Merchant Magazine - February 1971

Our. stockrooJIl.

ll makes for a balanced inventory.

Of the grades, sizes and species rough or f inished. Also, there's millwork, moulding, cut-stock. Panelized decking, plywood, fencing.

And a full range of pre-f inished plywood plus other specialty products. All are available from our nearby western distribution centers.

Because we practice inventory management, we supply these quality forest derived products when you need them most.

Today, and for generations to come.

A MILLION BOARD FEET OF HARD. WOOD AND SOFTWOOD LUMBER IN INVENTORY, A MILLION AND A HALF LINEAL FEET OF HARDWOOD AND SOFTWOOD STOCK MOLDINGS IN INVENTORY, THE ABILITY TO MANU. FACTURE HARD AND SOFTWOOD

MOLDINGS, BUILT-IN & SURFACE MOUNTED IRONING BOARDS, DO. MESTIC AND EXPORT BOXES AND OTHER QUALIry MILLWORK PRODUCTS, BACKED BY OVER 35 YEARS OF EXPERIENCE.

PEbllaic! A. D. BeU" Jr.

Edltor Davld Cutler

A$oclote Edltor onil

Adverlilslnc Proiluotlon Mgr.

Rlchard Heckman

Clrculetlon Marsha Kelley

BEPB,ESENTATTVES

NORTIIEBN CALITORNIA & PACITTC NOBTII'WEST

Cd Wood, advertlsln8 and newa, 5 Genoa Place, San Franclsco, Calif. 941iXl. Phone (415) 391-0913. San Eonclrco BtlUDg OftlcG, 2030 Unlon St., San Franclsco, CaUf. 941i,3. Phohe (415) tl46-6(n0. SOUTIIEBN CAIIFORNIA

Ted T1... advertlslnc and newr, 573 So, Lake Ave., Pasadena, Call- fornla 91101, Phone (213) 792-36;23 or (213) 792-4098,

I\TDW YORK

Bllllnsslee & Flcke, Inc', 13? East 3{ith St.. New York, N.Y., 10016. Phone (212) 532-a632.

UIDIVEST Bloharal Eocklet, advertlslng qnd new8. P. O. Box B, Xenla' oruo q538:i. Phone (513) 972-6471.

EDITOBTAL OFFICES

WESTERN LUMBER & BI,'ILDING

MATERIALS MERCHANT 18 Pub- llshed monthlv at 67tl So. Ia,hs AvG.. Pesadona. Callf. 01101' Phon€ (2r3i ?02-8629'or (213) 792-400t bv Callfornla Lumber Merchant, Iic. s€cond-class postage rates pald at Pasadena. Calff., and addltlonal offices, Advertlslng rates upon request.

SUBSCR,IPTIONS

chanso of Addre.s-Send subscrip' tlon orderS and address changes to Clrculatlon DeDt., Western Lumber & Butldtns Materlals Merchant, 573 So. Lake Ave., Pasadena, Callf. 91101. Include address label from recent lssue tf po38tble, Plus new address and zlp code, Subscrlotlon Brter-U.S., Canada, Mexlco-and Latln Amerlca: $4-one year; $?-two years; $g-three year8. Overgeas: S5-one year; $8-two yeara. Slngle coples 501. Back coples 751 when avallable.

acszlne serves the : a,rlzona Lumber pply Assocletlon,

THE MERCHAIIT is an independ,ent nagazine, for the lumber ond. build'ing mnte' ri,ale inifu,stry, concentroting on mer a han disin g, mano g etnent and. occurate, faatunl newc.

AVAILABLE IN LOS ANGELES YARD

1. Laminated Beams, Stairtreads, Bench Tops

2. Western Red Cedar - A11 Grades

3. Roof Decking - A11 Species, A11 Sizes

4. Lam Loc Pecky Cedar

5. Clears Douglas Fir, Ceda:

6. Starter Board & Paneling

7. Fencing, Pecky and Solid

8. Flop Boards and Industrial Items

9. Studs 2x4, 2x3, 1x4 - Dry Spruce

AVAILABLE FOR MILL SHIPMENT . RAIL, T&T, CARGO

I. Studs, Dimension, Sheathing

2. Cutting and Timbers

3. School Specs.

4. Industrial Items

5. Clears

6. Starter Board

7. Siding and Fascia

8. Lam Beams, Including Curves

Fir

Fir

CaIl Frank Bader, Rex Warkentlne, A1 Young Ed Fountaln, Jr., at (2l3) 585-f38f

Hqrdwqre * Housewqres: Profit

rfHIS being our annual Hardware-Housewares r issue, we are discussing, explaining and showing at some length, such things as how best to utilize light efiectively to display hardware-houseware items, how a mass merchandiser uses display boards to educate both clerk and customer and a number of other techniques to improve merchandising skills in this important area.

It is a rare dealer who doesn't devote some floor space to hardware-housewares. And it is also a rare retailer who gets the full potential out of the space he assigns them. While the bigger operations generally do the best job, this is by no means a constant truth. S[e have been in many small town yards that do a near flawless merchandising job.

Successful tapping of the full pntential of the remodeling and home fix-up boom of the 70s and BOs rireans a complete commitment to enthusiastic merchandising of hardware and housewares. The builders of all kinds of housing warn that housing isn't going to get cheaper, no matter what the interest and mortgage rates. Its meaning is clear: a boom in home remodeling and repair and all the possibilities for retailer profit that

means. But there is a big IF mixed up in this. If you aren't properly set up and functioning to serve the customer, he'll quickly be down the street buying from your competitor.

There are a lot of ways to get further involved without the prohibitively expensive step of establishing an entire, full range hardware store under your eaves.

In hardware, pick an area and specialize in it. If high volume and low price isn't your bag, how about limiting your merchandising efrorts to high quality, hard-to-find tools and equipment. Why not try stocking decorative hardwares in depth?

In housewares, why not divide your sales area into smaller sections allowine room for a fireplace/hearth area, another foi soft goods such as a bath shop, perhaps another for a candle boutique, always a popular item with the ladies.

In addition to the trade press, check your association, your suppliers and the trade shows for up-to-date information and inventory. Your own imagination and that of your employees can also supply much in the way of real life ideas and techniques that can expand this important profit center within your operation to its full dimensions.

Mcrchandising cnd Nevs Leodcr Since 1922

How does a.de{er keep business in a tough market? )

Frank Harringtor does it withWesternWood.

II'II'III-TITI-IIIIIIIITIIIIT'IIIIIIII

"Pe'Io,rra^ceist^ .ey,Lotsof dealersmisslhcboat.ButweputtogoIh^.packago5 lailored to the needs of big developers. We carry a big inventory of Western V/ood species and grades. This a so puts us in a perfect position to serve small contractors and retail customers. We've covered all our bases. And in this LA-Orange County market, you have to," WWPA has an information kit that's des gned to he p you cover your bases in the Multifamily builder market. Send for it,

Name

Ad d ress

Display lishtine

good merchandising

pROPER display lighting is vital r to selling. It pulls customer's eyes to the merchandise and encourages them to buy. Moreover, it can be used to direct shoppers through the store, urging them to pause and examine displays of featured goods.

There is no magic about the attrac. tion of proper lighting. To a great extent, buying decisions are the result

Which Kind

Incondescent Lomps

lncandescent lamps have sharply derfined beams which are easily directed to emphasize merchandise. They come in a grent variety of types, shapes, beams, wattages, and colors.

Reflector lamps are most widely used for spotlighting interior displays. The reflectors are sealed-in and never need cleaning. They are available in 75, 100, 150, and 200 watts and in spot and flood beams. For higher internsities, 300-watt lamps are available to produce spot, medium flood, and wide flood patterns.

Color spot lamps of 150 watts with integral dichoric coated lenses produce concentrated beams of amber, green, blue, yellow and red light. They can be used at irrcreased distances from the merchandise.

The tungsten-halogen lamp is ideal for lighting many windows and wall displays because it is small yet powerful. A 250 watt lamp is not much bigger than a cigarette and deliverrs a beam of intense light. lt can be used in compact inexpens,ive fixtures. This type of lamp resists moisture and has a selfcleaning action.

The white metal halide lamp features beam control, long life, and excellent color rendition. lt gives a natural daylight beam which can be used tor general lighting as werll as display. Certain phosphorroated mercury lamps which flatter red colors may also be used.

of seeing. The shopper's eye is drawn automatically to the brightest thing in its field. Therefore, the lighting on a display should be 2 to 5 times stronger than the room lighting.

A good rule of thumb is: The more difficult it is for you to see detail, the more display light you will need. Yet, strong lighting alone will not necessarily tempt customers to buy.

Does Whot

Because of their lower lamp efficiency, shorter life, and high heat load, incandescent lamps are not recommended for general lighting where cost is an important factor.

Fluorescent Lomps

Fluorescent lamps come in various wattages and sizes and are used for general room lighting, large-area display lighting, and for spec,ialized lighting of shelves and showcases. A wide range of shades is available for enhancing the colors of merchandise and the atmosphere of the store.

Warm white and deluxe warm while fluorescent lamos create a "warm" atmosohere and blend well with incandescent lamps.

Deluxe cool white fluorescent lamps produce a "cool" or neutral environment which blends with daylight. They give colors a bright, clear, natural appmrance and flatter customers, employees, and store decor.

Colored fluorescent lamps-blue, green, cool greer, gold pink, and red-produce dramatic effects and colored backgrounds.

Ultrayiolet fluorescent lamos can be used in areas of reduced general light le'vel to create unusual "back light" displays.

Caution: lf you use only fluorescent lighting, the overall store atmosphere may appear dull and uninteresting. You can avoid this impression by combining fluorescent and incandescent light.

By Charles B. Elliott supervisor of prod.uct application servrces Sylvania Electric Products Salem, Mass.

The lighting also should have the quality and color which brings out the best features of the merchandise.

In checking out your display lighting, you should start with your salesroom. Improper room lighting can kill the effects of the best displays. For example, bright overhead fixtures or streaks on the ceiling distract shoppers' attention.

Another distraction is overhead lamps which reflect into the glass tops of showcases and make it difficult for customers to see. One manager corrected this by moving the overhead fixtures so they were just in front of the showcases.

Think about lighting displays after your room lighting satisfies several requirements:

(l) it should be right for your kind of business,

(2) it should not cast shadows over goods,

(3) it should not glare on shelves and counters.

Extra lighting is the key in build. ing {eature displays-ones that sell new items, remind customers of prod. ucts that carry a high markup, or help to move closeouts quickly. Such displays can be made with regular merchandising fixtures, such as wall cases, or with moveable merchandising fixtures, such as tables. The secret is using light that is 2 to 2r/2 times stronger than the light you use on your regular display.

If you have not thought about using your wall fixtures for promotional displays you may be missing

is vital to

opportunities. Shelve, niches, and wall showcases can be made to do an extra selling job by the judicious use of extra lighting.

You can start by locating your lighting fixtures far enough in front of t}le merchandise to provide efrective brightness on all vertical surfaces. Vary the lamp wattage or the quantity of lighting fixtures to project to 2 to 2r/z times the light used for a regular wall display.

lf you want customers to look into showcaseg light them internally. Small-diameter fluorescent lamps are used because they bring out merchandise quality and produce a minimum of heat. However, reflectorized, tubular type incandescent lamps may be used in smaller showcases.

Proper lighting can make common merchandise appear more attractive. For example, the vertical surfaces can be shown to the best advantage by using incident light on a display of opaque merchandise. Incident light is a beam of light falling on a surface. Aim the beam at an oblique angle. If the lower shelves stick out further than upper shelves, they will intercept the light beam more readily.

Lighting Tips For Specific Merchondise

Glass*are, small appliances, and similar items look better when free of distracting shadows. Shadows can be cut out by lighting each open shelf individuallv. Use thin fluorescent lamps with shields and locate them just under the front edge of each shelf. A more elaborate method would be. to use double transluoent glass shelves. Between the two panes of glass there is a thin strip-type lighting fixture which is shielded by a narrow, semiopaque front pane.

Use gerreral difiuse lighting, accented with point.type spodights to em. phasize the beauty of china, glass, home accessories, and giftware.

Bring out the sparkle and luster of hardware, toys, auto accessories, highly polished silver, and other metalware by using a blend of general light and concentrated light sources----€potlights.

Hardwore - Housewqres: '71

A highJevel general illumination is the first requirement Ior a cbseil-back window. An exception would be when you want to achieve dramatic efrects, perhaps by using some spotlights in a darkened window.

Use miniature portable spotlights to accent small display areas, price cards, and specific items in a massed display. Compact footlights help relieve shadows near the bottom of vertical displays.

Recommended llluminotion Levels

The following lighting levels for various merchandising areas are reoommended by the llluminating Engineering Society.

crRcurATror.r AREAs 30 tt8lr^ilJilffil;l

AREAS

SERVICE SE I.F.SE RVICE SHOWCASES AND WALI- CASES SERVICE SE LF.SERVICE FEATURE DISPTAYS SERVICE SE LF.SERVIC€

DrsrRrcrs

*A footcandle equals tie illumlnation talling on a surface 12 in. x 12 In. In size from a candle I ft. away.

