Merchant Magazine - February 1967

Western Lumber a Building Materials

f ormerl y CALIFORNIA LUMBER MERCHANf . Accurate analysis and tactual news since 1922

Your dependable statewide source for quality products

Fast

LOS ANGELES

42OO Bandini Blvd.

LOS ANGELE$ (Hardwood| 4230 Bandini Blvd.

VAN NUYS

15150 Erwin St.

LANCASTER

4O5 West Newgrove Ave.

STOCKTON

Stockton Box Company 18OO Marshall Ave.

NATIONAL CITY

1640 Tidelands l\ve.

RIALTO 555 West Rialto Ave.

FRESNO L266 North Maple Ave.

NEWARK

5526 Central Ave.

PHOENIX, ARIZONA

Arizgna Box Company

3203 Grand Ave.

AMTITE and all other Tarter. Webster & Johnson Pl5''rvood Proclucts that carrl' the APA Certifietl Quality Stamp are guaranteed b1'TW&J against delamination caused b1' glue Iailure during the life of the panel

If a Iailule <loes occur. and inspection by a Tarter. Webster & Johnson representative verifies same. TW&J rvill refund the purchase price of the plyu'ood.

TARTER, WEBSTER & JOHNSON

here's how to make a better profit without increasing ynu r inventnry,,,

The best way to make every sale is to keep an inventory of everything you could possibly need. You know that's impractical in your yard because slowmoving items would take up space you can't spare for occasional sales.

+ SOLUTION: Use our warehouse as you would your own inventory. Pick up directly from us and deliver to your customer. lt's the fastest way to do business. And we've got everything . . all the time at a local competitive price planned to help you make a better profit.

Paneling . Siding Sheathing Moulding Overlaid Plywoods Hardwood Plywoods Bestwall Gypsum Hardboards Flakeboards Doors Redwood . Suspended Ceilings

Western Lumber aBuilding Materials

FEBRUARY

FEATURES

VOLUME 45, NO. 8

PERSONNEL TRAINING HELPS HYPO CHAIN'S SALES

DEALER ADAPTS TO COPE WITH BUILDING SLUMP

INNOVATION PAINFUL tsUT NECtrSSARY, ADMONISHES DEALER

LOS ANGELES CLLTB 2 HAS FIRST CONCAT OF THE YT]AR

GOOD TIGHT DISPLAYS, MIXI]D INVENTORY SPEI,L PROFITS

REDWOOD PARK SOLUTION SEEN ON THE HOR]ZON

A FRANK TALK TO SALESMEN ON SMOOTH SELLING

BIG WESTERN HARDWARE SHOW SET FOR END OF MONTH

BOISE-CASCADE PURCHASES BIG OREGON RETAIL CHAIN

WHOLESALER HELPS DEALERS AT HANDYMAN SHOW

LNI^ DISTRIBUTES RETURNS ON WORKMENS' COMPENSATION

SAN DIEGO HOO-HOO CLLTB #3 ELECTS NEW OFFICERS

I'ALCO ANNOUNCES NEW REDWOOD PLYWOOD PRODUCTION

THINK GROUP CHARTS SOME LONG RANGE PLANS

YOSEMITE WILL HOST 16TH ANNUAL WIC CONVENTION

EDITORIAL PAGE

CALENDAR

VAGABOND EDI ORIALS

PERSONALS

THIi ARIZONA SCENE

LMA NEWS & VIEWS

NORTHWI]ST NEWS

TWENTY-FIVE YEARS AGO

NEW PRODUCT PROFITS

LETTERS

CLASSIFIED ADS

ADVERTISERS INDEX

BUYER'S GUIDE

OBITUARIES

Lumber & Building Moleriols MERCHANT

Publisher

A. D. BeU, Jr.

Managing Etlitor

David Cutler

Associate Ealitor and Advertising Production trIanager Walden Muns

Circulation Department

Andrea Friese

PubliBhers Bepresentatives NOR,TIIETiN CAIIFORNIA

Max Cook, advertising and neu's, 420 Market Street, San Francisco, California 94111, Phone (415) Yukon 2-4797.

SOUTrIDRN CALIFORNIA

Jerry Hickey, advertising and news, 412 West Sixth Street, Los Angeles, Callfornla 90014, Phone (213) MAdlson 2-4565 or MAdlson 2-0670.

PACIFIC NORTHWEST

Pete Klaner, advertislng and news, Terminal Sales Building, Portland, Oregon 97205, Phone (503) CApitor 7-4993.

CHICAGO

N.C. "Budd" Bellow, advertising and news, 11250 South Halsted Street. Chicago, Illinois 60628, Phone (213) 748-3351.

EDITOBIAL OFFICI'S

WESTERN LUMBER & BUILDING MATERIAI,S MERCHANT iS PUb- lished monthly at 4Lz West Sixth Street, Los Angeles, California 90014. Phone (213) ltAtlison 2-4565 or MAdimn 2-0670 by California Lumber Nterchant. Inc. Please address all correspondence to office of publication. Second-class postage rates paid at Los Angeles, California. Advertising rates upon request.

Subscription Rates-U.S., Canada, Mexico- and Latin America: $4one year; $7 - two years. Overseas: $5 - one year; $8 - two years. Single copies 50 cents. Back copies ?5 cents when available.

Change of Address-Send subscriPtion orders and address changes to Circulation Department, Western Lumber & Bullding Materials Merchant. 412 West Sixlh St., Los Anseles. Calif.90014. Include adi'iress label from recent issue if possible, plu.s new address, zone numDer or zlD cooe, Reorlnt S.toice"Reprlnts, Pre- pri-nts. cover folders (ln-both black and white and color) on Merchant articles and advertlsing are available on request within the month of issue. Contact our editorial offices for information and prices on any quantity.

THE MERCHANT is an ind,epend,ent rnagazi,ne pubkshed, nxonthlA for those nxenxbers of tlte lumber and, build.ing materials industries who need, dnd rDant factual, accurclte neu)s and cln objecti.ue analAsis of euents end products of concern to tltem in business.

4-3326

Wholesale Only

MIXED REDWOOD AND FIR LOADS SPLIT AN D CUT REDWOOD PRODUCTS

Free. Awayto make more moneyin the booming remodeling business,

Seven waVS,in fact.

It's.estimated that families are spending an average ot $228 a.year on remodeling. What gei-s them sGited? ldeas! , Ald that's exacily why Western Wood products Association nas oesigned-the Home Remodeling ldea Kits shown here. ro gtve.you the remodeling ideas you'll need to sell a remodelingmalerials package thaf starts trom the ground up. tdea! Sencl.for.any of our seven Home Remodeling ldda Ktts or for all of them, if .you want. They're all free. And they're all money-makers. Because they give you d year long Western Wood Products Association pro'm6tion. tt'J g'ot ideas. nnA ifs designed to give your prospects new wiys to get inehost ror rnetr money when they remodel. And to make you more money in the home remodeling boom.

Two Birds With One Stone

A SPOT OF bad weather for two days dampened fa 6" ladies spirits. but it did nothing to prevent the Economic Council o{ the Forest Products Industry from coming to grips with the big problem it faced. A short news rePort appears on page 46'

To us it was a classic example of "killing two birds with one stone."

The Economic Council is a truly representative but independent group of forest industry individuals' All segments are iepresented. Each individual speaks freely (though publicly they are anonymou-s.) ' True, there is some nit-picking and some self-interest evident, but by and large the group is unselfishly dedicated to exploring ways and means to better industry conditions without becoming, of itself, an action group.

This the council accomplished brilliantly' Witness the recognition o{ the 1966 mecting that a study o{ industry organizations was o{ paramount importance to survival. Witness the appointment of an independent, truly representative group to study the probl"m and ieport back. Witness the adoption' with some modifications. of this group's report' Witne-'s the appointment of a committee, consisting o{ thtr seven- past chairmen of the Economic Council, plus the cuirent chairman, DeVere Dierks, as i's chairman, charged with laying down ground rules by u,hich members of a Forest Products Industry Or' ganizing Committee will soon be chosen. This latter "o-miti"" is charged with finding ways and means to achieve the ultimate long'range objectives set forth in the independent report approved by the council. Rtrpresentation must be truly industry wide'

Thus the Council has maintained its identity as an inclependent, non-action, "think group," (Bird I ), while at the same time serving the industry bv creating an atmosphere of trust in which steps towardi goals approved by the industry can he taken. (Bird 2).

It rvas a tightrope performance worthy of Houdini

(or somebody), but it proved to us once again that the seemingly impossible can be achieved by men of good will, acting in an atmosphere of trust and mutual 1s,spect.

The next step is to explain to the grass roots, to the doubters and the uninformed how their interests will be best served by support of the recommenda' tions of the Forest Products Industry Organization Committee (FPIOC).

You can expect continuing reports from us on their activities, giving details o{ the long'range goals the industry expects it to achieve, and means by which its dedicated volunteers and staff expect to reach the pearly gates.

Coneratulations to the Economic Council for executing a brilliant "double."

An Advertising "First"

In this issue, you'll find an eight page insert that represents the largest single advertisement ever plac' ed in The N{erchant.

It represents more than just several pages of ads' 'fo you. the retail dealer, it introduces a new conc"pi i,r providing product information. Half o{ retail ."I'lir.rg is knorving where and how to buy, and The ]Ierchant will bring vou more and more product data to help you make intelligent brr,ving decisions'

It's loeical that Woodland Product-s Co' should be the first to advertise their entire product line, complete u'ith prices. A small company, compared to thc industry giants, Woodland has built a dynamic firm by getting to the retailer "fustest rvith the mo-*test'" LnJer the energetic leader-.hip of president Frank Ilolrcrtson, rvho got his start selling moldings "door to door" to dealers, the firm has developed an exciting line of specialty products aimed at ('onsumers ---your most lucrati\-e source oI sales'

We hope you'll continue to look to The N'Ierchant as )'our best source of product in{ormation.

I

Cedar:

Pre-primed

. Vlctoria 9-3109

20 EASI ALAMEDA AVE,, BURBANK, CATIFORNIA THornwall 2-2158

AN IDEA BANK UNTOCKED

Personnel training helps hypo chain's sales

66I[/ESTY'S

BEST".

IA/YV ter believe it!

and you'd bet-

If you have any doubts about this message, it's certain you don't reside in the San Diego area where Western Lumber Company has this slogan and Stanley Tools' brand name splashed across 35 colorful billboards on all major traffic routes.

"We've been getting an excellent play from the billboard message which is aimed at increasing both our image throughout southern California and our power tool sales," explains Western Lumber President John Sullivan. "We spend about $20,000 a year on radio advertising, but we think maybe our billboards do us even more good."

'W'estern Lumber Co., San Diego's largest lumber and building materials chain, first used billboards a year ago with the tt.W.esty's Best" message and a caricature drawing of a many-armed man with hammer in one hand, saw in another, rule in another, etc.

o'We quickly determined that the man wasn't specific enough in telling the public what we want to sell," comments Raymond Prell. Wetern's branch store merchandise

manager. o'So this year we got more specific and are using the Stanley brand name plus a photo of their electric drill. It's really helping sales."

W'orking closely with Western Metal & Supply Co., Stanley's San Diego distributor, the comprehensive advertising program was used to produce the billboard space on a co-op basis.

Sfory dl d Glcrnce

Dealer pushes co-op advertising with power tool manufac- turer billboards, timely store demonstrations polish image, beef up sales . .promotions move from store to store remodeling of facilities smooths the way to better understanding of customer's needs, desires, buying habits.

More than 6500 colorful envelope stufiers were sent to all Westy account customers in time to plan their Christmas shopping. "This promotion was well planned,"

says Jack Beyers, Stanley Power Tools western regional division manager, "for it tied in perfectly with a full-page Stanley ad in the then current issue of LIFE. The flyers reached Westy's customers at the same time as the magazine and the billboards kept on reminding the public. Timely store demonstrations completed the merchandising effort."

This Western Lumber Co. promotion to the public is but one phase of their power tool merchandising effort. Another important part of the program is sales training.

'oWe have selected one man at each of our five stores to become our power tool expert," explains Prell. "These men meet every two weeks to learn more about the tools we sell, how they work, sales points that should be made in making a presentation or demonstration of the tool, and in general-everything possible about power tools."

o'We've talked about personnel training for ten years or more," adds Westy president Sullivan, "but now we are really doing something about it in many lines. These meetings are upgrading our men as well

(Continued, on Page 12)

TWO SII)ED mobile billboard (1) used by Western Lumber Co. moves its message from place to place and branch to branch for demonstrations. Checking map (2) are (left-right, seated) Stanley's Jack Beyers and Westy's John Sullivan. Standing, Stanley's Gay

Baker and Westy's Raymond Prell. (3) Westy's Pacific Beach power tool expert Dick Mathews (center) sets up a demonstration table. (4) Excellent illumjnation, well-stocked displays greet customers at Westy's Pacific Beach. (5) Pacific Beach branch yard on

busy Rt. 101 boasts top-quality brand name merchandise, ample parking, neat displays and a complete line of products and materials. (6) Do-it-yourself trade has wide selection. Chain relies on demonstration, sales training as part of advertising campaign.

Authentic Colonial Styling in a zoth Century Product

Your builders will be impressed with the quiet charm and dignity of authentic williamsburg Hardboard siding. Point out the deep shadow line and the long, low look of eleganee stemming from the contoured profile and 6" width. Then tell them that williamsburg-X-ninety Lap siding has 20th century durability. williamsburg-X-ninety Lap siding is highly weather and dent-resistant, and there's no grain to raise and check the finish. Face and back primed. and ready for painting, williamsburg-X-ninety Lap siding goes up fast and finishes fast. r An attractive, free-standing display which demonstrates the new profile in lap siding and gives your customers some mighty good reasons for buying it, is also available. Literature describing williamsburg-X-ninety Lap siding is yours for the asking. stock up on this popular new siding. see your Masonite represenrative, or send the coupon today.

Dealer adapts to cope with changes

fF you're a typical Western lumber dealer" r the home builder is your biggest single customer. Then comes the remodeling con' tractor and next the do-it-yourselfer.

How does a dealer go about changing that customer-mix when building takes a dive? How does he attract a larger share of the lucrative "piece-at-a-time" do-ityourself market without alienating his "bread-and-butter" builder-contractor accounts?

A Hermosa Beach, Calif. dealer has worked-out a simple in-store traffic system which he feels solves this problem at his operation. And all it required was a little carpentry and a few signs.

Do-it-yourself customers entering Learned Lumber Co. are met by a sign inviting them to "Serve yourself or ask a salesman for help." A prominently-placed checkout counter helps to speed them on their way.

Nestled in a corner at the rear of the store is another counter, dubbed the "Prod' uct Information Center." This area handles contractor sales, charge sales and will calls.

Plywood and lumberyard items also get serviced here with loading tickets which are filled from yard stock at the rear of the store,

"That sign alone saved us some big money," pointed out dealer R. G. "Dick" Learned, o'It proved to our insurance un' derwriters that our in-store employees weren't out in the yard wrestling lumber and running the cut'ofi saw," he added'

Story qI s Glqnce

Changing the customer mix bY changing signs, letting customer help self saves on workmen's comp. premiums traffic control separates do-ityourselfers a nd contractors . . store now shoots for 5050 customer mix . . . figures merchandising changes will never stop.

