Merchant Magazine - April 1968

Western Lumber s Building Materials

,A tR

formerly CALIFORNIA LUMBER MERCHANT. Accurate a'nalysis and tactual news since 1922

Division of AMERICAN FOREST PRODUCTS CORPORATIOlI

Manufacturers and distributors of quality wood products for the Nation's construction industry since 1910-Ft

Fast service, complete inventories for all basic building needslumber, mouldings, plywood, millwork and specialty productsat these convenient Tarter, Webster & Johnson western locations: In California at Newark, Fresno, Vallejo, Stockton (Stockton Box Co.), Los Angeles, National City, Rialto and Van Nuys. Also Phoenix (Arizona Box Co.) and Hurst and Houston, Texas.

RackUp!

'F-ios*-

Fast PROFITS\with .\: Deft

lnterior Lacquer SPRAY STAINS en beautiful wood colors ln sev(

'Ihe "lirsl na1" to stain wtxrd bcautifulll is lour e:rs1 rval t0 c\trir sales and prolits

Now you have a quality item for those customers who want to do it the "fast wayl'That's just about everyone who comes into your store. Imagine the thousands of shutters, picture frames, chairs, cabinets and furniture in your trading area homes that will be stained and finished - the "fast wayi' The Deft way.

(ash in on this ncw, booming, "fast wa1 " market with Deft Spral' Stains. Thcy scll themselvcs.

Suggest Shading and I'oning for I,.xtra Sales.

You can sell an extra can or two of Deft Spray Stain by suggesting shading and toning to your customers. They will easily get professional looking results and you will get extra profits. The table at right was stained with Deft Cherry Spray Stain, then "toned" with Deft Walnut Spray Stain for the "decorator lookl'

Deft Interior Lacquer Spray Stain Assortment

6 each Aerosol-Walnut, Modern Walnut, Honey Maple, Salem Maple, Fruitwood, Cherry, Mahogany

12 Aerosol Deft Interior Clear Wood Finish

ListPriceperAerosolCan .............$ 1.95

List Price per Assortment (54 cans) .$105.30

Dealer Cost per Assortment ( list less 40Vo ) $63.18

FREE with Assortment:

. Plated Wire Rack

Height 21V2 " Width 26" Depth 17V2"

Colorful Styrene Header Board with Stained Wood Chips

. Informative Full Color

"Take Home" Brochures

I)ell "()ne Ston" \\'ood l"inishins Center

Shipped fully assembled

Delt Interior Clear Wood Finish

2 Gauons/6 Quarts/

6 Pints/6 Aerosol Spray

Delt Vinyl Wood Slains

16 Assorted Pints (2 each of 8 colors)

24 Assorted /z Pints (3 each of 8 colors)

Delt Remove...Water

Flush-Off Paint & Varnish Remover

6 Quarts/6 Pints

Delt Extefior Clear Gloss Wood Finish

2 Gallons/6 Quarts/6 Pints

List Price: $191.90

Dealer Cost: $122.98

FREE colorful point of purchase material and informative full color "take home" brochures.

Merchandis€r:

Heisht 62" Width 26" Deprh 15V2"

F.O.B. Destination

Write for FREE dealer catalog and colorful folders on how to stain & ffnish wood "the fast way."

DEFT) the wood finish people

6'12 Maple Avenue, Torrance, Calif. 90503

Western Lumber a Building Materials

ALASKA RETAILER REBUILDS AFTER FIRE AND EARTHQUAKE

HOW TO SCHEDULE AND PLAN A SALE FOR BEST EFFECT

WWPA ANNUAL MEETING ELECTS GILCHRIST PRESIDENT

FINAL SECTIONS OF DETAILED JOB APPLICATION

MER,CHANDISING TO THEME UPCOMING LMA CONVENTION

STOR,E IS FIRST CLASS EXAMPLE OF HOW TO SELL DOORS

TOP LEVEL U.S.i CANADIAN CEDAR CONFERENCE

HOW TO DISLODGE A PROSPECT, SMOOTH SELLING SERIES

WHERE TO SITUATE A CASH REGISTER, Q & A COLUMN

ANNUAL ARIZONA DEALER CONVENTION, MAY 9-11

HOME IMPROVEMENT: REDWOOD AND REMODI]LING SALES

PACIFIC COAST HARDWOOD DISTRIBUTORS ANNUAL

AFPC BUYS SERE]NDIPITY PRE-PACKAGED HOME FIRM

PRICE

David Cutler

As8ociate Eilitor and Ailvortising Production

Richard Heckman

Circulatlon Depantmont

Martha Emery

Publishere Represeltativcs

NORTIIEN,N CAIII'ORNIA & PACIT'IC NOn,TTIIYEST

Max Cool(, advertising and neu's, 420 Market'Street. San- Francisco. Callfornla 94111, Phone (415) Yukon 2-4797.

SOU'IIIDII,N CALIFORNIA

Teil Tlss, advertising and news, 412 West Sixth Stree-t, Los An- geles, California 90014, Phone (213) MA 2-4565 ot MA 2-0670. CHICAGO

llellorv, advertising and news,1l250 South Halsted Street. Chlcaso, Illlnois 60628, Phone (312) ?48-3351. NDW YORII.

Hal I(. Poritz, advertising and news, 246 Fifth Ave., New York, New Yorl< 10001. Phone (272) Murray HiU 4-6733.

ItDra'oltral ot't'rcEs

WT'STDRN LUMBER & BUILDING

MATEIi,IALS MEITCIIAN.I is pub. lished monthly at 412 lVest Sixth Stre€t, Los Arrgoles, C:rliforlia 90014. l'ltone (2llJ) MAdlBon ',-4565 or lllAdison 2-0670 by Californla Lumber Merchant. Inc. Please address {rll correspondence to of-fice of Dublication. Second-class postage rates paid at Los Angeles, Cal. Advertising rates upon request, Subscription ltates-U.S., Canada, Mexico and Latin Amerlca: $4one year; $7 - two years; $9 - three years. Overseas: $5 - one year; $8two years. Singles coples 50r'. Back copies 75r' when avallable. Chalge of Adtlrecs-Send subscrip- tion orders and address ch:rnges to Circulation Department. Western Lumber & Building Materials Merchant, 412 West Sixth St., Los Anseles, Calif.90014. Include address label from recent issue lf possible, plus new address, zone number or ziD code.

The Merchant Magazino gerves the members ol the: Arlzona Retall Lumber & Builders Supply Asso- ciation, Phoenix; Lumber Mer- chants Association of Northern California, Los Altos; Montana Building Materlals Dealers Asso- ciatlon, Helena; Mountaln States Lumber Dealers Association, Salt Lake City and Denver; Lumber Association of Southern Callfor- nia. Los Anseles: Western Bulld- lng MaterialS Asdoclatlon, Seattle.

THE MERCHAIIT is an i.ndependent rnagaz'ine pubksheil rnonthllt f or those rnernbers of the lumber and, build.i,ng materials industries who need, and, uant factual, accurate nelDs and o,n obj'ectiue anafusis of eaents and, products of concern to them in busi,ness.

Your New Product and Source Information Book is ready for delivery. lt's full of descripiions and prices on every Item offered by Fountain. In addition, it is jammed with ideas on various uses of lumber, technical details on specifying and selling laminated timbers, codes on decking and hundreds of other useful bits of information. You'll find this handy, tabbed reference saves hours of hunting. and once you make selections, it takes just one stop to pick up practically any lumber products you need. Call for your lree copY now!

Compele or else!

Our thanks to latk Mulroonelr ol the N ationat-American W holesahe Lumier )rro"iation lor his permissinn to reprint, this fine editori.al tht appears in their cunent N -AW LA Forum.-Editor.

HERE MUST BE objectives, definitions and r priorities established to effectively cope with current problems and insure a healthy economic future climate in this rapidly changing, increasingly complex industry. The manufacturers' Economic Council recommended concentrated effort on two broad areas (l) Resources (2) Re-establishing a National W'ood Promotion Program

Since both areas involve the-allocation of funds, a basic question arises as to whether one can be financed at the expense of the other. There is some evidence that this approach may be in use now.

The contention that failure to solve resource problems will mean there is nothins to sell is shallow because such a conclusion is at least several generations away. If the resource problems are solved in 2, 5, l0 or 20 years, what will be done with the trees if the markets have been forfeited?

The potential benefits of team work will rarely be more promising than in each of these areas. Let,s look at the possibilities.

In resources, the manufacturer has a primary interest. The economic and social aspects of lani use in forest areas require the special knowledge which the manufacturer has acquired through training and research. Through knowledge and &-

perience, he has developed selective cutting, reforestation progriuns, Tree Farms, and provided for public recreational use. He advocates and practices multiple land use. Yet his public and political problems are increasing. His ability to combat these problems is reasonably adequate in the immediate areas under concentrated attack, His efiectiveness diminishes in forest areas not presently in the focrrs of the "preservationist" single purpose land-use advocates. And, it is rarely noticeable in the vast consuming areas. Consequently, the basic principles involved in the resources problems are not widely understood and the industry's image is impaired.

A National Wood Promotion effort must be reinstituted unless we are prepared to forfeit markets to aggressively promoted competing materials. Apparently this has been recognized by many of tho manufacturers and plans to furtler the development and funding of a program are underway. Since proinotion and advertising are simply sales tools; and since selling is only one function of marketing; does it not follow that the special knowledge of the industry's marketers should be sought in designing a program? From their key position in performing the primary distribution function, the wholesalers can supply the most knowledgeable guidance. As the user sales and service arm of the industrv. the retailer's knowledge should also be utilized.