Massed window displays are often lighted with overhead fluorescents which are supplernented by closely spaced clear incandescent lamps. Metal halide lamps can also be used. They give a highly contrasting light with many of the best display features of combination fluorescent-incandescent systems.

Slory s] q Glclnce

Specific information on how you can update and improve your lighting how to make sure the customer sees the hardware and housewares you have on display.

The more direct lighting of tungsten-halogen lamps is especially efiective on high-style displays. Dichroic and other color filters may be used to produce colored light from lamps with white beams. Eye-catching mobile color efiects can be-provided by automatic dimming of switching cy: cles. If you center each principal display between two or more adjustable lights, you can have extra illumination for emphasizing the display and for overcoming reflections on the glass.

Fixures for special display lightirtg can take maay forms. Some downlights can be almost completely hidden in the ceiling. Other exposed, bullet-type units are availa-ble in at tractive geometric shapes, which flatter a store's architectural decor. Flexibility is the feature of many fixtures. They will accept a wide variety of lamp wattages and beam patterns. For rapid rearrangement some fixtures can be plugged directly into an electrical busway track. Other units con. tain built-in silicon rectifiers or s-pe. cial ballasts which allow wide-ran6;e dimming of light output.

Efiective lighting design requires a blend of arg engineering, and experience. Architects, electrical engineers, or interior designers can help with overall store lighing. If you are remodeling, assistance may also be available from electrical utilities, contractors, and lighting equipment manufacturers. Several lamp companies publish brochures which key their product features into specific mer. chandising areas. Some lighting dis. tributors often employ personnel who can help in up-grading store lighting.

Hsrdwqre - Housewares: '7|

Good use of graphics

FXPLAINING to your doit-your- r:l self customer how he actually goes about doing it when he wants to repair that leaky faucet at home is a problem that plagues all retailers of home use items.

One of the best ways we've seen to cope with the questions is a series of display boards that has been worked up by Warren Voth, display manager for the Handyman Hone Center chain of stores.

The well-thought out and visually attractive displays all carry the headline "Handyman Helps You (Fix A Faucet. .. Install Panelling... Repair Toilet Tank Plumbing)" or what have you.

The primary purpose of the boards is to help the sales clerk show the customer how to do common home repairs and projects himself. Set up to show such things as the working parts in a faucet or toilet tank, they graphically present

PIUHBlllG repairs are made understandable, if not easy, by using these well-done displaysTaking the mystery out of how to "deityourself" goes a long way to getting the inventory sold.

an understandable explanation to even the dullest thumb banger. Some of the displays even include instruction sheets that the customer can take home to study in leisure.

Story oI o Glonce

Visual displays can be an invaluable help to you and your customer in answering the inevitable questions of how to do it. Side benefits include painless training of both clerk and customer.

"So many large stores have thrown service out the window," Voth explains, "I feel'we at Handyman have to get the service back in and keep it an important part of our growth."

He says the feedback they have received from the displays has been overwhelmingly favorable, both from the customer and the clerks.

The new visual aids displays on wire and pipe, as well as the BendixVisador one on moulding, are now in all the chain's California outlets. The faucet display board is now

in most all stores and a paint display is being designed.

Voth is always on the lookout for trouble spots in merchandising various items so that the right display, to do the right job for the customer, will be on line when needed.

PANELIIIG display identifies components s.uch as furring strips, different kinds of moulding and stud platei. The consumer is often baffled bv such trade talk and welcomes a chance to eiucate himself without betraying his lack of knowledge.

Locks: Past and Present

| ( )CKS Irave exi"ted fur nranl tlrouL sands oI y'ears, evt'r since rnarr first rolled rocks or other types of barriers in the entrl' way of his living quaf ter-q.

Lc,cks as we know thcrn todal- are hclieved to have originated in China. sevelal thou-.and years belore Christ. Some e-ri-.ting erarnples of ancient locks still are as ,qecrlrc as heav1. locks manufar:tured in Europe in tlre l7th and l{ltlr centuries.

1'lre earliest locks are generally attributcd to N'{esopotarnia (prcsent day Iraq) and Lgypt. These arc bclieved to lravc been made approximately 1.000 r'ears ago. Early locks also have bccn found in Japan. t]re Faeroe lslands an,l in \orwa1

Story dI d Glonce

The long history of locks, from earliest use in China to our present security conscious day . a typical hardware-houseware type item, they are often purchased by the men for their utilitarian value and by the women for their good looks.

Sorne of these bcar a resemblance to the nrodern tumbler lock in that they have locking pins that arc raised by irrserting a specialll. designed rvood lever to li{t the pins into a "ncutral" position and rclease the bolt. \\-hen the lever is withdrawn, tlic pins drop into the bolt to hold it firm.

1'lre present day tumblcr lock lias "tunrblers." or pins. that are raised by. irrscrting a kev. tht'n turning the (CorLti.rr.ued on ltugc 13)

3 MODERN lock plant in action' about 20 mil; lion doorlock parts are plated each year at

this Weslock finishing plant in Huntington -3 Park, Calif. Girls place knobs, rosettes and

other parts on plaiing racks, which are then

dipped in maze of plating tanks. Final Assem-

bly (center) for cylinder locks. Here parts

are assembled intb complete lock, tested

and packaged. Next step (lower) is pallet-

ized. svstemized warehouse. Thousands of tr locki hive less than a 48 hour stav here.

Hardwore - Housew dres: '71

t^ -.- -uterized hardware supply aids dealers LOmp

fiVER the years, the suppliers of ware of Long Beach, Calif., for ex-

and with the aid of a computer, v hardware and housewares to the ample, has a merchandising plan that printing labeling tickets and price retail lumber and huilding materials incltrdes displavs, inventory eontrol tags. merchant have evolved and changed

The labeling ticket is a unique unit asmuchastheyardsthey5grvg.foreachitemgivingsuchinforma-|

Asthelumberyardhasincreasing- ?r_ _ -a /^t _-__ tionasthesaleshistoryof theitem, ly become the accepted ,our"" f* )fofy OJ A fgfGfnGg an ordering number u.rd u *urr,rfu"all the goodies that go into the home, Hardware-houseware suppliers ,,tti"g, description for identification. the hardware-housewares suppliers m-o-re anO more are bi5fti;; Included on the labeling tag is a fi-g. have increased their ways to serve merinJnOising aiOC *itfi com: ure.for maximum stock level to be this new customer. puter data to -better service the used in an inventory control pro- tnrs _- putef tO bettef SerViCe usecl

Most western suppliers now offer burgeoning do-it-yourself/com- gram, the unit for pricing and ordermrteh more than merchandise to the plete home center. ing and the all important retail price. retailer.AmericanWholesaleHard-Thepriceticketsusemuchthe same system and includes the customer's choice of name and the price.

In addition to offering store layout design they act as merchandis, ing and promotion consultants and work very closely with the store during the buying function. In some cases, they actually do the buying for the store.

Several years ago they introduced a program called the American Eagle Association designed especially for the independent retailer.

This program ofiers such features as reduced inventory costs, drop shipments, based on the requirements of manufacturer, and a relay program buying in standard cartons with minimum requirements.

To fully promote the store and the items carried, a catalog mailer is made available to he -uil"d by the individual store or American Wholesale Hardware. Instore display and promotional kits are also available.

For the future, this lirm, like some others, plan a telephonic order sys. tem feeding the orders right into the computer. If they can just train the eomputer to deliver them within the hour, we'll have it made.

1{lNE facts on this price ticket mean inventory and re-ordering should go faster and with fewer headaches.

C0MPUIER is used in this example of a modern inventory system to put a number of kinds of information on the bin tag. Eight separate items appear on the face of this tag.

PIC g5 I (XUTRE

'ttlcking [s*rood Prcducfs

lffi assembly in L&L's nsw f0,tl00 sq. ft. plant; firm has warehouse in San Jose. Lloyd Swindell flower left, seated), president, drd vp. Lee Stroerner. Fhm ewrploys 60.

Started in 1953, they have become one of the West's leading manufacturers of redwood tubs, planters, lau'n edging, tree stakes and hellis material.

Approximately 2.5.3 million bf. of redwood are used each year. Arcata Redwood Co. supplies shop and clearsl other principal suppliers are D. C. Essley & Son and South Bay Redwood Co.

trkw Flrm Sells for Koppers

American Spceies Lumber Inc., which opened its doors the middle of last year will sell Koppers glue lam products manufactured at Sumner, Wash., according to Les Neadeau, president.

Associated with Neadeau at the Sacramento, Calif., wholesale firm are Ed Fowler, Wayne Bahr and Josephine Potter, like Neadeau all formerly were with Hedlund Lumber Sales Co.

Koppers maintains a western sales headquarters under Carl Alffeldt.

$Oil|ETHIilfi ilNlT H

TBCHITACTUIilI, ||B$Ifiil . . .

If you've ever wondered where all those outdoor redwood itemg that are so popular throughout the W'est come from, chances are pretty good that they may be from L&L Nursery in Chino. Calif.

HISTORY OF TOCKS

(Continued lrom Page l0) key to free the lock. Withdrawing the key drops the tumblers once more into the cylinder to lock the door.

The Romans are credited with inventing metal locks and keys and the ward system. Wards are projections drdund tJre inside of a lock which allow a key only with the right design to pass them and unbolt the bolt.

Locksmiths reached the peak of beautiful design and craftsmanship in Europe during the middle ages when delicately handcrafted-but stronglocks and keys were produced, particularly in Germany.

Since then, numerous types of locks have been 'invented: combination locks, time locks, tubular, cylindrical, unit locks, night latches, and water locks.

Today the most widely used locks for residential entry doors are tumbler locks because of their security combined with reasonable cost.

These new exciting, lightweight, decorative and easy.to-install beams are wood-like in appearance, made of rigid poly foam and they are extremely economical.

are available in a wide selection of beam sizes, wood finishes and decorator colors.

A telephone call or letter will receive immediate attention from...

The Name of the Game: Sales Promotion

by Vol Montegronde

Advertising ond Sqles Promotion Mgr.

Aiox Hordwore Corp.

TO u large extent the predecessor r of todav's lumber and buildine materials store was one up on us. These general stores, mercantile stores or dry goods stores, were in most cases the center of social activity.

In those days "advertising" and tosales promoting" were done on a one-to-one basis. Service was truly personalized and communications were at the "gut level."

'We can't resort to such techniques of merchandising . our markets just won't allow it. One basic reason is that they're just too large a market group.

For instance, let's just quickly review some statistics. Our market research has indicated that younger families (female head under 30 years of age) account for the highest incidence of buyers (and this group gets larger and younger due to population growth). Yet, the important age group today, from the standpoint of dollar potential, is still a youthful 35-39 years old.

Even though families with incomes of 12,000 or more account for the largest share of buyers of cabinet hardware in terms of dollar volume. families with lower incomes ofier the best opportunities since they spend more per family. These are virtually untapped market groups. Our research also indicates that a substantial number of customers purchase on impulse and are swayed by point-ofsale material.

How much do they have to spend?

If you can motivate these groups into the store, then the average amount spent by those customers that do buy is nearly $20 per household on our line of merchandise alone. There is potentially over $100 million a year in sales to be had in cabinet jewelry and home security items.

Sfory dI d Glonce

Cooperative advertising programs can go a long way to helping you promote your operation as a consumer source for hardware and houseware items . . . a number of promotional methods are reviewed.

The next obvious question is how we reach this complex market? The name of the game is sales promotbn. Until recently there has been no firm in the cabinet hardware or home security device industry that has recognized these merchandising hurdles and offered a solution, until now!

In the beginning of this year, our company was the first in the industry to ofier a cooperative advertising program for our line of cabinet hardware and low cost home securitv devices. The plan is simple, we wili pay to any lumber or building materials merchant 5O/o oI his Ajax advertising costs if our goods are stocked and displayed.

The benefits of co-op advertising are obvious:

E An organized directory and file of ad mats, electrotypes, slicks, etc., is continually be' ing up-dated and maintained by Ajax for the merchant's uso.

tr The simplified and standardized performance standards of an independent clearing house assures the merchant quick repayment of co-op expenditures.

E More retail advertising is made possible for the merchant at a lower cost due to the manufacturer paying a percent of the total cost.

n Ads can be placed at the merchantos local earned rate, often times insuring lower rates.

! More "co-operative advertising" is possibleo leading to ce ordinated promotions at a national and local level between the merchant and Ajax' The total promotion concept should be carried out at the store level as well and not begin and end on the pages of a newspaper.

Signs at the point of purchase should direct the customer to specials and sales. Larger chains or independents could ofier a variety of promotional services to the do-it-yourselfer.

For instance, clinics or workshops opened to the public and held on the premises could instruct and educate the consumer to new techniques and materials. Ofier clinics on furniture and cabinet antiquing or refrnishing, picture framing, screen door or window installation, etc.

The merchant might find a book or magazine rack on how-to-do-it ideas of great value-(some literature is offered free from manufacturers and associations ).

Also try appointing a store official as an official "handy-man answerman."