Wosfern Lumber & Building i/loteriols MERCHANT

Consequently, Learned got a better break on his workmen's compensation premiums.

"W'e're still experimenting with the sys' tem, but it seems to be working out well," he continued. "It seems to be solving one of our biggest problems in serving both do-it-yourselfers and contractors quoting prices. If a do-it-yourselfer finds out that he's paid more for a lockset than the contractor right behind him, you can bet your life you'll never see him again."

The yard, formerly Learncd & Smith Lumber, bowed out of the scramble for tract sales in 1957 when they sold out their Inglewood, Calif. location and moved to their present site, which was then owned by Learned's father. Learned later bought out his father and partner, Charlie Smith.

"Ve grossed $2/2 million during our last year at the Inglewood yard, which is now Crenshaw Lumber Co.," assistant manager Ernie Hixon joined in. "But, like most volume yards, we had a terrific overhead. We had to ship 100,000 feet a daY just to make the payroll," continued Hixon, who was formerly a merchant seaman before ioining Learned fulltime \n'54.

"W'e're currently about 70'30 percent on our contractor-do-it-yourselfer mix, and we're shooting for 50-50," he added.

ware. Locksets 0) silhouetted at front window. Locksets (8) with samples on top, back-up stock on shelf below. Learned started remodeling two years ago, says, "we'll probably never be thru."

,0lt{11{G bossman Dick Learned (right in 1) in confer- tor, charge and will call sales, (4).displays of drawer ence is asst. mgr. Ernie Hixon. (2)28 lumber samples pulls,.handsomely_su.rrounded by picture frame, close' mounted and oiiced per ft. aids customer selection. up (5) of same. Being the major hardware supplie.r (3) New produbt infoimation center services contrac- in their trade area, displays (6) stress builders' hard-

Tbll tbem what W wa,nt: h,n Antm,io daes tbe rest!

Sa

I.EI ()UN EilOITEERT HE1P Y(lU lulIH Y0ut DtItoil oil0Bt$,t5

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J All.buildings engineered and designed by licensed engrneefs

/ Insurance rates coosiderably les*yet full coverage

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J Never needs painting-won't rub off on clothes

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Call Frank Ruggieri

0r

Mike Esposito

NORTHERN DIVISION

Coll Frqnk Ruggieri (er61 473-53t1

Hwy.99 W. One mile south of Willicms, Colifornio P.O. Box 837

maximum protection atminimum cost with

Mcil Hondy Goupon For More lnformotlon on Sqn Antonio Pole Buildings

SOUTHERN DIVISION

Coll Mike Esposito af UN&rhlll 5-1245

13231 E. South Srreel Arlesic, Gqlifornio rA t-o489

5P 3-f503

Yer, plcore tend mc fcclr obout Sqn Antonlo'r pole bulldlng Gomtrucllon

Antonio pole buildings sell for as little as l/s the cosr of conventional buildings.

'Don't know whot we'd do without this bu i ld ing !'

-Phil Di Morco, Di Morco Cobinet Shop, Gordeno, Colif.

A|.I-PURP0SE warehouse it about a year ago.

is on premises of Di Marco Cabinet Shop in Gardena, Calif. San Antonio built

lnnovolion Ptlinful But Necessory, Deoler Soys

A CANDID, ofi-the-cufi discussion of the A pitfalls and rewards of modern mass mercirandising highlighted the mid-January meeting of the Orange County Lumbermen's Club.

'Guest speaker William G. 'oBill" Cooper, energetic young president of Los Angeles' Cooper Lumber Co., and innovator in retail lumber and building materials merchandising techniques in southern California. was on the firing line for a frank question and answer session,

"We have no secrets," said Cooper in summing up his operation a{ter its first year in business in their new 36,000 sq. ft. showroom. 'oOur only 'secret' is a willingness to experiment with difierent merchandising methods," he added.

"Like most dealers, we thought we knew everything there was to know about the retail lumber business. Merchandising? Sure, you just put up a sign and wait for the customers to knock you down. Stock control? Nothing to that. You just wait 'til you run out and then you order som,e more.

"After a year in operation at our new store, we've discovered that the more you learn, the more you realize how much there is to learn," Cooper emphasized.

"Probably the most important lesson we've learned thus far is this: no merchandiser can be all things to all people. You have to decide what your market is, and then go after it. W'e knew that when we went after the consumer trade we were going to lose the coverall trade. Contractors simply won't pay for your carpeting and air conditioning. We've tried to keep both

groups satisfied by directing our contractorcustomers to a separate contract yardr" he concluded.

Following his talk, Cooper fielded a barrage of questions from interested dealers on a variety of subjects, including:

Adnertising-'oWe budget 3-4 percent of gross sales to advertising. We've experimented with several media, and even tried spots on the Jo,s pyn6 (telephone-talk) radio show. W'e recently switched to a tabloid newspaper which we distribute twice a month. The results have been dramatic."

Credit-Our credit sales, through Bankamericard. increase each month. We've found, however, that the Bankamericard has ono hook,' that is, nothing to encourage customers to come back to Cooper Lumber.

Consequently, we're planning to issue our own credit card, probably with a $50 limit."

Shnplilting-"We recently installed a closed circuit television system which has proven very efiective in discouraging the amateur shoplifter. There's nothing you can do about the pro-he'll get you no matter what you try. We also have three part-time undercover men, and require that all employees sign a statement agreeing to take a polygraph, or'lie detector,' test if asked.

I nuentory 6s7117s1-a'$/e recently switched to NCR's optical font system. Every item in the store is coded, so when the cashier rings up a sale, she also punches in a stock control number. I'll admit, though, that our computer system is one of the most painful (Continued' on Page 56)

WARD & HARRIi{GI0N turned out 33 dealers for the dinner meeting, including, (1) Roy Gregory, Ed Johnson and Chuck Rose. €) That's Lee Lumber Hauling's Howard Lee and his son Mel flanking Don Currie.

(3) Bob Stillwell and 0range Coast's Leon Lauderbach.

(4) George Brumley, Larry Collins, and Bob Nylander. At center are fl-r) club president Larry Henderson, speaker Bill Cooper and Jim Nelson.

spells it like it is...

*W iS fOf I|f-A-T-E-R-P-R-O-O-F-E-D

What difference can a little moisture make to a wooden door? None, if it's a Bellwood. Now, this doesn't mean even a Bellwood door should be directly exposed to the elements. But it does mean that Bellwood's exclusive waterproofing of the top and bottom of their doors protects those critical areas before the painter comes. And at no extra cost. ... just another plus feature that spells BELLWOOD. THE BELLWOOD COMPANY / 533 West Coilins / Orange, Catifornia

GUARANTEE Bellwood Doors arc fully gusranteed by the Bollwood Company of California. as s€t fonh in tho Standard Door Guarantee of ths National Woodwork Manufacturers A$ociation. They mget or excagd the specifications set forth in Commercial Standard CS 1 71 -58 for Sotid-core and Hollow- core doors. B[1lW0m*D00n$

MADE IN CALIFORNIA

Los Angeles Club Concqt

A SUCCESSFUL concat and a look at ll' 6" jarring world of pro football by Merlin Olson, NFL lineman and guest speaker, opened Los Angeles Hoo-Hoo Club 2's first 1967 meeting.

In the golf, Homer Ward won low gross with a double lacky 77, low net going to Dorman Dane who won the flip for the trophy after he, Norm lflendell, Bob Merrit and Hugh Hurth tied for first.

First flight topper was Don Gow with Bill Rau second. Second flieht it was Bob

AtrLA5 LIJRflEEH

H0USE-BR0KEI| KIIIEI{S (top left) welcomed to the fold were, (l-r, standing) Phil Butterfield, Bob Humphrey, Don Hathaway,

Merrit and Norm Wendell tied, Merritt winning the toss. Third flight top flyers were Hugh Hurth, Jack Milliken and Frank Quattrocchi.

DEATER TOOT PROMOTION

(Continueil lrom Page 6)

as our sales."

Westy has adopted the demonstration technique in each of its branch yards to show custorners the self-satisfaction gained using power tools. The five experts-Dale Anderson, Dick Mathewso Dave Northrup, Holly Arthur and Sam Peoples--take advantage of every opportunity to show how a unit operates.

W'estern Lumber Co. was founded in 1904, and in recent years has acquired other retail operations in the San Diego area. Today the firm boasts a 30-acre, highly modernized headquarters yard in National City and branch yards at Pacific Beach, La Jolla, Point Loma, Chula Vista and Imperial Beach.

ooAcquiring yards in these areas has made it imperative we establish the Westy name through advertising," says Sullivan.

"At the same time it has been imperative that we remodel our facilities as well as our thinking to meet today's needs and customers.tt

Western Lumber Co. still seeks contractor business, employing 110 persons in its National City headquarters yard which includes a truss making operation, lumber treating tanks, cabinet shop, etc. Thirtynine full-time employees operate the branch yards. Another branch yard is planned for mid-1967 opening.

Sklp Gregg and Bill.Fox; -(kn€el- ini. l+) J. B. Latham, George Steele and Jerry Hlckey. Gu-Cst soeaker Merlin Olson $' 5",275 lbs.) one of the Los'Anseles Rams' "fearsome foursome," towers over membdrs Don Gow, and even "Big Frank" Quattrocchi (left). club president. That's low gross champ Homer Ward (|eft.'lower left) with Charlie Strait. Here's the desree team: (standing, l-r) Harvey Koll' Dorman Dane. -Norm Wendell, Frank Quattrocchi, Dick Lambert. Ed Difani, Bob Merritt, Bill Bright, Don Johnsori and Hugh Hurth.

A SMALT DEATER SAYS .

Good tight displays, mixed inventory, spell profits !

A RECIPE OF shrewd merchandising

A and just plain good luck seems to work at Ward & Harrington's Capistrano Beach retail building materials store and lumber yard, which celebrates its first anniversary this month.

Their good luck takes the form of a IB0 degree drawing market, or, in manager Norm Clow's terms, "everybody who lives in our area."

"We simply do as much as we can with our displays, and of course try to use every inch of space we can to sell our lines," says Clow. He goes on to assert that W&H thinks in terms of being in competition with o'almost everyone else around."

'oThe small retailer can compete easily with the big fellow," Clow explained. "W-e're bumping heads with a big fellow now. Naturally we hope we'll win."

sells easily and so do the lower priced ones' It's really a matter of merchandising," -"ays Clow.

We asked him to cite the advantages of belonging to a large chain' ooA chain situation is excellent because it allows us to handle all kinds o{ lines. You couldn't say this of a single store. We were originally a lumber company, and of course still are, and because we are we can quote

"Capistrano's a small town, true; but the perimeter area is just Ioaded with home' owners, apartment owners, and people who need and want to buy do-it'yourself materials items in one spot."

One of a chain of stor:es, W&H's Capis' trano Beach yard employs time tested methods of floor merchandising and promotion that are not necessarily unique but which nevertheless conform to a limited amount of selling space.

Capistrano Beach, like other smaller communities in southern California, is in a state of flux. Building continues, though not at an acoelerated pace; but residents of the area like and believe in beautifying and modernizing. To meet the needs of the small wage earner as well as those who needn't count their pennies, they otspread out" their price tags.

o'We sell the expensive saw, {or instance, and the cheapest one. A high'priced saw

prices of a large cross-section of lumber and plywood as well as on paints, plumbing, electrical-we have an advantage'"

Clow also praised the advantage of sameday service, noting that immediate service to a customer is sometimes very difficult in the small store.

To cover their growing market area, W&H's advertising program makes use of attractively designed mailers, sent out every three months. These reach an estimated

0BSERVING FIRSI anniversary at Capistrano Beach is Ward & Harrington's building materials outlet and lumber yard. (1)-Specials appear in window of store. 0) Paint display inside. (3) Signs call attention to

ceiling tile, other wares. (4) Door display just outside main store. (5) Effective tool bin draws customers. (6) All kinds of siding. (7) Ceiling tiles are angled all around inside store. (8) Wide variety of saws,

llstP

blades and accessories offer choices to handyman, contractor or week-end "thumb-smasher." Store shrewdly adds dog food and kiddies balloons as c0nventences.

FEBnUAnY, t967

230,000 persons and businesses. The operation at the beach places ads in a nearby San 'Clemente newspaper, but decisions as to what to use emanate from the office of an advertising manager and consumer sales chief.

Clow,explained his store's credit situation with reference to the contractor and customer trade. He suggested that credit is

Story sI d Glonce

Limited selling space needn't restrict sales . . . small-town retailer stocks lighting f ixtures, lumber, even dog food . colorful quarterly mailer reaches customer in wide market area . . Small staff thinks big in terms of reaching, selling consumer . . Varied price ranges sell contractor, handyman, housewives.

necessary for profits in his operation since the store plans no physical expansion in the near futur,e.

"What we have done here is consolidate our yard with our interior store. We've managed to eliminate wasted space, allowing more selling space to earn for us. Credit-wise, we have a revolving charge account card, issued to customers after credit is cleared, and a contractor's charqe account. Our business is about even wiih both."

Elaborating, he said that the consumer trade is the target for increased sales. Stock in the store is so complete that the company looks forward to greater volume as time goes on. The contractor sales' margin of profit remains about constant.

An efficient front office and check.out area dominates a rear portion of the store. W&H's operation has a stafi of ten, with a minimum of floor salesmen. Customers piefe; to browse at their leisur,e. often do not know what they really want to buy until they do browse, and then proceed to pur-

chase items that they had not intended to buy when they came in to shop.

"That's why color and signs are important," Brioe Duncan, the assistant manager explained.

"We like to provide a little incentive for sticking around once a customer comes in. We even sell dog food and some canned peanuts. For mothers who bring in the kids, there are balloons and candy tieats."

Despite limited selling space, they look for growth in that area, just as they hinge

their other hopes on building surging forward in the not too distant future. But, essentially, serving the individual customer gets high priority.

"You can't really argue this point," Norm Clow'says, relighting his pipe. "Any retailer in the world respects the power of the consumer."

In addition to its Capistrano store, W&H serves the communities of La Habra, Fullerton, Santa Ana. Carden Grove, Laguna Beach and Newport Beach.

ASSOCIAIED REDWOOD TilttS

C0MPACI A1{ll WEtt SI0CI(ED is Ward & Harrington's Capistrano Beach store and lumber yard. (1) Practical office and check-out is in rear of store. 0) Section of paint department. (3) Typical display shows power tools. (4) Hanging display for "grab me" items. (5)

Signs lure customers to a multitude of housewares and plumbing equipment. (6) Brass hardware section is model of effective display. Store is celebrating its first anniversary at Capis[rano Beach this mdnth. There are seven other stores in chain.

Redwood park solution seen possible

-Iri what hopefully means the beginning of a sensible settlement of the redwood pbrk problem, California's Governor Ronald Reagan has appointed Norman B. oolke" Livermore, a man whose background spans both opposing factions, as State Resources Director. The job includes control over such departments as parks and recreation and conservation.

Livermore, until his retirement, was treasurer for fifteen years of The Pacific Lumber Co., one of the largest redwood companies. Uniquely, he is also a life mem-

ber of the conservationist Sierra Club and was a club director for ten years.

Perhaps reflecting the duality of his background, his acceptance speech took a swipe at both sides as he:

o Rejected the two major conservation' ist-backed proposals for a redwood nation' al park and endorsed, instead, the plan espoused only a day earlier by his new boss, Governor Reagan.

