Sell itto him by first loaning it

by Herb Donaldson Sales Manager Mead Clark Lumber Co. Santa Rosa, California

How do you sell a skeptical contractor on a cost-cutting method? At Mead Clark Lumber Company we have found the best way is to loan eu1 6 1e6l-no strings at' tached-and let the contractors see for themselves.

We are doing this with a ST-18 underlayment tacker made by Duo-Fast Fastener Corp. of Franklin Park, Ill., and sold by Duo-Fast Cali{ornia Co. Over the past year our records show that we have sold more than 100 of these tools, plus many cases of staples. Not bad for a market we didn't even have a year ago.

And I have to admit that I also was skeptical at first when the Duo'Fast sales- man called on me the first time to show this tool. He told me that ifI could show contractors how to cut the installation cost of underlayment by 50 percent, then I would be a real hero.

So I accepted the challenge of the sales' man and told him that we were expecting two contractors in our office shortly. If the salesman could sell them, then I would be convinced and stock the item.

The salesman gave each of the contrac' tors an ST-18 tacker and a box of staples and told them to try it on a job. The next day both contractors wanted to purchase the tacker.

Taking a clue {rom the salesman, we now tell contractor prospects about the tacker, demonstrate it and loan it to them with a o'bring it back if you don't like it" agreement. Often after using it, they find that one is not enough and end up orderins several more so that each truck and "."* "u., be equipped with one.

The contractors actually sell themselves.

Our experience indicates that contractors are interested in any device or method which will lower labor costs by one-half, complete the job three times faster, and produce a trouble-free job.

Thqf's How ft Goes!

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WWPA's Film o Success

"The Mighty Western Forest," WWPA's new 27-minute film in full color, has had a strong appeal for both general and specialized audiences, since its release last fall.

The film opens with a spectacular aerial tour of the va:t and luxuriant tree-growing area which extends throughout the twelve Western states.

Shown are the benefits provided by the forest which have come to be a natural part of America's heritage. Facilities for camping, fishing and hunting, water and power resources, grazing, and the natural wonders of our National Parks are shown, as is the great wealth of forest products which touch Americans every day of their lives.

Building Code Movie Applouded

The industry - sponsored film, "Plnns Approued," depicting the important role played by building officials and the four model building code organizations was shown recently to southern California building officials to an enthusiastic recep' tion.

It was prepared jointly by the Red Ce' dar Shingle & Handsplit Shake Bureau, American Plywood Association and the National Forest Products Association. The 28 minute, color film is available from any of the sponsors for showings on TV and to civic and other organizations.

Spokesmen said the movie was made because there was a need for "better public understanding by the average citizen of what a model building code is and the importance of his local building official."

Housing Gets TV Push

Home building and remodeling will get a boost on NBC's Today/Tonight TV shows with commercials by Georgia'Pa' cific Corp. The series starts March 30, according to Robert O. Lee, G-P vice president.

Commercials on both Johnny Carson's Tonight show and Hugh Downs' Today program will feature new ideas in factory finished hardwood wall paneling and other building products. These materials are desigrred to make both remodeling and new home construction ttmuch easier and faster with decorating ideas that will inspire today's decor conscious homemakers," Lee said.

Building material retailers in most U.S. cities are planning local tie-in promotions with G-P's as:istance, he added.

LMA legislqtive Efiorfs

More and more lumber and building materials dealers in the West are joining together to try and cope with government's ever-increasing role in business.

Bob Butchero chairman of the Lumber Merchants fusociation of Northern California's legislative committee, has appealed to dealers to contact him if they or their friends know senators and' congressmen and can communicate with them on matters afiecting the industry.

"The real strength oI our legislative activity is the effort individual members are willing to make to ensure their rbusiness rights," Butcher said.

Borrett Division Chonges

Allied Chemical Corporation's Barrett di. vision has undergone a name change to Fabricated Products Division, James B. Pendergast, division head announced.