We must be continually prepared to meet the needs of consumer demands. We are in a market where tastes are quickly changing and we are in an industry that is being deluged with new materials and products. We must remember that in the final analysis we have to communicate to a large segment in the most economical way . and the name of that game is advertising and sales promotion.

NEWS BR!TFS

/\iloney rates continued to plummet lower in respon€e tct Presiden.t Nixon's mlaes to hypo the economy coupled with a seri' ous lack ot' borrouer action that had the banks falling all over themselves t0 cut the price they charge for lentling money

The big banks in New York cut their prime lending rate twice in trvo business days, the tlt'ird cut in a month other banks reluctantly fell in line with the 6/a rate .., home m.ort!:ege rates next came under fire, with the banking biggies in N.Y. lon'ering the lending rate to 71/a/o fron 7I/27o, the first time in recent. 1'enrs that major banks o{Teretl rates below that state's 71/z% ceiling

The Federal Resert,e Boord, in a widely anticipated, though separate action, cut to 5/o t'ronz 5r/+% the discount rate at 6 of the 12 district Reserve Banks the lowering of FHA-Y.4 interest rates Io 71/Z% by the government from the ptiar B/o rate was immediately hailed by many as an importont im,petu,s to lift housing produclion

Some bankers now predicl ytrime ra.tes uill be changetd more olten and by smaller amounts; the banking industry hopes this will help diminish holh the glarr ol publicity and the r:riticism tbe industry has suffered {or charging high interest lates

H ousing stcrts in December (latest figures available) hit the higlrcst rate in 20 years, I,987,000 at an ann,ually adjusted seasonal rate an optimistic George Romney, HIJD secretary,

has predit'terl 2 milLion slarl.s catt be achicvecl in 271: he also rerealeii that he has "frozetr" all rxisting Sec. 235 funds becau-"t: of alleged abuses, an investigation is txpected

I)amoge in cxcess of $100,000 was sufTered by l]oise Ca*"cade's ]Iedford, Ore., yard rluring a se\ere n'intl antl rain storrn more than $500.00A domage was caused by a gelneral alarm fire at Ellingson Lumber & Timber, Baker, Ore. during December , .

Pope & TaLbot is inve-"ting $-1 million in expanding their Oakridge, Oregon, forest proclucts complex 12 netu plynootl plttnts are schedulecl to come on line in '71, accortling to ,\P.\ e\ec. \'l). Bronson [,ewis, who also forecasts clemand at l5.B billion sq. ft. . the average 1970 plywood Jrrice rvas below the avt-'rage for both '5ti and '59, AP'\ notes

{ ..S. Plt u'o,td -Chnm1,i,tn Pepcrs net and sales droppetl shorply in '70, clown from $2.07 a share to 97 !:, sales t'eLl from $1.19 billion to $1.i15 billion.,. Euuns Products. while declaring the usual 15d cash clir,iclend. har.e put ofi until April consideratiern of their annual 4ft, stock dividend.

Willarnette Vattey Mfg. Co. has agreed to sell lOO% of its stock t<r Bohemia Lumber for an undisclosed nrice S{allco in Phoenir and Freclericks-FIansen" l,os \ngeles, are F'lecto's neu'es! distrilrutors . the Small flu-"iness Admin,istration and the Bank of .\merica havt' a joint program to lrrovide SB,1-gu,aronteed reuoluing lines of credit to small builtling contractors

F irst figures on honre remodelittg in '70 show' an int'rease to ,$ 15 billion from the $13.5 billion spent the previous year

lllll) Secretttrry Ceorge. Rom' nr,_r.. rrho trvit:t' has lruhlicly rernarkt'rl about a "timber shortagc," has tolrl the Nt'1. F'orest I)roclucts A-.sn. his choice of n,crrrls rvas "inaduertcrtt." und tlutt, hc rcgrets maA'ing the slrttements; his choicc rif words hncl earlier blought loutl screarns frorn itrrlustrt' relrresentatives who prole.tetl tlr,'il ittacr-uritcies

Prr:siltrtt Richard ,\i:ton has askecl labor and rnan,agement tt-l tlevise a plan u,itltin liO clays that rvill "st:riottsly ntodit't' the u,ageprirc sltirrtl" in lhe consllrrction industr-y; many observers feel optimislic that sornething rvas clone to help cope rvith the inflation 1,r,,lrlern. ltttl ttonrler ttt its acIunl alJr:ct

'l'he only thing arouncl to prevent a "phenomenal )'e(tr" in housing, according to Business trl" ce.k Xlagazine, is thc rapicl increase in home ltrices, the irzcreaserl S4ranting o/ .srr&sidies by the {eds should offset the price factor, they feel u. 2 year f,ght over methods for splicing veneer sections has heen settled rvith a licensing agreement between Simpson Timber ancl two Oregon firms, Leacling Pll wood Corp., Corvallis, and ll. \'. Prentice Co., Portlancl

Re sidt:n tiaL constr uction promises ro Lre the .trongest performer in the priuatr: sector of the economy this yearo forecasts E. C. Spelman, president o{ the N{ortgage Rarrkers \ssn. . . tth,,lesaler-distribu,tors surveyed bv their national assn. predi'cted a 10/r rise in snles, c 6/o increase in profits, for both durables antl nonclurables .

Sun Lumber Co., San Pedro, Calif., has purchased the inventory, equipment and lease to 12 acres r:f land of Bornett-Associates-Lumber, Los Alamitos, no major personnel changes are pianned: no selling price was disclosed . . . WWPA has held a number of meetings with builders erplaining the new lumber standards.

Pacific Coast Yellow Cedar

SNN@@TH SELLIN

by George N. Kohn, Morketing Consuftonl Co|rright-Gcorgc N. Kahn

Pqlience Poys Off

One of the goals in today's business world is instant success.

This is particularly true of sell' ing. The young salesman often wants to make $30,000 a year by the time he's 25, become a vice president at 30, and own the firm at the ripe old age of 35.

In the dynamics of American industry this is not impossible. But it is not probable either. The Horatio Alger story is more of a literary oddity than a pattern for success.

The young salesman should be patient. If he is brainy, hard-working and conscientious he'll get to the top. And when he does arrive there he'll be better equipped to stay there.

M|IIIEST G|IATS FIRST

A salesman, who is started on smaller accounts, can thank his supervisor. With a less important customer he can stub his toe occasionally without doing irreparable damage to himself or his firm. One mistake with a big account could mean the difierence between a good and bad year.

Recently, I had lunch with a friend of mine, Mel Boyd, who runs an advertising agency. He was looking glum and I asked what the trouble was.

"I just had to fire one of my best young executives," he replied.

His story was sad but meaningful.

A few months before Mel's agency had snared one of the giants of industry as a new client. Everyone was jubilant.

A promising and talented young employee, Ed Rand, begged for the job of account executive for the new client.

'oI had some reservations about Ed because of his youth and relative inexperience but I decided to take a chance on him," Mel recalled.

nEPRlllIs Fon SAtESilEll , $is is a condensed version. Each lesson is available in an expanded form, In a 4-page brochute, slze 814111, prlnted in 2 colors on white glossy paper and ls 3-hole punchod to fit any standard 3-ring binder. Each sublect In thls expanded version ls fully and compl€toly doyeloped In conptehensive detail and l!c!udes a self-examlnation qulz for salesmcn, Prlcos are as lollorYs:

b

Ed was given a 50 percent increase in salary to match his new status but a{ter a {ew weeks he demanded and got a 100 percent increase.

Said Mel:

o'He had me over a barrel. I didn't want to change account executives and disturb a relationship with the client."

My friend would have been better ofi to have put a difierent man on the account. In three months, Ed lost the client. He just hadn't been ready for that big an assignment.

Mel said he was forced to let Ed go because of the big salary he was drawing.

"I couldn't return him to his old salary and yet there was no justification for keeping him on the new one. I lost a good executive and Ed lost a great opportunity."

"I C()UID HAYE D()NE BETITR"

Salesmen without sufficient experience are.quick to spot the errors and weaknesses of older hands. If a veteran salesman has dropped the ball on an account, the younger man is likely to sayo "I could have done better than that."

It never occurs to him that perhaps he couldn't have done as well. Often a remark of his type is made without knowledge of the circumstances.

The younger man should find out the facts and then ask himself if he could have done as well under the same conditions,

IHE WAITI}IG GAME

The right approach to waiting in a reception room is this: If you have the time to wait, then wait. If not, tell the secretary or receptionist you'll be back later.

If you do wait, make the most of your time.

And don't start thinking nasty

thoughts about the prospect. Unfor' tunately, there are a few buyers who keep salesmen waiting because it makes them feel important, but most will see you as soon as they can.

John Marsh, purchasing agent for a big ceramic kiln and {urnace company, told me a revealing story. One morning he was especially busy see' ing callers one right after another.

About II:30 he took a bleather and stepped out to a water cooler in the reception area. Suddenly, he felt his arm being grabbed. John turned and found a salesmano his face livid with fury.

ooWhat the hell are you trying to do, make a fool of me?" the man shouted. "I've been out here two hours while you've been seeing people who came in long after me."

The salesman continued to berate John further, not even giving him a chance to reply.

Finally, the purchasing agent was able to find out what happened' Shortly after the salesman had announced himself, the receptionist had been relieved by another girl. The first girl somehow had failed to pass on the salesman's name to her relief. The buyer didnot even know the man was waiting.

When this was explained to the irate salesman he apologized profusely.

'oI accepted the apology," said John, "but I could never really feel at ease with that guy again and eventually his firm sent somebody else over."

How patient are you? If you can answer "yes" to seven of the followi.g questions, patience is one of your virtues:

(l) Do you believe that a small territory can lead to a big territory "r,r.rXr ffnh1rg

(2) Do you make your prospect waiting time pay? Yes ,n No D

(3) Are you patient with a prospect even though he may not agree with everything you say? Yes I No D

(4) Do you reserve judgment of others, even when it seems they have erred? No !

(5) Do you look for a cause before condemning a prospect for keepineloufl.,r',[ft.

(6) Do you feel that success follows effort, not wishing? Yesn NoD

(il Do you look for examples of patience in others and try to emulate them? Yes! Non

(8) Do you wait for a good opening when a prospect is making obir.,,fJrrtl No !

(9) Are you patient by nature? Yes n No .tr

(10) lf not, are you working to curb your im. patience? Yes D No !

The Sibt6 arffihe{$lass Door Seri.es the durahle

door by

Bt[-AlR D00R C0.

The $ib6lkr Series is the most realistic reproduction made today; pre-finished to the feel and the look of fine woods. Majestic Walnut, Antique Avocado and Warm Desert Cold.

The Sibdltar line is made of fiberglass reinforced Polyester for stronger and longer life.

MANTICA * *

FINISHES Majestic Walnut, Antique Avocado and Warm Desert Gold

IEATURTS

o WEATHER RESISTANT

. SEALED IN PROTECTION that no paint can give

. STAIN RESISTANT

r Doors are PERMANENTLY PRE-FINISHED

o DURABLE, DEPENDABLE

o STRONGER with ability to take more imoact

o Authentic Realistic Reproductions

o DESIGN two sides

SIZES:

STANDARD THICKNESS . .t3/+"

STANDARD HEIGHT .....6'8" AVAILABLE IN,......7'0" WIDTHS. . ARE STOCKED IN 3/O ARE STOCKED rN 2/6 218 3/0

PTEASE

Rondell's feature Driftwood back.

fences

GALEN DAR

FEBRUARY

San Francisco Hoo-Hoo Club 9 & Oakland Hoo-IIoo Club 39-February (date to be announced) joint meeting, Nite at the races, Bay Beadows.

Building Industry Assn. of Calif.-Feb. 2-24, second annual modules and mobiles serninar, Anaheim Convention Center, Anaheim, Calif.

Western Building Material Assn.-Feb. l3-March 2, post convention tour and management conference, Costa Del Sol, Spain.

Home Manufacturers Assn., Feb. San Francisco, Calif.

Phoenix Hoo-Hoo Club 72-Feb. gram, place to be announced.

14-18, annual meeting, 16, golf & dinner pro-

Imported Hardwood Products Aesn.-Feb. 18-20, 15th annual convention, Erawan Garden Hotel, Indian Wells, Calif.

Hoo-Hoo-Ette Clubs-Feb. 2O national board of directors meeting, International Hotel, Los Angeles, Calif.

Los Angeles Hoo-Hoo Club 2-Feb.20, Valentine Day Dinner-Dance, Royal Coach Inn, next to Disneyland, Anaheim, Calif.

California Retail Ifardware Assn.-tr'eb. 2l-28, convention and show, Del Webb's Townehouse, San Francisco.

Oakland Hoo-Hoo Club 39-Feb. 22, sports nite, place to be announced.

Building Industry Assn.-Feb. 23-24, "modules, mobileS

seminar, Anaheim, Calif.

Lumber Merchants Assn.-Feb. 28-March 2, 6th annual top management seminar, Asilomar, Pacific Grove, Ca.

MARCH

Phoenix Hoo-Ifoo Club 72-March, "St. Pat's Basharoonie,,, place and date to be announced.