That plan would give federal status to existing state parks and link them via a coastal corridor.

Y our lnventory . .

Lumber & Bulldlng Motcrioh MEICHANT

o Predicted that there definitely will be a national park in the redwoods, credit. ed the Sierra Club with achieving it. He then accused the club and its executive di. rector of dishonesty in their campaign for the park.

o Conceded that the timber industry is t'vulnerable" to accusations about indiscriminate cutting and slashing, and said that now that he is leaving Pacific Lumber Company of San Francisco o'I can give them a kick in the pants."

The appointment was welcomed by con. servation spokesmanwho also argued with his redwood park views and challenged a few of his statements.

Spokesmen for both the Sierra Club and the Save-the-Redwoods League, which have backed redwood parls of difierent sizes and in difterent locations, said the Livermore-backed plan would save few virgin redwoods not now in State parks.

Dr. Edgar Wayburn, Sierra club vicepresident and principal redwoods spokes. man, challenged some of Livermore's contentions, but he praised Livermore as o'a man of very considerable integrity and ability."

Deolers Get in Free

LMA Day at the Western States Hardware.Housewares-Paint & Garden Supply Show will be February 27. In making the announcement, Kruger B. Jacobsen oI the California Retail Hardware Association and Bob McBrien of the Lumber Merchants Association encourased all retail lumber dealers to make use of this excellent free opportunity.

Held in San Francisco, the show anually attracts thousands oI dealers who appraise merchandise on display and issue purchase orders for the months ahead.

"500 manufacturing firms and their dis. plays will occupy more than 350 booths," comments Jacobsen. otDealers can see the newest and best items available from all the various segments.

Admission to the show is free to retail lumber dealers. Show hours are Sunday, Feb. 26, noon-7 p.m.; Monday, LMA Day, noon-6 p.m.; Tuesday, 3-10 p.m.

Plywood Retoiler Exponding

Plans to erect three new Albrite Plywood Corp. stores in the San Francisco Bay area have been announced by Albrite president Norman T. Bushberg.

The buildings will cost $500,000. The stores will be located in Oakland, San Pablo and in the Concord-Walnut Creek areas. Each store will measure 9,000 sg. ft., Bushberg said, and will bring to seven the number of outlets the firm operates.

W6t.rn

fhe H,qrbor

SMOOTH SELL'NG

by George N. Kohn, Morketing Consullonl Copyight-George N. Kahn

You Con't Fire Without Ammunilion

A well-prepared salesman inspires buyer confidence.

Every move you make in a prospect's office must reflect thorough organization and planning. The way you handle a pres' entation or demonstration will often deter' mine whether you get the order or the brush-ofi.

One way to be convinced of the value of preparation is to be on the buyey's side of the desk. This happened to me recently when I purchased a transistor radio.

The salesman handed me an expensive model reputed to be one of the best in the world. But there was just one thing wrong when I turned it on: The radio would not play.

The clerk, flushed with embarrasment, grabbed the instrument from me and started fiddling with it. He was so nervous he dropped the radio while trying vainly to get the case open. I was rapidly losing confidence in both the transistor and the salesman.

In desperation, the man finally summoned over another clerk. The latter took one look at the radio and then fixed it with such speed and dexterity that it was a pleasure to watch him. The only thing wrong with the transistor was that t}e battery was upside down.

What impressed-and sold-me was that the second man knew what he was doing. This first salesman obviously had never tried to learn how this product

worked. It had apparently never occurred to him that even reputable merchandise needs expert presentation.

Avoid Emborrosrment

Some prospects may not give you a second chance. But it's a risk you don't have to run if you will devote some time to getting ready for your calls.

Some steps to take:

1. Learn the facts of your company, product, competition and your prospect's firm until they become an efiordess part of your sales talk.

2. Rehearse your presentation at home until you can rattle it ofi without stammering, repeating or nervousness.

3. Plan your sales callg allowing for flexibility.

4. Make the most of the sales literature and other toot, prooiiJ,il,;;ffi

stilted and canned. Get away from the monotone approach; practice voice inflex' ions, change of expressions, etc. that will enliven your talk.

Make sure there is a pause or two in your speech to allow tJre customer to cut in. He may want to give you an order. Also, don't become so wrapped up in your presentation that you forget about the buyer's problems.

Almost everything on a sales call can be anticipated. There is very little that should surprise you-if you are prepared. With proper backgrounding, you can ad lib your way through any situation.

To start you ofi on the road to good sales preparation, here is a short quiz. If you can answer "yes" to at least nine of the questions, you are going along well with your homework.

Soles Ammunition

l. Do you devote some part of your day to preparing your calls? Yes[] Notr

2. Do you gear your sales talks to the prospect's needs? Yes[] NoE

3. Do you practice your presentation before a mirror or your wife? Yesn Nol

4. Does your talk contain more facts than oratory? Yesn Non

5' Do vou have a set goal in life? Yes n No E Danv.

6. Do you give the prospect a chance to interrupt your talk? Yes n No n

5. Set goals for yourself so you know j where you're goi"s'""i"h;; y;;;

7' ls vou dav planned? Yes r No n going to get tliere."

6. Use your time so that.you do have

8. Are you completely familiar with your company story and product line? Yes n No n

9. Do you feel sure of yourself before a buyer? the hour or two to prepare your sales Ves'n N0 n talk'

10. Do buyers seem glad to see you? Memory ls Nof Enough Yes n No n

In memorizing your sales talk, don't be-

11. Are you glad to see them? Yes fl No n come a robot. The trouble with many rote- 12. Would criticism 0f your presentation cause you learned presentations is that they sound to try and improve it? yes E No n

IIEP.RINTS FOR YOUR SALESMEN each artlcle ln thls series ls ex- panded to approximately 2000 words-lncludes a self-evaluatlon quiz- la pflnted ln 2 colors ln a 4 pase format. on whlte slossy paper and ls 3-hole punched to tlt any strind-ard 3-ring blnder .-. prices are as folrowa:

I to I copioa (of each artlcle) .-..:-.-..--.-..--60 cents eaoh

lO tu 4e copior (of oach artlcl€) --.-----.-----87y2 cents oech

OO to 90 coples (of ea.ch ertlcle) -.--.-.-.....-.3e conts eech lO0 or more cople3 (of oach ortlclo) -.----.-----25 conts eoch Tlre entlre serle8 mav be Dre-ordered or lndlvidual artlcles may be ordered by number. , . addr6ss orders to.ioorse N. Kahn Co., Marketlng

(ionsqltants, Sales Tralnlng Dlvlslon, Servlce Department, Emplre State Butldlng, New York, N.Y. 10001. Artlcle titles are:

1. Tho Ealesman ls a V.I.P.

2. Aro You A galormalr?

3, Get Acquetnted Wlth Your Oompany

4. You're On Stoco

6. You Con't FtrC Wthout Ammunltlon

6. You Are A Gooilwlll Salesman, Ioo

7. Closlng The Sale

8. How To Set Uo An fntervlow

9. Relaxlng Beffieon Rounda

10. Tho ComDotluon

11. Taklns .{Rtsk

12. Pleylng Tho Short Game

when orderlng, please mention the name of thls publlcatlon.

DEPtrNDABLE

"D" means DEpENDABLT here at Danr. DEpENDABLE source of qaality lumber, millwork, mouldings and cut stock. Manufacturers of Ponderosa Pine, Sugar Pine, \7hite Fir, Douglas Fir, Hemlock, Spruce and Cedar. DErENDABLE service in dispatching orders without delay by rail or truck and trailer.

f)a,nt Forest Products. Inc.

GALENDAR

Imported Hardwood Products Aesociation-February 8-10, annual convention, Erawan Garden Hotel, Palm Desert, Calif.

Mountain States Lumber Dealers Assn.-February 8-10, annual convention, The Terrace Ballroom, Salt Lake City' Utah. Woodwork Institute of California-March 9-11, 16th arurual convention, Ahwahnee Hotel, Yosemite National Park.

Salt River Valley Hoo-IIoo Club-February 10, Valentine danee' Camelback Inn, Scottsdale, Arizona, Paul Caviness chairman.

San Joaquin lfoo-Hoo Club 3l-February 11, ladies nite dinaer dance, Fort Washington Golf Club, Fresno,

Los Angeles Hoo-Hoo-Ette Club 1 and Club 10-Feb. 13, annual Bosses Night, Sheraton Wilshire Motor Inn, Los Angeles. Black Bart Hoo-Hoo Club l8l-February 15, dinner meeting, San Fernando Yalley Hoo-Iloo-Ette Club G-February 15, monthly meeting, Nob Hill, Van Nuys, Calif.

Sierra Cascode LoEginE Conference-February 16-18' equipment exhibits at California State Fairgrounds, Sacramento.

Los Angeles IIoo-IIoo Club 2-February 17, Sweetheart Ball, General Leets, Chinatown, Los Angeles.

Ilumboldt IIoo-Hoo Club 6&-February 18, annual dinner dance, Baywood Golf & Country Club, Eureka.

Oakland Hoo-IIoo Club 39-February 21, armual dinner dance, Castlewood Country Club, Milt Cook chairman.

Sacramento Hoo-Hoo Club l0$-February 25, annual dirurer dance, Del Norte Swimming & Tennis Club, Sacramento, California Retail Harilware Assn.-February 26-28' 18th annual western states hardv/are-housewares-paint & garden supply show, Brooks Hall, Civic Center, San Francisco, Calif, Western Wood Products Assn.-February 28-March 3, annual meeting, St. Francis Hotel, San Francisco, Calif.

MARCH

Lumber Association of Southern California-March 3, quarterly director's meeting and general -business meeting, Newporter Inn, Newport Beach, Calif.

San Fernando Valley lloo-Hoo-Ette Club ts-March 8, monthly meeting, place to be announced.

Redwood Region Logging Conference-March 9, 29th annual conference, Del Norte County Fair Grounds, Crescent City.

Deqlers

OUT

this free brochure for your products file

YUkon 6-7981

NAtionol 2-3456

NAtionol 3-4567 (Areo Code 714)

To ploce on order or for odditionol informotion (or iust to soy hello) .

Iu00dland PF0duGt$ ileclallle$ 0ulde

"The easy way to a beautiful home"

woodland Dec0Faliue Trim

A beautifully milled decorative scallop trim manufactured of absolutely clear incense cedar. Useful for everything from kitchen cabinets to living room valance boxes. Already in demand by contradtors and do-it-yourselfers. This trim is a best selling, welcome addition to your moulding line.

For easi-est cutting and matching, Woodland trim is milled in one-foot multiples-six-inch centers.

SCALLOPED INCENSE CEDAR

Give your home that custom look!

CORRUGATED REDWOOD MOULDING

This moulding has been engineered to fit perfectly all standard corrugated aluminum and f iberglas panels.

Dealer Suggested Gost Retail Price

Above lengths packaged 24 pieces per bundle

PREFINISHED SCALLOPED INCENSE CEDAR

VALANCES

SHELF-EDGING

CABINETS

Rack furnished with original order. 8' lengths only.

w00dland

Ilecoraliue Gorbels

Beautif ul, decorative wooden brackets packaged in pairs, drilled and complete with screws and dowel plugs for easy installation.

These corbels will be a welcome addition to your shelf bracket line. They supply the demand for a natural finish or painted bracket suitable for today's interiors. They harmonize beautifully with mantels, shelves, plate rails, etc.

w00dland Guiling Boards

Dealer Cost Suggested Size Per Pair Retail Price

xII"

4.45

Woodland's exacting specifica- tions and our customers' design suggestions now make a quality cutting board available to you. Made of laminated solid alder strips. Boards are f inished both sides with finger pulls at each end and can be reversed.

SIZEI 18" x 22"

DEALER SUGGESTED COST RETAIL PRICE

w300P 4.49

If 0-il-your$ell

PiGlUrC Frame$

w-510

w-501

il0TE: Dowel plug buttons are available in 2 differenl quantities:

25 plugs-..-,..........................-....40d

50 p1ugs.............,..-...............-...65f

Stock No. w-510 w-508 w-506 w-501 Dimensions 3/4tt 74 1t1"tt I1/g" x Wq" 7/8" x 2l//8,, Ir/s.,, x 3r/4,, Dealer Gost W2OP W28P W32P W54P Suggested Retail Price .30 .42 .55 .85 pattern

Minimum order quantity is 100 feet of any one

lt00dhnd c0l'K, chalK, BullGlin

CORK BOARDS

Genuine top quality cork bonded to a durable composition backing makes this board a quick selling addition to your display board line. With the unbeatable combination of a good price and lasting quality, you can be proud to offer Woodland cork boards.

Size Dealer Gost Suggested Retail Price

16r, x 24,, W180P

24' x 32" W26OP

2ry' x 48" W330P

All boards shipped 10 to carton beautiful 2-color self-display box.

2.79

3.95

4.95 packaged in a

BURLAP BULLETIN BOARDS

A new addition to Woodland Products' profit' packed line-decorative burlap bulletin boards -feature a prefinished walnut-toned frame enclosing a ruitic burlap surface. These new dis" play boards are available in three colors: natural, salmon and turquoise.

Size 15,' x 24"

Suggested Dealer Cost Retail Price

w220P 3.49

and llsc0naliue BuPla[ B0aPd$

4B"rrnp

CHALK BOARDS

Two coats of lush deep green lacquer plus one coat of clear lacquer make easier erdseability and a minimum of chalk dust. A special featur6 (see at left) is a built-in chalk rail completely around the board. Makes it easy to hang vertically or horizontally.

your home o-t

BULLETIN BOARDS

These boards have a smooth, soft white finish. Completely framed and assembled for immediate sale. A must item for retail sales to offices, churches and homes.

All boards shipped L0 to carton beautiful 2-color self-display box.

All boards shipped 10 to carton packaged in a bea utiful 2-color self-d isplay box.

u|00dland 0la$$lc lrlm$

Self-Displaying . Self-Selling . Pre-Priced . Real Wood Handsome display rack is free with initial order of 50 ft. of each pattern. Available in 4 ft. and 3 ft. lengths only. Minimum ordereach pattern:50ft.

ffiffif MOTORIST was picked up unconscious after a crash and gAH carried into a nearby filling station. Opening his€y€s he WS began struggling man{ully to get away from his helpers' ITseems it was a Shell Service Station, and the first thing he saw when he became conscious was the big SHELL sign with a man standing in front of the

THIE POWER OF SUGGESTION

An executive who is a great believer in efficiency hung up a sign in his office one day last week. It said, o'Do It Now." Within 24 hours the cashier had bolted with the contents of the safe, the stenographer eloped with his eldest son, the office boy threw the ink bottle into the electric fan, and the whole office force struck forasix-hourday.

AMENDED THE SIGN

There was a big sign in {ront of a modern shoe repair shop showing several styles of rubber heels, and a picture of a beau' tiful girl who was saying:

"I'm in love with America's Number One Heel."

Underneath, in a small feminine hand, someone had written:

"Sorry, Sister! I'm already married to him."

BY JACK DIONNE

r882-1966

"Regardless of how you scheme or strive, You'll never get out of this world alive."

