Merchant Magazine - February 1970

Ouh our namc is dffirent...

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AIoza we're...

AMERICAN FOREST PRODUCTS

Only the name is different. The quality products, theprompt service, the friendly salesmen you've known for years are the same. Manufacturers and distributors of lumber, plywood, millwork and other fine products for the construction industries. Since 1910.

What it means to you to handle Masonite Products

(In a, word it means PROFITS!)

In a few more words it means QUALITY PRODUCTS, nationally advertised and promoted to pre-sell your prospects; tailor-made LOCAL HELP to bring your prospects into your place; powerful SELLING AIDS to help your sales people change prospects into customers when they come in to shop.

Masonite Corporation produces many specialty hardboard products. (There are many other hardboard products that are not made by Masonite even though they may be passed o f by some that way.) And Masonite Corporation stands behind its products in your behalf. lf it doesn't say "Masonite" on the back it isn't a Masonite product!

We're proud of our products because we have invested heavily in research and development to make sure there is a market need for the products we make and to

make sure the product will perform once it is in the market. Then we price it so our dealers can make a fair profit without having to worry about customer complai'nts.

No hardboard manufacturer invests more to support dealers than does Masonite Corporation. You can sell with conf idence because our products are backed by the most dependable name in the business.

Drop us a li,ne, Masonite Corporation, Box 777, Chicago, lll, 60606, Dept. W2. We'll be pleased to fill you in on famous Royalcote lnterior Paneling, the performance-proved line of X-90 Sidings and other specialty hardboard products and accessories. (Masonite, Royalcote, X-90 are registered trademarks of Masonite Corporation.)

1970

nmmnmttmmmtttnltntmn MAJOR NEWS and FEATURES ilntrlltlltttltttllttultttruillltlllllllllttttlnrus

THIS YARD FiGHTS,COMPETITION WITH "PLAIN HARD WO'RK"

JOIN THE HOME IMPROVEMENT PUSH PEAKING THIS MAY VALUABLE HO\YS AND WHYS FROM MERCHANDISING EXPERT

GOOF PROOF SPRINKLING SYSTEM FILLS BIG DEMAND

EMPHASISoNMARKETINGBYMAJoRHARDWAREMANUFACTURER

USE YOUR SALES ALLIES-SMOOTII SELLING SERIES

HONOLULU MEMBERSHIP JUMP REFLECTS BUILDING BOOM

BoISECASCADECUTSoUTPUTATPLYwooD&LUMBERPLANTS

CONTINUAL EVOLUTION KEYNOTE OF WASHINGTON FIRM

HAULINGSPECIALISTSHoNELUMBERTRUCKINGTECHNIQUES

RAINPRECIPITATESPROBLEMSFoRWESTERNWHOLESALERS

HARVESTING & BIDDING TIMBER IS HOO-HOO TOPIC

Assoclato Dilltor nnil

Ailvertlslng Production

Rlbhard Heckman

IiEPN,ESENTATTVDS

NORTIIDRN CAIIFOI'IIIA & PACIFIC NORTIIWDST

Cal Wood, advertlsing and news' 5 Genoa Place, San Franclsco, calif. 94133. Phone (415) 391-0913. S:r,il Francisco Billing Ofllco. 2030 Union St., San Franclsqo, Calir. 94123. Phone (415) 346-6006.

SOUT}IICIiN OA Llrl'oIINIA Ted Tiss. advertlsing and new8, 5?3 So. Lake Ave., Pasadena, q4Uiriinia'siror, Phode (213) 792-36123 or (213) 792-4098. NDW YOBI( Billineslea & Flcke, Inc.' 197 East 36th St., New York, N.Y., 10016.

MII)IVI4S'T Bicharil lleckler, advertising 4nd rrcws. P. o. Ilox 'El, Xenia, Ohlo 45385. Phone (573) 372-6471.

DDITOIiIAL OT'FICES

WIISTERN LUMBUII & BUILIJING' MAr-Etrtat,s Mllltc.llAN'f is pubiished monthlv at 573 So. Lako Ave.. Pas:rden:i. cllif. 0l lol. Phono (.ztSi 752-3623 or (213) ?92:4008 tiv California Lumber Merchant' iic- Please address all correspondence to Ddllorial offices. Secondclass Dostage rates Pald at PaBadena. - Calif, and addltlonal orfices. Advertising lates upon reo uest.

SUBSCI3IPAIONS

(ilunso of Address - Send subscllp- tion iir(let's and addless changes to Circutatlon Depilrrtmcnt, Western t-,iimbc'r & Building Matel'ials Merahant. 5?3 So. Lal(e Ave., -P-asa- dena, Calif. 9U01. Incluge addness la-uei riom recent lssue if posslble. Dlus new address and zip code. SubrcriDtion Rates-U.S., Canada, Mexico - and Latin America: $4one -vear; $?-two Years; $9-threq vear-s. Overseas: $5 - one Year; $5 iwo years. Slngle copie-s.50c. Back copies 75c when available. l'ho ltferclrtrnt trfetrnzino serves the memuers of thei- Arlzona Retall Lumber & Bullders SUPPIY Assoclal"lon. Phoenlx; Lumber lwer' ciiCnts' Associatlbn of Northern ealifornla, Los Altos; Montana Buildins Materials Dealers Asso' ctaiton."Helena; Mountaln Statq-c Lumbei Dealer5 Assoclatlon, $all Lal(e Cltv and Denver; Lumber Associatldn of Southern CaUtor' nia. Los Anseles; Western Bulldlng Materlaf Assoclatlon, seattle.

THE MERCHANT is an independent nNago'zine published monthly f or thosc 'members of the lumber ano buildins materials industri'et who need and uant factual, o'c' curate n.ews and. an obiectitte anahtsis of euents and Productt of c6nceri to them in busines*

CAttFoRN|A TUMBER AEnCHANI Accufo,. onoly'i' ond lcduo' naw' sinco |922

Studs, Dimension, Sheathing

Cutting and Timbers

School Specifications

Industrial ltems

Clears

Starter Board

Siding and Fascia

Laminated Timbers- lncluding Curves

BUYING REMINDER

It's easy to forget that right here in your own backyard, there's a source for practically every construction lumber item your customers use. Several million feet of wood is stocked in a wide variety of species in our Los Angeles distribution yard, close to freeways for quick pick-up. Add to this a facility which can provide you with laminated products, detail milling, resawn faces, decking, siding, paneling,'overhang...you name it! Then, there's our mill buyers who provide another plus when you need large shipments or something special that just isn't available in town. They're up on market conditions, the mills offering competitive prices and the ones who can deliver on time. Doesn't it make sense to call Fountain flrsf?

Mink-Covered Widgels, Anyone?

fF YOU are the type that believes in making the ! best out of a bad deal and figure lumber probably will be slow until the second quarter, you would do well to investigate or re-investigate, the opportunities present at some of the present trade shows in the West. They can give you a quick, easy and comprehensive look at what is available in hardware, housewares and the like.

The lumber and building material dealer's angle for ogling is obvious. For the lumber wholesaler, the possibility of adding an item, or several items to your sales list should be seriously considered. More and more, the better thinking wholesalers realize that an increased product spread is their best defense against the kind of low that appears to be developing in the always cyclical building industry.

One of the best shows on the coast is WBMA's annual Western Exposition, Feb. 5-7, held this year in Seattle. Next in line is the West Coast Hardware Housewares Show, Feb. 15-17, at the Anaheim Convention Center, across from Disneyland. Last of the current expoe is the always excellent Western States Hardware-Housewares-Paint & Garden Supply Show, Mar. 1-3, at Brooks Hall, San Francisco. It is sponsored by the California Retail Hardware Association which has designated March 2, as Lumber Dealers Day.

The idea of lumber wholesalers using an existing sales organization to move non-lumber goods is a sound, established business principle that should, at this late date, be universally accepted. It violates plain common sense to have an organization sitting around twiddling its collective thumbs simply because it only sold this or that type and kind of product in the past.

Moves to specialty products have the additional advantage for the timid in that they can be added singly, in small groups, or even, we suppose, on a temporary basis.

Ifit all seems a little heretical, wholesalers as well as dealers should recognize again that the only reason they do what they do at their place of business is to make a return on their money. It's the same theme we have all heard countless times: return on investment. It is a lot better to sell minkcovered widgets, however distasteful and novel, than to discover at the end of your fiscal year that your return on investment is two full percentage points below what you and your banker consider adequate.

We know many of our readers regularly attend these shows. For those of you who don't. or who figured to pass this time, get ofi your, uhh, chair and get to a show. Open your eyes and your brains and see if there isn't an honestly feasible way for you to increase your income while others just stand around whinine about the housine starts.

FULL LINE

Wl|OLESALE FOR EI|ERY DEALER NEED

REDWo0D xo and Green Lumber. Thin Panelings, Pre-Stained Sidings, Redwood ptywood, Split Products, Shingles and Shakes

D0UGLAS FIR xo and Green Lumber, specialCuttings, Regutar and Speciatty ptywoods

oVERLAID PR0DUCTS High and Medium Density overtaid ptywoods, Decorarive overtays

CEILINGPR0DUCTS Ceiling Tite, Lay-in panets and SuspensionSystems

INSULATING PR0DUCTS lnsulating Sheathing, Buitding Board and Roof Deck

D00RS Entrance and Interior Flush Doors, European and Mediterranean carved panel Doors, Standard Stite and Rail

This yard finds

A T FIRST glance, the exterior of Betts' A 5in" L,r-"b". Co. has the traditional' look of most building materials and lumber. dealers. But on closer inspection' the upto-date showroom and yard give the solid feel of modern merchandising techniques and competent sales peoPle.

"W'e attempt to service the customer and work with him," asserts Red Betts, who is in charge of the company's Culver City, Calif., location, a post he moved into as his father, Warren Betts, went into semiretirement. Bob Betts" Red's younger brother, manages the companyos Palms Lumber yard which Betts'Sine bought in r962.

Many traditional yards have suffered during the recent slump in building. BettsSine and Palms have thrived by placing their emphasis on the retail customer aud industrial accounts. Last year's gross $as $700,000.

"We'd like to do all our business with industrial clients," Red declared.

'oPrice with industrials isn't important. They're looking for service and are loyal customers when they find it. They bring us the most profit."

Betts-Sine sends a newsletter envelope stufier to their industrial accounts. It offers entertaining news notes along with a plug for Betts-Sine and a supplies check list where the customer can check his current needs, then place a call to Betts-Sine.

To woo the retail customer, Betts-Sine puts out a series of direct mail brochures. Almost I00 percent of their advertising budget is spent on direct mail. In addition to their ad in the Yellow Pages, they send out a brochure five or six times a year.

The company rarely spends any of its 2* percent of gross advertising budget on co-op ads. There is too much paper work and too rnany restrictions. "They get it tied so tight," declared Red, "only their prod' ucts or no competing products can be ad' vertised on a single page. And thby want 16 gillion checking copies. Many give as'

Rullllll{G IHE two yards are brothers Red and Bob Betts. Smaller signi (center) stress wide variety of

merchandise sold by the yard. Bending to it (lower photo) are two inside men staffing the counter'

way to compete is with hard work

sistance with newspaper ads only. Co-op ads deliberately blend the yard's image into the company's. We want it to be our program."

Story at d Glqnce

Shunning the dramatic, yard has ,notched steady growth prefers industrials, has gotten out of selling contractors . . . consumer has bebn a growing part of the business over past five years... service, not price, used to cope with local competition.

Business is evenly divided between retail. contractor and industrial.'oContractors are having a tough time paying their bills," Red remarked. "Since we're out of selling contractor business, business in general has leveled ofi."

Accounting is divided into lumber, sash and door, miscellaneous building materials, retail store items, wall board, clear lumber, sales tax and cartage. The heavy work and shipping is done at Betts-Sine rather than Palms, as the former is on a railroad spur.

Situated in a prime industrial location, Red finds plenty of competition. A & G, Slater, Mar Vista, Sawtelle, Anawalt and Anderson are major competitors. o'The best way to compete is with plenty of hard work. One man's 2x4 is the same as the next. Those who go broke fight it on a price situation."

Both Betts-Sine and Palms employ an average of 25 people along with four or five part time college students. Red is proud of his many "old timers": Bob Davis, 20 years with Betts-Sine; Jesus Macias, 24 years; Bob Clemens aud Hugo C,oleman, 13 years; Ken C.ooper, 14 years; f,. J. "Pal" Powery eight years. Manley Rankin and Bob Hoselton have spent 17 years at the Palms location and seven years with BettsSine; and John Nichol, 15 years, Palms, plus seven years with the other.

With this low a turnover, the company only needs to use word of mouth when they have a position to fill.

Warren Betts, a former manager for Patten-Blin, bought out the widow Sine in 1937. Red and Bob came into the business in 1946 and.'47 after finishing the service.

The company carries its own credit along with Bank Americard and Mastercharge. They use 30 day accounts since the Truth in Lending Act became law. Industrial and contractor business is also on a 3O day account basis.

At present the company has no further expansion plans, but that depends on the opportunity, they add.

"We have an excellent group of suppliers," notes Red. 'oWe've done business with some of them for 20 years or more. We stopped worrying about certain wholesalers' practices a long time ago-life is too short. Anyway, we're able to compete when it's necessary to. Those who complain usually couldn't sell the account anyway."

Betts-Sine has cut its power tool inven-

tory due to slow sales. Some items that have been dropped entirely: plastic mold' ingo I" tile squares on sheets and decorator items. In the area of plumbing supplies they cary "just pickup stufi-nipples and ballcocks," Red stated. The Betts-Sine location carries Benjamin Moore paints, while Palms stocks Dutch Boy. They also have vinyl cove and hinges for industrial cus' tomers,

Bob is a member of the Exchange Club, is married with no children. Red is in Rotary, on the Chamber of Commerce, the YMCA board of directors and is a past president of the Junior Chamber of Commerce. He has four children.

Lumber cutting price is based on the sq. ft. price for plywood with a $I.00 minimum. On other stock it's based on length: over 6 ft. is 5C a cut. Odd types of cutting and mill work (i.".- boxes and work benches) costs $9 per hour.

Betts-Sine draws most of its customers from a seven to l0 mile radius, though some are from as far away as Las Vegas, Nev.

GEI G00D people and keep 'em, the sage says and Fran Flegal. (cented h.as been with them fu -four geitssine friidtf oois juit ttrit. Arnoi'g ttr6 long years. Electnical goodies. kight) .have always been roster of compaiy veterans are fleft) Ken Oooper who good sellers. The yard is located in a prime arca lor has been doing his thing for the firm for 14 years. industrial accounts.

With this

really take part in May's home improvement push

The industry home improvement time program committee has announced the new 1970 cordbination Sales Portfolio and Advertising Program File. The annual program is sponsored by the National Association of Home Builders, National Home Improvement Council, National Lumber and Building Material Dealers Assn. and National Remodelers Assn.

The new sales portfolis is lQt/4"x143/4t' and made of durable erained brown vinvl. Each Sales Portfolio cintains:

Estimating forms

Job survey forms

A 52 page booklet-"Home fmprovement Selling"

A 48 page booklet-"Guide to Merchandising Remodeling"

A 40 page booklet-"Contractor Guide to i,r, imating"

A pad of 25 sheets of special graph paper to prepare floor plans

A ball point pen

A three ring binder with 13 divider index tabs containing the latest current full color home improvement illustrated idea literature describing:

a. appliances

b. bathrooms

c. ceilings

d. garnerooms

e. heating-air con'ditioning

f. insulation

g. kitchens

h. paneling

i. roofing-rain carrying equipment

j. room additions

k. siding

l. windows

This sales portfolio is available from the home improvement time committee for only

$7.95. The cooperation of the sponsoring

manufacturers makes it possible to furnish this sales and promotion tool for contractors and buildine material dealers.

Sfory dI s Glonce

One of the best ways for dealers to prepare for fast-approaching May-National Home lmprovement Month is to investigate this industry sponsored promotion package. The May promotion will be the biggest ever this year.

The industry sponsors include: Abitibi Corp., Alcoa Building Products, Inc., Allied Builders Corp., Aluminum Siding Assn., American Gas Assn., American Iron & Steel Institute, American Plywood Assn., Andersen Corp., Asphalt Roofing Manufacturers Assn., Avco Security Corp. and Affiliates, Bird & Son, Inc.. California Redwood Assn., Philip Carey Corp,, Certain-teed Products Corp., The Celotex Corp., Crown Aluminum Industries Corp., Edison Electric Institute, Electric Heating Assn., Inc., Evans Products Co., The Flintkote Co., Formica Corp., GAF Corp., Georgia-Pacific Corp., Globe Industries, Hastings Aluminum Products, Inc., House Beautiful Magazine, IDS Credit Corp., Johns-Manville, Kaiser Aluminum & Chemical Sales, Masonite Corp., Morgan Adhesives Co., National Gypsum Co., Owens-Corning Fiberglas Corp., Sears, Roebuck & Co., Simpson Timber Co., The Tappan Co., U.S. Gypsum Co., and the Western Wood Products Assn.

For an additional $2.00, the advertising program file is included with the sales portfolio. The file consists of:

(a) Newspaper ad clip sheets and mat service

(b) Radio & TV copy

(c) Publicity clip sheets to build home improvement time special newspaper sections

(d) Display material consisting of colorlul posters, banners, pennants and streamers

(e) Eight community program booklets that explain:

1. How to ,organize home improvement time promotion . , , and what the home improvement time promotion means to you and your community.