Rogue Valley Hoo-Hoo 94-March 3, manufacturer's night, Rogue Valley Country Club.

Western Decorating Products Show-March 6-2, Anaheim Convention Center, Anaheim, Calif.

\Mestern Wood Products Assn., March g-12, spring meeting, St. Francis Hotel, San Francisco.

Pacific Southwest Hardware Assn.-March 12-14, west coast hardware-housewares exhibit, Convention Center, Anaheim, Calif.

American Institute of Timber Construction, March 14-20, annual meeting, Sheraton, Maui, Hawaii.

Mountain States Lumber Dealers Assn.-March 17-21, annual housing'and building products show, Currigan Exhibit Hall, Denver, Colo.

Woodwork Institute of California, March 18-20, 20th annual convention, Hotel del Coronado, Coronado.

d,istributed

2719

THE KEY CORPORATION

WHOLESALE LUMBER

191 No. Lila.c. Box 189 Rialn, Calil.

Teleplnne Area Code 714 875-2060

Mnnufoctured Housing's Growth

A 2OVo increase in the production of factory-built housing in 1971 has been forecast by the National Association of Building Manufacturers, which supplied the chart below and notes that such housing has increased tenfold since World War II when home manufacturins emerged as an industry.

25 Year Growth rate for permanent mfrd. housing*

Crqne Mills Hqs Joined The l. Q. Club

The huge smoke stacks that have towered over the Crane Millst sawmill at Paskenta for years were recenfly taken down. They and the large waste-fed furnaces that provide heat and steam for the dry kiln operation have been replaced with new automatic equipment that is virtually smoke free. Straighter, more uniformly dry lumber fu another plus feature of the installation' which also includes completely new kilns.

A new burner has also been installed that has reduced smoke emission by 7SVo-EOVo in the dfuposal of waste that is unusable.

Cleaner air and better lumber are definitely tte results obtained from joining the L Q. Club O Quit Smoking).

Monufqcturers of Quolity

Douglos Fir, White Fir

Incense Cedor, Sugor Pine

Pondeross Pine

Ofrice: Corniag

Plant: Pashenta

By R0SS KINCAID executive vice president

f\OMPLETE coverage of our big U egth annual convention and exposition will be in the next issue of The Merchant lllagazine. Because of the printing schedule of this issue' the Portland-based event, held the 4-6 of this monfh, will be covered in the March issue.

We had good crowds and good reactions to the two selling skills workshops we held last month in Portland and Tukwila. Co-sponsored by The Western and Owens-Corning Fiberglas, they were under the very capable hand of instructor Bob Jones, a real pro.

Will we have price and wage controls? At this point, it is anybody's guess. The President's position is strongly opposed and yet...

(1) He is more concerned about inflation than ever before.

(2) He does have authority to impose contmls.

(3) Labor unions seem to care less about the guidelines.

(4) Certainly we (the public) are more aware of the threat of inflation. More businessmen are talking about the requirement of controls.

You should consider the possibility of controls. Good record-keeping is important. When controls were aPplied before, prices were based on records of three to nine months before

the effective date. We suggest You maintain good records of actual prices and the quality, gtade and sizes to which they apply.

Wage-hour checks are taking place, Some investigations are costlyl we suggest you eliminate problem areas prior to a check up by the Department.

These generally are:

(A) Failure to pay overtime at one and one-half times the employee's regular rate of pay for al overtime hours.

(B) Failure to pay ai' least the minimum wage to part-time or elderly employees-such as students ot persons on Social Security.

(C) Improperly considering certqin employees as exempt from the overtime provisions of the WageHour Law merely because they may be salaried employees or office workers.

(D) Improperly considering that because an employee has a "management sounding" title he is exempt from the overtime Provisions,

sey, Lindsey Lumber, KalisPell.

By R. V. PETERSEII executivG seffetary

IOR Montana building material deal- ers. 19?1 started with somewhat more than the usual mid-winter activity, thanks to the convening of the state legislature.

Inevitably, the major problems center around money and taxes.

To help dealers increase sales and so position themselves to meet the anticipated rising tax load, a Selling Skills Workshop was sponsored by MBMDA and Owens-Corning Fiberglas with Bob Jones making the presentation.

Dealers in the Helena area benefited from an explanation and clarification of the new lumber grading rules, new sizes, and revised span tables at a meeting with Chet Cowan of the Western Wood Produets Association.

It is a pleasure to announce the addition of the following new dealer members to MBMDA rosters: L. P. Schoonover, Schoonover Building Sup- ply, Ronan; E. H. Stephanson, Falls Building & Electric Supply Co., Thompson Falls; M. J. Kyle, Polson Building Supply, Polson; Dave Lind-

After more than sixty years of activity in the retail lumber industry' Ed Noble. Noble Lumber Co., Kalispell, has opted for somewhat more leisure and freedom. It is hoped that he will continue his contacts within his wide circle of industry friends. The business operation will continue under the management of Dave Lindsey, the new owner.

Renewals from 1970 associate members was a gratifying 100%. In addition, we are pleased to rePort the following new associate members for 1971: North Pacific Lumber Co., Portland; Viking Industries, Portland; Randy Skeie, manufacturers representative, Boulder, Colo.; OwensCorning Fiberglas Corp., Spokane; Palmer G. Lewis Co., Spokane; Weyerhaeuser Co., Spokane. A hearty welcome to all these staunch supporters of MBMDA.

THtr ARIZONA

SGENtr

By FRfTNK DAVIS executive vice president

fN eonjunction with the joint coating ^ forest products industry steering committee, our association co-sponsored with that group a wood finishing seminar held February 11 at the Executive House in Scottsdale. This was a continuation of our association's wood promotion program

in bringing education to the builder' desigler, painting contractor and spec writer on the ffnishing of wood. Speakers on the program included:

(1) Don Laughman, Simpson Timber Co.

"Natural Finishes for Wood."

(2) Robert Bruhn, Sherwin-TVilliams Co.

"Painting Wood."

TTHtr SOUTHLAND

By WAYNE GARDNER executive vice president

THIS being the annual Hardware- *. Houlgwqres issue, it seems logi- cal to talk about these items in rela- tion to the retail lumbermen of southern California.

_ During the past seven years there has been a great increase in the ?.mo-un! and types of hardware par- ticularly handled by the retaiiers. More and more frequenfly requests come in for a hardware specialist from lumber dealers. In this same vein, more talk is heard and action seen wherein the retail lumber dealer remodels and enlarges his operation, gets new display cases and lwitches hrs customer mix from an unbal_ anced contractor-consumer relation- ship to a balanced contractor-consumer relationship. In some instances

the scales may actually tip in favor of the consumer.

This brings up the problem, for some, of how to handle the two different customer types. But it can and is being done, with a resulting increase in the profitability of the entire operation. Another problem new to many lumbetmen, incidentally, is that of shoplifting. To assist with this, the association will soon be offering for its members, the. services of a "loss prevention specialist."

Merchandise categories vary but basically all carry what would be construed as standard home improvement lines. Some stock builders hardware; others even stock fire arms and ammunition and sell huni,ing licenses. Not all items are applicable to each location. To determine the best bglance for your merchandise line through inventory control is one of the Eecrets of success.

(8) Thornas Batey, Arrerloen PlY. wood Agsociatlon

"Finiches for Plywood."

The wood promotion sommittee a.P" proved the lay-out of o wood brochure entitled "Beautilul Facts about Buil'ding il)ith Wood." It is now available.

Dealers should be aware of new qualiffcations for drivers of commercial vehicles that became efrective Jan. 1. Yotrr association ofrce is working on cla,riffcation of, these regulations and will be advising mernbers on compliance.

New membere recently signed are Mission Insurance Co., Phoenix, an associate member, and Wood Bros. Lumber Co., Tucson, Johnson-Manley Lumber Co., Tucson, and Border Building Supplies, Douglasr as regular members.

As housing prices go up due to increased land, labor and interest rates, more and more people will turn to improving and expanding their present homes. The retail lumber dealer, who is the building materials center for the area, is the logical place for these people to go for their needs. At one place they can obtain ideas for improving their home and get advice oR reputable contractors to do the work. If the project is beyond the capabilities or time limitation of the home owner, or, if they choose to do it themselves, all their needs cen be supplied by the lumber yard-ideas, material, tools and even financing.

For the retail lumbennan who has not been involved in this field, there are many classlc examples of well designed arrd vely functional building supply centers witlln the couthern Californla area.

The range of sizes of thcge op€ra' tions is quite broad. If You are thinking of expanding your preeent hardware line or adding hardware as a new feature in your storo 8nd stant ideas, check with us. interested parties can be furnished with loeations of the size and type most closelY aP plicable to their situation. Agaih, another service that can be rendered for members of the Lumber Associetion of Southern CaliforniE.

Two Promotions ot AFPC

American Forest Products Corp. vp. Jack Ford has announced two promotions in the building materials div.

to coordinate marketing activities for the division's rapidly expanding product line which is becoming more closely oriented to the end user type of customer.

Duart, a WW II veteran, joined American in 194? at the Stockton location after completing his education at University of California, Berkeley, where he received a B.S. in Business Administration with a minor in Forestry. In 1967 he was named regional manager for the northern California distribution yards.

James M. Duart has been moved to the newly created position of marketing manager; Seth J. Potter will take on expanded responsibili. ties as regional manager for all the company lumber and building products distribution centers in California and Arizona.

According to Ford, the marketing manager position was designed

Seth Potter, who since 1968 has been regional manager of the com. pany's Southern California distribution yards, will take on the additional responsibilities for nothern California previously handled by Duart and also that of the Phoenix. Arizona yard. Potter also joined AFPC at Stockton in 1947 after receiving his degree from the University of Pacific.

EDP System for Deolers

The need for an industry-wide EDP system for retail lumber and building material dealers who have annual sales of $500.000 or more has long been recognized.

C. W. Nortz of Management Advisors, Inc. has developed a program based on his Standardized Accounting System that has had industry.wide exposure.

Some of its important features are:

(l) All accounting done in the dealer's location by his employees. (2) System is based on his Standardized Accounting procedures. (3) Program includes computer made by Bur. roughs Corp., all programming included, forms and l0olo financing (leasing arrangements for up to five years to qualified dealers). (4) Cost of the complete system is less than $40 per month on a S-year lease.

Seth Potter Jim Duart

&

HARRY MENDENHATT executiYe vice president

Lumber Merchonls Associqtion of Northern Coliforniq

45,16 El Conino tst, Suitc O lo3 Altos, Callt, 91022 (4r5) 9,ar-r6r7

fT is once again time for the Annual ^ LMA Top Management Seminar. This seminar has become as much a tradition of the Lumber Merchants Association of Northern California as the annual convention. This year will mark our sixth annual Top Management Seminar. The response to each has been outstanding, however, I wonder if the members take full advantage of the opportunity.

This year'S seminar will be held at the Asilomar, Pacific Grove, Calif., Feb. 28, Mar, 1-2. Owners, managers and top executives of retail lumber yards will gather for three basic purposes, The first is to listen to and question experts on the subjects of economic evaluation of the housing industry with particular emphasis on California, the 1971 outlook for the building materials industry, the 1971 forecast of the state's housing trends, merchandising and marketing and computerized inventories.

Secondly, dealers will compare their past yeafs activities, expansion, marketing and future plans with one another to determine if they can improve their businesses and objectives. In general, compare notes. EVen though they are competitors of the first line, this type of meeting seems to unify the spirit and goals of the association.

Thirdly, the social gatherings are of great importance to the members. Not only does it provide an opportunity for the owners to meet on a social basis, it is an excellent opportunity for the manag'ers and executives of firms to meet and chat on a personal basis.

Attendance last year numbered 80, which represents a good turnout, however, memhrs should take greater advantage of this type of meeting and send assistants who are well motivated and have the qualities of becoming key members of firms. The seminar provides them with the latest first-hand information and offers them the opportunity to join in the discussion along with the managers and owners.

First call Hobbs Wall for wholesale Redwood and Redwood split products, Douglas Fir and White Fir, Ponderosa and Sugar Pine, Hemlock and Cedar lumber. Depend on us to follow through with the right grades at the right prices!

Chester Koller, grange mgr. in Harrington, Wash., has been recently working to keep open the Standard Lumber Co. in Harringtoh.

Joe Pepetone has been the recepient of blood donations by the Oakland Hoo-Hoo Club. A former club president, he has been in the Valley Memorial llospital in Livermore, Dee Essley, Harvey Koll and LeRoy Stanton, veteran Los Angeles lumbermen, are scheduled to be honored with a plaque in the HooHoo Redwood Grove.

Craig Coleman, the son of Ken Coleman, Eckstrom Plywood, L.A., is now on Army duty in Ethiopia, after completing a stint in Vietnam.

Mark Seldner, Summit Lumber Co., Long Beach, Calif., and his new bride, Ritq have set up housekeeping in lVlarina Del Rey.

Scotty Celli is the area sales mgr. fol Edwards Power Door's new far westera warehouse in Salt Lake City.