FOLKS AND ME

It's a funny thing, but true, Folks you don't like, don't like you. I don't know why this should be so, But just the same I always knowIf I'm sour, friends are few; If I'm friendly, folks are too. Sometimes I p;et up in the morn, Wishing I was never born; Make of cross remarks a few, Then my family wish, too, That I'd gone some other place. Stead of showing them my face, But just let me change mY tune, Sing and smile, then PrettY soon, Folks around me sing and smile, Sure, it's catching, all the while. Yes, it's funny but it's true, Folks you like will sure like You.

Boise-Coscode Buys McCreody Yords

Boise - Cascade Corporation has announced its purchase o{ the W. J. McCready Lumber Company of Forest Grove, Oregon, a company spokesman said.

The company operates 18 retail lumber yards at Forest Grove, Portland, Beaverton, Oregon City, Tillamook, Lincoln Citv. ['lorence, Newberg" Tigard. Waldpoit. Seaside, Eugene, Milwaukie, Salem antl Hillsboro, Oregon.

The only McCready currently active in the firm is David McCready. who is manager of the Hillslrr-rro retail outlet.

The forebearer of the company was formed at Forest Grove l,y W. J. McCreadv in l914 under the name Copeland a,li McCready. In 1926 the firm was orsanized as the V. J. McCready Lrrmher Co.

Kimberly Clork Nomes Bleile

Harry C. Bleile has becorne marketine manager for lumber and wood products ai Kimberly-Clark Corp. in Anderion, Calif., according to assistant general manager W'. R. Williams. He is former general manager of the Gibson and Arrowhead Lumber Companies of San Bernardino.

He assumes the sales and marketing responsibilities of the late W. R. "Dick" Curd.

Bleile was employed

as management trainee with Sterling Lumber Company from 1948-1951. and i,vorked in ll of their 17 retail yards. He beean with Gibson and Arrowheud Lumber CJmpanies in 1953 and had major responsibilities for direct sales and yard operations and sales to dealers for the Gibson Arrowhead distribution complex.

Sentence Lumbermen in Conspirocy

Five San Francisco Bay Area lumbermen plead guilty ina Conira Costa County superior eourt recently to a conspiracy involving charging firms for full^ loads of lumber after delivering only partial loads. AII five received heavy fines, while two of the men were given three years probation. The racket involved the use of iruck taes and invoices for larger amounts of lumbir than actually delivered. On December 29 the court imposed fines on W. Glenn Nobmann, president of Channel Lumber Co.. Richmond; \'lassimo De Simoni, the firm's sales manager; Enio De Pianto, Channel,s yard foreman; Al Bonfiglio, San Marin Lumber Company manager, and Oscar Green, manager of Pacific Timber Products Co. of Richmond.

David Hewitt, Pacific Timber truck driver, also was fined. Bonfiglio and Green were given three years probation.

A year-long investigation brought to light descrepancies in deliveries made to a local unified school district and to the U.S. Naval Weapons Station at Concord, the grand jury disclosed.

New IHPA Members

Charlie Schmitt, executive secretary of the Imported Hardr,rood Produ<.ts Association, recently extended a hand of welcome to two more regular mernbers. Joining IHPA were Silmarco International, a division o{ American Forest Products Corporation, San Francisco, and Bibbs Timber, Inc., I{ew York Citr'.

Lumber Export Firm Sl'qrted

"Monty" Montgomery, well known West Coast exporter, has established his own business under the name of Lake Logging & Lumber Co., P. O. Box 4,123. San Rafael-. Calif. He had managed rhe export division of Twin-City Ltrmber Co. since June, 1952.

A native of Vancouver, B. C,, Montgomer)' got his early exper.ience in lumbei exporting with J. J. Moore & Co. in Seattle and later spent several years in lumber exporting with Rounds Trading Co. prior to joining Twin-City. He will continue to specialize in sales to the South Pacific.

Harry C. Bleile

Hobbs Wall grades at the right priceg

They don't horse around

Do-il-Yourself Show

I southern California wholesaler offered A dealers a helping hand recently by exhibiting his products to more than 75,000 visitors at Los Angeles' lst Annual Do-ItYourself Show, staged at the city's massive Great Western Exhibition Center.

"We felt that by demonstrating hou' simple most do-it-yourself projects can be. we could pre-sell thousands of potential dealer-customers, explained Paul Sink. president of Mason Supplies, Inc., of Los Anseles.

Muron Supplies salesmen manned the firm's booth for the three'day show, demortstrating many of the'building products distributed by the firm. Included were Gold Bond ceiling tile and suspended ceiling systems, woodgrain ceiling beam systems, Durasan vinyl gypsum wall paneling, K-Lath do-it-yourself stucco kits, Red-ECrete cement, and Z-Brick products.

A duplex house was moved into the showroom for a graphic before-and'after com' parison. One side o{ the duplex was left unfinished, and the other completely re' modeled with do-it-yourself products.

'oWe were quite pleased with the results of the show, and plan to participate again next year," summed up Sink.

"MISS D0-II-YOURSELF" Francine Barnum was on hand at the Mason Supplies booth (top left photo) to demonstrate the simplicity of do-it-yourse!f projects using a variety of building products including Z-Brick (top right), Gold Bond ceiling tiles (lower left) Vinyl-

fold suspended woodgrain ceiling beams and Durasan vinyl gypsum wall paneling (lower right)..Also manninL thi:'booth during the show were members of the Maion Supplies sales team. Manufacturers were als0 on hand to help out the many dealers attending.

PERS@NALS

Duane Autzen has been elected to the board of directors of the North Santiam Lumber Sales Co. in Salem, Oregon, according to board president Donald H, Burkland.

Steve Freeman, Newport Beach, Calif. lumber wholesaler, wins the literary rvhizzbang award this month with his lrell-*'ritten tale of the agonies of the 16th hole at the Crosby Invitational, published in the Los Angeles Times' West magazine. We hear he got such a good price for the story we are almost tempted to say the pen is mightier than the board.

Dr. Piotr Zenczak, of Evans Products Co., in Corwallis, Oregon, was elected president of the American Hardwood Association at their annual confab. He succeeds Kenneth Y. Hafner, of the Superwood Corp., Duluth, Minnesota.

V. H. "Yirg" Ryland, Jr., forrner sales manager fol Vancouver Plywood, is the sales manager for Plywood Marketing Associates, a new organization jointly financed by nine r,r.'orker-owned mills in Oregon and Washington. 'Iheir national plyrvood sales office is in Vancouver.

Bob Evju, head of Evju Products in San Rafael, spent the early part of December in Portland on business.

Wesfern Lumber & Building Moteriols i ERCHANT

William "Bill" Hanley has joined the veneer equipment sales department of Moore Oregon in North Portland. Hanley has recently been associated u'ith Larry Wellons, Inc.

"Mac" MacBeath tnrned ovel the number one desk at MacBeath Hardrvood to Bill MacBeath and jetted off to Central America via the Bahamas in sealch of the sun and nerv exotic haldrvoocl soulces.

John George, manager of F. E. George & Sons, Visalia, rvill stage a Grand Opening next month celebrating a complete store face lift u.ith nel' Streatel Fixtures and a neal cloubling of his floor alea by tying in and converting his old lumber shed into a do-it-yourself area.

Mike Basarich has joined Evans Proclucts in Oakland and will be active in inside sales, according to newly promoted managel Al Mury. Prior to joining Evans, Basarich had been four years in sales u'ith U.S. Plyrvood locally, and before that r,vas u'ith Piedmont Lumber Co. of Oakland fol eight years.

Bud Miller, head of Las Plumas Lumber Co. at Oroville, Calif., undenvent major surgely at the U. C. Medical Center during late November, but is reported back at full throttle as we go to pr:ess.

Bob Smith has joined the sales statr of CBS Plyu.ood, accolcling to Jack lravors. Bob had formelll' been rvith Evans I'r'oducts in Oakland and before that u'as q'ith the old Harbol Pl1'u-ood Corp.

Steve and Frances Yaeger, of Yaeger & Kirk Lumber Co., Santa Rosa, recently stoled up a little sunshine on the beaches at Hawaii in preparation for more tvinter.

William M. Thornton has retired as a director of Kaiser Cement & Gypsum Corp. and as plesident of their Longhorn Cement division.

Harley Werner, salesmanager rvest coast lumber, for Georgia-Pacific Corporation in Portland, visited accounts with G-Ps northern Califorria white tvoods man, Bob Macfie, early last month.

Chuck Williams, salesmanager of BeaveL Lumber Company at Santa Clara, announces completion of nerv Woodlife dip tank facilities for custom work or in conjunction with millt'olk and lumber purchases. The new installation rl'ill handle lengths up to 24 feet.

Gil and Sallye Bissell have bought some beautiful acreage out of Sacramento in the Mother Lode Country and expect to move there later. Sallye was formerly with Weyerhaeuser in Los Angeles. Gil is u'ith Speed Space Corp. in Santa Rosa, Calif.

LMA executive veep Bob McBrien was reelecbed to the board of directors of Western Building Material Dealers Assn. last month. McBrien attended the recent meeting in Sacramento with Valley dealer Dick Cross, head of Cross Lumber Co.. Merced. Calif.

Dan Swett spent two recent weeks in Hawaii on Evju Products Co. business.

Ralph Dales, fol many years associated with Elmer Padula at Willits. California. joined Sam Wingate last month as salesmanager of Wingate's Cloverdaie cut stock and wholesale lumber operation.

Ray Thompson has recently taken over as manager of J. W. Copeland's St. Helen's, Oregon yard. Previously he had managecl the Copeland yard in the Lents district of Portland.

James E. Stiles, Jr. has been appointed manager-Aloha manufacturing for Evans Products Co. The appointment was announced by Clark A, Johnson, vice president and general manager of Evans' building materials division.

VD Cedar Supply's Merv Kjer was pronounced "1-A" by his doctor and released from Oakland Hospital recently after a couple of weeks of obser-vation-and nurse watching on Merw's part.

Dwight Rounds, who used to live in Marin County, near San Francisco, made the national nevrs recently when he went to Las Vegas and had his Lincoln Continental gold plated! He is now active in a big retail chain in Kansas City. In case you care, the car has an ice machine in the door panel.

Joe Allweiler, a formel major in the U.S. Marines who recently retired after 25 years service, has joined the inside sales staff at Ward & Harrington's Capistrano Beach, Calif. branch.

Bob Goetze, for-rnerly with ,Cal-Pacific Sales and Jewett Lumber Sales, is no'r,r' hanging his hat at Ward & Harrington Lumber's Garden Grove. Calif. branch,

Lloyd Hecathorn, general salesmanager of Arcata Redwood Company, happily returrred home to rainy Humboldt County a few days ago after three weeks in New York and other frigid East Coast points on company business.

Jack Brush and his missus are off on a three-month 'round the vrorld trip. Jack is the owner of Br-ush Industrial Lumber in Montebello, Calif.

Lloyd Webb, ramrod at F. M. Crawford Lumber's Long Beach distribution yard, reports that his son, Army Spec. 4 Tom Webb of the Green Berets, has joined a unit of Montganard tribesmen currently fighting in the mountain region of Vietnam.

Bob McBrien has extended the welcome hand to Herb Grossmar\ owner of Rayberg Lumber Co., Menlo Park, who has joined the Lumber Merchants Association.

John Kiner, folmer field representative for the Lumber Association of Southern California has moved with his Doris out to Cathedral City, a desert town east of Los Angeles.

Tom Fleming, co-boss at L.A.'s FlemingHightower Lumber, served as navigator on the Scripps yacht "Nova Del Mar" on a tecent race from Terminal Island to Mazatlan, Mexico.

Paul McCracken, head of Tumac Lumber Co. at Portland was a recent visitor to the Bay Area for one of his regular get togethers with Merv and Doris Kjer and the K/D Cedar gang in Hayward.

Henry A. "Al" Wiens has been promoted to sales manag'er of the California Dool Co. of L.A., accolding to general manager Art Parkins. For the past 14 years, Al has covered San Bernarclino and noltheast L.A. county area for Caldoor antl now heads up their five-man sales team.

John Kudron has been named manager of Sterling Lumber Company's Mt. Vie.w', Calif. yard, according to general manager Lloyd Carter. Kudron was formerly manager of Steliing Lumber''s Santa Rosa blanch.

Bob and Mary Butcher, of San Lorenzo Lumber Co., macle a quick trip to Corpus Christie, Texas, during early December to prevue their new baby grand-daughter. Bob's son-in-law is a Navy pilot stationed there.

Doug Beatty, head of Western Gravel Corporation in Campbell, California, was elected president of the Western Building Materials Assn. at its annual meeting at the Mansion Inn in Sacramento, December 3. He succeeds tsob Reed. Barr Lumber Company, Los Angeles.

Harry Sharp, Marley Company sparkplug at Stockton, Calif., celebrated the early Holiday season in traction at U. C. Hospital, but at last report is back in the thick of things once again.

Carl Nystrom announced the liquidation of Kingsburg Lumber Company at Kingsburg, Calif., last month and it is understood that the property will be turned into a shopping center early this year.

Arizonq Retqil Lumber & Buildlng Supply A;rociotion

T HE ARIZO NA SCENE

By FRANK DAVIS

ii*; the trip will be visits to non-member dealers, soliciting their membership in the asso-

A lot of planning has been put into the , visitations, as we wish to keep the mem- 'bership. informed on all the services rendered by the association. We will be bring, ing them up-to-date on wage and hour laws as well as our two new services. added to the association the past year. They are the association credit, collection service and group insurance plan. We will also be distributing up-to-date literature on wood ,products to all the yards.

The collection service, which has only been active since June, 1966, has had one dealer reporting over $1000 collected, with

a $I43 outlawed account included in the collections.

The first visits started with a five-day trip, January 16, with an area luncheon in Tucson. On January 19, a convention planning committee meeting was held at the King's Ransom Motel in Sedona.

President Charles Mann stated that he is enjoying the trip and particularly visiting with all the members.

Redwood logging Meet Upcoming

Redwood national park proposals, timberland use regulation and taxes, young growth timber harvesting methods, efiect of different logging systems on forest practices, and government timber sale road construction requirements will highlight the program of the 29th annual Redwood Region Logging Conference, according to Al Rueger, conference president. The conference will be held March 9-10 at the Del Norte County Fair Grounds in Crescent City, Calif.

Evons Advonces Perry

Evans Products Company has appointed Robert B. Perry national account executive for their building materials division. In his new positiono Perry will develop and coordinate industrial sales of plywood products on a nation-wide basis.

Since 196I, he has been manager of Evans' distribution center in Oakland, Calif.

Perry has been active in the industry since 1948" and has held kev sales and distribution management positions with Evans and other building products companies.

.Robert B. Perry

Perry has been succeeded by A. J. "Al" Mury. A veteran of nine years service with Evans, he has been a sales representative and has held promotional posts.

Albuquerque Eleclions

The Albuquerque Lumber Merchants' Association held elections January 16 and named new officers. They are Frank See, president; Kenneth Mount, first vice president; Jack Cheshire, second vice president, and Mary Chapel, secretary-treasurer.

by BOB McBRIEN executive vice president of lhe Lumber Merchqnts Associqtion of Northern Colifornio

FVERY MAN has his day and for California retail lumber ! dealers that day is February 27, when the California Retail Hardware Association will welcome Lumber Merchants Association dealers to their show. Through arrangements with CRHA officialg we have bebn promised that the welcome mat will be out for you.

