoil such a year?

There is no single factor that can explain what happened. Obviously, housing demand was at an all-time peak. Recent figures indicate that housing starts will approximate 2,350,000 for all oL 1972. Those starts would represent about a one-third increase over the best year of the I960s. In addition, as the economy of the country gathered momentum, indus. trial buying perked up as well.

On the supply side of the equation, there were many, many things that hampered a smooth flow of lumber to traditional markets. Among these were log exports toJapan, activities of the Sierra Club, as well as price and profit controls. Log prices were not frozen, nor were profits frozen on any product sold for export. Mills found themselves with price ceilings that they were unable to live with. In addition, the Forest Service marketed less than 75Vo oL the timber that it is permitted to cut. Moreover, a Canadian lumber strike hampered buyers.

LOG EXPORTS

Log exports are expected to reach an all.time high. Although exporrs to Japan declined during 1971, the Japanese became active buyers in 1972. In addition, the Nixon administration concluded trade negotiations that permitted the Japanese to purchase an additional 750 million feet of logs from this country. Thus, it is

expected that exports will soar to 3.25 billion feet this year, or nearly 30/o above recent high figures. Some have pointed out that if the U.S. were to curtail or eliminate log expo,rts to Japan, that these same purchases would be made from Canada, thus directly reducing the amount of lumber that Canadians would be able to ship to Eastern markets in the U.S. Thus, it appears that this country is able to get a better dollar return by selling raw logs to Japan than fin. ished lumber to domestic markets.

During the year, the Sierra Club was extremely active in securing in. junctions that effectively restrained logging in various parts of the West. These injunctions were successful in preventing nearly 2.5 billion feet of timber from being cut. However, these injunctions were thrown out of court in San Francisco durine December. The club plans additionaisuits.

GOVERNMENT CONTROLS

Government price and profit con. trols were another disturbine factor. Various government officia'is have spoken repeatedly about the distor. tions that can be caused in traditional market patterns. In no place was this more evident than the forest products industry.

Initially, the Price Commission placed no profit restrictions on any products sold for export. Prices in the world market were allowed to fluctuate freely in accordance with supply and demand considerations. Thus, producers were able to sell all they wanted into Canada or export markets without incurring penalties from the feds. Accordingly, some lumber that would normally find its way into domestic channels was exported.

In addition, when prices were frozen, some mills found themselves faced with low ceilings on some items and high ceilings on other items. The result was that mills stopped producing items with low ceilings, such as pine boards, and started producing other items with high ceilings, perhaps pine dimension or 5/4 boards. For example, it became possible to bluy 5/4 x l2t' pine commons, which replaced I x 12 pine boards.

Where (when) will

(or) All you wa skyrocketi{ (but were afraid tol

By DIVIGHT CURRAI| Contributing Editor

Story ol q Glonce

Why what happened this past year happened from log exports, price and profit controls by the government, their squeezing off of the vita I supply of raw material, to an outlook for the balance of this year.

One mill reportedly found itself faced with high profits in a production item and rolled prices back. Then the mill cut production on that item to one shift per week. Other mills raised prices, it is said, regardless of controls. When profits were found to be too great, the mill would close down a shift. Another mill supposedly took an 8-week shutdown for maintenance. A third closed down in late November until the first of the year.

Another problem, and a very real problem, was the lack of price controls on logs. Although many say it is not practical to control the price of logs, the Bureau of Land Management, a government agency, showed receipts of $66 million in L972, an increase of $13 million over 1971, on a smaller volume of logs. Thus, the BLM was responsible for a substantial escalation in lumber prices.

FOREST SERVICE LAGS

The Forest Service also failed to do its job as well. On those forests that they administer, the annual cut that is permitted (the allowable) is 13,631 billion feet. Congess appropriated

to know about

I'UITlDer pilCeS

kiyou National Forest in Oregon during Oaober in which the Port Orford Cedar sold at $1,000.05 per MBF, far above already high Douglas fir and Ponderosa pine rates.

OUTLOOK

funds to cut 1I.833 billion feet. Now regional foresters estim4te that they will sell only 10.6 billion feet, or 3 billion feet less than is permitted.

Another problem is the ability of the Forest Service to set any price it wants on the stumpage that it sells. In fact, prices were set so high on certain timber sales in Oregon last summer that mills did not buy the stumpage. Random, Length:s also reported on a timber sale in the Sis-

Canadian mills also faced a prolonged strike during the summer months. Although Canadian mills' do not normally ship their product into Western markets. the strike caused distortions because it caused Eastern buyers to purchase lumber either in greater quantities in their normal areas or in other production areas than they would normally consider. The scope of the problem can be seen because Canada will normally prodwe 25/o of all lumber produced in North America each year.

1973 is expected to be another difficult year. Most economists and in' dustry sources expect at least two million starts. It is expected that mortgage interest rates will remain low enough to maintain a healthy pace of homebuilding and none seem to expect a credit crunch. In addition" jobber inventories are very low as opposed to L972 when wholesalers had sizable inventories. Many predict a shift from apartment building to single-family. Though there are some soft spots in certain areas or regions, most view 1973 with optimism.

At the present time, 1973 looks like another year of shortages.

Store layout techniques

DESIGNING the inside layout of a new store is as

much of an art as a science, and one of the best at this art-science is the Angels chain of home improve. ment centers.

This new 50,000 sq. ft. operation in Long Beach, Ca., is a graphic demonstration of how one of the best in the business creates the kind of atmosphere they want.

Soft, or neutral, colors are used as a backdrop to vivid accent colors in defining areas or departrnents. Brilliant signs also highlight ideas or features Angels want the customer to know of or react to. Gondolas are mostly uniform in height, densely stocked and often con.

tain ample backup stock. The firm doesn't believe in big storerooms, they want it up front so it will move.

Store advertising, through flyers and newspaper ads, ties-in with store signs and demonstrations, especially in giving a big play to price leaders. Inventory has expanded from the original lumber and building materials concept so that today, Angels doesn't bat an eye at offering phonograph records, automotive parts and other far-afield items.

Manager of the big new Do-It.Yourself Center is Ken Lindley, Bernard Wood and Harry Winship are asst. managers.

0lsTlNcTlYE ct0rHEs identify clerks for cus- below fireplace displays, use of Amenican tomers,. (ton loft). vesls-.for men, smocks for flag in stoie. signing fl6wer lelO blasts home the girls. Promotional flyers are stacked in- store name, us6 simaller, hansins sisns to side information booth for distribution. identify departments, thd idei 6f birgain chains. in certer. foreground (top. right) sus- pricing and'name brinds, i.e., stanley Tolli, pend lamp in ligiting dept., note inventory Skil and Rubbermaid. Exterior sales'are iri

this central plaza (lower righ0, displays feature bulk or odd size items such as lumber. sacted goods, ladders. Both grocery type and panel type shopping carts are seeh liired up, ready to goi thousands of small banners overhead give store a festive, fun look.

Evsns Buys Hubbqrd & Johnson

Evans Products Co. plans to buy Hubbard and Johnson Lumber Co., a building materials retailer on the San Francisco peninsulg according to Wesley L. Hubbard, president, and Chester I. Johnson, vp.. of Hubbard and Johnson, and by Mike Grossman, president of Evans' retail group.

Terms of the transaction, which is expected to close in February, were not announced.

The agreement marks Evans' entry into the rich Cali fornia retail building materials market. Evans presently operates a chain of over 180 building materials stores in eastern and mid-western states. Hubbard and Johnson operates three retail building materials stores, one lum' ber yard, and a roof truss division, serving contractors, consumers and homeowners in the San Francisco metropolitan area. Management of Hubbard and Johnson will continue to operate the chain as a part of Evans' retail group.

With headquarters in Portland and operations nationwide, Evans has western facilities in Corvallis, Ore.; Seattle, Spokane, Aberdeen and Aloha, Wash.; Corona, Santa Ana, City of Industry, Los Angeles, San Francisco and Elk Grove, Ca.; Boise, Idaho; Colorado Sprinp and Englewood, Colo.; and Phoenix5 Ariz.

Northwest Hqrdwood Annuol

The seventeenth annual meeting of the Northwest Hardwood Assn. in Portland, Nov. 16-17, was very well attend. ed. More than 163 attended one or more sessions.

A. G. Powell, Cascade Fibre, was re-elected president. Jack Higgins, J. E. Higgins Lumber Co., San Francisco, was elected vp., and Eugene M. Nist, Tacoma Box & Lumber Co.. was reelected treasurer. Three were chosen as members of the board for 3-year terms. They are John W. Allen, Bloedel Timberlands Development, Inc.o Bainbridge Island, Wash.; Cecil Frazier, Great Western Lumber Co., Everson, Wash.; and Warren Morris, International Paper Co.-tong-Bell div., Longview, Wash.

Holdover Directors are Del H. Barton, Barton Wood Products, Lynnwood, Wash.; A. Bremner Jr., Export Pacific Inc., Tacoma, Wash.; Dick Lambert, American Forest Products Corp.o Cerritos, Ca.; Jack Roseo RossSimmons Hardwood Lumber Co6 Longview, Wash.; Stan E. Sherwood, Alder Mfg. Inc., White City, Or.; and Mike Starling, Tumac LumbelCo., Portland, Past President, Charles L. Slocum, Pacific Coast Hardwoods, Inc., North Portland, remains a member of tle board.

Builders Tolking Substitutes

In an efiort to show their members ways that they can use less wood and plywood, with an eye to cutting demand for wood and hence the current level of prices builders now reluctandy p"y, the National Assn. of Home Builders is offering their members a manual entitled, "Ahernate Materinl,s lor Wood and Plyunod, in Homns."

Examples are light gage, cold rolled, formed floor joists; open web steel bar joists; precast concrete joistso hollow core floor planks and a recently developed alu. minum floor joist system.

Exclusively for California . .

to more and more California dealers and distributors. For year around supplies of dimension lumber and precision-trimmed studs, depend on D&R.

tast, regula ocean s[ipmcnb by barge from Southern Orcgon and Se Columiia fliver direct to Southem California.

llou, oyer 5,{tr0,000 feet of dimension lumter and studs monthly menufactured especially for Southern Calitornia construction needs.

lil ilctt mdd agpreciate an opportunity to tell you how you and your customels will benslit from using dependatlc D & R dimcnsion and studs.

You can reach bim ty calling 872-1280 or 783{l5tf4.

A.

IIETH, Lumber $ales

Hemlocl Studs from Warrenton Lumber Co., Warrenton, Oregon

Big new baby: Louisiana-Pacific

Organization of a new plywood, pulp, particleboard, lumber and timber company with more than $300 million in assets has been approved by stockholders of Georgia-Pacific Corp. and ok'd by the governrnent.

The plan sets up an independent Louisiana.Pacific Corp. with approxi. mately 20 percent of G-P's assets. It meets provisions of a settlement order filed earlier by the FTC following a series.of fact.finding hearings.

G-P common stockholders will re' ceive one share of L-P for each four shares of G-P held on the record date, which was expected to be January 5, I973.

The spin-ofi involves 48 plants and mills nationwide, although the FTC sought divestiture of only eight. Plywood plants and timber ownership in both the South and East are involved.

G-P will continue its immediate and long-r'ange growth program after the spin-off with more than $1.6 billion in assets, 170 plants and mills nationwide, in Canada and overseas, and its international sales network. stockholders have been told bv R. B. Pamplin, G.F chairman attd chi.f executive officer. The company's present dividend policy will be maintained.

In addition to being a major plywood manufacturer, new L-P also will be a significant factor in pulp, lumber, particleboard and kitchen cabinets, "and should be a highly competitive growth company," it was indicated.

Louisiana-Pacific has been in full operation as a successful whollyowned subsidiary nearly three months under provisions of an agreement

reached initially with the FTC staff after its series of federal hearings held around the nation last summer. The spin-ofi separates L.P completely.

G-P retains all of its growing paper and chemical operations and most of its pulp manufacturing, but will have a somewhat smaller percentage of building products initially in its product mix, it was explained.

L-P at the time of spin.off into an independent competitor will resemble G-P of I0 years ago in earning capacity and growth potential, it was noted.

Pamplin said "it is obvious the FTC has won more than it sought under the original divestiture proceedings. However, the rights and potentials of our stockholders and employees have been protected by this settlement."

f ET'S sell reality in '73. And, let's rJ be realistic on how best to sell it.

Too often in the past a building materials manufacturer put together a comprehensive program that fell flat in the marketplace because it overlooked the function of the wholesaler or dealer. Or, it might fail to take into consideration the current consumer mood,

If sales are to be made at retail, the "package" must be strongest at that point. We know tlat homeowners are more interested than ever in improving their houses, but we have to make it easy for them to visualize the end result. They have to be able to relate to their own home.

This is where sales often develop a hitch. Too much is left to the dealer or counterman, who often is too busy to devote much time to a prospect, especially in the evening or on a Saturday when traffic is heaviest.

Homeowners planning a project come in with a long list of questions, and they should if they have done their homework and want a first class job. Even if they have narrowed their choices down, they have specific questions:

"How much does this pannling cost?"

"Do you haoe samples ol the oarious colors?"

"How much would it take to d,o our rootn?"

"What would be the total cost ol rnateri.als?"

"How d,o you iwtall the paneling ouer old, walls?'

"Do you haoe instalhtion sheets tha,t we could, see?"

The list could go on and on. In most cases, all of this information is available. But, unfortunately, not in one place. Working with our headquarters staff, after discussing the problem with wholesalers, dealers and our own Marlite salesmen, we decided to attack this problem head on. Like most manufacturers, we have had displays, estimating charts, price lists, brochures, banners, etc. They did not fit together, however, in one coordi nated unit.

After many trips back to the drawing board, we introduced our decorator panel center, which has scored an immediate hit with dealers because

Let's Sell Reality In '73

by [. Roger Plauche director of marketing Marlite Paneling

it includes so many of the answers to frequently-asked questions. It helps pre-sell consumers before the salesman even begins talking to them.

The decorator paneling center features our l/*" panels on one side. The header spotlights our new Sarona series. which can be utilized in almost any bathroom decor. It also 1is the featured paneling in our new tubrecess kit. In addition to actual samples, there are full-color pictures of attractive room settinp so that the prospect can see how the paneling looks when installed. Another section -entitled "You Can'Do lt"-shows the do-it-yourselfer how to install the pa.nels. A "wall estimator" section also is included.

The same basic approach ftor 7/E" plank material is used on the reverse side of the free-standing unitn where emphasis is put on easy -installation of "mini paneling"-16"x8'plank. A literature rack is included.

We feel that the decorator paneling center gives the dealer an excellent vehicle to increase his home handyman business. A generation ago most people thought of the do-it-yourselfer as the fellow who couldn't afford to hire someone. The quality of his work was not thought to be acceptable. Then more people became interested in cabinetry and later branched out into home improvement projects. Today, with the combination of high labor rates and lack of skilled people, we find families tackling all sorts of pmjects. And, the emphasis is on quality. They are brand-name conscious.

