Truths Your Mother Never Taught You "The Way To A Man's Heart ls Through His " wA[Lef "

[lhe gastronomical route just won't cut it in the world of commerce, but, tell a man how he can make a profit and you have an attentive listener.

!et's face it. Profit is the name of tne game we all play. lt justifies our existance. Without the difference between cost and selling price you, we, everyone in business is soon outof business.

New Simpson Timber President

Thomas R. Ingham Jr. has been named president of Simpson Timber Company. He has been vice president and general manager of their northwest operations since April 1983.

[o at the must buy right, and that's where Mallco can playan important part in your profit picture. flrompt, dependable deliveries let you get a "maximum turn" for the greatest profit. No need to be saddled with huge inventories, simply draw f rom Mallco's inventory. The items you need are as close to your store as your Mallco salesman or the phone (use our toll-free 800 number if you are located out of town). flhis philosophy has been good to us, and prof itable to our accounts. We never f orget that you have to buy right to be able to sell right. And, to sell right is to earn a decent profit.

ISAO marks Mallco's fortreth year of supplyinglumber and building materials to the trade. Forty years under the same ownership. Forty years remembering that the way to a man's heart is not through his stomach, but through his wallet.

Ihat's what it's all about, isn't it?

(602) 252-4961 or Toll Free 1-800-352-5530

In his new position he will be responsible for the building products group which includes redwood, doors, panel products and fir and hemlock lumber. Reporting to him willbe Hank Sandstrom, vice president and general manger, redwood operations; Bill Rud. dick, general manager, doors; Larry Fleming, general manager, panel products, and George Baker, marketing manager, whitewood lumber.

He will continue to act as general manger of northwest operations with his office remaining in Shelton, Wa.

Ingham was named vice president, California operations, tn 197'7 and corporate vice president, marketing, in 1980. He joined Simpson in 1964 as a management trainee and served in sales positions and as production manager, fir and hemlock lumber.

Ingham earned his bachelor's degree in accounting and economics at the University of Puget Sound. He is currently a director of the American Plywood Association and is a past president of the California Redwood Association.

Stanley Acquires Bostitch

The Stanley Works is acquiring the Bostitch Division of Textron Inc. for approximately $193 million.

The sale, which is expected to close by the end of the frst quarter, will help Stanley to develop both its professionaV industrial tools businesses and its consumer do-it-yourself business, according to Donald W. Davis, c.e.o. and chairman of The Stanley Works.

84 Minus Six

The 84 Lumber Co. closed six stores in Oregon and Washington during January, because it said it has been losing money in the Northwest for five years.

Stores in Vancouver, Richland, Yakima, Puyallup and Lacey, Wa., and in Bend, Or., were closed by the privately owned company, based in Eighty Four, Pa., which operates 380 lumber supply stores in 34 states.

Orchard Staff Plans Buyout

Orchard Supply Hardware's managers and employees will try to purchase the 2l store home center chain from its parent company, W. R. Grace & Co., which has announced it will sell its retail division, according to Orchard president and c.e.o. Tom Thornton.

Thornton said he and the employees plan to make a bid in three to four months which can be entered 30 days after Grace issues a prospectus on the sale.

He will urge the managers and as many of Orchard's approximately 2,350 employees as possible to participatd in the leveraged buyout.

Since Grace bought the chain for about $26 million in Grace stock in 1979. San Jose-based Orchard has expanded from nine to 2l stores in Northern California. It is one of four home center chains comprising the majority of Grace's retail group.

Under 35ers Follow Trends

Retailers with customers in the under 35 age group can better understand their customers if they think in 'terms of trends and changing fashions.

"The young homemaker likes to change her decor more frequently," says Shari Hiller, color stylist for Martin-Senour Paints. "She may not furnish her home as expensively as the older homemaker. but she does redecorate more often."

The young homemaker tends to go for the trendier colors and furnishings which complement them. She is a very important decisionmaker." she adds.

Through research, Martin-Senour has discovered that young homemakers are greatly influenced by cur- rent trends when making decorating decisions. Many homeowners in the age group of 25 to 35 years have a good deal more discretionary income than their counterparts of l0 to 15 years ago did. Consequently, they redecorate more often and although they want their home decor to be a statement of their personal taste and interest, they are greatly influenced by the popularity of color in the market place.

Home Depot Drops Expansion

Changing its focus from expansion to improving sales in existing markets, especially Texas, Home Depot Inc. has dropped plans to open five new stores in the Detroit. Mi.. area and sold facilities under development to Pace Membership Warehouse, Inc., Denver, Co.

Bernard Marcus, chairman and c.e.o. of Home Depot, said 'As a result of our scaled-down expansion program, together with other steps we have recently taken, we are hopeful that 1986 will be far more profitable for us than was 1985." In the nine months ending in November, Home Depot's profit dropoed 477o.

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New Lumber Reload Facility

Buoyed by the success oftheir Northern California cargo reload facility in Crockett, Pope & Thlbot has begun serving Southern California with a cargo reload at Port Hueneme in Oxnard.

The reload facility, which opened in January, is expected to move about 50million board feet of lumber into the San Fernando Valley in 1986, saving customers high inventory carrying costs, long hauls to mills, and costly delays in supplv.

"Our market surveys indicated a demand for our products in Southern California," said Reed Tiull, sales manager at Pope & Thlbot's Port Gamble, Wa., mill, which supplies lumber to the reload facility. "However, those surveys also indicated that our products were not getting into the San Fernando Valley in large enough quantities."

By barging lumber directly, Pope & Talbot will carry a constant stocking inventory of 4-5 million board feet of dimension framins lumber at Port

Hueneme, in sizes ranging from 2x3 to 2xl4 and a full range of grades.