This year's hardware show will be held February 26-28 at Brooks Hall, Civic Cen ter, San Francisco. More. than 500 manufacturers of hardwarer painto housewares and garden supplies will be on hand to display their newest lines. Dealers will have the opportunity of placing orders at the show which will entitle them to enter contests for awards such as trips to Hawaiin Mexico, Las Vegas or prizes of Color TV sets, merchandjse, etc.

Admission is free to LMA dealers. All you need do is register at the door to-obtain your identification badge, program and otl-rer materials. Show hours on LMA Day will be from noon to six p.m. We'll be looking for you there!

Looking closely at my desk calendar, I find that I'll be on the road almost constantly the next couple oI montls. Our special dealer training program mentioned here Iast month has been completed and is now in full swing. Already dealers are making this program available to their entire stafi and the efiort can be expected to benefit all involved.

At press time, I was scheduled to conduct the training program not only for dealers, but also for a large group of manufacturers who are interested in understanding -o." about the dealers' problems. These are the people who want to help us, and frankly, it's our job to show them the help we need.

Several of our members will be in attendance at the Annual Western Exposition of the Western Retail Lumbermen's Association February 3 and 4 at Seattle. All members are invited and WRLA's Ross Kincaid has promised us the usual fine show.

Following the convention, our insurance committee will meet in Fresno February 6, and our convention committee will be at Monterey, February l0-ll to make plans for the April 23-25 gathering. Be sure to set aside these April days and plan to be with us.

On March 9 and 10, officials of the National Lumber and Building Material Dealers Association will be in San Francisco to conduct an EDP seminar for our members. There is growing interest in electronic data procesing and this program is just the one to answer your questions and ,bring you up to date on what's happening. More details will be forthcoming in the LMA Newsletter.

IllE BIG hardware show and how LMA dealers can get in free is related by Bob McBrien,

tMA Distributes Money

When the Lumber Merchants Association of Northern Califor. nia distributed returns on State Fund workmens compensation premiums, they found that for an amazing 69 out of a total of 73 member firms, the refunds paid their complete annual dues in LMA. Total distribution *^i 8OZ.ZZZ.ZZ.

Even more astounding, 26 yards received funds equal to more than three times their annual dues. Two member companies got a windfall return of eight times dues, while eight more receivld four times the amount spent for dues.

. Anybody have any more questions about the value of belong- ing to an association?

Governmenl Wtrr Purchoses

The Defense Supply Agency will buy $85 million worth of lumber -and wood products in fiscal 1967, the largest annual defense lumber purchase since the Korean War.

_-By {ar the largest share of this business will come frorn the West t{rough the Defense Department,s procurement agency in Portland.

The forecast for Portland buying is 510 million board feet of untreated softwood, 55 million bf ol treated softwood, 215 million sq. It.- of goftw_ood plywood, 90,000 poles and piling and gO,0O0 treated railroad ties.

Mergers Remoin Populor

The building products.materials field again ranked high in Tgrger activity as overall corporate consolidations soured "to a' all-time peak, W. T. Grimm,s annual survev reveals.

^_Of the 1e9or{ high 2377 corporate consolidations in 1966, 87 occurred in the building products-materials category.

The industry ranked s&inth in activity behinl ih" fir,"r,""_ bank-insurance, food, electronics, wholesall and retail, machinery-equipment, and service companies groupings.

Western Womon Wins Wig

A Chatsworth, Calif. ygman won a first prize gift in a contest sponsored and conducted _bf Neiman Reed -Lumblr City- Betty Breitenbach toolc home u fashion wig, block and carryinecase and a promise of free wig styling. The"hrm, ,fri"f, ,p"iui!. a store in- V1n- Nuys as well as in Chatsworth, *na,r"t"a th" contest at both locations.

Presenting the rrig prize to Miss Breitenbach was Joe Jacklett, manager of the Canoga Park-Chatsworth store.

SANFORD-IUSSIER, INC.

DISTNIBUTORS AND WHOI.ESALERS

Oqk Stoir TreodsThreshotds

Door SillsHordrrood Moutdings ond Ponel-Woll

snd DomesticphilippineJcponese Hor&roods

Worefiousc Delivery or Carlood Shipments

, 610I SO. VAN NESS AVENUE lor Angclcc 47, eaall. - AXrninstrr 2-9lgl

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 and these 4 Oregon and Washington mills:

Old Growth Fir Dimenslon from F.S.P, Lumber Co,, Port Orford, Oregon

Hemlock Studs from Warrenton Lumber Co., Warrenion, Oregon

Hemtock Dimenslon from Westport Lumber Co., Westport, Oregon

Douglas Flr Studs lrom Shepherd & Dasher Lumber Co., Longview, Wash.

Fast, regular ocean shipments by barge from Southern Oregon and the Columbia River direct to Southern California.

Now, over 5,000,000 feet of dimension lumber and studs monthly . . manufactured especially for Southern California construction needs.

Art Neth would appreciate an opportunity to tell you how you and your customers will benefit from using dependable D & R dimension and studs. You can reach him by calling 872-'1280 or 783-0844. A. W. N ETH. Lumber Sales

Southern California Representative for

General Oftices: Portland, Oregon 97201 60 Years Marketing Pacific Coast Forest products

l,lR.

D.

o

o

reody

Willih

NEI,YS

By ROSS KINCAID executive vice president

llY THE TIME you've read this, our tt 6qth Annual Western Exposition will have been held in Seattle. Wash. We'll have a full report on this in next month's MERCHANT.

Another important event is the March 6-7 EDP seminar to be held at Portland. The WRLA sponsors this and Robert Seymour of Tec-Search, Inc., and Ray Harrell o{ National Research Council will be on hand to assist dealers in their consideration and transition problems.

Those purchasing the seminar manuals prior to the event itself will be allowed the $50 cost as a credit on their registration fees.

In passing, it's worth mentioning that NLBMDA is again cooperating with the National Home Improvement Council, the National Association of Home Builders and NEITSICA in promoting the month of May as "Home Improvement Month."

A total of 42 dealers and employees from widespread areas in Alaska attended the Dynamics of Selling Conference fl6 in Anchorage in December. Yours truly was there and can honestly say that the class was one of the most responsive and en'

thusiastic ever to participate in the program. WRLA members in Alaska are play. ing a terrific part in the development of the 49th state, and our hat's ofi to all of them!

Our'New Members

A hearty welcome goes out to the following new WRLA retail member firms: The Lumber Market, Inc., Renton, Washington; Tri-W Builders Supply Inc., Roseburg, Oregon I Boise Building Supply, Inc., Boise, Idaho; Christensen Lumber Co., Walla Walla, Wash.; Olson Lumber Company, Seattle, Wash.; W'oody's Olympia Lbr. & Millwork Co., Olympia ,Wash.; Thunderbird Lumber, Belfair, Wash.; Spaeth Lumber Co.. Corvallis" Ore.; Northwest Lumber Sales Co., Seattle, Washington and Home Builders Centero Seatde, Wash.

Congratulations to all of those new members and to our newest associate member, United States Plywood Corporation, Portland and Eugene, Oregon.

Phone SUtter l-7520

lO5 Montgomery Streel

SAN FRANCISCO 4

Son Diego Awqrd Progrom

Sarr I )iego Hoo'H,rc, (.lrrb il lrus clt't'tt:d nt'rv oflit t'r's attrl utttttttrttt t't[ art artrrual allalrl I)roglitnr [() I'llll rltuirrg l1)67 to choost' tlrc clrrb ntt'nrb,'r' ulto lrits rniLtlt' tlur orrtstartrling conllibtrtiott to tlrt ltrnrbt'r inrlustlv drrlirrg tlrc r-r'ar'.

Ilar. ltcll. liolr (.ror arrrl llutl llakt'r llr' thr' <'omrnitt('('nr('ll. ']'lr,' ,lt'r'ision r, ill bc made this [all"

New r,lub offit't'rs ar',' Al L. \{r'Alpirrt'.

Srrarkl Cly'rlt' Jt'nrrirrgs" \-icrg,'r'r'nt Snalk and Charles L. Hampshire. scc:r'elalr'. Otlter' officers are \\/illiam T. Olmstead. Ccorge O. Baker. \\-illiam H. Han'e)'. Ronald

J. Angelo. Nlilton 1,. Olserr. Rohert l-. Cnx'. Ravmond S. Bcll.

It'S NOT 0FTEN you can get the whole gang together. so Jarter, Webster & Johnson qurckly clicked this at their recent semi-annual conclave before anyone could get loose. Kneeling: Nifty Gay, Dick Lambert, Harold Ford, Lee Moffett, Bob Wells, Hugh Hurth, Seth Potter, Bill Bright, Bill Pumfrey, Bilt Danner, Lew Baysinger, Bill Walker, George Coe and Elmar Brock. Middle Row: Pete Murphy, Joe DeMaria, Jack Ford,

Howard Blagen,

Bob

Ed Ditani,

Ken

Oops, Sorry About Thot!

Remeasurement has put a new atrd lorcr height on the l)ycrvillc Giant, thc tallest trcc at Ilumboldt Ilcdwoods Statt, Park. says I)r'. Paul Zinke of thc []nivcrsity r.rf (lalilornia School of Forestry.

'l'he tree. mc'asurctl a lcw ntonths ag() at ?>69.2 [<rt. is now reportcd by the samt: slrrveyors to bc (somehow) a litth: short oi 358 {cet. I)r. Zinkc said.

This mcans that the flow.rrd Libber trt'r:. r'urrcntly preserved in the Arco Crovr: of Citrnts on Redwook Creek, still can be considered the tallest livine tree. This tree is 367.8 {eet tall.

Zop Pow! GP Goes Hollywood!

A troupe of top wood and gypsum building material executives has won movie and '"TV" stardom in what one of them de<'ribes as "filling the vacuum left b-v the movie stars gone into politics."

H()tY BATW00D! is it reallv the dvnamic duo? No fans, not really. Actually these twb nuts are Hal Ellicott (left) of G-P and the diminutive (?) Robin is Pete Lustig from their ad agency. The two are part of a sales promotion film G-P made using its own pe0 p re.

It's all ptrlt of a light-hearted feature epit: lrt:ing filrnt:d by Ceorgia-Pacific Corp. trr hclp unvcil a major l9(r7 promotion progranr to colnl)any salcsmt'tt nat.ionrvide at a ,*eries of <'ompany-only rtrgional mcetings.

Dr. A. G. Homan,

Uno Ahlenius,

Prouty, Atle Evje, Frank Quattrocchi, Leo Meyers,

Ed Boies,

Biggs, Bob Nielsen, Bob Courtney, Hugo Rath, Gay Traub, Will Fullaway, Merl Tanner, Ralph Prouty and Charles Gray. Top Row: Fred Robben, Dennes Coombs, Joe Contestable, Eill Conroy, Wendell Lawson, Bob 0rr, Frank Scrogin, Ray Ramming, Leo Lofchie, Meyer Kapler, Virgil Mastelotto, Frank Hasy, Eric Roby, Jerry Carlton and Art White.

Palco Redwood Pllnrood

The Pacific Lumber Company has announced its new redwood plywood product line. Palco built a plant especially to produce the line.

In citing some of the reasons for making redwood plywood, Bob Hoovero vice president sales, said, "We think of this new product line as redwood with all its inherent advantageg assembled into the advantageous panel sizes, not merely another species of plywood."

Most of the market is expected in residential and light commercial siding. Remodeling also will be pushed. The demand for textured sur{aces is still accelerating. Available pattern variations and the inherent advantages of redwood make these products suitable for a wide range of residential construction; vacation houses where lack of maintenance needed; houses with exposures hard on other finishes; tract homes for economy and variety of exteriors; to the moet expensive custom built houses.

Clear Heart Saw-Textured, Palco's premium gtade, has face veneers of Clear Ileart redwood, color matched, rough-sawn texture. Patterns: Plain Inverted Batten, and three Texture 1-11's; gtooves 4", 8", ot 4" a,nd, 12" centers. firickness 96" and. Ye", lengths 8', 9' & 10'. Entire panel is water repellent treated.

A-Clear Brush-Texture4 face veneers of

Clear, redwood with limited sapwood. Surface is brush textured. Bnrsh-Texturned is designed principally for use with iace patterns which include Inverted Batten, and the three Texture 1-11 patterns; Thickness %i', lengths 8', 9' & 10'. .l

Select Saw-Textured, combines beauty of redwood with the economy of face veneent which allow filled knots and sapwood. Surface is saw-textured. Thickness tL", %", Iengths 8', 9' & 10'. Patterns: Plain, Inverted Batten and the three Texture 1-11's. Water repellent treated.

NHIC Elects Ellioott

Harold C. Ellicott, assistant to the vice preeident of Georgia-Pacific Corpl, has been elected to the board of the Nationirl [Iome Improvement Council.

The council is supported by manufacturing, financial, service and other groups in home remodeling and modernizing.

Ellicott. who was on the N.H.I.C. advisory committee before becoming a director, is a native of Portland and was public relations and advertising director of the former M and M Woodworking Co.

U.S. Plywood Appointmenf

H. Brown Miller has been appointed head of U. S. Plywood's West Coast manufacturing operations, Kenneth L. Morrow, vice president, manufacturing, has announced.

Miller, formerly general m€ulager of their California division at Redding suc. ceeds E. Roger Montgomery, who has been appointed executive vice president of Weldwood of Canada Ltd. William E. Butler replaces Miller at Redding.

SIR0ttlt{G business conference between Tarter. Webster & Johnson's general sales manager, pait and present. Jack Ford (left) recently succeeded his father Harold Ford in the job. The elder Ford's retirement caps a long, distinguished and successful career of .23 years as head man at TW&J. He remains as consultant and on the board of TW&J's par€nt company, American Forest Products Corp. Jack Ford is also an AFPC vicqpresident.

Harold C. Ellicott

think group charts long range plans

The West's forest products industrylarge and small-timber owner to consumer? manufacturer to retailer, wholesaler to fabricator, association mem,ber or notmay soon be vitally afiected by policy di rections adopted in mid-January by the 1967 Economic Council of the Forest Products Industry. ir

Preliminary steps in the formation of a long-range program for reorganizing and strengthening the industry's trade association structure's marketing and raw material functions were taken at the final session of the council.

This, the industry's "think group," authorized setting up an independent Forest Products Industry Organizing Committee, representative of all industry segments, to study ways and means of implementing interim programs leading to ultimate longrange objectives developed by the council's study group. Both the long-range and interim programs were submitted by an independent 22 man study group appointed by the council at its 1966 meeting.

Some I0O representatives from all segments attended the conference, held at Freeport, Grand Bahama Island, chaired by

DeVere Dierks, executive vice president of Dierks Forests Inc.

Five subcouncils "brainstormed" the comprehensive report before submitting proposals for final action. Leaders were: Bill Haselton, v.p. St. Regis Paper Co.; L. L. "Stub" Stewart, president, Bohemia Lumber Co.; N. B. o'Nat" Guistina, president, Guistina Bros. Lumber & Plywood Co.; Russell Ells, president, Willits Redwood Products, Inc.; and M. C. o'Cal" Colvin, v.p., Holly Hill Lum,ber Co.

The report of the study group was highly praised by the Council membership. Veteran observers came away with the feeling a turning point in industry thinking had been reached, and that cooperation at all levels for the common good could be obtained by means of a coordinated appeal to reason and good sense.

