Merchant Magazine - February 1974

Problem:

Specify a ceiling thatb structurally durable economically feasible distinctively liveable.

Solution: Bond-Deck

Do you know Bond-Deck?

It's the quality panelized decking that combines outstanding dimensional stability, economy and distinctive appearance.

It's 2" x 6" white f ir, assembled into panels with 20" net face width by heavy kraft paper backing.

Each panel up to 24 f eet is precision trimmed to a t 7e " tolerance. When properly specified, waste is eliminated; handling time drastically reduced. It comes in four grades: Premium, Architectural, lndustrial and the new California Rustic.

It's ICBO and FHA approved. For complete specifications, write:

Arnerican Forest Products Gorporation

Where on Eofh

fcaodr CAl,tfOlNlA tur lEl ,riEtCHANt . Mcrchqndiring ond Ncwr Lsodcr rincc 1922

1974

HARDWARE/HOUSEWARES: 1 974

TIPS FOR BETTER HARDWARE/HOUSEWARES MERCHANDISING

FIVE VITAL FACTORS IN SELLING SPECIALTY PRODUCTS

THINK SALES PROMOTION FOR BETTER MERCHANDISING

SELLING AGAINST A GAS AND ELECTRIC SHORTAGE

HOUSEWARES: THE PROFIT POTENTIAL IS GIGANTIC

FLOODS, RAIN AND MUD SLIDES BATTER THE WEST

COMMUNICATING IN A CLIMATE OF MISTRUST (part 2)

HOST OF WHOLESALERS HOST THIRD ANNUAL LUNCHEON

DENVER'S W.O.O.D.,INC. ELECTS NEW OFFICERS

LOUISIANA-PACIFIC AND THE ENERGY SITUATION

MOXEY NEW EXEC. SEC. OF MOUNTAIN STATES ASSN.

MEXICAN ROSEWOOD AGAIN IMPORTED AFTER 25 YEARS

WAYS TO PROTECT YOUR VALUABLE EDP HARDWARE

S.F, LUMBERMEN'S CLUB LENDS BOYS'CLUB A HAND

htblisher A. D. Bell, Jr. Editor David Cutler

Contributing Edltor Dwight Curran Advertisinq hoductlon Mer. Ms. Daviil Hamil

Art Dircctor Martha Emery

Circulation Marsha Kelley

EDITOBIAL OFrICES

WESTERN LUMBER & BUILDING. MATERIALS MERCHANT Ig pub- llshed monthly at 673 So. Loke Ave., PeBadona, Ca. 01101, Phono (213) 702-802t or (218) ?02-4008 by Callfornla Lumber Merchant, Inc, Second-class DoStase rate! Dald at Pasadena, Cal, anil adtlltlirnal ofllces. AdvertlslnS rates upon re- que8t.

ADVENTISING OFFICES

NORTIIERN CAIIFONNIA & PACIFIC NORTHWEST

Jerry Holtz, 580 Market St., #400, San Franclsco 94104. Phone (415) 392-3365.

SA}f FBANCISCO BILLING OFF'IOE 2030 Unlon St., San Franclsco, Ca. 94123. Phone (415) 346-6000.

SQUTHERN CAIITOANIA

Ken Sweeney, Carl Vann' l3E5 Westwood Blvd., Los Angeles, Ca. 90024. Phone (213) 477-7593.

MOUNTAIN STATES

Frank L. Beckstead Aseocletes, (Denver) 3505 Mluer Court, Wheat Rldge, Colorado 80033. Phone (303) 42r-2692.

SUBSCRIPTIONS

chBnFo of Addrers-Send subscrlp. tlon orderE and addrets changes to Clrculatlon Dept., western Lumber & BulldhE Materlalr Merchant, 5?3 So. Lake Ave., Pasadena, Ca. 91101. Incrude address label from recent lssue lt posslble, plus new address and zlp code.

Subscrlotlon Ratet-U.S., Canada. Mexlco-and Latln Amerlce: $5-one year; $8-two years; Slo-three yearg. Overseas: E6-one year; t9- two yeans. Slnsle coDles 60r. Back coplei S1.00 when ariallable.

Tbc Mercnant lllrgezlne serves the member| of the: Arlzona Lumber & Bullder8 Supply Assoclatlon, Phoenlx: Lumber Merchants A!soclatlon of Northern Callfornla, Los Altos; Montana Bulldlng Mate- rlal Dealer! Assoclatlon, Helena; Mountaln States Lumber Dealer8 Assoclatlon, Salt Lake Clty and Denver: Lumber Assoclatlon of Southern Callfornla, Lo! Angeles; Wertern Bulldlns Materlal Assoclatlon. OIympla,-Washlngton.

TIIE TERSHIIIT

is on inilependent ma,gozina, for the furnber anil building moterio,ls ind.uetrg in the lE Weetenr, ctotes, concentroting on rotchond,ising, rna,nagement and occurote, foatuol neua

Areo Code 213 752-3796

No other sourcc in the West can grve you ihe quantity and vanety of deck ing available right here rn orrr Los Angeles Distributron Yard. Fountain's inventory incluctes Douglas frr. Western recJ cedar. white spruce. incense cedar ancJ hcmlook in 2 .3' and 4" widths in all thicknesses. Yo'-t can choose from clears. select structural or seleci dex t",rlih spec al patterns or sawn face. Specified lengths provide economy in material ancl easy installation on the job.

Wc can also g ve you fast delivery on rail. T&T and cargo shipments directly from the mills. On top of that, you can sell the complete roof struc ture by includinq Fountain aminaied timbers and construction lumber everything you need. close to freeways for quick pick-up Call Fountain li rst and /ast/

Hardware/Housewares and Energy

E! VERY February we present, as we do here, I-l/ eu1 annual Hardware/Housewares Special Issue. This year it coincides with the worst energy shortage since World War II, which, happily is yet to become an annual event, tho we wonder about coming Februarys.

The energy shortage has brought forth every doomsday artist around and, no doubt, some of their predictions will be all too true. But the situation is not without a good deal ofreasonable hope that although business patterns may change and fluctuate that these changes due to shortages may well prove to be a good thing to alert business people.

We think this may be especially true in the areas of hardware and housewares. To those who resisted efforts to get them into hardware and housewares (or get in it for real) their excuse was often that they were being outgunned by the discounters and/or the majors in the large regional malls and thus couldn't be expected to draw the traffic necessary to support these departments.

But now, with gasoline shortages/curtailments/cost and even rationing facing us, many

people are going to think twice about long trips to distant shopping centers. Suddenly, the local area store may well get more action than could have been hoped for just a few months ago.

The discounters have already been hurting and have pared down their inventories. As they are often located in relatively remote locations, the discounters aren't going to win any friends when Joe Customer uses those expensive and valuable gallons of gas to find that an already thin inventory suddenly wears a SOLD OUT sign on the one item he wanted.

Curtailments of Sunday and evening selling to save energy are going to hurt the big operator in the shopping center who often does 4Mo of his week's gross during the weekend. The man who gets this lost business can be the alert local merchant who hustles and, adaertises his closeby location and any other feature or service he can think of to get 'em in the door.

The changes the energy shortage brings can prove, for some, to be a positive business factor. The problem at hand is finding the handle to accomplish it.

This rare piece of lumber industry Americana is made of tin with the illustration and the slogans above and below it embossed into the metal; the company name and address is painted on and could be removed and a new name added. The sign is in near perfect condition and is believed to be about 40 years old. It would be perfect as an office decoration (framed?) or in the showroom, a den or at home. The ideal gift for a nostalgia buff. Price is only $45. Write box AB, The Merchant Magazine,573 So. Lake Ave., Pasadena, Ca. 91101.

Signing is vital to creating an exciting atmosphere in which to move products. [t need not be expensive. Buy precut letters, mount each one on a different color panel so the word spells across several panels. Result: an attractive sign at bargain prices.

lJ' your appeal to customers is through more than price, put up signs touting your seraice don't be afraid to brag or euen to beat home an obaious point.What seem.s lilce an obuious feature in your seroice may not be noticed by a custorner. Until you point it out, that is.

Think about the psychological factors in gondola height. Do you want the piled-to-the-ceiling look? Customers can then browse, dig for "hidden" bargains. Do you want a low profile, clean, modern with an open feeling. What about shoplifting with high gondolas?

Nail up or securely fasten to the wall and to spare spots on displays sm.all, framed pictures (paintings, prints, etc.) in the housewares section to make the women feel nore o,t home. While the men may make the actual purchase, you better belieue the Lady of the House wants to feel comfortable at the store.

How about an auto accessories section as a drawing card to bring young customers into your store? Some suppliers have virtually packaged displays and can take over much of the work in setting up an area for these popular items. It could get young customers hooked on your store.

Clip out stories from neutspapers and rnagazines to display with home water filter products Ecology can be rnad,e to work for as well as against industry. Make sure your signing includes a picture of a beautiful m,ountain streann bubbling oaer with pure, fresh water. Haue the sign ask customers "Hou) Does Your Present Water Taste?"

If you have three or more kitchen accessories that are all the same color, or approximately all the same color, display them together as "a set.'o As a background, mount pictures ofvarious dream kitchens from magazines or promotional material. Use a sign that asks "How Would This Set of Accessories Look In Your Kitchen?"

For small and aaluable (and easily stealable) items don't be reluctant for a rninute to chain them to sonething, preferably the building foundation. Thiefs come in all shapes and sizes in all towns and cities, rnake it as toughfor them as possible. Ifthe item is chained, the honest customer has no reluctance to pick up the itemforfear sotneone on the store staff rnight haue the wrong idea.

Make special displays of related hardware and housewares items and tie them in with various holidays through the year. Make a special effort with the popular new three-day holidays. Talk about fix-up ideas that can be completed within the three day perod.

Renting tools is a good' way to get custonl,ers and potentiaL customers inaolaed, in your hardware selection. Try renting expensiae tools, such as staplers and tacleers which haae been proaen srrccesses in rental programs.

A number of housewares can be grouped together to make a Party Accessories display. Display cocktail glasses, shot glasses, drink trays, fancy can openers, hors d'ouvre dishes, gag aprons for host and hostess and other bar accessories into a fun-time area.

Use flocked wallpaper or selfadhesiue wall couerings to backdrop d.isplays of housewares. It makes for a "softer enuironment," allows the customer to better enuision how products will look at home. Try framing the whole business with stock mouldings to giue afinished look.

Story at a Glance

This collection of merchandising pointers covers display, signing, advertising and related merchandising ideas to help you sell more hardware and houseware items.

Approach your professional and executive class customers for do-ityourself projects with the idea of creativity, not that home improvement is a distasteful have-to project. Use a "Creativity Corner" that tends to intellectualize the job and plays down the practical grunt and sweat aspects. Make it more more than fun, make it a challenge.

Affix a utaist-high shelf on some wall displays so that you can haae a m.ini planning dep artment cornplete with reference books if the items shown are ofthat type. Prouide stools so that the customers can uiew dis' played items at ease while researching similar merchand.ise.

As most shoppers come from within l/z-3 miles, use outdoor signs to tie in current merchandise with neighborhood events of broad interest, say a high school basketball game, a local dance or similar bigdraw event. Talk about both the event and what you have for sale.

Ifyou don't haue a ShelfShop in som,e corner of your storeo you're missing a good chance for prffits. Storage space is one of the biggest current consuner demands and shelaes can do the job. Supplement t:he area with paneling, plaques, a wall hung fi,replace and similar "decorator" items.

Tips for better merchandising of hardware/housewares

Work out a deal with one of vour local radio stations to answer Iisieners' questions on an 'oopen line'o radio show. [t makes your firm the place that has the answers and is an excellent form offree advertising. If you can't take the timeo assign your sharpest, most knowledgeable staffer.

Super graphics on outside and inside walls of saw, hamrners, bowls and spoons get clcross the message that you are proaiding hardwares and housewares to the public.It may seern like stressing the obaious to you, but it helps penetrate the public's low anaareness leael.

Electric housewares are expected to double in sales volume during the 70s. Continued increases in wase and salary levels across the entiie population as well as rising expectations and aspirations make electric housewares a potential goldmine.

If you haae a regular mailing use hardwares and housewores, "ithe, together or singly, as the special featured "star" of the mailing. Treat it the way magazines do with Special Issues, such as the one you ari reading right now.

Why not take a number of housewares items and hang them on the wall behind a service or checkout counter where the customer pauses for a short period of time. Be sure and frame them so they have a fine gallery look. Consider mounting the backing with red or black velvet or similar material.

Impulse items should always be kept on or near checkout or seraice counters so customers will be exposed to these items. This can be especially effectiue with new or improued housewares iterns.

Housewares sales can often be hypoed by hiring a woman sales clerk. Some women are just reluctant to approach men for advice on housewares as they feel (and sometimes rightly so) that the men know less about it than they do. Be careful in hiring as a young woman in a glazeout or a grumpy old one can do more harm than good.

_ Promote a Family Assortment of hardutare and housewares. Maybe a soldering kit for junior, a beginners, bgklng set for sis, a power saw for dad and a blender for morn. piice them indiuidually, but also offer a discount when sold as a set. Ifs a longshot, but who knows?

The mysteries of hardwares and housewares can be explored in a series of classes. seminars and the like. It will also drive home the point you are the best place in your trade area to buy these products. Contact suppliers for teaching experts. Is there anyone on your staff that has teaching skills adequate to handle a class of eager d-i-yers?

A laundry center can be rnad,e to workin no m.ore room than the end of a gondola. Just gang together an ironing board, clothes racks, pins, spray starch and the other goodies and top with a good. large sign explaining what it is.

Bath items are a particularly strong selling housewares item in many areas of the West. Use perf board to hang the items above the inventory stored in the manufacturers' boxes directly below each displayed item. Make sure signs for bath item merchandise have enough of a feminine touch to appeal to the ladies, who buy most of these items.

"SpecialtyProducts"

Display - Educate - Demonstrate

Promote and Sell!

Bv Charles Lauber V[ce President Advertisino and oromotion Palmer G.-Lewis & Co. Auburn, Washington

n\ HIS five word capsule formula I underlined above is necessary. we feel, for successful merchandising and selling by any type ofretailer seeking volume sales.

Let's break it down into common denominators:

(f) PROPER DISPLAY - most important. The in-store display must be eye-catching, store product inventorY, include 'ohow to" literature and be strategically located in a good traffic area. Outstanding examples are Cristal ceramic tile (see photo) Z-Brick, and K-Lux Nu-Top decorator Plastic.

(2) EDUCATING STORE SALES STAFF - essential that counter men be informed and trained to effectively sell the home remodeling customer. Product knowledge

Story at a Glance

Sets out and explains vital factors necessary to successful merchandising of specialty products... stressed is need for consistent, well-planned advertising.

meetings sponsored by suppliers and distributor regarding consumer benefits, application procedure and ordering are prerequisites. "Product knowledge is selling power". Don't overlook special incentives (spiffs) for inspiring and activating sales staff for specifi c promotional periods.

IN.STORE PRODUCT

APPLICATION DEMOS bv factory representatives provide actiono showmanship, excitement and draw traffic when such demonstrations are properly planned and advertised. An excellent way for prospective buyers to become personally involved.

PRODUCT PROMOTION

is obviously essential to draw retail customers. Attractive display ads in newspapers or other media such as special tabloid flyers, radio or live TV demonstrations should be programed. Supplier and distributor co-op advertising

(Please turn to page 45)

AN EFFEGTIVE mass merchandiser display. This 6' long gondola for Cristal Ceramic English Tile has attractive header board, inventory ol tile, adhesive and grout plus beautiful "how to do it" product folders. Two other sizes of the display are available: larger 8' gondola and 2' sell adhesive tile display.

Think Sa/es

Promotion

By Steve Burnett advertisino mor. Goldblatt Too[ Co.

In recent years there has been a significant increase in the sophistication ofthe advertising and marketing techniques used by home centers. mass merchandisers and lumber and building supply dealers. l974may very well find this industry scrambling for sales. Now is the time to prepare for a more competitive "hard sell" approach. The firrn which lets its competitors "waste all that money" on advertising without competing may find its doors closing under Article ll (bankruptcy).

This article is not intended to be an all-encompassing text on the fine points of advertising. It is meant to inform or remind you that there are several valuable and inexpensive sales boosting tools available.

First, you must ask yourself: "Am I stocking the right products for the potential customers in my area? Who exactly are my customers? What items do these same customers buy elsewhere that I could be stocking?"

Next, a little more thought to store layout is probably needed. Don't hide items from your customers. Watch them shopif they have to ask you where something is, it is in the wrong place. Make use of instore signs, 'posters and display merchandisers. Put a supply of give-away promotional material at your cash registers. Think "Sales Promotion!"

Do a little research. Compute how much you realistically can and want to spend on advertising. Compare this year's sales activity with past years. Establish goals for the future, decide exactly what you'want to accomplish and how you're going to do it. There is no magic formula for you to use. It is a decision which you must make using your knowledge of your business, your goals, your competition, your location, your productline, etc. Nowyou are ready to implement your marketing strategy.

with your present customer list for mailings. These lists can usually be obtained if you try hard enough. Check the Yellow Pages, association or union membership lists, licensing departments, or go directly to a professional list compilation firm. Once you have clearly identified your market you must choose the best media for your advertising dollars.

Story at a Glance

Ten specific ideas on advertising and sales promotion that you can use to make your firm more competitive ... sources for co-op $, promotional materials, advertising aids, catalogs and other promotional aids.

About the author: Steve Burnett is the aduertising manager of Gold,blatt Tool C o., Kansas City. Goldblatt is a lead,ing prod,ucer of quality trowel trades tools. As such, Starc is aery familiar with the merchandising aids proaided. by manufacturers; he has a B.S. in Joumalism and, an MBA in Marlrcting.

(l) Contact your suppliers and the manufacturers. They are the prime source of advertising material and assistance. Many will give you expertly prepared brochures, invoice stuffers, posters, displays, signs and so forth just for the asking. Some will imprint your store name on their material. They are as interested as you are in selling their products!