Although families are watching

Story dt a Glonce

How one company attacked the problem of explaining installation of paneling to customers, without really taking the time to tell them.

their money more closely than ever, home handymen are interested in quality. They want to be proud of their homes. They don't want to spend a lot of time cleaning and replacing. They want to enjoy their leisure time. Although price is a considerationo it isn't necessarily the primary consideration. First of all, they want a product that will do the job they have in mind. If they want a textured panel, or a special pattern, they know they will have to pay for tle technology and engineering that goes into the production of that panel.

Brand-name products, especially those supported by national advertising and in-store displays, continue to rate high with the home handyman. People want to know that a good company stands behind the product they buy and will step in if there is any problem. This, of course, also gives the dealer the insurance he is looking for in today's competitive marketplace.

The ultimate sale is made between the dealer and homeowner. We feel that the job of the manufacturer is to make that sale as easy as possible for both sides. That's why we feel that our new promotional'aids will help sell reality in '73--and at record levels !

D espite a N ixon administration campaign of jawboning to inhibit upward moves on interest rntes, tlre prime rate has risen to 6/o from its earlier 53/+% mark; the lrrime rate is Lhe minimum interest r&te banks charge their best customers financial forecasters have so far been mum on what, if any, fulure hikes might be in the offing .

The Federal Trade Commission has expanded its inuestigation ot' the lumber and plywood industries, bearing down particularly on major Southeastern producers and their rau material pro(urement practices. . earlier announced probes by FTC, IRS and the Cost of Living Council are proceeding.

Carolina Pacific Pl1'wood, part of Southwest Forest Industries, has been ordered by the Price Commissir-,n to cut iheir prices and relund oaercharges to their customers; firm attributes the violations to a "misinterpretation of Price Commission regulations" . ., Douglas County Lumber Co,, Roseburg, Ore. has rolled back their price increases and has agreed with the PC to ref untl some 8l .l million to customers ,

The N'tl. Assn. of Home Buitd.ers, in addition to appealing to the White House to curb log exports in an effort to lower lumber prices, has directed its legal counsel to check into possible legal actions against the lumber and pl.ywood industries regardrng prtclng

The Arizona Lumber & Builders Supply lssn. has moved to 5717 No. 7th in Phoenix West Coast Lumber Inspection Bureau is in new quarters on 6980 S.W. Varnes Rd.. Portland

. Strong-Tie Structures, a Simpson Co. subsidiary, has moved from Santa Fe, Ca. to nearbyBrea...

Egland Lumber, Bakersfield, Ca. is rebuilding after a $300,000 fire that completely destroyed 131/2 M sq. ft., fire was 3rd major No. Calif. blaze in the last 90 days . . . Lindal Cedttr Homes, Seattle, has bought Tacoma's Mutual Fir Calumn Co., R/W Specialtics, Denver, bought Mutual's spindle turning equipment, no prices revealed . . Bohemia 1nc. is the new name for Bohemia Lumber Co.; wide range of corp. activities brought on new name...

Schuch Components Systems, Inc. is a new bldg. components firm in Clendale, Ariz. . Bloedorn Lumber Co. and their associaIe, Torrington Lumber, recently hacl a joint meeting to explain their new centralized acctg, progrems to corp. people at their new Torrington, Wyo. offices; they have closed their Denuer ucctg. office ,

Lum be r land,, I nc., Harrisburg, Ore. hopes to get back to something approaching t'ull actiuity following steps by Relco-Nevada, a Lake Tahoe firm, to reopen its {acilities . EIof Hansson, In,c.o the Swedish import/exporter, recently added a new particleboard line ancl beefed up delivery svc. at their Compton, Ca. warehouse Payless Cashucty has recently opened two new New Mexico stlres, 9900 Montgomery, Albuquerque, NE and Santa Fe directors of both A. I Industries, L.A., and Chesapeake Industries have OK'd their proposed merger, now it's up to the stockholders . . Welch and Bresee, Oakland, Ca. bldg. mtls. wholesalers, recently bought Peninsula Door

Builders Emporium plans to open l0 new stores in the West this year . . Cashway, Inc., EI I)aso, Tex. has bought land for a new store in Salt Lalte City; hopeful opening d,ate, 1974 . . Tri-Mac Panel Products is a new Portland office wholesaler involved in the ma,n,u{acture, import and sales of decorative wall panels . .

Housing start figures continue to be the impossihle dream, Nov. figures are running ahead ot' the cornparable f,gure a year earlier and were 2,445,000 compared with Oct.'s 2,4135,000 on a seasonally adjusted annual basis mobile home figures are not included in the Dent. of (.ommerce tabulations . in Cali{ornia. starts declined in, Octcrber, but bldg. permits moued up; for the 3rd mo. in a row, single famiLy units accounted for more than 1/2 the total . .

Preliminary figures for S&I ualume last year sh<-rw an all-time high: total gain in saaings were atrout $33 billion with lending uolume toliping th'e year earlier figure by an impressive 35% rail rates for lumber to Pacif,c Southwest territory (Ariz., Ca., Nev., N.l!{. and parts of Utah) from Pacific North Coast origins have been rolled back to the level befnre Feb. 5, 1972; action is said to be the result of truck conlpetitian . .

C-P's nerc regional buying offit'e in the City of Inclustry, Ca., set up late last year mainly to buy for the firm's 14 distribution utarehouse.s, is clicking right along, despite a hectic market; Ilob Riggs is the mgr., operation is part of C-P's western regional lumberdiv....

Wltite Front Stores, a big lVest Coast cliscount operation, is closing 2l ot' its 37 stares, most o{ them in No. Calif.; paren,t firm lost $3.5 million last quarter.

Figure out for yourself how much poneling profit you could moke selling rhe high profit spreod in the Abitibi line vs. ihe low priced cheopies.

COSTS OF HANDTING PROFITS FROM SETLING 4x8 PANEUNG JUST ONE 4x8 pANEI.

Lobor costs to order poneling; lo inventory ond hqndle it when it orrives; to put it out for disploy; to figure o competitive selling price; to help customer select o pottern; lo hondle it qfter the sole; to exploin how to instoll it.

TOTAT COSTS l-... .......-.-

Low Priced Abiiibi 8O9* $2.3O**

*Averoged pennyprofit.

* *Averoged dollor profft per ponel over entire Abitibi line bqsed on. overoged selling prices in lhis oreq.

TOTAT PROFtTS 1.....--.."..-...

PnoFrTS $.---... .-...._

WFW Aa

^'-|EmBlt

Distribvted by:

Globe Internotionql Globe lnt'l of Arizonq Los Angeles, Colif. 90034 phoenix, drizono B5OO5 {213t 870-64s6 160212s8-4941

Globe Int'l of N. Colif. A. J. Johnson & Co. Son Jose, Colif. 951 l2 Tocomo, Wosh. 99401 (4081 998-3300 .2061627-4186

GALEN BAR

JANUARY

Los Angeles Hardwood Lumbermen's ClubJan. 11, meeting, Briars Restaurant, City of Commerce.

Iloo-Eoo-Ettc Club No. 10-Ian. 11, Monthly mceting, Quality Inn, Los Angeles International Airport.

Los Angeles Hoo-Hoo Club 2-Jen. 12, rneeting, palos Verd'es Country Club, Palos Verdes.

Spokane Hoo-Hoo Club 16-Jan. 11, meet with Rotary Club, Ridpath Hotel, Spokane.

Lumber Merchents Assn. ef No. Calif.-Jan. 14-.16, top management semina,r, Asilomar.

Oakland Hoo-Hoo Club 39-Jan. 15, 4th annua.l Follies, Plaka'Taverna, San Francisco.

Netional Assn. of lMholesaler-DistribrtorsJen. lZ-19, annual meeting, Acapulco, Mexico.

Tacome Lumbcrmen's CIub, Inc.-Jan. lE, rueeting, New Yorker, Tacoma, Wash.

Shesta-Cascade Hoo-Hoo Club 133-Jan. 19, Concet & Celebrity Nitc, Riverview Country Ctub, Redding, CaCalifornia Gift Show-Jen 21-26, Biltmore Hotel, Los Angeles.

Spokane Hoo.Hoo Club 15-Jan. 25, Concat, wholeselels' nite, place to be announced.

Srn Joaquin lfoo-Iloo Club No. 31-Jan. 27, Ladies Night Gourmet Dinner, Imperial Dynasty, Hanford, Ca.

FEBRUARY

West Coast Lumber Inspcction Burcau-Feb. 2, annual meeting, Benson Hotel, Portland.

Spokane Hoo-Hoo Club 16-Feb. 2, noon meeting, Stockyards Inn, Spokane, Wash.

Tacome Olympia Hoo-Hoo Club 89-Feb. 6, meeting and past presidents' night, New Yorker, Tacoma, 'Wash.

Sierra-Cascade Logging Conference-Feb. 8-10, Cal-Expo., Sacramento, Ca-

Imported Hardwood Products Aesn.,Feb. 14, annual meeting, The Inn, Rancho Bernardo, San Diego.

Western Wood Moulding & Millwork ProduccrsFeb. 14-17, semi-annual meeting, Kona Surf Hotel, Hewaii.

Tacpmr Lumbermen's Club, Inc.-Feb. 15, meeting, New Yorker, Tacoma, Wash.

Los Angeles Ifardwood Lumberxren's ClubFeb. 15, meeting, Briars Restaurant, City of Commerce.

Montane Building Materiel Dcelers' AssrLFeb. 15-17, annual convention, Northern Hotel, Billings.

Imported llardwosd Products Assn.-Feb. 15-17, convention, The Inn, Rancho Bernardo, San Diego.

Shasta-Cascade Hoo-IIoo Club 133-Feb. 16, Red Bluff meeting (place to be announced).

Spokene Hoo-Hso Cbb 16Fcb. 16, family Valentine party (place to be announced).

Lec Angelee Eoo-IIoo Club No 2-Fcb. lf, Valentinc's Day Party, Queen Mary, Long Becch.

'Wcstern Stetes If erdtrare/Houscwrreg Show-F eb. 25 -27, Brooks Hall, Civic Center, San Flancisco.

Oakland IIoo-Hoo Club 39-Feb. 26, "14"., the Sierra Club," Blue Lion, Oakland.

Oregon-Pocific Industries F-resno, Colif. 93721 Portlond, Oregon 97207 12091 233-4567 lso3t 224-4s25

Butler-Johnson Corp.

Butler-JohnsonCorp. Tri-CountyWholosolcCo. Socromento, Colif. Venturo, Colif. 93023 19161 452-1252 l8o5l642-6724

iAARCH

Amerken Tlholcerlc lferdrerc Co. Srlrc Gelexy-Mrrc-h 4, dcalcr hardware & sporting goods show, Aneheim Convention Center, Aneheim, Ce.

Tecenre Olynpie Hoo-IIoo Chb No. t!-Merch 0, mccting and pest prcsident's night, New Yorkcr, Tecome.

Western Wood Products Assn.-Merch 0-i, Spring mcct, ing, St, Francis Hotel, Sen Frencisco.

frIp4

Westmark '& Assoc. (408) 25e-1800

Butler-Johnson Corp. Soles Agents, Son Josc, Colif' 95133

Spokrnc Hoo-Hoo Club lG-Merch E, llrnuf*turcrs nitc, (place to be announced).

Los Angclea Hrrdwool CluL-Mrch 1t, monthly meeting, Briers Rcstaurant, City of Cornmcrcc.

THE SOUTHLAND

By WAYNE executive vice president

66\fOUR, prices are out of line."

J. fitese are tlte words that every lurnber salesman, every lumber dealer has heard for years from his customer€. It was a standard phrase in the slow building years and it is still a standard phrase in peak building years.

In late 1968 and early 1969 the lumber dealer could point to g'overnment statistics and say, "See all those thousands of board feet of logs going to Japan? That's the cause of our high prices." And to a certain extent the excuse was legitimate, for there were many more thousands of board feet of logs going to Japan at that

point in time than there had been earlier, and prices were prredicated on what the mill was pa.ying for logs at auction. Then the Morse amendnent to a foreign aid biU slowed down sales to Japan, and lum'ber prices dropped. Again in 1971 prices began to rise. Concurrently, there was an increase in purchases by Japanese interests. Also there was increased demand from the housing market and reduced availability of raw material because of a reduction in the allowable cut by the federal government which contnrls over 60/o of all commercial timberland. Add to this price control regulations, which are not really workable, and you have all the ingredients for a confused market.

Hence the statement by the purchaser, "Your price is out of line.

ByR.v.PETER'EN T9 executive secretary

assumption of full responsibility by the state, the following stag:es are involved:

That is more than I pa.id months ago. Haven't you heard about price control ?'

Every reta.iler and every wholesaler in the West is acutely aware of price control, but examine the facts about his price.

The retail price is based on the cost from the wholesaler. The wholesaler buys from a mill. Now the rules say that neither of the first two pa.rties can raise their price on a given item except to reflect additional cost of that item to thpm, So, assuming each of the entiti,es mentioned adheres rigidly to the rules, the only price increases they are allowed really reflect the n-ill cost.

By going to the mill level, it can be seen that the manufacturer is allowed to raise the price of a given item to reflect increases in raw material costs only.

Mills today are buying logs from the government at prices that exceed previous purchases of the same specie log just a short time ago by 50-60%. On the assumption that such a price increase is passed down the line, each intermediate step would be entitled to a sizeable increase in price.

MONTANA is now one of two states

*'- started "toward ultimate assump- tion of full responsibility for the job safety and health protection of 200,000 employees in the state,s private and public sectorns."

This is the result of a recent signa- ture by Secretary of Labor James D. Hodgson of Montana's plan for job safety and health under the Occupa- tional Safety and Health Act of 19?0. H-odgson calls the plan ,,a new type of state-federal partnership in worker protection."

For a three-year period leading to

o Introduction early in 19ZB of enabling legislation.

o Adoption of federal job safety and health standards.

o Enforcement of the new standards to begin in November, 19?3, by an initial staff of 2b inspectors.

o Establishment of a Montana Occupational Safety and Health Administration (MOSHA) Review Commission

Involved in the development of the

So when the urge comes to make the statement, "Your price is out of line," think that it may be higher than it was previously, but it only reflects the increasing cost of raw material - a cost which conceivably gets higher until as an industrycontractors, builders, material suppliers and manufacturers; i.e,, the Construction Industrywe decide to pool our respec- tive expertise, take the case to the Congress, and point out that unless:

1. Specific steps are taken to alle(Coniinued an Page 36)

Montana plan was an advisory committee of labor and management consultants and 9192,000 in federal grants issued by OSHA. Montana will now be elig"ible f.or 5O7o OSHA grants toward operation of the program.