Coordination of effort males accomplishment easier. As professionals in their respective fields of manufacturinE;, primary distribution and user sales, a sharing of knowledge offers mutual benefits beyond the reach of the individual elements. Are we so reluctant to acknowledge expertise in our respective fields that we will continue to deprive ourselves of these benefits?

This is the top ofthe this is as close Miami-Carey a second Radio -Intercom line.. . aswecanmake

Install either one andyorfllprovide the greatest versatility and sound p erfortnance ever offered in andio'intercom system.

Easy installation, too. Plug-in cable at master station receptacle eliminates separate connections for each lead wire.Wire in series-no need to run separate leads back to master station. Dependable solid-state circuitry minimizes costly call backs.

Clip and mail coupon for full-color,

line catalog.

MODERN, WEATHER-PROOF CENTER REPTACES BUITDING SUPPLY STORE DESTROYED IAST YEAR

Alaska retailer rebuilds after fire and earthquake

HEN THE Spenard Builders Supply in Anchorage, Alaska burned last May in a disastrous fire, they didn't fool around waiting to re-open. Next day was business, not exactly as usual, but they were at work and beginning to lay the groundwork for a comeback.

The results were seen last month at their grand opening when they unveiled one of the largest, most modern building supply firms in Alaska.

Jim Campbell, general manager of SBS, describes his 13 year young firm as a'ono holds barred competitive outfit that's growing with Alaska." Campbell adds, ;,Our most important assets are Alaskans, the ones we have within the organization and

those fighting daskans who are making this country what it is. The Earthquake of 1964 clearly showed the determination of these people, and we're betting big on them and our state."

The operation is centered around a retail section as modern as any anywhere. Harper Mitchell, the renown planning consultant, can take the bows for that. There are two main buildings, total sq. ft. 42,L25 and. more buildings scheduled for later. Both are fully heated for all-year operation in Alaskan weather.

Located in the center oI the growth pattern in Anchorage, SBS will s6on be on a major traffic artery being built from downtown. It also sits on a railspur.

The main showroom is a glistening demonstration of what's new in merchandising and store layout. Displayed are kitchen cabinets, paint, fireplaces (now there's guaranteed seller!) builders hardware, doors, windows, paneling, floor covering, plumbing and electrical supplies. Each is effectively displayed and pre-piiced.

Story dt d Glqnce

Rebuilt Spenard Builders Sup- ply is better than ever. The firm describes itself as growing with Alaska. lts new store is as modern as they come.

The main showroom also has an area set aside for an estimating and plan service set-up. A trained estimator is on hand to supply the needed knowhow.

Conveniently accessible is the heated, 10,000 sq. ft. warehouse where SBS displays finish lumber, plywood, roofing, hardboard, aluminum, ceiling tile and the like. It's the first time in Alaska that the women can buy building materials in comfort while the temperature drops to -37o.

Also included in the facility is a contractor's office that is specially planned to service this important part of the business. All orders can be placed, processed and expedited from the one location.

Across the street, the SBS millwork shop specializes in Andersen windows, pre-hung doors and custom work.

SH0WR00M SHll{ES in its newness. Spenard went to considerable trouble and expense t6 do the best possible_ job in properly planning the erntire showroom. -Do-it-yourselfing is a necessity enjoyed by many Alaskans.

IWO PARI operation is seen in this artist,s drawins. Warehouse (lower) on railspur is located across roa? and parking lot from (top) the attractive new retail sh0wr00m. Facili$ is on major new artery now being built.

$til|p$$il lry]|0ttsAIE cruilIp&ilY

l:rr,I+i"llfll *l

TEAMED TO SERVE THE DEALERS NEEDS

SPECIALISTS I1{

REDWOOD

K/D or Green Lumber, PlywooC, Split Products, Shingles and Shakes.

DOUGTAS FIR

K/D or Green Lumber, Special Cuttings and Speciality Plywood.

INSUTATING PRODUCTS

Ceiling, Roof Deck and Sheathing.

DISTRIBUTI(l}I AND SERVICE CENTERS

ARCATA 707 1822-0371

Stan Eisner

Roger Oilar

Frank Stanger

George Thompson

GARDEN A 2131321-9202

Perley Fisher, Mgr.

Stan Cochran

Lynn Layton

Ray McKendrick

SANTA CLARA 4081 296-9407

Leonard Viale, Mgr.

Ed Blunt

Perry Johnson

Bob Raymer

Leonard Viale, manager, Simpson Wholesale Company, Santa Clara operations, is pleased to report that a major expansion to the warehouse and yard facilities at 500 Mathews Street, Santa Clara, is near completion and will now provide you even more ways to put prof it-in-your-pocket.

Advanced

Preparation and planning are the keys to a profitable sale. Experience has shown tlat dealers who conduct the'most successful sales are those who plan well and pre pare early. Since the firm's programs provide all the promotional material, you need only to concentrate on scheduling and follow-through by your stafi and salesmen.

planning and personalized promo Story of o Glonce

An outline for conducting a sale and a collection of attention getting promotional ideas suggest ways,to boost your sales volume.

SCHEDULING

(Date)- 28 days before the event notd a meeting with all employees. Tell them the date of the sales, and give them an outline of the plans. Ask them for ideas for merchandise to be offered .,. or any other suggestions they might have. Set a meeting for 3 or 4 days later.

(Date)- 27 days before contact your contractor customers. Set a meeting date for l0 days later.

(Date)- 26 days before contact Scout or other organizations who will handle refreshments. See Supermarket manager for "free material". Check local bottlers if cold drinks are to be served.

(Date)- 25 days before meet with employees. Collect ideas for merchandise to be offered plus other suggestions.

(Date)- 22 davs berore,'r"tilo|}, T,fft.lif\,1flilr]'fi:l

serve time and advertising space. Ask your newspaper to begin preparation of your sale advertisements. Use advertising layouts.

(Date)- 17 days before ... hold a meeting with contractor customers. Set schedule of hours for contractors who will be in your store during the sale.

(Date)- 14 days before send copies of the publicity release to your contacts at the radio stations and newspapers.

(Date)- l0 days before run announcement ads. Start radio program. 0rder proofs of ads for display in your store.

To assist you in scheduling your event, Masonite has developed the following out. line. You will note it is based on twentyeight days beginning with the employees' meeting and ending with the sale. It'is suggested that you mark the schedule with actual dates. and then follow through for paneling profits.

THE EVENT

(Date)-- I days before post. proofs of newspaper ads ann0uncing event.

(Date)- 7 days before repeat announcement ads. 0rder proofs of larger sale ads.

(Date)- 5 days [efore ... begin schedule 0f newspaper sale ads. Put proofs of these ads around your store.

(Date)- 2 days before set up demonstration area. Provide table for prospect cards. Put il8- 3:'ll? Hi,i'f* "111,T:,3

Ht';

(Date)- I day before meet with employees. 0utline duties of each one during sale. Tour store to be sure all are acquainted with layout, merchandise, prices, etc.

(Date)- End of first day ... hold short meeting with employees. Discuss first day's activities. Cover questions most frequently asked by customers. Revise practice or layout if needed.

(Date)- During the sale ... have photographer make a photo. Send to the newspaper to gain useful publicity.

(Date)- End of sale ... review your experiences, count your profit-and prepare for next sale. lf you hdven't done so, arrange for enrolling your personnel in a sales training program.

(Date)- Following the sale . using the door prize combination entry and prospect-screening cards, start following for those extra sales.

ean crowded sales

While the company's programs include all the items and materiels for a successful everrg here's over a score of ideas to further add excitement to your sale. These are tested suggestions which have been profitably employed by other dealers. Use them add some ideas of your own . and really personalize your promotion.

Set Up Dem,onstrati.ons so customers outside will see that something is going on inside. But set your aisles so customers are exposed to your merchandise as they make their way to the demonstration.

Inuite Local Rqdin. Local stations are usually alert for audience builders. Invite them to do "Man on the Street" interviews right at your store.

Haae a Nail. Pouniling Contest. Set up one for the ladies, one for the men and one for the kids. Noisy but it sure gets participation.

Use The Sidewalks, If Iocal ordinances pennit, set up signs and exhibits out-ofdoors.

Coftee, Tu, or Sugar gSveaways make good traffic builders. Check with the manager of the local supermarket. He has contact with the sources who sometimes will offer packages free, or at small cost.

Il you haue a buih-in sound, systetn, use music of the mood. Band music for the Jubilee Sale. Choose catchy tunes with girl's names for Ladies' D"y..waltz music alternated with light familiar classical music create a background for Treasure Chest of Values. Sprightly, four-four time music for the Truck Load Sale. Interrupt music occasionally to announce "30 min. spec' ials," or demonstration in progress.

Il you need, sound,, see your local radioTV merchant friend. Borrow a quality stereo outfit.

Put in a poryorn WpPer. Use paper cups for easy handling. Have refuse cans with event pennants on ttrem for a clean sale.

Di"doy High-profit Paneling. Your sale is being built around paneling. Be sure to display lots of paneling. You shop where you have the widest selection so do your customers. The rich textures and de' signs of paneling will dress up your store. Tie in other products like ceiling tile, floor coveringq moldings, adhesives, nails and putty sticks.

(Jse Your Gooil Contractar Customers' Be sure to invite tlem to take part as "special advisers." They will pick up leads ... and you should pick up sales.

Set up a Multi-Panel Di^splayer. Use it as a traffic director. Display contrasting panels in an area to which you wish cus' tomers to move.

Inuite Employees' Wioes. Oftentimes for a gift, the clerk, yardman or driver's wife will come in and ttdress up." There's an answer to the hostess problem.

HoIiI a Parad,e. Invite your builder and contractor customers to send their trucks and drivers to make up a parade through your community. The big banner on your truck leading the caravan will publicize tlle event. Twenty-five pounds of wrapped candy to toss out will make friends for all the paqaders.