(2) Send out promotional material with invoice and any other mailings you make. Try to obtain a list of all potential customers in your market area. Combine this

(3) Newspaper ads are often effective. Again, ask the manufacturer to provide photos and copy for their products which you sell. Ask if they have a coop advertising plan for sharing the cost of advertising. Many have such a plan but do not take the initiative in promoting.

(4) Radio advertising is becoming a more popular media for lumber, hardware and building supply firms. Write your local radio stations for a free copy of their advertising rate cards. You may

(Please turn to page 45)

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P.O. Box 415

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Selling against gas and electrical shortages

Selling hardware and housewares against the current shortages in electrical energy and gasoline are far from a hopeless task.

Power tools are seldom used regu- larly by the do-it-yourselfer and when they are, the tools require only a minimum of electricity. A gas shortage will force otherwise travelminded customers to stay home and the traditional pattern has been for their energies to focus on fixing up the homestead. Can't you just hear the wife after the third weekend at homeo "Listen, Howard, if I have to spend another weekend around here, youove just got to fix the rumpus room (porch) (patio)(living room, etc.) and repair all that stuff in the back yard."

Housewares are another sales

arena where the crimp in travel will mean more people at home and, no doubt, more activity in the kitchen. A problem area in sales here, though, is the increased use of electricity that additional cooking brings. This can be handled best by contacting yourlocal utility and finding out the facts so that you will be prepared to correctly answer questions about increased usage of electricity. Often, it's not as bad as you or the customer might think.

Contact your suppliers for information on the actual usage of electrical housewares. Often, like electrical power tools, they are not big users of electricity and can be used without fear of drastically running up the electric bill.

John McNamara, v.p., Sunbeam Appliance Corp., observes that most

kitchen appliances use less electricity for their specfic function than do major appliances. o'If it comes to counting watts," he says, "an electric shaver takes less current than it does to heat the water to shave."

John Proven, exec. manager of the Power Tool Institute, shares McNamara's enthusiasm for electric housewares and tools' performance during 1974 and thinks the power tool industry can sustain the sales growth it has enjoyed for the past five years.

While the shortages we face will produce different and challenging selling conditions at both the retail and wholesale levels, the opportunities are definitely there for those with the initiative to go after them.

Western Hardware Show

Buyers by the thousands are expected to flock to the 25th (Silver Anniversary) Western States Hardware-Housewares-Paint & Garden Show to be held Feb.24 -26, at Brooks Exhibit Hall, Civic Center, San Francisco. This popular trade show has been designated a 'must' by both manufacturers exhibiting and buyers who want to see and buy new products, merchandising aids and promotions.

Over 600 manufacturers will be represented, with merchandise lines in the thousands on exhibit at the show, sponsored by the California Retail Hardware Assn. According to K.B. Jacobsen, show manager, pre-

show interest is very high with many new exhibitors taking booth space to present their products to retail buyers in the big Western market.

Buyers from all retail areas will see the latest in hardward. housewares, paint, garden supplies, building materials, automotive supplies, giftwares, plumbing and electrical supplies, sporting goods, variety and notion items, plus hundreds of other individual lines of merchandise.

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

Buyer attendance is expected to top the 10,000 mark, with spending over $l million plus, and an even.

larger amount on post-show orders. The 100,000 sq. ft. hall makes it convenient for buyers to attend and take advantage ofthe many specials offered by exhibitors.

Show hours are: Feb. 24,10 a.m,6 p.m.; Feb. 25, noon - 6 p.m.; Feb. 26, 3 p.m. - l0 p.m. Monday is Buyers' Market Day with special prices and prizes. Tuesday is Employees' Day with all retail personnel invited. Special attendance prizes for both buyers and employees include color tv sets, trips to Hawaii and Disneyland, and cash awards, for some lucky buyers.

Running concurrently is the 73rd Annual California Retail Hardware Assn. Convention. Headquarters is the TowneHouse Hotel.

Housewares

By Dolph Zaptel" Managing Director National Housewares Manufacturers Assn.

'TIHE AmeriI can housewares industry is an economic giant that is now ringing up retail sales at a record-breaking clip of more than $f 6 billion

yearly. And housewares is fast coming into its own as a real profit-maker for home centers, lumber and building materials dealers.

Indeed, many of these outlets are just now beginning to recognize the growth potential that housewares offers them. It continues to expand each year, as thousands of new home-use products come onto the market in an effort to satisfy the greater-than-ever desires of America's homemakers. For millions of new and improved homes, rising standards of living and population growth, itself, have all combined to increase consumer demand for housewares.

Yet it is more than likely that a

Story at a Glance

Housewares represent a tremendous profit potential for Western retailers and wholesalers in building supply Housewares Show is largest single-industry trade show in the world and is a storehouse of display, merchandising ideas and promotional aids.

building supply field have still not discovered for themselves the vast impact of housewares. And there is no better way for them to do so than by paying a visit to our semi-annual NHMA National Housewares Exposition.

The NHMA Exposition is held eachJanuary andJulyin Chicago. It is the largest single-industry trade show in the utorld, and brings together all at one time and all in one placethe world's biggest exhibicCormick Place -

the entire product output of the American housewares industrY. Gathered in 100,000 sq. ft. of display space are the exciting and dramatic exhibits of 1,500 exhibitors showing off their wares to the nation's buyers and merchandising executives.

The Housewares Exposition also is the most comprehensive merchandising exhibit ever developed for any single industry. It is a storehouse of display and merchandising ideas and promotions, and the forward-looking merchant cannot help but take home with him profit-making ideas as well as products.

The recent January Exposition set the pace for the first half of 1974 in housewares. But the coming 6lst NHMA National Housewares Expositionwhich will be held July 15-f 8 at McCormick Place in Chicagopromises to mold the industry's last-half movement. So it is not too early to urge home center merchants and lumber and building materials dealers to attend the Julv Exposition.

MERGHANDISING and display ideas abound at the semi-annual National Housewares Exoo. Show attendance regularly ex- ceeds 1 00,000: thousands of oroducts are on display.

*Dolph Zapfel has been actiue in the housewares industry for more than a quarter-century. He joined the National Housewares Manufacturers Assn. in 1948 and in 1956 was named its managing director. He is also responsible for the semi-annual National H ousewares Exposition. Each year it prouid,es display facilities for seaeral hundred thousand home-use products of nearly 3,000 housewares rnanufacturers in more than I ,400,000 sq ft of exhibit area. Total annual attendance exceeds 100.000. - Editor.

Rain and Floods Hit the West

It appears at this writing that, generally speaking, the lumber and building materials industry in the West has lucked out in avoiding extensive damage from a week of heavy rains, flooding and mud slides that hit during January.

During the heaviest part ofthe rain, there were fears that the massive damage suffered during the rain and floods of 1964 would be repeated, but fortunately, widespread lumber industry losses were avoided.

Losses to the general population in the coast states alone were put at $I0Q million and 16 lives were lost. Seven Northern California counties were declared disaster areas and Idaho Governor Cecil Andrus declared a state of emergency in three Idaho counties. Montana Gov. Thomas L. Judge declared Lincoln County and the town of Libby disaster areas as hundreds had to be evacuated from that Northwest Montana town.

Despite trackage lost at several points along its line, the Northwest Pacific RR was back to nearly normal operation by the first of this month. The California Western RR, which lost a bridge, several approaches and trackage, it is now expected to be back to normal operating condition in about 30 days.

In many cases, serious damage, other than loss of production time, was avoided by quick action. At the Fred C. Holmes Lumber Co., workers moved the lumber out of their Myers Flat, Ca., mill up onto Highway 101. They also removed the electric motors from the mill to protect them from flood damage from the rampaging Eel River. They moved as much of their log deck as was possible under the circumstances.

Farther north, at Scotia, Pacific Lumber Co. moved lumber out of the south end of their yard to avoid flood losses. Some four feet of water flooded into the remanufacturing plant of Philo Lumber Co. at Hopland, Ca., and caused damage to some of their forklifts and other machinery.

Georgia-Pacific, which operates scores of wholesale building materials distribution centers in the 13 Western states, reported no losses from the rains and flooding, according to Mel C. Carpenter, assistant to the chairman.

New Lumber Club Forms

A new Hoo-Hoo club is in the process of being formed in, appropriately enough, one of the hottest lumber markets in the West, Orange County, Ca.

Two organizational meetings have been held to formally establish the club. The first drew 22 and the second had 43 in attendance. By the time you read this, a third meeting will have been held to elect officers and a board of directors.

Among those instrumental in forming the new group are Mark Lofland, South Bay Redwood Co.; Gil Harris, Crown Cedar Co.; Nate Youmans, Empire Fence Products; Al Reynolds, LM-Wickes; and Glenn Johnson, Double J Lumber and Concrete.

n Roller Delivery

n Construction Hauling

n Timber & Pole Hauling

n Roll-off Delivery and Line Hauling out of the North

n Local and Line and State Wide

Communicating in a Climate of Mistrust

By Philip Robertson vice president, marketing Daniel Yankelovich. lnc.

(Second of Two Parts.

See Jan., p12 for Part One)

This process ofconverting desires into rights is not new. Indeed, it is a very old trend, long recognized by historians as part of a worldwide revolution of rising expectations. But in the 1960s, it accelerated and it assumed new political and institutional forms. It has given rise to a variety of social movements such as the Civil Rights movement, the Student movement, the Consumer Rights movement, the Ecology movemento the Woman's movement, etc.

By the end of the 1960s the country was reeling under the combined impact of the various social movements, the growth of new social rights, the sense that our institutions were growing too large and powerful at public expense, and the constant hammering away by social critics at Philip Robertson, one of a tearn of major speakers at the recent Ameri' can Forest Institute annual rneeting in Portland, is currently superuising preparation of a special opinion study for the forest products industry to help gauge the extent to which the public is willing to pay for enaironmental improaement. For earlier couerage of that important gathering, see The Merchant Magazine, Noaember issue, p. 10.-Editor.

the country's faults. Even though most people rejected the criticism, some of it got through. These various influences combined to create the new climate of doubt, skepticism, and mistrust of our institutions in which we now live.

(4) The consumer mouement. The consumer rnovement focused these various social forces sharply on business. As part of the psychology of entitlement, the consumer movement helped to crystallize the idea of consumer rights, the notion that the consumer had a right, guaranteed by government, to be assured of product saI'ety, truth in advertising, truth in packaging, etc.

Exploiting the public's growing fear of its powerlessness, the consumer movement drove home the point that the giant corporations were all-powerful but unresponsive to the consumer. The consumer movement also helped to channel the public's growing feeling of moral uneasiness and to pin part of the blame on business. As part of this trend, there is also an effort to tie business to Watergate, even though many business executives are severe critics of the Administration on the moral issues raised by Watergate.

I this sense, even though the decline of confidence in business in not

an isolated phenomenon but part of an overall erosion of public confidence in all institutions, the immediate cause of the new distrust in business is related clearly and specifically to the impact of the consumer movement. As a result, the majority ofpeople today share the feeling that business is putting its own shortterm profits ahead of its concern with product safety, product quality, value for the money, and service to the public.

(5) The cult of performance. Most business executives sympathize with consumerso demands and wish to be responsive to them because they reflect their own business values as well as the consumers. [n practice, however, meeting consumers' demands often requires sacrificing short-term profitability for the sake of long-term customer building. This too is good business: it is the way most great businesses were built. But here is where we run up against some countertrends in the form of the cult of performance created by stock market pressures. What emerges is a picture of the country moving in one direction and business moving in the opposite direction. The country is moving toward new values, new social rights, new demands which may require business to broaden its objectives and even to sacrifice some shortterm profitability for the sake of guaranteeing customer saisfaction. Simultaneously, goaded by the performance cult, business has been shoring up its organizational structures to put ever more emphasis on short-term profits even when the action taken to assure short-term profitability conflicts with new public demands.

Paradoxically, just at the stage in our history when people are more interested in learning how to live than in how to make aliving, and just when people are beginning to lift their noses from the grindstone, at precisely this point in time business has learned to make a bigger, better,

and more efficient grindstone for itself.

To change the metaphor, business and the country are moving in opposite directions and are passing each other by like ships that pass in the night.

(6) Institutional lag. In the 1950s and l!)60s there was a good fit between what business offered and what the country wanted. From World War II to the mid-1960s. business gave the country what it wanteda huge GNP, a booming economy, full employment, affluence for the majority, and an abundance of new products and new technology.

In today's current climate of opinion, however, economic growth and affluence are taken for granted, and people are starting to become aware ofthe price the country is paying for economic growth in pollution of the environment and in quality of life.

Story at a Glance

In this second of two parts, Philip Robertson defines some of the factors that caused the present anti-business climate and offers suggestions on how best to deal with several problem situations that can occur fora company. This installment picks up at the fourth of the eight background causes Robertson describes.

Many new desires are blossoming and many old values are being questioned. A new set of expectations is springing up about what business should be doing for the country over and above its pursuit of short-term profitability.

[n a word, the "fito'between what business is doing and what the country wants is not as good in the 1970s as it was in the 1950s and 1960s. This lack of "good fit" shows itself in the form of three new conditions that confiont business in the 1970s. The first is an exponential growth in the sheer number of demands

made on the corporation in the name of the public interest:

(E.g.) Ailocate more resources to pollution control.

(E.g.) Curb the use of wood and paper products to preserve natural resources.

(E.g.) Make work more interesting and meaningful for workers.

There are literally hundreds of such demands, all of them with impact on profits.

Secondly, many ofthe groups advancing these demands had acquired a political clout they did not enjoy in the past. Witnesso for example, the growth of:

(E.g.) New federal agencies (e.g., E.P.A.).

(E.g.) New legislation (consumer protection bills).

(E.g.) New regulations (e.g., environmental impact statements).

(E.g.) New legal and quasi-legal devicesused by activists such as The Sierra Club and Friends of the Earth (e.g. class action suits).

(E.g.) New uses of publicity (e.g. making demands at stockholder meetings).

(E.g.) New interpretations of old laws (e.g., use of SEC disclosure laws to cover environmental action).

And third, at the same time, as we have seen, there has been a dramatic decline of public confidence in business.

(7) Social stability.It is important to avoid crisis mongering. We do have a serious problem; we do not have a crisis.

To monitor the country's state of mind, we have developed what we call a "social stability index." The index is comprised of two numbers. The first is a measure of the intensitv of people's concerns about matters that affect their personal lives, such as money, health, the education of their children. and their outlook on the future. The second number measures the intensity of people's social concerns on such matters as inflation. A high number in both categories reflects a state of social stability. If the level of intensity of

people's personal concerns (as reflected in the first number) is high, we know we are in trouble. For this means that people's personal lives are being disturbed directly and urgently. If the intensity of people's social concerns is high (as reflected in the second number), we know that people are worrying about what is happening in the country. A high number in both categories reflects a state of social instability. A low number in both categories reflects a time of serenity and harmony, such as perhaps existed in the late 50s and early 60s. What we find today is a low number in the personal concern category and a high number in the social concern category. Expressed in percentage terms, the intensity of personal concern is at a 377o level intensity as compared to an 877o level of intensity of social concern. We interpret this as meaning that while the country is distressed about its social problems, the personal lives of most people go on from day to day in a fairly satisfactory and unruffled fashion. And indeed, at the present time, people are somewhat optimistic about their own personal future though they are deeply concerned about the country.

(8) Short-terrn oersus long-term strategies. We should distinguish between a long-term strategy and short-term tactics. The soundest long-term strategy for business, in our view, is one of gradual adaptation to a changing business environment and the avoidance of a "push-the-panic-button" crisis response. The most appropriate short-term tactics are those needed to dispel the current climate of mistrust and to restore a working basis of confidence.

For those individuals and companies that find themselves in the adoanced stage of mistrust when people are anxious and tend to blame them specifically for their problem, a different communication

(Please turn to page 48)

Third annual wholesalers' luncheon

A HOST of wholesalers hosted a happy holidays party .CL in Sacramento, Ca., recently for wholesalers and retailers who came from a wide area to attend the third annual luncheon party.

More than a hundred and a half attended.

Picking up the tab were: Oregon Pacific Industries,

Inc.; Gabbert Lumber Sales; American Lumber Species; Karren & Frank Lumber Co.; Hedlund Lumber Sales; Lancer Wholesale Lumber Co.; Dier Lumber Co.; Nikkel lumber div., DG Shelter Products Co.; Pooser Lumber Co.; Direct Lumber Co.; Red River Lumber Co.; and Neely-Nelson Lumber Co.

AT WH0IESAIERS'gathering were (1) Dennis Adkins, Paul Phelps, Bob Adams. (2) Jim Fraser, Jerry Evans, Hank Feenstra. (3) Beverly Whitson, Roy Gillmore. (4) Madelyn Mason, Tanya Rowe, Bill Sayre. (5) Doug Gregg, Jerry Ensworth, Roy Gillmore, Karl Drexel. (6) Sam Eggiman, Art Anderson. (7) Dan Muldoon, Fred Scaife. (8) Jim Hayes, Brian Eggiman, Bob Riggs. (9)Jim Harris, Mike McDonald, Tom McDonald, Bud Frank. (10) Jack Martin, Ed

Fowler, Ben Moeszinger. (11) Ed Dier, Colleen Gourtright, Harold Philips, Bruce Ball. (12) John Casey Jr., Gary Simmen, Rosemary Lang. (13) Chris Pooser, George Kavooras, Dick Scheuble. (14) Gary Levi, Gary Simmen, John Casey. (15) Pat Magan, Jim Hawkins. (16) Joe Bambind, Dave Lucchetti. (17) Ralph Heath, Dolly Lawrence. (18) Ron Robbins, Norm Rose, Fred Duchi. (19) Bob Bonner, Knute Weidman.