2. Speeches for local service clubs and organizations,

3. How to organize a Home Show.

4. How to plan your publicity and promotion.

5. How to plan your demonstration house project.

6. A special home improvement time sec. tion in your local newspaper.

7. Conducting a homeowner clinic.

B. Contests, official hostess program, home improvement library, home beautificaton SUrVey'

The entire program wiil highlight activity with the annual May Home Improvement Month.

Persons interested in securing an illustrated folder describing the Sales Portfolio or other Home ImprovementTime Program materials should write: P.O. Box 102. Carnegie, Pa. 15106.

industry-sponsored program, you can

ked Plvwood

is the andPalco Redwood Plf'wood is the prestige plywood.

PALCO redwood plywood is the best plywood value on the market today because it has the quality, appearance and economy which are so important when it comes to selling. Because it

offers the prestige appearance of redwood that makes buildings easier to sell, space faster to rent. You'll see it lN and ON all types of construction: apartment buildings, office buildings, motels, recreation centers, pre-engineered buildings, homes, restaurants, stores, schools.There are good reasons:

Beautiful natural russet color and interesting grain patterns. Faces that are clear-free of knots and consoicuous patches.

Handsomely saw-textured, not just roughed up. Factory-applied water-repellent treatment. An ability to hold any type of finish longer, and with minimum maintenance. Can be used as combination siding-sheathing.

PALCO Saw-Textured Redwood Plywood is available plain orwith grooved faces in the following patterns: Tex-

ture 1 :11, with grooves spaced 4", B" or 4" and12" o.c.; and Inverted Batten with 11/2" wide grooves 12" o.c. The 3f6" or s/e" x 4' x B',9' and 10' sheets are fast, easy, economical to install.

Best of all, there is an established consumer demand for PALCO Redwood Plywood, the prestige plywood.

Send for color brochure that gives complete product specifications, dpplication instructions, and detailed finishing recommendations.

PALCO.PLY REDWOOD PLYWOOD

Standard Sizes and Patterns

Lengths: B' ,9' ,10' in all items.

GRADES: Clear All Heart Saw-Textured is our most popular grade. Face veneers are clear all heart redwood-free of knots, knot holes and conspicuous patches.

Select Saw-Textured grade combines the beauty of redwood with the economy of face veneers that include sapwood and filled knot holes.

Companion Redwood Product:

PALCO REDWOOD LUMBER REVERSI B LES

Write us for information on lumber, siding and paneling.

Ask for free brochure, "Palco Saw-Textured Redwood."

Exclusive interview \Mith a merchandising expert

REClNAllYC some 20 years ago, Bob u Neiman and Bob Reed, a,s a result ol being in the seraice together, lormed Neiman-Reed Lumber Co.. lnter' knoun as Lu,mber Ci,ty. With a firm. beliel in the concept ol a one stop shopping center t'or the home otoner, the southern Calilornia, organization has grown to lour stores uith a fi.lth under construction and, seoeral more pla,nned in the near luture. Each store is geared to do approximately $2-$2lz million in uolume.

7'o tie in with the hardware and, houseware shows rtow being held on the West Coast, The Mercha.nt fuIagazine had the pleasure ol interuiewing Robert "Bob" Reed ol the highly successlul Lumber City operation.

MERcTTANT MAc-{zrNE: You say that 708O/o of your retail division sales used to be lumber. What with staying ollen on Saturday and Sunday and the current consumer buying trends, what percentage is now lumber, housewares and nursery. nnEn : Lumber 30 ;.0/6, hardware-housewares 6O/o and nursery l0lo.

I\IERcITANT MAcAzTNE: Why and how do you sell hardware and housewares?

nrno: We want to be known as a complete one stop Home & Garden Improvement Center ofiering an in-depth inventory; items such as hardware, paints, housewares, nur. sery and even everything in our fast-growing Decorator Village. W'e are customeroriented. In all our stores layout is important, making sure one department flows into another. For example hardware traffic must move naturally into tools and then into lum'ber, paints into painting accessories and so on.

I\IERCHANT MAGAZINE: Do you display hardware and houseware items?

nrno: Yes! (a very resounding one). We made surveys by following male and female customers through the stores and found that the female will turn toward the housewares, paint and decorator items while the male will turn toward the hardware, electrical and tools. We also have impulse

items {or both that do not necessarily tie into the gondola display. We also have

Story qI o Glqnce

Valuable hows, whats and whys from one of the best of the mass merchandisers. Bob Reed of Lumber City tells how the lessons he has learned can be applied to any yard.

merchandising hot spots for seasonal items such as patio furniture in the center isle. We have no set pattern for displays but all displays must o'screamt' at you, If not, we rearrange or move them.

I\,TERCHANT MAGAzTNE: How much inventory is displayed, how much policing do you do and do manufacturers help with displays?

nuno: We keep all displays filled with complete inventory working on the theory that you never take the last biscuit. Not only because it is not polite, but because there are none left and the last is cold. Displays are the same thing, you must keep them filled with a wide range of inventory and change them often. This is true with end displays, racks and basket displays.

Yes, the manufacturers do help us with displays. As a matter of fact, in most cases, they supply the physical display, racks. baskets" literature and the like.

MERCHANT MAGAZINE: How many sq. ft. is the ideal hardware/houseware display?

nrro: Depends upon the size of item and type of promotion. We have had displays running as high as 1,500 sq. ft. but I would say the average is 20-30 sq. ft., either on a rack or peg board, again using the grocery store approach of in.depth displays.

MERcHANT MAGAZINE: Do you use co-op advertising, newspapers and direct mail coupons?

nnro: Yes, we believe in coop advertising. We advertise every week in local community papers with an ad or a stuffer. We use coupons of different colors to determine the

pull of the local newspapers and the metropolitan papers. Direct mail is used for our revolving charge account customers and participants in our Decorator Village classes.

MERCHANT MAGAzTNE: How and where do you get people, do you train, offer benefits and incentive plans? How much part-time help is used?

nnrp: We bring.people up through the ranks. In every case, our department heads and store managers have followed this practice. We have never gone to the outside. We train our people in sales, appearance, encourage initiative and a good attitude. We have the usual benefits and have an incentive plan. Approximately 60/o of our help is part-time and many have shown the desire to become full time and build a career.

MERcHANT MAGAZTNE: What are the problems of selling hardware and housewares?

nnno: Naturally there are a few problems. We feel that they can best be overcome by good sound, in-depth merchandising, an effective advertising campaign on a continual basis and a eood flow from one department to anothei. Well trained and knowledgeable help to assist ,customers is also essential.

MERCr{ANT MAGAzTNE: How do you handle price competition ?

nuno: By offering a fair price and taking into consideration that we are a consumeroriented one stop shopping home improvement center and thus eliminate the 5 or 6 different places a customer must go for bargains. Also we have a real depth of merchandise.

MERcTTANT MAGAzTNE: In the sense of availability, is hardware and houseware mer. chandise good?

nuno: Yeg very good. The Los Angeles area is probably one of the best distribution areas we know of. It ofrers a wide range of merchandise. We have very few back orders.

MERcHANT MAGAzTNE: Is your hardware houseware merchandise stock low end, medium and top of line?

nnno: We stock medium and up due to the fact that we guarantee every item and (Continucil op Page 28)

tll.

nooleltneoge

For centuries genuine Mahogany has been imitated but never matched. lt was specified in construction of a Santo Domingo cathedral in 1514-for shipbuilding by Cortez-for the magnificent Escorial by King Philip ll. Little wonder. lts beauty is exceeded only by its wood working qualities.

This is just one of 52 expertly selected hardwoods at J. E, Higgins Lumber Company, which offers Northern California customers 7 million ft. of kiln dried lumber and over 200,000 sq. ft. of warehouse.

A lumber for every purpose.

Hordwqre/Housewqres: l97O

De-griefing a long time headache thru effective numbering system

A PROBLEM area for most dealers in A ""l1inn hardwares and housewares has been 1o find an underground sprin' kling system to sell that the do-it-yourself customer can actually install.

Too many times, systems were sold that proved unworkable for the customer. In turn, the dealer had to listen to his sad story and worse, probably lose a customer beside. A man with bruised knuckles, a dug up lawn and an irate wife is a tough man to talk to.

What seems to be a goo{ proof system to do the job and fill the big market demand for underground sprinkling systems has been put on the market by Armstrong. the lawn, turf and garden specialists.

What makes the line so easy to take is the development of one of the most com' prehensive set of instructions ever written for do-it-yourselfers. The dealer does not have to get involved in a cram course on underground sprinkler systems. Everything from the shopper-stopper packaging to the well-written instructions has been designed with the do-it-yoursel{er in mind.

In creating t}is program, Armstrong developed a numbering system which is actually a break-through for this type of product. All that is needed are valve sprinkling components and a coil of z/*" polyethylene sprinkling pipe from regular dealer stock. The only tools required are a knife to cut the pipe and a screwdriver to tighten the clamps.

One of their packages is called the sprinkler control valve kit. This unit may be attached in minutes to any t/r" or

Sfory sI a Glqnce

Manufacturer opens up a number of possibilities by marketing what appears to be a goof proof way for even the clumsiest handyman to play plumber and install an underground watering system.

3/*'t hotse water supply. Each of these kits supplies the correct volume of water to one circuit of sprinklers. Kits may be joined together, one at a time, as needed. Another kit is the sprinkler system center. It is a full color 20" x 40" display board featuring sprinkler heads, risers and fittings, in individual poly bags. Everything is numbered. Each operation is performed by the numbers.

The do-it-yourself starter kit is a packaged sprinkler system that hits the jackpot for simplicity.

The customer takes one stalter unit home and following simple, by-the-number instructions. installs it in one 8001000 sq. ft. section of his yald. For additional 800-1000 sq. ft. lawn areas, he adds another kit to the sprinkler control valve assembly included in each kit. Installations may be made for lawn watering or for bubbling up under shrubbery.

This entire line is backed by expert packaging with outstanding dealer aids and free instruction charts for stocking dealers.

According to dealer records, tlle self service board together with the starter kits turn over at least 4 times a year, grossing around $4,000 annually.

Hardware manufacturer stresses consumer market

ORE AND more companies these vertising, sales promotion materials and other articles desigrred to increase sales to the homeowner and do-it-yourselfer.

days are utilizing computers to upgrade products, increase sales, streamline operations and contribute in other ways to the financial well-being of the company and its employees.

A refreshing exception is Weslock Co. of Los Angeles which, according to president Ernest Cipriano, has no computerized program at all for the foreseeable future. Instead the company simply goes about its business trying to please people.

Apparently, the "try" has been successful: following World War II, they ofiered a limited competitive-priced line of doorlocks; today the company claims one-third of all lock sales for new homes throuehout the United States.

As for the future, Cipriano projects an annual sales rise between 15 and 20 per cent despite an increasingly competitive market and tightened controls on home construction.

"We're aiming for 50 percent of the new home market," the enthusiastic Cipriano said. "W'e may not make it, but competition is sure going to know we're trying."

The most recent step in their long-range planning is an aggressive consumer sales program that is being launched during 1970.

Although the company is formally launching its consumer sales program during 1970, the groundwork actually was laid in 1964 when a strong product development project was initiated. As a result, Cipriano says a full 50 percent of today's products were non-existent four years 4go.

Among new styles introduced during this period have been three rwo-piece entry doorlocks bearing the names Capri, Moroccan and Cortez to indicate the continental styling that has enjoyed a surge of popularity among builders and homeowners.

Lever doorhandles have been popular in Europe for centuries but never gained public acceptance in the United States until the line was introduced. The company now claims more than three-fourtJrs of all lever doorhandle sales in the nation.

The upcoming consumer program will include new see-through packaging, eyeappealing displays, in-store sales aids, ad-

Story s] d Glonce

Formerly builder oriented, this hardware manufacturer is now moving strongly i,nto the retail dealer sales arena. Their new sales targets also include Europe and Africa.

Much of the material will be included in a Profit Pak kit prepared for dealers and jobbers. Various full-color items will be ofiered: counter cards, banners, mobile displays, brochuresall aimed at helping the retailer promote sales to the home handyman.

Another item that will play a major role in the program is a rotary display rack that occupies eight sq. ft. of floor space but provides the equivalent of 24 lineal feet of shelf space, thus giving three times as much displayand hopefully three times as much salss-as conventional shelf displays.

o'Traditionally, operators of hardware and building supplies outlets have been reluctant to set up floor displays," Cipriano said. 'oHowever, we've found a receptive attitude by most operators because the display occupies floor space less than three-feet.square and has almost as much appeal'as a Las Vegas slot machine.

"Men and women alike will turn the rack around and around, Iooking at the beautiful doorlocks, trim pieces and other items. Even if they don't buy the first time in, you can tell they're going home to take a good hard look at the oldfashioned locks around t-he house."

In addition to launching a national consumer sales program, the company also is expanding in another direction during I970.

Beginning in late February, the firm's products will be introduced in several European countries. First will be the ofiering of the company line at an international trade show, "Scan.Build '70" at Stockholm, Sweden.

Following that, their products will be introduced in England, France, Germany and Italy. Beyond this, preliminary stud(Continued, on Page 45)

C0ttAPSlllG builder markets have sent the hardware manufacturers scrambling not only to the dealer and their consumer markets, but overseas to sell their products. Errrest Cipriano, Weslock oresident, points to their nav European sales markets.

0EALER aids are examined by sales coordinator Gordon Litster and president Cipriano. Firm is makillsrbi push into consumer selling through dealen

NEWS BRIEFS

Koehring sales for the last fiscal year totaled $245,45I,000, nearly $185 milli'on higher than 1968 Simpson Timber Co. and U.S. Forest Service researchers cornpleted the lst thinning in a Jsf ol its kind, young redwood stands growth study Deane Bros., Inc., and Monarch Investment Co. will be combined, as the Occidental Petroleum Land and Development Corp.

Evans Products Co. plans to acquire McConnell Cabinet Co. for cash and Ev' ans common stock Palmer G. Lewis Co. and its B branches will ilistribute for the Z-Brick Co. Weslock Co, plans to market its products throughout Western Europe

A $f.3 million, 268 family, 30-acre mobile home community in Ventura County, Calif., was developed by Boise Cascade Building Co.; occupancy scheduled lor May, 1970

The National Oak Flooring Manufacturers Assn. predicts a housing upturn in late 1970 the Chicago Mercantile Exchange reports contracts traded last year total 3.79 million, up 1048 lrom 1968; the exchange also established a $1.5 million trust

Tumac Lumber Co. has moved to Jackson Tower in Portland, same phone and telex, tho South Bay Redwood has finished blacktopping their 22-acre Orange, Calif., distribution yard, opening duy should be in early spring Medford, Corp., has a new div. to make prefinished modular kitchens and bathrooms.

Congress passed a bill allowing Presi' dent Nixon to establish voluntary or mandatory credit controls and permitting the treasury dept. to lend tlle Federal Home Loan Bank $3 billion f.or Lhe honte nortgage market. Westinghouse Elec' tric Corp. currently has nearly $100 million in low-cost resid,entinl @nstructinn projects on the drawing board or in nego' tiations.

Southwest Forest Industries announced an agreement in principle with Jordan Millwork Co. and General Nailing Ma' chine Corp. to make both wholly-owned, subsidiarics of Southwest...lower rates in personal income gains in 1969 were reported by Security Pacific National Bank; California income is tp 7.9/o from 1968...

Buyers of single family homes are the Lst target of American Wood Council promotion in 1970; number two is home im' prouement. Borchers Bros., San Jose, Calif.; Eichrome Building Materials, Inc., Redwood City, Calif.; L & S Plywood, Torrance, Calif., and Learned Lumber, Hermosa Beach, Calif., are among the 22nd annual brand name retailer-of-theyear awards com.petition finalists '

Housing starts in Calif. d'roppeil slight' ly in October to 198,000 and then dropped 7.7/o Ivther in November states Bank of America; B of A also predicts that 65' 70Vo of. new housing in 1970 will be mul' tiple units.. Evans Products Co. declared a stock diaidend' of fSl per share Southwest Forest Industries have changed' their fiscal year firom April 30 to a calen' dar year basis in '70

The Federal Reserve Board voted 1I to L to maintain its firm credit policy. HUD revised d,ownward, the terms for new rental housing in an attempt to in' crease production of units built without

Cedar Specialties

Weslern tumber ond Building Mclettqlr ,IiERCHANI

direct federal subsidy. .. Bliss & Laugh' lin Industries is relying on its lnnd deuel' ktpment progratn to keep 1970 earnings rising i

A N-AWLd. survey claims that 52/o oL wholesale forest products marketers ex' pect profits before taxes will show '69 gains over '68; 39% expect a decrease and 9/o feel there will be no change Rusco Industries, Los Angeles, completed levelopment ofa low cost interlocking steel moilule construction system for homes and apartments..

Pope & Talbot, Inc., announced a quar' terly iliuid,end of 10{ per share Gen' eral Electric aerospace dept. is applying its new technology to rnoilular housing. results so far are mixed . Union Pacific Corp. real estate subsidiary purchased about 130 acres in Culver City, Calif., for a major building program

Sierra Pacific Industries, Arcata, Calif., is now listed on the American and Pacific Coast stock exchanges the 24 to 35 age group is expected to increase 11/o during the '70s

Masonite reported sales of $139 million in fiscal 1969 with plans to increase its sautrnill sales to $40 million by L972 ... a 32,000 q. It. oft'ce-warehouse complex to house about 50 employees is under con' struction in Portland by American Inter' national Forest Products on a 5l/2 acre site Fibreboard Corp. profits in '69 lell below'68 figures

Larbor Secretary Shultz and Commerce Secretary Stans have proposed finm'cial in' centiues for builders to hypo winter con' struction the Ward & Harrington yards in Calif. have all their memos stamped 1970: The Year ol the consum.er.