Meanwhile, efrorts in T[ashington continue toward development of more practicable, acceptable rules and regulations unde,r the act.

By R0SS KINCAID executive vice president

66rnHE best convention we've ever r had!" This remark was oft repeated by many of the 1,000 plus who attended the 69th Western Convention/Merchandise Mart, Nov. !2-14 at the Thunderbird Motor Inn, Port'land, Ore.

Dr. Heartsill Wilson, returning to WBMA's convention kickoff podium for the third time, made his greatest audience impact with a stirring message that implored our people to "stand up and be countedt' in resisting the "forces" that threaten America's continuance as a gteat nation. The five "forces:" (1) Immorality of the people; (2) Breakdown of law and ,order; (3) Denying of a God entity;

({) Financial irresponsibility of the government; (5) Polarization of the population.

When these five forces have been present, every preceding civilization has toppled. No wonder Dr. Wilson brought tears to our eyes . . . It is time to become involved to stand up and be counted for what we believe in . . . if we want the United States of America for our youngsters!

Elected to WBMA's 40-Year Club and recognized "in absentia" were E. E. LeValley, Bellingham, 'Wa., past president of WBMA and W. A. Cochrane, Millwork Supply Co., Seattle.

An unusually high percentage of board members met during the annual meeting with the following highlights:

(1) Developed for submission to NLBMDA the problems faced by dealers as a result of forest product

THtr ARIZONA

By FRANK DAVIS executive vice president

fHE association office has been very * busy the past month after making a decision in November to relocate the association offiee. We had simply outgrown the old location. An ofrce site was selected to suit our needs and remodeling was done in November a^nd we moved to our new location on December 2.

The new ofrce is very beautiful and designed in a functional manner to make our work more eftcient

The new address is 5?1? No. ?th St., Suite 208, Phoenix, Arizono 85014.

A very successful selling skil!s worksho'p was held in November with 33 employees of our members in attendance.

The group was made up frcrm all segments of our industry. firis will be a yearly program of our association with another 3ne pJr""_"d for this year.

The second quarter board of direc. tors' meeting was held in Phoenix December 13, with twenty-seven members present.

We had a full slate of business with all committees making repor"ts on variow activities of association prlograms. Al Schechter, Sunset Lumber Distributors, was elected as 2nd W. to re-

shortages and escalating pr.ices.

(2) Elected directors and officers (gi .O.pproved the 19?3 ?0th Convention/Merchandise Mart to be held at the Olympic llotel, Seattle, Nov. 12-15; -,

(4) Approved an Alaskan Marketing Conference (convention type) in Anchorage, Feb., 19?4.

(5) Approved an architcctural drafting course by correspondence offered by a highly trained draftsman and teacher, Keith Kluis of Pipestone, Minn. This program has been tested and endorsed by several midwest associations and is offered in three plans.

Not on the coat-tails of President Nixon but on his own merit and usual "meet the people" handshaking effort, Bert Kinzig won his first political office, mayor of Scappose, Ore. He will serve two years beginning January 1, and as his close friends have noted . . "Look out Portland, you may be annexed before Bertts term is up!', Bert and Elsie have asked that we convey their thanks "to each and every member and associate of WBMA for the wonderful year that we have had the opportunity of sendng as President and the first lady. I only wish that each and every member of WBMA could have this truly distinctive honor. It is a great experience in being able to see and meet these wonderful WBMA members!,, The Young Westerrret's Club is planning its second meeting, to be held this month. YWC president, Larry Knudsen, encouragea fi.rms to enroll a young staff member. The only qualifications are that the individual be under the age of 36, and possess the desire to improve, learn management skills, and eventually assume an executive position. There are no dues. Expenses for attendance at meetings would be the only cost-a cost WBMA feels you would find justified.

place Morris Turken who is no longer in our industry.

New members voted on by the board are Building Component Industries and Freeway Lumber and Materials Inc., Phoenix.

NPA Elects New Officers

Ncw officers elected at the National Particleboard Assn.'s annual meeting are George Swindells, Duraflake Co., president; 'Don Stow, Cascade Fiber Co., vp.; Harold Maxwell, Temple Industries, treasurer. Rich Stewart, Weyerhaeuser, and Gene Tower, Southwest Forest Industries, were elected to the executive committee.

At the meeting, NPA executive director Robert E. Dougherty noted, o'The industry has never been stronger. Production for the year 1972 is estimated to be over 3.6 billion sq. ft. (3/4" basis) with all markeis showing great strength."

New production management, technical and promotional programs were approved for 1973 with emphasis on the structural applications for which particleboard is suited. Funds were approved for technical studies in this area along with programs aimed at developing standards and gaining code approvals.

lmporters Tuning Up for Feb.

The l7th annual meeting of the Imported Hardwood Products Assn. is scheduled for Feb. 14-17, at The Inn, Rancho Bernardo, Ca., according to managing director Charlie Schmitt.

The meeting will be called to order on the l5th and will begin a packed schedule of informative and enlightening events, according to Schmitt. The reception and annual banquet will be Feb. 16.

A golf and a tennis tournament are again popular, scheduled items at the gathering.

ltrA

mcws & tr v[@ws

HATRY ,\ ENDENHALL cxccutivc

vice presUrnt

Lurnbcr llerchont: Arrociotioa of Northcrn Colifornio 4t,ll ll Cmlm lrl, Srllo t 1g Afl*, C.. ,{J2j2 (||tl t4r-lat7

fT ir rcedily eppercnt thrt thc lumI lcr end building rnrtcriel indurtry will continuc its growth, divcrsificetion end economie importancc. fitis iB pretty much e fect. The fiction lnrt of thc perpctuation of the indurtry ig thc retcntion of the industry by indcpcndent dcelers.

Do-overything-yourself has bccomc e popuhr putime. Projccts from euto repairs to homc rernodeling havc bcen forced on the consumcr because of the continuing escaletion of wages. The semc comperison holds true for almost everything the eonsumcr must meintain'

Lergc U.S. corporations rceognizc this chenge in consumcr habits and ere continuing to acquire building metcrial outlets aeross the nation. Thcrc is no doubt thet lergc volume merehandisers ere here to stay, although somc will fell by thc wayside during the frcquent leen yeers thet are common in this industry. Another faet thet is unpleasant for us to feec is the yearly closing of rp- proximately 1500 independent dealers acrosc the nation. wHY?

There are meny reasons too numerous to expand on in this column, but failurc to keep up with the competition is e major reason. If you total the avbrage age of ell owncrs and employees of the independent lumber yards I believe you would be surprised. I should not call thig an entiquated industry but it has become one in meny riesPectS'

The independcnt deelerg who arc surviving and showing a profit in today's competitive market havc mainteinod a flow of ncw and young blood in the industry, and have provided e spccific portion of thcir operating budgct rnd time to edueation, rccducation, and rcfresher training.

Grented, the building meterial industry seems to have lost some of its glamor in recent yeers but is thct our fault or the fault of the rest of society? This industry is onc of the few rcmaining that still hes a great proportion of indepcndcnt deelers but wc are losing rapidly. Each individual owner/manegcr must pull in romc young blood with leadership potcntial and concmtrete on the devclopment of this individuel.

The Westcrn Building Mrteriel Assn. orgrnizcd the Young Westerner's Club and the Lumbcr Merrhents Assn. of Northern California organized an independent, chaptcr of this club for the exprcss purposc of dcvclopieg through training, sociel intcreourse, and aesignment of responribilities, young men to rssume opcrationel responsibility of thc industry.

You, the owncr/menager, must support this rctivity if you are to maintain a nucleous of leedership in the industry. Select candidetes for this club and notify your rcspeetive acsociation. Provide them with the time and funds to attcnd the schcduled mcctings and abovc all, let them know you are intcrcstcd in their training.

0nthe ballr.r

Redwood, pine, hemlock, cedar and fir* are right up our alley. One call to Hobbs Wall gets the ball rolling at once. lt puts you in touch with the output of over one hundred Western mifls...for the right grades at the right prices, and the right delivery for you.

"CIEAI fl l' DIY & elEEll. B0AiDS. STUDS. DllrlEl{Sl0ll.TllillEn CUTTIXGS

Monufacfurers of Quolity Foresf Producfs

New Sqn Diego AFP Offices

American Forest Products Corp. has opened its new offices at their distribution yard in National City, Ca.

Nearly 20 employees are officed in the new two.story building made of heavy cedar board on board from AFP's own Mt. Whitney sawmill.

The building also boasts a large showroom, displaying plywood, mouldings and all the center's other products.

National Gty manager M Boies, who opened the National City yard 20 years ago, hosted a buffet for various local dignitaries, coqporate executives, customers, suppliers and local competitors.

From corporate HQ in San Francisco were AFP president J. T. Guyol, exec. vp. J. A. DeMaria and exec. vp. J. L. Ford.

One of the three largest lumber yards in San Diego, California's second largest cityo National ,Gty's AFP business primarily caters to the housing market and building construction lumber. Douglas fir is most popular -plywood, particleboard and millwork from AFP's own plants are also supplied.

Evqns Plqns West Coqsf Stores

Evans Products' chief executive Monford Orlofi says they plan to open 30 new stores this year and that an undisclosed number will be on the West Coast.

He said he expected housing starts of about 2.1 million this year. Evans expects, he added, to become the biggest building materials supplier in the U.S. by mid-1973.

.Ofrice: Corttiag Plzntz Paskenta

W*lcrn lunber ond Buildlng lloterlols ilEICHANT

El{J0YlNG open house (l-r) John Ransom, asst. mgr., National City; Bill Eicholzer, building materials div., Rialto; Jack Ford, exec. vp. and Ed Boies, mgr., National City.

Weslern Stotes Hordwore Show

The 24th Western States Hardware' Housewares-Paint & Garden SupPly Show is all set for Feb.25'27, Brooks Exhibit Hall, Civic Center, San Fran' cisco. This popular trade show has been designated a 'must' by both manufacturers exhibiting and buyers who want to see and buy new prod' ucts, merchandising aids and Promo' tions.

Over 600 manufacturers will be represented, with merchandise lines in the thousands on exhibit at the show, sponsored by the California Retail Hardware Assn. According to K. B. Jacobsen, show mgr., pre-show interest is very high with many new ex' hibitors taking booth space to present their products to retail buyers in the big Western market.

Buyers will see the latest 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.

Retailers will be looking for new merchandise and new ideas and sales aids at the Hardware Show, the only complete industry show in the West.

Attendance is expected to top the 10,000 mark, spending over $I mil-

lion plus at the show, and an even Iarger amount on post-show orders.

Show hours are: Sun., Feb. 272 II a.m.-6 p.m.: Mon., Feb. 26: Noon6 p.-.; Tues., Feb.27: 3 p.m.-I0 p.m. Monday is Buyers' Market Day with special Show prices and prizes. Tues' day is Employees' Day with all retail personnel invited. Special attendance prizes for both buyers and employees include color tv sets, trips to Hawaii and Disneyland, cash awards, and a sea-air trip for some lucky buyers.

Running concurrently is the 72nd annual California Retail Hardware Assn. Convention,

MlGl{lFlCEt{ItY ]{USTACI||0ED (ll Mike Pali, Reid & Wright Lumber (U and Mike Roch, Arcata Redwood Co., at recent Humboldt Ho Hoo club meeting in Arcata, Ca. O) Lynn Richardson, Simpson Bldg. Supply, new treasurer; Del Slone, Arcata Redwood, previous treasurer; Frank Stanger, Simpson Bldg. Sup ply, new president. (3) Bill Niesen, Niesen Forest Prod.; Stan Preble, Louisiana-Pacific. (4) Doug Clayton, Cal-Pacifici Del Slone, Arcata Redwood Co.; Frank Stanger, Simpson; Paul Ward, Arcata Redwood Co.; John Kelly, Bonnie Studs; Paul Wray, Pacific Lumber; Paul Adams, LouisianaPacific. (5) Dave LeBeclq Rounds L.umber; Rodger 0ilar, Bracut Lumber. ($ Peter Kepon, Arcata Redwood; Max Corning, Sierra-Pacific; Hank Dreckman, Halvorsen Lumber; Pete Petersen, L-P; Charlie Shamis, Arcata Redwood; Paul Wray, Pacific Lumber.

K&S Distributing Co. has recendy opened a new 20,000 sq. ft. block building in Portland that has been expressly designed for rapid handling of materials and the quick dispatch of customer orders, The firm is a specialty distributor and boasts a stafi with strong backgrounds in merchandising and technical coatings.

warehouse

Located on a three car rail spur, the facility also has enclosed truckheight loading docks so they can unload a palletized shipment of 40,000 ll,'s. in about 30 minutes. Computerized order handling and billing equipment tie in with the streamlined ma. terials handling.

The warehouse is designed so that dealer will calls cut customer waiting

to a minimum, usuelly less than five minutes.

Heading the aggressive firm, which has tripled its sales r'tt"" 1964, is William Zagone, president. William S. May is vp. and Ron Tillman is the sales manager. The firm has worked closely with the Western Building Material Assn. since 1959 and sells mainly to dealers in Oregon, Washington, Montana and ldaho.

PERS@NALS

T. J. Hedrick has been appointed w.gen. mgr. of the Wickes Forest Industries division in Dinuba, Ca., succeeding the late Grant Potter. Hedrick had managed Wickes' Continental Moulding div.

Joe Aknen, RaYberg Lum'ber, San Carlos, Ca., vacationed in Mexico for a week.'Ilerb Grossman, PrexY of Rayberg, spent 11 daYs in the Orient during December.

Jerry Fernandez reports he has ex. panded office facilities at his Belmont Plywood in Belmont, Ca.

Carl Yerrips Permaneer CorP., and his wife, flew to Canada recentlY for her brother's marriage.

John Phillips, Half Moon BaY Lumber, is taking long week-ends uP in the Willows area. John rePorts he finds the lure of duck and dove irresistible.

Ray Ward G-P, San Jose, Ca., is keeping busy as Prexy of a square dance club in SunnYvale.

Gary Stewart, AFP, Newark, Ca,, vaeationed during December.

Bob Brazleton, G-P, San Jose, vacationed with his wife at Lake Tahoe when it was 24" below a giant DeeP-freeze,t' according to Bob.

R. W. Yan Ilouten is now directing nation-wide sales for Abitibi to the mass merchandisers.

Rick Terry is AFP's new credit & office mgr., National City, Ca. Replacing Terry at Cerritos is Ken Lobue. Adrian A. Skipper is now cr.edit mgr., bldg. mtls. div., Rialto.

Mike Fery is new to the lumber sales staff at Pope & Talbot, Portland, accordirig to Sy Rodakowski, lum' ber div. vp.

Stewart White, president of the Plywood Pioneers Assn. is Pushing for funds for a perma^nent W. E. Difrord memorial at the Western Forestry Center, Portland.

Donald C. Powell is the new senior vp.-administration, for ChamPion International. He had been presi' dent of their timberlands div.