Housing starts in December (latest figs.) slumped to a 3Vz year low, in Dec., down more than 20Va from the previous mo. and ( s hu d d e r) nearly 437o below Dec.'72 . . . bldg. permits looked equally bleak, dropping 7.3Vo from Nov. and a record 49Vo below a year previous

Doom and GloomAward soes to the National Assn. of H6me Builders which released a report saying that Dec.'s 1 ,355,000 were not the bottom line of the slide in starts . . how bad they expect it to get was not exactly stated, just worse

The West's biggest single home market, California, reported in with 205,000 units for '7 3, dow, n I 97o from' 72, according to Bank of America, which foresees tt further l57o decline this year, assuming a pickup of activity in the 2nd quarter . .-

The federal government plans a$6.6 billion tronsfusion in gov. backed mortgage loans to revive the sagging building industry . . builder groups immediately denounced the plan as o'unrealistic" and "ineffective"

Atlrlitionul $'$$ for housirtg also came over the horizon with the bankers' move to a 9/z7o prime rate s&ls reported decreased inflows of savings in Dec. that could eventually go for mortgage money for home buildlng

The important sectiorzs in the Federal Energy Office's Petroleum Allocation & Price Regs. are Sec. 2ll.1l, 2ll.l02 and 2n.lA3, the entire piece is 37pp. of small type written in dreary "federalese

Crown Zellerbach plans to buy Biles-Coleman Lumber Co., Omak, Wa., for about $26.6 million in CZ stock: a closelv held concern, Biles Coleman has annual sales of about $65 million . . . Ingersoll-Rand intends to acquire Schlage Lock Co., San Francisco, for about $85 million instock...

Georgict - Pocific' and Brooks-Sconlon have ended talks concerning the possible sale of Brooks-Scanlon to G-P .Russeks, Inc., hasagreedto sell its wholly owned Fir Ply, Inc., Medford, Or., to Southwest Forest Industries for about $4.6 million in cash with Fir Ply retaining cash, CDs and receivables of about $1.8 million plus some $300,000 liabilities . . final agreement has yet to be reachedo tho deal is expected to closeAprill...

Hamman - McFarland Lumber Co., Phoenix, plans to take over the formerR E. Coble Builtling Materials Co. yard, at Deer Valley and Coble willtake over the Hamman-McFarland truss plant and yard on S. 59th Ave. and operate it as a Coble facility Fitzsimmons Lumber Inc. dba White Pine Lumber Distibutors. Fresno. Ca.. has opened a spanking new store and warehouse (same location) and added a complete line of builders hardware

International Forest Prodrcls, Pomona, Ca., has open- ed a new sales office in Fresno . . . Spear Lumber Co., Cheyenne, Wyoming's oldest lumber and building materials dealer, has successfully converted over to become Spear Promart Home Center . . . R ancl L Building Supplies, Boring, Or., has expanded its sales area, plans to add a garden center later this year

The usualmoving hassles plus fuel/energy shortages delayed Oregon-Pucific's move to their new hq. at Wilsonville, Or.; mid-Feb. is the present target date . they have added distribution of Anderson Windowalls from their new Fairfield, Ca.. warehouse

Simpson Timber has made what is, apparently, the lst sale

of bleached softwood kraft woodpulp from a U.S. mill to Red Chino; no word as to whether more trade is expected ...in the 1930s, there was a considerable lumber trade with the Chinese mainland done throueh West Coast ports .

Boise Cascode has purchased the Eugene, Or., modular housing plant of Bohemia Inc., terms were not disclosed . . BC plans a $l.l billion cupital program beginning this year, some 777a to go to improve and expand their basic businessblde. materials and paper. .

Simp.son Timher and the Conudiun Province of Alberta plan a $30,000,000 forest products development 100 miles east of Edmonton; included will be a dimension sawmill with a capacity of 95,000,000 board feet and supporting logging and timber developments Potlatch plans to spend $8 million for 3 whole-log chipping plants in ldaho plus sawmill modernization in Arkansas . .

The oak floorins industrv rerluced the thicknes{of nominil I " flooring from 25132" to 314" the lst of this month . . the Cost of Living Council has removed wage and price controls from the mobile home and recreational vehicle industries . .

Portland's Fred Meyer, Inc., a large Northwest discounter, is opening 8 new home improvement centers this year if all goes well Handyman, Inc., based in La Mesa. Ca. (San Diego). which presently has stores in Ca., Or., Az. and Tx., plans several new ones for the Chicago area

Except for autos, the cons.umer is still spending, according to most recent gov. figures for Dec., wilh retail sales up $319 million

FAMOWOOD

is the PR0FESSI0I{AI'S ALI PURP0SE PLASIIC

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

Can be used under Fiber Glass!

Ready to use ilght out ot tne can, famowooo

dnd will not gum up sander. V/aterproof and weatherproof when properly applied. 4a

Availatle in 15 matching wood colors and white.

BEVERTY MAN UFACTURING C()MPANY

9118 S. Main Street. Los Angeles, Calif. 90003, P.0. Box 73233

Manutacture6ofFamowood,Famoglare,Famosolvent Distributorandoealerlnquirigslnvited

GALENBAR

West Coast Lumber Inspection BureauFeb. 8, annual meeting, Benson Hotel, Portland, Ore.

Western Building Material Assn.Feb. 11-f5/15-23' WBMA Alaska Marketing Conference & Hawaii Sunbreak Management Conference.

Los Angeles Hardwood Lumbermen's ClubFeb. 14, meeting' Stevens Steak House, City of Commerce.

Inglewood Hoo-Hoo-Ette ClubFeb. 14' meeting, Quon's, Westchester, Ca'

Spokane Hoo-Hoo ClubFeb. 15, Valentine Dinner, (place to be announced).

Oakland Hoo-Hoo ClubFeb, 15, Ladies' Nite-Valentine Dance, The Elegant Farmer, Oakland, Ca.

Los Angeles Hoo-Hoo ClubFeb. 16, Valentine dinner dance, General Lee's, Los Angeles.

Shasta-Cascade Hoo-Hoo ClubFeb. 17, Ladies Nite, (place to be announced).

Bay Cities Wholesale Hardware Co.Feb. 17, Spring Show, The Showplace, San Francisco, Ca.

Americsn Plywood Assn. regional rn€etingsFeb. 18, O-H's Town House, Eureka, Ca.; Feb. 19, Holiday Inn, Medford, Or. ; Feb. 20, Thunderbird Motel, Coos Bay, Or.; Feb. 21, Nandels Inn, Corvallis, Or.; Feb. 22, Sheraton Motor Inn, Portland, Or.

California Retail Hardware Assn.Feb. 24-26, Western States Hardware-Housewares-Paint & Garden Supply Show, Brooks Hall. Civic Center, San Francisco.

59th Denver Gift & Jewelry Show - March 3-6, Denver Merchandise Mart & Exposition Building, Denver, Co.

American Institute of Timber ConstructionMarch 4'7, meeting, Sheraton-Maui Hotel, Maui, Hawaii.

Oakland Hoo-Hoo CtubMarch 5, Speaker on O.S.H.A., (place to be announced).

National Building Materiat Distributors Assn.March 7'9' roundtable meeting, Hilton Inn International Airport, San Francisco.

Los Angeles Hoo-Hoo ClubMarch 8, meeting, California Country Club, City of Industry.

Spokane Hoo-Hoo ClubMarch 11, meeting, Sotckyards Inn' Spokane, Wa.

Western Wood Products Assn. - March 12-15, Spring meeting, St. Francis Hotel, San Francisco.

Los Angeles Hardwood Lumbermen's Club - March 14, meeting, Stevens Steak House, City of Commerce.

Shasta-Cascade HooHoo Club- March 15' Burney Bash, place to be, announced).

American Wholesale Hardware Co. - March 17, sales galaxy, Long Beach Arena, Lonq Beach, Ca.

Montana Building Materiai Dealers'Assn. - March l8-20, convention, Village Motor Inn, Missoula, Mt.

keep up with it allt%{* for iust $5 a year!

NdR+ffi*'E'6Ti'' ''M nn T-nfln/-

By R0SS KINCAID executive vice president

fl'AVE YOU set up an '.Energy rr Conservation Center" in your store vet?

Several good suggestions were contained in Energy Crisis Alert Bulletin #1 included in our December mailing. Review it carefully. There are many ways you can assist your customers to conserve energv while at the same time bolstering youT sales of products and services.

Changes by Congress will increase Social Security benefits in two steps from a total of llVo:77a in April, 1974 and 47o in July, 1974. To finance this increase the taxable wage base was increased from $10.800 last vear to $13,200 on January i this year. The tax rate of 5.85% will remain the same.

Everett Yost, in his 1973 convention talk on Continuation of the Familv or Small Business, referred to a new book "The Business Owner & The Estate Tax" available through WBMA. Many members have already ordered this book. If you have overlooked ordering it and wish a copy, WBMA can obtain

one for youcost $3.95 (plus tax for Washington members).

Claim forms will be mailed by the U.S. District Court in San Francisco about the middle of Februarv to all firms entitled to participate in the settlement of the suit involving gypsum wallboard, lath and plaster.

If you handled any of these products during the period from Jan. l, 1963 - Jan. l, 1968, you are entitled to participate.

To assure that your claim will be filed properly and on time, we again suggest that you take one of the following steps now:

(l) Contact your attorney regarding this settlement, or

(2) Contact (or have your attorney contact) Charette & Brown, P. O. Box 63, Aberdeen, Wa. 98520, which has the background material, worksheets, etc. necessary to file a proper claim.

By WAYNE GARDNER

tnHE Energy Crisis seems to be of I most immediate concern to the lumber and buildine material dealers. And'it can be loo[ed at wiih hixed blessings. The outlook for the sale of some types of building materials could be quite good.

Anything that could be construed as energy saving, such as insulation, wood windows as opposed to metal windows, wood siding in place of stucco; all of which enhance the beauty as well as the livability of the house and can save on

heating and cooling.

Additionally, the outlook for remodeling of houses and building in central city areas could be increased by virtue of the new families not wanting to go 20 or 30 or even more miles awav from the center of employment. They may find themselves with only enough gasoline for the family auto, let alone enough to drive the 30 to 50 miles that some are now experiencing.

For the delivery of building materials some dealers certainly will be taking a hard look at jobs that are on the outer fringe of their present economically feasible sellins area. The comoetition for the jobs neirer the metropolifan area

may be intensified. Wholesaler distributors will be considering delivery into areas on a specific basis rather than whenever a customer needs material. Truck and trailer shipments from the mills may be reduced. Also predicted for l974isa20%-30% decline in residential buildins activitv.

But the Iumberman is a hard breed. Energy crises causing housing slumps and delivery problems will be taken into stride just as other changes in business have.

There are, however, positive factors such as a high level of commercial and industrial buildine predicted. hieh remodeling activity;rid building on"more central sites. Additionally the announcement on January 10, that the fuel shortage may not be as bad as originally anticipated will help.

These do have a brightening effect and the business outlook for the buildins material dealer will undoubtedlv be onE of challenge and opportunity, ioothed by good profits.

executive vice president

lumber Association of Southern California 2351 W6t 3rd tt.. lor rAngclcr, Co. 9OO57. (2t31 38t-o596

i.THE ARIZCNA

SGtrNE

By FRANK executive president

DAVIS vice

T HE United States Chamber of I Commerce has a campaign concern- ing the fluel shortage 'ent'itled Save AmericaSave 25Vc.

It is aimed at all Americans: businessmen, consumers, employees, the general public. The goal is a 25Vc reduction in weekly gasoline consumption by each vehicle (or fleet of vehicles) consuming gasoline.

The campaign involves three major elements:

( I ) That each of us voluntarily refrain from driving on any two days every

week. or achieve at least a 257c reduction in gasoline consumption through other means. Greater use of car pools and mass transit for commuting, together with more careful planning of our personal automobile use, can substantially reduce gasoline usage. For example, one-third of all automobile trips are "family business" trips-to school, to stores, todoctors appointments. By planning and consolidating family business into fewer trips, we can use gasoline more judiciously.

(2)Thut businesse.s reduce bv 257cthe gasoline constrtned by cotnpunv velti-

c/es. Measures which would help achieve the goal would include conducting more business by telephone as opposed to direct contact; curtailing or combining some trips by company vehicles; and, when possible, urge both business and consumer buyers to "take home" purchases rather than require delivery.

(3) 'l hat all otttomohiles, v'ltether ox'tred or operdted l>y btt.sittcss, govertrment, employee.s or the generol public', be maintained and operated for optitttutn gasoline eJficiency.

Specific measures include:

I Properly inflated tires.

I operating vehicle smoothly, without sudden starts and stops.

I reducing engine idling time. turning off the motor if idling time is likely to exceed three minutes.

I reducing speed on highways when possible.

I regular engine tune-ups.

The Arizona association is cooperating in the campaign by sending liteiature to its members and urging each member to get behind it.

By R. V. PETERSEN executive secretary

DLANS for the 38th Annual f MBMDA Convention, to be held in Missoula, are well under way even though clouds on the horizon foretell of possible gas rationing and of energy crises which could impose obstacles to attendance. Dates for the convention are March 18, l9 & 20,1974. Headquarters will be the Village Motor Inn. And it is hoped, even in the face of possible adversity, that your plans for attendance will already have been made to assure a good representation of both dealer members and associate members,

Appropriate to the current business atmosphere, program features will in-

clude panel discussions concerning sources and availabilitv of monev for tomorrow's building. and on the availability of construction materials, the products and the sources, for tomorrow's use. An analysis of the motor fuel situation and its impact on normal dealer delivery services and practices will include a critical look at motor transport services to our industry, and the pioblems and pitfalls surrounding dealerowned equipment.

Management incentives and guidelines suggested by the convention iheme "Look to Tomorrow" will be the basis of a seminar by a nationally-known business counselor.

The first off-year legislative session, under the decree of Montana's new

constitution for annual sessions. has gotten under way with every evidence of a repeat of the customaiy frenetic hodgpodge of legislative activity. Hold-over legislation from the first session together with new submissions, and the handling thereof, will provide the electorate opportunity to judge the merit and necessity of annual sesiions.

Welcome additions to our roster of asgociate members are: Don Grainger, Winter Hardware Co., Billings; John Hammett, H.E. Simpson Lumber Co., Kalispell; and Gary Trusty and Dave Johnson, Lumber Enterprises, Inc., Gallatin Gateway.

WHERE SHIPMENTS ARE BACKED BY A COMBINED TOTAL OF MORE THAN 725 YEARS EXPERIENCE

Arizono Lumber & Builders Supply Associotion 5717 No. 7th St., Suite 208, Phoenix, Atiz.85011, (8OS) 271'6423

HARRY MENDENHATT execuiive vice presidenl Lumber Merchqnls Associolion of Norlhern Coliforniq

4546 El Conlno ltl, Sult 0 lor Aftc, eaW.9&22 lltrl 91r-1617

[,OR the past few months my bit of I'allocated space in this great magazine has been dedicated to editorializing. Thanks to the Western Lumber and Buildinp Materials Merchant Magazine staff I have been permitted to exceed my authorized allocation of column inches.

' I can't, and won't, stop my attack on I the interference and usurpation of

Nor will I stop my attack on each one of

Nor wlll I attacK oI you lumber and building material dealers, including the association members of LMA, until you cease rolling in a featherbed of apathy and join several dealers who are trying to change the tide of government control.

In each instance where we, from the association, have requested YOU the individual to write or phone your elected representatives to oppose or support regulations concerning our industry, the response has been minimal. This obviously means that you are satisfied with what the government is doing to you. How about Phase I, II, III, IV, the lumber crisis, the building moratoiium to protect the environment, and EPA parking lot assessments and,,, and,,, and,,,. Obviously all of these meet with your approval!!!!. Why is it then that when I visit with you, you ask me if something can't be done? You tell me you are concerned about the future ofthe industry. Why is it that when we launch a protest and need your support you feel that you will let the other dealers get involved. You're too busy.

We can, and have, attacked the ridiculous laws that attempt to close our doors. We've attacked them from the association level an{ from our National Association level as a group, but at the same time this barrage is taking place letters and phone calls from you will add tremendously to the pressure.

Don't cry to us about OSHA, price controls, energy crisis. when you personally will not become involved. All of these regulations are being imposed upou us because _you as an individual are not carrylng the rcsponsibility you have as a businessman and a leader in expressing your opinions to your elected representative. (Regardless of party affiliation.)

Several years ago the businessman told his elected representative that he opposed certain legislation and had the power to make that representative sit up and listen. Slowly we adopted an attitude of compromise. When a bill was introduced we didn't violently object and put pressure on the legislators. We tried to figure out a compromise. (The same as we do in our wars now.) The age of compromise has passed. Now we see a bill or regulation and figure out how we can live with it.

Why? Should we not be back to the point in time where we strenuously objected and insisted our legislators vote against legislation that would interfere with our free enterprise system?

Government is slowly closing the doors of small business. Your business. You can see it every day. You have so many government forms to fill out on periodic requirements that even the smallest business needs additional staffjust to take care of this one requirement.

The executive committee and board of directors, as well as (Please turn to page 46)

Inlond Lumber is one of the lorgest independents in the busines, So when you deol wiih us. you drow from o thirfy-five ocre stockpile of lumber ond building moteriols of our Colton heodquorters, plus five more ocres in Tustin, On top of whot we inventory. lnlond mointoins five octive iroding offices, locoted strotegicolly close to suppliers, Through them-ond on extensive

wholesoling operotion of Coltonwe're in close contoct with over three hundred mills ocros the country

This woy, we con help you find those hord-to-get items, Put you in touch with the reol borgoins in lumber

And help you profit from the huge purchosing power of o compony thot delivers more thon o quorter billion boord feet o yeor

Inlund. 0utlundishly lurge 0n service.

Yes, its o big operotion, lt got thot woy by giving people like you quolity merchondise of competitive prices since 1946,With the kind of responsiveness you oeserve.

Toke delivery for exomple, Most of the time, we con give you one-doy turnoround.We ship exoctly whot you order too, Even if it meons

custom milling or remonufocturing lumber to meet your specificotions, Or corefully motching poneling for your extro-finicky customers, Or hond-picking o mixed cor shipment just for you, So collyour next inquiry to Inlond, You'llfind thot the big independent is porticulorly big on service,

I Everythlng begins up here. Inlond Lumber I is in constont contoct with over 3OO mills throughout the countrv. We get in eorly on oll the good buys. Thot woy, you know you're going to get o foir shoke when we price out your order on the morket,

I lhlnk of lhis os youl invenlory. Our Colton & heodquorters stocks fifteen million boord feet, olus one of the most extensive inventories of building moteriols in the West. Jusi give us o coll, ond we'llfill your order fosi lts thot simplel

I lf we don'f hqve il, we'llfind il. In Colton, ll experienced buyers round up items other lumber suppliers try to ignore. But when you need something out of the ordinory, we're olwoys reody to help

I tive more offices lo serve you. Inlond I Lumber covers the West with bronch offices in Gross Volley ond Tustin, Colifornio (shown), Eugene ond Portlond, Oregon ond Jockson, \AAToming Eoch corries o "Wholesole only" sign thot meons we're your supplier,., never your competitor.