New Rounds Redwood Source

Rounds Lumber Company, the sales division of Rockport Redwood Co., has become the exclusive distributor of the pro' duction of Rocky Valley Lumber Co., according to Harry A. Merlo, Rockport president. Rocky Valley, situated near Korbel, Calif., produces redwood exclu' sively, and is owned and operated by Bob Halverson.

Chuck Porro, California sales manager for Rounds, said that this additional pro' duction will help fill total retail requirements needed for the wholesale division.

The Rocky Valley mill specializes in short length redwood for poats, fencing and similar items.

WIC Morch Convention

A widely varied program will pace the Woodwork Institute of California's 16th annual convention, March 9-1I, at the Ah' wahnee Hotel in Yosemite National Park.

Keynote speaker is Stary Gange, who has talked to 3,000 organizations in the U. S. Twice, Gange has been the key speaker at the annual meeting of the United States Chamber of Commerce.

Ed Hennessy will present "This Laughing, Singing America." He also has spoken before many groups.

R. Gene Conatser will speak on the availability of construction financing and the tight money situation. Conatser is a research economist in the economics department of the Bank of America.

Speakers and panel discussions include "W.I.C. and These Changing Times", Modular Cabinets Standards, 3-P Door Standard;, proposed revisions to the Manual of Millwork, Unique Shop Practices,.and others.

A repeat of the Badger Pass Ski Patrol sweepstakes which proved to be so popular will be repeated.

VyctLtn lumbot & luildlng llolrrlolr IIERCHAI{I

Twen$'FlveTears Ago

As Reporred in the February Ig42,Issue of The Merchanr, Esr. 1922

Mason E. Kline, sa'les manager, Union Lumber Co., San Francisco, made a business trip to Portland last week traveling by the air route.

T. P. Eogan III of Hogan Lumber Company, Oakland, spent the Christmas holidays in Yosenrite National Park.

C. I. Gilbert, Eureka Mill & Lumber Co., Oakland, Mrs. Gilbert and their son Robert, have been vacationing in Southern California.

Joe Tardy, E. J. Stanton & Son, Los Angeles, recently returned from a business trip in Arizona.

Ed Shultz, general manager of StephensonBrowne Lumber Co., Chickasha, Oklahoma, and l[rs. Shultz, are spending the winter in Los Angeles.

R. E. (Bob) Caldwell, Hammond Redwood Co., San Francisco, has returned from a month's r€st in Palm Springs.

TV'. E. Ultch, salesman for Santa Fe Lumber Co. with headquarters at Stockton, and Mrs. Ultch, spent the Christmas holidays with his relatives in Kansas City, Mo.

W. R. Chamberlin, W. R. Chamberlin & Co., San Francisco, has returaed from Corpus Christi, Texas, where he visited his son Dick, Jr. an Ensign in the Naval Air Corps,

Stuart C. Smith of Fountain-Smith, wholesale lumber dealers, Los Angeles, was recently in San Francisco on a business trip.

Rex Williams, formerly with Eureka Sash Door & Moulding Mills, San Franeisco, is now in the U.S. Army Engineers' Office in Sa,n Francisco.

A. II. (Abe) Jackson, manager of Union Lumber Co., Los Angeles visited the home office in San Francisco.

Fred Reager has been appointed manager of the Diarhond Match Compa,ny,s yard at Oakdale.

Phil Gossliq formerly with Gorman Lumber Co., is now representing CampbellConro Lumber Co. of Portland.

John L. Todd, president of Western Sash & Door Co., Oakland, has left for his annual winter vacation in Tucson, Ariz.

Amos Geib Geib Lumber Co., Huntington Park, spent the past weekend hunting in Mexico,

Glenn A. Burke is now sales representative for Union Lumber Co., in the Sacramento Valley and Sonoma Valley teritory.

W. R. Chamberlin, W. R. Chambertin & Co., San Francisco, spent a few days in Ios Angeles lait week on business.

Mr. Fay L. Foval district manager of Long-Bell Lumber Co., San Francisco, and Mrs. Fovsl are receiving congratulations on the birth of a son, Richord Randle, born February 1.

A. E. Ferguaon, district sales manag:er, American Lumber & Treating Co., Los Angeles, is now in the army. Warren E. Hoyt is now in charge of the company,s Los Angeles office.

Frank R. Adams of California Redwood Distributors, Chicago, recently spent two weeks in California visiting his -organization's member mills.

M. B. Certer, Carter Lumber Co., Oaklandr: j attended the government lumber auction held in Seattle.

Hawk lfuy, Phoenix, Arizona lumberman. q killed a 1200 lb. butralo in Houserock Val: :,r ley, Ariz. ,l

Paul Srnith, sales manager of the Wheeler l{ Qsgoo{ Sales Corp., has been elected presi- ,.j dent of the Tacoma Lumbermen's Club-. :

Sterling Stofle, sales manager of Western Hardwood Lumber Co., Los Angeles, has returned from a business trip to tfre Facinc Northwest.

When you drive a Deniston TripleLock Lead-Seal nail into a metal roof, the drive screw shank makes it turn and hold like a screw. Its threads are deeper and sharper. It bites in like a bulldog. It grips like a gorilla. And it never lets go.

Driue Screw Shank preferred., but ring shank ouailabln.

Since 1926

3629 West 127th Street, Chicago, lilinois 60659

Oqr naih are manufoctured, from Americatt made eteel

Ncw Fno Fno

Noil-on Brick Ponels

New Roxite brick-24 "bticks" in a premortared fiberglass panel that is applied with just four nails-has been introduced. Roxite brick. with a three-dimensional

Products, promotions qnd soles aids

you csn use to build sqles ond profits!

strument which would effectively absorb unwanted odors from refrigerators, freezers, picnic coolers, hampers, closets, g1'rn lock-

finishing, redwood's natural color, and the lvood's excellent weather-ability factor.

TilRITE: Simpson Timber Company, 2000 Washington Building, Seattle, Washington 98101.

New Seqmless Flooring

A new chip and glaze seamless flooring has been specially formulated and packaged for the do-it-yourself market.

The complete floor covering kits-called Ceem-Less-now make it practical for deal-

DestroYs 0dors

ers and automobiles.

It has no covelr up sprays and emits no odor of its own.

WRITE: International Food Machinery' 727 Sir Francis Drake Blvd., San Anselmo, California 94960.

For Design Voriety

A saw-textured redwood plywood with grooves 3.2 inches on center, has been accepted by F.H.A. for direct application to studs.

Shadow Groove is recommended for use

textured look and feel of real face brick, is designed for interior or exterior application by builders and home owners.

Real brick materials and colors are bonded into each solid, lightweight fiberglass panel measuring 48" wide x 10" high.

IilRITE: Roxite Sales Dept., Bolen International, 7800 Milwaukee, Niles, Ill. 60648.

Kills Unwonted Odors

A cool, green impact styrene case houses chemicals which purify the air and absorb all kinds of odors.

Called Mega Tron Odor Absorber, the case was developed out of need for an in-

Redwood Grooved

either horizontally, as shown, or vertically to achieve a variety of interesting design effects.

The surface has redwood's long recognized advantages of durability and ease of

ers to offer this new "pour from a cant' type of flooring to homeowners and maintenance men for remodeling and modernizing bathroom, kitchen, laundry, rumpus room floors. A dealer can realize a 40/g nrofit from its sale.

Kits are attractively packaged in 25 sq. ft., 50 sq. ft. and 100 sq. ft. sizes with 16 standard popular color chip patterns.

WRITE: Caldow Paint Co., 1401 E. 14th St., Oakland, Cal.

Self-Service Disploy

A new Putty Stik self-service display unit is now available to dealers.

This compact display requires only balf

Fiberglass Brick

CeamLess

a sq. ft. of counter area, yet it prominently displays all 36 colors.

AIso neu', the dispenser package displays the tips of the Putty Stiks so customers may select the color to match the wood they are planning to fill.

W'RITE: Forest Interiors Corp., P.O. Box 1848, Seattle, Wash.

A Disploy thot Moves!

A new co'unter display has been developed to show the versatility of a plank and block line.

The colorful display features moveable samples that demonstrate how the panel-

ing's tongue-and-groove edges simplify installation.

Three full-color photos call attention to the display and demonstrate how the

Silent 5olesmon

A new, permanent merchandising display has been developed and is rapidly becoming a silent salesman for paint stores. The

New Display

planks and blocks can be used in home improvement projects.

WRITD: Marlite Paneling, P.O. Box 2b0, Dover', Ohio 44622.

Molding tine Bows In

A complete line (18 shapes available) of 100% extruded polyvinyl chloride moldings, made for every size board or paneling from 1/e" to the largest commercially available board, has been introduced.

WRITE: Gossen Molding Corp., 2040 W. Bender Road, Milwaukee, Wisconsin 58209.

Practical Display

small space saver is a real beauty, and well built to display five sizes and types of containers.

WRITE: E. A. Thompson Co., Inc., 1355 .Market Street, San Francisco, Catifornia 94103.

Attractive Display

S-truck fleet brings our mills to your door! Redwood . Douglas & White Fir o Sugar & Ponderosa Pine

Efiicient Orgonizer

An economical method to organize rubber stamps in desk drawers or on any work surface has been developed. Cut a strip of the half inch wide, flexible

magnetic tape with scissors and press on to the rubber stamp. The stamp will now cling to the sides or bottoms of steel drawers and surfaces, WRITE: Office Products Co., 1526 Eastham, St. Louis, Mo. 63141.

Becomes Port of Woll

Quick as a wink, thanks to a snap-in front, a new refrigerator-freezer idea has become part of a real hardwood plywood wall.

The new style wall, Chateau-type elm, is being made in many wood species for both new construction and remodeling around the world.

The unusual "decorate it yourself" appliance utilizes for its front surface the same quarter-inch plywood as the kitchen walls

FlttlNG & SHIPPING your order efficiently comes noturolly ot Som Wingote's. A good, complete invenfory of wholesole lumber ond cut stock is olwoys on hond. Plus complete surfocing & re-sowing focilities. Four big trucks ore reody to roll with your order. Why not coll US NOW?

Wcrtern Lumber t Building Moteriols MEICHANT or cabinet faces.

WRITE: Georgia-Pacific, P.O. Box 311, Portland, Oregon 97707.

Novel Rubber Stamp

It Matches!

Ho'uls Logs Eosily

A pulpwood handling caruiage plus optional hydraulically retractable forks make a new haulercalled Yardstera very versatile tool on the pulpwood yard.

Flom the seat of this machine an operator can actuate a "roto dream" which rotates the pulpwood load 90 degrees and a

PROFESSIONAL DOOR UNIT MACHINERY

Versatile Tool

poi,ver trip mechanism that releases the bundle at any desiled height.

WITITE: Taylol Machine Works, Highu'ay 15 N, Louisville, Mississippi 39i3139.

Excellent for Flooring

A Washington company has <leveloped a prototype flool leveling device as a result of the firm's palticipation in a New York City urban lehabilitation project. This company's anslr,'el to the problem

KVAL 95O

Leveling Device

KVAL 92O

Looking for the ultimate in machining doors and jambs? Ask for information on the KVAL Model 990RCD Routing-Boring machine for doors only, the KVAL Model 950 Hinge Jamb machine and the Model 920 Strike Router Jig and Stand. Three doors Der minute can be machined on the KVAL Model 990RCD RoutingBoring machine for doors only. Approximately five jambs per minute can be machined on the Model 950 Hinge Jamb machine and also about this number can be completed on the Model 920 Strike Router Jig and Stand. lf you are producing 75 doors per day or more, this combination is recommended.

KVAI MACHINERY

P. O. Drawcr A Phonc l707l 762-4363

PETAIUmA, CAUF.94952

of floor sagging has come in the form of a special V-formed device manufactured from 22 gauge steel.

WRITFj: Timber Engineering Company, 1619 Massachusetts Ave. N.W., Washington 6, D.C.

New Accent Poneling

Pattern-Ply-a completely new line of vinyl-overlaid plywood decorator panelinghas been introduced.

The new line includes twelve vinyl accent patterns per"rnanently bonded to dulable plywood panels.

Selection of the twelve flnishes in the 1967 Pattern-Ply line marks the culmination of more than a year of market testing and product research to determine the pattern best suited to multiple decorative uses.

WRITE: Evans Products. 3380 14th St.. Riverside. Calif. 92501.

KVAL 99ORCD

Aftrqctive New Siding

Board and batten effect on exposed underside of this extensive drive-in canopy

outside a former gasoline service station remodeled into a dry cleaning establishment was easily achieved by the contractor through the use of Sunline Siding.

T}re 6/L6" thick four-foot-wide hardboard panels have integral preformed ribs 8" on center forming a natural board and batten treatment.

WRITE: Masonite, 29 No. Wacker Dr., Chicago, Ill.

Hello Dolly!

A new log dolly and trailer have been designed to keep highway vehicles on the highway and out of the woods.

The dolly and trailer combination enable a log skidder to double as a tractor to haul logs frorn the loading site in the woods to the nearest road.

UilITED T(l SERVE Y(lU BEST!

A United staff of veteran lumbermen experienced in handling the requirements of the retail dealer

United in their effort to provide prompt, efficient service on wtolesale ordors from our

Wesfcrn Lumber & Building Mcteriols MERCHANT

The dolly is fitted with a standard fifth wheel. which is hooked to the skidder.

WRITE: Taylor Machine Works, Highway 15 N, Louisville, Mississippi 39339.

Tote-a-Load Dolly

Strong qnd Duroble

UNITED WHOTESALE IUMBER CO. l2OO Mines Avenue, Montebello Csliforniq OVerbrook 5-56OO €omplete milling facilities-Electronic edge glueing & sanding .l--"r.iql Lumber Pving..it Ei*tJiJ',irffi;ffi Custom Drying, Milling, Tallying 2029 Grand St., ALAMEDA and Car Unloading Phone 521-3400 (usI0M Mttillt0-DETAtt M0utDIll0s-KItll DRYlll0 Serving All Southern Colifornio Lumber Yords - Cobinet ShopsFurniture Monufocturerc ond Wholesole Lumber Distributors IN.TRANSIT MILLING A SPECIALTY Xlutual filoulding and Lumber Co. srNcE 1928QUALIFIED BY EXPERIENCE TO BE OF SERVICE DAvis 4_4551 621 West l52nd Street, Gordeno, Colifornio John Q. Brewer FAculty l-o877

durable vanity doors assures stability through molstule and temperatule changes. Dools close easily and securely ever.y time rvith magnetic catches, rvhich are permanent magnets for a lifetime of selvice.

WRITE: Long-Betl Div., Int'I Paper. Co., I)ept. 659, P.O. Box 8411, Portland, Oregon.

Eliminotes Guess Work

A lightrveight sau' chain file handle designed rvith tlvo impoltant time-saving fea-

tules is nou. available at most chain saw distlibutors.

Trade-named "Guide-A-File," this new tool handle has an atljustable tooth length gauge that enables you to check tooth length as you file. It eliminates guess .*,ork.

WRITE: Gt'arrber.g Industries, Richmond, California.

ldeol Mognifier

At last a magnifier that covers a full page! No more moving the magnifier from line to line to read the u'hole page.

Read the lvhole page magnified before you rvith this neu' full page thin magnifier.

Icleal fol professional men, its full size is 7" x t0".

WIiITII: Casey's Cor.ner, I'.O. Box 1280. lrept. MAG, Hollyu-ood, Fla.