Bud Bayard is the new area sales mgr.-Rocky Mountains, working out of Denver, for SimPson fimber Co. He had been in San Jose.

Felix Sanchez has been Promoted to regional supervisor, N.M.-CoIo.' for Payless CashwaYs. He had been gen. mgr., Barcelona Cash Lumber Store, Albuqueryue.

Duane A. Wolfe has been named president of Northern Yards, Inc., Portland. R. L. "Bob" Witherg is new chairman of the board. The firm sells dealers in Ore. and S.W. Wash.

Bob Ilumphrey, Sun Handling Dock, San Pedro, Ca., is still smiling over all those birthdaY greetings he received during Dec.

Edwin J. Noyes, Jr., is the new Product mgr., round stock sales, for Koppers.

Bob Diikinson, Gold Rey Forest Products, Beaverton, Ore., took the family over to Eug'ene, to sPend Christmas with his mom.

Hanold Hess, AFP, Newark, Ca' is recovering from a recent bout with pneumonia.

Jim Duart, AFP marketing director' announces the following: TonY Ksidakis as mgr,, industrial cut stock sales, Stockton, Ca^; Bernie Sloop, new to Stockton moulding/ millwork sales; Roger Pett to sales mgT., consumer Products, reporting to Duart. Bill Moore has joined sales, reporting to Pett.

Alan T. Smith n-as been named vP., operations for Weyerhaeuser Co.

G. Addison Appleby, Appleby Lumber' Spokane, Wash., has been electcd to the board of trustees of The Bishop's Schools.

John Bolzell is heading up the newlyformed paint dePt. at Edwards Building SupPlY, Beaverton, Ore. Loren Krebs is asst' mgr', rePorts Walt Shriver, g:en. mgr.

Carl Backstrom, Backstrom Building Center, Bend, Ore., recentlY gath' ercd up the familY and went to New Zealand to visit his daughter.

Long Dimension

Wqdell Barnes, ex-exec. vp, of the WWPA, is now with AutEx, Inc., a Massachusetts data processing firm that hopes to sell its services to Western wholesalers.

Mort Doyle is now president and chief exec, officer of the Interaational Snowmobile Industry Assn. He had been with Southwest tr'o.rest Industries and is a former exec. vp. of NFPA.

Wayne Gardner, exec. vp., Lumber Assn. of Southern California, has been installed as the new Master of Inglewood Lodge No. 421, Free and Accepted Masons, Congratulations, Wayne.

Fritz Quirin and his wife, Olga, and his partner John Cameron, recently wrapped up 5-day business trips up and down the coast for their C-Q Trucking firm. FYitz went south from Coos Bay, John north from L.A.

Sterling and Lorraine Wolfe are back from a Puerta Vallarta, Mexico vacation. In getting back to Marquart-Wolfe Lumber Co. business, Sterling left 89o Mexican weather for 39o in L.A.

Lloyd Webb, Lane-Stamton Lumber, City of Industry, Ca., kindly informs us his wife's name is not Margarita, as we had it, but Sue. Can we buy you two a couple of Margaritas to make up for our goof, Lloyd? Sorry'bout that.

Don Philips, Sr., Don Philipe, Jr. and Randy Philipa, Philips Lumber Sales, Thousand Oaks, Ca.,3 generations of So. Calif. Iumbermen, attended the Dec. nuptials of Tom Philips, Jr. son of Tom Philips, Sr., Eel River Lurnber Sales, to Mary Jo LaFerr. Also attending: John, Wayne and Rex Oxford and Larry Philips, Rex Oxford Lumber Co. Howrs that for a lumber family!

Jack Boeworth, gen. mgr., D. D. MacCallum Co., L.A., is at home recovering from a recent illness.

Mike McCarthy is the new inventory control and truck dispatching man at Elotr Hansson, Inc., Compton, Ca. according to s,ales mgr. Gene Ganard.

Boyd Ccnoy has been promoted to head West Coast Lumber fnspec- tion Bureau's new PR, dept., according to exec. vp, Paul lfollenbeck. He is being replaced by Dale Tuchardt, also of the Eugene, Ore, office.

Kirsh Kolp has joined the American Institute of fimber Construction as a field rep.

Hal McClary, Simpson fimber's vp- international in Seattle, has retired a.fter more than 4 decades in the industry.

Clyde Proctor, retired from Weyerhaeuser, and his wife Berniece, are just back from an XmasNew Year's visit to familv in Monterrey, Mexico. Now it,s ofr to Hawaii for a bit.

Gil Bissell, plant mgr., Danskin Enterprises, Sebastopol, Ca., and wife Sallye, recently visited fam- ily in the Mid-West, including Gil's aunt who is a 102 years young.

Mel Howard is Amow Lock's new rep. for most of the West.

Kent Schuck is the president of the new Schuck Component Systems Inc., Glendale, Lnz. Dick McPherson is gen mgr., Tom Ford controller and asst. mgr.-p.a. is Joe Rumble.

Jim Frodsham and Max Overton, South Bay Redwood, Orange, Ca. are back from a Paciffc Northwest buying trip.

August Klaue and Lee Erwert, Northwest Lumber Sales, Spokane, and Dick and BiIl Brauner and Roger Davis of Brauner Lumber Co., Kettle Falls, Wash. are new members of -Spokane Hoo-Hoo Club 16.

John S. Harper has been promoted to vp.-lumber and woodlands for Masonite.

Garland Hill is the new mg'r. of Evans Products' Missoul.a, Mont., parbicleboard plant, according to Don B. Loyd, group vp.-gen. mgr., fiber products div. Clinton L. Andavall is the new product mgr., industrial products, bldg. materials group.

(Continued, on Page 36)

Deolers Urge Pricing Chonge

Responding to Price Commission criticism oI t}e lumber industry, a spokesman lor 12,000 retail lumber dealers has charged that current regulations are driving up the price of lumber.

In a letter to Price Commission Chairman C. Jackson Grayson, Jr., the exec vp. oI the National Lumber and Building Material Dealers Assn. called for immediate federal actions to increase lumber supply.

This could be accomplished, said Richard D. Snyder, by increasing federal timber cut, restricting or eliminating entirely the export of lumber and logs during this critical period.

He asked for ceiling prices on an item-by-item basis at the manufacturers' level, balanced production requirements and modification of profit margin regulations to increase pro. duction.

Pointing out that continued pursuit of current Price Commission ttcostpush" inflation controls on the lum' ber industry will dry up supply and create a wholly chaotic situation in both price and supply in the lumber market, Snyder emphasized that only production will cure "demand-pull" inflation.

He said for the Commission to publicly blame an entire industry for the spiraling prices is unjust, particularly when the current regulations contribute substantially to the lum' ber price and supply problem.

He stated that small retail lumber dealers, more than 54/o having fewer than 10 employees, canno! know how much net profit they have made un' til after a year-end physical inven' tory. This causes dismay, uncertainty and frustration in adhering to profit margin regulations.

Severe penalties can be levied if year-end profits are excessive.

Fill the bill with:one call to the

American Lumber Species specializes in supplying hard-tofind species, cuts or grades as well as all domestic softwoods, hardwoods, treated lumber shakes and shingles, plywood, finger joint and solids, cut stock, shop lumber, timbers and dimension lumber. ONE CALL FILLS THE BILL. Call Sacramento, Ca. (916) 488-1800 or Dexter, Ore. (503) 747-7777.

We also stock a complete inventory of GLU-LAM BEAMS for our west coast customers. For immediate shipment from Oroville or Healdsburg Ca., call BURLINGAME (415) 692-3330, SACRAMENTO, (916) 48&18m, OROVILLE (916) 53&6535, WILMINGTON, (213) 830-2860. For Custom Beam orders call Sacramento.

"Now, il you were knottY Pittc Iurnber, where would, you be?"

Lumber Town lies Dieing

Hilt, the venerable northern California company-owned lumber town that Fruit Growers Supply Co. decided to shut down in October for lack of an adequate, continuing supply of timber, expects to finish its economic life in September or October of this year.

Following personal notification by president James Nickell, the shutdown began with the loggers being laid off in November. The logs on hand will be processed thru the mill until May or Juie, with sale or disposal of the lumber expected to be completed by September or October.

The town consisted of the $5 million mill, 85 frame houses and nearly 300 employees. While the company made a valiant efiort to find employees other jobs, the death of their town has been a severe blow to manv of the familieso some of whom have lived for senerations in the small valley. Some will take jobs "t otli", Fruit Growers Supply operations, some will move to other towns and other states, victims of an ever changing economy and an ecologically.aware industry that clearly sees the folly of cutting itself out of timber for short term gains.

The point had been reached where the firm would have to cut faster than the forest grew to make opera. tion of the mill profitableo hence the decision to cloee the mill and sell the stumpage from their 70,000 acres to other manufacturers.

Noder on Nqtionol Forests

While less and less timber is harvested in the National Forests, Ralph Nader has charged that the U.S. Forest Service "is turning the National Forests into timber factorieg."

In a foreword to a report on the Forest Service by Daniel L. Barney, a University of Texas law student, Nader3lleged that "abusive management threatens the country's largest playground and wealthiest store of natu1sl rcsonlsss-the National Forests."

The report, from Nader's Center for the Study of Responsive [,aw, is tit]ed, "The Last Stand," fu quoted by United Press International, the report says that "clearcutting, careless roadbuilding and reforestation delays are eating'away the productive lands and fouling the pure waters of the National Forests."

nracte

Exclusive

Log Export Prctesl

Darrell L. Robinson, president of Oregon-Pacific Industries, Pordand, has called on President Nixon to, at least temporarily, halt all log exports from federal lands.

Said Robinson: ooWe're past the 'point for alarm'. The wood supply situation in the United States is now critical. The scarcity of domestic lumber has driven prices up yet log prices are totally uncontrolled.

"Soon, sawmills will begin to shut down. Already their log inventories on hand are one-half to one-fifth of

normal for winter.

"Meanwhile*and cornpletely oontrary to their assurances at the beginning of this year-the Japanese have takeri most of the 2.3 billion feet of softwosd shipped out of just Oregon, Washington, northern California and Alaska in the first ten months of 1972; compared with only 1.4 billion feet exported during the comparable period of 1971.

Nqr Bel-Air Door Soles Mgr.

W. H. "Skip" Face ha.s been named the new sales manager of Bel-Air Door Co. by company president Sam Fineman. Face will be responsible for all sales for Bel-Air and Alhambra Metal Products; both are located in Alhambra, Ca.

'oJapanese traderg according to a ree,ent wire service story, are planning to pay even more Ior our logs in the coming months because of their own shortages."

Want To....

. BUY SOMETHING

. SELL SOMETHING

A former football star with Stanford University and, briefly, with the Dallas Cowboys, Face has had more than eleven years of sales, marketing and management experience in the thermal and accoustical insulation field. *,:":lEt-:gl=

O TRADE SOMETHING

. HIRE SOMEONE

. GET A NEW JOB

. OR WHAT HAVE YOU?

,{l fl;,,:*T;x*

Lowering insurance costs

Searching out areas suitable lor cost savings ought to be high anong any firm's better business resolutions for this new year. And one area where substantial savings can be generated is insurance.

How? Through wise use of the deductible, says the Insurance Information Institute.

Simply stated, the deductible ie an amount to be subtracted from any insured loss--an amount the busi nessman agrees to absorb.

In return for choosing a deductible appropriate to his need, the businessman is granted a rate reduction, which in turn reduces the insurance premium on his property.

The dollars saved can be used to purchase other coverages or in other expense areas.

The Institute points out too that the reduced rate available via the deductible may place other coverages -thought to be too expensive-more within the reach of the businessman's insurance budget.

In addition to direct dollar savings, indirect benefits can be derived from using the deductible ap. proach. Sometimes it permits the insurance compsny to accept what otherwise might be a questionable risk.

Deductible also can serve to encourage the businessman to promote loss prevention and loss reduction ac. tivities which will benefit him as well as his insurer.

Also, when loss problems have been experiencedo the deductible may meke possible the continuation of coverage in acceptable limits.

Deductible plans in the commercial area vary; some are on a flat basis while others may be on a franchise or disappearing basis where the loss must exceed a stipulated amoun! in which case it will be paid in full.

Keep in mind, too, adds the Institute, that the deductible is not an insurance cost-cutting tool only for the large busines. "otnpl"*; it can work with any sized insuranc€ prograrn.

G0UI|IRY and lVestern nite themed Black Bart Ho+Hoo Club's recent Calpella, Ca., hoedown that saw Ed Hamson officially take over as new president from retiring prez. Del Cole. Keene Kirksey was program chairman: nearlv 100 attended. Top'' Sally and Gil Sissons-. Center: Mrs. Dave LeBeik, Buck Yeger and his wife. lower: Mary Laugero and Ed Hamson. Jr.

Ken Sweeney has joined The Merchant Magazize's expanding sales force and is now calling on customers in the southern California area.

A veteran of nearly 20 years in newspaper and magazine advertising sales, Ken has worked for community papers as well as for majors such as the Zos Angeles Times and, the San Francisco Chronicle. He most recently was the sales manager for one of the Iargest magazine representative firms in the West.

A native of Halifax, Nova Scotia, Canada, he giew up there and attended St. Francis Xavier University in Nova Scotia where he was an Enelish major.

Lumbering on the links

Dubs, Ltd., the San Francisco Bay Area golf club made up of duffers affiliated with the lumber industry,

is still going strong after 25 years of continuous monthly golf tournaments. 'fhey play at a different club each time.

The traditional turkey shoot meeting in November was held at Round Hills Club in Alamo and drew 44 golfers. 'Ihose staying for dinner all went home with a gift certificate towards a turkey at Safeway.

Charles Larsen distinguished himself by bagging an eagle, as well as a turkey, that day.

MORE PERSONATS

(Continued, lrom Page 31)

Harry Nilson, mgr, of the G-P warehouse in San Jose, Ca., is recovering from a recent heart attack. Bob Reed, Barrr Lumber Co., Los Alamitos, Ca., is still talking about that mo. he vacationed in Europe in the late Fall.

Frank Scroggins and Earl Potter are both retiring from American Forest Products, Cerritos, Ca. Both have more than 20 years in the industry. Frank is moving to Geyserville, in Sonoma County.

Butch Lake, Garden Grove Lumber, Garden Grove, Ca., flew to St. Louis to watch his team, the L.A. Rams, play the locals. Don't ask him the score.

THE SOUTHTAND

(Continued lrorn Page 22)

viate the serious shortage of raw material, through increased cutting;and reducing or halting export of logs to Japan and Canada;

2. Steps are taken by specifiers and users to increase uses of lesser known but equally acceptable species for certain applications;

3. Stepri ale taken to adopt better utilization of our lumber products in housing; i.e., lower grades for uses where perfectably acceptable, better spacing on studs; such as has been proven feasible in reliably conducted tests, and ideas that will contribute to reducing the amount of lumber used in a living unit;

the Construction Industry will be faced with costs higher than were prevalent in the 50s.