Check With the Local. Bottler. You can often make a real deal for soft drinks. The name brands are promotional-minded... like the exposure.

Be Dramnti'c, Be Big. Many truck lines do not op€rate the week-end. Borrow a large tractor and open trailer. Set packages in it to simulate a big load.

Inuite Lailies' Organizatrbns. Set a reserved time, like early morning, for special application demonstrations. Invite Women's Church groups, Homemakers, Newcomers, etc.

Dress Up Your Driaers. Two weeks before the event, give them vests to wear. This will help get the word of tJre sale around.

Rernember the Kiildics. A few dollars will buy quite a supply of balloons or wrapped hard candy. Remember, children will bring parents into the store. So keep the children htppy.. until mother and father make their Royalcote Paneling pur' chase.

GII.CHRIST ELECTED PRESIDENT

Western Wood Products Association holds annual meeting

Frank R. Gilchrist, president of the Gilchrist Timber Co., Gilchrist, Oregon, has been elected president of the Western Wood Products Association.

Election of WWPA officers came in the concluding session of four days of meetings which drew more than 700 lumbermen.

suppliers and transportation people from the western states.

Roy Utke, general m€mager of the Fruit Growers Supply Co., Los Angeles, was elected to' replace Gilchrist as vice president.

Elected treasurer was Glenn Kittrell of

VANCE LUMBER CO.

'T'S NEW MARKETING DIVIS'ON CRAWFORD SUALITY FIR

Wagnbr Lumber Products Co. in Twisp, Wash. He succeeds James H. Whitty of Al Peirce Lumber Co. in Coos Bay, Ore. Gilchrist long has been active in trade association affairs in the forest products industry. He and other WWPA officers will guide annual expenditures of some $4 million for quality control, technical, forestry, transportation, national advertising, promotion and other services to members.

Story qt s Glonce

Myriad problems facing lumbermen get workout and workover.

Speakers broad range of subjects reflects complexities in the industry.

Gilchrist replaces L. L. Stewart, president of the Bohemia Lumber Co., Culp Creek, Oregon, who steps down after two years at the helm.

Among guest speakers appearing before the members during the week was Rep. John $[. Byrnes (R-Wis.), top ranking GOP on the tax-writing W'ays and Means Committee. Byrnes told lumbermen that the dollar is in grave danger at home and abroad and the current administration is either unwilling or incapable of defending it.

Byrnes also criticized the administration for its refusal to bring its spending into line. He said this has killed the proposed federal tax increase and that remedial action is now up to Congress.

William J. Moshofskn assistant to the president, Georgia-Pacific Corporation, Portland, Oregon, told lumbermen that the current redwood national park controversy is a hoax.

William G. Peoples, senior vice president, Southern Pacific Co., San Francisco, in another talk told lumbermen that cooperation of industry in pioneering incentive rates in the early 1950's has saved Oregon and W'ashington lumber shippers more than $250 million in the last ten years. He commended lumbermen for making his mutually beneficial program possible.

Other guest speakers included John V. Drum, merchandising chief for The Wickes Corporation, who told of his firm's success in selling lumber products through the o'supermarket" approach.

Bottom

Merchandising Themes Annual

|THE Lumber Merchants Association of r Northern California has another winner to its credit, if registrations for their annual convention are any indication.

'oVe are most gratified by the interest in our convention program," explains LMA president Arthur E. Masters, "for it is a tribute to the excellent planning of the late Charles Cross and his convention staff. Charlie's program is being followed to the letter and we are certain it will be most beneficial to all who attend."

Marketing and merchandising theme the

28th annual convention. Speakers will concentrate on how to help dealers sell more, sell better and make a better profit doing so. Manufacturers will participate in tle program by unveiling their newest merchandising programs now available to individual dealers.

'oThis is a new type of program for our convention," explains LMA executive vp. Bob McBrien, ooand the benefits will be immediate. Dealers will be able to see firsthand exactly what top manufacturers have (Continued on Page 59)

LMA/Merchqnt Ad Conlesl Judges

The contest to judge how well dealer members of LMA have done with their advertising efiorts in the past year is jointly sponsored by The Merchant Maga(Continued, on Page 59)

MR. RTIAII. DEAI.ER:

D. C. ESSTEY ond SON mqinlqins o well bolonced SHED IIWENTORY of

o QUALTTY DRY REDWOOD

o AYE & CTEAR PATTERN STOCK

r BEVELED SIDING & S4S reody for immediote delivery-or pickup

d name lhal has meanJ dependable seruice in Jores] producfs since I9l4

First class example of how to sell doors

NTIL LAST year, if you wanted to thumb through, so to speak, a wide variety of doors, you were in for a big job and maybe a sprained muscle or two. There was just no place, at least on the coast, with more than 100 doors conveniently displayed.

That problem was neatly solved, at least for southern Californians, when the Delaney Sash and Door Co. opened their aptly named Door Store.

The handsome showroom, designed primarily for architects, builders and designers, is alsoropen to the public. Local area lumber dealers use it as the easiest way going to show their customers the vast seleitions.

More than 250 entrv doors are artfullv displayed. They range from standard instock doors for tract house builders to ornate hand-carved masterpieces ;for custom homes. Included are panel, slab, plant-

ons, decorative glass and decorative moulding type doors, available in a variety of wood species.

Leaded art glass doors are also a popular item. Using colored glass such as

Sfory qI q Glqnce

A remarkable range of doors, hung for easy viewing, save the customer's time and create a greater demand for sales.

amber, blue, green, rose or combinations thereof, they are supplied in a variety of patterns,

The Door Store, at 620 N. La Brea Ave. in Inglewood, is an excellent example of how to merchandise and display a large item that does not easily lend itself to display.

On entering the store, through beautiful hand-carved double doors, oI course? you are confronted with a door display across a short space of slate flooring. The remainder of the store is carpeted. The ceil. ings have inset lighting.

The order counter is situated in the far corner. The remaining space is for doors, doors and more doors. Thev are mainlv against the walls, hung so ihat they can be swung in an arc to show both sides. Other doors are displayed in the two long display islands, staggered, so that both sides may be easily seen.

A cofiee table and chairs are thouehtfully provided to add that extra civiliz-ing effect.

Delaney has been in business nearly thirty years supplying millwork to builders. In an adjoining building they turn out the rest of the materials to round out what they call the whole package.

SPAIIISH IILE roof ties in with Mediterranean look popular in Southwest. Large windows, behind subtle landscaping, augment and soften interior lighting.

CARPETED, WELL-UGHTEO interior is good taste personified. Coffee table in foreground is an eighteen panel carved door with a sheet of glass on top and wrought iron legs underneath. Doors in center display islands are staggered to show fronts and backs of doors.

cut constructlon costs l0%

Here's how the J. C. PenneY Company built lasting fire protection into their newly enlarged and modernized store in Phoenix, Arizona. By using Non-Com@ lumber on the job, construction costs were cut an estimated 'lO%!

Non-Com lumber is the KoPPers super wood with Proven fire retardant qualities. lt has gained Code acceptance from coast to coast, and its use can often result in lower insurance rates.

Non-Com lumber gets its deeP-

in-the-cell protection against fire th rough pressu re-treatin g with chemicals -yet Non-Com lumber keeps all of wood's workabilitY! That's where real savings come in: Carpenters can do all the work. Hardware, wiring, plumbing are easier to install or attach. Wouldn't savings and fire protection like this make Non-Com lumber the ideal choice for your next construction project? For more information on Non-Com and other Koppers super woods, send

for Catalog W-576. Write Forest Products Division, Koppers Company, lnc.,210 South Avalon Blvd., Wilmington, California, or call 213-830-2860 or 775-6868.

Architectural

Architect: Max Kaufman, A.l.A., Phoenix, Arizona

bd. lt. of Non-Com lumber studs, plates' krng and framing were used in construction and remodelang ol this

Top Level Cedor Confqb

A top level cedar conference with four of the biggest names in the business from Canada attending was held in late February.

Co-sponsored by the "Cedar King and Queen," Merv and Doris Kjer of K/D Cedar Supply, and Paul McCracken, head of Tumac Lumber Co. in Portland, the 'ohands across the border" event was enthusiastically received by the visiting Canadians who, among other things, were introduced to the winter wonderland of Lake Tahoe, Nev., and given a short lesson on how fast you can lose moneyatbaccarat.

1967 Lvmber Totols Sog

Total lumber production, shipments and consumption in 1967 registered declines from 1966. Latest figures to be released show that declines were primarily the result of the now all too familiar cutback in housing.

side of table) Paul McCracken, Merv Kjer, Ken BraCley, salesmanager, McDonald Cedar Products, Ltd.; Ken and Lynda Kjer, and Rann Matthison, president of McDonald Cedar Products (the world's largest private cedar mill). 0n right side are: Erroll Wintemute, Delta Cedar Products; Herb Shifton, Plywood Sales, Doris Kjer, Jack .Biggs, Lamford Cedar Ltd. and president of the Western Red Cedar Lumber Assn.; and Bill Little.

CEDAR

Lumber production in 1967 was 34.6 billion bf., a decline of 5.1 percent from 1966. Shipments totalled 34.9 billion bf., a decrease of 4.7 percent. Orders received during 1967 dropped 2.4 percent. Consum'ption decreased 4.6 percent. Softwood consumption dropped 3.3 percent, hardwood consumption dropped 1l percent.

WHOLESALE LUMBER

conferees were (le,ft

Tumac Lumber Co.