Wood Preserverc Elect Coirns

William C. Cairns, general manager of the Wyckofi Company in Seattle has been 'l elected president of the Western' Wood .li; Prestirvers Institute at its annual meeting..' j

Serving with Cairns are: Don C. Smith, vice president; Roy F. Gillespie, treasurer'i and James A. MacGregor, secretary.

Featured speaker, Philip T. Farnsworth best be managed to obtain recogrrition of ,, their true worth by the consuming publio '1

Farnsworth emphasized acceptance for--i wood will come more readily when it is ,' fully realized by all that it is good ciii-' zenship to use a renewable resource be.. fore an extractive resource.

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Edited FOR Westerners BY Westerners, the Merchant is your only knowledgeable source for: {ln-depth reporting ol dealer lmurea

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

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New Polmer Lewis Co. President

Palmer G. Lewis Co. has announced the election of Robert D. Peterson to the presidency of the Seattle-based wholesale building materials firm.

Peterson joined the Palmer G. Lewis Co. in 1946 as a field salesman. In 1952, he became sales manager and in 1963 executive vp and general manager. Palmer G. Lewis, elected board chairman at the same meeting, said, ttPeterson's outstanding abilities have greatly contributed to the growth of the company during these past 2I years. He is a recognized leader in the industry."

Peterson is a past president of the Seattle Lumbermens Club, Northwest Building Materials Distributors Association, and a member of Seattle Rotary. In the field of profit sharing, he is one of the local pioneers in the distribution field to have developed a successful plan for his company, now in its 10th year. Peterson has authored several articles on the subject in trade journals.

Home Building Looks Belter

I Rising optimism of recent weeks in the home building industry is firmly reinforced by a nationwide survey of mortgage loan resources? just completed by the Western Wood Products Association.

Most of the 189 major lending institutions who responded agreed that more financing will be available to home builders and buyers this year than last. The moderate "loosening up" will favor singlefamily over o'multi" units.

Home improvement loans will increase, as owners want them. Lenders like this type, and want to expand their volume.

VWPA's Wendell B. Barnes remarked: "This first complete view of home financing prospects for 1967 promises improving business for building supply dealers, and confirms the judgment of those dealers who are strongly promoting remodeling sales, while maintaining efiective services to home builders."

Moior Forest Producls Merger

Five major Oregon wood products manufacturing firms with combined arurual sales of over $100 million are merginE; into a single corporation, according to William Swindells Sr., president of Williamette Valley Lumber Co.; Coleman H. Wheeler, president of Santiam Lumber Co.; and Ira C. Keller, president of Western Kraft Corp. The action must be okayed by their stockholders.

The companies are Williamette Valley Lumber Co., Dallas, and Williamette National Lumber Co., Foster; Santiam Lum.

Weclern Lumber & Building }loferiols ,IiERCHANT ber Co., Sweet Home; Western Veneer & Plywood Co., Lebanon; Wood Fibreboard Co. (Duraflake Co.), Albany; and Dallas Lumber & Supply Co., Dallas. All the companies have been closely associated as to ownership and operation for many years.

The companies, according to Swindells, will merge into a single corporation to be known as Columbia Forest Products Inc.

Swindells said Columbia Forest Products Inc., with combined assets of approximately $90 million, will be a completely integrated organization, with increased diversifi cation of products.

K-C Loses Anti-Trusl Suit

Kimberly-Clark has been ordered by a federal judge to get rid of Blake, Moffit & Towne, the San Francisco paper wholesaler it acquired in 196I for $16 million.

Judge Alfonso J. Zirpoli gave KimberlyClark 30 days to come up with a plan for divesting itself of the paper firm. If the company does not act within that time, the judge said he would take steps to find out what procedure to follow "in the public interest."

Judge Zirpoli said Kimberly-Clark's merger with the West's biggest wholesale paper firm represented a 'otrend" towards lessened competition in the paper industry.