Because the price is higher it does not necessarily follow that it is out of line. It is out of line with the irrational thinking of certain individuals, but for the ra,tional ones the price can be explained, and certainly the product still has all the integrity and the ability to do specific jobs better than any other material available to man today.

W6tcrn Lumbcr ond Building lloteriolr

SEITING ASPHATT SHINGIES (Continued, lrom Page 10)

Since builders are interested in durability as well as beautyo it's a good idea to top off the color aF proach to asphalt roofing with some facts about heavyweights. These shingles are more economical than most roofings, easy to apply, and are designed to last up to 25 years with minimum maintenance.

The new, rugged textured shingles are manufactured with or without cutouts, with random embossing, with staggered buttlines or scalloped edges. Others are double or triple laminated. And there are dual-purpose shingles that offer the versatility of two distinct desigas from one shingle.

Quality asphalt shingles are submitted to Underwriters' Laboratories. Inc., for testing against fire. Those that pass bear the UL label and are classified for fire resistance. To meet the requirements of the UL standard, roofing should not be easily ignited or quickly spread fire over the roof area. and should not add to the fire by emitting burning brands that can create new fires. Many communities consider the UL label so important that they have set a minimum Class C fire standard for roofing.

Underwriters' Laboratories also tests shingles for wind resistance. The most important development in this field is the growing popularity of self-sealing asphalt shingles. These shingles, manufactured with an applied adhesive, which when activated by the sun's heat, seal the shingles down to form a wind resistant roof. Self-sealers today account for at least 70 percent of total asphalt strip shinele sales.

Free Reader Service

For furiher informotion on oll New Products ond New Lilerolure, write lhe Merchont Mogozine, 573 So. Loke Ave., Posodeno, Co. 9l l0l. Pleose mention issue dqie qnd poge number so we con process your request foster! Thonks.

Treating InTtansit

Treating your lumber in transit fur Southern California and Eastern markets .

Selma Pressure Treating offers a complete professional treating service. Selma meets all UBC and |CEO standards with fast service and competitive pricing which includes "on and off" loading and automated treating with special Wolman SaltP When an order requires treating in transit, you can rely on Selma Pressure Treating.

Is this your copy of The Merchant ?

Don't miss current trade news, merchandising ideas, reports of building trends, technical features, in-depth reporting on dealer activities, calendar of coming events, personals, news briefs, new products and literature news .

REA(HH,il':; The

by Georse N. Kohn, MorketinsoclfE!!]I

THE CALI REPORT: AN AID TO

Submitting a false call repbrt to panagement is about the most foolish act a salesman can commit. He not only jeopardizes his company's competitive position, but he also is hurting his own career.

The call report, of course, is designed to alert management to what is happening in the field. The salesman is the eyes and ears of his firm. The company also wants to know what companies their men called otr, the buyer's name, the competition he buys from and other vital items of information. For example" the home office wants facts on why a particular prospect did not give the salesman an order.

'Ihe reasons for distorting or falsifying these reports vary. Some salesmen are just too lazy to do the work required of them. Others doctor the report to cover up their poor showing in the territory. Certain men bear a grudge against their own outfits and turn in false reports as a kind of revenge. What. ever the reason, it's never a valid one. Such behavior is invariably the mark of a second-rate salesman.

WHATS lN IT FOR YOU

The salesman, if he is alert, can learn a great deal from his own call report. There is a great advantage to having pertinent facts and figures down on paper. By studying the record of his calls, refusals and competitive inroads, he can make adjustments that will increase his volume.

Bob Alson, a plywood salesman, kept duplicates of all his call reports. Studying them at night, he was able to scientifically pinpoint the needs of his territory. He began, for example, to develop a stronger sales presentation for a better quality panel in his line.

Bob, like other smart salesmen, regards a call report as a challenge to do better.

nE?tlllls Fon SAtEStEi , , lhls ts I condensed Ycrclon, Each lesson ls rvallable In !n exDanded totm, In a 4-pag9 brochurq sizo 8*rrll, arinted In 2 colors on white glossy paper and ls'3{ole puncnsd to flt any standrrd 3-rlng binder. Each rubjoct In tils erpanded vonlon - 13 fullv and conplctely d?veloped ln comprshonslyo dot,it and lncluds! a salf-exemlnatim qulz for Ealesmen. Prlco! a.l 13 tollows:

I L a crrl.r (tf .d rrucLt........!0 c.[t3 .rh

SEtTING

A number of big producers keep call reports as part of their perman. ent files so they can make month-bymonth and year-by-year comparisons.

EASY TO CHECK

A man who sends in phony reports has usually fallen down on the job in many ways. He also has probably cheated in other ways.

Al Mason, a lumber salesman, began his downfall by juggling his expense account. Wlhat's worse, he didn't even see anything wrong in it.

Al next went to work on his call report. He padded it with calls he never made and buyers he never met. Soon the practice became like a narcotic, with the doses being increased. To justify his inflated call report, he began submitting non-existent orders to his firm. On the strength of a "maybe" by a pros. pect, AI assured the sales manager that the prospect was going to give him a big order. When he couldn't make good on the promise, Al had to invent new lies to cover up for the old ones.

It wasn't long before he was tripped up. His superiors, noting his discrepancies, checked with a number of prospects listed in his call report.

Luckily, Al had an understanding boss, who saw the raw material of a good salesman in him. After being assured that Al saw the stupidity of his whole scheme, the sales manager gave him another chance. Today, Al is one of the top salesmen on the company's team.

INTELLIGENCE AGENT

The information you put in your call report enables your firm to plan its strategy. Your company depends on you more than you probably know. [t is not asking you to submit call reports merely to file them in the wastebasket.

l0 t0 tl9 coPlsr (ot lach rrtlcl.)..37% corts crGi 30 to tg copler (ot r.ch rrtlclc)......30 centt ordl tm or m0.! copior (ot oeci Jtlclo)..zt cents o.ch Itc entlre serles nay bs pro.orderod or Indlylduel artlcl* may be orderrd by number . . . address orders to the eeorgo il. fidrn C0,, Dopartnent Tp. 212 Flfth Avo, l{ev, Yo(t, il, Y, 10010. When orderhg, please mgntlon lta larchrnt lhtrrlna, Prseden., Callf.

Vic Fielding, a power tool sales' man who thought his call re' ports were wasted effort, demanded to know one day what happened to them at headquarters.

"Come in here," his sales chief replied, indicating another room.

On the wall there was a compli' cated chart that at first didn't make much sense to Vic. But as he gazed at it, the numbers and lines began to make a lot of sense. He noted right away that much of the data supplied in his call reports were posted on the chart and figured in the conclusions.

o'Your reports have been a big help to us," the sales manager explained. "They have put our marketing needs into much sharper focus. We would be blind without your reports and those of the other men."

DON'T LET IT PILE UP

The call report should be written routinely just as an order. Keep adding to the report daily as part of your normal records work. A few minutes each night will assuro you of having an up-to-date report.

Jerry Blaney, a hardware salesman, told me he used to make out his call reports for the month the day before it was due.

"Half the time," he said, o'I had lost or forgotten the information. "When my omce started complaining about the reports I decided I had better quit taking such risks."

Jerry developed a system whereby he spent a few minutes each night working on the report. In time they became a model of neatness" accuracy and valuable data.

What is your attitude toward the call report?

An answer of ttyest' to at least seven of the following questions indicates that the report is helping you to be a better salesman.

L Do you regard call reports ai aids to sell- ins? Yes tr No D

2. Do you fill them out accurately?

3. Do you hare a set ,.r'rolil Fr #&'"* out the reports? Yes E No tr

4. Do you see the company's reason for requiring the call report? Yes B No tr

5. Do you interview prospects to. obtain proper'information for your reprts? Yes E flo flo tr

6. of

Are you aware of your firm's needs in connection with call reports?

YesE NoD

7. Does the call reput help you fight your competition? Yes E No E

8. Do you disregard the idea that the company uses the report to spy on you?Yesn NoE

9. Have call reports helped you sell more?

10. oo you keep a rite rf yr#t.F rrfSrn? Yss E lto D

New Fn@duets

qrnd ofher sqles oids for befler msrketing

lominqted Porquet Floor

Hardwood parquet floors, beautifully prefinished and easy to install, suitable for new construction or as a remodelling projecf feature an innovative three-layer laminated construction.

This new idea from Europe comes T & G, 10' long x 514" wide. A surface layer of random length hard: wood is bonded to a core and sub' layer of softwood giving.users a par-. quet floor that has all of the natural beauty of the hardwood enhanced bY its lacquer finish and that will resist wear, warping and cracks.

WRITE: The Merchant Magazine' 573 So. Lake, Pasadena, Ca. 91101.

Fost-Setling Cement

A new t'Super-strength," fast set' ting, all-purpose expansion cementclaimed to be totally immune to water erosion and tested to withstand over 3000 psi after only an hour of set time-is now available from Metalcrete Mfg. Co.

Tradenamed ttfnstarok,tt the new cement is ideally suited for a wide range of indoor and outdoor work requiring anchoring, patching, plugging or repair. It is equally effective in dry, damp or totally submerged environments and can be conveniently poured, or trowelled into place. A slight expansion of about .001 inches per linear foot locks Instarock permanently in place.

According to the manufacturer, independent latioratory tests performed on it in accordance with ASTM standards showed the cement develops its initial set in less than 30 minutes. After an hour it developed an average 3175 psi of compression strength. In 24 hours, 5340 psi. fn one week, 6200 psi. And after 28 days, over 8000 psi!

WRITE: The Merchant Magazine, 573 So. Lake, Pasadena, Ca. 91101.

It's A Screom

A new pre-entry lock alarm developed especially for patio and sliding glass doors, has been introduced by 3M Co.

Called the 3M patio door lock alarm, the unit features an electronic solid state sound module and speaker powered to two AA penlight batteries. Any attempt to force the door results in a shrill, pulsating policelike siren.

' Patio doors are secured by a hardened steel cylindrical dead bolt. This bolt rotates when hacksawing is attempted and activates the siren when pressure, from any direction, is applied.

TffRITE: The Merchant Magazine, 573 So. Lake, Pasadena, Ca. 91101.

Collors The Morket

An aluminum roof flashing with a snap-fit collar has been introduced by Genova, Inc., supplementing the company's line of galvanized snap-fit flashings.

The aluminum base is supplied in one standard size that will accommodate three neoprene collar sizes for vent pipes of tY2"-4" diarneter.

Tlre uniquely designed elastic collars easily snap onto a protruding lip in the aluminum base and can be installed in less tha,n five seeonds.

IYRITE: The Merchant Magazine, 6?3 So. Lake, Pasadena, Ca. 91101.

Sticky, Mon, Sticky

An all-pu4lose, high strength eonstruction glue developed by National Adhesives reduces the number of nails needed in factory-built homes, thereby saving labor costs. It also minimizes nail pops, squeaky floors and loose wall areas.

Bondmaster W1352 is claimed to be suitabl,e for both plywood and gypsum board.'Just one adhesive is needed for both floors and walls.

It works on decorative wood paneling, drywall, linoleum, metal, wood, concrete and other materials. It also bonds plywood subfloor to wood joists, sheathing to wood studs, gyp sum board to wood studs or joists and paneling to wood studs.

WRITE: The Merchant Magazine, 573 So. Lake, Pasadena, Ca. 91101.

Slide, Boby, Slide

Ifardware Designers, Inc. announces its Ioc-Ttar. sliding door system that allows free-sliding action. . It is a self-lubricating door track that prevents friction wear, yet holds

sliding cabinet doors securely. It is used in conjunction with HDI's f214 and, fi224 nylon Nylslides (illustrated). Loc-Tlac installs easily into a 16" kerf saw cut in door frame. It comes in 100 coils packed in easy-dispensing cartons. By cutting to the exact length desired, there is no waste.

It is available in neutral, brown and white.

\MRITE: The Merchant Magazine, 573 So. Lake, Pasadena, Ca. 91101.

Sofur Plostic Gons

Justrite Mfg. Co. has e new line of non-metallic safety containers made of a high density polyethylene material, the first significant change in such products in perhaps 30 years.

Primary advantages are greater overall strength, corrosion resistance, contamination resistance and puncture resistance. They are lighter than metal containers of comparable size and less expensive than many metal containers, especially stainless steel.

In a recent test, condueted by Factory Mutual, the non-metallic can was filled with gasoline and placed, in its normally closed position,

A 3-0 ll"x14" identification plaque, which can be used on the counter or on the wall, is available to dealers using Marlite's new decorator paneling center display. The solid molded plaque has a weathered appearance, suggesting the ,textured hardboard paneling.

JANUARY, I973

in a square steel pan containing water. Floating on the water was 1" of heptane, which was ignited. Although the material ultimately melted, the gasoline was contained within the side walls throughout the test and no rupture or spillage from the can occurred to intensify the fire.

WRITE: The Merchant Magazine, 573 So. Lake, Pasadena, Ca. 91101.

Cool lt, Boby

Four new lines of room air conditioners, including one that's designed for "un-standard" sliding and casement windows and camper windows, have been introduced by the York div,, Borg-Warner.

York's new Apollo, Bristol, Conqueror and Slider series window units come in cooling capacities ranging from 6,000 to 25,000 Btu and efficiency ratings as high as 10.4 Btu,/Watt. They all feature fresh air ventilation, two fan speeds and multiposition thermostats and have isolator-mounted fans, motors and compressors to keep vibration and noise at a minimum.

WRITE: The Merchant Magazine, 573 So. Lake, Pasadena, Ca. 91101.

Shoking lt Up

A recent development in shakes and shingles is the new Shakertown Texture Split Shake Panel;24" shakes that have a split face 10-12" from the butt are sawn the rest of the way to form a uniform extra heavy tip. Then, the shakes are electronically bonded to ply'wood sheathing to form an 8' panel that is quickly applied to the roof rafters, Panels are applied in a spacedsheathing method for either a 7Y2,, exposure or 10" exposure. In the 7V2,, exposure, the panels are self-aligning for faster application and require no building paper. It forms a complete weather protective 8-ply roof. For the 10" exposure, a 30 lb. saturated felt paper is required" The "saw-splitting', results in a more uniform shake thickness at the tips and at the exposure mark.

WRITE: The Merchant Magazine, 573 So. Lake, Pasadena, Ca. 91101,

Three Woy Volves

Western Drinking Fountains has recently introduced a unique, cartridgetype "Tri-Action" valve.