Also now producing kiln dried meranti, a product of Malaya. fandomlength drawer sides andother furnitufe pfoducts

cedar €l pine mould.ingt;

SNfl@@TH StrLLING

by Georse N. Kohn, Marketins coxu^:::::,,r" N. Kahn

Use Your Allies

Your allies are advertising and promotion. The salesman who does not let these aids work for him is passing up an enor' mous opportunitY.

Your firm spends thousandsperhaps millionsto promote and advertise its products. You don't have to lay out a dime to reap the benefits.

A salesman who fails to take advantage of these two assistants is like the halfback who ignores his interference or the field commander who refuses artillery support.

You and the advertising and promotion departments are a team, The sooner you realize this, the more productive you will be.

BE AWARE

Since your outfit advertises to help you sell. vou should be aware of this effort. You must know not only the type and range of the advertising, but you should also understand its objective. This will enable you to coordinate the advertising with your work in the field.

Many salesmen are given this knowledge by- their management but fail to do anything with it. They act as if their organization was trying to compete with them rather than make their job easier. A firm may spend thousands of dollars in a national advertising campaign only to have it fizzle out because of the indifierence of its sales people.

How tragic. A full-page ad. in Lile or in any national medium can be a tremendous factor in increasing sales. Studies have shown that such an ad can lift sales 25 percent. But this takes some help from you.

Make the advertising program work for you. Properly used, it will lend weight to your argument. Prestige is an important factor in selline. The buver will be impressed if you "pull out an advertisement and hand it to him. Let him know that your firm is backing your line with a $100,000 advertising campaign.

nEPTNTS FOR SALESMEN thk is a condcnsed verdon. Each lesson is availablc itr an expalded form, in a +pasc brochurc, siza Sltxll, printed in 2 colors on whitc dossy paper and is 3-hole punched to fit any standatd 3ilor binder. Each sublect in tiis exparded version is fitlly lld completely developed in comprehensivc detail and includcs a self+xamhation quiz for Salesmen. Prices are aa

THE PRESOLD BUYER

The buyer who has seen your company's advertising will usually put up less resistance than one who has not. He is presold on your product and only needs a slight nudge to sign an order. This rneans that your close should come more quickly, thus giving you more time for the next prospect.

An alert salesman will make sure the prospect has read the ad before he calls. This can be arranged easily by sending the buyer a note telling him to watch {or the advertisement. Some firms will do tllis for you, but it requires little effort on your part and the net result can be highly gratifying.

TELLING THE BUYER

Your company's advertising and pro' motion also help your customer sell goods. He may not realize this, however, unless you tell him about it.

If, for example, you have a new pointof-sale aid for him. make sure he understands how he can get the maximum value {rom it.

Or you might explain to him that he will get a lot of mileage out of a Business Week ad he displays in his establishment.

Be sure that the customer knows all about your advertising-where and when. If it's a television program, tell him when to catch it. If your display ad is running in six national magazines, inform him of the dates and even the page numbers.

SALES PROMOTION PERSONNEL

Most salesmen rarely follow up their first meeting with the company's sales promotion people. This encounter usually takes place during sales training when the promotion men introduce salesmen to the firm's advertising policies and programs, explain the role of promotion and advertising and in' struct them how to sell the programs to wholesalers and dealers. This orientation serves a noble purpose but the salesman should not let it so at that.

touch with your pro{notion department. Drop in on them from time to time and see what's cooking. They can give you tips and hints that will increase sales and foster better customer relationshiPs.

KNOW THE MEDIA

The salesman should become familiar with the media. Know their potential and what they can deliver. Such knowledge will help you to better understand your co_m' pany's advertising programs and will also enhance your value to the buyer. At the same tirne, a study of the media will in' form you of what your competitors are saying.

Source material for such a study is close at hand. Read newspapers and magazines; study television commercials.

Take a look at the trade magazines for the media: Editor & Publisher, Sponsor, Printer's Ink,, Aduertising Age, Sales Man" agement and, Inilustrinl Marketing, to name a few.

A book or two on advertising should be included in your homework.

'oAm I supposed to be an advertising expert, too?" you might ask.

The answer is yes. The more fields in which you can become an expert, the better salesman and higher earner you will be' come,

Are you making advertising and sales promotion work for you? Here's a little quiz to help you find out. If you can answer "yes" to nine of the following questions you're in good shaPe:

(l) Do you understand the difference between ' ' advertising and promotion? Yes fl No fl

(2) Do you know the advertising policies and -plans of your firm? Yes tr No fl

(3) Do you know their objective? Yes fl No n

(4) Are you aware of your firm's current advertisin{? Yes n No f]

(5) Do you know firm? the various media used bY Your

(6) Do you know your promotion?

YesD Non company's current sales Yes fl No n

(7) Do vou make the buver aware of how advertising ind promotion can help him? Yes D No fl

(8) Do you make him aware of your company's current advertising? Yes E No D

(9) Are you acquainted with the sales promotion oersonnel in'your firm? Yes ! t{o !

(10) Do you carry tearsheets of the ads to show custbmers? Yes E t{o tr

(11) Are you fairly familiar with the different media? Yes ! No fl

(12) Do you apply your knowledge of promotion to the customer's oroblems? Yes n No !

'lurn -'iour Coinpany :;' ;=:-;-':;.-^---

2?. Room At Tlc ToP- Down

4. you're on stape 12, PlayingTbosbortcmc t3'Vou"'M.iit -6i"J-f,,torc 32. The Singlo Itcm

j: *6i-C;ta -Firl witt- 13. Se[ine Ao tdca To Get More Sale " ,iui-amm-tilti;; i+. nuyinE Commitaes Ne 24.

Honolulu Hoo-Hoo Membership Up

Honolulu Hoo-Hoo Club I42 inr:reased its mernbership 50/o by initiating 23 kittens. Hoo-Hoo vp. Larry Owens lras the visiting officer. Another honored guest was Robert Reid from Fresno, Calif., who participated in the concatenation as the junior Hoo-Hoo.

One of the best attended meetings, it was the second meeting of the club's new year. Two projects were discussed: helping a Boy Scout troop complete their meeting facilities, and building a piece of playground equipment for a local pre-school.

New kittens come from many parts of the local wood industry and will give the

club a better membership basis. Additional members came from supply house, transportation companies, and individually owned firms. New members and reinstatements are: John Grinnon, Kenneth M. Ives, William Kerbox, Donald Lindo, Miles Richardson, John Sweet, Earl Frandsen, Robert Clark, Ivan Matsumoto, Thomas Yano, Kenneth Kaneshiro, Robert Koide, Donald McPeake, Michael Yoshida, Jerry Gustafson, Alberto Batis, Earl Kitagawa, Robert Smith, Robert Heberle, Ronald Toyama, Gary Kamakura, Tom Tagawa and Roger Skolman.

The new officers for the club are: Darrel D. Nicholas, pres.; John K. Whitmarsh, v.p.; Ross E. Haffner, sec.-treas. The vicegerent snark is Clint Halsted and State deputy snark, William A. Striker.

Board of directors are: Dave Rinell, Danny Uekawa; Wayne Meredith, Tad Ogi, George Hiraoka, William Striker, Darrel D. Nicholas, John K. Whitmarsh, Ross E. Hafiner.

Col-Pqcific Nomes Turner

Lar.r,rence Turner, gen. mgr. of Cal-Pacific Nlfg. Co., has been elected president at a rc,cent board of directors meeting.

Fa1 Madison and J. E. Pickett, former officers, have retired after many years in the industry in the Arcata, Calif., area.

Boise Coscqde Trims Output

Production at two Boise Cascade Corp. plywood and lumber plants has been cut back. Reducing output at a sawmill complex in La Grand, Ore., and a plywood plant at Elgin, Ore., the company blamed, "the extremely depressed housing market and severe winter weather conditions across much of the country."

Rumors that some plants have been closed down completely were denied. The two plants are reducing their work turns and going to a four day week. Boise Cascade plans to keep the mills open ooalthough we may have to cut back a day or run at tl"I:. * do it," said a company spokes-

Modoc Moy C'o to Bohemio

Bohemia Lumber Co. is negotiating to acquire Modoc Lumber Co. The purchase would be substantially a cash acquisition, amount not disclosed.

Modoc is a lumber manufacturer, prin' cipally pine, with plants at Klamath Falls and Bly, Ore. Modoc sales are about ft of the total Bohemia sales, which totalled about $17 million in the fiscal six months ended Oct. 31.

Pending completion of negotiations with Modoc, plans for a previously an' nounced registered secondary offering of Bohemia stock have been terminated.

H0l{0tUtU Hoo-Hoo's 23 kittens with vp. Lany 0wen.

Washington firm's

Evolution in any and every direction continues within the forest products in. dustry.

The Hemphill-O'Neill Lumber Co. of Chehalis, Wash., is a case in point. Originally started by Allen Hemphill in 1934 as a sales representative for small mills in the surrounding territory, the firm grew as a wholesale company, distributing to all areas of the U.S. Now it has become a Northwest manufacturer of quality fir, cedar and hemlock.

To Allen Hemphill and Harold O'Neill, who joined the founder in 1946 to form Hemphill-O'Neill, the transition has been a result of expansion and requirements of the local situation. In the mid-forties, the wholesale partners found conditions changing with many production operations closing down.

In order to keep up sales volume, the control of more production was needed. They purchased the Holman Lumber Co. of Tenino, Wash., in 1962. A core veneer plent was added in 1965, and a Beaver and Chipping mill was installed in 1966. Additional capacity was added with the 196-5 purchase oJ the W'oodproducts Corp. of Chehalis.

Through the years of production acquisition, the ttsecond generation,, of Bob O'Neill and John Hemphill took over more and more management duties of the firm. While Bob and John are today the manag-ement principals of Hemphill-O'Neill, Allen Hemphill, now 94, and Harold O'Neill, 79, arc at their desks every day!

Looking back, Harold O'Neill i"-"*.

bers his sqrvice on the board of directors of National-American Wholesale Lumber Association. The firm has held continuous membership in the wholesaler trade group since 1943.

In 1969, the transition to straight manufacturing was completed with th--e conclusion of a major remodeling program at the W'oodproducts Corp. site in Chehalis. New dry kilns, a new automatic stacker,

new resaw complex and a new strapping and wrapping unit were installed.

As the change was completed, Bob O'Neill, who was by this time a director of NAWLA, resigned his association post and the firm made application for associate manufacturer membership in the organization. As they market their products through the wholesale trade, they feel their continued interest and support of National-American under their new associate status would materially help their transition and future well-being.

Production of the Hemphill-O'Neill operation now averages about f40 M bd. ft. per day.

GALENDAR

FEBRUARY

Western Building Material Assn.-February 6-7, 67th annual western exposition, Seattle, Wash.

Rogue Valley lfoo-Hoo 94-February 7, Valentine party, ladies' nite, Mon Desire restaurant.

Imported Ilardwood Products Assn.-February 11-15, 14th- annual convention, The Newporter Inn, Newport Beach, Calif'

Sacramento Hoo-IIoo Club l09-February 13, annual dinner-dance' Elks Club, Sacramento, Calif'

to more qnd more Coliforniq deolers ond distributors. For yeor oround supplies of dimension lumber ond precision-trimmed studs, depend on D & R.

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

Hemlock Sluds from Wqrrenton Lumber Co., Worrenton, Oregon

Hemlock Dimension from Westport Lumber Co., Westport, Oregon

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

Now, over 5,000,000 leet of dimension lumber and studs monthly manulactured especially lor 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 783-0544.

A. W. NETH, Lumber Sales

Dubs, Ltd.-February 20, Silverado Country Club, Napa, Calif'

Los Angeles Hoo-Hoo Club 2-February 20, annual Valentine's dinnler-dance, Candlewood Country Club, La Mirada'

Oakland Hoo-Hoo Club 39-February 21, ladies' night, place to be announced.

MARCH

Oakland IIoo-IIoo CIub 39-March, San Francisco bay crrrise, dinner in Tiburon, Red-White Steamship piet 431/z'

Western TV'ooil Products Assn.-March 3-6, annual meeting, St' Francis Hotel, San Francisco' Calif.

Rogue Yalley Hoo'Hoo 94-March 4, Manufacturers' nite, Rogue Valley CountrY Club.

sacramento Hoo-Hoo Club 109-March 17, meeting, Gondolier, sacramento, Calif.

Hoo-Iloo-Ette Club 8-March 19, meeting, Southern Restaurant' Redwood CitY, Calif.

Dubs. Ltd.-March 20, Menlo Golf Club, Menlo Park, Calif' APRIT

Oakland Hoo-Hoo Club 39-April, father and son baseball game' place to be announced.

\YoodworklnstituteofCalifornia-Aprilg-1l,l9thAnnualConvention, Erawan Garden Hotel, Palm Desert, Calif'

Sacramento Hoo-Hoo Club 109-April 10, golf tourney' Sierra View CountrY CIub.

Montana Building Material Dealers Assotiation, Inc'-April 9-11' annual convention, Mammoth Motor Inn, Mammoth Hot Springs, Yellowstone National Park' Wyo' West Ooast Lumber Inspection BureauApril 16'17, general membership meeting, Bowman's Mt. Ilood Golf Resort' Wemme, Ore.

Lumber Merchants Association of Northern california-April 2528, annual convention, Del Monte Hyatt House, Monterey, Ca1if. ::

Mixed Reviews for New Loqn Rqle

In a move to stimulate the depressed home building business' the Department of Housing and Urban Development raised interest rlte ceilings {rom ?.5 to 8.5 percent on FHA and VA home loans, an all-timi high. The effect is problematical, according-to some obseryers, and was greeted with mixed reaction from builders and mortgage bankers.

General Oftices: Portland, Oregon 97201

HUD Secritaiy G"otg" Romney said he had taken the step "reluciantly" to attract more money into the housing market' However, a National Association of Home Builders spokesman was critical of HUD's action and asserted that only relaxation of the current tight money policies would revive home building' Veteran Chairman of the House Banking and Currency Committee Rep. Wright Patman (D-Tex.) and lifelong banking critic, immediately announced that he will press for an investigation and introduce legislation to offset the increase. He called it "the height of irresponsibility," and sharply criticized the Administration action as cantributing further to inflation'

Secretary Romney expressed hope tfat the increase would reduce the amount of seller's o'points" now in efiect'

Finql Construction Wropup

percent below the number contracted un-

A late surge of contracting brought the der 1968's more favorable mortgage contotal of 1969 construction contraci value ditions, with all the loss concentrated in to $67,425,383,000, F. W. Dodge has re- one-family units," said the Dodge publiported. cation. Due to higher costs, the value of

Last year's total of new construction 1969 residential contracts (including hoprojects was nine percent above 1968', tels, motels, and dormitories as well as contract value, with most of the increase apartments and one-family homes) totaled attributed to inflation. Construction costs $25,219,408,000. were up more t-han seven percent in 1969,

it was noted.

After three months of relatively weak contracting, December's activity boosted the Dodge Index (I957-59:100i to a new high of 2lB. Contract value for the final month exceeded the comparable year-ago total by 15 percent. Strong gains in both nonresidential building and in nonbuilding construction (highways, utilities, etc.) brought December contract value to $5,228,M4,000.

The value of December residential building contracts totaled g1,743,512,000, identical to the year-ago amountbut accounting for five percent lewer dwelling units. Moreover, a much higher proportion of the current December's total went for apartment units (42 percent, vs. 35 percent a year earlier) than for sinsle Iamily homes.

"For the year as a whole, 1969,s total of 1,491,000 dwelling units slipped two

Wqrd & Horrington Advonces Six

Jim Harrington, asst. general manager, Ward and Harrington Lumber Co., the California chain of Home Improvement Centers, announced the following personnel changes.

Bill Bellmore, formerly merchandise manager, to director of consumer sales. Byron Andrus, floor manager? Garden Grove branch, to store manager. Chas. DeYarmon, floor manager, Fullerton, to store manager at the new 27,000 sq. ft. Fullerton' Home Improvement Center to open early in March 1970.

Don Currie, transferred from lumber sales to assistant store manager, at the new Fullerton outlet. Dallas Stewart, asst. yard manager, Garden Grove, to manager contract dept. at Garden Grove facility. Ed Martin, formerly in charge of the tool dept. at Garden Grove to assistant store manager at Garden Grove.

New Sqn Diego Oficers

The San Diego Lumbermen's Association has installed Ed Boies as president, and a new slate of ofrcers.

Boies succeeds James Gilchrist as president of the association, which is one of the oldest commercial associations active on the W'est Coast.

Taking ofrce with Boies to head a group representing 47 firms active in lum. ber, building and architectural supply in the San Diego area are Morton Stanley, vp. and L. V. Ingraham, treasurer.

Members of the board are Mearl Baker, William S. Cowling Jr., O. J. Evenson,. Gordon Frosto H. G. Larrick, Morton Lieberman, Joseph Marinello, John Maxwell, Vincent Mullen, Donald W'. Oldson and John D. Sullivan.

Thad A. Brown, executive director, said the association's activities during the year will include a design contest to be con. ducted in the schools.

Curron to Evons Products

Dwight Curran has joined Evans Products Co., working in their prefinished div. out of Hayward, Calif. He previously had been lvith American Forest Products'TW&J div.