Weslern Lumber t Building Moteilols ,VIERCHANT

REDWooD AccENr coruMNs

BEAUTIFUL Simpson REDWOOD ACCENT COLUMNS are an easv ano economical way to add interest, emphasis and extra appeal to both exteriois and interiors. The attractive vertical V-groove detailing is a traditional motif rn a thoroughly contemporary application.

vERSATILE There are literally dozens of places where the genuine california redwood columns can be used to add heft, detailing, contrast or coror, conceal pipes and wires, support porch roofs and garden shelters, and serve an unlimited number of decorative and functional purposes in and around the home.

oulcK & EASY simpson REDWooD AccENT coLUMNS assemble easilv from pre-cut, V-grooved and self-aligning T&G redwood stock. Ready to assembie. the columns come in 4",6" and S" widths in 8'and lO, lengths. Matching bases and caps are available for each size.

EcoNoMlcAL The special r&G pattern permits easy assembly and insures square alignment. Assembled 4" columns correspond to 4" x 4,,finished dimen_ sions and will enclose a2" o.d. pipe or conduit. The 6" columns are designed to enclose a 4" x 4" finished post if desired. The S" columns will enclose a 6" x6" finished post.

FlNlsHlNG The s4s redwood is ready to finish without further treatment. The columns may be painted, stained, tfeated with a water repellent preservative or left to weather naturally.

Applications for REDWOOD ACCENT COLUMNS

are as wide as the imagination and include supports and posts for porches, breezeways, entries, garden shelters, carports, garages, and patios, as well as fence and ooolside posts, name and light standards, lamp posts, balusters, room dividers, table legs, umbrella stands, built-ins and fireplace decoration.

ToP ouALlrY simpson REDWooD AccENT coLUMNS are manufactureo from certified kiln-dried california redwood, long recognized for its dimensionar stability, durability and natural beauty. They are available in clear all heart grade where durability is a factor, or in Aye grade for added economy. The column itocr is paper wrapped for protection against moisture, dirt, scratches and marrinq untal unwrapped at the site.

sELF-ALIGNING special milling provides a self -aligning tongue and groove pattern, precision milled to fit snugly together. Vertical V-grooving on the outside surface is primarily a design detail but also serves to hide the tongue and groove joint.

ASSEMBLY STEPS Assemble two sections, each made up of two pieces, as shown at left. Use galvanized ring shank nails 2" in length or glue along the length of the T&G groove. Join the two sections as indicated by arrows, igain using nails or glue. Place nails 3/"" Irom the edge, countersinking or leavrng flush as desired. space nails 12" apart and no closer than 6" from either end.

DEsIG N LoAD DATA Allowable loads may be applied axially or with eccentricity up to .60" for the 4" x 4" column, up to .875" for the 6" x 6" column and uo to 1 .21 ,. forthe B" x 8" column. (This is at a point d/3 where d equals width of column.)

Modulus of elasticity

Compression parallel to grain

Compression perpendicular to grain Fiber stress in bending 4" column 6" column

Distributed hy:

ARIZONA

Mollco Distribuiors

P.O. Box 4157

Phoenix, Arizonq 85030

Phone: (602) 252-4961

CALIFORNIA

Inlond tumber Compony

FLOOR DISPLAY

This sales-making, traffic-stopping 5-foot high display ol an actual column, complete with bracket, signs, cap and base, is furnished with literature rack and supply of literature on column uses. The display is included free with each initial order of 25 columns. Order from your regular Simpson redwood supplier. Offer good for a limited time only.

P.O. Box 325

Riolto, Colifornio 92376

Phone: (Zl4) 877-2OO1

Simpson Wholesole Compony

P.O. Box HH

Arcoto, Coliforniq 95521

Phoner (7071 822-0371

Simpson Wholesole Compony 1730 West l39lh Street Gordeno, Colilornio 90247

Phoner (213) 321-9202

Simpson Wholesole Compony 500 Mothews Sfreet Sonlo Cloro, Colifornio 95050

Phone: (408) 296-0407

OREGON

[umber Products 2 1 80 Cross Street Eugene, Oregon 97402

Phone: (503) 688-51 I I

Lumber Producls 721 S. Brood Street

Klomolh Folls, Oregon 97501

Phone: (503) 884-7761

[umber Producls 753 South Grope Street

Medford, Oregon 97501

Phone: (503) 773-3696

E:1,320,000 p.s.i,

c: '1,1 00 p.s.i. ca:

lumber Producls 2l l6 Northwest 2Oh Ave.

Porlfond, Oregon 97209

Phone: (503) 223-8175

Lumber Producls

l5Z0 Front Northeost

Solem, Oregon 97301

Phone: (503) 364-8443

WASHINGTON

Simpson Building Supply Co.

P. O. Box 500

Kirklond, Woshington 98033

Phone: (206) VA 2-6041

Simpson Building Supply Co.

P. O. Box 159

Shelton, Woshinglon 98584

Phone (206) 426-2671

Five ways to free tight money... Sell rooms.

Increose your business by selling "fomily foshioned" room proiects like these to people who need more room... but con't offord to buy new homes.

Show your cusfomers how ony of Western Wood's five "fomily foshioned" rooms give o home new living spoce, o fresh personolity ond increosed volue... ot o froction of the cost of o new home.

Sell your customers Western Wood ideos like these ond you'll sell more lumber in every cotegory... froming, poneling, moulding, woodwork, roof ond outdoor decking, exterior siding, posts, beoms ond

shelving boords... plus tools, hordwore ond your other remodeling services. But remember, lhe secref of lhe sole is showing your customer how greol lhe finrshed pro'1ect con look in his home. Get him excited with the ideos illustroted in Western Wood's newest full color odd-o-room booklei, "We Need More Room"...it's yours FREE. lt comes with the complete odd-o-room merchondising kit. Just moil the coupon ond get the new booklet, sets of ideo plon sheets, in-store bonner, envelope stuffers, newspoper od mots, rodio commerciol copy, order blonk ond tips on how lo use them.

SMOOTH SELL'NG

by George N. Kohn, Morketing Consuhont Colyright-Gcorsc N, Kahn

How io Dislodge o Prospect From on Existing Supplier

To the salesman no fortress seems so impregnable as an existing relationship between buyer and seller.

How many times have you heard from a buyer that he is perfectly happy with his present supplier? Pretty soon you start believing that there is nothing you can do to tear a prospect away from his embrace with your competitor. The marriage appears to be a permanent one.

Nothing is permanent. The problem of existing relationships is a tough one but not impossible. If you have enough patience and are willing to work hard enough, you can get inside the barrier.

TWO MAIN PROBI.EMS

A salesman has two rnain problems: (1) to maintain customers already on the books and (2) to get new customers.

To accomplish the second you will inevitably encounter an existing arrangement between the prospect and another supplier. The buyer is probably comfortable in the arrangement and resistant to change. You must pry him loose and make him like it. ' Your customers are probably satisfied with their arrangement with you. No doubt they use the same dismissal tactics with your competitors as prospects use with you. What have we here then? An impasse? Not necessarily. Remember, that nothing is permanent. Everything is subject to change, even buyer-seller love afiairs.

THE BOARD ^{EMBER

Tom Phillips had been trying for months to get a hearing before the management members of a utility company. He had a business systems plan he knew would be a good one for the firm.

"Not a chance," an executive told Tom. "Elwood Moore, one of our board me-bers is also on the board of the competitive company we deal with."

IEPRINTSI FOR SALESMEN this is a @ndensed ver- dc. Bach lcsson is availablc in an expanded fom. in a +Dagc brochurc, sizc Srtxll, printed in 2 color8 on'white d*y papcr ard ls 3-bolc punchcd to fit any staDdard 3- rllt blnd.r. Each subiect in this cxpanded vcrsion is fully rnd oomplctely &vclopcd in comprchcnsivc detail and iriffil 8clf.€,(aninatioo quiz for Salesmcn. Priccs are as t b 9 coploe (ol crch stlclc)...............-.....50 cctrts crch

t! io a9 @Dlc. (of crch

"Then he ought to be able to reeognize a good proposition when he hears itr" Tom replied.

But a couple of weeks later Tom did get his hearing. It was a brilliant one but it did not get him the business.

However, a few months later there was a big shakeup in the prospect firm. The board was reorganized. Two of the former members recalled Tom's presentation and called him back in.

Tom was awarded one of the fattest accounts in his business career.

POSITIVE WAITING

The salesman must be alert to every possibility for winning new customers. If, for example, your firm comes out with a new product, take it to the prospect at once. It may be just what he's wanted.

Does your outfit have a new discount policy? Inform prospects about it. It may swing the deal for you.

Is your firm building a new plant near certain prospects? By all means rush over to them with the news. The closer shipping situation may turn the tide in your favor.

SUPERIOR PRESENTATION

A salesman often gets an opportunity to make a presentation before buyers who are committed to other suppliers. This is done for the salesman out of a sense of fair play, curiosity or for other reasons. The reasons should not matter to you. You have been given a break; make the best of it.

The vice president of a large textile firrn revealed to me that his organization finds it necessary, to take a hard look at its supplier agreements every two years.

"Some," he added, t'don't make the grade under this scrutiny. We chop them ofi because they've slipped in quality, are too high in price or for some other reason.

"At this time we're usually receptive to new salesmen. The surprising thing is that

Western Lumber & Building lloteriqls ,VIERCHANT

not too many of them come around. I guess they figure we're all tied up with competitors and there's no chance for them."

PERSONNEL CHANGE

Another factor to watch for is a personnel change. The buyer who turns you down repeatedly may be gone the next time you call.

Companies do change buyers and the salesman should be aware of these changes. A hostile buyer may be replaced by one who is much more amenable to your sales talk.

DOING YOUR HOMEWORK

W'atch the newspapers and trade nragazines for news of mergers, acquisitions, expansions, etc. A glance at tle financial pages of a newspaper will convince you that business is in a constant state of flux. The salesman has a responsibility to keep abreast of these developments and capitalize on them.

