Ail IN Your ltlilling Needs at LAND LUMB ER

All over the country builders and architects are showing interior walls paneled with exterior siding. (And that means a profitable new market for you!) They're using solid boards in nearly all eleven Western Wood. species and in a large variety of styles: rough-sawn, textured, V-grooved, flush, board and batten. board and gap, random length and full length.

It's a little unconventional. But that's the beauty of it. Siding makes a dramatic ahd wonderfu'ilv carefree wall treatment. (And tho6e are two very important sales poinls to the ultimate homebuyer.)

For more dramatic ideas on how to move more lumber (by bringing the outside siding inside) just mail the coupon.

We'll supply you with full-color idea booklets on paneling, siding and other uses of Western Wood in the home. They're FREE!

fryn'lr cAllFotNlA tullsEl l ElcHANr AcuE. onolftb and roctuo, alts sinn 1922

MARCH, 1970 v0tuME 48' l{0. I nmlttmmtitmnfiftlimmrf MAJ0R NEWS and FEATURES llNlllltulttrrtlttllllllllllllllllllllll$lllt

67TH ANNUAL WBMA EXPOSITION PULLS IN GOOD CROWD 6

SNARK COREY ANNOUNCES HEADQUARTERS MOVE TO BOSTON 8

INDUSTRY MUST LEAD FIGHT ON POLLUTION Otl THE E]NVIRONMENT I I

JorNT MEETTNG STACKS Up BIG SUCCESs AT ToPLEss PAIACE 12

VALUABLE TIPS TELL HOW TO CUT LOSSES ON BAD CHECKS 14

RESEARCH TO MAKE SALES_SMOOTTI SELLING SERIES 18

BILL TO INCREASE LOGGING IN U.S. FORESTS IS BEATEN 25

REcENT FHA AND ICBO APPRovAL BOoSTS END JoINTED LUMBER 25

KoppERS LIcENSETS BAxTER To PRoDUcE FIRE RETARDANT wooD 26

SUMMIT LUMBER ESTABLISHES BRANCH IN LIBERIA, AFRICA 28

GILBREATH TRADEMARK IS PRODUCT OF ROMANTIC TRADITION 28 SPANS FOR FLOOR JOISTS CAUSE CONCERN AT NAHB CONFAB 29

David Cutler

Associate Ealttor aDil

Advertlrlng Productlon Riahard Heckman Circulatlon Departmcnt

Gayle Petterson

NEPNESEN:tATTVES

NOITTIIEBN CAIIFON,NIA & PACIFIC NOBTHWEST Crtl lVood. advertislng and news, 5 Genoa Place, San Franclsco, caltf. 9rll3€!. Ph<ire (415) 391-0913. Sarr Frartcisco Bl[lng Oftlc€. 2030 Union St., San !-ranclsco' ealir. gsrze. Phohe (415) 346-6006. s()U'rilDriN (jALIrI)I!NIA

Tod Tlss, advertlslng and ngut!' ?33'if 'lif i $ X3;"'tffSf ?B*"'El5 or (213) 792-40ga. NEW YON,T Blllinqslea & flcko, Inc.' 137 uaTC--s6'th--St., New York, N.Y" 10016.

Mrl)lvDs'f

Rtcharil lleckler, advertisins qrlal ne-ws. -F, O. Box -B, Xenla, oruo 45385. Phone (5|3) 372-647]..

EDITOI}IAL OI.FICEST

Hf iBf,?il' "" u'fu"#i,t'F'# 1!?il"9 llshed monthly at 673 So. r,exo lvi.. ra.eoden{i. callt. 0l r0l' r'hsltg lzilii ioz-soz8-or (213) 702:1008 6'n--eatifornla Lumber Merchan!. $€'"','3"8i'13 $,tTt?11"33:"$!3*3 : t'"llx. bal'*r: *,',f " f#fl '8i"tr "3i: f ices. Advcl'l"lsing rates upon request.

SUESCBIPTIO}TS

(ihurts$ of Addrfrc-Send Subscrlp' tiurr iilrlers an.l address ch&nges to Clrculatlon I)el)alrtmcnt, Western aii;ber' & Iittildins Matcrlals l\t€rthant. 5?3 So. Lake Ave.. Pasa(lena. Callf. 91101. Includ-e aqd-l€-ss label from recent lssue lf DosslDle. plus new address and zlp code. Subscription Rates-U.S., Canada' Mexico-and Latin Amerlca: $4one vear: $?-two Years; $9-three ves.r-s. oirerseas: S5 - onat Year; $8 two years. Single copleF- 50a. Back copies 75r' wtl€n availaDle. Ttro Mercllarrt Magazlne Serves the memlers of the:- Arlzona Retall Lumber & Bullders SUPPIY .Aqso- clatlon. Phoenlx; Lumber Merchants- Association ol Northern Callfornla. Los Altos; Montana Bulldins Materlals Dealers A88oclation.- Helenat Mountain StatQs Lumbei Dealerri Assoclatlon, SaIt Lake Cltv and Denver; Lumber aisociatlon of Southern Callfor' nla- Los Angelesi Western Bulld' Ing: Materlaf Assoclatlon, seattle.

THE MERCHAI{T ie a,n inilepend.ent mngazinc published monthly for thoee members of the lumber and futildino titaterials induetries who nded and want factual, accurate n.ews and, an obiectfue o,nahtsis of eoents and prod,ucts of c6nceri to them in busineee.

American Forest Products

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

Uncle Som Wonts Yo,u!

[-tOR far too many years, the lumber and buildr ing materials industrv moaned on occasion about"Lrow hard it was to get young people to come into the industry. All too many meetings, until recently, looked as if the delegates had escaped for a day's outing from Sun City.

The problem is far from beaten today. Indeed, a beginning has barely been made; but it has, and that is the important point.

The Western Building Material Association, at their recent convention in Seattle (see pages 6-7 ol this issue) continued their attack on the probIem with a remarkably frank panel discussion that opposed three young management types against three college students who bluntly wanted to know: what has the industry got for me? It is a perfectly valid question and one the industry has not often enough stirred to answer.

One of the best answers we've seen is in a new brochure put out by the Retail Lumber Dealers Foundation, which is an outgrowth of the New York association.

Called "The Lumbering Giant," the eight page. full color brochure is designed to attract both the young and older workers from other fields. It presetrts the industry as a dynamic and growing area of our economy and covers every aspect of the business from single outlet store to giant corporations from yardman to president.

Specifically designed to appeal mainly to the high school and college levels, it talks about lob opportunities in the language of today, pointing out both the variety of career opportunities and the overall lifetime benefits.

Before the recruiting brochure was developed, a professional marketing firm was hired 'to research the employment field, talk with school guidance people, and review the opportunities in our industry compared with other fields. From this came the basis for a practical approach to selling the outstanding opportunities in the industry.

The Foundation is urging, as do we, the wide distribution of the brochure to high schools, two and four year colleges, technical schools, vocational teachers, guidance counselors, Chambers of Commerce, service clubs and any other areas with a possible interest. We suggest that dealers keep a stack prominently displayed so that anyone coming into your operation with a possible job interest is exposed to the industry on the widest possible basis.

The success of the program to attract new employees is tied to large distribution of the careers booklet. Costs, including shipping charges are: l-10 copies, 75$ each: lL-24 copies, 50{ each; 25. 49 copies, 40d each; more than 50 copies, 35@ each. Write to The Retail Lumber Dealers Foundation, 339 East Ave., Rochester, New York 14604.

There are few, if any, firms that cannot benefit from a greater influx of new talent into our business. We urge all involved to back this program wholeheartedly.