Morris Tropp, L,A. lumber wholesaler, is spending part of this month in Hawaii with nephews Lt. Tom

Tropp, USN and Capt. Jim Tropp, coming in from Vietnnm. Joining the group is Morris' brother Dr, G. Tropp from Elmira, N.Y.

Fred Morrow has assumed the presidency of the Montana Hardware and Implement Assn. after the sudden death of Bill Hustad, who died three days after his election.

Robert E. Baird has been named vp. and gen mgr. of Masonite Land Corp., Samuel S. Greeley, president, has announced.

Stan Foster is the new manager of Diamond National's Lodi, Calif., yard. Williams mgr. Ron Hinds has been promoted to mgr. of the Oakdale yard.

\{ilbur R. Smith is now natl. molddings product mgr., Evans Products, according to Donald L, Gardner, exec. vp. and gen. group mgr.

Bob Shannon has been named sales mgr., redwood, by Gordon J. King, Boise Cascade mgr. of lumber and plywood sales. Other appointments: Ted Anderson to acct. spe- cialist for Relesform and Bob Linderman, sales asst. of redwood.

Al Kerper, Paul Bunyan Lumber Co., Anderson, Calif., recently ealled on the trade in southern Calif,

David R. Elwing now heads the educational services dept. of the Gypsum Assn.; T. Donald MaeQueen is now promotion mgr.

Pat Reiten, Simpson Timber Co., is back in Seattle after a two week field trip.

John Braun is U.S. Plywood's new export div. sales mgr. in Eugene, Ore.

Jim Strait has completed a successful Honolulu sales trip for The Bellwood Co., Orange, Calif.

Pete Lane, president of WisconsinCalifornia Forest Products, has been in Africa on a big game safari.

Nolen Mills, president of Allied Veneer Co., L.A., has named Bryan G. Smillie as vp. and gen. mgr.

Merv Kjer, K/D Cedar Supply, Hayward, Calif., took a recent business and pleasure trip to the Pacific Northwest.

Carl Alfreldt, Koppers Co., was a recent business visitor in Sacramento.

Harold J. Rogers, American Forest Products, Newark, Calif., got a hole-in-one recently on the Thunderbird Golf Course; 15th hole, 167 yards with a 6 iron.

Sam' Fineman, president of the BelAir Door Co., Alhambra, Calif., was an exhibitor at the recent NAHB homebuilders' show in Houston, Tex.

Walter Yranesh is the new western regional sales mgr. for MasseyFerguson.

Harold M. Frodshanr" chairman of the board, South Bay Redwood Co., Orange, Calif., has returned from

FlltuAlY, l97l

a round-the-world trip, with special visits to Southeast Asia, the Near East and the Scandinavian countries.

Kathy Cook is the new sales-service secretary for Vit-Co in Brea, Calif.

Lovey McCarthy has joined the office staff of Pine Ridge Lumber, Industry, Calif.

Bill Dugal, Bearn Industries, Industry, Calif., recently visited the home office on Long Island, New York. James Richards is the new plywood sales mgr. for Southwest Forest Industries, according to Ken Thompson, lumber and plywood sales mgr.

William F. Repack is Masonite's new mgt.-sales training in the bldg. products div., A. B. Coo\ the div. vp.-sales reveals,

Jim Green has joined Pope & Talbot's sales staff at their Portland office. Sy Rodakowski is mgr. of lumber sales.

Chuck Chappell notes that the Missouri River Lumber Co. in Ft. Benton, Mont,, that he manages wiII celebrate its 60th birthday this year.

Herbert Hougham, Salinas, and Frank Duncan, Fresno, are two Calif. G-P salesmen honored by regional "Salesmen of the Quarter" awards from Stanley S. Dennison, vp., distribution div.

E. W. Hughes, vp.-operations, Boise Cascade announced that Robert M. Harris is the gen, mgr. of west coast operations. Harold S. Eastman is the new gen. mgr. of intermountain and eastern operations; and Peter S. O'Neill is g'en. mg'r. of marketing.

Herman Obrikat has replaced Doug Gendron as Inland Lumber's rep. in the San Fernando Valley, Santa Barbara and Ventura area. Ray Rounds is now on the sales desk at their Tustin office.

Tom Hufiord, Schlage Lockts new marketing mgr., is back to his S.F. office after a number of field trips.

Hale Greenman, Sun Studs, Inc., Roseburg, Ore., has been elected pres, of the newly formed Independent Veneer Operators.

Jim Rossman. Twin Harbors' man in Santa Ana, Calif., spent a recent weekend with the family at Lake Arrowhead.

Joe Il'enshaw is the new mgr. at Palmer G. Lewis Co's. Everett, Wash., branch. He succeeds Robert Rose, now mgr. of the firm's central Wash, distribution center in Wenatchee.

Scotty Maclntyre, "The Flying Lumberman" of Rialto Lumber Co., Rialto, Calif., and Ron lVilson of Jamb Dandy Lumber Co., Whittier, recently flew to Lake Hava-

su to see Scotty's bosr, Bert IIoldren.

A.L. White is the new controller for American Forest Products; Tom Mann is now the S.F. office mgr. and \Yillard Robertson has been named to the new post of director of corporate development,

Jim Petersen has joined Clear Fir Sales' in L.A, as a sales rep.

George Eubank, L.I{. Eubank & Son, Inglewood, Calif., spent the holidays on his ranch in Wyoming.

Flake Wi[is has succeeded retiring S. E. Mounes as vp. and gen. traffic mgr. of Southwest Forest Industries, according to prexy Gene C. Brewer.

Glenn Chapman has been promoted to sawmill superintendent at the Klamath Lumber Co., a DiGiorgio subsidiary, J. G. Ilannigan, president, has announced.

Forest W. "Frosty" Foster, Foster Forest Products, San Marino, Calif., is the new president of the 550-mernber San Marino City Club.

Frank E. Budwill bas been promoted to asst. traffic mgr. at Los Angeles for the Union Pacific RR. Fred L. Morgan is the traffic mgr, Willard and Ruth Wells second honeymooned last month in northern Calif., celebrating their 25th wedding anniversary. IIe is the mgr. at Foothill Lumber. Glendora.

The squane foot of profit.

Now there's a simple way to (1) reduce inventory and (2) increase profits.

It's the DEFT MARKETING CENTER. 6 sq. ft. of floor space-6 sq. ft. of profit.

Completely self-service. it contains everything any customer needs to (1 ) put a clear natural finish on wood, (2) color stain & finish raw wood. (3) restain or refinish wood. and (4) create decorator colors for wood.

It stands 62" tall. 4 ft. wide and 18" deep. Sturdy metal constructi'on. Shows wood color samples and has free instruction folders in beautiful full color. lt's loaded with Deft products for wood staining & finishing.

Want to know more about at?

Just mail the coupon & we'll send complete information on how you can reduce inventory & increase profits with just one complete line of wood stains & finishes-Deft.

Govering the Territory

Roy Dunbar, general manager of North Valley Lumber Sales of Redding, Sacramento and Fresro,'Calif., is being a very active director of jurisdiction six of the International Order of Hoo-Hoo. He has already made a number of visits to clubs in his jurisdiction. A 20-year member and past president of the local Shasta-Cascade Hoo-Hoo CIub fl33 of Redding, he is currently a director of the club and is a past state deputy snark of northern California.

Jurisdiction Six mentioned above covers the states of California, Nevada, Arizona, New Mexico, Utah, Colorado and Hawaii. There are 2l active clubs in this area.

His success in Hoo-Hoo is attested hy the fact that during his tenure as president in 1960, the Redding club won lst place in National Forest Products l7eek activities.

Hoo-Hoo is international in scope, a chain of ll0 loeal clubs are now in

the United States, Canada, and Australia.

Product Scoring Successes

A product that has been having recent success in some of the West's biggest markets is Cladwood, a particleboard product made by a firm with the same name in Sweet Home. Ore.

An exterior building board, it is produced by consolidating wood fibers treated with waterproof phenolic resin between layers of specially prepared wood fiber mat treated with more phenolic resin. The process was patented by the late Ralph Chapman.

FHA approved for single wall construction on direct to stud applications lff' o.c., it is claimed by the manu{acturer to take and hold paint better because of its smooth, hard surface. It will not raise, check or split and can be sawed, drilled, machined, nailed and sanded, they say. It is produceA in 3/e" and 5/d:' panels.

It is produced in a wide variety of patterns, which includes rough sawn, shake, smooth, board and bat,

reverse board and batn and shuttet. It has been used for soffits, ceilings, (like carports and breezeways), gable ends, freeze boards, fascia, garage doors, fences, accent panels and a number of other uses. All pan. els manufactured are certified under the quality control supervision of the Teco testing agency.

The product is guaranteed not to split, check, crack or delaminate when installed according to approved specifications.

Nome Pelerson Assn. President

Robert D. Peterson, president of the Palmer G. Lewis Co., Inc., Pacific Northwest and Alaska building material distributor, has been elected to the presidency of the National Building Material Distributors Association. The NBMDA has approximately 600 members representing 850 warehouses in every part of the continental U.S., Alaska, Canada, Virgin Islands, Sweden and Australia, plus over 100 of the leading manufacturers of building products

Peterson joined the Palmer Lewis Co. in 1946, as the first full-time salesman.

"Our KILN DRIED REDWOOD does the j"b better."

I lnfA Annuql Upcoming

I fnu l5th annual meeting of the Imported Hardwood I Products Assn. will be held Feb. 18-20 at the Erawan I Garden Hotel, in Indian Wells, Calif., near Palm Springs,

according to exec. vp. Charlie Schmitt.

I A top-notch roster of speakers and programs is com-

bined with a social activities slate that includes an aerial I tramway ride to the top of 8,516 ft. Mt. San Jacinto for dinner.

New AFP Pqrticleboqrd Plqnt

Construction of a 115 million sq. ft. annual capacity particleboard plant at the Martell, Calif., facility of American Forest Products has been announced by presi. dent C. T. Gray.

Completion of the $10 million plant is scheduled for 1972. Actual production is expected in the third quarter.

Designed capacity will make this one of the largest particleboard plants in the country, and at this time, the third largest out of the 19 already built or under con, struction in the western United States.

The Roseburg, Oregon, firm of Fiber Process, Inc. will complete plant design and supervise construction. Both principals of the firm, Ronald Frashour and John Pickens, have performed like functions and served in executive management capacities with Forrest Industries, Inc., which presently operates seven similar facilities.

Exclusively for California . .

to more and more California dealers and distributors. For year around supplies ol dimension lumber and precisiontrimmed studs, depend on D&R.

Old Growth Fir Dimension lrom

F.S.P. Lumber Co., Port 0rford, Oregon

Hemlock Studs from Warrenton Lumber Co., Warrenton, Oregon

Hemlock llimension fiom Westport Lumber 00., Westport,0regon

Fast, regular ocean shipments by barge lrom Southern 0regon and $e Columbia River direct to Southern Galifornia.

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

Aft t{eth would appreciate an opportunig 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.

New Producfs, promotions snd sqles sids

FnOd UCt

Ncws

High-Security Deodbolr

A one-inch deadbolt that cannot be cut through or jimmied, claims Weslock,Co., is designed for exterior doors of homes and apartments.

The deadbolt is made of rbrass with two hardened steel roller pin inserts inside the bolt that rotate freely with saw blade teeth.

Single-roller bolts can be sawed from the top and bottom, thus lower-

you cqn use fo build soles ond profirs!

The "carpetyle,,, l2xl2 size, is made of nylon shag in 86 different two and three tone combinations. They retail from 79 cents to g1.19 per tile.

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

Prqcticql lnteriors

Commereial interiors that can withstand hard wear, heat and moisture can be designed with plastic-finished Marlite paneling.

Inexpensive Founloin

The t'aqua splendor" fountain, manufactured by Art Line Assoc., is priced at $79.96, yet produces 18 different patterns per cycle and a spray that rises to almost five feet.

Installation takes only a few minutes and requires no special tools or labor. Ttre fountain is connected to the recirculating pump by plastic tubing after which the pool is filled with water,

The pump is then connected to an electrical source and the device is ready to operate. Pump and tubing are included with the founta.in.

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

Polyester Poinl Brushes

_ The journeyman series of paint brushes are made 100% with Du pont "Orel" tapered polyester filament.

The brushes are described as the "all-in-one" paint brush because they will do what a bristle brush and a

ing the strength of the bolt to a point where it can be bent to open the door, The two pins protect the center sectlon of the ,bolt.

It is believed to be the only 1" deadbolt with a drive-in or non-mortise latch that requires no plate surrounding the bolt on the leading edge of the door.

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

Instqnt Corpels

"Carpetyles" from Caryl Car1let, Inc., come in 16" high, self-selling cartons, each of which holds 27 tilesthree square yards of carpeting.

The cartons invite the customer to install today and have a party tonight. They cut the need for inventory space by doing double duty as both display and selling item.

Here a Riviera pattern, which is scored in 4" squares, established a Mediterranean motif.

Harmonizing moldings also are available for use with this %,' thick prefinished hardboard paneling. Designed for use in new construction or remodeling, the paneling can be installed over any solid backing.