In his new assignment he travels northern Calif., Oregon, Washington, Idaho, Nevada, Montana and Wyoming.

ND it came to pass that a green salesman read in black and white that business was bad. And low and behold, as he read these tiding, he became blue. For he was yellow.

The big Irish woman went into the gents {urnishing store and told the .ul".rnutt she wanted a collar for her husband' She selected it and told him to wrap it up.

"Do you only want one?" he asked.

"Certainly, you fat head," she replied; "what do you think I am-abigamist?" * * *

"I noticed that when I was eating dinner at your house the other night, your dog sat right there and watched me all through the meal. Why was that?"

"It was his plate you were eating out of."

After all is said una aln" ',n*O, a heap more said than done'

You must plow with such oxen as you have'-English proverb

BY J.ACK DIONNE

Too often a clear conscience only indicates a poor memory.

oosorry, Smith, my hen .Jr"r"nJu .,n ir* garden."

"All right, Brown, my dog ate your hen."

'oSo long. My auto just ran over your dog."

England named n", gr";tot l",rf".fa, the Terror, the Scorpion ur,d tL" Dauntless. So we sent her one better. Ve named one of ours the Chicago. That closed the nominations for all time'

He: "I feel as fresh u" " luo y"l, ora'aUi. morning.."

Shr:: "Horse or egg? * * *

Cheery people are healthier than morose people because the surly bird gets the germ. * *

In addition to loving your enemies, treat your friends a little a little better. * * x

The great use of life is to spend it on something which will outlast it-William Ja-e".

Ingenuity in Lumber Hauling

Nothing disturbs Leo Lofchie more than to see an American Forest Products, Mt. Whitney Lumber div. trailer coming in and out of their Los Angeles yard with loads under the legal weight limits. ooSince we specialize in hauling lumber, we ought to be able to do it for less money than anyone else and still show a good profit," he notes. ooAnd you can't do that with partially full trailers."

The company was using two 2CY trailers with the loads averaging out to 67,400 lbs., or roughly 9,400 lbs. under the state legal limit of 76,800. The tractor accounted {or 12,000 lbs. and both trailers totaled 15,000. The tarps and tie.down equipment added another 400 lbs., bringing the grand total to 27,400 lbs. ready to load.

Dry, surfaced lumber averages 5,000 lbs. per package and Lofchie could load eight packages on the set of doubles at 40,000 lbs. If he could find a way to load three more packages, on a set of doubles, he would have it made.

Lofchie had some ideas on how to do it and set about working them out. Part of the problem could be solved by using a 20' and 28' trailer combination instead of the two 20's. The rig would measure just under 65' overall and with the long 174" wheelbase tractor, under California's axle spacing table, would qualify for 76,800 lbs. GCW.

By reducing the weight of the trailers and incorporating some ideas he had on more efficient handling, Lofchie felt he would be in a position to increase pay. load no matter what sizes or grades of lumber he hauled.

A savings of 1,400 lbs. was achieved on the trailers by using single leaf spring suspensions, lightening the frame structure and using lighter axles. The fenders were made of fiberglass which is much lighter than metal and is repaired easily when necessary. Six inch front fender flaps and full length rear flaps protect the loads from spray and in bad weather.

Although single leaf springs save approximately I00 lbs. per axle,.the big advantage according to Lofchie is in their minimum deflection (only t1/16" from empty to full load). Because of this, load balance is less critical; there is no tendency to lean on turns and much greater stability is achieved.

Sfory qI a Glonce

How truckers work and re-work their equipment tor increased payloads clever solutions must also take in tight state and federal regulations weight savi'ngs can be considerable.

By installing "bottom limits" over each axle, the rig can maintain a low ground to trailer height of just 48", which permits it to roll at greater speed and with greater safety. With the added length of the two trailers and reduced weight, Mt. Whitney rigs can carry full legal payloads most of the time-and do it more efiectively.

The load bunks are also a desien of Lofchie's. The curved end adds gieater strength and permits use of lighter gauge metal Stake pockets are conveniently located on the right. Removable mount. ing brackets are installed on the front of the trailer to accommodate rear trailer "piggy-back" on the return trip to the lumber mill. When the brackets are removed, the trailer bed then becomes flat and permits hauling larger length lumber when necessary.

Twenty each of the new desigrr Frue. hauf deck trailers were purchased and put into immediate service recentlv bv Mt. Whitney. Although the tractor weijht remains the same 12,000 lbs. the new Fruehauf set of 2ff and 28'trailers weigh only 11,000 lbs. ... a saving of 4000 lbs. overall.

Of the 4I employees, 38 are drivers and they are no ordinary drivers. The lumber mill is located high in the mountains at Johnsondale. After their trailers are loaded the drivers gently guide them down narrow, winding mountain roads running several hundred feet above the canyon floor. The road descends steeply and in many places is barely wide enough for passenger cars. The drivers make the 450 mile round trip day after day trnder every possible condition including i"y, snow covered mountain gradeso scorching desert roads and the congested Los Angeles freewavs.

Centuriesold choice for treasure chests and decks of sailing ships, Teak is still floated down the rivers of Burma and India and Thailand to be rough-cut, then dried and seasoned for shipment to our warehouses.

This is just one of 52 expert- ly selected'hardwoods at J. E. Higgins Lumber Company, which offers Northern California customers 7 million ft. of kiln dried lumber and over 200,000 sq. ft. of warehouse.

A lumber for every purpose.

What rain can do to a wholesaler

Story sI q Glqnce

With rain again battering the West wi.th heauy damage lor a second, con' secutiae winter, this remind,er ol lnst year's losses ill,ustrates the brood seraices wholesalers giae the industryEd,itor.

The rains came early in southern Cali' fornia last spring; and, by April lst, three times the normal precipitation had fallen. In addition to flooding and much dislocation, distribution yard inventories became excessive due to the inability o{ customers to place shipments on construction job sites.

Robert S. Wells, director of distribution for the wholesale distributing yards of American Forest Product's Tarter, Webster & Johnson div., watched his courpany's yard inventories climb at every lo' cadon. At one yard in National City, the inventory value jumped $500,000 in just a 4fi-day period. As the location deals in large quantities of cargo lumber, the buy-

ing by TW&J must be done far in advance of delir.ery. And, as Wells stated, "You iust don't turn off the spigot on cargo shipments."

Such material is paid for inl0 days from receipt of invoice and, in this particular case, had to be held at the yard for sixty days. Even figuring better than average receivables and normal cash flow, one hundred days for cash turnover was the norm. Lumber averaging $I00 per M in cost at B7o interest amounted to over $2.00 per NI in added interest costs alone.

To compound the problem, this adversity happened during the time of the California State lnventory Tax, which represented an additional cost of approximately $3.50 per M board feet.

"What started as a profitable transaction ended on a rather sour note,'o stated Wells. "Still, this is one of the risks the wholesaler can be faced with when he properly performs his function."

Stocking products to fill the needs of his market area makes it necessary for the wholesaler to "weathert' the storms as he stands ready to serve his trade.

Such concepts of current distribution practice point up the fact that the marketing function is being pursued by today's modern wholesaler, the functioning sales arm of the lumber industry.

Lumber Deolers Doy ot Show

A special invitation has been extended to all lumbermen to attend the 21st annual Western States Hardware-Housewares'Paint & Garden Supply Show, Mar. 1-3, at Brooks Hall, San Francisco. March 2 has been designated Lumber Dealers Day at the show. All lumber dealers are invited to spend the morning on a tour of Schlage Lock's manufacturing operations, and the afternoon at the show.

The tour leaves from Del Webb's TowneHouse at 9:30 a.m., Monday. A champagne breakfast precedes the tour. Invitations will be mailed to all dealers.

Special attendance and buyer prizes will be awarded to buyers and store employees. In addition, separate prizes will be awarded for Monday and Tuesday buyers. Color TV sets, trips to Hawaii, Las Vegas and Disneyland, and cash prizes will be given away.

Lumber dealers should not overlook the chance to see the thousands of lines of merchandise all gathered in one place for easy viewing at the 100,000 sq. ft. Brooks Hall, in the Civic Center of San Francisco.

Harvesting and timber crops biddine

A S PART of the retailers' night program, / r Biil Lantzberger, general manager of American Forest Products' Mt. Whitney div. and Hank Avrams, chief forester, talked to the latest Los Aneeles Hoo-Hoo club meeting on harvesting and bidding of timber.

Putting the lie to Sierra Club contentions, Avrams told how logs are harvested by species and how they work closely with the U.S. Forest Service to preserve and protect the land. Other cost factors, such as adding roads and working to sustained yield levels, were covered by the excellent presentation.

Golf trophy winners were: lst flight, Iow gross. Jim Barnes, Cal Forest; low net, Rudr- Roodman; 2nd flight winners were Don Stobaugh and Hugh Hurth; 3rd flight, Emil Lug and Wayne Gardner.

Raffie winners were Pe:e Diggs, Wayne Gardner. Charlie Strait and Ken Coleman.

BR0THERS THREE (t) Bob, Don and Pat Regan. P) Speaker Hank Avram .of American Forest Products and Norm Wendell, Wendell Forest Products. (3) Home on leave from the Army is Craig Coleman, with proud papa Ken. (4) Harry McCall and Dick Voelske, botn

of Arthur A. Pozzi Co. 6) Ward & Harrington staffers Bob Pfister of the Long Beach store and Bob Goetze of 0range. (6) Jim Moore of Sun Lumber and Gordon Beach,,.Rygel Lumber Sales. Speeches helped explain why the industry markets lumber as it does.

Philippine Mahogany is a big item at Higgins Lumber. Over the past 83 years we've earned a reputation as specialists in this great wood. And for good reason. We consistently carry the biggest stocks on the West Coast. That means you can always get uniform color to match plywood and mouldings-and the right texture for interior or marine use. This is just one of 52 expertlv selected hardwoods at J. E. Higgins Lumber Company, which offers Northern California customers 7 million ft. of kiln dried lumber and over 200,000 sq. ft. of warehouse.

A lumber for every purpose.

Solving interior water problems

Outside material is definitely "In" when it comes to using exterior plywood siding for interior decorating.

Besides the obvious charm of rough textured siding, the qualities of the exterior grade can be very useful in areas where moisture might be a problem.

A damp basement may persist after usual waterproofing techniques. Exterior plywood sidings, with a I0O/o waterproof glue, eliminates the chance of delaminations. A coat of paint or other preservatives on the back of the panel provides additional protection from damp walls.

To finish the surface" numerous stains, paints or bleaches may be applied to complement the decor.

Low ceilings are another problem to many basement areas, The use of exterior panel sidings with dominant vertical grooving creates the illusion of greater ceiling height. Vertical lines draw the eye upward instead of across the panel.

Exterior sidings are available in rough sawn, brushed, or smooth surfaces. according to the manufacturer, Georgia-Pacific.

Several groove patterns are found in Douglas fir, Southern pine, redwood and cedar species as well as exterior hardboard, overlaid plywood and particleboard.

Exterior sidings are one way to solve the moisture problem of a damp basement while providing a wall surface that can stand up against heavy use and still be an integral part of the design scheme.

Allied Nets Three

Allied Equities Corp., San Francisco, signed an agreement in principle to purchase a group of three Salem, Ore., building materials hard products distributing companies. Allied already owns construction materials companies in Oregon, Washington, Alaska and California.

Pumilite Block & Supply, Pumilite Building Supply and Salem Masonry & Supply Co. will be operated by Stanley M. Hammer as Allied subsidiaries. The purchase will be principally by exchange of an undisclosed number of shares of stock.

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Colorado firm successfu lly remodels yard

Busincss for King f,umber Co.," Pueblo. Colo.. has inr:reased liO percent since its dramatic r:htrnge in appearance.

In addition" the t'ompany won an award from a community organization. "Pueblo Beautiful," as an out-qtanding example of improving the facc of the downtown area.

'I'hr: exterior of the 60-year-old building (see "before" view) rvas changed by adding a mansard roof of cedar shakt's. installing Ruf X-90 Panelgroove siding over the original brick. and paintine it pastel 8reen.

Harold Mabie is president of the lumber and lirrilding materials concern.

INTERIOR of the King Lumber Co. was modernized, too. One of the features, shown here, is Ruf X-90 lap siding used as valances above all displays. One to three laps were used, depending on the location, and the siding was painted pastel green to match the color of the building's exterior, the same roughtextured siding in panel style.

fl Pico PAINT and VARNISH REMOVTR

Non-Corrosive

RINSE.AWAY

AAERCHANDISER INTERVIEW

.(Continued, lronr Page 11) therefore must have higher quality mcrchandise.

I{ERcHANT TTAGAZINE: What methods have you tried and rejected? Might some be revamped and used again ?

nrnt: We are very flexible in our operation and have no set method. Our merchandising plans are adaptable to the situation and product being sold. We move items from spot to spot in the store as well as from store to store and consistently try to use modern, innovative methods.

][ERCHANT ITAGAZTNE: Would your methods of merchandising and sales work in other yards, in another market area, town and state ?

REEn: Yes they can. The wants and neetls of people are basically the same. Naturally we couldn't display and merchandise snow

shovels any more than a garden hose could be sold in January in Bozeman, Montana. You have to go to the people and make it easy for them to select merchandise.

MERcITANT MAGAzTNE: Can a smaller operation use your methods?

nnro: Yes it can. The main things that are needed, and it has been said several times but is worth repeating are the following:

(f) The best use of displays for the space available.

(2) In-depth merchandisingputting the hardware and housewares where people can see and select.

(3) Training your help to be attentive and helpful to customers' wants and needs.

(4) A good advertising program with repetitiveness the bywori.

(5) Clean pleasant surroundings. Dress the store and keep it clean.

(6) Have a workable, flexible plan snd stal' with it.

Dixieline Opens New Operolion

Opening the largest type yard of its kind in southern California, Dixieline Lumber Co. of San Diego held a big holiday season opening for its new Escondido yard.

The yard has 60,000 sq. ft. under cover. It follows the merger of Dixieline and Valley Lumber Co. of Escondido. The yard sells both do-it-yourselfers and builders.

Arcotq Chonges Soles Oftice

After 30 years on San Francisco's storied Market St., Arcata Redwood Co. has closed their sales office there.

Customers will have no interruption of service, though, as Art Wall will continue to service his northern California customers from an office in his Burlingame home.

The new address is 617 Burlinqame Ave. Zip code is 94010.

PERS@NALS

Yivian Fields, office staffer at Lane Lumber Co., Los Angeles, spent the Christmas holidays visiting family in Duluth, Minn. Hope you're thawed out by now, Vivian.

Jack Millikin, v.p., Vance Lumber Co., Los Angeles, has returned from a buying trip to Australia and New Zealand.

Tom Berry will manage Handyman's new Concord, Calif., store. Don Henricksen is merchandising manager and Ken Finlayson, operations manager, at the facility.

Bernard E. McCune was elected senior v.p. in charge of new projects, Shapell Industries, Los Angeles.

Don Stobaugh is asst. mgr., LeRoy Ostrander, sales mgr. and Ray Lucarelli, asst, sales mgr. of Sun Lumber Co', San Pedro, Calif.

B. R. "Bud" Fisher assumes the newly created position of marketinS mgr.' Boise Cascade building materials and services div. Daniel B. Hogan replaces Fisher as general mgr., Northwest region.

Larry Quinlin, Sun Lumber Co., Los Angeles, has returned from a vacation.

Harry Nilson is the new manager of the Georgia-Pacific warehouse in San Jose, Calif. Harry was transferred from the Portland area.

Lew Godard of Hobbs-Wall enjoyed the holidays in Mexico with his wife, daughter and granddaughter.

weslorn Lumber ond Building Motefiols ffEtCHANI

Norm Wendell, Wendell Forest Products, Whittier, Calif., recently returned from a trip to Arcata, Calif., and the surrounding area.

George Eubanlq L. H. Eubank & Son, Calif., recently returned from his cattle ranch in Wyoming and visitin3 his son.

Gary McKeon, son of Bill McKeon of Nickerson Lumber Co., No. Hollywood, Calif., has joined South Bay Redwood as a driver.

Art Milhaupt, head of the buying office in Eugene, Ore,, for Fremont Forest Products, \Mhittier, Calif., recently visited the home office sporting a freshlY grown mustache.

William Sullivan, manager, Big B Lumberteria, Oakland, Calif., is still operating from a 12' by 60' trailcr after a $250,000 blaze at his yard last Labor Day.

Charlee Kitchell will help handle heavy industrial lumber sales in the San Francisco Bay area for American Forest Products Corp., announces Elmar Brock. Kitchell formerly rvorked for TW&J in Eugene, Ore.

Gene Benedick is manager, wholesale dept., building materials, for International Paper Co.'s Long-Bell div., supervising the Vaughn, Ore., office.

Paul Olsen, American Forest Products, Newark, Calif., entertained his New York in-laws over the holidays at his home.

Jim Hayes, Georgia-Pacific, San Jose, Calif.. vacationed in Alaska over the holidays.

Denny Curran, American Forest Products, Cerritos, Calif., and his wife entertained his brother and sister-in-law at his Santa Ana home during Christmas.

Ray Morrison of Western Dry KiIn and family visited their relatives in Eugene, Ore., during December.

Bob Macfie, Georgia-Pacific, South San Ftancisco, spent New Year's skiing at Alpine Meadows with his family.

Chuck Kitchel is a new addition to the sales force at American Forest Products in Newark. Chuck was transferred from the Eugene buying office.