A company's decision to diversify could mean big sales for you. Another firm's plan to seek overseas markets might mean a great deal to you and your company.

To see how you are getting along in this phase of selling here is an exercise you may take. If you answer 'oyes" at least seven times you're probably winning over new accounts quite regularly.

l. Do you feel that any existing relationship between buyer and seller can be broken? yes r;1 No !

2. Do you majke regular calls on prospects even though they have allegiance with your c.om- petitors? Yes D No tr

3. Do you acquaint prospects with your firm's new products, etc.? Yes n No ,fl

4. Do you work hard to make a good presentation before a prospect even though he is committed elsewhere? Yes E No i[

5. Do you read the financial pages and trade publications for news that can win you nerv cus- tomers? Yes tr No ,E

6. Do you continue to take good care of your customen while searching for new accounts? Yes 13 No I

7. Can you learn from your present accounts how to get new ones? Yes n No tr

8. Have you garnered any new accounts in the last three months? Yes ! No D

9. lf so, were they previously with your competitor? Yes ! No ,n

10. Can you point to a prospect right now whom you think you can make into a customer? Yes iI No,n

Geor8e N. Kahn Co., Marketing C.onsulta.nts. Sales Train- ing Division, Department TP, 212 Fifth Avenuc, New Y5rk. N.Y. imro-. Listeil here are tle titles of thc first 24 lessons in the "Smooth Selling" Sales Tei'ing Course. l. fbc Silcsnrr |3 r

6. Yoo Arc A Goodfllt

2. Arc Yo[ A Selccnrn? Scleoan, Too

3. Got Acqnalntcd Wftt 7. C'loclns Thc Srlc

BELLWOOD QUALITY SOTID WOOD BLOCK CORE DOOR

The most stable wood block core generally available, suited to all purposes where heavy duty usage and durability are required'

coRE CONSTRUCTION-N.W.M.A. Quality Certified. Meets cs 171-58' wood blocks, wood strips or combinations of wood blocks and strips manufactured from kiln-dried, low density soft r,r'ood. Blocks shall be of smooth and uniform thickness laid up with grain running vertically and parallel. Blocks to be edge glued'

STILE & RAIL-Edges of door finished with soft wood edge strips over 2" wide before trimmin"g. Hardwood edge-banding to match face veneers will be supplied when speiified. Top and bottoms treated for moisture resistance.

FACES-Core shall be faced with 3 ply plywood panels, %" thick before sanding. Both faces smoothly sanded before leaving factory. choice of unfinished or prefinished doors.

ADHESIVES-TYPE II. Water-resistant bond or TYPE I, waterproof bond, conforming to Commercial Standard CS 35-61 as specified.

BELLWOOD QUALITY SOLID PARTICLEBOARD CORE DOOR

The same high quality & serving the same purposes as our SolidWood Block Core'

coRE CONSTRUCTION-Finishes exceptionally well where high gloss surfaces are desired. N.W.M.A. Quality Certified. Meets CS 171-58. One piece core of high density particleboard which exceeds commercial standards and standards of N.P'B.A.

STILE & RAIL-Edges of door finished with soft wood edge strips over 2" wide before trimmirig. Hardwood edge-banding to match face veneers will be supplied when specified. Top and bottoms treated for moisture resistance.

ADHESIVES-TYPE II.-Water-resistant bond or TYPE I waterproof bond, conforming to Commercial Standard CS 35-61, as specified'

BELLWOOD QUALITY HOLLOW CORE DOORS An exceptionally high quality door suitable for installation wherever Hollow Core doors are required. N.W.M.A. Quality Certified. Meets CS 171-58'

coRE CONSTRUCTION-Frame, stiles, rails and lock blocks precision manufactured from choice, kiln-dried, high altitude fir or equal specie. core of wood derivative insulation board, or other material at manufacturer's option.

STILES-Over 2" before trimming' RAILS-Normally 41/q," TOP AND BOTTOM.21/2" GUARANTEED' Treated for moisture resistance.

LOCK BLOCKSBoth sides of door20" long centered midway of door.

4" minimum depth from outside edge of stile'

ADHESIVES-Doors pressed under high pressure with water resistant glue which conforms to Commercial Standards CS 35-61, TYPE II, unless otherwise specified. TYPE I doors available in birch and lauan'

FACESComposed of s ply plywood, %" thick before sanding' Choice of unfinished or prefinished doors.

Solid Core Wood Block

Solid Core Particle Board

Solid Core Particle Board with Hardwood Stiles

Hollow Core Combination. Also Available with open cut.outs.

Hollow Core

Exclusively for California . .

GALENDAR

APRIL

Hoo-Hoo-Ette Club 6-April 10, regular meeting, contact club for location.

Southern Oregon Timber Industries Assn.-April 12, meeting, Larry's Restaurant, Grants Pass, Medfo d, Ore.

National Hardwood Lumber Assn.-April 15-May 10, hardwood lumber grading course, Tacoma Vocational-Technical Institute, Taeoma. Wash.

Salt River Valley Ifoo-Ifoo Club Z2-ApriI 16, tournament and dinner, San Marcos Hotel & Country Club, Arizona.

Forest Products Research Society-April 18-19, northern Calif. section, Claremont Hotel, Ken Smith, Chairman, Berkeley, Calif.

to more ond more Colifornio deolers ond distributors. For yeor oround supplies of dimension lumber ond precision-trimmed studs, depend on D & R.

4 4 +

Old Growth Fir Dimension from F.S.P. Lumber Co., Port Orford, Oregon

Hemlock Studs from Worrenton Lumber Co., Worrenton, Oregon

Hemlock Dimension from Westport Lumber Co., Wesiport, Oregon

Black Bart Hoo-Hoo Club 181-April 19, monthly dinner, Fort Bragg, Calif.

Dubs, Ltd.-April 19, monthly tourney, Sierra View Golf & Country Club, Roseville, Calif.

Sacramento Hoo-Ifoo CIub 109-April lg, annual tournament and _ banque_t,_ Sierra View Golf & Country Club, Roseville, Calif.

Southern Idaho Forestry Assn.-April 19, annual meeting, Owyhee Hotel, Boise, Idaho.

Hoo-Hoo Club 2-April 19, monthly meeting, Los Coyotes Country Club, Buena Park, Calif.

American Forest Products Industries-April 22-28, spring meeting, Hotel Mark Hopkins, San Francisco, Calif.

Lumber Merchants Assn. of Northern Calif.-April 28-80, convention, Sahara Tahoe Hotel, Stateline, Nevada.

Lumber Merchants Assoriation-April 28-80, Twenty-Eighth Annual Convention, Sahara Tahoe Hotel, Lake Tahoe, Calif.

National Building Material Distributors Assn.-April 28-May l, Spring meeting, Broadmoor Hotel, Colorado Springs, Colo.

MAY

Northwest Hardwood Assn.-May 2-3, spring meeting, Cosmopoli- tan Portland Motor Hotel, Portland, Ore.

Lumber Association of Southern California-May 3, general membership meeting, Santa Barbara Biltmore. Urbin Projection and how it can help the retailer.

Humboldt Hoo-Hoo Club 63-May B, annual Bay Blast, Humboldt Bay cruise and dinner at Samoa.

Shasta Cascade Hoo-Hoo Club lBB-May 4, annual ladies nite, Riverview Golf & Country Club, Redding, Calif.

Arizona Retail Lumber and Builders Supply Assn.-May g-ll, annual convention, The Mountain Shadows Hotel, phoenix, Ariz.

Hoo-Hoo Club 2-May 10, Old Timers, Nite, Lakewood Country Club, Lakewood, Calif.

Now, over 5,000,000 feet of dimension lumber and studs monthly. , manufactured especiallyTor Southern California construction needs.

Art Neth would appreciate an opportunity to tell you how you and your customers will benefit from using dependable D & R dimension and studs. You can reach him by calling 872-1290 or T8it-0844.

Southern Oregon Timber Industries Assn.-llay 10, joint meeting with Medford Chamber of Commerce, Rogue Valley Country Club, Medford, Ore.

Sacramento Hoo-Hoo Club l0g-May 15, monthly dinner, The Sherwood Room, Sacramento, C'alif.

Oakland Hoo-Hoo Club 3g-May 1?, annual Reveille, golf, dinner tlrd entertainment, Castlewood Country Club, pleasanton, Calif.

Hoo-Hoo-Ette National-May 12-19, annual convention, Iiicky's Hyatt House, Palo Alto. Calif.

TEAR OUT ATONG DOITED TINE

Fast, regular ocean shipments by barge from Southern Oregon and the Columbia River direct to Southern California.

Questions and Answers

By REED TAWTON Monogemenf Consultqnt

CASH REGISTER? WHAT'S THAT?

n We've invested in a real cash register

Y o -uft"r 30 years. Now where should we put it?

Near the exit door. National Cash . Register Co. and others have sales/

merchandising experts who do much more for you than sell machines. Get their good advice and counsel since you've already paid for it.

However, almost every lumber dealer's present layout is completely "wrong side out" for retail sales. Invariably the register or ticket counter is located in the center or on one side of the store for the convenience of *1g salssrnsn-1o save them a few

shi MIXED

step6.

After tJre purchase has been made, few customers will ever come back to "go through that again" just to pay for an impulse purchase-they'll do without. And you've missed all the impact of modern merchandising and the many sales which will result.

THREE DOORS ENCOURAGE SHOPTIFTERS

n We have three doors into our store. Y o Ho* can we have some control on pilferage or shoplifters?