The Model 84 bulkhead, self-closing

IIRE0 0F ordinary-looking kitchen walls? Marlite's eye-catching carveai leaf paneling gives an accent wall a customized appearanCe. This prefinish-ed hardboard paneling' which comes in 16"x8' planks, t&g,' is hig-hly.resistant to heat, moisture and stains. Carved leaf planks can be installed over old walls or new frirning.

valve is used on the majority of the drinking fountains in the Western line. The valve is all brass construction and incorporates a stainless steel seat. This spring-loaded, easily operated valve is particularly beneficial for use by children and arthritic patients; furthennore, it can be adapted to most competitor's models.

The "Tri-Action" name is from its flexibility; it may be opened by a quarter turn to the left or right; and by pushing in on the handle assembly.

WRITE: The Merchant Magazine, 573 So. Lake, Pasadena, Ca. 91101.

REDW00D PLANTER box ideas are desisned to help the dealer merchandise the shorl lengths of redwood lumber thai are 0art of the random length assortment order. Simpson Timber Co. offers six plans, each with complete instructions for assembly. Promotion of the idea kits for weekend or sales specials will assist in creating a markst for related products such ars stain and tools.

Decoroting Poneling Cenler

Marlite'e new decorating paneling center, which puts the entire line of pre-finished hardboard in appronimately 21k sq. ft. of floor space, effectively combines large product samples and full-color room illustrstions.

It lvas designed to eomplement their new marketing theme"$Is Make Walls for Special Places."

In addition, they are supporting dealers with a total promotional program, including full<olor magazine advertising, product literature, up-todate sampling, local sales aids, attrac-

They attribute the move to constantly increasiag consumer interest in home security.

"With visual packaging, the consumer has the opporfunity to see for himself what a solid piece of hardware a Kwikset cylinder deadlock is," marketing vp. Williarn Tell Thornas said. "At the same time, the consumer also sees that we have produced a high:. security lock that is as decorative as it is protective."

Kwikset cylinder deadlocks will continue to be available in standard packaging as well as the new visual packs.

WRITE: The Merchant Magazine, 573 S. Lake, Pasadena, Ca. 91101.

Pollet Loqd Stroightener

HMC pallet load straightener is used to pull together, straighten up and otherwise make square the packages in a stacked load that have been disarranged by norm,al warehousing or shake up during transport.

The device is a 8-walled booth; a loaded fork truck approaches and enters its palletized load onto the booth. In response to operator controls, the booth walls constrict and reorganize the pallet load, then retract. The fork truck drives away with a fully squared load on the pallet.

A pendant switch mounted on the left side (as seen by the driver) is used to operate the load straightener. A light mounted on the pendant swituh support structure indieates when the power is on.

WRITE: The Mereha.nt Maga:zine, 573 S. Lake, Pasadena, Ca. 91101.

New Weotherslripping

lltlI OECIIRITOR paneling center combines many elements in one unit samples, full-color room settings, installation instructions, estimating charts, literature rack, etc. Unit was designed to answer a6 many consumer queg tions as possible and make it easy for the dealer to point out product dvartages.

tive point-of-sale displays and planned publicity in all media.

TilRITE: The Merchant Magazine, 673 So. Lake, Pasadena, Ca. 91101.

lock Looker

Kwikset's entire line of extra-security cylinder deadlocks is now available in deluxe visual packaging.

Pemko-Flex is a spring type weatherstrip resilient in almost any temperature, unobtrusive, not mounted on the door stop, easily installed without holes to drill and screws .to set, inexpensive yet handsome, not easily damaged by kids, and lasts a long time.

It is a combination of new co,polymers making a flexible high-impact weatherstrip said to outlast conventional metal or vinyl and quickly returns to original shape after pressune or pounding.

Extremely smooth, it is said to ereate 75/o less friction than spring vinyl or metal and does not stick or bind the door. There are no sharp edges or rough comers to cut, snag, or tear. Nor does it "sing" or whistle.

WRITE: The Merchant Magazine, 573 S. Lake, Pasadena, Ca. 91101.

Nqrrcw Aisle Trucks

Allis-Chalmers has a new line of narrow aisle reach trueks.

Included in the new Raclcman line are the SR-20 (2000 lb capacity), the SR-30 (3000 lb) and the SR-40 (4000 lb). AU have tri-function control hanJles, human-engineered operator iompartments and a tandem pump hydraulic system for heightened productivity.

Drive motors have Class H insulation and are designed for 24 or 36 volt operation. SCR, solid state control is standard. A unique hinged overhead guard speeds battery changing.

Allis-Chalmers masts include twostage standard lift, two-'stage high free lift and three-stage high free lift. Wide masts provide greater than usuaI visibility.

TilRITE: The Merchant Magazine, 573 S. Lake, Pasadena, Ca.91101.

Merchondising Souncr

Micro Metals, Inc. is introducing the widest Iine of Toivo sauna heaters and sau.na rooms in their history. To help electrical contractors and wholesalers merchandise and sell the new line of fourteen UL List€d sauna heaters and prefabricated sauna rooms, Toivo has a new sanula. counter display. The display is self-srrpporbing with a wire rack for literature and a simulated walnut plaque featuring Toivo products.

TilRITE: The Merchant Magazine, 5?3 S. Lake, Pasadena, Ca. 91101.

TIPE t0llflTEll mouldings claim to offer significant savings in irctallation costs in mt> bile homes, recreational vehicles, and in home improvements, according to Dorcn Plastics. Available in wood grain finishes, they eliminate stapling and adhesives.

Junior Corpet Comb

Pri-Lab Industries has the A681 junior ca,rpet comb for use on both shag and fur carpet.

Excellent for small areas, tight corners and under furniture, it features a 18" wrbreakable avocado plastic head with a I piece 48'h ardwo od handle and comes completely a Isembled, packed 12 per attractive dispNay shipper.

IYBITE: The Merchant Magazine,673 So. Lake, Pasadena, Ca. 91101.

Gripping New Product

Colbert Industries ha.ve a new PanaVise merchandiser.

Dealers now can display the six beslselling PanaVise units on a colorful, compact display. Tailored in red naugahyde for easy care, the display shows thr,ee popular combinations, yet takes a surprisingly small amount of counter space, 10" x 24.

Two pr.oduct mixes are available; 1O4 for hardware stores, lumber and building m,aterial dealers, mass merchandisers, etc. while 106 was espe- cially designed for electronic stores. lte package includes three each of the PanaVise units specified, one mounted on the display a,nd two for back-up stock Literature is furnished.

WRITE: llre Mercha.nt Magazine, 5?3 So. Lake, Pasadena, Ce. 91101.

Oh, April Showers!

A new space-saving counter or pegboard merrchandtsing display of, the Spealirnan Versatile@ sbower line is anailable from Speakman Co.

The same 20" x 80" displag made of \A," hardboaJ:d, can be set on a counter or hung on pegboard. It comes complete with the products mounted on it. The list price of 990 is for dre merchandise. Ihe display accessories are fitee.

\[B[IE: T]re Merchant Magazine, 573 So. Lake, Pasadena, Ca- 91101.

You'll Get Clipped

Maxi-Klips, a new self-adhering rigid vinyl clip for holding shower curtains, has been introduced by MyRo Produsts, Inc.

l1ris neatly designed clip pnevents ghower curtaina from blowing and allowing water to qrray onto the bathroom floor, which creates bodr cleaning and safety prroblems.

To use, simply peel ofi backing and p,ess finnly into place on the bath

enclosure tile wall. firey are durable and have an indefinite life.

Ofrered in an eye.catching blister pack, they are designed for rack sales at 986, four per pack.

WBITE: The Merchant Magazine, 573 So. Lake, Pasadena, Ca- 91101.

New Componeni Culters

Idaco announces special, extremely versatile virrsions of their component cutters. These provide a bnoader cornbination of cuts than ar,e available on standard machines. With the additional adjusknent provided, the angles,

locations and lengths of cuts can be set for many mone uses. For example: soffit retu.rn cuts.

The new versions of their Componamatic and Webmatic component cutters each feature two electr.omechanical devices for adjusting: the large saws vertically. No other component s&ws on the ma,rket have this feature, claims ldaco. These permit raising of rear saws to relocate the positions where front and rea,r seres intersect. Ttrus centerline cutting of material wider than 2x4 ean easily and quickly be cut.

rilBITEl The Merchant Magazine, 573 So. Lake, Pasadena, Ca- 91101.

ls This Your Copy of The lterchant?

If it isn't, wouldn't you like to have your own copy of The Merchant delivered to your home or office each month?

Don't miss a single aqluable issue!

Edited FOR Westerners BY Westerners, the Merchant is your only knowledgeable source for:

llndepth reporrtng ol dealer {ilIerchandising idea acrtoides

{Current trade neus

{Complete indunra cooeroge

{Social actioities

{Factual stories ol real read.er {Editorials intereil

{Teehnical leatures

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

Clip and nail todry to:

TIIE MERCHANT

573 South Lake Avenue Pasadena, Calif. 91101

YES-l'd like to hove my own copy of The Merchont eoch month. Pleose enter my subscripfion for:

Why one specie is a hardwood ...

and the other, one isn't

HINGS are never they seem and it hardwood business

really what would appear is no excep-

It may be a good bet that when we're ull through with this series you'll be sorry you ever asked! Seriously though, it's not all that bad once one is familiar with some of the conflicting terminology. T h e very terms "hardwoods" vs. "softwoods" are among those apt to trip a Iot of people.

Many of us have a mental image of hardwoods being just that--wood that's hard. Baseball bats, dance floors, bowling pins and the like. Well, friend, tain't necessarily so!

Remember as a kid you built model airplanes and gliders from balsa? This rvas a light, fluffy, very soft stock that sliced like warm butter with a razor blade. Would you believe balsa is as true a "hardwood" as any grown today?

This truth astounds a great many people, probably due to the unfor. tunate common usage of this misleading nomenclature in that there are many hardwoods very much softer than lhe so called softwoods and equally as many softwoods that are quite hard. Confused? Read on!

Probably terms that have more real meaning in our business would be "texture,t' or t'density,tt if you will.

If our names have no real mean' ing in the common usage why then do we continue to use them? This is a botanical tag. All domestic trees bearing broad leaves are classed as hardwoods lvhereas those of the confer (cone bearing) species have scalelike leaves, as with the cedar, or needles as do the pines and firs, are classed as softwoods and that's about

as far as it goes. The hardness of the lumber produced from either is no factor !

Hardwoods are almost always deciduous except in the very warm climates and shed their leaves at the end of the growing season. Native softwoods remain evergreen except the cypress. tamarask and larch.

Sfory of o Glonce

Hardwoods softer than softwoods; softwoods harder than hardwoods . or, lotsof things you didn't know about hardwoods, but didn't know enough to ask texture, leaves, moisture, location all are factors in the fascinating realm of hardwood.

Generally speaking" the texture of the lumber from any given specie is affected by the conditions prevailing during the growth cycle. The tougher the conditions, the firmer the wood. Climate, chemical composition of the soil, available sunlight and moisture all have a proportional influence. For example, the same specie growing on the East and West slope of a mountain will often produce widely different textures, the harder almost always being from the tree on the Eastern slope since it is usually in soil having a lower average moisture content.

How is the degree of hardness measured? V"ry much like that done in the metal trades. Measurements are made on the pressure in pounds per square inch (p.s.i.) that it takes to imbed a hardened steel ball about L/2" i\ diameter half way into the wood surface.

The pressure range is extensive, if considering sources throughout the world. From 3,000 p.s.i. (approaching the hardness of a soft steel) to a mushy 10 p.s.i. (our friend the balsa again ! ) Domestic woods range from a high of 2,000 to low of about 500 p.s.i. A rvide range indeed, and ofiering the knowledgeable lumber' man an almost limitless choice in meetinq a particular application requirement. It should be remembered, however, that hardness and strength do not necessarily go hand in hand.

Many of those not familiar with the characteristics of firm textured woods hesitate to use them due to imagined difficulties of working. True, you can't drive a soft nail into them guite as easily, but once the slightly different techniques such as blade cutting angleso speeds and feeds are mastered, it's usually easier.

Caress the bowl of a good pipe, grasp tbe satin smooth birch stock of a fine rifle or perhaps gaze into the infinite depth of a finely detailed roservood chess board. These woods are hard, Mister, yet in the hands of solneone who understands their nature. they are easily moulded into complicated shapes of lasting beauty and utility. And it's here to stay ! Timber is our only natural resource which replenishes itself.

This series will continue with the further fascinating yet vexing situations concerning hardwoods and their seemirrgly inexhaustible suPply of contradicting terminology. What would you expect to receive if someone offeled you green ash, kiln dried, that is ! ? Don't try to answer -you're more than likely wrong already!

Roofs Agoinst The Wind

The Factory Mutual System has produced an audio/visual learning kit called Rools Against Wind. Ihe $225 kit contains a film, slides, audio cassette tape, and printed data sheets for the proper construction and installation of steel deck roofs and the results of improper installation procedures, Contact FMS. 1151 Boston Providenee Turnpike, Norwood, Ma. 02062.

Cement, Concrete Literolure

A new Cement and, Concrete Reference Catalog has been issued by the Portland Cement Assn.

The free 39 p. booklet describes all technical and semi-technical Iiterature and computer programs for sale by PCA.

Free Film For TV

One answer to the housing crisis problem is explored in a nerv 16mm color film called "Mod Mod Modular.', The 14-minute film is availatrle on free loan to TV stations from Modern TV, 2323 New Hyde Park Rd., New Hyde Park, N.Y. 11040.

The U.S. Plywood film focuses on lhe rapid grorvth and d,evelopment of the modular housing business, being produced by some 300 plants.

Alder Dimension Yields

The Northwest Hardwood Assn. has a supply of USDA Forest Service Research Paper FPL I70, L972 and supplemental information to the report. This is the study "Dimension Yield.s from Alder Lumber" made by the Forest Products Lab. Contact Ralph K. Peter, division af State & Private Forestry, Portland, Ore, 97208.

Foursome From Mosonite

Masonite brand "Antique" paneling in five colors is featurld in a new 4-p, color-illustrated brochure, Also available are: a new 6-p, illustrated brochure on its "Naturel" series of prefinished hardboard panels; a guide to "Feature," their series of hardboard paneling in a new 6-p. color brochure, Man-ynade Masterpieces; and "Tradition," the series of hardboard paneling featured in a new 4-p. brochure.

Guides To Plywood Use

A new single-sheet guide to installing plywood siding is now available from the American Plywood Assn. Also available is "Plyroood in School Construction," a new 22 p, brochure illustrating modern design concepts and building techniques for today's educational facilities.

A new plan for an overhead plywood bulk storage bin is also available. Equally applicable to the storage of feed, grain or fertilizer, the bin is 16' long and divided into four compartments, each with its own gravity flow hopper bottom.

OSHA Fire Regs.

A second edition of Guid,e to OSHA Fire Pratection Regulation is from National Fire Protection Assn. It gathers into five volumes, the 54 NFPA standards now teferenced in the OSHA act.

Price for the complete 5 volume set is $55; the three revised volumes are $35; revised volume 1, $15. Order from NFPA, 60 Batterymarch St., Boston, Ma. 02110.