Standard, Lumber Com,pan!, Irn

SUGAR NCENSE PINE CEDAR

P.O. Box 717-1144 Mines Ave. Montebello, Colifornio 9064I

2r3685-4041

TWX 2t 3-722-6714

Check Those Noises

d low-cost partition noise control system using a new Y+-inch gypsum sound deadening board has been introduced.

With greater glass fiber content than normal la-inch board, the strong and lightweight panels also contribute sig:nifiaantly to structural strength, according to its manufacturer.

WRITE: Georgia-Pacific Corp., P.O. Box 311, Portland, Oregotr.

Chssic-Buf New!

A new, exclusive merchandising program, developed for classic wrought iron railing line, has been announced.

Since l9Ol

PONDEROSA PINE WHITE FIR

Exclusively designed to compete with the custom market, the new line possesses elegance, extra strength and other features that cost much less than crrstom railing unit installations.

Complete sales assistance backs this merchandising program, including literature, ad

mats and a free minimum floor space railing and column display.

WBITE: Locke Mfrg. Co., Lodi, Ohio.

ldentifier Wins Aword

To make sure that customers know that a piece of furniture is surfaced with Formica brand laminated plastic, the company uses product identifiers printed on lightweight self-sticking plastic produced by another company.

Manufacturers using these laminates are supplied with labels eustom imprinted with their company's name. Thus, every piece of furniture carries not only the manufacturet's name but also a label.

WRITE: Goodren Products. 101 W. Forest Ave., Englewood, N.J.

o Douglss Fir in sizes 24" x 24"

o Pfqner copocity for surfacing lo 24" x 24"

r Re-Mfg. focilities for resowing lo 34" x 34" - FtFr'l lf we con'l ftnd it . . we'll make it

Selling to Retail Lumber Dealers Exelusively

cALrFoRllIA SUGAR & VESTERN PIIIB AGENCY, Inc.

Inrr-rl- Wholeeale Distributon of Foreet producte Since I9O4

riI[il:-ir P. O. Box 153 BIIRLINGAME, CALIFORNIA (4f5) Dlamond 24178

FOR HIGH QUALITY

Domestic ond lmported Hqrdwoods

Sugor Pine . Ponderosq Pine

Can furnish rouglr or S2S CALL BRUSH !

Mynond 5-5501

E*rsH [nDUsTRrAr

IuMBER @mPANY

OUR MOITO:

Qwlity & Qtnntiry GUARANTEED

FOREIGN & DOMESTIC HARDWOODS

"Wholesale Only"

one to tuomillion lootage wtdcr cooer

r.c.r./DtREcr cAR SH|PT ENTSfi & | 7653 TBBGRAPH RD., ,I,IONTBRLO, cAtIF.

huu,alWInhaaloLunbp,r il/o*ftd* pt* o[Rpilrpod, Spl/ Pnafudt & SrlunDnnfufil

REl|IT(lllD, FIR AIID PII{E IUMBER

SPI.IT REDW(|(ID POSTS iI(IRTISED

RA|IS, pAUl{G & H(lttytv(|(lD sHAtGs

We Speciqlize in Mixed Loods!

Jim Moher Cordes Longley

PO. BOX 723

Ukiah,Gdlif ornia

(7071462-g6o.z

BONNINGTON TUMBER CO. :ff;,::".

Wbolaale Distribunr.

TO CALIFORNIA RETAIL YARDS

43O 4Oh StreetOAKI.AND

(Moiling oddress' P.O. Box 9041, Ooklond, Colif.l

PHONE: Olympic 8-288t TWX: OA-4t0

Sugor Plne

r Redwood

r Plnrood

o Shinglcr cnd loth

InIrrr-l Itr

r-ilF3rEC!

G(IAST TU TIBER C||IIIPA ]IY

5 Carlow C,ompany Warehouses

to Serve All Southenn Colifornio Deqlers

I7O3 N. 8th Street

COLTON, Colifornio

TAlbot 5-0672

Il38l Brsdley Ave.

PACOIMA, Colifornio 899-5208

738 Eqst 59th Streei

tOS ANGELES, Colifornio Pleosonl 2-3137

6807 McKinley Avenue

tOS ANGEIES, Coliforniq Pleqsont 2-3136

2510 N. Chico Street

E[ MONTE, Colifornio Gllberr 2-3O5O CUmberlond 685-0641

MI)RGAI{ D()ORS for Every Use .

M-400 Interchangeable Panels Entrance Doors-All Types

SED0RCII Louvers & Colonial-Modern Hardwood Flush Panel Doors

FTUSH D()ORS_

ASH_MAH()GAiIY _BIRCH_

MAS()l{ITE_BEECH *

FIR PTYW(){)D_

IAPANESE PI.YWOOD *

NORDCO DOORS

TOUVER DOORS

3 PANET DOORS F-3

FOUR PANET RAISED F-44

X-BUCK FRONT DOORS

sAsH DOORS F-I3

RAISE PANET TOUVER DOORS

SCREEN DOORS

FRENCH DOORS

DUTCH DOORS

FANCY FIR DOORS (ENTRANCE)

TOUVER BTINDS

MONTEREY TYPE DOORS ,.SOUTHERN AIR'' DOORS

Lcttetrs

The Merchant Dear Mr. Cutler,

Your cooperation in running our public service ad. during 1966 has been sincereiY aPPreciated. Our efforts to strengthen the remodeling industrY have been materially aided bY Your assistance.

But, more than that, Your magazine has been a, consistent exponent of the home imProvement industry since 1956, our year of organization.

It seems fitting, therefore, to thank you and to recognize Your publication's leadershiP bY a special award which is being sent under separate cover' Cordially, Edgar Y. Hall National Home ImProvement Council. Inc. New York. N.Y.

The award was a plaque mounted, on (hooray!) woodEdinr.

Dear Dave,

I enjoyed the December: issue of your very fine publication, as always, and was particularlY impressed with the article on Page L2 "Dealer's Personnel Problems Called Serious Enough for the Panic Button." I would like to have your permission to reprint this articie in our Publication, THE LUMBER MERCHANT.

Thank you very much and we hope 1967 wiil be a Prosperous year for both you and your nublication.

Vely truly yours,

B. F. Muscheites Editor

The Lumber Merchant

Lincoln, Nebraska

Dear Dave,

I am presently "pinch-hitting" for Lynn Rose of Tarter, Webster & Johnson (on Bandini Blvd.) who is sei'iously ill in Mission Hospital in Huntington Park, Calif. We knorv that ali of Lynn's many friends and coworkers will wish her a speedy recovery.

I receive The Merchant each month and enjoy it thoroughly as always. Sulely am happy to be back temporarily in the lumber industry. It's great!!!

Sallye Bissell Downey, Calif.

Got a comment to make on husiness, the weather or politics? Send it in, we like to get letters. Send them to The Mer' chant Magazine, 4I2 West Sixth St., Los Angeles, Calif' 90014-Editor.

SUMMIT LUMBER COMPANY AAAAA

HrNz 4 L)ot-teLA,s

leo S. Seidner . Arthur C. Johnson

Marc A. Ssidner . David M. Seidner

EXPERIIAENTS AND INNOVATIONS TOID BY MASS MERCHANDISER

(Continued, lrorn Page I0) experiences I've ever 'been through.t'

Delioeries-ooWe do our best to encourage customers to take their purchases with them. On larger items, such as hot water heaters, we deliver for a minimum charge of $4 within a five mile radius."

Paneling sales-('It's difficult to determine how much space to devote to your paneling department, and how many lines to stock. We've devoted 3900 sq. ft. to our paneling, and we turn it about six times a year. Our last month's paneling sales were about $25,000."

Clu'b president Larry Henderson, general manager of Ward & Harrington Lum' ber Co., moderated the Anaheim, Calif. gathering of more than 65 retailers, which included a delegation of 33 from Ward & Harrington's branches.

Nevqdo Building Code Meet

"The second annual Building Code Of' ficials Dinner sponsored by the RenoCar' son City-Tahoe retail lumber dealers, December 15, in Reno, helped improve our rapport with code officials as well as FHA and VA personnel," commented LMA director Hudson Lee.

Highlight of the dealer-sponsored dinner was a presentation of the new PS 1-66 product standard by Byron Oberg oi the American Plywood Association.

REIAIIER Hudson Lee and plywood expert Byron Oberg of the APA.

GIISSIFIED AIIYERTISII{GPosition Wanted $2.00 per lhe, minimum $4.50. All oher $3.00 per line, minimum $.(X). Two lines of address (your address or our box number) count as one line. Closing date for copy is 20th.

POSITION WANTED

CLASSIFIED ADVERTISEfTIENTS

MANAGER OR ASSISTANT manager, R€tail building materials. Excellent background. Resume available. Write tsox 270.

SAW MILL MANAGER desires change. Experienced all phases including sales, mill level and wholesale. Write Box 271.

HELP WANTED

ASSISTANT MANAGER with good counter experience for leading North Bay Area yard. Position offers exceptional management opportunities. Salary open. All replies confidential. Write Box 268.

OPPORTUNITY

WEOLESALE SALES PERSONNEL, for mill representation. Salesmen for No. and So. Calif. markets. All replies confidential. Please forward complete resume to Box 269. Interviews to be arranged.

SALESMAN-Los Angeles area. Profit-sharing plan on sales. Well established industrial yard. All answers confidential. Write Box 273.

SALES OR MANAGEMENT trainee, national bldg. materials

Comp. Seeking men under 25, some coll. or higher education. Starting wage commensurate with ability. Send resume to box 274.

PALLET SALESMAN exper. in selling pallets to industrial acc'ts. Salary plus commission plus auto allowance & sales expenses.'CaIl for appointment. Hunter Woodworks, Tgrrance, Calif., phone (213) SPruce 5-2544 or TErminal 5-5671.

Names of Advertisers in this Department using a 8or Number cannot be released. All replies should be aG dressed to box number shown in the ad In care of the Merchant, 412 !V. Sixth St., Los Angeles, Calif. 90014.

SALESMAN WANTED, xlnt. opportunity in Los Angeles area for aggtessive man with knowledge of West Coast lumber, diversified in?ustry and heavy construction type business' Excess of leads available. Good salary, expense account and car allowance. No limit to earnings for-a man who can produee. Write giving full particulars. Box 272.

FOR SALE

FOR SALE, two 20' util, flat bed trailers, 1960 & 61, with lbr' rollers. 195? Peterbilt, 220 hp. Cummins, 5 and 4 trans. Exlnt condition. Call Mr. Lee evenings (213) TOpaz 1-0881. Days (714) 827-5900.

43" NICHOLSON RING BARKER, complete with controls. Will be replaced by larger Beloit. Write Bigelow Machinery, Inc., 407 N. Columbia Blvd., Portland, Oregon, or call BU 9-7319.

BUSINESS OPPORTUNITIES

LUMBER & BLDG. MATERIALS STORES for sale in the vallev of opportunity. One main yard, two branch yards. Write Box 240.

SERVICES OFFERED

JOHNNY TEE LUMBER LOAD SIGN PRINTER Specializing in paper danger flags, side-load signs, job cards, etc. John Weiler's Printing, 14417 Hawthorne Blvd., Lawndale, Calif. Phone (213) 676-7522 or 676'2293.

SPECIALIZING in-Douglos Fir Dimensions, Boords & Studs

Weslern Hemlock Dimension, Bocrrds & Studs

White Fir & Redwood Studs

CARGO_RAII_TRUCK & TRAILER

Pine ond Plprood

Redwood Posts & Redwood Speciolti'es

A. W. NEnH TUTilBER SATES

t3625-C Venturo Blvd., Shermon Oaks, Collf.

Southern Cqlifomia Represenlotive for Dont & Russell, lnc. 7834544 872-1280

P. 0. BOX 537, WILLITS, CALIFORNIA PH0NE:459-5326 CASTEEL LANE

ADVERTISER'S INDEX

ABORIGINE I.UMBER CO. .....,..

AMERTCAN HARDWOOD CO. ...,

ANGETUS HARDWOOD

ARCATA REDWOOD CO. ....COVER

ASSOCIATED REDWOOD MII-I.S

ATT.AS LUMBER CO. EI g

EEt-t-wooD co., THE

BERKOT MFG. CO.

BilSS |-UMBER CO.

tsOTDT.BEACOM I.UMEER CO.

50ND. ART

BONNET.t TUMBER CO.

BONNINGTON TUMBER CO,

BROOKS DODGE LUMBER CO.

BRUSH TNDUSTRtAt- TUMBER CO.

l^ \/

CATIFORNIA I-UMBER INSPECTION SER'/ICE

CAI-IFORNIA RETAIT HARDV/ARE ASS'N. -,,.......-.

CAI.IFORNIA SUGAR & WESTERN PINE AGENCY

CAT-SAC I,UMBER SALES

CARI-OW COMPANY

CTOVERDAJ.T REDWOOD SAI.ES

coAsT PtANTNG Mril-S

cRAWFORD CO.....

DANT & RUSSELI....

DANT FOREST PRODUC]S

r-) v

DENTSTON CO. ........_

DOOI.EY & COMPANY

& SON, D. C.

FAR WEST FIR SAI.ES FIR & PINE TUMBER CO,

& CO., STEPHEN G.

TREMONT FOREST PRODUCTS

GALI.EHER HARDWOOD CO.

GEORGIA-PACIFIC CORP.

HAt-r- co., JAMES t HARBOA IUMBER CO

I-IEXBERG IUMBER SATES

r-ilil- tUMBER CO., O. M.

Hil-t- wHotESA| E |-UMBER & SUPPTY...._.

HoBBS WAr-t LU 4BER CO., tNC.

HOt-ME5 t-UMBER CO., FRED C. HUFF TUMBER CO......

INI,AND TUMBER CO

PACIFIC-MADISON I.UMEER

PADUT-A. E. A. ......_.....,.....

PAN.ASIATIC TRADING CO

PAUI. BUNYAN

PEERI.ESS I.UMBER CO.,

PEIRCE TUMEER CO., AI-

PEI.I,A DOORS PENBERTHY TUMBER CO.,, r-) ra.

REDWOOD COAST I-UM8ER CO.

ROCKPORT REDWOOD CO, G J

SAN ANTONIO CONSTRUCTION sANroRD-r.ussrER, tNc. sAwMIt-LSAt-ES

SIMMONS HARDWOOD I.UMBER CO.

STANDARD I.UMBER CO.

STAHt tUMBER CO.

STANTON & SONS, INC., E. J.

STRAB|E LUMEER CO. ..

STRAIT DOOR & PTYWOOD SUMMIT I-UMBER sUTTTE & KETTER I.UMBER CO.

I TDEWATER Mil.tS TRIANGI.E TUMBER CO. rw&l

TWIN HARBOR SATES CO, I LJ

l

UNION I.UMBER COMPANY UNITED WHOI.ESAI.E TUMBER CO.

VAN DE NOR I.UMBER SAI.ES

WARD WHOI-ESATE TUMBER, MARION H

WENDI-ING NATHAN CO.