{, One-doV milling service. We moke o big lf inventory stretch even forther by performing remonufocturing ond custom precision milling right in our own yord. So in most cases, we con give you one-doy service on onything from o simple cut-to-lengih job to thot oooulor textured wood look, We'll mill in tronsit, too.

f, Inlond cqrries building molerlols,loo.

ll Now you con get your lumber ond building moteriol supplies from o single, relioble source. Boih our Colton ond Tustin offices stock the items you need.

f Streomllned delivery speeds your order.

t Typicolly, within twenty-four hours ofter you coll in on inquiry, one of our blue-ond-yellow rigs will be heoded your woy. Eoch troctor in our lorge. well-mointoined fleet is bocked by iwo troilers so we con lood the next guys order while we're delivering yours.

Q Mixed cor shipments? We'll do ihot too

0 Our operotion is so flexible thot we con give you mixed cor shipments with no trouble ot oll With Inlond's unique Cusrov Cnn Pnoennv, you get borgoin rotes on o genuine voriety of prime western timber, You pick the octive lumber items you wont most. And you'll get just whot you order,

Ifoqwhut do#rff$

Whotever it is, we're reody to deliver In the quontities, the sizes you order In building moteriols os well os timber One of the lorgest inventories in the West is

NLAND sionding ot your disposol ! !!-r-Jrr! Yt the big independent *hic rranr -i^,,+o LUMBER GO. h,,o*li^l ? o ^/A 'n,,

Next time you need fost service on competitively priced lumber let Inlond get you out of the woods, An inquiry to ony of the offices listed below gets this very minute.

hustling to serve you,

Inlund. 0utlundishly lurge 0n service.

Colton, Colifornio 92324 219OO Moin Street na/tss-oozt

Dartlnnrl /-lronnn so3/29t-tool

Eugene, Oregon 5O3/342-8214

Tustin, Colifornio 92680 1422 Eost Edinger Aa/ssz-oooo

Gross Volley, Colifornio et6/273-2233

Jockson, \A&oming sot /t ss-asss

New Denver Club Officers

Walt Kellogg has been elected new president of W.O.O.D, Inc., the Denver industry promotion group; Dan Green was named lst v.p.; Chuck DeMarco, 2nd v.p.; Ralph Bacheldor, treasurer and George Miller, secretary.

The three new directors elected are: Max Hittle, Dependable Lumber & Supply Co.; Jack Curnow, Denver Reserve Supply Co.; and Ceorge Miller, Brown Lumber Sales. John Kell of U.S. Plywood, was also appointed by the board for his third one-year term as a director.

In addition to the election of officers, Walt Kellogg appointed chairmen for the following standing committees: technical: Ralph Bacheldor; builders: Chuck DeMarco; ecology & conservation: Dan Green; membership drive: Max Hittle; member promotion: Jack Curnow; and consumer: Buzz Coffman.

L-P and the Energy Crisis

Harry A. Merlo, Louisiana-Pacific Corp. president recently responded to questions regarding the possible impact of the energy crisis on company operations by observing "Louisiana-Pacific is continuing to run all of its operations on optimum schedules."

"A recent analysis confirms that we are in an exceptionally strong position. In 1974, L-P's total cost of purchased fuelelectricity, natural gas, oil, propanewill be less than 1.5%o of sales.

o'Much of our production is centered in the Pacific Northwest and the Texas-Louisiana areas. Hydroelectric generation accounts forSSVo ofthe energy consumed in the Northwest. Recent record heavy rains and snowfall have replenished the once dry dams and watersheds of the area, and this section of the country should experience normal energy supplies this winter and spring compared to other regions ofthe country. In our Southern division operations, natural gas is the prime energy source. Fortunately, some of our Southern timberlands contain natural gas reserves, we are in excellent shape.

"Many of our production facilities are virtually energy self-sufficient. Of our 50 major manufacturing plants, only 13, about lUVo of total sales, are directly dependent on hydrocarbon fuels."

Solving Traffic Problems

Got a traffic problem in your yard?

Why not try what Al Reynolds, manager of L-M Building Materials, Tustin, Ca., (now a part of the Wickes organization) did. He hired a firm for approximately $lB0 to come in and stripe the inside yard.

What had been a problem of keeping traffic untangled for the 50-60 cars crawling around the yardcomplete to having to hire an extra man on Saturdays to direct trafficwas quickly ended by those lines painted on the pavement.

He reports it didn't take long to pay for itself, not to mention eliminatine a hassle for L-M/Wickes and for the customers. too.

$ervice c0mes E IirstA

mills. We take to best sources of fir, pine, everything in redwood* regularly to check the output Our goal: to arrange the delivery every time you order.

Kent Moxey New Exec. Sec. Of Mountain States Assn.

Kent Moxey has been elected the new exec. secretary of the Mountain States Lumber Dealers Assn.. replacing Chet Nortz, who is phasing out of the MSLDA on a planned program over several years. Moxey has worked with Nortz since 1970 as a field secretary and has his offices at 5401 S. Prince St., Littleton, Co.

Nortz has been named treasurer of the association for a 2-year term ending Dec. 31, 1975. He is responsible for insurance programs, liaison, accounting and financial and continues to headquarter at 254 So. 6th East, Salt Lake City. This new arrangement also gives him more time for his personal business, Management Advisors, [nc.

As treasurer, Nortz remains on deck to offer counsel to Moxey and the members of MSLDA.

Mexican Rosewood

For the first time in more than 25 years, cocobolo rosewood is being imported into the United States from Mexico. It took more than two years of negotiation with the Mexican government to allow its exportation.

The importer is Cocobolo and Co., which has an office in Mexico City headed by Elias Breeskin, one in San Francisco (130 Walnut St., Mill Valley, Ca.) with his brother Eugene, and partner Hunter Clarke, and anotherin Los Angeles, manned by Shelley Chapman. Three tons of

the wood are in a San Francisco warehouse to display to customers.

Western Lumber and Building Materlals MERCHANT was formed in 1890, it entered the redwoods in 1948 with the purchase of the Coast Redwood Co. of Klamath, Ca.

The wood is extremely heavy (62-76 lbs. per cu. ft.) and originally was used as a cutlery wood.

The firm is also importing capomo, goncalo alves, guanacaste, lignum vitae, prima vera and canalete (bocote) from Mexico.

CRA On Redwood Availability

In a message directed at architects and other specifiers, the California Redwood Assn. is running a full-page o'forest resource" ad in Architectural Record., the largest and most important architectural magazine.

The ad focuses on the lone-term availability of redwood. Architects are reminded that while there may be some temporary shortages of lumber, there is no shortage of redwood forests. Redwood is very much a renewable resource.

The institutional ad appears in January, May, and October issues and will be seen by over 64,000 architects, designers, and engineers.

Simpson and Redwood

Twenty-five years of redwood forest management and the production of quality redwood products is being marked in California by Simpson Timber Co., headquartered at Seattle, Wa. A major factor in the forest industry since the company

The purchase gave Simpson 400 employees, 23,000 acres of timberland, and one sawmill in the state, and marked the first o'outside" company to come into the redwoods.

In the northern part of the state, Simpson now has 280,000 acres of prime timberland, redwood sawmills at Klamath and Korbel, remanufacturing plants at Arcata and Korbel, plywood plants at Mad River and Fairhaven, the Arcata and Mad River Railroad, and half ownership in the Crown Simpson Pulp Mill at Fairhaven. Employment has reached more than 1,677 persons, an annual payroll in excess of $22 million.

The company is the largest producer of redwood plywood and a respected leader in forest management. Advanced technology in the plants and in logging has dramatically increased the amount of every tree Simpson uses.

A scoreboard over the past 25 years would read as follows:

Produced 50,000 rail cars of redwood lumber

Produced 37,500 cars of redwood plywood

Produced 30,000 cars of chips

Paid $22 million in local property taxes

Built over 600 miles of forest roads

Reforested 46,570 acres

We Ship from the Best Suppliers of Quality Lumber

FEATURING:

HARDWOODSBoth Domestic & lmported BURNIEBOARD from AUSTRAIIA

Thot's How lt Goes!

D-l-Yer Loves Plywood

The American Plywood Assn. End-Use Study has provided the surprise information that the home owner market is much larger than previously estimated. Home improvement applications (including do-it-yourself and work done by professionals) consumed over 3 billion sq. ft. of plywood in 1972167o of total volume.

One out of every five households purchased plywood for some purpose. Families with incomes between $1I,000 and $15,000, and between the ages of 25 and 34, are the most frequent users. Dealers are the primary suppliers.

Industrial markets for plywood consumed just over 2.5 billion sq. ft. of plywood in 1972, 13.6 7o of total volume. Products made for sale represented 747o of the industrial total.

Nonresidential construction accounted for 1.9 billion sq. ft. of plywood in1972, or l07o oftotal demand. Approximately 48 7o of this volume was used in nonresidential building construction, 457o in concrete forming, and the balance in

auxiliary uses, such as shoring, barricading, temporary shelters and srgns.

AGREEMEl{I-Kitchen Kompact, Indiana-based manulacturer of kitchen cabinet and bath vanities has named Welsh & Bresee, Inc. distributor for northern California. J.W. Duke, sales mgr., Kitchen Kompact (left) made the announcement recently at 0akland corporate otfices of Welsh & Bresee. Robert E. Craves, oresident of Welsh & Bresee, a major wholesaler of finish building materials with 5 offices in northern California, is on right.

'Za-Q.tl,r'

"Yes, like that."

IHE A,IERCHANI A4AGAZINE

PERS@NAtS

Al Baxter, J. H. Baxter & Son, San Mateo. Ca.. has been named to the agricultural advisory committee to the Federal Enersv Office. Its function is to dir-ectly advise William E. Simon, the nation's energy czar.

Pattie Lowe has moved to sales for Random Width Inc. in Albany, Or. She had been with Wood Tek Inc.

Robert S. Osgood reluctantly observed his 75th birthday recently ("I don't even want to think of it!"). Despite his insistence on no birthday party, well-wishers travelled from as far away as Louisville, Ky. (Mr. and Mrs. Bill Bryan) and Taiwan (C. K. Chen) to salute the founder/namesake of the Los Angeles firm that was founded on July l, 1922, the same date as the I st issu e of T lte Mercltant Magazine.

Eugene Breeskin, Cocobolo & Co.. is back in his Mill Valley, Ca., office after a hardwood buying trip to Mexico.

Dick Gittines. qen. msr. of Gittinss Lumber-Col, Denvlr, has won the Paul Bunyan traveling trophy from W.O.O.D.. Inc.. the Denver lumbermen's group, for his unstinting efforts last year for the industry.

Western Lumber and Building Materlals MERCHANT

Rex Oxford, Rex Oxford Lumber Co., Carson, Ca., has replaced the big boat he lost in a crash off the Mexican West Coast (see Personals, Sept., p. 32) with his newly-built "Pupschen." Craft is a modified Cape Cod cat boat.

Gordon Bradley has joined the sales staff at American Forest Products, San Diego. He had been with Robert S. Osgood, Inc., Los Angeles.

Ted Pikes. Bircl & Son Portland district sales mgr., was recently in San Diego conferring with D. Stuart Laughlin, Jr., Bird's mgr., adv. & sales promotion.

Charles E. Watson is now district mgr. for Kaiser Gyp's. Portland office as well as their Seattle office. Tom Shackleford is now area mgr. for Portland and reports to Watson.

Dan Colgan is heading up Teton Sales Co., Casper, Wy., the new firm resultine from the merser of Cook Lumb.-er, Ft. Collinsi and Teton West.

Albert H. Wellman is now lumber buyer for all the Withers Lumber Co. yards. Firm is based in Woodburn, Or. Tim Sterrenberg is the new mer. of Withers' Brooks Lumber c6.

Julian Cheatham has retired as an officer of G-P after 39 years. He remains on the board, will be active in other business, civic and charitable activities.

Charles J. "Bud" Harkins. .Ir. has joined Withers Lumbei Co., Woodburn, Or., as mgr. of their Woodburn Floorcovering.

George Fauber, Clint Kelly and Don Burkhart have been honored by American Wholesale Hardware Co. for their sales effort for the Long Beach, Ca., firm.

Windlon Hodge, Sacramento, Ca., won national honors in G-P "Salesman ofthe Quarter" contest, according to Stan Dennison, v.p. Harold Fuerst, San Jose, inside salesperson, won Western regional honors.

Richard Krull will manase Plum Creek Lumber's new $10 iillion medium densitv fibreboard plant now under constfuction in Columbia Falls, Mt., reports Mel Brittain, gen. mgr. Don R. McDonald has been promoted to gen. operations mgr. of wood finishing operations of Evans Products' bldg. mtls. group.

Michael D. Sullivan is now director of public affairs for the Industrial Forestry Assn., Portland.

Doug Loth, Simpson Timber's merchandising mgr., redwood & lumber, Seattle, is now on leave to the U.S. Dept. of Commerce helping manage their overseas trade fair program.

L. L. "Stub" Stewart, president of Bohemia Inc., Eugene, Or., has been named a director of the Portland branch ofthe Federal Reserve Bank of San Francisco.

JamesJay Kroeteris now managing DG Shelter Products service center, Denver, Co. Ray Koudelka has been transferred from the Placentia, Ca., branch to Cabot, Ark.

Ken Christopher, Stanline, Inc., L.A.; Zelma \ilhite, Sterling Lumber & Investment, Denver; and Bob Peterson, Palmer G. Lewis Co., Seattle, were recently in Marlite's Dover, Ohio, plant as members of that firm's Wholesaler Advisory Council.

Walt Farrow is now gen. mgr. of Klumb Lumber Co., Sacramento, Ca.

Bill Ralston is new to Sagebrush Sales's Portland office.

Joe Bowman, West Range Corp., Cloverdale, Ca., got stranded for a few days in Eureka during the recent big floods.

Ken Coleman. Eckstrom Plvwood. L.A., is recuperating again-after an unexpected third bout in surgery after'a recent illness.

John Gaskin, Capital Lumber, is back in Phoenix after a weekJong trip to the redwood mills.

Art Atkinson. Rounds Lumber Co., Cloverdale, Ca., is recovering from a recent heart attack.

Ted Gilbert. Product Sales Co., Newport Beach, Ca., vacationed in Mexico's Baja California.

Hugo Miller, Georgia-Pacific redwood sales, Arcadia, Ca., recently made a sales safari to Phoenix and Tucson.

Marjory Allen Lane, Pasadena, Ca., is now the exclusive agent for Allen Logging Co., Forks, Wa.

Dale Watson has left Watson Plywood, Long Beach, Ca., (now owned by Mitsui Trading Co.) "to set up my own firm in the plywood and lumber industry."

Jim Dorsher has been named "salesman of the year" for the second consecutive year by Virginia Hardwood Co. Bob Coldiron was named "most improved salesman."

John Schick, Louisiana-Pacific, is back in Portland after a visit to the home builders' show in Houston.

Richard A. Fletcher is now v.p. finance and a director of Kaibab Industries, replacine the late Richard Parker.

Allen A. Ladii m is the manager of Soco Lumber, Pueblo West, the new div. of Southern Colorado Lumber Co.

Francis E. Sammons, Jr., has been named to the newly-created post of director of corporate communication for Potlatch Corp., according to Dick Bullock, v.p. public affairs.

H.J. "Jim" Lussier, Sanford-Lussier Inc., Los Angeles, is still using a cane after a 1973 session in the hospital for knee surgery.

Charles V. Moran has been elected a director of The Pacific Lumber Co., San Francisco, succeeding George G. Montgomery, who retires for health reasons after more than 30 years on the board.

Don Derbes, v.p./sales mgr., Inland Lumber Co., Colton, Ca., is recovering after shoulder surgery; Ray Lizotte, v.p./director of purchasing, is back after a No. Ca. mill trip; and Billie Grothman is recovering from a surprise birthday party where she was "Shanghaied to Las Vegas by some of the girls in the office."

Don \ilatson has been promoted to mgr., inside sales at Bel-Air Door Co., Alhambra, Ca., by president Sam Fineman.

Jim Pottratz, Crenshaw Lumber Co., Gardena, Ca., suffered about $4,000 damages to his 25' motor home coming homefrom an outing. Worst part was standing out in the pouring rain trying to douse the ensine fire.

Denn-is E. Reinwald is new to the lumber /plywood sales staff at Boise Cascade. Portland.

Lloyd l-cwis has been elected v.p. special projects, at Willamina Lumber Co.

Warren Bradeen has joined Dwyer Overseas Timber Products as a softwood lumber trader in Portland.

Bill Suiter, v.p. of overseas operations, bldg. mtls. group for Evans Products, is now responsible for the operation of all overseas offtces.

M. F. Smith, Buhl, Id., won the western div. sales prize for Southland Paint Co.

Ncw Fm@du@ts

and selecfed soles oids for better marketing

Hand-Crafted Hardware

The famous Vervloet-Faes collection of traditional and modern hand-crafted architectural hardware is now available inthe U.S. throughJ. C. DeJong& Co.

The collection contains more than 45,000 casting moulds available for immediate use; some dating as far back as 1800, some created recently to the design and specifications of leading European architects and designers.

The artisans, headquartered in Brussels, produce their own tools for creating hand-chased and crafted hardware since the specialized equiDment needed is not commercially av'ail'able.

The hardware is made of such materials as pure gold and silver, brass (in many 9ifferent finishes), bronze, cop- pernickel, crystal, semi-precious ston-e, petrified wood, stainless steel and aluminum.