Free Reader Service

For further informotion on oll New Products ond New Lilero ture, write fhe Merchant Mogozine, 573 So. Loke Ave., Posodeno, Co. 9l l0l . Pleose mention issue dote ond poge number so we cqn process your request foster! Tho n ks.

Keep On Trucking

The "Standard for Type Designations, Areas of Use, Maintenance and, Operation of Pouered Industrial Trucks" NFPA No. 505), updated, revised and coordinated with some related standards, is avaiiable for $1 from the National Fire Protection Assn., 60 Batterymarch St., Boston, Ma. 02110.

Mefers,/Feet Mode Eosy

A Metric Conaersion Card ftom the National Bureau of Standards, special publication 366, a wallet card, costs 10 cents each, $6.25 per 100. Order prepaid from the Superintendent of Documents, U.S. Government Printing Office, Washington, D.C. 20402, or local U.S. Department of Commerce field offices as SD Catalog No. C-13.10 1365.

Fofhers & Sons In Business

Released by the Manufacturers'Institute, these four reports are the first of a projected continuing series of examinations into the inner working of the founder/family owned business, Although most of the firms studied for these reports are in manufacturing, the study of personal relationships within the company are equally applicable to every kind of business.

The four reports are offered free to any family member of a privatelyowned business from Manufacturers' Institute, Box 228, Oxford, Mich. 48051.

Vinyl Shield Moldings

A new specification sheet on Vinyl Shield moldings is available from Georgia-Pacific. The new, colorful spec sheet illustrates a full line of prefinished moldings with a wood. grained vinyl surface to complement door and rvindow openings, paneled rooms and other wall treatments,

Srick ro lr

An 8 p. four-color free brochure on its new line of "Home Safe" nonflammable, non-sniffable adhesives is available from Weldwood Packaged Products.

The brochure deseribes each of the six products in the line, and gives tips on speeific applications.

Cement Reseorch

The Portland Cement Association's contract research program is described in a ne*' l2-page pictorial brochure, Contract Research ., Often a Wise Alternatile, Details are given about all of their research, development, special design and consulting services. Write to PCA, Old Orchard Rd., Skokie, Il1. 600?6.

Testing ond lob Equipment

The new 1972-7973 annual edition of "A Selected Listing of Testing and Laboratorg Equipmettt for AII Industries" is available free from Testing Machines Inc.

This 29 p. price list includes information on the availability and priee range of over 600 different testing machines and items of laboratory equipment.

Rings Your Bell

The award-winning Trine "Home Signaling Center" is one of the many p-o-p self-service merchandise displayers featured in their new fullcolor catalog #72 by Trine Mfg. Corp., a maker of signaling devices for the home, Products include door chimes, push-buttons, and decorator wail plates, offered in a great variety of styles and finishes.

Meosuring Wheels

The 19?3 catalog of Rolatape measuring wheels, describing a comprehensive line of premium measuring rvheel instruments, is now available. Fifteen different wheels, each designed for specific purposes, are described, many are illustrated.

Lett@trs

PRICE CIIIIIR(ILS

Dear Dave: Your November editorial, ttYou Can't Fool Mother Nature," was just great, as was your related "Price, Profit Problems" story on page 17. Both pieces will certainly help in setting the record straight and pointing up facts often overlooked in press reports or Price Commission press briefings.

Best regards.

Sincerely,

Hugh J. Mullins, Dir.

Industry Information Services

our museum and its educational program.

The National Carvers Museum is a non-profit organization incorporated to foster and develop the understanding of the art, craft, and skill of wood carving.

For further information readers may send a self-addressed, large, stamped envelope to the National Carvers Museum Foundation, 7825 So. Claremont Ave., Chicago, Ill. 60620.

Harry Meech

National Carvers Museum

7825 S. Claremont Ave. Chicago, IIl. 60620

your article. Incidentally, five of ttrem came all.the way from Alaska. Sincerely, Bob Mullen, Mgr., western region Building Products div. 1814 Ogden Dr. Burlingame, Ca. 94010

Dear Dave:

AD RESUTIS

Just recently saw a copy of Your Merchant Magazine.

One of my material handling distributors has recently received several orders for one of our products thru advertising in your magazine (Apr. '72 edition, p. 22-bottomMeca Sales & Assembly Co.). As ever, Bill Clark, Interlake, Irrc.

National Forest

Products

Assn, 1619 Massachusetts Avenue N.W. Washington, D.C.20036

WHIIILIIIG, Al{Y(lNE?

The Merchant Magazine

5?3 So. Lake Ave. Pasadena, Ca. 91101

Dear Editor:

As your magazine is devoted to wood and forest products, as well as the sale and distribution of building materials, perhaps you would be interested in giving us a few Iines about

The museum's program to promote wood, caraing al"so includ'es instruc' tion lor youlhs, senior citizens, pris' oner rehabilitation, tteterans, shut-ins and the hand,i.ca'pped as well as " iust lor fun."-Edinr.

ATTEI{OANCE UP

Dear Dave:

Thanks so much for the fine article and pictures of Armstrong's first Management Meeting of our Ceiling Center Dealers in your November issue.

To set the record straight, though' we would like to point out that there were 165 retail dealers in attendance rather than 90 as was indicated in

761 Port Chicago Hwy. Pittsburg, Ca. 94565

Polltlon! wanted 5, a word, mlnlmurn 211 words (221 wordr : f5.50). All otherr 35, a word, mln. 20 wordr (20 words - t7.00). Phone number count8 as one word. Boxed ad! S1 extra. Fancy headllne or borderr $2 extra. 8ox numbered ads add S1.50.

HELP WANTED

SAI.ESMAIY, Los Angeles area. 'We are looklng for a young man, prelerably 2 yrs. of college and lumber or plywood experlence to be tralned as partlcle board sales englneer. Excellent opportunlty lor energetlc person ln a boomlng lndustry. Reply box 6?, c/o The Merchant Magazlne.

IIAIIAGER AIYD BALESMAN needed for retall lumber yard ln South San Franclseo. Mlnimum ten year's experlence. Steady Job. Phone: (415) 761-1515.

MITNAGXIRA}ID AfISIISTANT IIIANAGER for aggresslve llne yard company ln Kern County, Ca. Excellent lnsurance, pension and Incentlve beneflts. Send lull lnformatlon to The Klng Lumber Co., 2:rO0 Unlon Ave., Bakersfteld, Ca. 93305.

WHOI,ESAI,E LI,MBEN TRADEN--SoII.I and reputable Sacramento, Ca., olflce lan use I or 2 good men. Salary, must have good background to quallfy, llve In Sacramento. S€nd full resume or call -confldentlally-Amerlcan Lumber Specleg, fnc., (916) ,4l88-18{D.

SAI.ESI}IAN WAIqTED for So. Callf, ln- dustrlal wholesaler offerlng complete llne. Great opportunlty for ambltloug man with experlence and trade followtng, fuU company beneflts. Mall resumes ln strlct confldence to Box 69, c,/o The Merchant Magazlne.

EXPERIENCED LITMBENilA}T, offICE work and retall sales. Call George Hlgl, (213) ??5-3109 Tonance, Ca. area.

OttB COIIPANY ls looklng for' outslde salesmen to cover So, Callf. areas tn the followlnS flelds: retall lumber yards, lndustrlal customets and plywood sales. Company furnlsh$ car plus frln8e benetlts. Please send reaume to P.O. Box:|!i06, Rlverslde, Ca. 92509.

MAJOR IIABDWOOD lumber co. ln So. Caltf. ls looklng for a sales tralnee. Full range ot benellts; commlsslon, expenses and car. medlcal and retlrement. Two years college ls deslrable, but what we are really looklng lor ls an aggtesslve self starter. Wrlte Box 71, c,/o The Merchant Magazlne.

EXCEIJ.ENT OPPOBTI'NIIY lor experlenced lumber trader to asslst at our Ft. Bragg offlce. Contact Carl Force, sales mgr., Fred C. Holmes Lumber Co., f't. Bragg, Ca. (?dr) 9q4-4058.

WAI\ITED: Inslde salesman wlth shlpplng experlence for establlshed retall lumber yard. Call Mr. Doherty, (2L$ 2A112? or (213) 283-3066.

FOSITIONS WANTED

EXPEBIUNCED WIIOI.ESAI.E lumber & plywood salesman famlllar wlth aU West Coast species. Now calllng on over !l5O lumber yards & bldg. eenters; also a followlng of top contrac- tors. wlll conslder related bldg. materlalg, avallable Jan. 15. Wrlte Box 72, e/o The Merchant Magazlne.

SUPPORT MERCHANT ADVERTISERS

Gflassfl{lflod Advontflsomn@oDts

Names of advertlsers urlnS a box number cannot be released. Addre8s all replles to box number shown ln ad ln care ol Tho ilGrchent.Mogazlne, 5?t So. IeJrc Avo., Poredcne, Celtf. 0llol. Doadllne for copy tr th6 20th. To crll ln an rd: (21!) 702-{O0t or ({16) t{0-e000.

SERVICES OFFERED FOR SAIE OR TEASE

LI]MBEB HAITITNG

c-Q TRUCKTNG CO. (213) 6:18-?851 5501 East Century Blvd., Lynwood, Ca. 90262.

JOIINNI TIIT LI'ilBTB IOAI) ilOI. PnINTEB

Speclallzlng ln danger fla83, !ldeload slgns, tob eard4 etc. John Weller'r Prlntln& l&t:t W. 169th St., cardena, Ca. 90247. Phone (213) 676-75iE or 323-7606.

F-'\4 California Lumber

rnASE YOUB CAn or TBUCf, Arr-TYPES of YEIIICLES

o Lease '?3 Olds Toronado -------.-S128

Boyd Peterson Leaslng, 292-0681

O Lease '?3 Olds V/CR Wag..-......... S106 50,0OO rniles of warranty/Since 19.16.

o Lease '?3 Bulck Rlvlera..---.-.--.-.--. E158

Boyd Peterson Leasing, 292-0681

o Lease '73 olds Cutlass-.-.--.----.-.-... t 89 Doctors, Lawyers, execs. Leage by phone.

o Lease '?3 Cad, Cpe. de Vllle.---.-.. S168

Boyd Peterson Leaslng, 292-0681

a Lease '?3 Cont. Mark IV.............. $198

Tallor-make your lease/No waltlng.

o Lease '?3 Chev. Caprlce.......-.....-.. t 92

Boyd Peterson Leaslng, 292-0681

a Lease'?3 GMC Vandura & Ral. Wag-... .....- S11? All vehlcle servlce managed lor you.

o Lease '?3 tr'ord LTD Cpe.-...........-. S115

Boyd Peterson Leasing, 292-0681

o Lease '73 Dodge 2-300 Maxl Van $109 call for flrm, bid prlces.

BUSINESS OPPORTUNITIES

LIIlt[BEn AND bulldlng materlalr buslness for sale or lease. Sales volume excess 61.5 mllllon, San Franclsco Bay Area, long establlshed, well located. Heavlly retall. very Sood return on lnveBtment. Wrlte box 4?, c/o The Merehant Magazlne.

WE AnE II)OrfNG lor lnvestment/expanslon oppottunltles. Must be ln lumber related business only, such as: tlmber, concentratlon/dlstrlbutlon yard, mlll, etc. Reply Box 70, c/o The Merchant Magazlne.

IAATERIATS WANTED REWARD

For lnformatlon leadlng to plne stud mllli whlch wlU puu thelr clears lor a premlum prlce, ill0o cash money patd upon acceptance flrst order. Steady source ol 8' cleat 2 x 4s needed. Reply to Box 6, The Merchant Magazlne.

Attention Pinc llimension ltlills

Premlum pald for yout clear, 2x4 and 2 x 6 pullout!. Accumulatlon barlr, full truck and traller lots. For company name and address, wrtte box 5, c/o The Merchant Magazlne.

I-UMBER WANTED

Twlgted and weathered Douglar flr. 3 x 4 and rplder by random lentths S4S.4x4 and wlder by random lenSths S4S, alro car pads. Hunter Woodworks (213, 775wt4 & (,;13, 835-5dr1.

Dxltnatlon .t to ru In fl.lt Wrni.{ ml. rilnr lr udo onft (l) to hdlat boD tidc @t[tloDl quullauon! f6 uDloymet rhloh u omDlotc B!8frdt a mmblt n@rrt lo ttrc noml otFniloB ol hl| t[llns or ontor. Drts, d (t) s a mrulon@ to N Esds, t lot thcm hil wh|.tr t$ltloD! tlc rdEstbc bclloH rould Dc ol DE lrtmd to @ s thr! mt$c bocru oa tnc ral |lvdnd sue dcUlrttm lhofd loa b. t Lo to l.nrll- ar. ltr.t tb stv0tlr |ltanlr c Dnctlor rry rElrrlbl !n[ae, Untbtto!" !DsIto.- tss o! dl6|[brtlm ltr cnDlorEmt Dn uG

o Le&se'?3 Ford Gran Torlno.-...,.---t 89 Boyd Peterson Leaslng, 292-0681

o Lease '?3 Ford F-250 8' Plckup...- $11o Make aptmt. for fleet or indlv. prices

O Lease '?3 Ford Plnto..--......-.-.-....... I 78

Boyd Peterson Leaslng, 29.2-0681

o Lease'73 MGB Convert.....--.--........ I 85 Drlve a new car every 1, 2 or 3 years.

o Lease'73 Chev L.U.V. Plckup-.-.-. $ 63 Boyd Peterson Leasing, 292-0681

a Lease '?3 Chev Blazer---..-..--..--.-..-. E132 Free servlce loan cars to drlve, Integrlty since 1946 LA. Boyil Peteroon Leeelng 202-06El 9838 Cron3h&w Blvd.

MERCHANT MAGAZINE

CTASSIFIED ADS!