A Set aside one door as an exit only z ro and put the check out stand right beside it. Also have a salesman or a clerk to handle the cash register. You don't like to come back to a store where you've had to wait several minutes to pay for what you've already picked out, do you? Well, neither does your cus;tomer.

THE SALESMAN AND HIS DESK

O We have a space 2-J by 30' behind Y. th" counter for our salesmen's desks. You've told us that we should eliminate that desk space...why?

A !,very square foot of average retail I rc hardware selling space, including aisles, should return $4.30 in gross sales each month. That 750 feet you would gain by moving out your desks will gross another $3225 in sales which rneans $320 to $640 NET PROFIT monthly or at least $3840 added to net profit.

Besides, retail salesmen can't sell sitting down. If they have much desk time, you either need to do more advertising and merchandising to build up your foot traffic or you have too many "salesmen."

Rule: Give a man a desk and he'll sir at it!

ADVERTISING BUDGET

n I have a medium-sized lumber yard Yo *h"r" I now have about $20,000 per month in retail trade. How much do I budget for advertising if I want [o increase that traffic?

A I have to assume that operating ex- /ao penses are about 25 percent of your gross sales. By the accepted rule of thumb, you are now spending about four percent of your expenses$9,600 per yearfor advertising ! That rule of thumb applies to almost every retail business in the West, except lumber and building materials dealers. Most dealers of your size waste about $5,000 per year in ineffective advertising.

You should budget half again as much, or six percent of your exp€nses for a steadp planned increase in business.

You'll be surprised at how many con. tractors will respond to your advertisement that you thought you had aimed just at the consumer.

Wcrlcrn Lunbcr & Buildlng }lqtcriob ,iiEtCHANT

The deoler's Sttppliel"rr neaer hris cottrpetito'r.

Arizonq Deqler Annuol Moy 9-l I

"We want to show the dealer what his opportunities are and where to find them," said Frank Davis5 discribing briefly the thinking of the Arizona Retail Lumber and Building Supply fusociation in planning their annual convention. Davis is- ihl group's secretary-manager.

The convention will be held at the Mountain Shadows Hotel in Phoenix, Ariz., May 9-11.

__ "Ready-Aim-Sell" is the title of Keynoter Harold Cooms speech. Ye is tE advertising and promotion manager of the Keystone Steel & Wire Co. Otler speakers are Richard E. Andersorr, A-".ican Plywood Association, who will speak on ,,Untapped Opportunities, Untouched Dollars." Marketine Consultant Wittiurn n. Smolkin, will describe the Celotex Co{.', profitron system for dealers.

A Jrighlight of the convention will be the Saturday evening speech at the annual banquet of Heartsill Wilson, a piofessional speaker who has built a wide reputation on his ability to raise the inspirational speech to its highest level.

Saturday morning, a panel of top retail, wholesale and manufacturing experts, headed by The Merchant Magazine's editor David Cutler, will probe the problems and outlik of and for the present state of the business.

Among other events are the Thursday evening steak fry and the annual golf tournament, earlier on Thursday:

City Honors Lumber Compony

It's not often that a lumber company is voted a beautification award by the local city government, but then not many are as handsomely housed as the Huff Lumber Co.

_ The_City of Santa Fe Springs, Calif., presented the award to Jerry Huff, who accepted for the .o-puny and his father Allan Huff, at a recent city banquet

MEET WALT DAVIDSON. Walt's a lumber salesman at Inland. He's one of the most knowledgeable men in the industry. Walt's 40 vears' experience goes into helpingyou find th6 best Fqy. Cive him a call, he's there to serve you. Inland-:the dealer's supplier, never his competitor.

Huff's office, attractively landscaped with grass and trees, fronts a wood sided office that is trimmed with decoratcir stone. The wood is a muted sreen color.

Robert L. Williams is the city manager of Santa Fe Springs which earlier had been named an All-America City.

Vqnce Buys Crqwford Inventory

Vance Lumber Co. of Los Angeles has purchased the halfmillion bf.- inventory of the F. M. Crawford Lumrber Company's Long Beach, Calif., yard. It consists of high-quality Douglas Fir clears.

INLAND BUITDING MATERIALS CO.

Box 325/Rialto, Catifornia 923i76

Phone 714-A77-2OO1

Lloyd Webb, formerly in charge of operations for Crawford's L91S n9u91t yard, now heads the newly formed Douglas fir division of Vance.

_ V-"199_-.!"-ber's present staff, which includes Vince Besinque, Jack Millikan, Skip Gregg, Don Moreland and Jess Beristain wili continue marketing F. M. Crawford's products as a southern California dealer.

Award Winning Yard

Depend,able

ooD" means depend,able here at Dant . depend,able source of quality lumber, millwork, mouldings and cut stock .. manufacturers of Ponderosa Pine, Sugar Pine, White Fir, Hemlock, Spruee and Cedar. Depend.able serviee in dispatching orders without delay by rail or truck and trailer.

NOW! Disfribufors ol Colifornia Elock Ook (Red). Kiln dried ond green 4/4, 5/4, 6/4, 8/4, up to 20' lengths, FAS, #1 common ond selecf, pollel grodes, pollef shook, pfonks ond fimbers.

MISER applied at Heaven's gate for admittance. St. Peter asked him what good he had done on earth that would entitle him for admission. He, remembered he had once given fifty cents when a number of people were left homeless and suffering as a result of a great flood. St. Peter asked what other good deeds he had done on earth. Finally he .remembered that he had given twenty-five cents to a poor widow with many needy children when the neighbors took up a collection.

But try as he might the miser could think of no other good work thai he had dol" o., earth. St. Peter said to the Recoriing Angel, "I don't know what to do with this guy. He has done some good. What would you suggest?" And the Recording Angel said, "Well, Peter, I'll tell you what I'd do if I were you: I'd give him back his six bits and let lt* **o to h6il."

A steamship company wired the captain of one of its ships, saying: 'oMove heaven and earth and get here Friday." The captain wired back: 'oRaised hell, and will ge1 there Thursday."

DON'T WORRY

Don't worry if your job is small And your rewards are lew; Remember that the sturdy oak Was once a nut like you.

BY JACK DIONNE

r882-1966

"Children should be taught the facts of life," says a newspaper headline. Yes, indeed. How otherwise can they understand what the movies they see are all about?

MATR IMON IAL

A gentle sow who took recourse To legal craft and lore, Declared "I want a quick divorceMy mate's an awful boar."

A lady sheep who sought the halls Of justice wept "Boo-Hoo! My cruel husband never calls Me anything but'ewe."'

"W'e'll have to partr" the gander sighed, o'It's not the slightest use To try to live with any bride That's such a silly goose."

The stag, however, dropped a tear, And murmured soft and low, "My charming wife?s a little dear, I want to keep my doe!"

Redwood and the remodeling market

Spring, among other things, is the voice of Mrs. Consumer heard asking Mr. Consumer to please let's do something about the kitchen (or the bath, the game room, the garage the whole house) . In a 24,000 family survey, it was found that half the families were unhappy with their houses in one way or another. About twothirds of those dissatisfied told researchers that they planned to make changes inside, outside or both.

As a sales aid to help dealers reach

these potential customers, the California Redwood Association has developed a new promotion kit aimed at the more than eleven billion dollar home improvement market. Featured is a four-color booklet, "Re,siding and, Paneling with Red,wood," which illustrates the step.by-step story of an interior-exterior remodeling project from start to finish.

The kit also includes a seven-page color booklet, "Redwood, Remodeling ldeas" ; construction tip sheets on patio shelterso

decks, patio paving, fences and garden gatesl envelope stuffers on redwood interiors, siding and garden shelters; five newspaper ad mats; an explanation of the uses for each promotional aid and an order form.

Dealers are encouraged to display the kit as a service to the customer and his contractor as well as a point-of-purchase sales inducement. Many homeowners are literally 'babes in the woods' when faced with the mysteries of lumber and building supplies. They do not know what they need. They do not know what they want. They do not know what they can get. If possible, a set-up of the kit with actual examples of the grains, textures and grades of redwood available is recommended. If a customer can see ithe is happier about buying it.

Remodeling contractors will welcome the CRA home improvement literature as both an idea stimulator and as an effective tool in working with clients. The homeowner generally has a rather particular image that he wants his house to project, an image that may be hard to define in words. Yet he depends on his contractor's expertise to execute that image. The professional whose client is well aware of quality and styling options will have fewer difficulties when costs are discussed. And perhaps even more important, he will run practically no risk of a client disappointed in the end result of a job.

QUALIry SELLS

Oddly enough, saving labor cost is not the prime reason for a homeowner to turn home remodeler. The Stanford Research Institute in Menlo Park, Calif. has discovered that the average do-it-yourselfer is motivated more by a desire to express himself creatively than by a desire to save himself money. Since holding down cost is not as important as one might think, the amateur builder should be made aware of quality redwood and its advantages. Although it may mean a little extra expense to him, it also means a lot of extra value. An informed customer is going to be a happy customer, the one who returns and brines his friends.

Red-Face Dept.

Inadvertantly, in our coverage of the log-rolling exhibition at the Western Building Material Association Convention, (See The Merchant, March pp. 8-I0) we neglected to credit the Weyerhaeuser Co. for their sponsorship of the event and their courtesy in providing us pic. tures. To Weyerhaeuser, our apologies and belated thanks.-The Merchant Magazine.

'

Pacific coast hardwood

Jack Higgins, veteran hardwoodman and salesmanager of the J. E. Higgins Lumber Co. in San Francisco, was elevated to the presidency o{ the Pacific Coast Wholesale Hardwood Distributors Assn. at the group's 45th annual convention at the El Mirador

Hotel in Palm Springs, Calif. Nearly ?0 hardwood distributors from all of the Pacific region states attended the event to exchange ideas and plan strategy for the years ahead.