WESTERN DRY KII-N

BUYER'S GU I DE

LOS ANGETES

I.U'VTBER AND TUMBEN PRODUCTS

Americon Hordwood Co. -....-----.--.-- --..-.------7 19 -4235

Angelus Hordwood Compony -..---.-.-..--[Udlow 7-6168

Arcolo Redwood Co. {Ken Conwoy)--.-WEbsler 6-4848

Associoled Redwood Mills -...--.---.OVerbrook 5-8741

Allos Lumber Co. ...-.--..---....-..----..--.--lrlAdison 7-2326

Bock [unber, J. Williom .-...---------------.REpublic l-8726

Bough Forest Producls Corp..--.--.r........(213) 330-7451

Bliss Lumber Co., Inc. .--..-..RAymond 3-1681-3-34521

Brooks-Dodge lumber Co. .....-..-...OVcrbrook 5-8650

Brookr-Scon lon, I nc. -----------.

E. l. Bruce Co. (Jim McFodden!---...-.--l2l3l 622-9845

Brurh Induslriol tumber Co, ---.---....RAymond 3-3301

Colif. Door Co, of [.A. ----------------------.(2131 588-2141

Col-Soc Lumber Soles...-......----..-..-.--..---(2131 685-5288

Crowford, [unrber, F. M..-.---.-.-..-.--........--------f7 4-2461

Dooley & Co. .....----.-....-...-.----..-....EDgewood 6-1261

Ed Fountoin [umber Co. .-------------.---.-.Ludlow 3-1381

Essley & Son, D. C. RAymond 3-1147

Evons Prodocls Co. .-----.---.---.------------.----(213) 263-6931

Fir & Pine tumber Co. ..------------.-.-.-.--Vlctorio 9-3109

Freemon & Co., Slephen G. -...-.----------ORiole 3-3500

Fremonl Foresl Products ----.------RAymond 3-9643

Golleher Hordwood Co, .---------..-..--....Pleosont 2-3796

Genercl lumber & Supply ---.---.------.J{Adison 8-4022

Gcorgio-Pocific Corp. (tumberl ..-.----RAymond 3-9261

Georgio-Pocific Corp. (Plywood) --....RAymond 3-9261

Gcorgio-Pocific Corp. ....-....-....-...-..--.-.TRiongle 7-5643

Globe Inlernolionol .-----------.-.----.....---.....UPlon 0-6456

Hollinon Mockin Iumber Co, ....-.-----.-.....-.-..685-4506

Herberg Iumber Soles ..---.--.-.-.-------.---MUrroy l-6386

Hifl Lumber Co., O. M. -------------.(2131 MUnoy 4-2610

Hoover Co., A. t. .--------------....-..CUmberlond 3-9078

Hufr [umber Compony ..-..---------------PLymoulh 6-8191

Hughes Lumber Soles -------.-.-.----.-.........-(213) 215-5553

Independenl Bldg. Moteriols Co. ..----..........-.636-8345

Interstole Conioiner Corp. ..--..------.-. -----..--..--JE 4-67 68

Jomb Dondy Lumber Co. ----------------..RL7mond- 3-7382

Jewell Iumber Soles --------.-----------------FRonlier 8-8292

Loshley, Dovid E. -.--Chopmon 5-8805

los-Col lumber -.(213] tUdlow 2-5311

LPS Reseorch Loborolories, Inc-------.---.---.--.-----478-8249

[umber Speciollies ---------..----.-----..---(2131 OV 5-8658

Itorquort-Wolfe lumber Co. ----..-.-.-----.(21 3) 625-1 491

lvluffen Lumber Co.. Floyd .--678-5334

Mutuol Moulding ond Lumber Co. .....-FAculty l-0877

Nelh tumber Soles. A. W-.-.-----..----.-----------872-128O

Oliver Iumber Co. ---.-----------....-..----.RAymond 3-0053

Osgood, Robert S. .---DUnkirk 2-8278

Poci0c Fir Soles ..-.-.....---..-.-.--..-...-...-.-..MUrroy 2-3533

Pociftc Lumber Co., The --------------CUmberlond 3-9078

Pociic-AAqdison Lumber Co. ------...-.-..JPruce 3-2292 Pon Asiotic Troding Co.. Inc. --.--.-..-.Rlchmond 7-7521

Pcirre Compony. Al ...------------.-...-..---NEvodo 6-10O9

Penberthy Lumber Co. lUdlow 3-4511

Rockporf Redwood Co. --.-------..-----.------..-.---..415-2896

Roy Foresl Producls Co. --------.--..-..----TRiongle 2-1070

Sonford-lussier, Inc. ....--.-----.-.----.--AXminsler 2-91 8 I

Sinrmons Hordwood lumber Co. .....---.SPruce 3-1910

Slohl Lunber Co. ---....----.-----------------ANgelus 3-6844

Sfondqrd lumber Co., Inc. ------------(213) 685-,f041

Stonlon & Son, E. J. --LUdlow 9-5581

Summit lumber Co. .-----.---.....-..-------ANgelus l-2161

Superior Fireploce Co. .--..-.....-.--.-.. -----------------625-0467

Sultle & Keller [umber Co. -....-....-.......Gllbert 3-8909

Tocomo lumber Soles, Inc. .--.---------------MUrroy l-6361

Torter, Websler & Johnson, lnc, --------ANqelus 9-7231

Twin Horbors Solec Co. -.----625-8133

Union [umber Co. ---.--.-.......-.-.------....--17 1 41 542-5669

United Whlse, tumber Co. ..-.-.------OVerbrook 5-5600

United Stoles Plywood Corp. .--------.----LUdlow 3-3441

U.S. Pfprood Corp. (Glendole) .-.-.-...--...-Cltrus 4-2133

U.S. Ply*ood Corp. (l.ong Beoch) .-...-HEmlock 2-3901

U.S. Plywood Corp. (Sonlo Ano) .-..-.Klmberly 7-1691

Wcnding-Nolhon Co. .-----.--------..CUmberlond 3-9078

Weslern Hordwood [umber Co..--.--..----.-------.655-8933

Wcyerhoeuser Compony -----.--.----.-Rlchmond 8-5451

Worehouse (Anoheim) ...---.--.-...-.PRospect 2-5880

Wholesole Foresl Producls .583-6013

IREATED IU MBER_POIES-PILINGS_TI ES

8oxlcr & Co., J. H. ...-DUnkirk 8-9591

5A5H-DOORS-| ILLWORK-SCREENS ,\AOUTDI NG_BUITDI NG MATERIAIS

Arlesio Door Co., Inc. .-..-..-----.---.--UNderhill 5-1233

Associoted Molding Co. .-...-.-------....RAymond 3-3221

Colifornio Door Co. -.(213) 588-2141

Colitornio Ponel & Veneer Co. .-----.-M.Adison 7-0057

Corlow Compony -.------..----.----..-..P[eosont 2-3136

Mople Bros., Inc. ....--...-.-.---.----..-.-.....-..OXbow 8-2536

Moson Supplies, lnc. .-.-----------..---ANgelus 9-C557

Nordohf Monufocluring Co. --.------.-.-----------...849-267 5

Peffo Architecturol Products, lnc. --......--(2131 723-9166

Shokertown Corp. ---.--...-..--.-----------------171 41 529-21 49

So-Col Commerciol Steel.-.-.-.---..----.....--.(2131 685-5170

Slroit Door & Plywood Corp. .-.-.-CUmberlond 3-8125

Torler. Websler & Johnson .-...-..-------ANgelvs 9-7231

Torler, Websler & Johnson (Speciolty Div.l AN 8-8351

Woodlond Producls Co. ---.--.--.-..(714) YUkon 6-7981

SPECIAI SERVICES

Associoled Molding Co. .-.--...-..-----..RAymond 3-3221

Berkor Mfg. Co. .-.-.-.-.-.-.-.--- 875-'1 163

Colif. lbr. Inspecfion Service -----.NOrmondy 5-5431

C-Q Trircking Co. ---------------------.-------RAymond 3-6557

Coosf Ploning Mill .-.---.---...-...-....-.-.--MAdison 2-ll8l

Hunter Woodworks .---------.--.---.----.-.-SPruce 5-2544

lv{iomi-Corey Mfg. Co.--.-------.- 773'8511

NolPok €orp. ----(2131 tUdlow 3-1056

Regol Industries -----------.(213) 231-1033

Trimco ..-.-.728-3042

IUMBER HANDLING AND SHIPPING; CARRIERS

Greenfield & Son, Inc., H. M. .----.-..--NEvodo 6-1783

Son Bernordino - RiversideSonto Ano Areq

Bellwood Compony, The -----.-------.--"-(7141 538-8821

Cofifornio Door Co. of [.A. -------.--..--.-17141 825-7811

2-llll

2-5078

Woodlond Products Co. .-..---.---.----{714) YUkon 6-7981

NORTHERN CATIFORNIA

ARCATA

Arcoto Redwood Compony .--...--.--.---.-.Hlllside 3-503't

Associoled Redwood Mills .-----*----VAndyke 2-2416

Col. Poci0c Soles Corp. .-----.--.------.--VAndyke 2-5151

Holmes [umber Co,, Fred C. ...---.-....VAndyke 2-3657

Jomes Redwood Soles ....--.-----. ---.-.----VOn 822-4 641

Jewett lumber --------*---VOn 822-5163

Pocific Fir Soles ....----..-... .---.-...-..--.---.VAndyke 2-2481

Simpson Timber Co. --.-l7o7l 822-0371

Tocomo tumber Soles, Inc, ------.-..---..VAndyke 2-3601

ANDERSON

Kimberly-Clork Corp. .---.----.--.-----.-----.--(91 61 365-7 661

Pouf

Cecil E. Wingord Lumber Co. --.---.-------.-......--345-0328

HOOD RIVER

Edword Hines Lumber Co..-..---..--.---..---(503) 386-2041

MEDFORD

Ed Founloin Lumbcr Co. ------535-1526

Wendf ing-Nolhon Co. .---.-----.----------.----.-.--772-7063

oswEGo

Slonge [umber Co. ..-.--.----...-.....----.----(5031 636-7681

PORTTAND

Dont & Russell, Inc. .-----------.-----------....CA 6-2311

Eng ineered Sof twood Producls .------------------228-23#

Evons Products Co. .-222-5592

Foresl Fiber Producls Co. --------.-------:--.Ml 4-9158

Georgio Pocific Corp. .------..222-5561

Moore Dry Kiln Compony ....--.--.----.--AVenue 6-0636

Pope & Tolbot -----.-.---.-------228-9161

Twin Horbors Lumber Co. ----228-1

Tumoc Lumber Co.

U.S. Plywood Corp.

Co.

Gem Lumber Producls ----------747-9332

VANCOUVER

Inl'l Popcr Co. (tong-Bell Div.l--.-.-...-.---(5o31 285-l 300

wtNrocK

Shokerlown Corp, ....----.---...--.-.....-..---._-SUnsel 5-3501

sAht FRANCTSCO

IUMBEN AND LU'IiIER PRODUCTS

Arcolo Redwood Co. -----------.--....-..-.-_-YUkon 6-2067

Col-Pocific Soles Corp. -.-_-.__933-0600

Evons Producls Co. ....-.--..--.-.--- --.-.....--.--._-------826-241 |

Georg'ro-Pocific Corp. ------....-.--.-..-...._DOuglos 2-3388

Holl Co., Jones l-. .-....-SUrer l-7520

Hoflinon AAockin lumber Co. .-..-.....-.JUniper 4-6262

Hqrbor Lumber Conpony --.-------...--__...yUkon 2-9727

Higgins Lumber Co., J. E. ---.---------..-VAlencio 4-874a

Hobbs Woll Lumber Co., Inc. .-..-.-.-.--Flllmore 5-6000

[qnon Lumber Co. -..-----.--.----..-.-..--.---YUkon 2-4376

,{ocBcoth Hordwood Compony -..-------Mlssion 7-0772

Silmorco, lnternolionol .----..--.776-47@

Torlcr, Webstcr & Johnson, lnc. .-..--PRospecl 6-1200

Union lumber Compony --...--.-----..-..--.--SUtter l-6170

Unitcd Sf,ofcs Plywood Corp. .---.---..-JUniper 6-50O5

Wcndling-Nolhon Co. ..--------.--...-...-.-.---SUrer l -5363

Wcatrrn Forctl Producls of S.F. ...--LOmbord 1-876O

Weycrhocuser Compony ------3,1;9-1414

BAY AREA

TUMBER AND IU'IABER PRODUCTS

Alkinson-Slutz Co. .-......-.-....---...----.-...-.....---.345-1621

Boldt-Peocom [umber Co. ---.--..".......-.--(4151 527-3111

Bonnef f Lumber Co. -----.--------,-.-. --------.--.-.--.--.328-1770

Bonninglon lumber Co. --.--..-........--..,Otympic 8-2881

Col-Pocific Soles Corp. --------933-06@

Californio Plywood Corp. ---.--------..--Otympic 2-5153

Cofif. Sugor & Western Pine .--.......Dlamond 2-1178

Cofif. Wood Products, lnc. --------------VOn g2-U26

Donl Foresl Producls. Inc. -----.-.--.--(415, 322-1841

Evons Producls Co. ------------:---*---------.--.-.-533-8866

Gcorgio-Poeific Corp. ---.--.-..--.-------.--.--------849-0561

Gcorgio-Pocific Corp. (Son Josel-----.-CYpress 7-78OO

Golden Gole Lunber Co. --.---...------THornwoll l-4730

Higgins lumber Co. (Son Josel ------.-..CHery 3-3120

Hill Whsle. lumbcr & Supply Co..-..[Andscope 5-1000

Holmes, Fred C.

OBITUARIES

cllnls M. wllllNGER

Chris M. Wininger, veteran Oakland wholesaler and career lumberman, died in that city on December 19. He was 85.

A native of the "Blue Grass" country of the Southeast, Mr. Wininger was for many years purchasing agent for the Red River Lumber Company in Westwood, Calif. During the early '30's he established his own wholesale business, Pyramid Lumber ,Company, in Oakland and was active in that business right up to the time of his death.

He is survived by his widow, Mrs. Win-

inger, of their Oakland home, and a son, Del Wininger of San Jose.

IIR. EITWARD G. TOCKE

Dr. Edward G. Locke, internationally known research administrator and director of the U.S Forest Products Laboratory at Madison, Wisc. since 1959, died December 19, 1966.

He is survived by his widow, the former Alice Kuney; a son, Edward G. Jr., of Longview, Washington; a daughter, Mrs. William Heid, of Hampton, Va.; a sister, Mrs. C. F. Hogan of Silver Springs, Md.

WATIER G. FISTIER

Walter G. Fisher, veteran Reno, Nevada, lumberman, died in Reno during December following a short illness. He was 68.

Wesfern Lumbcr & BulldinE Moterlol! IIAERCHANT

A native of Alabama, Mr. Fisher began his career with the old Red River Lumber Co. at Westwood, Calif. Several years later he was transferred to the company's Reno office as an accountant during the early thirties and held that position until October, 1944, rvhen the business was sold and reorganized as Walker Lumber Co. Mr. Fisher remained on as manager of the new company and its subsequent successor' Paul Bunyan Lumber Co., until 1950 when ill health forced his retirement. More recently he had been a field auditor for the Nevada Industrial Commission, retiring from that post in 1964.

Mr. Fisher leaves his widow, Anita, of their 455 East Taylor St., Reno, home, and a daughter, Mrs. Jean Lancaster of California.

nu@tr J[tsE EI'GK

From

MEMBER CALIFORNIA REDWOOD ASSOCIATTON