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

Take lt And Stuff lt

Lensclean Inc. has iust introduced a highly fire retardant tr6ated cloth, made into the shape of a 12" x 12" bag. The Lensclean "Blue Bag" is stuffed 2" to 3 " thick, with fiberglass, permitting one or more bags to be easily fitted into the configuration of any opening, greatly hindering the spread of flames, smoke and fumes from one area to another.

The material performs as a Class A fire retardant device accordins to ASTM 884-70e.

A good example of the kinds of holes in a building where the Blue Bag will work well is the area surrounding cable, conduit, or wires soing from floor to floor. or from room-to rdom. Another is the temporary open conditions left from renovauons.

The cost of using Blue Bags is sup- posedly far less than alternative methods of sealing open areas.

WRITE: The Merchant Magazine, 573 S. Lake Ave.. Pasadena. Ca. 9l l0l.

Solar Water Heater

Miromit of Israel, a manufacturer of solar energy water heaters since 1955, has a system that consists of only two elementsa heat collector and a hot water storage tank. The function of the collector is to trap the energy from the sun's rays and convert it into heat to produce hot water. A selective black absorber plate is placed in a frame under glass with a network of pipes bonded to

it. Cold water from the storage tank circulates through these pipes and is heated. The tank itself is connected to the incoming water lines so that the sup- ply of water is automatically maintained. Additional collectors which function in parallel can be added in order to expand the svstem.

The heart ofthe sydtem is a patented heat absorbing coated element. This coating is claimed to be superior to any other method presently available of treating the metal heat absorber both as to absorption and heat retention. The system itself does not contain any moving parts whatsoever and functions automatically without any attention or maintenance. There is nothine that can break down or wear out. Circ-ulation of the water itself is automatic because the cooler, heavier water gravitates to the collector, while the lighter, hot water rises to the top of the tank where it remains until dr-awn off for use.

It is claimed that the cost for the entire installation can easilv be covered bv the savings in fuel or eiectricity which normally would be used within an l8-month period.

WRITE: The Merchant Magazine, 573 S. Lake Ave.. Pasadena. Ca. 9l l0l.

D-l-Y Radio Series

Alan Sands Productions, New York radio-program distributor, reports the availability of a recorded radio series, "Your Home Handyman."

The series consists of 260 one-minute features on easy do-it-yourself home repairs and helpful hints for home owners and apartment dwellers.

Lumber and building materials dealers have used "Your Home Handvman" series on radio to attract sal6s prospects.

WRITE: The Merchant Magazine, 573 So. Lake. Pasadena. Ca. 9ll0l.

A Better Screwdriver?

By applying the ratchet principle to a new patented socket-end screwdriver set, turning power is increased to four times that of a conventional screwdriver, claims the manufacturer.

Palm-Grip screwdriver set comes with Phillips and flat blade heavy-duty heads plus a palm-grip ratchet. For ease in handling and rapid use, the ratchet is 3-way and adjusts easily for strai.ght, forward, and reverse. The unit is n,..1conducting.

For No Money and 5 Feet

Goldblatt Tools says it needs only 5 sq. ft. of your valuable floor space to display these tool assortments: cement finishing tools; brick, block and stone masonry tools; drywall tools and plastering tools.

You don't risk a cent when vou buv these tools. They send a free low profil6 merchandiser, pre-selected inventory of fastest-selling tools and guaranteed sale of everything.

The first tool assortment is $200, plus a bonus discount price of $195 on each additional tool assortment. You eet free 1974 imprint cataloss with voui name imprinted when you-order two or more assortments.

Twelve free catalogs (not imprinted) go with one assortment. They prepay freight on all merchandise and free display materials.

WRITE: The Merchant Magazine, 573 So. Lake, Pasadena, Ca.9ll0l.

Printing Hardwood Patterns

Ultra Value Panel Corp. has equipment in their new plant in Longview, Wa., to cure plastic materials onto wood panels using ultraviolet light energy.

As genuine hardwoods become scarcer and more expensive, the need increased to simulate their wood erain patterns by printing techniques apitieO to the face of material such as particleboard. hardboard, and softwood plywood. The grain pattern of hardwood has been difficult to properlv print over the contours and iriegdlariiies of these panels when using conventional paint finishing techniques.

With the Ultra Value process, a smooth, durable plastic surface is applied and fused to the panel face by ultraviolet light energy. The richly- grained patterns of the hardwoods can then be more faithfully reproduced on this surface in a variety of color tones, the company claims.

The process uses less energy than conventional finishine olants and complies with pollution rEgulations.

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

Speedy Storage

Jarke Corp. has a new sheet and plate rack addition to its line.

Identified as the Speedstore, the new rack is shipped completelv knockeddown and bblts quickly intoa structure for vertical storage of sheet, plate, and other flat materials.

Units are designed in l0' sections and can bejoined end to end in continuous rows of any multiple. Six inch compartments individually accept up to 6000 lbs. of sheet or light plate. Each l0' section provides five full compartments plus a half compartment at each end. The Speedstore (7' x 30" wide) is designed for material sizes ranging from 3'-6' in width and 8'-12' in leneth.

WRITE: The Merchant Migazine, 573 So. Lake, Pasadena, Ca.9ll0l.

PRACIICAI TUXURYA molded seat, sloped back for safety but selt-draining, makes BorgWarner Plumbing Products' new Comfortub bathing unit ideal for such feminine grooming rituals as leg shaving. Seat is also practical spot from which to supervise child bathing or simply to soak tired leet. 0nit also leatures cdntoured oack rest, safety grab bar, slip-resistant fiberglass-bonded acrylic finish. Weighing 70 lbs., Comfortub handles easily, says the manulacturer, incorporates a unique tiling flange for watertight installation. Unit was introduced atthe 1974 National Association ol Home Buifders show. Houston, Jan.20-24.

Wire Wonder Display

Home repair centers will benefit from Allied Products model l8-T2 two-tray "Wire-Wonder" display. It takes products away from crowded shelves, puts them out in the open at a convenient height, and makes them easy to select. Products are shown at different levels for maximum exposure with minimum floor space.

"Wire-Wonder" costs less than most paper or fiber material displays, plus it sets up easily and folds down for compact storage and handling. Banners and display cards are available for greater customer attraction.

Other "Wire-Wonder" models are available in one, three, or four trays; in combination with larger baskets, and with casters foreasy hindling. A basket model is also available. Clear, heavyduty plastic liners are also available for the large baskets.

WRITE: The Merchant Magazine, 573 So. Lake, Pasadena, Ca.9ll0l.

Resilient Floorinq Svstem

Arco Chemical Co.-has'a totally new resilient flooring system for use in gymnasiums, multi-purpose rooms, and light industrial plant's.

PermaGrain '100', combines the performance advantages of a rugged acrylic/wood surface and the resiliency of a built-in cushion backing, all in one laminated module.

These modules, ll 5/8" x ll 5/8" x 3/q" and with t&g edges, have three distinct layers, or levels: an acrylic/wood wear surface, laminated to a subfloor base, in turn bonded to a resilient backing of a pressurized closed-cell polymer foam. The acrylic/wood wear surface is composed of comDressed hardwood chip-s impregnated- throughout with tough acrylic plastic; it thus has the same superior resistance to abrasion and identation as standard parquet PermaGrain. The pressurized cushion backing offers greater resiliency and longer- life tha-n ordinary optin-cell foams.

Modules are held together by a combination of a mastic and interlocking edges, which greatly simplifies installation. Each module is a self-contained flooring unit and can be installed over

any level and structurally sound substrate.

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

Choice of Shower Drains

Superior Shower Co., Inc., says their Aqua-Lite collapsible stall shower is now available with either the special riser arrangement for easy "above-thefloor" installation or a lYz" direct "hook-up" drain. No extra charge for either one.

This full size shower stall is made of plastic, live hinged at all corners. It folds flat to fit a carton 5/2"x75"x33" and is resistant to corrosion. stains. discoloring, etc. Aqua-Lite is used for outdoor poolside, camps, cabins, boats, trailers, mobile homes, basements, etc.

WRITE: The Merchant Magazine, 573 S. Lake Ave., Pasadena, Ca. 9l l0l.

New Trash Compactor

Hotpoint introduced a totallyredesigned built-in trash compactor at the recent National Association of Home Builders meeting in Houston. Model HCH4fi), to be available to contract customers in March, is an

under-counter model featuring more convenient loading and unloading, bold new styling, quieter operation, faster cycle time, greater compaction force and a circular, door-mounted trash bucket which can be used with special bags, economical plastic trash bags available in most supermarkets, or with no bag at all.

The trash bucket has a carrying handle for easy unloading and carrying to an outside trash receptacle or to curbside for pickup.

The new built-in compactor retains many of the popular features of Hotpoint's previously available HCH500 compactor, including a key lock, stop/start switch and reversible color door panels in Avocado, Harvest, Coppertone and White. Panel color can be changed in just one minute and the only tool required is a screwdriver.

WRITE: The Merchant Magazine, 573 So. Lake, Pasadena, Ca.9ll0l.

New Detroit Diesel Engine

A new family of diesel engines with the best weighi-to-power raiio of any cast-iron engine in its builder's history first came off production lines in January.

The Series 92 from Detroit Diesel Allison Division of General Motors offers a 25Vo hp. increase in the same size ex-

ternal package as the division's Series 7l engines.

A total of six V-configuration modelsthree naturally aspirated and three turbochargedranging from 285 to 860 hp. will be produced in six-, eight- and l6-cylinder versions.

The 1.9601b. 6Y-92 at 285 hp. has a 6.8: I weight-to-power ratio. The same figures for the other five Series 92 engines shows the 6V-92T at 6.2:l; the 8Y-92at 6.1:l; the 8V-92T at 5.6:l; the l6V-92 at 6.1:1, and the 16 Y-9TT at 5.6:1.

The Series 92 is backed by the most extensive field testing program ever conducted forany Detroit Diesel engine the company says. When announced, the engine already had 2.5 million miles of highway testing and 33,000 hours of laboratory time on prototypes.

Since then. thev've accumulated another 4 million miles of highway experience and an additional 33 ,500 hours' testing time in off-highway, construction equipment and marine engine applications.

WRITE: The Merchant Magazine, 573 So. Lake, Pasadena, Ca. 9ll0l.

New Belt Sander

The Foley model 3l I belt sander features direct drive from motor shaft to increase efficiency and provide additional safetv over belt driven desisns.

Non sprihg-loaded sanding belt is adjustable from outside ofa fully enclosed housing with no exposed pulleys. Hinged door eliminates the possibility of sanding belt creeping off pulleys, helps reduce air-borne dust.

Hand adjustable with no tools required, it has built-in dust collector capabilities, a large tilting worktable, and an optional disc grinding attachment with a work table.

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

New From Ground Up

An integral frame forklift desiened specifically for industrial, construc"tion and agricultural applications is new from Allis-Chalmers. Forklifts in the past generally have been modified agricultural tractors.

Substantially sturdier than typical equipment baded on farm tractorl, the wheelbase has been shortened 3 " to 84' ' from previous designs and the wheel tread extend outward 4" on the drive wheels and 10" on the steerine wheels for increased stabilitv.

The power train cah be taken apart in segments and removed for repair or maintenance without disrupting the overall structure.

The 700 Series forklift's inteeral reinforced frame permits the vehidle to be used as a base machine for several models. The first model has 5000-lb. capac- ity. The whole line will use a common drive train. axles. transmissions and operator compartments.

WRITE: The Merchant Magazine, 573 So. Lake, Pasadena, Ca. 9ll0l.

What Price Vanity?

Featured in Excel Wood Products Co.'s new line of budget-priced bathroom vanity cabinet is the Cameo ,model with raised sculptured panel doors and dramatic antique brass hardware.

The white Excelite@ finish is a vacuum-formed rigid shell of specially formulated pvc tliat is non-absorbeni and highly resistant to fading and common stain agents. It is wiped clean with standard household detersents and requires no waxing or polisFing to maintain lifetime beauty.

The precision-crafted Cameo vanity cabinet' has self-closing hinges, steel corner reinforcement brackets and double-doweled joints for durability and trouble-free operation.

WRITE: The Merchant Magazine, 573 So. Lake, Pasadena. Ca.9ll0l.

Laminated Beams to 60-Ft.

Simpson Stok-Lam beams are structural glued laminated members available up to 60'. The beams offer the advantages of laminated wood plus instant availability since any length beam can be cut from the 60-ft. lensths. About 15 different sizes are stockJd.

The beams are of an architectural grade suitable for construction where appearance is important. It handles most residential, lieht commercial and light industrial conitruction needs.

Manufactured of selected and prepared k/d Douglas fir, the laminations are securely bonded with waterproof adhesives. Made to the standards of the American Institute of Timber Construction, they are in the AITC Quality Inspection Program.

WRITE: The Merchant Magazine, 573 So. Lake, Pasadena. Ca.9ll0l.

Gaulking in Tubes, Cartridges

Marlite caulking, which has been designed specifically for waterproofing paneling and moldings in tub recess and shower areas. is now available in 1l-fluid ounce cartridges and lOYzfluid ounce tubes.

This pure white flexible latex compound also is recommended for replacing loose tile grout, filling cracks around windows, doors and baseboards. It will adhere to porcelain, marble, ceramic tile, wood, plaster, drywall, metal and painted surfaces.

One tube or cartridge is enough to completely caulk an average tub and shower installation. The caulking's smooth consistency allows the user to smooth the bead with a wet finser or spatula.

WRITE: The Merchant Magazine, 573 S. Lake Ave., Pasadena. Ca. 91 101.

Free Reader Service

For furlher informqtion on oll New Producls ond New Literolure, write fhe A,lerchsnf Mogozine, 573 So. loke Ave.. Posodeno, Cq. 9l l0l. Pleose mention issue dote ond poge number so we con process your requesl fosterl Thonks.

NEW Masonite Briarcliff paneling was introduced to the press in this elegant living room set created by Ethel Samuels. The hardboard paneling reproduces the handcrafted wall treatment that once graced British manor houses.

Door Safety Feature

Bel-Air Door Company's newest addition to its "International Door Line" is a new heavy duty grille to enable homeowners to inspect visitors and avoid unwelcome intruders. The feature is part of their new security program.

It is included in five of their handcarved doors. The grille is available in Alcala and Lerma designs in both smooth handrubbed and antique walnut finishes.

This new grille in Bel-Air Door's " I nternational Door Line" assures todav's homeowner added safety. security and peace of mind for family and home. lt also affords a beautiful and grand appearance to the entry of a home.

Modular Storage Cube

The Logan Co. has a modular storage cube that can be expanded by simply bolting on additional sections.

Providing 50 cu. ft. of storage, each module is 4' 2" x 4' 2" x 3' 1". Tensause. triple-crimped woven wire mesh lroVides heavy duty protection against vandalism while allowing for high visibility, ventilation and maintenance of room temperature.

The basic "starter" unit is a freestanding module; by utilizing a common wall additional units can be added vertically, horizontally or backed up to provide almost any type of space configuration. Units can also be mounted to a wall, thereby saving the cost ofone partition.

Doors have a padlock lug and can be mounted on any side to open either left or right.

Among many applications are storage of portable tools and small parts on construction sites and at work stations, apartment house storage, pet housing, protection of dangerous equipment, and as a home security center.

WRITE: The Merchant Magazine, 573 S. Lake Ave., Pasadena, Ca. 9l l0l.

Panel ls Easy To Keep Clean

Marlite's new Neapolitan paneling, a reproduction of matched marble slabs on hardboard paneling, can be kept clean with an occasional damp wiping.

Neapolitan paneling comes in 4' x 8' panels, as well as 5' x 6' panels that are included in a special tub recess kit. This Va" material can be installed over old walls or any solid backing. Special wallboard adhesive is used to secure a strong bond. Harmonizing moldings are available.

WRITE: The Merchant Magazine, 573 S. Lake Ave., Pasadena, Ca. 9l l0l

deailers amd ilook fior performance ..'I}l

tERCHtilT CttSStflED!

Call: Ol3) 7S2-3E23 or €13) 792"{F8 or 615) 34$800

D&R supplies dimension lumber, precision-trimmed studs, cedar siding, shakes, shingles, moldings and many other specialty lumber items throughout the West . by the most eff icient transport . rail, truck or ocean barge.

For nearly 70 years Dant & Russell has marketed forest products f rom the Pacif ic Northwest manufactured for the western construction market.

In Southern California, call our representative, A. w. "Art" Neth at872-1280 or 783-0544 DANT & RUSSELL,INC.

Snap-On Base Mouldings

Bendix Mouldinss Inc. has introduced Snap-a-Covei@, a plastic snapon base moulding, perfect for the do-itvourselfer. '

The moulding is simple to use. A plastic support is nailedjust above the base ofthe wall, using an enclosed "spacer" as a guide. Then the skirting is just clipped on. No adhesives necessary.

The clip-on skirting is made of both hard and soft pvc plastic. The soft plastic is on the bottom ensuring perfect contact with uneven floor surfaces. It can cover messy paintjobs, wall paper mistakes and can be used over all kinds

Dow Corning's Urethane Bond

New from Dow Corning is an epoxystrength glue that eliminates mixing. Dow Corning Urethane Bond is ready to use right from the tube, forming an epoxyJike bond on wood, metal, glass, ceramics, fiberglass, painted surfaces, leather, vinyl, rubber, fabrics and most plastics. It is clear, waterproof and resists shock, impact and harsh chemicals.

Urethane Bond sets in 2 hours and achieves full bonding strength in 24 hours.

Exceptionally high turns in regional test markets indicate that customer acceptance ofthe product is excellent. ac-

of flooring including thick carpeting. tsendrx Mouldings' "Snap-aCover@" is the industry's first plastic base-cove mouldine available in a wood grain finish which- includes attractive lisht and dark walnut. Thev also come in black. beige and brown which are easily removable and interchangeable for redecorating purposes.

One of the biggest highlights of this new product is its easy maintenance. A damp cloth is all that is needed for cleaning since the base-cove moulding can not be scuffed.

WRITE: The Merchant Magazine, 573 S. Lake ave., Pasadena, Ca. 91 101.

Turns Your Water On (!)

A garden hose connector set, featuring a built-in shut-off to stop water flow automatically when disconnected, has been introduced by Melnor Industries.