Ralph Boshion, Castro Valley Lumber, and wife entertained their daughter for a birthday dinner in San Francisco.

Murray Ghelleri, Four Star, San Lorenzo, Calif., 'r'acationed in Mexico during late January.

Bud Brody, Four Star Building Supply, took his family to Disneyland at New Yearts.

Bill Freeland is the new director of purchasing for Hallinan Mackin Lumber Co., centralizing all purchasing in the San Francisco office, reports Dave Mackin.

Douglas J. Fethke has been appointed to the newly created position of manager, market & sales development, exterior laminates, Formica Corp.

Pearson "Pete" Hillius and Robert W. Anderson, Jr. were appointed branch managers at Bremerton and LaceY, Wash., respectively, for Palmer G. Lewis Co.

E. B. Hill is vice president and asst. to the pres., Koehring.

Mack Tanner v/as appointed gen, sales mgr., Braham Industries, Orange, Calif.

Homer II. Burnaby, pres., Sun Lumber Co,, San Pedro, Calif., was re-elected for a two-year term on the Merchants and Manufacturers Assn, governing board.

Haskell E. Yenoble will manage the Brentwood, Calif., yard of J. W. Copeland Lumber Co., replacing Bill Plott.

Lewis M. Goodkin was elected president of Sanford R. Goodkin Research Organization, Century City, Calif.

Willis Skews, Willis Cashway Lumber Co., Montebello, Calif,, is recovering from surgery.

Gerald H. Calbaum will manage the Southwest Forest Industries particle-board plant in Flagstafr, Ariz, James R. Holloman, Jr. will manage the particleboard sales in Phoenix.

Jack Beratich, American Forest Prod,ucts, Cerritos, Calif., has been assigned to outside sales,

Robert W. Halliday and Michael D. Dingmar were elected to the board of directors, Allied Equities Corp., San Francisco, Calif.

Ilarry B. Nilson is the new manager of the San Jose, Calif., distribution center, Georgia-Pacific Corp., reports Harold E. Sand, v.p., distribution div.

William F. Tucker is national director, mobile home marketing, Evans Products Co., Coronado, Calif.

Yern Veron, Boise Cascade Building Products, Portland, Ore., has added the marketing responsibility for redwood products to his duties as lumber and plywood marketing mgr. Dick Peyran, was named panel products marketing mgr.

Paul R. Beattie is exec. v.p, of the American Institute of Timber Gonstruction replacing Frank J. Hanrahan who will continue as consultant before retiring.

Floyd Martin heads the newly created Northwest industrial sales region for Mouldings, Inc. Dick Snider, head of the Western region, announced the opening of a sub-warehouse in Phoenix. Ariz. Fred Earwood will handle industrial sales in Harrisburg, Ore.

J. C. "Chuck" Williams is a dealer sales specialist, announced Jack Hubbard, field sales hgr., Bostitch, Seattle, Wash.

Stan Pion, South Bay Redwood Co., Hawthorne, spent the holidays at his "retreat" in Palm Springs.

Michael Shaver, is the new marketing directol for Welsh Panel's furniture products div.

Steve Freeman, author-lumberman at Stephen G. Freeman & C".. Newpcrt Beach, made the Los Angeles Times with a recent story about a cargo lumber ship. Ken Schmidke, former rp. with Coast Redwood Products, Dominquez, Calif., has been installed as a personal aid to Shrine Potentate Paul Smith.

rililbur 'W. Fullarvay has been named gen. mgr. of American Forest Products' Western Sierra furniture products dir'.

Leroy Pitcher has joined Frank Surbaugh on Noble Lumber's So. Calif., sales staff.

Les Passmore is definitely not retired as we inaccurately reported last month. Still very much in the lumber business, Les is working for Ellingson Lumber Co. at their Oregon plywood div. Sorry about that, Les.

Frank English, American Forest Products, T\4/&J div., Cerritos, Calif,, and his wife Patti recently took first place in their class at the annual San Francisco Hearst Regatta.

Ray Drapkin has joined Arthur A. Pozzi Co., of Orange, Calif., as an outside man specializing in lcl and millwork saIes.

George Steele, American Forest Products, Cerritos, has been assigned as sales/ service manager.

Arthur A. Abel will take the newly created post of exec. v.p. of operations, Welsh Corp., Longview,'Wash.

Tom Ifedrick of Continental Moulding-Se- quoia Forest Industries of Orange, Calif., has returned from the recent National Association of Home Builders convention in Houston.

George Richhart, president of G&T Enterprises, Orange, Calif., has returned from the hardware housewares show in Denver, Colo.

Dave Steinmetz, Standard Lumber'Co., Montebello and Berkeley, Calif., was among the first nighters opening Pasadena,s new art museum.

Montonq Building Mqteriql Deolers Associqtion

325 Fuffo Avrnuo. Hdrno, l onfono 59601, 1106l U2-21m

By R. V. PETERSEII executivg secretary

LANS are well under way for the 34th annual convention of Montana Building Material Dealers. The dates are April 9I0-Il, I9?0. The location: Mammoth Motor Inn, Mammoth, Yellowstone Park. This year's program promises an exciting blend of down-to-earth workday information with a modicum of fun and entertainment in this winter wonderland. MBMDA President (and convention chairman) Emmett Madden, Miles Lumber Co., Livingston, has been working overtime developing a program for interesting participation and zestful enjoyment by all.

MBMDA associate mem,bers having re-

newed membership for 1970, at this writ" ing, include: Boise Cascade, Billings; Wilhold Glues, Inc., Santa Fe Springs, Calif.; Ferguson Lumber Sales, Great Falls; Robinson Insulation Co., Great Falls; Havre Builders Supply, Havre; Independent Lumber & Supply, Missoula; Kaiser Cement & Gypsum, Helena; Johns-Manville, Great Falls; Prentice Lumber, Missoula; Slavens Lumber Sales, Billings; Lumbermen's IJnderwriting Alliance, Portland; and YawKinney Co., Great Falls.

Our sincere appreciation goes to all these good people for their continued recognition and support. And a hearty welcome to the {ollowing new associate members: Billings Hardware Co., Billings; Builders Supply Co., Great Falls; Builders Transport" Great

Falls; Goldblatt Tool Co., Kansas City, Kan.; Idaho Chemical lndustries, Boise; and Jensen Byrd Co., Spokane.

It would seem that word about the distressed plight of the lumber dealer has not filtered down to the midnight-intruder element. At least Grogan-Robinson's South Side Yard and Johnson-Madison Lumber Co., both of Great Falls, were recently victimized by lightfingered miscreants in search of a quick buck. Reportedly, neither visit was highly successful.

We are sorry to report that Midland, Inc. suffered almost total loss by fire of their Baker, Montana, yard recently. President Chan Sorenson is in the midst of plans for rebuilding the yard to take advantage of present merchandising trends and new materials handling techniques. Meanwhilt, manager Kerry Goard is carrying on o'busi. ness-as-usual" from temporary quarters.

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The Merchont Mogazine

MEET SOUTH BAY RED

"It wort't be long nou) untilour nera, cornplpte 22 acre m,ill and, stordge yard will be ready to serae you!"

THtr ARIZONA SGtr,Ntr

SecretaryManager

nNE of the latest innovations to aid \-/ the building material dealer in selling is the National Lumber and Building Material Dealers Association's visual in{ormation program.

'Ihe program is a project of NLBMD's marketing committee and is being implemented and sold through the federated associations. At the NLMDA national meeling in Phoenix in October, the marketing committee selected the MPO video tronic projector. Stewart Advertising, Inc. of Carnegie, Pa., was selected to promote the program.

The visual selling center within the dealer's store will produce like an additional salesman. The customer will be able to view the film on how to do it on the particular material he is buying. The original package will contain five films

l Prefinished Panel Sheets

2. Floor Tile

3. Ceiling Tile

4. Roofing and Shingle

5. Exterior Painting

Additional films will be available as manufatturers produce them and will be furnished at no charge to the dealer that buys the complete package. Promotional literature will also be furnished.

Your Arizona association has a demonstration machine to acquaint its dealers with the program. This will be promoted by individual yard calls, area meetings and at the annual convention in Tucson May 7, 8, and 9.

In the next four months your President, Sam Hauert, and yours truly will be making our annual membership visitation. We will be discussing association programs and building up enthusiasm for our coming convention in May.

Convention programs and speakers are all firmed up and a complete story of that event will appear in a later issue of tlle Merchant magazine.

Second Mqsonite Acquisifion

Nailing down its second major move into the lumber industry, Masonite Corp. agreed to purchase Molalla Forest Products, Inc., Cloverdale, Calif., for an undisclosed exchange of stock.

Molalla, with annual sales of about gI0 million, brings its sawmills and a lumber treating 'pant at Cloverdale and Gualala, Calif., into the Masonite fold. Also included are cutting contracts for 200 million feet of timber, 30,000 acres of land I00 miles north of San Francisco, a 40 mile private road and separate purchases of related Molalla partnerships. James Laier, Molalla president will continue active under the Masonite ownership.

Last year Thrasher Lumber Co., Calpella, Calif., was acquired by Masonite for 80.000 Masonite shares with a market value of about $5 million plus up to an additional 60,000 shares depending on Thrasher's earnings over a five year period. Thrasher contributed about $I.l million profit of their approximately $Il million annual sales to Masonite durine fiscal 1969.

Retoil Lumber & Builders Supply Associqtion

20 YEARS

\I'/ITH the "Soaring Sixties" behind us

YV all eves in the buildinq material dealers industry are appropriately fixed on the 1970's. What's ahead is quite problem' atical, but what's happening right now is certain to have its effect for quite some time to come.

*

Those of us serving home building industry very far to see that we are beginning this decade with a most serious problem. Housing starts are dropping ofi most rapidly. Apartment construction has been holding well in recent months, but indications are this area is softenins.

f)uring the 1960's we participated in numerous changes brought about in the residential construction market. Homes got bigger. they used more open design, they took into consideration greater use of outdoor areasb new and improved materials and products were introduced. In total, a much improved product was ofiered the public and acceptancerras excellent. *

Now, as we move into the decade of the '70's the public oncrr again waits to be served. The demand for housing grows daily while the market production continues to slide. Persons who wish to move up to a bigger or better home are being forced to remain where they are, perhaps remodeling to gain the necessary added livingarea.

Most new family formations as well as low-income families are finding it more difficult, i{ not virtually impossible, to become home owners. The cost of housing has incre.ased beyond their means and the money market has directed its dollars into areas of greater return rather than invest in home mortgages.

Certainly it's safe to say that no one truly enjoys inflation, yet on the other hand it's just as certain that we cannot tolerate a bankrupt housing industry. All available industry statistics shon' the demand for the housing product is increasing and will continue to increase.

How we will meet this demand in the I970's remains to be seen. However, it's a certainty that the building material dealer industry is on the threshold of a rapidly-changing market. We can reflect on what happened in the 60's and know that even more will hap' pen in the 70's. * * *

For example, the National Industrial Conference Board says:

. Real personal income is expected to increase more than 5016. Women will play an even greater role in making key home decisions.

. The number of college-trained persons will grow by 50/o.

. The population of young adults will grow twice as fast as the total population.

Suburbs will expand five times **** as the central cities.

It should be a most interesting l0 years for each of us!

the needs of the don't have to look

By R0SS KINCAID executive vice president

COMPLETE report of our big 67th annual W'estern Exposition will appear next month, as this issue of The Merclwnt Magazine went io press before the event. Meanwhile, let's take a look at our most successful Managenrcnt Workshop, held late last Fall in Olympia, Washington. The evaluation forms produced a 99/o o'excellent" rating and a good percentage suggested this be a semi-annual program.

The key lies in the resource of prac. tical, tested experience of members. We have reason to be extremely proud of Western members . not only because of what they know but also because of their willingness to share their knowledge. WMBA and in particular those who attended all or part of the 3 days of 6 different panel discussions thank sincerely the following who participaled as resource panelists:

PRICING TECHNIQUES: Cameron A. Kyle, moderator, Portland Road Lumber Yard, Inc.o Salem; Ray C. Blackstock, Blackstock LumbelCo., Inc., Seattle; John Connell, Paul Bunyan Lumber Co., Mt. Vernon, Wash.; Harvey B. Hoff, Boise Cascade building material div., Bellevue; Jerry Williams, Valley Best-Way Building Sply., Inc., Spokane.

INVENTORY CONTROL: Cameron A. Kyle, moderator, Portland Road Lumber Yard, Inc., Salem; Bert F. Kinzig, Holbrook Lumber Co., Inc., Scappoose, Oregon; W. F. Scharpf, Scharpf's Twin Oaks Bldrs. Sply. Co. Albany, Oregon; Jerry Williams, Valley Best-Way Building Sply., Inc., Spokane.

PERSONNEL: Wayne S. Mattson, moderator, Logan Lumber Co., Inc., Seattle; Jim Bender and Bill Disney, Owens-Corni.g Fiberglas Corp., Seattle; Vern E. Greer, Greer & Thomas Lumber Co., Seattle; Charles E. Link, Boise Cascade, Boise, Idaho.

COMPANY POLICY: Wayne S. Mattson, moderator, L,ogan Lumber Co.o Inc., Seattle; Ansel E. Hyland, Eugene Planing Mill, Eugene, Oregon; Charles E. Link, Boise Cascade, Boise; George Share, Exchange Lbr. & Mfg. Co., Spokane; Robert M. Slettedahl, Lumbermen's of Shelton, Inc., Shelton, Wash.

HOW TO USE FINANCIAL FIGURES: Ross G. Kincaid, moderator, WBMA, Seattle; Harold Beckman, Blakely & Houg Inc., Chehalis; Felix W. Johnson, WBMA, Seattle; Robert M. Slettedahl, Lumbermen's of Shelton, Inc., Shelton; S. W. Vander Wegen, C. P. A., Shelton.

CAPITAL MANAGEMENT: James C. Hayes, retired from Boise Cascade, Boise; Ross G. Kincaid, WBMA, Seattle.

Seo,llle Soles Bonquet

Introduction of a new panel design and announcement of sales gains highlighted the States Veneer-Palmer G. Lewis Co. appreciation banquet held recently in Seattle.

The banqueto sponsored by States Veneer, was held to recognize Palmer G. Lewis Co. Bob Peterson, president of PGL, expressed his gratitude for States Veneer's part in boosting Palrner G. Lewis' sales by a7/o in 1969.

Legislator Questions lyz" standard

Represcntative John Dingell (D'Mich.), Chairman of the House Small Business Subcommittee on Regulatory and Enforcement Agencies, has requested that Cornmerce Secretary Stans provide his subcommittee with a progress report on Department studies of working stress assignments for grouping of various lumber species.

Dingell noted that Commerce had assured the Federal Trade Commission and his office such a study would be made before new lumber grading rules are prepared by the various softwood lumber rules writing agencies.

He also told the secretary he had received American Lumber Standards Committee inspection records since May 6, 1968, and that an analysis indicates there is ooa se'rious question" whether western lumber species can be dried to a maximnm moisture content of 19 percent except by air drying in a hot, dry climate or tested except by using special equipment to cheek the mois-

ture content of each piece oI lumber.

These allegations have been made repeatedly despite refutation by industry and FPL technical representatives.

Rep. Dingell and members of the subcommittee stafi have consistently repre' sented minority views on the proposed new lumber standard.

NFPA Production Estimoles

The National Forest Products Assn. an' nounced an estimated 1969 lumber pro' duction figure of 37.3 billion board feet, compared with actual production in 1968 of 37.1 billion b.f. The association predicts a 1970 production dip to 35 billion b.f. based on expectations of a static level o{ housing starts and slight increases in nonresidential construction.

Softwood lumber used for housing and other construction is expected to drop to about 27.6 billion b.f. in 1970 compared with 29.4 billion b.f. 1969 estimates and

1968 production figures of 30.1 billion b.f.

Hardwood production should increase to 7.9 billion b.f. in 1969 compared to 7 billion in 1968 and a projected 1970 figure of 7.4 billion b.f.

Ncw LEt@natutr@ 3 Garlow Company

Goroge Promotion

National Plan Service, announces a garage planbook 124 Go,rages & Gard.en Build:ings containing custom designed garages of all styles. Included are carports, horse barns, ports for boats or trailers and attached garag'es. Detailed blueprints and lumber lists are available at nominal charges.

ril'RITE: The Merchant Magazine,573 So. Lake Ave., Pasadena, Calif. 91101.

New Plont Focilities

A file-folder-size brochure outlining both sawmill and mjllwork plant facilities is available from R. F. Nikkel Lumber Co. The color brochure includes a complete listing of plant capabilities and outlines .in simple graphic form the exact species, and product services available at each

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

Speciol Service Doors

fite Bilco Co. has available its 19?0 catalog describing its line of doors for special services. The 16 p. catalog includes descriptive and technical data on Bilco roof scuttles; smoke hatches; sidewalk, interior/exterior, basement entrance doors and the new Type J and JD doors. Also featured is the Bilco smoke hatch which has received factory mutual approval.

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

Pressure-Treoled Wood

A brochure describing the uses of AsidarbarTM pressure-treated wood for corrogive industrial ap- plications has been issued by Koppers Co. Featured in the 8 p. publication are physical properties, advantages and limitations of the coal tar compound impregnated material. Also provided is a chart listing the comparative chemical resistances of the material.