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

Homesleoder Lonletn

The homesteader is an all-purpose fluorescent lantern from Burgess.

It is styled in scrubbable ,beige polystyrene and vinyl with rust-resistant stainless steel trim; with a high gloss baked, white acrylic enamel reflector and heavy duty batteries.

A lucite shield protects the 12', fluorescent bulb. The lantern provides light across a 110' field.

The UL listed dual-power homesteader has a suggested retail price of $39.95, with batteries, hanger chain and AC power cord.

WRITEI The Merchant Magazine, 573 So. Lake, Pasadena, Ca. 91101.

nylon brush will do. They are used in either oil base or water base paint.

The line features seven sash, varnish, and enameling brushes plus three flatting wall tools. A walnut and gold finish pegboard display fixture is provided free with each purchase from Ideal Brushes, Inc.

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

Sprinkler Power

$64.50 buys Rain Jet sprinkler system materials for a 1500 sq. ft. front yard.

Rain Jet adjustable sprinklers, fullflow fittings and flexible pipe are designed for installation by the homeowner. Four Rain Jets are needed to cover a 25' deep by 60' wide front

lawn witlr o 5'' by 60' parkwayn I total ol 1500 sq. ft

A novice can put in hie own sprinkler-system with regular household tools.

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

Fibergloss Goroge Doors

Colors are embedded in the 470 series fiberglass garage doors introduced by Overhead Door Corp. Painting and re-painting are not needed, and cleaning is accomplished with a garden hose.

Sections of the "overhead door" are fabricated of ribbed shatterproof fiberglass. According to Overhead Door, these panels will not warp, swell or shrink in any weather.

All exposed metal parts are aluminum. Other metal parts, including track and hardware, are of Salt Spray Steel.

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

Georgion Morbte

In a polyester formula Bricover has produced a matcrial with the feel and texture of Georg'ian marble at low cost.

Installation over an existing wall, no matter what its condition, by the use of a permanent mastic, may be

der unlform testing condltion! s,re *quired lor sll HVt todngs.

IVRITE: The Merchant Magazlne, 578 So. Lake, Pas&dena, Ca. 91101.

Applionce Cleoner

Appliance Magrc, lateet addition to the Magic home eare aerosol family, is announced by Magic American Chemical Corp.

Appliance Magic cleans and beautifies appliances, porcelain, metal cabinets, stainless steel, copper and chrome. It cleans leaving a thin, protective silicone shield.

The pint aerosol is lithographed in full color featuring an in-use action photo. It lists at $1.98 per can.

WRITE: The Merchant Magazine, 5?3 So. Lake, Pdsadena, Ca. 91101.

Free Reader Service

For further informqlion on oll New Products qnd New Literqlure, wrile The lvlerchonl Mogazine, 573 So. Loke Ave., Posodeno, Colif. 9l l0l. Pleqse menfion issue dqte ond pogc number 30 We Cqn process your requelt foslerl

Stop Winter Leoks

Consolidated Paint & Varnish Corp. announces a roof patching compound, Goodyear Plasti-Glas cement, formulated for application on both hot and cold climates. It can be used over wet and snow covered eurfaces.

topr. It pftvldes r dmulatcd leatber or vlnyl appearance on any unf,nlth€d or flnighed wood, metal or vinyl cur{ac€. Ingtant hardtop retorol ir usod fol interior trim panelr, drshboardr, kick

handled vrith a putty knife, a ruler, and a level. It isn't much more than %," thick and is easily cut.

In addition to 'Georgian Marble, Brieover is ofrering 'used" rbrick, Roman briek, fieldstone, etc.

WBITE: The Merehant Magazine, 573 So. [,ake, Pasadena, Co. 91101.

Exhoust Rotings

Certified sound ratings for household exhaust fans are being introduced in 1971 by the Home Ventilating Institute and member manufacturers.

Simple numbers tell the independently testcd sound outputs for range hood, wall and ceiling fans, along with certified air movement ratings for removal of indoor air pollution.

Wind tunnel and sound ehamber tests at a special air movement laboratory at Texas A & M Univ. (Texas engineering experiment station) un-

A combination of chopped fiber glass with bitumen and plasticizers eliminates reinforcement fabrics, reducing both material and lebor cogts. The keg size package contains sufflcent product to repair 100 sq. ft., priced at $25.25 perkeg.

WBITE: The Merchant Magazine, 5?3 So. Lake, Pasadena, Ca.91101.

lnstont Vinyl Roof

Instant hardtop eonvertg plain metal ear roofs into imitation vinyl hard-

plates. window decks and industrial applications. It may also be used on furniture and for home decor uses,

WRITE: The Merchant Magazine, 5?B So. Lake, Pasadena, Ca. 91101.

Bright ond Bold

The mod crowd can make the scene with a line of latex palnt labeled "bright & bold."

Wet, wlld and flotescent. Thet's the way Ameritone describes their llne of flat and low-lustre palnts. Their color cards include such colors as rub-lime, Rhoda's den drum, orange $our and Roge'e bud. Plus twenty mote.

Ameritone Paint Corp. is introducing the line in the westerrr states. According to the company, dealers report aeceptance of the product, especially from college campus youth! and young marrieds.

WRITE: The Merchant Magazlne, 6?3 8o. Lake, Pasadena, Ca. 91101.

Airlight 2-Woy Seol

The no. F-1 foamfex deluxe dooy :r weatherrtrip from Mortell Co. incor- i:, porates an "offaet" design for an air- ii tight two-w6y s€sl. It sealg botft "i against the door and agalnst the .)f jamb. #

Ponderosa Pine ls bonded to long-

lasting and non-sbsorbent vinyl foem.

Each fo*mflex package contsins

two 7' lengths, one 8' length, nails,

and instruction sheet. It's available in & carton packs of 12.

WEITET The Merchant Mag,azine,

573 So. Lake, Pagadena, Ca. 91101.

New Side Extenrionr

Mercefs metal floor raek for Mirror-

Finish baseboard and other carton"

packed, over-the-counter products, is tfr availgble with newly deslgned ride

extensions that provide an additional 40 percent display and self-senrice .capacity.

lte basi-c rack, which occupies only 12" x 24" of floor space, and is 30" high, accommodates 20 upright cartons, each containing 13 four-foot sections of baseboard-a total capac-

ity of 1,M0' of material. With the new side extensions, capacity is increased to 28 cartons.

The rack is also designed to aid full carton sales of other products by accommodating an assortment which can include Carpet Edges in 4' sections or Top-Set ,Stair Nosing in 39,, lengths.

WRITE: The Merchant Magazinq 573 So. Lake, Pasadena, Cb. g1101.

Power Trimmer

Fifty percent more power for trimming plastic laminates at better than 30' a minute is claimed for a Stanley trimmer.

A feature of the trimmer is a base that tilts up to 45' in two directions for acute and obtuse angle euts and for cutting into corners. Another feature is a compact trim guide, which extends only slightly beneath the base.

The 7n hp motor is rated at 5.5 amps, 30,000 rpm and operates on 115V AC-DC. Industrial user price, $85.

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

Heoqy Duty Receptocles

The addition of heavy-duty 20-amp locking receptacle lines has been announced by General Electric Co.

Both receptacles utilize a locking design for greater dependability and

Wolcrn Lumbcr ond lulldlng totcrlqli ttlElCNlANl

are engineered to withstand the performance requirements of industrial applications. The 20-amp and 30-amp locking receptacles are available in either 3 or 4 wire, grounding or nongrounding versions.

The housing of the 20-amp receptacle is made from heavy-duty porcelain, and the housing of the 30-amp receptacle from Melarnine.

The devices are listed by Underwriters' Laboratories, Inc., except for grounding versions.

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

Joist Support

A Kant-Sag joist support model makes it easier to align and nail the joist support in place, saves time and uses fewer nails, claims U,S. Steel Products.

Built-in centering-point aids in location of the support. "Grip-teeth" on all mounting surfaces speedily drive into wood joist and beams, holding the device for final nailing.

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

Concrele Plocer

Goldblatt has introduced a concrete placer to grade, smooth, and place concrete with greater ease. Ttre pla. cer is made of 14 gauge steel-reinforced with blade length U-rib stiffening channel plus two full length stiffening breaks.

The self-checking Idaco system produces 200 to 300 lineal feet of wall panel per day per man. The system requires no lengthy and expensive training of highly technical personnel.

Idaco states that it solves the problem of incorporating door, window and corner bueks without slowing up the operation.

WRITE: The Merchant Magazine, 57ii So. Lake, Pasadena, Ca. 91101.

Double-Foced Tope

A white vinyl fflm tape with a high-tack double-faced adhesive is available from Arno Adhesive Tapes. The tape will bond to a wide variety of substances. fire adhesive is cross linked and, because of this, it can be used as a mounting tape for lightweight objects with a load maximum of two ounces per square inch. Arno's research laboratory reports that the tape's adhesive can withstand a temperature of 300'F., although the vinyl film begins to soften at about 250"F. The film may crack if subjected to stress at 0'F. to minus 10"F., but it will pertorm satisfactorily at much lower temperatures if no stress is applied.

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

Scubo Blind Rivets

Scovill Manufacturing Co. announces "scuba" blind rivets. These rivets are made from high strength aluminum and are set by the pull stem break method with the standard Sco- vill "dough-boy," models pp-600 and pp-100, riveters.

These rivets feature a solid body and are designed to form a pressure tight seal, metal to metal, for liquids, gases and vacuum. Rivet diameters available from stock ate 1a,,, 6132" and 3/16" in various grip ranges. One rivet with a grip range \6,, can be used down to .020 work thickness and still maintain the same sealing characteristics.

The placer is of all-welded construction, no rivets to work loose. It comes with or without a hook welded to the handle ferrule. Ttre jam type ferrule holds a 54" handle.

Weighing only 3% pounds, an overall size of tglz" x 4", it can also be used with a Georgia buggy.

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

Efficient Prefobs

A system for pre-fabbing wall panels that produces approximately as much per man as automatic systems, but at less cost in equipment, is announced by ldaco.

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

Corner Buck System

A machine for making interior and exterior corner bucks for pre-fabbed wall panels is announced by Idaco. The single operator clamps the studs into place and two nailing guns, moving the length of the buck, drive 16 penny nails from top to bottom as required.

dccording to ldaco, crowns and twists in the studs are straightened during the process. Price is around $1195 without nailing guns.

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

Speciol ldentificotion

In an effort to assist customers avoid potential inventory problems resulting from the changeover to new Iumber sizes, Weyerhaeuser Co. is making a number of changes in product identification.

The company is identifying the new sizes in red on all grade stamping, edge marking and end branding. Yardmen u'ill be able to spot this new lumber from the old, which is identified in black.

All green dimension lumber shipped in units will carry a vertical red stripe on each unit,

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

Tough Gloves

Advance Glove Manufacturing Co. has an all-purpose, pig-skin heat glove.

Pig-skin grain runs at right angles to the face of the leather, very much like the bristles of a brush. It is this characteristic which makes pig-skin leather pliable, tough, durable and soft even after it has become wet from water or perspiration.

Excellent as a welder's glove because of its ability to withstand great abrasion, this new pig-skin glove is fully lined, has a wing thumb and aIl-Ieather gauntlet,

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

Rust Jelly

Devcon rust jelly, which meets many military and other specifications, changes form.

As a liquid, it is squirted from its polyethelene container into otherwise inaccessible areas; then, when it comes in contact with the rusted area, it tutns to a non-sagging jelly.

Non-flammable and odorless, rust jelly penetrates deep into rusted areas; but, since it contains a neutralizing agent, helps protect sound iron or steel.

Available in g pints, pints, quarts, gallons, and drums.

I{RITE: The Merchant Magazine, 573 So. Lake, Pasadena, Ca. 91101.

Groovers ond :Edgers

Goldblatt Tool Co.'s bronze edger has the same "turned-up-ends" design that has made their stainless steel edgers popular. The bronze edger is cast in one piece and the fare is micropolished.

The body is 6" long, 27n" wide with a 5/e" deep lip on a Y+" radius. It weighs 18 ozs. and sells for $4.70.

The Goldblatt bronze groovers have the heft and weight to cut sharp grooves. The Big Bit Groover is the widest bit groover they make. The 1" deep, Deep Bit Bronze Groover is the

deepest bit groover they make.

The Denver Groover has the turned -up-front and. 7/+" wide bit, Bronze groovers are also available in narrow bit, large bit, small bit and medium

bit sizes. Goldblatt bronze g'roovers are priced from $4.50 to $8.50.

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

Cothedrql Ook

Marlite has introduced textured cathedral oak to its line of plasticfinished hardboard.

Cathedral oak comes in grooved 16'x 8'planks, as well as ungrooved,

square-edged 4' x 8 'panels. Matching moldings are available.

Like all Marlite paneling, cathedral oak can be cleaned with a damp cloth.

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

Bright Fixtures

A "Decor Design" group of decorative lighting fixtures in six styles and six different colors is designed and manufactured by Sirq,zKar Lighting Fixture Co. The group includes the Valencia series in weathered oak and wrought iron scrolls; the Empire series with raised filigree hand rubbed oiled walnut and a birch screen over the diffusing panel.