Call: (213) 792-3623 or (213) 7924098

FOR SALE OR TEASE

OLDSDIOBII.E

LA.

lllllllllllllllllllll|||||rulilfinrd LOS ANoEtE llllln|||||||llfllllllllllillm|||l

TUMBER AND IUMIER PTODUCTS

Abiribt ...-..-.--..... ...17111 516-6111

Al ?.ho Conpcny ...-......................--(213) 680'087/a

Amoricon for..f Produclt lfialrol ......(714) 875-1550

Amorlcon For6l Prcducft lCenitosl, inc. hordwoods ..--..-.--.-(21 3l 773'92OO

Am.ri<sn For.rf Produclt (Von Nuyrl l2l3l 786'7056

Amrricon Iunb.r Sp.<i.r, Inc...-.......(2131 830-2860 connor lumber Solor ...-.--...----.-..--....12131 287-lt8z

Coc H.od lunbrr I Plywood .........-.---{2131 834-5261

Dovidron Plywood ond lumbcl Co. (213) 537-25'10 & (213) 636 02'll

Doolcv Radwood lumbcr Co. ..--...-(2131 ED 6'1261

Erlrt I Son, D. C. ..--........................12131 tA 3'll,a7

€ubonk & Son, 1,. H. ...................-...-....(2131 678'3887

Fot Wot Fir Sqll ..(2131 627-5811, (2131 592'l3n

fountoin [umb.? Co,, Ed..---...-------.....-(213) I'U 3-1381

Fr.nonl for.tl PtoduGtr -...----------.----'(21 3l rA 3'95/t3

Gollrhor Hordwood Co. .................-...12131 Pl,

Lunb.r Co. ..-..-...-....-............-.-..(213)

O.orglo-Pocill€ Corp. (lumb*l ........-(213)

Gc.aio-Pqcltlc Corp. (Plywod) .-........(21

Gorgio-Poclflc Corp. -.--....--.--.......1213) 686.1580

Globc Inlcrnolionol --...................-....(213) 870-6456

Hrxbrro Iumbrr 5olo .........................-l2l31 775-6107

Hill Iumbcr Co., Mox -....-.--...-..........[213] 684-2610

Hutt lcnb.r Co. ----.---.....---.-----...--..-.--.(2131 5P 3-1846

Huslrrr lunbrr Solo Co,..(2131 215-5553 & 211-5810

fnlond lunbrr Co, l7llal 877-2001 &l7lal 511-1151

lon..Stonlon Lumbor Cc. ...,.-....-.....12t31 968-8331

tunbor Sprclollia l2l3l 639-5825

A{orquort-Wolfc lumbcr Co. .-...---....-(71,1} 558-2855 (2131 625-1,194 & I7tll 998-1212

Mutuol lio!ldlng ond lumb.t Co. ..--.-l2l3l FAI-0877

Nrth lumbor Sola, A. W. .....-.......(2131 872-1280

Oreood, Inc., Robrrl 5. ---------.-..----..(21 31 382-8278

Poclflc l^odi.on lunbor Co. Qt3l n3-2292 r (2r 31 86r -6701

Pon A.l.tlc Trodlns Co., Inc. .--.-.----..-.(213) 268-2721

P.nb.rthy lunbrr Co. .......---.....-...----.(213) tU 3-4511

Philipr lumbcr Solu...---.......-......-.-.--.-(805),195-1083 (2r3) 889-3310

lolondo Lumbrr Co,, Inc. ..--........(2131 Z€rilh 9-88,13

loundr Iunbrr Co. ....................---....--.(213) 686-0917

lrrl f,umbor Srryf co ..---............ ---......12131 232- 5221

Sinmonr Hordwood Lunb.r Co, .---..--(2131 723-6156

Sinpfon luildins Supply Co. ......----....(2131 773-8178

Soulh loy R.dwood Co, .....--....-.--....(2131 860-7291

South loy l.dwood Co, ...........-...(7lal 637-5310

Stohl lumb.t Co. ...................-.........(213) AN 3-684,1

Stondord Struclur.. .-.---..............--......(21 31 t28-5780

Stcrling lumbcr Co. .-..-.--.....-.......---...12131 722-6363

Summil Iumbrr Co. ................-.......-...--l2l3l 636-5715

Sun lumbt Co. ..--....--......--...--.--..----.-(213) 831-O7ll

focomo tumbrr 5olo, Inc.....------....--12l3l MU l-6361

lwin Horbon lumbof Co. ----..............(213) 625-8133

Vqlk Whol*olc [unbcr Co, .-...........(714] 684-9905

Voncr lunbrr Cc, ..-...,....,...--......-...(2131 t68-8353

Vlrginio Hordwod Co, ......-----.-.-.-.-..-(2131 358-459f

W.ndllns.Nothon Co. .......---..........,...(2t31 CU 3-9078

TIEAIED tur IEI-POIES-PT UNGS-il ES

Kopprn Compcny ...(2131 830-2860

lr@t.d lol. lulldrrr, Inc, ..........".......(71lal 986-1166

Sqn Antonio Conrt. {2131 865-12/45 & (213} 773-,1503

BUI I.D NG MAIETIAI.S-PAI NI-HAIDWAIE_EIC.

M I r lwoRK-DOO Rs-l{OU rD NCS-

Am.rl6n iordf Produclt (Crnitor) .-l2l31 773-9200

l.l-Al. Door Co, .......................-......-.l2l3l CU 3-3731

lovtrly rr{onutocturlng co. ........-.-.-...-(213, 755.8564

Conrd Doon, Inc. ----.-------..---.-..(2131 576-2515

Chqrlcy'r Fcncc Co., Inc. ....-....-..-..-.-..(2131 338.1529

Colony Pointr .....-.(2131 222-5lll

Cu.ton tlllh, Inc. ..---------.......(2I31 330-06,19

Dirfon. Inc, -.......(2131 358.{563

lrtirrion Foncc Supply, Inc. --..-...-.-----.(213) t37-0517

Notionol Gypsum Co. .......-..............(2131 135-465

Porlor, Co., Inc., H, K., Dirrfon Div.-.{2131 358.,4563

Tri.County Wholcolc Co. .........-..-.-.(8051 612-6721

V.nt V!. ..-....-.....(2131 225.2288

Wotrrn Duo-forf .-12131 263-6873

sPECtAt SEIVTCES

l.rtof llfr. Co. .....-....-..............-........121 3l 875-t | 63

Colliorniq Iumb.r Inrp.cllcn Srrico(213] NO 5.5431

Col Cu.rom l,tlll ...--.............................(7141 835.53/a4

Hunfrr Woodvortr,

SAN FIANCISCO

8U I I.DI NG MAIERIAIS_PAI NT_HARDWARE_ETC. SASH-DOORS-WI NDOWS-^4OUt DI NGS

Aoc.icon Fo...f ProducL, (Corp. hlqdquqrt.rl ........................111 51 776-1200

Amrricon lumbor Sprcicr, Inc. ..--..--..(,115] 692-3330

Bcf-Air Drcr Co, .-..-.----.---.-.-.---.....-.--(fl5l 597-1897

B!tl.r-Johnson CorD. ----,._-_.-.__.-.----.(,(Ogl 259-1800

Corrd Doon, Inc. .---.-----.--..--.--.-(.ll5l 697-1897

Docc, Inc, ............(,al51 552-"311

Duo-Fort Coliforrio ------...-......-.----.(4151 986-0173

Fonyth Hqrdvood Co. .---.............---..--.{,al 5} 282.01 5l

G.oreio.Pocific Corp, .-...................-...(41 5l 871-9678

Globo Int'l ol N. Colif, .-.-..-.-.,..-..-.({08) 998-3300

Hqrbor tumbrr Co,. Inc..-.-.-...----.--.-----(ll5l 982-972, Hiegint tunb.? Ct., t. e.........-------.(,ll5l VA 1-8711

lonon lumbrr Co. ..---.....-.---..------.--(,4I5) YU 2-4376

Porcmlno tvnbrr Cp. .---.--.........--.......-(/al 5),421.51 90

lolsndo lumbcr Co., lnc. ..........--.....--.(4151 467-0600

sary.nfc Ho.dwood lumbor Co. ..----....(4151 821-12@

Silnorco Inl.rnollonol (AFPCI -..-....-..(41 51 7f 6-12@

W.ndlins Nolhon Co. .............-.--.---..(al5l SU l-5363

TIEATED TUMIEI-POI.Es

Koppcrr Co., In<. ------.--.....-..-------..---.....(,115) 692-3330

w.ndling-Nothon Co. .....-.............(,115) SU l-5363

SPECIAT SERVI CES_TRANSPORTATION

Colifornio nrdwood Aln. .---.-.-.......-..(4t5) 392-7880

Rrdw@d Inro.cfion Serylcr --.---.--.-.--...-..-..---EX 2.7880

Union Pqciflc noilrood ......--..-..-.-----....(4l5l,a2l-6030

GIEATER lAY ATEA

IUA{8ET AND IUMSER PRODUCIS

NORTHERN

PACIFIC NORTHWEST SIATES

DEXTEI Am*lm lumbcr Spccior ------....(5031 7$-n77

EUGENE Af Prfrcr Crmpony .................-...........15031 312-N663

Anjlccn F .rl ?roduct ....,..-.-..-.-....15031 312-5128

Fr.monf fo6f Producb .-..-.....--.-.-..-(5031 Dl-3-9267

Gorsio-Pocif lc Corp. -------.--.......15031 3,a5-4356

nf ond lunb.. Conpony---..---...-.--------(5031 312-821 I

PoDUlqt Pon.lr, Inc. ...-..-..........--....-.15031 686-9626

Twln Hqrbon lunbor Co. .---.-..--...-----15031 312-6579

U_nlon Pociflc Rollrod ------.---...........---(5031 345-8/a6l

W}IITE CITY

Anarlor fonlt Ptoduct!, TW&J Div..-(5031 312-5128

Wcycrhorurr Co. ....-.......--...........----..15031 3/t2-5531

LAKE OSWEGO

Pollolch For..lr, Inc. ..-.................-.-.(5031 635-35,41

MEDFOND

Fountoln lumbor Co., Ed ..-..-.-............1503t 535-1526

Union Pqcific Roilrood .........--.....----...-(5031 773-5388

PORILAND

Eoito Co3cod., Union lunbor trg..-..(50itl ?21-7250

Oqnt & Run.ll. Inc. .....-.-.-.-------...---.-l5O3l CA 6-231 |

Duo-Foll Or.gon ..-.{503} 23/t.9321

Enginind So{twood Productt ........(5031 228-2356

Gcoreio-Pocltic Corp. ..-.......................(5031 222-5561

K & S Dirrrlburins co. ..--.-.----........(5031 288-7381

Notlonol Gyptun Co. -.-..-.-.------..----....(5031 222-la00l

Orcgon-Pociflc Indutlrlx, Inc. .------..---(5031 221-1525

Poromiao tumbc Co. ---..---..--.......1503t 223.1341

?cbfirhar FoGt Prod.-Tlm.r A{irror ..(5031 771-ll6l

T*h Sof s Componr .............."-.-.........(5031 227 -3171

Twln Hqrborr Lumbrr Co. .---.-.-.--.--.---.-t5031 228-1112

Tumqc lunb.t Co. .....-........-......-----..(5031 CA 6-6661

Union Poctflc lqllrood ...-........----..-....-(5031 288'8221

W.rt Co6t Lunbl Inrp. lcrru -....-(5001 6390651

Wryrrhocurcr Co. ----..-.--...-.-....----...-.-.-(5031 226-l 213

RIDDIE C & D lunbrr Co. ..-..-.-...-..........-.........(5031 871'2211

SPRINGFIETD Roboro Lumbrr Co. .---...............---.-.---(5031 7a6-8la I I Wcyrrhorurcr Co. ......-------....------.---...(5031 ?26-123'l

ROCKY'IIOUNTAIN STATES

CHEYENNE Soddingfon-Chryennr,

tI. B. tol{Es

William B. "Big Bill" Jones, chief executive and chairman of the board of W. B. Jones Lumber Sales, Los Angeles, died November 24 aboard his yacht at Newport Beach, Ca. of a heart attack. He was 72.

Born April 24, L900 in Santa Rosa, Ca., Mr. Jones had been associated with the lumber industry for more than 50 years; was mgr. of the hardwood department for Owen Parks Lumber Co., Vernon, Ca. from 19271938 when he began W. B. Jones Lumber. He operated it until January, 1971 when it was sold to Fruit Growers Supply Co.

A licensed merchant marine cap- tain, horseman, sportsman; one of the first professional football players in San Francisco, he was also an active member of the Corinthian Yacht Club, San Francisco Bay area. He was a member of the American Hardwood Assn., Hoo-Hoo, and as a S2nd.degree Mason, was one of the youngest members of the Justice order of the Shriners.

He is survived by his widow, Bonniel one sister, a daughter, one son and three grandchildren.

TAUREIICE J. |)WEII

Laurence J. Owen, vp. of SimeoneNational Corp., Orinda, Ca. died of a heart attack December 1.

Born in Spokane, Wa., he attended the University of Oregon; was past president (Snark of the Universe) of the lumbermen's fraternal assoeiation. Hoo-Hoo; member of San Francisco IIoo-Hoo Club ff9, honorary life-time member of Oakland lfoo-Hoo Club #39; member of the Walnut Creek Elks Lodge and Transportation Club of San Francisco and helped establish the Hoo-Hoo Memorial Grove of redwoods near Eureka, Ca.

Mr. Owen is survived by his widow, Furn; two sisters and two children.

JOH}I S. BRANDIS

John S. Brandiq presidentofBrandS Corp., Portland, Ore., died of cancer on Nov. 25 at his Portland home. He was 5?.

Born April 6, 1915 in Aberdeen, Wa. he started his career as an independent logger from 1938-45; became v.p. of Willamette Industries, 1945-1955; was exec. v.p. of Georgia-Pacific Corp., 1955-1963; and then as president of Brand-S Corp. from 1963 until his death.

Mr. Brandis attended the U.S. Naval Academy for one year and then obtained his degree in logging engineering at Oregon State Univ. He was a past director of the American Plywood Assn.; past director, Industrial Forestry Assn.; past president Columbia River Log Scaling & Grading Bureaul and the present chairman of the Board of Tlustees of the O.S.U. Foundation.

Survivors include his widow Evelyn, his mother, one brother, two daughters and one son.

tu$til BR0T{I{

Harold A. Brnown, owner/president of Woodhead Lumber Co., died December 12 of bronchial pneumonia. He was 76.

A graduate in geology from Stanford University, he was head geologist for Union Oil Co. in Maricopa, Ca; served with the trtench Ambulance Corps in World War I; attended the University of Dijon (France) for 1 year and then returned to Stanford where he was a member of the Phi Delta Theta fraternity and captain of the crew team for 3 years.

Born August 31, 1896 in Wood,s County, he made 3 trips around the world; was president of the So. Calif. Retail Lumber Dealers Assn-; president of the Trancas Property Owners Assn.; and from 1924-1958 when the company was dissolved, was president and owner of the Woodhead Lumber Co.

He is sur.vived by his widow, Dorothy Brown.

complete custom Milling Facilities: we like them BIGI

We give our dealer customers what they want, when they want it. . at the right price

Inland prides itself in the quality of lumber it handles, the equipment for complete milling requirements, plus competent personnel of experienced lumber people. We are wholehearted wholesalers providing you, the lumber dealer, the finest service available from the forest to your yard.

Our inventory of competitively priced West Coast forest products is the largest in Southern California. We are direct mill shippers. We also offer a pre-packaging plan to our customers, called "Unitization." This method of packaging lumber into random length units reduces handling costs, thus effecting a major savings to you. For a wholesale lumber company that features customer servicenot competitioncall Inland.

Serving the Lumber Industry for 27 Yeors

"The Dealer'

LUMBER GO.