Many buyers are presold on rcdwood

RE-SOLD is the term many redwood dealers applit to the product, meaning that many customers are already convinced that the beauty, warmth, elegance, stabiliry, and endur- ance of redwood is exactly what they want.

Capable of manv moods, redwood is appropriate for both traditional and contemporary homes. Redwood interiors are as beautiful and versatile as redwood exteriors. Unlike simulated wood or composite paneling products. redwood has a natural beauty and elegance.

Eye appeal is not redwood's only attri- bute. Certified kiln dried redwood has been preshrunk for the best possible performance whether it is used indoors or out. Redwood is not only beautiful, it is tough.

Story at a Glance

Long years of redwood pnomotion have made the public aware of the wood's qualities public perception of beauty, durability and other positive points means this specialty wood has greater profit potential for the seller.

Architects, remodelers and homeowners find redwood exceptionally responsive to a variety of designs, from the fine joinery of a comer detail to the smooth, tight fit of a tongue and groove pattern for a wall or ceiling.

Redwood is positioned in the market as a specialty wood, not a commodity. For this reason, it has more profit potential than many other woods. For the lumber dealer, redwood's beauty, rcputation and performance can add up to big ticket sales and big ticket profits.

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Dimension lumber, studs, timbers to 40'. Unitized

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BEAUTIFUI interiors are possible with the use of redwood paneling and millwork. Responsive to a variety of designs, the wood is acclaimed for its ease of working and performance.

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Merchandising ls Planning

Nothing promotes a product better than effective merchandising. The basic tools of merchandising: effective displays, cross selling and attractive packaging, can help increase a retailer's sales of basic items such as sandpaper.

Planning is an essential aspect of merchandising effectively. The retailer should designate certain areas of the store by end use for specific products. For example, sanding belts, discs and cut sheets should always be displayed prominently next to power tools. Packages of full size sheets should be in the paint department next to hand sanders. A good merchandise display should attract, inform and sell the customer while maximizing the retailer's valuable selling space.

Many manufacturers offer merchandising racks or ready-to-hang displays. These can save the retailer time and money over trying to create displays. Tb complete a display a header sign should be used to attract the customer and identify the product below.

Cross merchandising increases point of purchase sales by subtly selling additional products for a specific job. Cross merchandising, continuing our example of sandpaper, may sell a customer sandpaper and protective coveralls in addition to paint. The technique is accomplished by displaying a sign of a painter wearing coveralls in the paint area, or hanging a few sandpaper products near the paint or a salesperson may suggest the

Palco Increases Production

The Pacific Lumber Co., recently taken over in a $870 million buyout by Maxxam Group, Inc., New York, has confirmed that it has increased its redwood Iumber production by 25Vo. Mill B at Scotia, Ca. is now operating 10, rather than 8 hours per day.

It was estimated by a Palco spokesman that redwood commons now being produced will reach the market this spring, while drying of upper grades of lumber will add approximately a year for those products before they will be available for sale.

need for coveralls and sandpaper to the customer. Effective cross merchandising reminds the customer of tools needed to finish a job.

The key to merchandising is attracting the customer to a product and creating a need to buy it. Effective merchandising through planning, displays, cross merchandising, and packaging will accomplish this objective and, thereby, increase sales dollars per transaction.

Some concern has arisen since the buyout that Maxxam will over produce and/or sell timberlands in an attempt to finance its cost of acquiring the venerable redwood firm. Those critical of the buyout say increased logging on Palco's 193,000 acres of redwood along with production increases will cause price declines and hurt the redwood market. Maxxam has said only that it is considering sale of timberlands and other possible income raising plans.

Palco is building three new kilns at their Scotia production site and adding a new Weinig planer.

Tax $ For Asbestos Victims?

A study funded by the Mannille Corp. shows that 56Vo of the American public believes that the federal government should compensate citizens who suffer from asbestos related diseases regardless of who is responsible.

American Viewpoint, a survey company, polled 1,041 citizens, 18 years old and older. According to 62Vo, the legislation currently before Congress that would enable compensation to disease victims should be passed.

In addition, the federal government should be held as responsible as private companies if it acts like a private company in purchasing, selling and utilizing a hazardous material, according to SlVo of those polled.

Second Grovvth's 10 Years Old

A ten year reunion meeting will be held by the Second Growth, a part of the Lumber Association of Southern California. All previous and present members are being urged to attend according to Bill Sullivan, club president. The weekend meeting is set for June 6-8 at Rancho Bernardo Inn in Rancho Bernardo, Ca.

Second Growth recently raised its age limits so that anyone in the industry 40 years of age or under is eligible to join. Former members 36-40 are being urged by the club to re-join. The group has a current drive in progress to increase membership.

Wasco: Life Begins at 50

Marking its 50th anniversary, Wasco Products will begin its largest ever plant expansion to meet the increasing demand for skylights.

"Skylight sales are going through the roof, and we've outgrown our facilities," said president Joseph R. Anghinetti, estimating skylights of all types represent at least a $400 million market in the U.S., with an expected 25Vo annual growth rate.

Using a $4.2 million industrial revenue bond recently approved by Maine finance authorities, the company plans to purchase its leased factory in Sanford, Me., for expanded production and acquire a nearby 25-acre site to be built up by 1989.

A Star ls Born

Star Lumber Co. is a new remanufacturing and wholesale lumber company in Rialto, Ca.

Located at l9l N. Lilac. the sixmonth-old firm is headed by Steven Thsh, president, who worked for his father, Harry Thsh, at Aetna Lumber Co., Van Nuys, Ca., before starting his own business.

The new firm handles inventory lumber for Aetna and other Southern California lumber companies.