And the round, two-light Carousel series, 19" in diameter; the Plexawood series of lighting fixtures by Sim/Kar made with hand rubbed oiled walnut and with an acrylic diffuser; and the Camelot series with scalloped sides edged in gold.

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

Ruggod Action

Working Euerywhere, a newsreel type film which covers on the job aetivities of International's crawler tractor, has been produced by International Harvester. Performances of the TD-25C on many diversified oper'ations are shown.

Fire Resisloni

A brochure describing horv fireblock gypsumboard stops file from burning dov'nward or upward through a roof is available from the Gypsum Assn. Photos illustrate lab test on actual buildings,

Woys With Bricks

A series of decorator sketches from Dacor Miracle Bricks suggest using brick and wall paneling on entrant.eways, fireplace alcoves, rvindos' arches and end tables.

Cho,in Cofolog

A catalog from Carnpbell Chain outlines the firm's entire line of bulk and prepackaged chain and accessories. It includes brief descriptions and specs for each chain itenr.

Building Brochure

A Western Wood Products Assn. idea brochule Wootl In Brt.iklings shorvs how and rvhy lumber was used in seven architecturally striking pro- jects across the country. The broehure helps the dealer inform builders that he can plovide trusses, other pre-assemblies and precut materials.

Poneling Guide

A Marlite paneling guide, showing the current line of prefinished hardboard for r,r'alls and ceilings, is available. Included at'e four-foot panels, 16" x 8' planks, 16" square ceilitrg block, and five-foot rvide mural panels.

Filter Elemenis

A short-form catalog is available rvith information about liquid and air filters and elernents, 2 to 300 microndiscs, sfrips, in-line elements and filter fittings. The catalog also includes pressul'e snubbers and a unitlue bubble point test stand.

Cutting Process

Crr.tting Characteristics ancl. Pout:r Betlu.irements of Chain. Sazus discusses test apparatus and mathematical relations that rvill greatly reduce the amount of testing lequired to determine the operating characteris-

tics and power requirements of spe- cific chain designs. Using the information presented and present engine perfonnance data, a cornputel plogram can be written simulatine the cutting process.

lumber Use Books

Revised to apply size and grade changes under the new lumbcr standard, the western wootls technicai library is available without chalge. The seven "end-use" cataloEs cover 11 softu.ood species.

Free Reader Service

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

Redwood Rules

The Redwood Inspection Service annoutrced a new edition of Stutr.tl,ot'd Specili<'ntiotts for Grudes o.f California RccluoocJ I'ttntbet. The rules have been revised to conform to the softrvood lumber standard, PS 20-70, issued by the Dept, of Commc'r'ce.

Ceromic Tile Instqllqtion

The 1971 Ilandbook for Ceramic Til.a Instctlletion is available from the Tile Councii of Amclica, Inc. It includes updated information and several techniczrl changcs. Also incorpo- rated in the detailed per.folmancc level chalt is additional infolmation on flools of light performance levcls.

Sticky Questions

Which adhesive for u.hich job? A copy of U. S. l'lywood's Weldu'ood arlhesives booklet s'il1 he 11t rlealel salesmen give quick ans\\'{,r's.

The booklet lists the cornpany's contact cer.nent, Touch-N-Glue, epoxy glne, epoxlr mend kits, China gla-ss mentler', metal mender, Tub-N-Tile, u-hite glue, plastic resin glue, u.ater1l'oof lesolcinol g1ue, panel antl constluction adhesir.e, big stick constluction adhesive and Rub-N-Glue.

Gypsum Boord

Usin11 Gypstnn Iloo.rll. f or 11'ulls and. Cei.lings, is available from the Gypsum Assn. It describcs the diflerent kintls of gl.-psurn rvallboard including their composition, uses, and correct methods of handling and inslallation.

The rnanual is written in a stvle

readill' understan6able to the beginning tli,rdesman, yet is technically exact and comprehensive.

Decision Mokers

The National Ilurearr of Stzrnrl,rlds is publishing a series of booklcts descliblng the char:acteristics of building n-raterials, their propet: applica- tion and other: details to hclp subcontractors rvith decision. making. The filst will be on flooring ntatr:rials, x'ood, resilient ti1e, ctc., the second on roofing, and the thircl on sealants.

Ceiling Products

'fo sinrplifl'the chole oI n;qp]2ining individual tile oi' pancl irenefits, Conrved Corp. has publishcd a glitle for crustonrct's. Each of six nrajor cci)- ing product groups is stllrclured by colrsumer bencfits from budget priced products to beautiful "decorator" tiles antl finally to quality "fire protection acoustical" mineral tiles and panels.

Aluminum Grille

Anemostat Products Div. announces publication of a catalog pro- viding product information and engineeling data on its Ar:remostat airline gr:i1les. The catalog covels product spccifieations, pclformance data, air' florv rneasulcntent, griLle selection, bolder and frame styles and mounting possibilities.

Trowel Trodes Tools

A color c:rtalog of tros'el trades tools publishr:d by the Goldblatt Tool Co. is a "rvhat to use" mannal for builrling ntolt as u'ell as the most conrplete refelence volume for traditional and nelvly dcveloped tools for lhe trou.el tradesmen. It describes anrl illustrates over 1,200 tools for the tlorvel trades industry.

Ropid Mqnuol Melhod

A blochure describes a rapid manrual inverrtory contlol system at,ailalrle fronr VlSlrccord Systpnts. It pror.ides a step-by-step explanation of a simplified approach to l.etail, nholesalc ancl rvarehouse inventory control using a visible margin to pro- vide instantaneous information on usage, statns, rapidity of product movement, cost and back ordcr. control.

Fibergloss Focts

A fiberglass specifications catalog ittclrr,les olde1.ing and nreasuring irrfolrnntiolt, listing the ntorlel numbers b1. nranufactulels of the leading fiber glass modules. Provision is macle for up-dating tl-rc catalog infouration as nerv models or new manu{acturers appeal on the scene.

Positions wanted 25A a wo'^d, minimum 22 words (22 words : $5.50). AII others 351 a word, min. 20 words (20 words : $7.00). Phone number counts as one word. Boxed ads $1 extra. Fancy headline or borders $2 extra. Box numbered ads add $1.

HEIP WANTED

DXPERIENCED LUMBER, and other forest products traders needed for established wholesale company with excellent opportunities open in growth programs. Come to Sacramento or open Oregon- Southern California area office. Write or caU Ed Dier collect. Office phone (916) 422-1395. Home phone (916) 756-0818. Dier Lumber Co., Inc., P. O. Box 8810, Sacramento, Calif. 95822.

FULL CHARGE bookkeeper, male or female. Credit experience desir- able. Excellent opportunity for qualified person. Fir & Pine Lumber Co., Burbank. Telephone (213) 849-3108.

BUSINESS OPPORIUNITIES

GROWING wholesale lumber distribution yard requires aggressive outside salesman with experience. Should have following. Good opportunity for right man. Write P.O. Box 3285, Orange, Calif. 92655.

COMPIFTE PLANING MILL facilities on

4 l/3 acres, Storage sheds, black top and spur track. For sale or lease. Contact Pomona Planing Mill, Inc., 700 So. Reservoir St.. Pomona. Calif. 91?66.

MATERIATS WANIED

TUMBER WANTED

Twisted and weathered Douglas fir. 3 x 4 and wider by random lengths S4S. 4 x 4 and wider by random lengths S4S. CalI Hunter Woodworks (2L3l 775-2544 & (213) 835-5671.

MERCHANT ADS GET RESULTS!

HEIP WANTED

POSITI'ONS

WANTED

KNOWI nDGEABLE young man (early 30s) seeks challenging position ln sales, marketing or purchasini. Extenslve ex- perience -in retail, man'ufacturing and wholesale. Married. Resume on rdquest. Available March 15. Wrtte box 70. e/o The Merchant Magazine.

RETAIL LIIMBERMAN, 20 years' expe- rience, excellent background, seeks po- sition in northern, central California. write box 65, c/o The Merchant Magazine.

HEIP WANTED

EXECUTIVE IU'IABERMAN FOR LARGE WHO]ISALE COMPANY

An executive responsible to the Presi- dent for directins purchasins and sales of lumber, !'lywood, and- mill- work for multi-million dollar company, supervising buyer-traders and their supporting personnel. Able to cstablish new supplicrs and re-ncgo- tiate with existing manufacturers for large eontracts. Company is AAAl orobablv with the lareesi volume in the Ealt located in -iine suburban metroDolitan area in the Northeast megalbpolis with excellent schools, unl:versities. cultural and recreational advantages and fine living conditions. Once in- a lifel ime oppiirtunity for right man to advance to top manage- ment. Salarv commensurate with experience anci ability with fringe bene- iits and profit shiring plani Travel probably not over 25Vo of the time,

mostly to West Coast, Southeast, British Columbia and Quebec. Ideally applicant to qualify for inter- view is outstanding in most of the following: Age-30 to 40; family man weU adjusted; personable appearance; Dleasins personalitv: sood on the tel- iphonci hbility to b"e respected by superiors and to subordinates; training in forestry and/or business admin- istration from top school; experience in sales and purchasing of forest producls; \n-owl.edge of .accounting and general buslness praetices: pres- ently in similar job but seeking greater challenge and opportunity. Send resume in comDlete confidence. Interviews will be hetd both on the East and West Coasts for qualifying applicants. Write box 68, c/o The Merchant Magazine.

SERVICES OFFERED

JOHNNY TIIE LUMBEB, LOAI) SIGN PRINTER

Specializing in danger flags, sideload signs, job cards, etc. John Weiler's Printing, IA42 W. 169th St., Gardena, Calif. 9024?. Phone (213) 676-7522 or 323-?606.

lilll0 ca]|$ uti|l| ll|0 Br0

PR0r[$!

FAMOWOOD

i$ thB pn0tt$$t01til.'$ tu p||np0$E pil$Ttc

Boat builders, furniture makers, cabinet makers, etc., have found it the one sure answer to correcting wood defects, filling wood cracks, gouges, covering countersunk nails and screws, can [e ffieil

l|ndsrli[ergla$$.#

Ready to use right out of the can, Famowood I l , applies like p.utty.- sticks like. glue; dries Eey.#e#*;* :ii'liiii ffii;;l'l,X\ii[3?'f,iii"'jiliii;o nffi properly, Famowood becomes water and weather-proof.

l;e,';lli.:" 16 matchins wood colors

[ruEn[Y iltt||FrcTUffrilt c0rilPrtY

9ll8 S. Main St. r Los Angeles, Calif. 900Gl r P.0. Box 73233

Manufacturars of Famowood, Famoglaze, Famosolvent. Distributor and Dealtr Inquirios lnvitod

LUMBER HAULING

c-Q TRUCKTNG CO., (213) RA 3-655? and RA 3-2138, ?157 Telegraph Road, Los Angeles, Calif. 90022.