\ilRITE: The Merchant Magazine, 573 So. Lake Ave., Pasadena. Calif. 9110L

Preslo-Frqme Booklet

R. F. Nikkel Lumber Co. announced a descriptive brochure

on their "Presto-Frame," premachined door unit. The 4 p. color brochure shows complete instructions on how to install, measure and utilize prestoframe units. A section of the brochure covers specifications on door machining requirements for use of the integral, channel-type door jamb units.

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

Free Service

For furlher informotion on oll New Literolure iiems, wrile

The Merchant Mogazine, 573 So. loke Ave., Posodeno, Colif. 9l l0l. Pleose menlion issue dole so we con process your requesl foster!

Folding Stoirwoy

Precision Parts Corp. has color literature on two lines of disappearing stairways.

The company states special features on these stairways lnclude: all parts secured by bolts and screws (no nails), kilndried lumber throughout, insulated door panel, double steel tie-rods under each tread, double steel hinges and concealed door hinges.

TilRITE: T,'he Mer.chant Magazine, 573 So. Lake Ave., Pasadena, Calif. 91101.

Tronsil Mixers

An illustrated sheet lists specifications and some advantages of one-, two- and three-cubicyard transit mixers built by Conequip. Each size is said to have all that a big ?-12 yard mixer has except big capaeity and price. It also costs less to operate and is more maneuverable.

W'RITE: The Menchant Magazine,673 So. Lake Ave., Pasadena, Calif. 91101.

Lominotion Specs

Stund.aril Specilications for Stractural Glued Laminated Timber of Douglns Fir, Western Larch, Southern Pine and California Reilwooil has been published by the American Institute of Timber Construction. The AITC laminating specifica-

tion is a mandatory requirement of the AITC Quality Control and Inspection Program for Structural Glued Laminated Timber.

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

Mobile Home Movie

Promise of Tomomou, a 13r/z minute, 16mm, color, sound, movie about mobile homes is available for rental or purchase from the Public Relations Dept., Mobile Homes Manufacturers Assn. The film profiles the typically designed MHMA community and provides viewers with facts and figures about mobile home living. The film rents for $10 the first week of use and $5 per week thereafter. Rental requires a $50.00 deposit. Firms wishing to purchase the film can do so for $100.00 per print.

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

ABS Direcnory

L 28- page brochure listing more than 900 local code juris'dictions in the United States in which ABS (acrylonitrile-butadiene-styrenewhew!) engineered plastic drainage systems are approved has been published by the ABS Institute. In addition to an alphabetical city-by- city listing (along with county units) by states, the brochure lists 17 states that approve ABS for DWV (drain-waste-vent) piping.

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

Gloss Focts

A new catalog, Ameroda 797o is filled with specifications and applications of all types of glass. Laminated glass can give environmental control: heat exclusion, noise control, ultra-violet fade protectibn, security and defense. Amerada makes specialized glass to fill most needs.

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

Freight Rqtes

'W'estern Wood Products Assn's. just-revised freight rate

(Continued on Page 43)

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New Products, pronrctions and soles oids Fnodu@t you con use to build sales qnd profits!

Power Fostening Tool

U. S. Expansion Bolt Co. has introduced the UTI tool, a type of low energy powderactuated fastening tool, designed with only non-moving parts.

UTI has no trigger; the fastener itself acts as the firing pin. It's for use in driving pins, threaded studs, and preassembled hangers in both hard and soft surfaces, and requires minimum maintenance.

Fired by two blows ofastandard2lb. hammer, it is loaded from the muzzle, with no breakdown necessary, and uses .22 caliber, rim-fired erimped loads.

The first blow seals the fastener; the second blow fires the load. Action of expanding gases drives the fastener, collapses the cartridge walls and expels the cartridge through the muzzle. An expansion chamber in the lower end of the UTI barrel diverts unnecessary pressure and eliminates recoil.

Basic UTI kit (No. 601) contains the tool in metal case, with dust shield, plaln metal sleeve to adapt tool for hanger wire installation, goggles, two-pound hammer, cleaning brush and oil.

Supplementary items include .22 calibet power loads in yellow, red or purple; drive pins in Y+", tY2", 2" or 2r/2" sizes; 1" shank threaded studs with Yz", %", or 1" threads; ceiling suspension clip and plastic and steel resistance disc.

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

Docor Merchqndiser

Dacor Manufacturing Co.'s high-density polyester "molded brick," Miracle Brick display is a three-sided wall cabinet. Made up of six differently styled "bricks," it shows the customer how the brick will look on his own walls. Dacor miracle merchandiser, is 36" wide, 22" deep and 56" high. It reaches the dealer completely set up, each brick cemented in place.

A customer can see the brick in "loose" form by sliding the right panel of the display case to the left, which reveals an inner storage space showing the packaged product, plus cans of mastic for putting it on the walls. The bricks are colortas[,

nonporous, fire retardant and need wipeclean maintenance. To put up bricks, apply a thin layer of Dacor mastic just like mortar. Styles include: Colonial white; white oak bark; red oak bark; used brick; white Roman and antique klinker.

\ilRITE: The Merchant Magazine, 573 So. Lake Ave., Pasadena, Calif. 91101.

All Weqlher Toble

Plastic Concrete Industries, Inc, designed an unusual all-weather outdoor table called the concrete-go-round-table. It consists of four pieces: the two base-leg sections with interlocking slots; the flat circular top; the ringJike seat. There is both a design and mechanical patent pending on the table' Two men can assemble it in minutes'

play fixtures, furniture and doors. Citation walnut is available in textured finish in .035" vertical grade as lvell as 1,/16" general pul'pose grade. Standard sheet sizes are ofrered.

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

Decorqlor Hordwood Ponels

Anchor Sales Corp. annouRced the marketing of their anchor-ply fancy hardwood panels, with decorator finish. The factory prefinished hardwood plywoods have an amino alkyd finish which gives protection against v€neer splitting.

'ffRITE: The Merchant Magazine, 573 So. Lake Ave., Pasadena, Calif. 91101.

Bomboo Poneling

Anchor Sales Corp. Anchorply@ decorator bamboo panels are comprised of ribbon-like strips, woven by a "one-of-a-kind" process into three pattems.

The panels have a variety of uses as paneling, dividers, accent walls and screens. They can be applied by nailing or mastic and are pre-finished, ready for immediate application. Panel sizes are 4' x 8' x Ve".

WRITE: The Merchaat Magazine, 573 So. Lake Ave., Pasadena, Calif. 91101.

Bold Bolhroom

Suggested retail on a completed table will vary from $65 to $110. The dealer can sell the forms directly to the homeowner . plus the cement, sand and wire (maybe $20 in other materials).

Plastic forms are sold to dealers at $17 apiece prepaid in lots of 20. A trial order of 4 costs $100. They are sold for $37' of which $5 is returned to the customer when he returns the form for disposal. The customer is also sold sand, cement and wire and usually a sealer or paint to finish it off, Perhaps the dealer sells a lawn umbrella, too, because it holds one. A promotion program directed to the general public is timed to break in April and MaY.

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

Lominoted Woodgroin

Citation walnut is the newest woodgrain pattern being offered in Nevamar decorative plastic laminates by Enjay Fibers and Laminates Co.

The medium-brown toned woodgrain, with hints of red plus a grain design, is good for broad laminate application, cabinets, dis-

This bathroom is completely washable. The walls and ceiling are covered with plastic-finished Marlite, which can be dampwiped clean. It never requires refinishing.

Several different types of this plasticfinished hardboard are utilized in this bath-

room. 16" x 8' planks are used on the wall behind the vanity, antique marble panel in 4' x 8' sheets on the divider wall and a "Shoreline" mural above the sunken tub.

Panels can be installed over old walls or any solid backing. A special wallboard adhesive is used to secure a strong bond. Matching moldings are available,

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

Texlured

Masonite Corp. introduces a deeply textured siding called barkridge. This hardboard, with a gnarled, barklike surface, is available in both 4x8 and 4x9' panels and L2"xl6'Iap siding.

and double sectional or one-piece residential garage doors quietly and smoothly.

Model GS-460 may be radio controlled and is powered by 11?V household circuits. A concealed lighting aperture provides safety illumination when the garage door is open or in motion.

Co. including a line of solid walnut shelf standards and brackets and a new shelving line in the Mediterranean mood.

The DorfiIe wood line is produced in a lemon oil natural finish from select solid walnut. Shelf standards are provided in lengths of one to four feet while brackets are in 8", 10", and. 12" lengths. Designed to be sold in conjunction with Dorfile's line of walnut shelves, the solid walnut Iine will complement Dorfile's line of anodized aluminum. Consumer literature and a self-selling merchandising assortment, including a free floor display, is available.

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

The panels have 12" wide square-cut grooves on 8" centers. Edges are shiplapped for continuous pattern. Panels are available primed for painting or unprimed for finishing with semi-transparent stains and similar finishes.

In the lap style,'the texture runs horizontally. Surface is available with a primecoat for painting or unprimed for staining.

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

Glue Selector Disploy

lVilhold glue selector floor merchandiser acts as its own salesman, displaying TVilhold's complete product line along with glue and caulk selections and applications. This 2-color merrchandiser measuring 13" x 30" x 5', can be used as an island or end-of-counter display.

It features a product selection chart and displays a balanced assortment of products. A supply of pocket-size glue and caulk selector folders is included, for customer give-away.

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

Open Sesome

An automatic garage door opener system was announced by The Alliance Manufacturing Co., Inc. The "Genie" model GS-460 features a flat, ceiling-hugging drive mechanism housed in an embossed, antique gold case. The drive system operates both single

Styling plus performance

A built-in time relay keeps the light on for a short period after the door closes. U.L. listed and CSA approved, the system complies with all FCC requirements.

WRITE: The Merchant Magazine, 5?3 So. Lake Ave., Pasadena, Calif. 91101.

Free Reader Service

For further informotion on qll New Products ond New Literoture, write The Merchont Mogazine, 573 So. Loke rAve., Posodeno, Colif. 9l l0l. Pleose mention issue dote ond poge number so we con process your request fosler!

Quick Brick

A kiln fired clay brick that can lower cost of bricks veneer from 20 to 60 percent has been introduced by Monterey Clay Brick Corp.

The brick is one-seventh the weight of traditional brick and 126" th^ick as com-

Updoted Pqint Lobels

Southland Paint Co. announces the introduction of its hi fi and velvet supreme labels to give distinction to the company's two major brands.

Hi fi is a completely redesigned colorcoded label which replaces the various Old

Simple, modern new labels

South-hi fi labels which had been on Southland's products for several years.

Velvet supreme gives a new personality to the paint products previously manufactured under the GoId Bond velvet supreme label. Southland last. year took over consumer paint operations of National Gypsum Co., manufacturer of Gold Bond velvet supre-e.

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

Self Seqling Action

A soft seating valve stem has been designed by Valve Engineers Div., Autoclave Engineers, Inc., and is now available on its stainless steel valves for pressures from 3,000 to 15,000 psi. The stem combines an encapsulated plastic stem tip with a floating inner stem to provide throttling and bubbletight shutoff against gases under high velocity and high pressure.

Low cost brick pared to the 3)h" thickness of standard brick. It is applied to scratch coat surface with mortar and does not require footings for stability. For inside walls, it can be installed on mastic, with mortared joints. Three types, antique, used and face, are being manufactured in two shapesthe straight and corner brick.

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

The lotesl Shelving

A number of shelving products have been introduced by Dorfile Manufacturing

After forming an initial tight mechanical seal as in conventional soft seat valves, the new stem is self-energized by line pressure squeezing the soft member between the floating inner stem and stationary outer stem. This causes the soft seat to act outward against the valve seat, reinforcing the seal.

Stainless steel valves with soft seating stems are available in sizes from yt" through 1" with Universalok, positive bite or slim-line coned-and-threaded tube connections, male and female pipe connections, and combinations.

TilRITE: The Merchant Magazine, 573 So. Lake Ave., Pasadena, Calif. 91101.

Epoxy Concrele Surfqcer

A flooring product to penetrate and seal, fill and smooth broken or cracked masonry floors has been introduced by Oncrete Products. Inc.

With epoxy concrete surfacer, anyone can trowel on a new floor. It seals to accommodate normal floor traffic within 12 hours and heavy plant equipment within

thir tlufF IEAUY WORKS llt -

nrtalwerMt

stands extreme temperatures from 40' beIow zero to 180" above.

Epoxy concrete surfacer is available in three pre-mixed colors: terra cotta, jade green and concrete grey.

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

Pqrticulqr Cutting Surfoce

Remington Arms Co. developed a saber' saw blade that cuts through materials that either dull or are impossible to cut with conventional blades. The cutting surfaces of these blades are composed of sharp tungsten carbide particles. A counter merchandiser package containing an assortment of 20 blades is available.

There are four types of tungsten carbide saber saw blades. Three are standard in shape, each specifically designed for either tile and plastic laminates, paneling and plywood or fiber glass materials. The fourth is designed for flush-cutting operations. All fit regular tln-inch saber saw shanks.

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

Pop Mini Rocks

Two merchandising racks designed for the "Pop" Rivet line are available to retailers from the consumer products div., USM Corp.

The mini racks of steel construction are counter or peg board display assortments of "Pop', Rivetools and back up plates.

P-404 comes complete with $40.45 in retail merchandise and includes the K-104

Weslern Lumber ond Building Moteliols i,IERCHANT

single nose piece rivetool. The P-414 has merchandise with a retail value of $61.00 and includes the dual nose piece K-110 "Pop" Rivetool Kit.

With both racks there is no charge for how-to-booklets, display racks, ad mats and window streamers. Each merchandiser comes in two cases and weighs 12 lbs.

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

Do-it-yourself Ponels

Cavrok Corp. designed interior panels that look and feel like brick or stone, are easy to handle and easy to install.

They are installed with either hammer and nails or Cavbond adhesive. They are light weight so the average homeowner can

Pets get the swing of it in as little as five minutes. Save their masters a lot of trips to the door. No more barking, mewing and scratching at tbe door. n Swinging parts of the Pet-Dor are flexible rubber for pet safety. Permanent magnets keep them shut when not in use. No drafts or dust. Frame is sturdy, anodized aluminum. A locking panel is provided for security. The Pet-Dor can be installed in door panels or walls. Two sizes accommodate those small cats or even German Shepherds. n For pet owners who want quality, and dealers who ryant profitable sales, thc Johnson Pet-Dor really swings. ! For brochure and price schedule, write to Johnson Pet-Dor Inc., P.0. Box 643, Northridge, California 91324

gNFffTS TM H${F ON BdH t rp. po*tt. Dlrvlw^v. $oop. !(|fl sItD trEl

Quick sealing 24 hours. After use, application tools can be washed with soap and water. Other features ofrered by this floor repair product include resistance to acids, alkali, solvents, oil and humidity, provides a non skid surface even when t'et. and with-

R E ?r!: J**rf,n, LCL D w Gar Lot Details Siding o o D DRY GREEN boo/"y anJ co. 15000 NELSoN ST. . |NDUSTRY, CALIF. (213) 33S1261 J0lms0ll PET-II||R Dept. WM

Cawok designed a display rack that holds boxes of red brick, white brick, and Castlerock, plus installation kits and installation literature.

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

Urelhone Insulo,lion

The metal building under construction is being insulated with rigid urethane foam board with an Underwriters Laboratories, Inc., flame-spread rating of 25, developed by The Celotex Corp.

Technifoam-25 metal building insulation has an embossed white-coated aluminum foil facer sheet on the inner side and a

The product has been field tested in the past year and the official flame-spread tests were completed in November. Technifoam25 was installed on sides and roof of the 130' wide by 243 long building.

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

For Nose Jobs

Mercer Plastics Co. introduced safety-rib carpet stair nosing. The nosing, primarily for use with sponge-back ca4tets, features a series of ribs. The ribs orovide maximum traction,

Safety-rib carpet stair nosing is made of vinyl and can be installed with or without the flange. Butting gaug'es ate Ve" with flange; %" without flange. It is being manufactured in L2' straight sections, packed 120' per carton; and is available in seven decorator colors: black, brown, dark brown, beige, avocado, white, and gold.

WIIITE: The Merchant Magazine, 573 So. Lake Ave., Pasadena, Calif. 91101.

Ponel ond Foom Adhesive

Panels are quickly bonded to a variety of structural surfaces with panel & foam adhesive from Wilhold Glues, Inc.

eliminate squeaks, and securing furring strips,

Wilhold's adhesive cartridge fits the standard open-type gun and securely bonds up to 5 large panels per cartridge without supports or shoring. Effectively used in the 60" to 100"F temperature range, it features freezelthaw stability and can be used at freezing temperatures with a slightly longer time period needed for full strength.

Panels may be repositioned up to 20 minutes after application. Wilhold panel & foam adhesive has a l-year storage life.

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

Populor Priced Pqnels

A line of popular-priced moisture-resistant panels for hard-use areas such as bathrooms and kitchens has been introduced by Masonite Corp.

plain aluminum foil facer sheet on the other.

The white-coated embossed side nrovides an interior finish for a building. The 9/f6,, urethane foam core is a new formulation developed by Celotex to meet metal building requirements.

This waterproof, synthetic rubber-base adhesive bonds insulation panels, plylvood, drywall, foamed polystyrene, composition panels, hardboard and other panels to wood, concrete, plaster, plaster board, aluminum foil and studs.

Can also be used for repairing or replacing loose roof shingles; sealing floor plates to foundations; securing flooring to

Royaltile panels come in two series, both 4'x8' in size. In the first group are four

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

United in their effort to provide prompt, efficient sen ice on tholesahorders from our

United inventory of prime softwood lumlsr maintained with the retail dealer's needs in mind.