Model #48S offers the home owner push-on, pull-off convenience, with the water flow stopping automatically when a locking collar is released; no walking back to the faucet. An instant watertight connection is made simply by pressing together again, with no twisting or turning necessary.

The 48S has dozens ofuses, including connecting hose to sprinkler. hose to taucet. hose to hose. or hose to anv attachment. The two-piece unit is -constructed of practically indestructable cycolac and will not rust or corrode.

cording to a company spokesman. Urethane Bond averased 9 turns a vear in hardware stores, building and lumber supply outlets, home centers and mass merchandising outletsabout three times better than the national averase for tubed glues, adhesives and epoxieJ.

The adhesive is packaged in colorful blister packs that feature application photos on the front and complete instructions for use on the back. The blister packs are designed flor easy pegging. Dow Corning Urethane Bond, cat. no. 8662, is packaged in I oz. tubes. Suggested list price is $1.29 a tube.

WRITE: The Merchant Magazine, 573 S. Lake Ave., Pasadena, Ca. 9l 101.

WRITE: The Merchant Magazine, 573 S. Lake Ave. " Pasadena, Ca. 9l l0l.

KD Butcher Block ls Here

Ready to finish Butcher Block tables in four styles, cocktail, octagonal, end and bunching were unveiled in January at the National Housewares Exposition.

Introduced by American Forest Products' Western Sierra furniture div., this new line, for the first time, combines two very popular concepts Butcher Block and KD furniture.

Known as "furniture-to-go", these four sturdy accent tables, along with a handsome free standing wall unit, are manufactured from clear pine. Table tops and shelves are a solid l -3l4" thick finger-jointed wood which imparts the Butcher Block look.

The promotionally priced Butcher Block line is packaged in corrugated cartons, creatively designed to appeal to the consumer. And for the consumer, American has made placement of the table legs easy and flexible. allowing the buyers' imagination free reign. Legs interlock with the top and are attached by counter-sunk screws, filled with rounded wooden plugs.

WRITE: The Merchant Magazine, 573 So. Lake. Pasadena, Ca.9ll0l.

Low-Cost Laminate

A new low cost laminated plastic for vertical applications, -24, has been developed by Formica Corp.

Formica regards it as a better laminate value at lower cost. The -24 is a vertical grade laminate specially developed and tested for use on kitchen cabinets. bathroom vanities, fixtures and casework. It had been pre-tested by several nationally known institutional manufacturers.

The new -24 laminate. another of Formica's growing family of surfacing products.. is now being produced in volume and inventories are being maintained to handle 1974 demand. It is priced to appeal to manufacturers alieady using v-ertical laminates and those now considering laminate to surflace their products.

Formica has engineered -24 to meet the company's performance standards for general purpose vertical applications. It will be available in two sheet sizes. 48" x 96" and 48" x 120".

The new laminate comes in solid white and in 9 woodgrain selections.

WRITE: The Merchant Magazine, 573 So. Lake, Pasadena, Ca. 9ll0l.

Attic Fan Standards

New standards for certified ratings for powered attic space ventilators have been adopted by the Home Ventilating Institute.

HVI will certify cfm (cubic feet per minute) air delivery ratings based on independent testing at Texas A & M Universitv. Certification covers selfcontained powered fan units on exterior roof or wall for ventilation of attic space only.

For the first time, buyers and specifiers of powered attic ventilators will have industry-consensus guidelines for ventilation and ratings which are accurate and comparable for all certified fans. savs HVI.

Certiiied fans will bear HVI labels, and the first directorv of certified attic fan ratings will be plblished later this year.

WRITE: The Merchant Magazine, 573 S. Lake Ave.. Pasadena, Ca. 9l l0l

THE ERlTAlllllA, a carved entry door with the royal elegance of 0ld England, has been added to Simpson Timber's International line. Carved center panel, by master woodcarver, portrays heraldic lion, reminiscent of medieval English royalty. Each of 9 panels is a full 17e" thick. Low cost, doors are available in standard size of 6'8" x 3'0" wide; other sizes available on special order.

Patented Cutting Wheels

A new patented concept in abrasive cutting wheels has been announced by J. Wesley Kemp, distributorof Buzzard products in the 13 Western states.

Called Superstar cutting wheels, they are made from circular steel discs that have been strategically shaped to simulate radial vanes. This patented shape produces an exceptional cooling effect when the wheel rotates.

The periphery of the wheel is deformed to produce uniform protrusions. Radially aligned tungsten carbide particles are then bonded to the periphery in a vacuum furnace with a stainless alloy. This protrusion effect (patent applied for) cutting edge is also available on flat wheels.

Superstar cutting wheels are ideally suited to the cutting and abrading of all rubber products, plastic materials and reinforced and/or "filled" plastics products.

They are available in 6 different diameters up to 8" with cutting swaths up to 3/+' Prices range from $9 - $74 and delivery is typically ten days to two weeKS.

WRITE: The Merchant Magazine, 573 S. LakeAve., Pasadena, Ca.9l l0l.

Free Reader Service

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

Protecting your EDP hardware

More and more companies are counting on computers and related EDP hardware to keep their operations on a profit-making plane. Hence the need to protect this electronic wizard from damage from both manmade and natural perils.

And the perils are many, says the Insurance Information Institute. running the gamut from fires, floods and explosions to pollutants, magrrets and changes in humidity.

But the adoption of proper safeguards can guarantee maximum protection, says the Institute.

Ideally, computer operations should be sealed in a vault below tle earth. But whether the EDP set-up is housed in a separate structure or shares space with other operations, certain basic security measures should be undertaken.

The EDP area should be built of non-combustible materialwith walls, partitions, floors and ceilings capable of at least one-hour fire resistance. A watertight ceiling and an automatic drainage system in the floor also are advisable.

With the threat of fire, which is particularly disastrous to both EDP hardware and software, ever present, the Institute suggests that all furni. ture, vaults and storage cabinets be flameproof and the distribution of burnable materials be kept to an absolute minimum,

Don't use water on a fire involving a computer operation, it will short circuit and conduct electricity. Carbon monoxide is the most effective extinguisher and the least dangerous to equipment. However, it must be used with extreme care because it can be lethal to personnel. Dry chemicals are also effective, but will leave a residue on machines,

As an added precaution, duplicate tapes, records and other valuable materials should be stored in a wellprotected building some distance away from the computer center.

Computerized operationswhether in-house with owned or rented equipment or performed by a service bureaucreate insurance risks that carry across conventional lines of coverage. While most of the risks grow out of damageto the hardware or softwear such as tapes, discs and punched cards, the exposure to liability can't be underestimated.

Such risks can be insured in two ways: under standard policies with special endorsements for EDP operations; ora specially-tailored EDP policy, perhaps the better of the two.

Coverages to consider, according to the Institute, are: all risk property damage, extra expense, business interruption, valuable papers, fidelity bond to guard against use of the computer to defraud and an umbrella liability policy.

1 Billion Bucks A Day!

According to the National Association of Wholesaler-Distributors' annual survey, wholesale distribution sales topped a billion dollars a day during 1973. By comparison, this represents approximately a third of the nation's annual Gross National Product figure.

Member sales showed the largest dollar increase ever recorded: a whopping 157a. Moreover, profits rose dramatically to l07o - a 507o improvement over member predictions a year ago.

Durable goods respondents showed a sales increase of I57o with profits l07o above the '72 level. Farm and garden machinery realized a 26.37o improvement in profits on a 20Vo sales increase, while lumber showed an l87o sales growth with a profit increase of207o.

Although the overall sales picture was very good in '73, part of the dollar improvement can be attributed to inflationary trends. Industrial commodity prices, reflected in the Wholesale Price Indexo increased 87a in 1973 while consumer goods were up over 6%b . Food prices skyrocketed 257o.

Partially offsetting this factor, productivity (measured in dollar sales per employee) increased l0.SVo across the hoard for wholesale distribution in 1973.

For 1974, respondents to the NAW Survey forecast a median L07o sales increase, with profits up 1Vo. An identical prediction was made for 1973 in last year's survey.

PLAN NOW FOR MAY HOME IMPROVEMENT MONTH

SALES PROMOTION

(Continued from page 10)

find that a 60 second spot can be purchased for as little as $6 on certain local stations at certain hours. Producing a radio ad is easy and inexpensive. Many times the disc jockey will personally read the message lending more "believability" to it. Some radio stations will negotiate a merchandise "swap" for broadcast time. Check into this, it can reduce the cost.

(5) Television advertising has the reputation of being very expensive. Sometimes it is. But check with your local stations. You may be amazed how inexpensive it really can be for a TV spot at certain times of day broadcast locally. Some broadcasters even charge on a "per inquiry" basis. This means that the cost of your ad is directly determined by the response that your ad gets.

(6) National magazine ads are also considered expensive. Some are and some €ue not. Some are but are worth it. Look for that magazine which really zeroes in on your target market. Circulation figures are meaningless unless the circulation is really made up of your potential customers. Use regional editions or local publications if available.

(7) Do you have a catalog or newsletter ofyour own? If so, are you using it to maximum benefit? If,

not, would one be worthwhile? Direct mailings of these are expensive but almost always increase sales,

(8) If you have a good advertising budget you should be using an advertising agency. They are professionals and can help you in many ways. However, don't let an agency purposely steer you away from noncommissionable media. They want their 157o, of coursen but most agencies will recommend non-commissionable media if it would do a better iob.

(9) If you are a member of a chain, are you really aware of and using all of the promotional assistance you are entitled to from the headquarters office of your group?

(10) Above all, be realistic about how much you spend, what products you stock and exactly who your customers are. Keep very careful records ofwhat you do and evaluate the results. Watch profits and focus on the right target market. Your money and effort will go a lot farther.

SPECIALTY PRODUCTS

(Continued from page B)

programs help to increase frequency and size of dealer advertising.

We can't stress strongly enough the importance of consistent well planned advertising.

PGL for many years has provided a tabloid promotion program for retail dealers whereby he has a 'oreadymade" promotion piece with specialty products featured. The reason it is so attractive lies in the fact that co-op allowances help to cut printing, production and mailing costs. This service is available to him at our costs (we're not in the printing business to make money).

As you can see, it takes a joint contribution and close rapport between manufacturer - supplier, distributor and retailer to merchandise and SELL profitably in todays competitive market.

Alaska Mill Sold to L-P

Evans Lumber Co., Nenanao Alaska, (not to be confused with Evans Products Co., Portland) has been acquired by Louisiana-Pacific Corp.o according to Douglas A. Westenhaver, L-P v.p.-Western operations and James S. Evans, partner. No price was disclosed.

The 35-man sawmill and planing operation is about 60 miles S.W. of Fairbanks. Assets include cutting rights on two State of Alaska timber sales contracts.

"This property, because of its location on the Alaskan railroad and access to additional timber, will become part of L-P's Anchorage div.," said Westenhaver. o'Present capacity is 30 M board feet a day of white spruce and hardwood timber but plans call for substantial plant improvements to increase capacity to 75 M board feet a day."

(Continued, frorn page 26)

the federal and state legislative committees of LMA, are constantlv Duttins Dressure on the lesislators but in each case yoa. pers6rial i nv"olvement supports The association position.

One day soon the Javits bill will come up for vote. This bill deals with workmen's compensation and would authorize re-opening of millions of industrial illness and injury cases, particularly those involving Black Lung disease, and award compensation that would amount to billions of dollars. Where do you think the money will come from? Either your taxes will support it or workmen's compensation rates will soar to support the program. This will hold true for future cases, for example, of loss of hearing. Even though the individual suffered a loss of hearing before you hired him, if he files a complaint of industrial injury you are going to pay and your experience factor will climb.

If you want to feel relieved, just pass it on to the consumer. California Assemblyman Jack Fenton (D-Montebello), in a discussion with me on January 16, 1974, concerning the increase in compensation being awarded to injured employees, commented that there was no problem because the dealer passed the cost on to the consumer.

I'm sure you all enjoy explaining to your customers why prices continue to climb. You also probably have no objection to customers buying only the bare essentialsno add-ons, no top line merchandise.

Sure you don't!!l!

You don't want any of these things I've mentioned to happen. But you are certainly lending your approval to the laws that are^being passed.which slowly take away your prerogatlve oI runnrng your busrness.

Remember this one concept. Government considers silence as approval.

If you are silent they assume you approve.

If this comment has made your blood pressure rise a few points and feel like grabbing someone by the throatprobably megood!!! I've accomplished my purpose in that you have become concerned even if only momentarily. Now keep your level of concern high.

Attention All Golf Freaks

Dubs, Ltd., the greater San Francisco Bay Area golfing club for those associated with the lumber industry, reports that they are still open for a few more members. Those interested can contact any club member.

Home Quality Down?

The quality of new home construction has grown worse over the past l0 years, say 6U/o of those interviewed in the latest Louis Harris survey.

In a similar survey conducted in 1971, some 477o felt new house construction quality was worse than a decade prior.

The 607o'ogrown worse" figure for new home construction, in fact, recorded the largest quality tumble of all products. Next in o'growing worseoo was new automobiles, which 467o felt have grown worse over the past l0 years.

Growth of Plastic Pallets

The market for plastic pallets grows at an accelerating rate, according to Johns-Manville Corp., which cites the growing acceptance of expendables, still in their infancy. One reason is their light weight, which cuts shipping costs. The other is their durability, allowing customer re-use.

The problem with plastic pallets, on the other hand, is their limited performance and high cost, says Sinclair-Koppers' George Sollenberger. To achieve sure, steady growth in the market, plastic expendables must drop in price to about $2.25. Shipping costs must come within reason. These costs are now prohibitive because the handful of manufacturers today must ship pallets over great distances. However, plastic pallets have great potential in industries where moisture and sanitation are a problem. Wood, however, still dominates the market.

The tournament schedule for the balance of this year is: Feb. 15, Silverado C.C., Napa; Mar. 15, Menlo C.C., Woodside; Apr. 19, Mira Vista C.C., El Cerrito; May 17, Reveille with Hoo-Hoo #39, Round Hill C.C., Alamo; June 14, California

C.C., So. S.F.; July 19, Meadow

C.C., Fairfax; Aug. 16, The Villages

C.C., San Jose; Sep. 20, Santa Rosa

C.C., Santa Rosa; Oct. lB, Carmel Valley C.C., Carmel; Nov. 15, Round Hill C.C., Alamo; Dec. 6, Castlewood C.C., Pleasanton.

REA(HH,il':I The Merchant

COMMUNICATING

(Continued from page 17)

principle applies. Under these conditions you have only two choices: One is to say nothing and ride out the storm. The other is to take farreaching and dramatic corrective action before making any public announcements. Only after you have moved effectively to change the situation and solve the problem should you attempt to communicate what you have done. The biggest mistake you can make if you are suspected of being the villain is to acknowledge some degree of awareness and accept some responsibility, and then go on to describe the wonderful things you intend to do in the future.

The rules at issue, then, can be formulated as follows:

(1) If no substantial public concern exists, you are free to say what you want or to remain silent if you wish. The option is yours.

(2) Under conditions of generalized concern and mistrust where you are not specifically faulted, it is desirable to speak out, but you should speak out only on the condition that you engage your audience's anxiety squarely and find some way to show that you understand their concern and are responsive to it.

(3) Under conditions where mistrust exists and you are suspected of being the culprit, actions should precede communications. If the action is half-hearted or purely symbolic, then it is better to say nothing. If the action is bold and demonstrable, then by all means let people know about it to stop the tide of mistrust and paranoia from building up further.

Mqnufoclurers

Window qnd Door Fromes

Delqiled Millwork

Wordrcbes r Louvens

Distributors

Folding Doorc

Mosoniie Heritoge Brick Pqnels

Termite Conlrol ond Pesticides

Cox Hordwore

lile-Beoms

K-lux ond Emco

Woddell qnd Forq Wood Mouldings

fimely Sofety Decols

Fomowood ond Epoxybond

UKIAH 1{11{E (top left) degree team for Black Bart Hoo-Hoo club recently raised 15 initiates in the mysteries of the order. Some 55 attended the holiday season gathering. DeWayne Holstin, Vern Welter, Arnold Lyly. Back row: Bob Chess, Bob

W0WIE! Nancy Sissons seems to say (left) upon winning a turkey in the raffle. That's Gary Gamble with her. Double turkey day for Hank Monie (top right)who won one, as did his wife. Del

Watts, Bob 0'Brien, Walt Martin, Bob Church, Jim Berry. Top right Don Michaelson, Carl Force. lower left Art Atkinson, Gary 0hleyer. lower ilght Jack Davies, Herb Thompson.

Cole checks the ticket. In lower right picture, Mr. and Mrs. Bob Johnson. These pictures were taken at Black Bart Hoo-Hoo Club's Christmas annual, Ukiah. Ca.

Lumbermen Lend Boys Club a Helping Hand

f T was either the 50th or Slst annual San Francisco I Hoo-Hoo Christmas party for underprivileged children, no one was quite sure. (And that was before the drinks.) But either way, it was a big success as the 25 boys from the Columbia Parks Boys Club were royally entertained and fed and later each was presented with the gift he requested, purchased by the lumbermen's club.

A number of groans accompanied the parceling out of the prizes at the raffle. Seems between club president Pat Tynan and v.p.-program chairman Reg Ricci, they won two of the four prizes.

A committee is now investigating!

HEtPlilG HAilD ready, president Pat Tynan (1) along with Gage and proud papa Verlon McKinney at club bash to help underprivileged kids. (2) Paul Ward, Jim Hopkins. (3) DaveTown, Ed Blunt, Dave Ellis. (4) Gordon Saunders, FrankTimmers. (5) Reg Ricci. (6) Dick Hogan, Ted Liftle. (7) Bud Robie, Mike Herbert. (8) Vic Roth, Jim Jones. (9) Bob Henderson, Knute Weidman, Howard Smallridge. (10) Pat Tynan, Nancy Seaton.

Gen eral information 0n Southern hardwoods

tI'l HIS chart, third and last in a I series within a series on Southern hardwoods, gives a valuable rundown on general information pertaining to 16 major Southern hardwoods.

The issues that presented the first

ranSe of pigmented or natural tones. I tuatty ail hardwood mrils

two installments of this mini-series were Nov., p. 44 and Jan., p. 35.