The Port Hueneme reload facility is modeled after Pope & Tirlbot's Crockett reload facility, which opened in November, 1984. During 1985, Pope & Thlbot moved about 5O-million board feet through Crockett, which, according toThrll, was "right in line with our projections."

Both facilities are supplied by the Port Gamble mill, the oldest continuously operating mill in North America, which currently produces about l75-million board feet a year. About 6-million board feet of Douglas fir is barged south by Sause Brothers Ocean Towing Co. every 2O-25 days. Since the mill is almost completely waterbound, barge transportation rather than truck or rail allows the lumber to be cost-competitive.

"We have every reason to believe Port Hueneme will be just as successful as Crockett," saidTiull. 'All indications are that market conditions are risht for this kind of facility." :

Agencies Merge

(Continued fron page l5) of special sales events promotions featuring Simpson redwood.

Through the co-op triumvirate the aim is to triple promotion mileage for each promotion dollar invested. For example, as his contribution to the promotion effort, we suggest to the wholesale distributor that he share with Simpson the cost of collateral items such as product literature, redwood seedlings, and the Book of Wood/Could 11 plansbook, thus providing these items free to the promoting dealer.

At the same time, advertising and promotion programs benefit from the intimate knowledge the retail dealer has about seasonal timing and media selections that work best in the local market. We have a lot of confidence in these local choices and are willing to match them on a 50/50 basis plus providing the promotion tools to achieve a maximum result in sales and profit.

For 1986 the professionally prepared promotion support arsenal includes: co- op guide, which covers all whys, wherefores and how to's of co-op advertising; a Book ofWood containing 23 innovative redwood projects by professional wood workers; tv spot slide set including a storyboard script and 35 mm. slides for a 30 second tv spot promoting The Book of Wood/Could IL

DEALERS have found the Book of WoodlCould // to be an outstanding in-store traffic builder. lt features 23 p@ects using redwood.

A repro art kit with 25 pages of newspaper repro art including headlines, selling themes, and end uses; radio scripts for 30 second and one minute spots for special event promotion; redwood product literature in informative, idea generating four color; Redwood Sales Success Reponer, a publication of success stories of promotions that rang up redwood sales and profits; a redwood properties and uses video tape, a fast moving l8 minute presentation.

Also included are redwood in-store displays, a traffic stopping, sales making LaHonda paneling unit; a redwood sales banner, which is a reusable, weather resistant headliner for a redwood event, and redwood product labels.

In summary the priorities established through marketplace feedback have been translated into a dynamic redwood coop promotion program with timely, appropriate-to-market support elements professionally prepared to provide a highly effective competitive exposure for Simoson redwood at the local level.

NOW DISTRIBUTING wood panel doors Jor Morqan Products Ltd., Building Materials Distributrirs has an 85,000 sq". ft. warehouse in Galt, Ca.. to serve customers in Norlhern and Central California. A 45 year old firm, BMD also has facilities in Sunnyvale and Eureka.

Dry Incense Cedar

Our Tongue & Groove siding is dried to American Lumber Standards / 197o or less, for strength and durability. The boards are 1" x 6" x 6' to 76' in length and have a saw-textured face with surfaced back. The product is graded for installed appearance from resawn face Newport (3 & Btr. Common).

We package our siding at the mill with end cap protectors to guard against damage and furnish customers with information on finishing and installation. T&G is bundled, end capped, and taped in 6 pieces per package for easy handling. The random packages vary from 6' to 16' in length.

' : To obtain prices for PROoPAC call your authorized CedarPro@ representative listed below.

Outstanding In-Store Traffic Builder

lnformative Book of Wood/Could ll provides step-by-step detail on 23 i nnovative redwood projects created by professionals in fine woodworking. Available in versatile combination shipper and counter display.

ldea-Generating Product Literature

lnformative, highly functional fourl color product literature effectively promotes redwood sales action. t Manufacturer's discount also accorded on allCalifornia Redwood Association I iterature.

TV Slide Spot Featuring Redwood Plans Book

A set of eight 35mm slides complete with a storyboard script for a 30 second TV spot promoting the Redwood Book of Wood/Could ll. Sign off slide affords space for advertiser identif ication.

Handy How-To Guide to Redwood Coop Promotion

Goncise and to the polnt, this handy guide covers coop promotion from A to Z and shows how it can double and triple the mlleage and impact of local advertislng dollars.

Redwood Ad artment in an Envelope 25 pages of professionally newspaper repro art and C radlo spots. Repro heavlly flavored wlth end use lllustratlons, and suggested sales themes.

CRA

Wlde ranglng presentatlon provldes a wealth of redwood Informatlon In an 18 minute showIng. Covers numerous redwood properties, manufactu ri ng, grades, flnlshes and end uses.

Banner a Redwood Sales Event

Boldly screened lettering on a durable, reusable, weatherresistant fabric including grommets for mounting. Banner measures 10'x 3'.

Redwood ldentity Sells at Point of Purchase

Affix these bright, colorful pressure sensitive labels to redwood stock in stand-up blns to unmistakably identity the lumber as redwood.

Ask your Simpson Redwood supplier tor details about co-op promotion support on allffese sa/es and profit builders, or contact: Greg Lambert

Simpson Timber Company

California Operations

P.O. Box 1169

Arcata, CA 95521-1169 (707) 822-0371

Successes

Sales Success Reporter s relat€ the case history of effectlve special promG events that brought in and rung up redwood

Traff ic Stopping, Sales Making Paneling Display

Smartly labeled, easy to handle shrlnk wrapped packages of versatlle Redwood LaHonda paneling displayed ln a sturdy compact floor unit that stops traffic and converts lookers into buyers.

The Redwood People