ffii]ERGHANTT NNA(SAZINtr BUVtrRSz GU[.Dtr

tOS ANGEI.ES

tUl't8ER AND lUrvlEER PnOOUCIS

Al Prircc Conpont .....-...-....-...........1213) 626-5601

Ancricon For..t Product, TW&J Dlv...(213) 773-9200

Ame.icon toratl Produclt, TWU Dlv., (Vqn |,lowl -.....--.-......(2131 786-7056

Eoush Fdol Producfs Corp.....----......-(2.l31 330-7151

Eoirc Corcqdc, Unlon Lumber Rcgion.,(7l41 5U-O611

Connor Lumbsr Solc ...--..................12131 289-6169

Co6 lfdd lunbcr & Plywood ............-(213't 831-5261

Cowqn Forol Indultricr ---.------.-....--.-.-..(21 3) 451 -5601

Doolcy & Co. ....-......-..-...-.................(21 3) ED 6-l 261

Eckttrom Pfywood Corp. ---.......-----..-l2l3l

Founloin Lunbcr Co., Ed.....................(213) LU 3-1381

Frcmonl fora3t Productr ........-.--..-...121 3l RA 3.9643

Gof ohcr Hordwood Co. ...-............----(2131 PL 2-3796

Gorslo.Pocific Corp. (Lumbcrf .....-...(21 31 686-0917

Goreio-Pocific Corp. (Plywodl ........--(21 3l 968-5551

Gcorgio.Pocific Corp. ....,....-.-...-...-...--(2131 686.1580

Hcxbers Iumbcr Solcc .......---.....---.--.--.12131 775-6107

Hill Lumbo Co., lrtqr ...-...................t2131 MU /a-2610

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

Huff lumbcr Co. .-....................--..........(2131 SP 3.4846

Hvehcs Lumbcr Solcr Co...(213) 215-5553 & 211-5810

lqne-Stonlon lumbcr Co. -----.-.....{2131 968-8331

florquort-Wolfc [umbcr Co. ..-.------....-.(21 31 625-1 191

,rtutuof iloulding ond lumblr Co. .---..(213) FAI-0877

Nsth lumb.r Solc, A. W. .....-...-...-(213) 872-1280

Ossood, Inc., Robrlt S. ......-...-............-{21 3l 382-8278

Pocific lunba Co., Thc .........----...--..(213] CU 3-9078

Pon Afiolic Troding €o,, Inc. ..............(213) 268-2721

Penbcrlhy Lumbcr Co. ........................(213) 1U 3-,151 I

Philipr Iumbcr Sol*...............-.........(805) 495-1083, (213) 889-3340

Rolondo lumbcr Cr,, lnc. ....--,.--..(213) ZEnith 9-88,13

Rouodr Lsmbcr Co. .....-.---......--............t21 3l 686-091 Z

Rol lumbq Swlc ..--......-...........(2131 232-5221

Slmnont Hotdvood Lunber Co. ..--..-...(2131 723-6156

Slnpton Euildins Supply Co. ..............(2131 773-8178

South Boy Rcdwood Co. ......--...-.-.....(2131 960-7791

South Boy Rldwod Co, -..........-...17111 637-5350

Stqhl lunbcr Co. .--................-.........121 3l AN 3-684,1

Stondord lumbcr Co., Inc. ..................(21 3) 685-4041

Sunmil Lumber Co. ----........-................-(213) 636-5715

Swqner Hqrdwood Co, --..-.................--(2131 215-5761

Sun lumber Co. .-.--.--..-...--.----...--..----..(213) 831-0711

Tqomq lumbcr 5o16, Inc, ......----...---{213) MU l-6361

Twin Horbon [unber Co. -.......--.-..--.(213] 625-8,|33

Unitcd Whlrc. Lunbcr Co. ................(2131 OV

Stoter Plywood Cdp. .---.---.----(2131 lU

U.S. Plywood Cotp, (Gladslcl ..........(2131 Cl

U.S. Plywod Corp. ([ong Booch) ..........-----HE

Voncc lumber Co. ...-.,--.....-........-..-1213) 968-8353

Wcndlins-Norhon Co, ...............-.....--(21 3l CU 3-9078

Wqcrhoeuror Compqny ..--..--....-..-..(2131 Rl 8-5451

Worqhourc (Anoholml ...----------(Zl41 772-5880

TREATED IUI,IBER-POTE9_PI I I NGS_TI ES

Koppcrs Conpony ....(213) 830.2860

lr{t€d Polo Buildcrr, Inc. .......-.---...---(714} 986-1166 Mt ttwoRK-DooRHtout Dt NGsBU I IDI NG MATERIAIS-PAI NT_HARDWARE_ETC.

Amcricon Forst Productt, TW&J Div,.-(2131 773-9200

Bal-Ait Door Co. ........-...--..................(21 3l CU 3-3731

Bellwod Go., Thc .......-.-........-.........(21 3l 694-360t

Ecvdy A4qnufocluring Co. .....-.....-------(21 3l 755-856,4

Cqryrd Doorr, Inc. ...i.-......-...----.-.--,-..(21 3l 57 6-2515

Cusfom l{lllr, Inc, .....--------.......[213] 330-06,19

D.fr, fnc. .....-.......-.(2131 775-2376

Johnbn P.t-Dor, Inc. .-.-----.---......-..-.l2l31 319-1971

Pofy Dcrisn, Inc. .-...........--..........--.......(213) 391 -3712

Slroit Doq & Plywood Corp. .........-...(213) CU 3-8125

Strlt Door & Plywod Corp. .......-..-(2131 14-4511

SPEC|A! SEwTCES

Bcrkot Mfg. Co, ....,-....-..........-----...(21 31 87 5-1 | 63

Callfornio lumber Inrpcctlo Scillcc(213) NO 5-5,131

Chorlcy'r Fene Co, (2131 338-1529

Coml Ploning I'till .........-..................-(21 3l MA 2-l I 8l

Cryrlol lomp Porb .-.....--........-.........-.(21 3) 938-3756

Huntc Wocdworkr, lnc. ...-..-..........-12131 77 5-254

NolPot Corp. ........(213) LU 3.1056

Rolh Youne Pmnn.l S.nl6 .........-(2131 386-6102

So-Col Commcrciql Sir.l ..--........----....(21 3) 685-51 70

I.UIAEER HANDIING AND SHIPPING, CARRIERS

C.Q fruckins Co. ........,..........-...-.....-(21 31 723.6557

lro Lunbcr Houllna .....-..-....-.....-...12131 596-1555

SOUIHERN CAIIFORNIA

TNERSIDE & ORANGE COUNTIES AREA

Ancri6n Dcsrotivc Product: ...-..-....-.(71 1t 623-8317

Amcricon forctt Producls, fW&J Div..-(2131 TR 5-1550

Amcricon Foratl Producti, TW&J Dlv., (Corriior! ....................(213) 773-92OO

Am.ricon For6i Products, ,rtt. Whitncy Div., (Ccrritor) --------{213} 773-92OO

Amcricqn For6l Producls, Sifnqrco Inl. Div., (Cerrilor) .------.(213) 926-1321

Ecllwood Co., Thc ..--------.-...........1714) 538-8821

Boirc Cqtcoda, Union Lumbor Ragion.-.-l7l41 511-OU1

Framon & Co., Sfephcn G. ..--..-....,(Zl4) OR 3-3500

Gorgio.Pocific Worshoure ...------.......(7l,fl OV 4-5353

Hqlllnon.lr{ockin lsmbcr Cp.

sAN FRANCI'CO

SASH-DOORS-W I NDOW9-A,IOU tDINGS

8U I I,DI NG MATE RIAITPAI NT_HARDWARE_ETC.

Americon For6t Producb, IW&J Div. (4151 PR 6-4200

Bef.Air Door Cp, .......-.-.----._..---...-.-..-(,1|5) 697-t897

Eoise Corcodc, Union lumber Region (/al5l SU l-6170

Corued Doorr, lnc. ......---......-.-----.---.-.(,415) 697-1897

Dougfos Fir lumbqr Co. .-.---------.-----(4151 DO 2-&27

Forsyih Hordwood Cr. .---..-..........-.......(/al5) 282-0151

GorgioPocific Corp. --.-----..-......--..----1415) 871 -9678

Holf inqn flockln lumbq Go, --....-..-----,(4151 167-84O

Horboi lumbcr Co., Inc.-..---....-..-.----.(.ll 5l 982-9727

Higginr lumbcr Co., J. E, ..-.............(,115) VA 1-8711

Kef lch"r l!mbcr Sqlc: .....------.-------. ----(11 5l 151-8862

lomon Lunbcr Co. -----.-.-----....--.- --.-.111 5l YU 2'1376

Pqific lumbcr Co., The ------------.-.......(415) 771-1700

Poronino Lunbor Co. .---.-..-.-.....--......--(415) 421.5190

Rolando Lunbs Co., Inc. .--.----.-......----(al5l 467-0600

Sif norco Intcrnqlidol {AFPC} ..---......(41 5} 776'1200

Unitrd Stqt6 Plywood Corp, --.-...---.(ll5) JU 6'5005

Wcndlins Nothqn Co, .-..........--.-.-.....(415) SU l-5363

TREATED lUl,t8ER-POtES

Koppcrr Co., Inc. .-----.-...-.........-...----...-(4151 692'3330

Wrndlins-Nqthon Co. .....-....-........(/3151 Sl, l-5363

SPECIAI SERVICES

Rcdwmd tnrpection 5!ryico .---..........--.-..---.--EX 2'7880

GNEATER BAY AREA

I.UMBER AND I.UMBER PRODUCTS

Amcricqn For6t Product!, TW&J Div...('115) sY 7'2351

Ar<slq R.dwood Co. (Burlingqncl .--...(415) 3/42'8090

Atkinron-Slutr Co. .......----,............--(415) 315'1621

Bellwod Co., Tho ..-..................---....-.--(4081 356'2600

Eonnington Lunbcr

NORTHERi{ CATIFORNIA

NNtrRGHANT NNAGAZINE BUVtrRS' GUIDtr

PACIFIC NORTHWEST STATES

EUGENE Al Pciro Compony .....-.......................(503) 312-3663

Eug.nc-\ivillion.ftc Lumbcr Co. .---....(503) 3/45-0141

Frcmonl For6i Products .........---...-----(5031 Dl-3-9267

Gogio-Pocific Corp. ..-.-.-..--.--.....-..(5031 345-4356

Inf ond Lumber Conpony-------..---.-.-----(5031 312-821 1

Twin HorboB tunbq Co. -----------------.(5031 3:12-6579

WHIIE CITY

Ancrics For6t Ploducls, TW&J Div.--(5031 3,l.2-5128

U.S, Plywood Corp. -...................-.-....(5031 Dl 2-l lll

Weycrhqcurr Co. .......-------.--......-.-----.-(5O31 3.42-5531

GNANTS PASS

Twin Horborr Sol.r Co. .-----------...-.-.---.(5031 179-1656

IAKE OSWEGO

Arthur A, Pozzi Co. (503) 636-8133

MEDFORD

Fountqin Lumbe Co.,

222-5592

For*l Fib.r Productr Co. ...-.-.............(5031 A4l 4-9158

Gorgiq-Pqciflc Corp. ....------.........--.-...15031 222-5561

Pqrqmino Lunber Co, --.-----------.,(5031 223-1311

Publirher: Popcr-Tim.t Mirror .---..-.(5031 771-ll6l

Twin Horborr lunb.r Co. .---.--........-...(5031 228-1112

Tumqc Lumbd C-. .-.-.----.------.----........(503) CA 6-6661

U.S. Plypod Corp. ..-...-....-...........-....(5031 CA7-0137

Wcycrhreurcr Co, --.------........--.----------(503) 226-1213

RIDDI.E C & D lumba Co. -.-..-.-....-..........-.....(503) 871-2211

sAutt

U.S. Plywood Corp. --.--.-.--....-.-....(503) CA 7-0137

SPR!NGFIELD

Roboro lumbcr Co, ...-.-----.-.....-..--...---(5031 746-8411

Wcycrhoeure Co. ---.--...-....--..-.--..----..(503) 226-l 231

BO|SE IDAI{O

U.5. Pfywood .-.......-(2081 312-3566 ROCKY A,IOUNTAIN STA

CHEYENNE

wYomtNG

Boddinglon-Cheyennc, Inc. .-.-..------......(3071

@BITUARItrS

IRtlY IT. C(IBB

Troy M. Cobb, founder and president of T. M. Cobb Co., died December 15 of heart failure in Los Angeles. He was 66.

Born March 16, 1904 in Okeene, Oklahoma, he resided in Valley Center, Calif., since 1944. He had lived in California since 1922.

He was a member of Utopia Lodge 537 F&AM of Los Angeles, Scottish Rite Bodies and Al Bahr Shrine Temple in San Diego.

Surviving are his widow, Violet; brother, Roy Cobb; sons, Ray, Donald and Thomas; five grandchildren and three sisters.

MRS. TEONARII C. IIAMMOI{O

Mrs. Leonard C. Hammond, 86, wife of the late Leonard C. Hammond, president of Hammond Lumber Co., San Francisco, died,December 29, 1970, at her home in Washington, Corur., after a long illness.

Born Dorothy Pery in New York, Mrs. Hammond attended Miss Spence's School and made her debut in the early 1900's. Married in 1908 to Alfred D. Bell, Sr., of New York, she received a divorce in 1916. She was again married in 1920 to Leonard C.

Wcclern lumber ond luildhig

Hammond, and from then on until after his death in 1945, lived in California.

Always interested in people and gardening, Mrs. Hammond was instrumental in founding the Women's Club in Samoa, Calif., and instituting a yearly beautification prize eompetition there. Long a member of the Woodside-Atherton Garden Club, her beautiful Woodside home, the first designed by the late Gardner Daily, was much admired.

For the past 10 years she hes

P=H=l=I

lived at "fire Rocks," IVashington, Conn.; a lovely estate originally built and landscaped by her late uncle, the noted architect Eric Rossiter.

Survivors include a sister, Margery Perry of Philadelphia, Penn.l a son, Alfred D. Bell, Jr., Hillsborough, Calif.; four grandchildren, A. Dennis BeIl, III, Ramsay P. Bell and Christy T. Bell, all of l{illsborough, and Mrs. Diana BelI Chickering of San Francisco; three great-grandchildren, A. Dennis Bell, IV, Geoffrey L. Bell and Jonathan A. Bell.

ADVER]TIStrRS2 INDtrX

One beam or a carload . . Beams in stock mean quick shipment

We give our dealer customers service . . . nrot competition

INLAND LUMBER CO.

When you see our trucks on the road, you can be sure they are headed for lumber dealers. That's because when we say,"Wholesale Only," we mean it. Since lnland Lumber was formed in 1946, we've done business that way. This is one good reason for doing business with Inland . but there are a lot more.

We are direct mill shippers. Our inventory of competitively priced West Coast forest products is the largest in Southern California. We have complete milling facilities. Besides lumber, we handle a full line of other building supplies.

When you are looking for a wholesale lumber company that believes in giving its customers service. not competition call Inland.

Dealer'

for single openings up to 4/0 x9/0 or in pairs to8/0xB/0