We again would like to thank the Southern Hardwood Lumber Manufacturers Assn. for making this information available.

soME usEs OTHER CXARACTERISTICS

Furnrture, fixtures, woodwork, novel. ti€s, bent wood pads, sportinB Eoods handles and paneling.

Southern ash is fiequently separated into a solt lextured cal€gory called "cabinet" and the tougher, harder classifrcatron known as Firm & Better.

corroilwooo

HACKBERRY

Padicularly suited to medrum and Although a limited production species in the south, beech lumber rs generally available lor fu.njture and speciaf ties,

Furniture, flooring, handles, wooden ware, bent wood parts and toys, darker tones and painted finishes. May be bleached where required to blend with certain lace ven€ers, This very light colored wood i5 suited to th€ full range of light to dark natural tones, A tendency to luzz is easrly reduced by sandinS. Staans enhance s!bdued grain.

Medium to dark tone linishes are well suited to elm, Somewhat more control requi.ed to subdue Srain pa! tern in dark finrshes and minimi:e rars€d 8rarn.

Eicept for moderate cotor variations, this wod will take a wide ran8e oI trne finishes with fredium to dark tones

A maior species jn the Mississippi delta and adjoining ravers. cotton. wood is readrly available in lhis area and to a l€sser exteni throuShout the South.

Pernaps the most widely avaitabte economy ha.dwood in the south.

The many tavorable qualrties of beech are now being utrlrzed more tully srnce drying techniques have im.

;,"-* r"," "". *r-r"*r.r.-1 ".".,r, ,^" t,;;;;;" ;

shipping containers, agricultural im. North America, cottonwood as econom. plement parts and specialties. rcal and possesses favorable properties not lully realized by many

Furniture, bentwood parts, novelties, I Regafded as one of the more rewoodwork, containers and specialties. lractory hardwoods, improved dryrng and machining practices have helped improve the utihly ot elm.

Furniture, cabinets, woodwork, novel. An all around rmportant and econoties, containers. I mical volume wood for many uses.

fitAGttoLtA

out the need lor bleaching. The mod- I Prduction is usuatty adequat€ for

Suitablefo/lighttoda.kfinisheswrth, Widely avaitabte but not ptentitut. eratehackberrygrarnpatterniswtdely i demand. favo.ed tor use with similarly srained race veneers.

Next to the oaks in availability, this specres rs o{fered by all mills in a /ange of thicknesses including quar t€red thack stck. superior qualrties for a range of

A versatite linishing wood whrch i Usuattyavaitabteseparatetybutsome

Furniture, cabinets, trxtures. novettiesResembljng ash somewhat but lighter in werght, hackberry possesses many

A prrme wood for uses requiring ereat i General availabrlrty of carbide tipped strength and hardness as w€ll as in I cuttrng tools has broadened the use ol turnrture, woodwork and speciatties. I this attractrve and economical wood.

f

Somewhat srmrlar an appearance to yellow poplar but sup€flo. In most ] ll;,"* "' use rimited onrY bY sup' soFT ltaPt t

RED OAK

WHITE OAK

PECAN

YELLOW POPLAR

SYCAlIIORE

TUPELO & BLACK GU]II

amels and natural wood tones, Can I cost but avaitable for specianies and Furniture, cabinetry, interior wood. work and novelttes. be bl€ached or the wood may be lurniture selected for color where hea.lwood rs too dark,

Possessing about the same linishing propertres as hard maple, soft maple is suited for enamel tinishes and the

Generally available but individual mill anventories usually are limited.

Furniture, cabinetry, paneling. sp€, Although 25% softer than sugar ma. caalties and core stck. pte, soft maple is suited to most of I tne same uses. Sepaiations practic€d where pin worm holes are comdon in

Medium to dark natural tones are well suated to oak. The pigmented and novelty finishes are also frequenrly used,

Finishes well in the same range with red oak, Light brown tones more easaly achieved, however, because pinkish cast is absent,

An excellent and easy wood lo finish. Th€ moderate grain paltern responds to a full range of medium to dark finishes and bleach t.eatments.

Less frequently used for natural lin. ishes because of wood color variations but padicularly suited to enamel fin. ashes,

Suitable tor various natural or enamel linishes, sycamore usually requires somewhat more sanding in finishing-

Excellent for a wide range ol lanishes includinS enamel- This larSely liSht colofed wod takes a range of light to dark tinishes.

Most amportant and widely available specres in the south.

FloorinE, furniture, specialtaes, cabi. i Oak's historic reputation is hardty netry, interior woodwork. matched by any other wood_ lts pfoperties and availability represenls a

Somewhat more restricted in production than red oak but still readaly available. ] a"-" ." ."0 ou*. i restore much of oak's old prestiEe

Maior pecan production is found in the low€r Mississippi Delta re8;on. With lesser amounts th.oughout the

Produced in moderate quantities throughout the south, but readily available from some mills.

Generally available but large inven. tories not usually accumulated by mills. 5/8" stock readily available.

Widely available with mill5 operating in major river areas and coastal regions ol the south, the largest pro. ducers,

Thi5 contrasty colored wood takes linishes well and is best suited lor Comm€rcial p.oduction larSely lim. ited to the low€r Mississippi Rivet where it is readily available.

Furnitu16, flooring, woodwork, spe. I A wood with unusual intrinsic valu€. cialties,andcabinets. I pecan has recently achieved new prominence as a fine lorniture wood.

Furniture, fixtures, core stock, mill i Ratedhediuminprice,yellowpoplar work, cabinetry and trim. is a long tam€ woodworkers favorite.

Furniture parts-particularly drawet sides, paneling and specialties.

Furniture, fixtures, woodwork and cabinets. TV.HiFi cabinets and novelties.

Furniture and lurniture core stock, tixtures. caskets, cabinetry and con.

A historic turniture drawer side favorite, Also possesses strikinB 3awed quaner lagure.

Both species belong to the tupelo family. Thick st€k usually available

Although light and solt, willow is an extermely stable wood suited io many

Insulation v. Energy Crisis

A 24-p. color report on the energysaving techniques of using insulation is bv Johns-Manville. Insulatiott: The Builder's Key to Energy Conservation, deals exclusively with the subject of fiber glass insulation in housing. Single copies are free.

New Freight Rate Fax

Now available is the Western Wood Products Assn. revised Freight Rate Circular No. 960, reflecting the January |,1974 rail rate hike. The 32-p., $8 circular provides rapid reference for estimating lumber rates from representative points in the West to lntermountain and Transcontinental Territories. Also available is WWPA's Revised Freight Rate Map. 25c.

No Rip Off

A 4-p. free brochure on the Northfield heavy duty hydraulic gang rip saw describes in detail the features of the machine.

Economic Thickness Data

Three Johns-Manville product brochures have been revised to contain the new economic thickness figures just released by the Thermal Insulation Mfers. Assn. Economic thickness is the idell thickness of pipe and flat forms of thermal insulation that will save the sreatest cost of enersv while paving lor' itself within an assigi-ed pericid 6f time. The new figures are designed to meet today's energy-conservation conditions and replace those published in 1961, made obsolete by the present energy shortage.

Free "lnterview Checklist"

Checklist for E.rec'utiv'es: Hou: to be Inten'iev'ed.' ' consists of an orsanizins guide. an example of a well-p-repareil resume and an eight-section checklist with 200 subjects divided into such sections as: basic resume data, inventory of skills, etc. Single copies free from Cris Associates, Inc., 274 Madison Ave., New York, N.Y. 10016.

AFI Meeting Speeches

Because of anunusually large number of requests for copies of speeches at the 1973 American Forest Institute annual meeting, AFI has collected them in booklet form. Guest speakers at the Oct. session in Portland, gave their views on what's ahead for industry throush the vear 2ff)0. Included are the remaiks by:-Jules Bergman. ABC science editor; Gerard Piel. publisher and president. Scientific AmericLttt: Dr. Alfred Kreft, president, lzaak Walton

League of America; William Rusher, publisher, Natiotutl Reuier', and Philip Robertson, of Daniel Yankelovich research firm, who offered tips for communicating in today's climate of mistrust. (see Tlte Merchant, Jan., p. l2) "America's Forest Industr-t itt Tomorrov"s World," is available from AFI, l6l9 Massachusetts Ave.. N.W., Washington, D.C. 20036, 50c a copy.

Homeowner's Roof Guide

Western Roof Council has released its " H omeou,ne r' s G uide to Roo.littg." It covers the entire spectrum ofroofing needs from design to replacement.

Consumer Booklet On Metrics

Publication of a new l6-p. consumer booklet giving the essentials of the metric system of measurement, "ll/ltat Abotrt Metit'," is by the National Bureau of Standards. lt is designed to eive consumers the f'ew terms and relaiionships they need to use the metric system and relate it to the system they have been accustomed to using. lt is free from the Metric Information Office, National Bureau of Standards, Washington. D.C. 20234.

Door Remodeling Folder

A new 8-p. brochure on the nerv foam core steel remodeling door units for professional builders or d-i-yers is available free from Ever/Strait div.. Pease Co.

Golden State Forest Facts

Just published by American Forest Products is a 4-p." 8/2" x 11" pubf ication. Ctli.fitrniu Frtrcst Frrr'1s. In addition to statistical information about the state's forests and wood products industrv. several subiects are brieflv discuss-ed. including h-istory, reforestation, selective harvest, sustained yield and multiple use. Single sample copies are tree.

New Management Series

The Retail Lumber Dealers Foundation announces the publication ofa new Management Series for lumbermen featurine the overall theme"Developin[ the Profit-Centered Manager..-There will be a total of 12 chapters published on financial and personnel subiects for the management of retail lumber firms. A specially designed Profit Manual, featuring all of the chapters, will be a part of this important industry project. For further details contact The Retail Lumber Dealers Foundation, 339 East Ave., Rochester, N.Y. 14604.

World's Easiest?

World's easiest to install is the claim made for its electronic garage door operators in a new brochure by Vemco Products Inc. Based on warranty card returns, more than 80% of all the Doorkeeper garage door operators sold last year have been d-i-y installed by their purchasers in under trvo hours.

Are You of Age?

Gypsum in the Age ofMan, a free 48-p. book offering a series of articles concerning the gypsum industry, its products and their application to the buildinc industrv. has iust been published 5y the Gyilsum Aisn. lt con[ains 30 wide-ranging articles by individual industry experts.

Two New Pieces

Three new Royaltile panels are featured in two new pieces of literature from Masonite. colors and patterns are illustrated in anSVz'' x I I " file size. 4-p. brochure and in a 6-fold envelope stuffer.

Handbook on Construction

The latest edition ofla major international reference work on the construction industry, The Construt'tiort Ittdustry Hutrdbook, second edition (467 pp., $22.50) is a comprehensive source of information on all aspects of building and construction. Contact Cahners Books, tt9 Franklin St., Boston. Mass. 02 l 10.

New Hardboard Standards

The United States Department of Commerce has announcecl approval of three separate Voluntary Product Standards for Hardboard Products. These are PS--58-73 covering the basic hardboards classed as tempered, standard. service tempered, service and industrialite. PS-59-73 is concerned with prefinished hardboard panelings and PS-60-73 applies to exterior hardboard sidinss.

Cdpies are available free from American Hardboard Assn., 20 Wacker Dr., Chicago. lll. 60606.

Free Reader Service

For further informotion on oll New Products ohd New Literoture, write fhe Merchont Mogazine, 523 So. Loke Ave., Posodeno, Co. 9'l l0l . Pleose mention issue dote ond poge number so we con process your request foster!

Tho n ks.

the N.

Lett@rDs

THE El{ERGY OPPORTUNITY

The Merchant Magazine

David Cutler, editor-manager

573 South Lake Ave.

Pasadena, Ca. 9ll0l

Dear Dave:

We certainly agree with the tone of the editorial and particularly the headline, " W e' re on the Offe ns e - C harge !" but a word of cautionthe iob has iust started and is far from over.Continuine emphasis by building materials manl ufacturers and the associations, plus all the individuals in these orsanizations will be necessary to improvE the trend and establish our viewpoint.

More importantly. however, is an immediate opportunity for the forest products industry brought about by the "energy crisis." Wood is the only basic renewable resource in the world. Compared to aluminum, steel and plastic products, wood items require significantly less energy per ton to produce useable structural material.

In addition, once in place, particularly in the construction industry, wood has additional energy saving values, such as; insulation and sound conditioning. With a positive attitude and backed with the foregoins facts. the wood products industry is in a position to dig in. sell hard and recapture many of the markets previously lost to plastics, steel and aluminum.

Let's approach a problem as an opportunrty.

Very truly yours,

John H. Schick Director, sales & mktg.-wood prod. Louisiana-Pacifi c Corp.

1300 S. W. 5th Ave. Portland. Or. 97201

Dear Dave:

I think that the Merchant Masazine's December editorial is well done 6nd cer. tainly points out to the industry and to anyone else who might read your magazine some of the problems that we have faced over the past five vears with people who are riot knowledgeable about the lumber and forest industry. Keep up the good work!

We need to be on the offensive because I feel that our industry is performing one of the most valuable services that can be performed for our nation. Yours very truly,

Robert S. Everitt President

Everitt Lumber Co., Inc.

l20l North College

Fort Collins, Co. 80521

He'll Get'Em

The Merchant Magazine

A. D. Bell, Jr., publisher

573 South Lake Ave. Pasadena, Ca.9ll0l

Dear Mr. Bell:

Since writing you in September of 1972, when we closed our yard (KingMarshall I. umber Co.), I've kept veiy busy. mixing in a little golf and a few pleasant trips. and will make my final report. .We had exceptionally good fortune with the outstanding accounts and at this time we have only'ihree accounts that have not been entirely paid, totaling slightly more than a thousand dollars. I'll eet them.

If I hadn't grown old, lazy and so hard to get along with I might try to get some lumberman to let me help him on his tough accounts. Instead I'm going to continue chasing that little white ball, and after our rather chilly weather this season, I'm certain that Arizona will again see us in the winter months.

Sincerelv.

"Larry" i(ing

5r9 "F" St. Bakersfield, Ca.

SOUND OFF ! t

Got a beef, a compliment, a complaint, a constructive criticism, a question, or 'anything else that needs airing? Let's hear from you! Write c,/o The Merchant Magazine, 573 So. Lake, Pasadena, Ca., 91101.

Positions wantcd 25d a word, minimum 22 words (22 words = $5.50). All others 354 a word. min. 20 words (20 words = $7.fl)). Phonc numbcr counts as one word, Boxcd ads 3l cxtra. Fancy hcadlinc or borders 32 crtra. Box numbcrcd ads add 31.50.

HELP WANTEO

SALESMEN wanted. Established Los Angeles area distribution yard needs sales personnel for lcl, direct and industrial sales. Please submit resume. Write box 107, /o The llterchant M_ag4zine-

YARD FOREMAN needed. Must be experienced; load trucks, tally, take charge and run the yard portion of our So. Calif. wholesale lumber firm. Valk Lumber Co., Riverside, Ca. Call (714) 684-9905.

NEEDED: experienced wholesale lumber salesman. Must have experience in wholesale lumber and plywood for aggressive, growth-oriented So. Calif. wholesale firm. Valk Lumber Co., Riverside, Ca. Call (714)684-9%5.

MANAGER AND SALESMAN needed for retail lumber yard in South San Francisco. Minimum ten years' experience. Steady job. Phone: (415) 761-15l-5.

EXPERIENCE & following. You can make money with us. Wholesale lumber salesman wanted. Direct mill & LCL, L.A. area. Write Box I10, c/o The Merchant Magazine.

POSITIONS WANTED

MILLWORK SUPERINTENDENT. 15 years of complete experience in all phases of products. Thoroughly familiar with softwoods, hardwoods or F.J. References available. Wish to locate L.A. or Orange County, Ca., area. Reply Box 106, c/o The Merchant Magazine.

MIDDLE AGE lumberman, experienced all phases retail lumber, building materials seeks position northern, central Ca. Write Box 109, c/o The Merchant Magazine.

EXPERIENCED lumber girl wishes to relocate in or near San Gabriel Valley (Ca.) Prefer wholesale. Will consider either temporary or permanent assignment. Write box 111 c/o The Merchant Magazine.

GIassflfffled Adveu.tfisemn@oDts

POSITIONS WANTED

FULL CHARGE bookkeeper, female, would like position with wholesale/retail lumber co. l5 years experience in lumber & plywood business. Call after 6 p.m. (213) 566-7281.

YARD SUPERINTENDENT wishes to relocate. Lifetime experience in wholesale and retail lumber industry. Large or small operation. In excellent health. Reply Box 105, c/o The Merchant Magazine.

SERVICES OFFERED

LUMBER HAULING

c-Q TRUCKTNG INC. (213) 638-785 I 5501 East Centurv Blvd.. Lvnwood. Ca. X)262.

MATERIALS WANTED

Attention Pine Dimension Mills

Premium paid for your clear, 2 x 4 and 2 x 6 pullouts. Accumulation basis, full truck and trailer lots. For company name and address, write box 5, c/o The Merchant Magazine.

REWARD

For information leading to pine stud mills which will pull their clears for a premium price, $100 cash moneY Paid upon acceptance first order. Ste-ady source of 8tclear 2 x 4s needed. Reply to Box 6, The Merchant Magazine.

LUMBER WANTED

Twisted and weathered Douglas fir. 3 x 4 and wider by random lengths S4S. 4 x 4 and wider by random lengths S4S, also car pads. Hunter Woodworks (213) 775-2544 & (ct3\ 835-5671.

Ittkttlld s lo s ln HclD Wrnr.d sluD[ lt mdc onlyll) to indicatc bons fiac ccupstional qualifrcrtions for cmploymcnt whi€h an smdoycr rcSards rs remebti n&cssary lo lhc normsl opcration of his busincas or entcrDrisc, ot (2) 8s 8 convcnicncc to our rcaderr. lo lci thcn lnow which posilions thc 8dvcni3cr bclicvcs would bc of morc inlcrcsl to onc scx thrn anothcr bccaurc of lhc wort involvcd. Sxh dcsisMlio should not bc lllcn to irdicrtc that lh3 advirti3cr intcnd! or ptacticca 8ny unlawful prcfcrcncc, limitation, spccific.tion or dB' crininslion in cnploymcnt pncliccs.

ls this your copy of The Merchant ?