Royaltile gossamer blue

Insulated steel building

plain and 4"x4" scored panels: arctic white, wedgewood blue, meadow green and honey gold.

In the second are five patterns: gold dust, gossamer gold, gossamer blue, green and pink.

To be introduced later in the second group are 2"x2" scored. patterns called salt & pepper, emerald blue and autumn avocado.

The base for royaltile panels is 1A" tempered duolux, Surfacers are plastic-finished for durability and easy, damp-wipe maintenance.

WRITE: The lVlerchant Magazine,573 So. Lake Ave., Pasadena, Calif. 91101.

Slote Feo,lured in '7O line

Formica Corp. is introducing 22 new patterns and colors into its 1970 line of decorative laminates. The additions include Fotmica's entry into dimensional laminatessculptured slate, in natural and black.

Designed largely for decorative horizontal surfacing Formica slate has a nondirectional, random pattern. The slate is available in 4'x 10' sheets.

TilRITE: The Merchant Magazine, 573 So. Lake Ave., Pasadena, Calif. 91101.

New Pockqging

Color packaging for Panel Magic is announced by Magic American Chemical Corp.

The aerosol features an "in use" action photograph of a housewife spraying Panel

Magic. This illustrates the product's ease of application. Appearance of the package is further enhanced by an exclusive decorated cap.

Panel Magic cleans wood paneling and woodwork. It hides scratches, scuffs and stains. Suggested retail price for the pint aerosol is S1.98.

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

More Shower Colors

The Trintessa shower unit, from Formica Corp,, has added two new patterns, blue ondine and spring pastorale,

Trintessa is available in eight colors and patterns. Color-compatible cascade shower floor, made of molded-stone, has a new color, aruba blue, raising to 10 the number of colors for this floor.

Blue ondine complements Camelot blue, a 1970 addition to Formica's line of decorative laminates designed for countertops and cabinets. Spring pastorale is a pattern of pale green and light brown leaves and branches.

The Trintessa shower unit is available in three sizes, all 7617r" }:.ig}l.: 36" x 36", 48" x 34" and 60" x 34". The Trintessa, with glass enclosures, is prefabricated.

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

Revolulionqry Snow Blower

A snow blower, the Snow Devil, has been introduced by Marv's Manufacturing, The blower has a design the manufacturer claims eliminates plugging of the unit regardless of whether dry snow or wet slushy snow is handled.

A heavy duty rotor is parallel to the path of travel rather than at the normal 90 angle at which auger machines operate.

The rotor is directly connected to a heavy paddle-typel blower which is driven at slow rpm which does not require large horsepower tractors to handle. The snow can be thrown to either right or left side as desired.

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

"ln use" action photo

Lott@ n"s

A DAUGHTER'S THANKS

David Cutler

The Merchant Magazine 573 So. Lake Ave.

Pasadena, Calif.

Dear Dave,

Enclosed please find newspaper clippings which my daughter, Mae Belle Pendergast, women's editor of the Sacramento (Calif.) Union wrote regarding her deep appreciation for the friends who contributed towards the purchase of the redwood grove for her late father and my late husband.

It would please me very much if you will mention this in The Merchant.

This would show many friends how the family feels, for as you have heard, I have been very ill for over six months, not able to write or go to the dedication of the grove, rvhich made me very sad.

Sincerely

Gertude LeMaster (Mrs.) C. D. LeMaster

2858 Santa Paula Ct. Sacramento, Calif. 95825

We are pleased ind.ee'd, to pass on your thanhs to your legi.on ol lriends in the industry. We uish space permitted, to ahlow us to reprint eaen Wrt ol your daugh.ter's mouing tribute to Mr. LeM aster .-Editor

LOTS OF

HASH

MARKS

The Merchant Magazine 573 So. Lake Ave. Pasadena, Calif.91101

Gentlemen: I enjoy your magazine very much, it keeps me in touch with what is going on.

I was in the lumber business in San Diego before your magazine was first published, in \922. I knew Jack Dionne, The Merchant's founder; Phil Hart and Floyd Denier. I joined Hoo-Hoo Club #3 in \922 and was Snark

in 192z1. My number is 32462. I am still a member of Club #3. Now you can see why I enjoy it so much. Every once in a while you come up with an old one. fn your last issue was a picture of Orrie Hamilton (Jan., p. 43).

Yours T?uly, Joseph Restine 2686 No. Waterman Ave. San Bernardino, Calif. 92404

CONVENTION COVERAGE

David Cutler

The Merchant Magazine 573 So. Lake Ave. Pasadena, Calif. 91101

Dear Dave,

Your pictures and story of the Lumber Association of Southern Califorhia Conference in Palm Springs (Dec., p. 10) are very good.

Many thanks indeed for your splendid coverage.

George Clough

Tacoma Lumber Sales, Inc. 1045 W. Huntington Drive Arcada. Calif.

MORE NEW tIT

(Continued lrom Page 3Z) circular, No. 920 is available. The $5-per-copy, 30-page circular is designed as a rapid reference for estimating lumber rail rates from representative points in the west to intermountain and transcontinental territories. Also available from WWpA is the newly revised freight rate map at 25 cents each,

WRITE: The Merchant Maga- zine,573 So. Lake Ave.. Pasadena, Calif. 91101.

Disploy Doto

Twelve page brochure covering illuminated and non illuminated displays has recently been published by Shorr. This brochure covers a range of appli- cations directed toward home builders and subdividers. Com- plete descriptive information, sizes and specifications are listed for all items shown.

WRITE: The Merchant Maga- zine, 573 So. Lake Ave., pasadena, Calif. 91101.

S p l/ Dnodwtt,& Sam,Pnofufi

REDW(lllD, FIR AI{D PII{E I.UMBER

SPIIT REDIT(I(ID POSTS M(IRTISED

RAIIS, PAUito & HottYlTooD sHAtfis

We Speciqlize in Mixed Loods!

Cordes Longley

PO. BOX 723

Doorlock Brochures

Weslock Co. prepared color brochures on the company's 800 Series, also includes the company's doorlock trim items, and the three designs of lever doorhandles which have been introduced during the past two years. The three lever doorhandles are -Roma, Aztec and Colonial.

IVRITE: The Merchant Magazine., 573 So. Lake Ave., Pasadena, Calif. 91101.

From Simpson in '7O

The 1970 product catalog of Simpson Co. highlights Simp- son's new "LIJP" speed-prong joist hangers and five other new Simpson products. Also featured

are "HHII" and .HHUTF' joist hanger lines. The ,,HHII', is an extra heavy duty hanger, and the "HHUTF, is an extra heavy duty unit with a top flange for additional structural strength.

WRITE: The Merchant Maga- zine, 573 So. Lake Ave., Pasadena, Calif. 91101.

Moveoble Wolls

About everything an architect, specifier or designer needs to know about Formica Corp. moveable walls is included in a free catalog.

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

[auralUlnlproloLunbpl, Mo r,ft et* rrrL o[ Rp/rrnod

r

Tw@mty- [=five Yeems Ago

As reported in the February, 1945 issue of The Merchant, est. 1922

M. L. "Duke" Euphrat, Wendling-Nathan Co,, San Francisco, spent the last two weeks in the Pacific Northwest on business.

W. K. Kendricl sales manager, Valley Lumber Co., Fresno, Calif., retumed from a two week business trip to the Pacific Northwest, John Morley, Homestead Lumber Co., Sacramento, Calif., made a business trip to the Northwest.

M. W. Parelius, Parelius Lumber Co., Portland, Ore., is on a two week trip to California, He visited representatives Paul McCusker, San Francisco, and Pete Toste, Los Angeles.

Wayne Mullin, Mullin Lumber Co., Los.Angeles, is on an Eastern trip.

Joe Hearin, Lumber Wholesalers, Medford, Ore,, was a recent Southern California visitor.

Rudie Henderson, Lone Pine Lumber & SupCo., Lone Pine, spent a few days in Los Angeles around the first.

Albert A. Kelley, wholesale lumber dealer of Alameda, Calif., retwned from a business trip to Portland and other Northwest points.

Tom Dant, Dant & Russell, Inc., Portland, Ore., returned from a visit to San Francisco and Los Angeles.

George and Mrs. Clough are the happy parents of a baby boy. George is general sales manager of San Pedro Lumber Co., Los Angeles.

Harold E. Sawyer and Thomas B. Hansen, owners, H. E. Sawyer Cabinet Works, Los Angeles, are back from an Eastern trip.

A. J. Macmillan, general manager' Consolidated Lumber Co., Wilmington, has returned from a three week trip to the Northwest where he visited Seattle, Vancouver, B.C., and Alberta.

Rudie Hendereon, Lone Pine Lumber & Supply Co., Lone Pine, left for a three week visit to Indiana.

Bert Johnson, Jr., of A. B. Johnson Lumber Co., San Francisco, made a business trip to Eugene, Ore.

Bob Evju, sales manager with James L. Hall & Co., wholesale lumber dealer, San Francisco, returned from a trip around the sawmills in Northern California and Southern Oregon.

Larue Woodson, Wheeler Osgood Co., San Francisco, returned from a business trip to Los Angeles.

Abel II. Jackson, district manager, IJnion Lumber Co., Los Angeles, recently visited the company's San Francisco office and Fort Bragg plant.

Girth G. Beyer, manager, Los Angeles office, Sudden & Christenson, Inc., returned from a trip to San Francisco and the Northwest, Tom Tomlinson, sales manager, Wholesale Lumber Distributors, Oakland, returned to his desk from a week long business trip.

Tom Hogan III, Hogan Lumber Co., Oak-

land, is back from a 10 day business trip' 'Warren B. Wood, president, and flarry F. Vincent, vice president, E. K. Wood Lumber Co., San Francisco, recently spent a week at the company's Los Angeles office. rililliam Swindell, Willamette Valley Lumber Co., J)allas, Ote., was in San Francisco on business.

Sterling L. Stofle, Western Hardwood, Lumber Co., Los Angeles, is on a business trip to New York.

Paul and Mrs. Penberthy, Penberthy Lumber Co., Los Angeles, returned from a business trip to the Northwest.

Lewis A. Godard, Hobbs Wall Lumber Co., San Francisco, was in Los Angeles on business.

Fred Lamon, Lamon-Bonnington Co., San Francisco, is in the Northwest calling on the firm's sawmill connections.

John II. Tyson, Wholesale Lumber Distributors, Inc., Oakland, Calif., returned from three weeks visit to the Northwest.

C. H. \Mhite, vice president, White Bros., San Francisco, returned from two rveeks vacation in Los Angeles.

W. C. Jones, Valley Lumber Co., Calexico, Calif.. was a recent business visitor to San Francisco.

President H. Park Arnold and SecretaryMariager Orrie T[. Ilamilton, Southern California Retail Lumber Assn., attended the annual meeting of the National Retail Lumber Dealers Assn., Akron, Ohio.

HARDWARE MANUFACTURER (Continued lrom Page 13)

ies have been made of markets in Africa and South America.

A more recent development was the in' troduction of a new type magaletic doorlock in which all keys used during con. struction are rendered ineffective by a magnetized system, thus providing the home buyer with the only key that will operate the lock.

Another sales feature is their panic. proof construction which no other doorlock in its price class ofiers. This enables a

Brewer New SFI President

Southwest Forest Industries has elected J. B. Edens chairman of the board and chief executive officer. Succeeding Edens to the post of president is Gene C. Brewer, formerly president of U.S. Plywood-Champion Papers, Inc. Brewer also was elected to the Southwest board and its executive committee.

The new president, Gene C. Brewer, is a native of the State of Washington. He was born in Gray's Harbor County, the youngest of six children. A{ter studying business administration at the University of Oregon, he joined U.S. Plywood at Seattle in 1937 on the production line.

Group's C.onsensus Sounds Good

At a recent National-American Wholesale Lumbermens Assn. meeting in Los Angeles, the group consensus was that future activity looked good and construction activity would remain high. One of the fourteen members commented that he looked for current business to remain steady with a dip. in the second quarter and an upturn in the third quarter of this year.

There was concern that Utility grade dimension would remain at poor market levels lor some time to come because of the current local market and increasing dislike of the grade by building inspectors.

Broken Wing Prompts Recoll

If Ford and General Motors can do it, so can Wing! Wing Products Co., Inc., makers of the Quick Set o'C" Clamp, has found that some of the hardened aluminum triggers have been breaking under normal use. Anyone who has ever purchased one of these clamps (regardless of from whom or how long ago) and has had this happen, is urged to retrrn the clamp to the factory where the trigger will be replaced with a new improved one at no cost! Faulty clamps should be sent to Wing Products Co., Ine., 805 Farmer Ave., Tempe, Arizona 85281.

person 'to unlock and open a door with one simple, instinctive turn of the handle, thus making it impossible for persons, children and elderly persons particularly, to get locked inside a room in case of fire or other emergency.

Much of Weslock's past success anil future planning are due to the enthusiastic attitude reflected by Cipriano who travels some 75,000 miles per year throughout the United States with a 'oconsuming belief that your fortune depends on customer satisfaction.t'

Cipriano's enthusiasm has infected most sales representatives and a sizeable

percentage of the company's jobbers and dealers.

"W'e have a good company, a good product, something we genuinely believe ofiers the best dollar value in the lock industry today," Cipriano says. "[n this framework, it's natural to have a zeal, a conviction which manifests itself in an enthusiasm that helps our salesmen com' municate our message.

"And if we can 'infecto jobbers and re' tailers with this same enthusiasm-com' bined with reasons why our products are the best value availabletheir job not only is going to be easier, it's going to result in a lot more sales."

ls This Your Copy of The Merchant?

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

Don't miss a single aaluable issue!

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

{ In-depth reporting ol d.ealer ! Merchanclising ideas actiaities

' tl Current trade neus

{Complete industry conerage

{ Social actitsities

{Factual stories ol real reader{ Ed'itorials interest

{Technical leatures

The latest in NEW PRODUCT NES/S for the

Pasadena, Calif. 91101

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

Posltlons wanted 25e a word. mlnlmum 22 words (22 words : S5.50). All others BEr a word. min. 20 words (20 words : g?,00). phone number eounts as one word. Boxed ads S1 extra. Fancy headllne or borders 82 extra. Box numbered ads add 81.

Glassfifffied Advcntfisem@rDts

POSITION WANTED FOR SAIE

SALES IIANAGEB at sawmlll or sales manager ol company wlth controlled producfion. Twen- ty-four years experience ln redwood, Douglas fir, pine and plywood. Excellent eastern con- tacts. Ken Schmidke, 2758 Orange Ave., Apt. 16, Torrance, Calif. 90501. Telephone: (213) 320-7519.

DIANAGER, 10 years experience retail Iumber and bullding materials, wants positton as manager. Experienced ln all phases of personnel, retall and contractor operatlons. Write Box 24 c/o The Merchant Magazlne.

HEIP WANTED

ASSISTANT lumber department manager for Hawaii. Immediate opening for administrator- buyer in well established profitable trlple-A rate buitding materlal supply house. Tremendous opportunity for advancement for the right person. Exceptionally llberal frlnge benefits. Send resume to Box 23, c/o The Merchant Mag- azlne.

LIIIIBER SALESIuAN, Iumber or construction experience helpful. Call on general contractors. Salary, fringe benefits, expenses, car. Send resume to Crestwood Lumber Co., Box 209. South San Francisco, Calif. 94080 or call (415) 589-6260.

TWO SALESMDN wanted for well established lumber company. A chance to make excellent money. CaU BilI Doherty, Mullin Lumber Co. (213) CU 3-3066.

QUITTING BUSINESS-For sale 1% h.p. swing saw-110; 2 h.p. rip saw-220; 5 h.p. rip saw-220. Telephone Los Angeles 7?6-3582 or 3212770.

NOOTTNG ITTATERTALS| _ OUR ONLY BUSINESS-Direct carload shipments or L.C.L. from warehouse, Cedar shlnglcs and shakes our specialty-hip and ridge -shims-sidewalls-Shakertown panels -fancy butts-redwood barn shakes-or manufacture to your specifications-- Koppers and Flame-x fire retardant treated. Asphalt roofing-Pioneer Flint- kote-Usc*Pabco-CertainteedFry. All colors. Roof top delivery. Member Lumberman's Association. South Coast Shingle Co' 2220 East South St., Long Beach, Calif. (213) 6ffi-1717.

FoR SAr.F-1 Used SCM Marchant Lumber Calculator with automatic return. Recently factory reconditioned. Call (213) 446-5430.

BUSINESS OPPORTUN!TIES

G(X)D TWO I{AN retail lumber yard for sale. Rlverside County. Operated 35 years by present owner. No smog. Cash for inventory. Long time yard lease. Write P. O. Box ?6, Redlands, Calit, 92373.

Names of advertlserc uslng a box number can- not be released. Address all repues to box number shown in ad ln care of The Merchant Magazlne, 573 So. Lake Ave., Pasadena, CallL 01101.

Deadllne for copy le the 20th. To call ln an ad: (213) ?92-4098.

SERVICES OFFERED

JOENN:T TIrr! LI'MBISB LOAD SIGN PBINTEB

SpeclaUzlng ln danger flags, slde-load slgns, Job cardE, etc. John Weller"s Prlntlng, LU2 W. 169th St., cardena, CaUt. 9024?. Phone (213) 676-7522 or 323-7606,

LIIMBEB EATII.ING c-Q TRUCKTNG CO., (213) RA 3-655? and RA 3-2138, 7151 Telegraph Rd., Los Angeles, Calif. 90022.