New officers elected to serve with Hie-

We:tcrn Lumbcr & Building llotcriols ,IIERCHANT

gins included Portland lumberman Leonard Hall, head of Lumber Products, who was named first vp. i Carl Johnson, American Hardwood Co., Los Angeles, 2nd v.p.; and Bill MacBeath, MacBeath Hardwood Co., San Francisco, secretary-freasurer.

New directors for the coming year include Fred Ahern, Emerson Hardwood Co., Portland; Lyall O. Bell, J. Fyfe Smith Co., Vancouver. B. C.; N. Robert Grimm. Erhlich Hardwood Co., Seattle; Dick Quarg, Forsyth Hardwood Co.. San Francisco; Richard Saroyan, Saroyan Lumber Co., Los Angeles; and James Spellman, Spellman Hardwood. Co., Tucson, Arizona.

The selection of Del Monte Lodse on California's Nlonterey Peninsula as thle site of the group's April 28-30,1969 convention was also unanimously approved with Hawaii getting the nod for the 1970 annual.

HARDWOOD DISTRIBUT0RS First Row: Leonard Hall. P. R. Kahn, Al Frost, Jr., Jack Higgins, Syd Simmons. Second Row: Verlon McKinney, Bob Sullivan, Bill Fahs, Gordon Frost, Harold Col,e, Bob King Jerry Lapin, Dal Donnan, K. E. MacBeath, Leroy Stanton, Jr., Carl Johnson. Ihird Row: Leroy Stanton, Sr., N. Robert Grimm, M. Pendleton, James Higgins and (extreme right) Bud Radditz. Back Row: Dean Trumbo, Joe Cortese, Jack Millikan, Fred Ahearn, Lyall Bell, James Spellman, Larry Cutler, Jim Sullivan, Bruce McLean and Ken Tinckler.

AFPC's New Serendipify Div.

The nationally recognized "Serendipity" system of design and marketing of prepackaged homes is now available to consumers and builders through the newly created Serendipity div. of American Forest Products Corp.

Robert A. Moe, founder of the organization, remains with the division as its general manager.

The present activity of design and marketing pre-engineered and precut home packages through dealer contractors began in L962. Distribution has since expanded throughout the United States through a marketing system composed of some forty Serendipity-approved dealers.

Association with American Forest Products Corporation materially strengthens Serendipity's ability to expand all aspects of its program. Major among these is AFPC's financial strensth" assets in excess of $76 million.

Los Angeles Club Concot

Some inside dope on ,pro football, a concat and an afternoon of golfing enlivened Los Angeles Hoo-Hoo's March meeting.

Merlin Olsen, defensive rackle foi the L,A. Rams and a member of the "fearsome foursome" related football anecdotes.

Four new kittens were initiated: Pete Diggs, Stahl Lumber Co., George Both, Cal-Pacific, Steve Bacon. Humboldt Flake-

board and Jim Fair, Hallinan-Mackin Lumber Co.

In the quieter area of golf, Bill Rau won tlre low gross prize, Jim Mcl'adden the low net as Bud Nelson and Bob Merritt tied for first flight honors.

Al Taylor nabbed second flight nods while another tie showed up in the third flight between Frank Mclean and John Eckstein.

Son Diego Goes Howoiion

San Diego Hoo-Hoo club, third olde-.t in the international business fraternitv's roster, went Hawaiian at their recent dinner dance. A good turnout of members and guests wined and dined Polynesian style to a Hawiian band.

Don Schilling gets the kudos for chairmanning the bash, while the nod for door prizes goes to Frost Hardwood, Sullivan Hardwood, Dixieline Lumber, GeorgiaPacific and Modern Materials.

Sorber fo Weyco Corgo Soles

Martin L. Sorber has been named manager of Weyerhaeuser cargo lumber sales for southern California, John Lipani, local area manager has announced. Sorber rvill be selling green f)ouglas Fir dimension, small timbers, planks and boards.

A native of Tacoma, I[ash.. he is a graduate of the University of Washington. Previously he has been manager of plywood products planning and plywood products supervlsor.

Sterling Sells Penolumo Yord

Sterling Lumber Company's Petaluma, Calif. yard has been bought by Homeowners Lumber Co. according to Homeowner head Chuck Porro. iIo-"o*n"..

Lumber also operates a branch at Cotati, Calif., and a headquarters yard in Santa Rosa. Calif.

Wctttrn Lunbcf I luilding ilotcriols mERCHANT

I0NGTIME_club stalwart Lyle Seibert (top center) and his wife. That's Bill Seeiey with them. Relaxing at bar are (lower left) Ernie Lee and Bud Baker.

BOB PORTER

B0B was one of our yard clerks for 15 years prior to becoming a salesman. He knows his hardwood. Phone Bob at (415) 8325584.

,,Four ways to increased profits in 196g" includes powerful paneling promotional ideas that really lay it on the line lor you. Promotions are complete. From banners, ads and publicity to brochures, colorful vests and step-by-step instructions for scheduling and lollowing through with your personnel. Choose from four exciting merchandising themes: "Treasure Chest of Values"; "Jubilee Sale"; "Ladies Day Paneling Sale" or just plain "Truckload Sale'"

BUILD TRAFFIC BY Tt|E TRIJCKLOAD WIT]|

Any one or all four Royalcote hardboard paneling promotions can be yours for the asking. TheY work! They sell! And you profit! Hundreds of Masonite dealers across the country are finding these Royalcote Paneling promotions real moneymakers. Not only have theY moved hundreds of panels in a daY but theY have sold related items adhesive, moldings, lumber and other materials. These promotions are designed to build store traffic for You, and they do just that. WhY not Put one of them to work for You. TheY are complete with manY businessboosting ideas-and after-the-sale ideas to increase Your sales and profits even more. Your Masonite representative has the full story. Call him NOW or mail the couPon for details.

Federol Government Woge und Price Conlrols ore o Threot

The spector ol gouernment u)a.ge and, price corrtrols on business has again appm.red. C. W. "Chet" Nortz, executiue secretary ol the Mountain States Lumber Dealers' Associalion, in thi.s excellenl, tnessage, umrns ol probable pitt'dls and tells steps iled.ers can tnke to operate successlu).Iy under controls.-E dinr.

Events have pointed up again the possibility of the impoeition of materials control and wage and price controls.

A call up of reserves plus an increase in the defense contracting volume could bring controls on both prices and wages.

We believe that all retail lumber deal' ers should be aware of these possibilities and should take certain steps in order to assure themselves of being in a posirion to operate successfully in the event the federal government imposes materials control and wage and price controls during this year.

From a practical standpoint, materials control is a fact now and the Defense

(Continued. on Page 42)

PRESIDENT & DIRECTOR

tiffi

Howard Jones Steele Lumber Co. 291 North College Ave. Ft. Collins. Colorado 80521

VICE PRESIDENT & DIRECTOR ffi

David Bany

Volco Builders Supply 303 North Overland Burley, ldaho 83318

VICE PRESIDENT & DIRECTOR

Year)

C. L. 0'Neal

OFFICERS AND DIRECTORS 1968

VICE PRESIDENT & DIRECTOR ffi

T. E. Hugunin

Foster Lumber Co.

P.0. Box 2100

Boulder, Colorado 80302

VICE PRESIDENT & DIRECTOR (3 Years)

Vern Thompson Swenson Lumber Co. 860 North Third Street

Laramie, I{yoming 82070

DIRECT0R (2 Years)

Robert F. Woods

Atlas Lumber Co. 601 West Amador Las Cruces, New Mexico 81052

VICE PRESIDENT & DIRECTOR ffi

Glade W. 0wen Anderson Lumber Co. 620 South 2$ West Bountiful. Utah 84010

DIRECT0R (3 Yean)

Richard S. McLelland McLelland Lumber Co. 804 North 5th Pocatello, ldaho 83201

DIRECTOR (l Year)

Lamar Bradshaw Akron Lumber Co. 4850 Boxelder St. Munay, Utah 84107

DIRECT0R (2 Years)

Bob Day Building Materials Center, Inc. 2700 East 4th Pueblo, Colorado 81002

Hugh M. Woods Co. 2800 North Broadway

Denver, Colorado 80205

DIRECT0R (2 Years)

lohn Spiller Sandia Lumber Co.

2201 Central Ave.. N.W.

Albuquerque, New Mexico 87103

DIRECT0R (3 Years)

Robert T. Burton Burton Lumber & Hdwe. Co. 2220 Sbuth State St. Salt Lake City, Utah 84115

DGCUTIVE SECRETARY

C. W. Nortz 432 South Main St. Salt Lake City, Utah

FIELD SECRETARY

Henry Thiele 231 Detroit St. Denver, Colorado 80206

In 1967, approxiruately $13,000,000,000 was spent for home modernizatinn. Sources indicate a $69 billio;n bach,log of rnodernization exists in the United States, with an additional $16 billion deueloping each year.

HOW CAN YOU PENETRATE THIS MARKET?

The National Home Improvement Council exists to aid in the full development of the rernodeling industry. Representing all segments of the industry... builders, lumber dealers, contractors, manufacturers and associations, it encourages home owners to spend within their means for home improvements as an investment in better living.

HOW D()ES THE N.H.I.C. W()RK ?

As your spohesrnan. .the N.H.I.C. meets with FHA, congressional committees and industry leaders

motions can be outlined by the National Home Improvement Council. And with the Home Improvement Council sticker on your dooro you benefit directly from a nationwide program which points to N.H.I.C. members as reliable home improvers,

WHAT CAN IT DO FOR Y()U DIRECTLY?