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

Namcs of advcrtisers using a box numbcr cannot bc rclcascd. Addrcss all rcplics to box numbcr shown in ad in carc of Tbc Mcrchrnl Megrzlnc, 573 So. Lrkc Avc.' Purdcnr, Crllf. 9ll0l. Derdllnc for copy b thc 20th. To crll In rn d:.(213) 792-409t or (flS) 34tu000.

BUSINESS OPPORTUNITIES

LUMBER AND building materials business for sale or lease. Sales volume excess $2 to $2.5 million. San Francisco Bay Area, long established, well located. Heavily retail. Very good return on investment. Write box 47, c/o The Merchant Malazine.

building materials store established in 1918. Excellent location across street from supermarket. Fast growing community. Reply Box 82, clo The Merchant Magazine.

Retail lumber and hardware business, West Los Angeles, Calif. Forty years same location. Sales over $800,000.00 in 1972. Sell or lease property. Reply to Betty Jean, 260 South Beverly Drive. Suite 312, Beverly Hills, Ca. 90212. -

WHOLESALE lumber firm, 35 years active in So. Ca. market, actively seeking Doug fir sawmill to represent in So. Ca. market. Now selling over 150 discount lumber dealers. 4 experienced lumber salesmen. Commission or wholesale?' Sawmill replies confidential. Write box 108 c/o The Merch,ant Magazine.

LUMBER YARD & hardware store' Due to ill health, owner must sell operating lumber yard. Fordetails write WenholZ Lumber Co., Box 498, Paramount, Ca. 90723.

FOR SALE

LUMBER TRAILER

18' -2 axle utility. Flat bed, excellent condition. Call Guerin Transportation Co., telephone (714) 982-9944.

LUMBER truck and trailer- 1966 Pete. 1970 util. 10122 tires, 5 & 4 trans. SQHD. 220 Cummins eng., clean, $13,750. (213) 596-1555 or (714) 827-5900.

FOUR USED LUMBER CARRIERS

Ross, Serial No. 1822

Ross, Serial No. 913867

Ross, Serial No. 913887

Hvster. Serial No. 28742

Approx. 500 Carrier Blocks

(213) 655-9605

Yesrlwanl to subscribe to the

NfltrRGHANT NNAGAZINtr BUVtrRS' GUIDtr

SAN

S. F. BAY AREA

BUILOING MATERIA LS-PAINT_HARDWARE-ETC, SASH_DOORS_WINDOWS_MOU

Forest Products, (Corp. headquarters)

Lumber Species, Inc..

Door Co.

Corp............

Doors, Inc.

Calilornia....

TREATED

Louisiana-Pacific Coro.

Marquart-Wolte Lumber Co.

Osgood, lnc., Robert S. ...(213\ gB2-8278 Pacific Madison Lumber Co.

ARCATA (213)773-2292 8 (213) 861_6701 Arcata Redwood Co. .............

Pan Asiatic Trading Co., Inc. ...(213) 268-2721 Siera pacific Industries, Penberthy Lumber Co. ...(213) LU 3-4511 iuroorot Ftakeboard Div.......

Philips Lumber Sales... .(SOS) 495-1093 Simpson Buitding Suppty Co.

CATIFORNIA

Ro,ando Lumber co., Inc. .. (213) !'Jll,i'3-3313 ?ffi"J JJili:: sji"., ";.

Rounds Lumber Co....... ..(213) 686-0917 f*in H"rUors Lumber Co.

Reel Lumber Service .....e13\ 292-5221

3il1#J;f;:"3,'"ffi':i,'" lil31993:3?93 ANDERsoN

sourn Bav Redwood co. . ... izi.J.i gii iiii

South Bay Redwood Co. ....... .......tZ.tl't 637-5350 raur E

:t'j::,?'.::JffJ,llji]1ll

::::tlx;:,li,l

[[l"Jy;;j"Ji,Tit, ;.. .

eLovERDALE

sterrins Lumber co. .. .......Dii; ;;;;i;; c & R Lumber co

sun Lumber Co. .. .. .iri;i ;ai-il; Kinton Div (Rolando Lumber) "

Tacoma Lumber sates, Inc. ....(rii) ilu'i ;i;i Rounds Lumber co.

Twin Harbors Lumber co. ... ..'-riisi izi siig wesl Range corp

V:il"i"[[Jff:"',11?%ji F];il;i:llJ3

urane Mills

vance Lumber co........ .izrgi s6a-Bii5

WiljJ;::H'lilli 1i"?.iY.33ll?

Warehouse (Anaheim) .....it'tci llz-saao

^c_oRNrNG

EUREKA

Louisiana-Pacitic Corp.

Woodland Products Co. ....iztgi l++-sozg Holmes Lumber Co ' Fred C. (213) 443-4s67

FoRT BRAGG

TREATED LUMBER-POLES-P|L|NGS-TIES Hotmes Lumber Co., Fred C.

Treated Pole Builders, Inc..............(714) 98G4466 Nresen Forest Products

San Antonio Const. (213) 865-124S & (213) 773-4503

BUTL'TNG MATERTALS-'A,Nr-HARTT*ARE--Er. lff"tj:?"." producrs.........

M tLLwoRK-DooRs_Mou LoTNGS ;,,,i";:

Arhambra Metar producrs.............1zisy zas-szsr :::::;'onnton corp

American Decorative products ......illl\ azs-'tzas ueo,rgra-Pacitic warehouse

American Forest Products (cerritos) ..izlli zls-szoo Hedlund Lumber Sales lnc

Bel_Air Door Co. .tZiSt bU S_SZgr Iniernationat Forest products...

Co.

Manufacturing Co.

EVERETT

Simpson Building Supply Co.

KIRKLAND

Simpson Building Supply Co.

LONGVIEW

Union Pacific Rarlroad

MOSES LAKE

Simpson Building Supply Co.

OMAK

Biles-Coleman Lumber Co.

I ico-K inzua

PACIFIC NORTHWEST STATES

OBITUAROtrS

JOHN W. DORIC. JR.

John W. Doric, Jr., assoc. broker of the Hern Lumber & Sawmill Co., Spokane, Wa., died December 25, from multiple illnesses. He was 63.

A hative of Spokane. Mr. Doric graduated from Washington State University in 1934 and was formerly employed as sales mgr. with Boise Cascade Corp., Spokane.

He was a member of the Masonic Lodge, Scottish Rite and El Katif Shrine; the Athletic Round Table, a director of the Spokane Hoo-Hoo Club, former president of the National Woodwork Manufacturers Assn.

Mr. Doric is survived by his widow, Laura; one sister and a daughter.

BURTON S. GALLEHER

Burton S. Galleher, 84, president and founder of Galleher Hardwood, Los Angeles, Ca., died January 6, of heart failure.

Born November 30, 1889 in Atkinson, Neb., he moved to Long Beach, Ca., in l9l3 and began his long career with Galleher-Reed Lumber Co. In

ADVtrRT[StrRS2 INDEX

AL PEIRCE CO.

AI\,4ERICAN FOREST PRODUCTS

AN,4ERICAN HARDWOOD CO.

ARCATA REDWOOD CO

BEVERLY I\,4ANUFACTURI NG CO.

CALIFORNIA RETAIL HARDWARE ASSN

CHYTBAUS CO OSCAB E.

C-O TRUCKING INC.

CRANE l',4lLLS

DANT&RUSSELL..

ESSLEY & SON, D.C.

FOUNTAIN LUMBER CO. ED.

FREEMAN & CO., STEPHEN G.

FREI\,4ONT FOREST PRODUCTS

GALLEHER HARDWOOD CO

G & R LUIVBER SALES

HEDLUND, LUMBERSALES..

HEXBURG LUN4BER SALES INC.

HILL LUMBER CO., I\,4AX

HOBBS WALL LUN,IBER CO

HOLI\,4ES LUI\,4BER CO., FFIED C

. .21 HUFF LUi\,4BER CO.

Cover ll INLAND LU|',4BER CO

..,,,25 INTERNATIONALFOREST PRODUCTS

1 LAI\,4ON LUMBER CO.

..2O LEE LUMBER HAULING.

April, 1937 , he founded Galleher Lumber Co.

Mr. Galleher was a member of the YMCA, Long Beach, a member of Boys Scout #100. and belonged to the 1 Virginia Country Club, Kiwanis Club' and Historic Society, all of Long Beach.

He was a past president of the Long Beach Builders Exchange and active in the Chamber of Commerce and the Hardwood Council.

He is survived by his widow, Helen; three sisters, four daughters, 1l grandchildren and 8 great grandchildren.

50 menwhocan outvou intouchwithsome of the I bastworkers in the country.

lf you're looking for hard-working, skilled men and women to help your company grow, people trained or educated to work within their disabilities, write to the Director of Vocational Rehabilitation in your state.

AI.ABAMA:

Mr. George Hudson

Director. Vocational Rehabilitation

State Board of Education

2L29 E. South Blvd., Montgomery, Ala. 36111

ALAS}(A:

Mr. Leslie F. James

Director, Office of Vocational Rehabilitation

Dept. of Education, Pouch F

Alaska Office Bldg., Juneau, Alaska 99801

ARIZONA:

Mr. Thomas G. Tyrrell

Chief, Rehabilitation Services Bureau

Dept. of Economic Security

1535 W. Jefferson. Phoenix. Ariz. 85007

ARKANSAS:

Mr. E. Russell Baxter

Commissioner of Rehabilitation Service

Dept. of Social and Rehabilitative Services

P.O. Box 3781, tittle Rock, Atk.72203

CALIFORNIA:

Mr. Alan C. Nelson

Director, Dept. of Rehabilitation

Californla Human Relations Agency

714 P Street, Sacramento, Calif. 95814

COLORADO:

Dr. Parnell McLaushlin

Director, Division df Rehabilitation

State Dept. of Social Services

916 Social Services Bldg., Denver, Co|o.80203

GONNECTICUT:

Or. James S. Peters, ll

Associate Commissioner

Conn. Division of Vocational Rehabilitation

600 Asylum Ave., Hartford, Conn. 06105

DEI.AWARE:

Mr. Don Kappes, Acting Director

Vocational Rehabilitation Service

Dept. of Labor, 1500 Shallcross Ave.

P.O. Box 1190, Wilmington, Del. 19899

FLORIDA:

Mr. Craig Mills

Director, Division of Vocational Rehabilitation

725 S. Bronough St., Room 254

Tal lahassee. Florida 32304

GEORGIA:

Mr. Nathan Nolan

Director, Division of Vocational Rehabilitation

Dept. of Human Resources

47 Ttinity Ave., Atlanta, Georgia 30334

HAWAII:

Mr. Kuniji Sagara

Administrator, Vocational Rehabilitation

Deot. of Social Services

P.O. Box 339, Honolulu, Hawaii 96809

IDAHO:

Mr. Ray W. Turner

Director, Vocational Rehabilitation Services

State Board for Vocational Education

1501 McKinney, Boise, ldaho 83704

ILLINOIS:

Mr. Alfred Slicer

Director, Division of Vocational Rehabilitation

State Bd. of Vocational Ed. & Rehabilitation

623 E. Adams St., Springfield,lll.62706

INDIANA:

Mr. Walter Penrod

Executive Officer. Rehabilitation Services Bd.

1012 lllinois Building

l7 W. Market St., Indianapolis, Ind. 46204

IOWA:

Mr, Jerry L. Starkweather, Director

Div. of Rehabilitation Ed. & Services

State Board of Public Instruction

801 BankersTrustBldg., Des Moines, lowa50309

l(ANSAS:

Mr. Frank F. Hoge, Acting Director

Division of Vocational Rehabilitation

6th Floor, State Office Bldg.

Topeka, Kansas 66612

KENTUCKY:

Mr. Ben F. Coffman

Asst. Suoerintendent for Rehabilitation State Board of Education, State Office Bldg. High Street, Frankfort, Ky. 40601

LOUISIANA:

Mr. A. Gus Landry Director, Division of Vocational Rehabilitation State Board of Education

P.O. Box 44371, Baton Rouge, La. 70804

MAINE:

Mr. C. Owen Pollard. Director, Bureau of Rehabilitation Services

Deot. of Health and Welfare

32 Winthrop St., Augusta, Maine 04330

MARYI.AND:

Mr. J. Leo Delaney, Asst. State Superintendent State Board of Vocational Education

P.O. Box 87 17, Friendship International Airport Balti more, Maryland 2I24O

MASSACHUSETTS:

Mr. Russell E. O'Connell. Commissioner Massachusetts Rehabil itation Commission

296 Boylston St., Boston, Mass. 02116

MICHIGAN:

Dr. Ralf A. Peckham Dir. for Vocational Rehabilitation Services

P.O. Box 1016, Lansing, Mich.48904

MINNESOTA:

Mr. August W. Gehrke, Asst. Commissioner Division of Vocational Rehabilitation

1745 University Ave., St. Paul, Minn. 55104

MISSISSIPPI:

Mr. John Webb Dir., Division of Vocational Rehabilitation

1304 Walter Sillers State Office Bldg.

P.O. Box 1698, Jackson, Miss.39205

MtssouRt:

Mr. William H. Keith. Coordinator Section of Vocational Rehabilitation

State Board of Education, Farm Bureau Bldg. 1616 Missouri Blvd., Jefferson City, Mo. 65101

MONTANA:

Mr. J. C. Carver, Administrator Rehabilitative Services Division

Dept. of Social and Rehabilitation Services

506 Power Block, Helena, Montana 59601

NEBRASKA:

Mf. Garry D. Cartwright, Asst. Commissioner and Director, Division of Rehabilitation Services

233 South 10th St., Lincoln, Neb. 68508

NEVADA:

Mr. Delbert E. Frost, Administrator Rehabilitation Division, State Dept. of Health, Welfare, and Rehabilitation

308 N. Curry St., Carson City, Nev. 89701

NEW HAMPSHIRE:

Mr. Bruce Archambault

C_hief, Vocational Rehabilitation Division

105 Loudon Rd., Bldg. 3, Concord, N.H.03301

NEW JERSEY:

Mr. Arthur J. Sinclair. Director

New Jersey Rehabilitation Commission

Oept. of Labor and lndustry

John Fitch Pla2a, Trenton, N.J. 08625

NEW MEXICO:

Dr. Robert A. Swanson

Asst. Suoerintendent for Vocational Rehab.

Dept. of Education, P.O. Box 1830 Santa Fe. N.M. 87501

NEW YORK:

Mr. Adrian Levy, Assoc. Commissioner

The State Education Deot.

Off ice of Vocational Rehabilitation

99 Washington Ave., Albany, N.Y. 12210

NORTH CAROLINA:

Mr. Claude A. Myer, Administrator

Division of Vocational Rehabilitation

Dept. of Human Resources, 620 N. West St.

P.O. Box 26053, Raleigh, N.C. 27611

NORTH DAKOTA:

Mr. James O. Fine, Director

N.D. Division of Vocational Rehabilitation

1025 N. Third St., Bismarck, N.D. 58501

oHto:

Mr. Denver L. White, Administrator

Ohio Rehabilitation Services Commission

4656 Heaton Rd., Columbus. Ohio 43229

OKLAHOMA:

Mr. Lowell E. Green, Administrative Asst.

Division of Rehabilitative and Visual Services

?.Q_8ol 25352, Oklahoma City, Okla. 73125

OREGON:

Mr. Norm Silver, Administrator

State Vocational Rehabilitation Division

Dept. of Human Resources

qqO Cgltagq St., N.E., Salem, Oregon 97310

PENNSYLVANIA:

Mr. John A. Hagan, Director

Bureau of Vocational Rehabilitation

Labor and Industry Bldg.

7th and Forster Sts. Harrisburg, Penn. 17120

RHODE ISI.AND:

Mr. Edward Carley

Chief, Division of Vocational Rehabilitation

40 Fountain St., Providence, R.1.02903

SOUTH CAROLINA:

Dr. Dill D. Beckman, Commissioner

Vocational Rehabilitation Deot.

400 Wade Hampton State Office Bldg.

Columbia. S.C. 2920f

SOUTH DAKOTA:

Mr. Ben F. Hins

Director, Division of Vocational Rehabilitation

200 West Pleasant Dr., Pierre, S.D. 57501

TENNESSEE:

Mr. O. E. Reece. Asst. Commissioner

Division of Vocational Rehabilitation

Suite 1400-1808 West End Bldg.

Nashville. Tenn. 37203

TEXAS:

Mr. Jess lrwin, Jr., Commissioner

Texas Rehabilitation Commission

1600 W. 38th St., Austin, Texas 78705

UTAH:

Dr. Harvey C. Hirschi, Administrator

Division of Rehabilitation Services

1200 University Club Bldg.

136 E. South Temple, Salt Lake City, Utah 84111

VERMONT:

Mr. Richaid W. Hill

Director, Vocational Rehabilitation Division

Agency of Human Services

56 State St., Montpelier, Vt. 05602

VIRGINIA:

Mr. Don W. Russell. Commissioner

State Oeot. of Vocational Rehabilitation

4615W. Broad St., P.O. Box 11045

Richmond. Ya.23230

WASHINGTON:

Mr. Peter M. Jamero, Asst. Secretary

Vocational Rehabilitation Services Division

Deot. of Social and Health Services

P.O. Box 1788, Olympia, Wash. 98504

WEST VIRGINA:

Mr. Thorold S. Funk, Director

Division of Vocational Rehabilitation

State Board of Vocational Education, P&G Bldg. 20l9Washington East, Charleston,W. Va. 25305

WISGONSIN:

Mr. Adrian E. Towne. Administrator

Division of Vocational Rehabil itation

Dept. of Health and Social Services

I West Wilson St., Room 685

Madison. Wis. 53702

WYOMING:

Mr. L. Owen Barnett, Administrator

Division of Vocational Rehabilitation

State Office Bldg., Room 305

Cheyenne, Wy. 82001 The U.S. Department ol Health, Education, and Weltare.

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