WANTED TO BUY

WANTDD: Any editlon of Jack C. Dionne's works "CuUud Fun" or "Lotsa Fun." Publlshed ln the early 1930's. Must have original cover. Wrlte box 69, c,/o The Merchant Magazlne.

Dorlgnation ar to lox ln Hol! Wanted oolumnr lr @do oDIy (1) to tndl@t! bom tide o@uDatloul qBUti@tioN for emDloym€Dt whtc,h e €BDloyor re- g&rde ss @$mbly neqs&t7 to th€ !o@al oD€r&tlon ol htr buires or ot€rDri$, or (2t &s & ooDv€nlen€ to our rodeB, to let tlsD hroE whlch DGltloB tlr€ &dygrtisc bolievs would bo of morc lrtonst to oD€ sex than mother beaus ot tlro work irvolvod" guch desigutlo! should trot b€ ta^k& to indi@t8 tlat th€ advertl$r iDtsds or Dr&ctlc6 uy uDlawful DF ou€, limit&tton, sD6lllcatlon or dlsqiehstlor |[ emDlotmsDt pr&ctlce*

M0utDtll0s-tilt lt DRytlt0

Sewing All Southern Colifomio Lumber Yolds - Cobinet ShoprFurniture Monufocturers ond Wholesole Lumber Distdbutors

flholesale TIMBERS lobhing

N,iltrRGHANT NNAGAZINtr tsUYtrRPS GUIDtr

tOS ANGETES

I.UA|IEER AND I.UMBER PRODUCTS

Americon For6t Product., TWU Div.------(2131 773'92OO

Americqn Fore5l Producfi, fW&J VonNuys(213) 7A6-7056

Amrricon Hqrdwood Co. ....--------.-.-.-.. --.-l2l3l 7 19-1235

Arcoiq Redwqod Co. ............'....-.--.....--...-(21 3l 936'4818

Bough Forcat Productt Corp. -.*...-.--....(213) 330'7151

8@m Industries (Hewn.ite) .--...'.-......-....-(2L3) 968'4601

Boire Cqscode, Union Lumber R€gion .....-(714) 511-061/

SOUTHERN CATIFORN

Sqn Bernardino - Riverside - Sqnto Anq Areo

Ador,/Hilite .....--...----.-..17141 525-4781

Americon Forest Products, TW&J Div. .---(213) TR 5"'1550

8.llw@d Co., Th. .*.--...--..--...(714) 538-8821

Boire Coscode, Union lumber Region ..--.-(714] 514-0614

Corfow Co. .---...---..---.--(714) 825-0672

Fromqn & Co., Slcphon G. -.-..-.-.-..-..(7141 OR 3-3500

IR 7'5613

Hodlund lumbet Soler-(2l3) 889-2026 & (805) 495-1083

Hexbers Lumber Solq-..-.-.-.......-......-....----(213) 775-6107

Hill !umber Co., Mqr.---.------.-'-..'.........(213) MU 4-26'10

Hoovcr Co., A. t-, .....---....--....-.-.-..--...--...-(213)283-9078

Hufl lumbar Co. --....-.-...--.----l2l3l SP 3-4846

Ind€pendent Eullding Moteriqb Co. ........(213) 636'83'15

!one tumber Co. .........-----.--...--....-..--..-(213) AN 9-0674

Lqrhlry, Dqvtd E. .....---.-..-.--...12131 CH 5'8805

MorquqrFWolfo Iumber Co. ..-..-.---.-.-.----l2l 3) 625'1494

ilutuof Aloutdlns qnd Lumb.t Co....-...12131 FA l'0477

Ncth !umber Sslc. A. \,v......------------l2l3l 872'128o

Orsood, lnc., Robert S. ...----.--.-....----.------(2131 352-8278

Pocitic Fir Soles -......-.-..-.---.-...-.-..-----...--,---.(213) 682-3533

Poclflc Lumbor Co., Thc...-....-....--...(2131 Cl, 3-9gzq

Poclfic-Modilon Lumber co""".'-'-"'*'(2131 sP 3'2292

Pqn Asiotic Trodins Co., lnc....-.,--------....(213l. 268'2721

Pairca Compony, Al ........--........----......-----.(213) 626-560l

Pcnb€rthy lunbcr Co. ...-......---...-.-...(2!31 lU 3-4511

Rolondo tumb€r Co,, 1nc.....----..-..---(213) ZEnirh 9-88/t3

Round: [umber Co...-....-.......-..-....-......-.(21 3] 723'9261

Reef lumber Seryice .-..-------.--.. l2l3\ 232'5521

Sonford-Lurler, Inc. ...-..-.*...-.-..(2131 AX 2'9181

Sf mmonr Hordwood Lumber Co. .---.......-..(21 3) 7 23-6456

Simpson Building Supply Co,..--...--.-...-..-..(2,| 3l 321'9202

Soulh Boy Redwood Co. ....-........-.......-.(213) SP 2-5258

Stohl lumbcr Co. .-.-..'----*---.-(2131 AN 3'68'l'(

Stondord Lumber Co., Inc. .....-....----.....-.-(213) 685'4041

Sisling Lumber Co. .......---...---.-.........-...(213) MA 7'6353

summir Iumber co, ....----.---.---..............-.--(21 3] 636-571 5 Sun lumbcr Co.

Unlncd Whtcc. Lsnbcr 6.-.-..-..-......'(2131 Ov

Untt€d Slat6 Plyvood Corp.-..........-...(2131

TREATED IUMEER_POIES_PIIINGS_TI ES

Kopperr Compony ...---(2131 830'2860

Son Antonlo Contfructlon Co....-......-...-...(21 3l 773-1503

Trootod Polo Bulldc13, Inc......-....-...*--...(714) ?86-1166

MI TTWORK-DOORS_MOUIDINGSBU IDI NG MATERIAIS_PAI NT-HARDWARE_ETC.

A,mericon Foresi Producls, TW&J Div. -..-(213) 773-92OO

Bellrcod Co., The .......---.-.---....-..-.....-....-(21 3) 629-351 I

Bcvorft rrlqnufoclcrlns Co. ------*..(?l?) 7 tt'B5-ql

Corloi Co. (Los Arsel$) .......-------:.........(2131233-6291

Corlow Co. (Pqcoimo) (213) 899'5208

Curry & Sorenren ...-...-(213) 118-1115

Docor Mqnufocfuring Co,, Inc...--.-----------(213) 680'9926

Dqfl. fnc. ...-..--...-.......(213) 775'2329

Griffin Forsi Produsis ....-..-...-.-......-...(7141 193'1519

llofmes Hordwore qnd Sqles Co. ............(213) 655-7750

Johnron Pel-Dor, lnc. ----.-------......-...12131 319-1971

Mqplc Bros., Inc. ---...---..-.-.-.----...........--(21 3) OX 8.2536

,rlo$n Suppllc, Inc. --.*...-...-.-...(213t AN 9.0657

Nordohl r{onufocfuttng Co. -..*--...*l2l31 819'2675

Sto-tube, Inc. .....-..-.............----.--..-.....(21 3l 77 1-1 57 I

Strolt D@t & Plywod Corp-.-----.l2l3t CU 3.8125

tfmberltnc Fo.6t Ptodoctt, lac-...--...(2131 860-3872

Woodlond Producli--...--..-......-----..-...(Zl /t) NA 4-5678

SPECIAT SERVICES

Bcrkot l te. Co. ---.*-----..---...-...1213t 875-1163

Cqllfomlo lunb.r lrup.cllon Srnlcc--(2l31 NO 5-5a31

,{othcny Rrnl-A-Skill .....-....-----...........(21 3) 381 -5255

l lonl-C'or.y ,rih. Co. *-..**-l2l3l Zr3.85ll

Cmrt Plqnlng r lll ---.--...--(2131 MA 2-ll8l

NolPol Coo. ..1213) LU 3-1056

So-Col Commerciol Slol -.-....----.....-.(2131 685.5170

Summarbcll.Speedtpoc. Jj&----.-.-........(2131 923-0686

IUJVIBER HANDIING AND SHIPPINGT CAIRIERS

C-Q Trucklng Co. ...........-..........--.......-(21 3) 723-6557

lcc lunbcr Hou11ns...................--------.----.(2131 596-1555

Gorsio-Pccific Worehourc --..-.---..-(7141 OV 4-5353

Horbor lumbcr (Al Wilton].....-..-------(7111 OV 4-8956

llobbr Woff lumber Co., Inc....-.-.-.-.-...-(7111 511-5197

Inlond Lumbl Compony ......--.*{714} IR 7-2001

Mqrquorl-WDlfe Lumbc. Co. ....--.......-..-(21 3) 625-'l 191

Twin Horborg Lumbq Co. ---.----.-.....(Zl41 5,17-8086

U.S. Plywood Corp. (Sonlo Anol...---..(7141 838-7000

U.S. Plywood Corp. (Sqn Bernqrdino) ..-.(7111 885'7563

Pozzi Co., Arthur A. .-{7111 637-7170

Woodlond Products----.....-.........---.--.-...-.-(71,1) NA 2-3456

SAN FNANCISCO

Americcn Foresf Products, TW&J Div. ----(,115) PR 6-,1200

Arcqto R.dw@d Co. -..----*...14151 YU 6-2067

Boise Coscode, Union [umber Region ..-.(415) SU l-6170

Douglos Fir Iumber Co..-.....................-.-(4151 DO 2-6027

Forsyfh Hordwood Co, ...-......--.-.-.-.-.-...-..--..(41 5) 282-0151

Georgio-Pocif ic Corp. .....--.-............---..-...(4.| 5) 87 l -q 67 I

Hollinon Mockin Iumbsr Co. ..--.....,......-(415] 167-8110

Hissins Lumber Co., J. E. ......................(4151 vA 4-8711

Hobbr Wqll Lumb+ Co., Inc....-..-..--.t415) Fl 6-6000

Jordon Conpodles ...................-......-.--...(,115) 312-6Oa1

[qnon Lunbor Co. ..--..-...---......-..............(415) YU 2-4376

Pocific lumbcr Co., Thc........-...-......-...(4151 771-170o

Poromino lumber Co. .-.-...............-.-..:-----.-(ill 5) 421 -519O

Rolondo Lumber Co., Inc. ........--..--.-.--.-.--(415) 467-0600

Sifmqrco, Intsrnoiionol .......---.--.... -..-(415) 776-4200

United Stotqt Plywood Corp. ...-...........--.(415) JU 6-5005

W.ndllne-Nolhqn Co. ....-.--.-.-.--...-.(4151 SU l-5363 SASH-DOORS-WTNDOWS-MOUr.Dr NGS

8U IDI NG MATERIAI.S_PAI NT_HARDWARE_ETC.

TREATED I.UAABER_POTES

Kopperr Co., Inc. ...-........-................-.--...(,tl 5) 692-3330

Wcndling-Nothon Co.

SPECIAT SERVICES

Rodwood Intpcction Scryicc --._.-...-...-...8X 2-7880

GREATER BAY AREA

I-UAABER AND IUMBER PNODUCTS

Amerf'con Forest Product., TW&J Div. .---(415) SY 7-2351

Arkinson-srurz co. -..--..-...---...-...--..--...----345- 621

Betlwood Co,, Thr ..-.....--....---....-...'.......(408) 356'2600

Bqldt-Eeocom Lumber Co. ..--.-.---.-.-.-.--.(415) 527-31 ll

Eonnington lumbcr Go. ...-..O1 8.2881

Colifornio Lumber

U.S. Plwood Cprp. (Ooklondl.......-..-.....--.-.Tw 3'5514

0.s. pti-ooa Cori. iSonto Clotol.-.--.--rlOl--3-f?q!

Twin-Horbors Soles Co. .-.-...........---...--..-..(11 5l 327'1380 Its Plw66d Crro- lOaktondl.......-..-......-...Tw 3'551/a d1.......-..-......-...TW 3'55r/a Cl qrol....--.:-alOl _3.f ?q^6

Western Dry Kitn ......-.--.-.-.-........-..-..--.....(/tl5) 521-34(X)

Western Kitn ..-...-----..-.-....-.....----.......(/tl5) 521-

Wgfern Pinc Supply Co..-.--.-.----.-..-.-...--...O1 9'77!l

Weyerhoeuser Compony ..-.....-....---.......--.-.----....--3'19-1414

SASH-DOORS-Wl NDOWS-MOULD NGS BUITDINO MATERIAIS-PAINT-HARDWARE_ETC.

Amet icon For$t Ptodu(le, TW&J Div. .--.-----.--SY I -2351

Pemko rrlfg. Co. -.......--....-......-....---...--...--('ll 5) 653-2033

SPECIAT SERVICES

Cqfiforniq Lumbcr Inrpccllon Scnlca...l408l

NflERGHANTI NNAGAZINE tsUYERzS GU!Dtr

W}IITE CITY

Alder tr{onufoclurins Co.....-.-..---.......-...(503) 826-40q8

Americon Forasi Prcducls, TW&J Div..-.-.-(5031 312-5125

U.S. Plywocd Ccrp. --_..--15031 D! ?'!!!!

Weyerhqcurcr Co. ...--*.-.-.......-...........(503) 312' 5531wiilomctte Vollcy Mfg. co. .....-.............(5031 689'l 440

GRANTS PASS

Twin Horbon Sql$ Co. ...-.-.........-....-----..(5031 179'1656

IAKE OSWECO

Arthur A. Pozzi co' ""(503) 536'8133

MEDFORD

Founloltr Lunbtt Co- Ed.-.-....-.--15091 tl9-192q

Wcndf ine-Ncthon Co. -.-.--.-..-.-.-(5031 772'7063

383-1578

Woyerhqeurer Co, ...--....-........-...-...-...{206} 383-3361

VANCOUVER Ini'1. Poper Co.,/Long-Bell Div. .........---.(503) 285-1300

WIN!OCK Shckrrlowo Corp. ---.----.-..........--.(2061 SU 5.3501 ONEGON

BEND Brcokr-Sconlon coRvArt|5 EV 2.25t1

Con-Fob Equipmenl Co. .---.-.--..-.-.....--.-......(503) 752-2955

EUGENE

Eugens-Willomefte Lumber Co. ....-.-.....----(503) 3.15-0141

frcmonl For.rl Producb -.---.-.-..-...15031 Dl 3-9267

Georgio-Pocific Corp. ......---....---.-.....-....-(5031 315.4356

Peirce Iumbrr Co., Al ..-------..------.-.-......(503) 312.2663

cotoRADo

COTORADO SPRINGS

u.5. Plvwood --...-.-.......-(303) 636-5021

DENVER

U. S. Pfwood .......---.13031 222'1751

Denvor R€lqrve Supply Co. .........-..---.---..(3031 292-9O9O

Georsio-PoGlfic Corp. ........-----------..----......(303) 623.5101

Koppcru Co., lnc. ...-..-...---....-.--.-----..-{3031 534.6191

Wsyerhceuss Co, ...................-.--......----(303) .t33-857,|

OtsITUARIES

SIOY ELTIOTT

Stoy Elliott, formerly sales manager for the Robert Dollar Co., San Francisco. died. He was ?3.

A native of Sausalito, Calif., he was first employed by Dollar Co. in 191? as an office boy. He later spent nearly 30 years working for the company in Shanghai, China. Ile was imprisoned by the Japanese during World War II for almost three years.

He retired from Dollar Co. three years ago.

He is survived by his widow, Marian, of Grants Pass; son, William, San Rafael; two

daughters, Mrs. Jo Anne Hummer, Piedmont, and Mrs. Corinne Millard, Connecticut, Ohio; a brother, P. J. Elliott, Sausalito; three sisters, Mrs, C. W. Bridges, Mrs. J. D. Farrell and Miss Marguerite Elliott, all of San Francisco; and six grandchildren.

CARI A. MOllRE

Carl R. Moorg for many years president of Moore Mill & Lumber Co., Brookings, Ore., died. He was 84.

He was one of the founding fathers of Oakland Hoo-Hoo Club 39 in 1925 and was often elected secretary and treasurer by the club. A native of Michigan, Mr. Moore was a pioneer lumberman in Oregon where he joined his father and brothers after graduating from the University of Michigan in 1907.

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He was honored as the York Rite's Mason of the Year in 1962. He was Most Excellent Grand High Priest of the Grand Chapter of the Royal Arch Masons of California in 1950, also serving the chapter as General Principal Sojourner for three years.

Mr. Moore is survived by his son, Carl R., Jr.; a daughter Evadne A. Moore of OakIand; a sister, Mrs. Roberb M. Mclean of Pasadena and five grandchildren.

A. I$YE IIEWBOLD

A. Kaye Newbold, Pioneer Wholesale Supply Co., Salt Lake City, Utah, died near midnight January 3.

His death was a result of an auto accident November 7, 1969, near Inkom, Idaho. He never regain€d consciousness after the accident.

Complete Custom Milling Facilities: We like them BIGI

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Keeping track of some 70,000 f reight cars over our 10,000 mile system is an understandable problem. Or, was. Now our computerized GOIN (for Complete Operation lNformation) is in fullservice!

From 39 key interchange points, information on every single move by every train and every piece of equipment, loaded or empty, is microwaved to our central computerized "memory bank" complex. And queries on pin-pointed location of shipments can be answered in

seconds, including delivery-time changes or diversion orders.

With its integrated FLO-CON system for controlling equipment availabilities, it also assures more efficient car distribution when and where needed.

For freight service that looks to the future, backed by a century of know-how, you can depend on Union Pacific

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$[mAL[D00m the eu"tity Leader in'70