It gives you an opportunity to work with other leading firms on an industry level. .. and to make more sales and profits accordingly. You can use the Council as an advisory service to keep abreast of developments. participate in education, publicity, promotion and public service programs. In short, it is the quickest way to develop more sales and profits in the home improvement business.

H()W CAN YOU LEARN M()RE ABOUT THE N.H.I.C.?

10,000 training courses to remodelers by mail. As your public rela' tions counsel, it will reach national magazines and countless newspapers with news material and feature stories on the advantages of remodeling. .plus distribute booklets by individual industries directed at increasing the total home-improvement market.

WHAT CAN BE DONE IN YOUR TRADING AREAS ?

N.H.I.C. can institute a Program which will stimulate remodeling throughout your area. Home improvement schools... newspaper sections. .. a Home fmprovement Time. these and many other Pro-

Fill out the coupon below for further information about the N.H.I.C....and your free copy of " The Challenge of the Great Society to the Home Improvement Industry."

THE CHATTE]IGE (lF

THE GREfi SOCIETY T(l

THE H(lhIE IMPROVEME}IT II{DUSTRY

i l{ational Home lmprovement C0uncil, Inc.

l1 East44th Street, NewYork, N.Y. 10017

Gentlemen: Pleage send me additional infomation on how I cen capture my share of the upcoming $14 billion home improvement market and my free copy of "The Challenge of the Great Society to the Home Improvement Industry."

Name

-l I

PERS@NALS

Don J. Young has bought the Evans Products' Yakima, Wash., warehouse he used to manage from Evans and will operate it as an independent distributor of their products. It'll be called the Don J. Young Co.

Wayne Gardner, exec. vp. of the lumber association, wins the mileage prize for this month after wrapping up the last of nine area meetings held across southern Calif. Association president John D. Sullivan sat in on some of the meetings. Credit and using credit cards were the main topics,

Lou Massing of Globe International in Los Angeles, was one of eight building material wholesalers in the U.S. named to serve on the Abitibi Corp. advisory council.

Bob Nunnally, Fir & Pine Lumber Co., in Scenic Downtown Burbank, Calif., and his wife Norma have returned from a twoweek sojourn in Mazatlan, Mexico.

Ken Tinkler's been on the circuit; first to the Pacific Coast hardwood distributors Palm Desert Springs meet and then to Atlanta, Ga., for the Southern Hardwood convention, Now it's back to that Stahl Lumber Co. desk in Los Angeles.

Jim Braun has been named manager of Pacific Supply Company's new Concord, Calif., branch on Hookston Road. the form-

er location of Contra Costa Lumber Products. Pacific Supply is a roofing and drywall concern with headquarters in Sacramento, Calif.

Lawren Forbes has replaced Shirley Brown as salesmanager of Coast Forest Products at Crescent City, Calif.

Aborigine Lumber Co. partner Jack Tarason recently became the Conrad Hilton of Fort Bagg, Calif., with the purchase of the Pine Beach Inn motel and restaurant that overlooks the ocean.

LMA membership chairman Les Ley, Santa Cruz Lumber Co., has welcomed Home Lumber Co. as a regu.lar member of the northern California lumber dealer association. The Turlock, Calif., based yard is owned and operated by C. V. GilI.

Truckee Tahoe Lumber's Chal and Pat Cross of Tahoe City, Calif,, attended the Junior National Ski Meet at Bozeman, Montana, to watch their pride and joy, Stevie Cross, on the big league jumping hill-Chal with his eyes shut most of the time and Pat with a firm grip on herself and everything around her.

Jimmy Atkinson, head of Atkinson-Stutz Co. at San Mateo, Calif., is back in the harness after recuperating from recent surgery.

Oakland, Calif., wholesal'er Don Coveney and his Sally spent a couple of weeks last month vacationing in the desert sun at the Furnace Creek Inn in Death Valley, California.

Stan Hulett of Willits Redwood Products, Willits, Calif., attended the annual meeting of the National Assn, of Commission Salesmen in Chicago during mid-March.

Art. Williamson of Triangle Lumber Co. and his missus vacationed at Puerto Vallerta, Mexico, the last of March.

Dick Hiscox, former owner of R. G. Hiscox Lumber Co. in Berkeley, a confirmed train buff, is spending most of his waking hours at the California Railway Museum which has a large yard off State Ilighway 12 between Fairfield and Rio Vista. Dick is spending his retirement time helping rebuild ancient trollies and getting rides ready for summer visitors.

Ylalt Bruetter, head of Midway Lumber, has returned home to Portland after enjoying a little Hawaiian sun.

Shirley Brown has joined Michigan-Cali- fornia Lumber Co. as shipping foreman, according to salesmanager Ken Bowes. Shirley was in charge of sales for Coast Forest Products. Prior to that he had been many years with Hollow Tree Lumber Co.

Bert LeBeck, managing partner in Indian Valley Lumber Co,, Corte Madera, Calif., Fremont Forest Product's Pete Speek is currently regaling the troops with tales of his tour on the cruise ship Italia down to Mexico and back,

Yerlon McKinney, Brush Industrial Lumber Co. ramrod, is back in Los Angeles after a fast sales trip to San Francisco.

Strait Door's Jim Strait looks rested after sneaking in a three-day weekend recently. Jim and his wife Roberta are currently inf anticipating.

Wcrlorn Lunbcr & luilding tqtcriob ilCRCI{ANI

plans an orderly liquidation of his inventory and sale of the property with a target date set for late spring.

Popular lumbergal and past prexy of HooHoo-Ette Club 1, Ilelen Rude, has signed on with Grifrn Forest Products, according to owner Jerry Griffin. Helen was formerly with Harry White and Oregon Pacific.

Roy Harrison has joined North Valley Lumber Sales and is working out of their Sacramento, Calif., branch, according to Roy Dunbar at company headquarters at Redding, Calif. For the past eight years Harrison was with Hedlund Lumber Sales in Sacramento and for 27 years before that he was affiliated with the Berry Bros. mill at Pine Grove, Calif.

Lee Durham is back at his Treated Pole Builders biz in Ontario, Calif., after spending four days in the hospital with the flu.

Tom Hogan has become sole proprietor of Asbury Lumber Co. in Berkeley, Calif. Tommy recently was with Bay City Lumber Co. and Diamond National, but is best remembered from his years with the familyowned llogan Lumber Co. in Oakland.

Mike Maitison. Ziel & Co.'s number one bird dog, has returned from the jungles of Borneo and New Guinea, searching for additional sources of exotic wood products for the pioneer San Francisco import-exporler.

Phil Eicholtz, New Lumber & Hardware in Federal Way, Wash., sends a gift certificate to recipients of building permits. Each is worth $10 on your first $100 purchase. Phil says he gets a forty percent return.

Bill Cofiey says he hopes to move permanently to his ranch on Washington's Chehalis River soon. Bill is the owaer of Lumberland, a shrewdly operated Huntington Beach, Calif,, yard.

Jack Carlow and his Annette report seeing lumberman Roy Stanton, Sr., and his lvife while visiting Palm Desert, Calif. Roy has a home near the club. Jack's firm is Carlow & Co. in Los Angeles.

Dick Hoover, A. L. Hoover Co., San Marino, Calif., is back from a trip to the Palco mill at Scotia, Calif., that they represent.

Rod Earlaru Lakeview Bldg. Mtl. Co., Lakeview, Ore., won the Jr. First Citizen Award from the local C. of C. Bry E. Harlan, Rod's dad, won the award in 1960.

Bob Slettedahl, owner of Lumbermen's of Lynnwood, Lynnwoo4 Wash., has got the whole crew spiffed out in turtlenecks. Customer verdict-A-OK !

Hallinan Mackin Lumber Co. beefetl up its Bay 'Area sales force by adding Don Kelleher, according to Roger and Dave Mackin. Kelleher was with 'Western Pine Supply Co. in Emeryville, Calif., for seven years.

Chorlie Strait, president of the Strait Door Co., So. El Monte, Calif., has again been named to the executive committee of the National Woodwork Manufacturers Associatioru

Charles P. "Chuck" Nelson of Carroll Moulding, Torrance, Calif., shot a hole in

one recently at Altadena Golf Course. Shot was a 186-yard drive on the 8th hole with a fB wood. Lowell Kolb of Mullin Lumber was with Chuck.

P. Berna,rd Fleming was appointed publicity manager of The Celotex Corp. Announcement was by John A. Has\ the advertising manager.

Nels 'Abe" Lind'e has concluded an active career with the Nicolai Co., Door Manufacturing Div., Portland; Ore. A native of Sweden, he had with with Nicolai for 51 years before retiring.

Raymond H. Berry, vice president and general manager of Scott Lumber Co., Burney, Calif., has retired. He will stay on with the company, however, as director and con-

sultant. Calvin T. Mertin, formerly assistant general manager, has become vice president and general manag'er. Bumor has it that U. S. Plywood is dickering for Scott.

Fred C. Cosper, fonnerly general manager of Portla,nd \Mholesale Material Sup- ply Co., has been appointed manager of Rohen Lumber Co., Portland, Ore.

Lex Taylor, manager, wholesale dept., Pope & Talbot, fnc., recently added William N. Tfise, Jr., to his staff. The staff now has three full-time traders.

Robert T. Borton has been named sa.les and service representative in the north coast counties of California for Calaveras Cement Div. of The Flintkote Co. Barton (Continued. on Page 42)

call Hobbs Wcll!

We represent over one hundred Western producers of Ponderosa and Sugar Pine.. Redwood lumber and Redwood split products. Douglas Fir and White Fir

Hemlock and Cedar lumber, as well as a complete line of Cedar fencing. Your one callto Hobbs Wall is a short-cut to fast service and the right grades at the right prices, backed by a solid reputation for dependable dealing

frIORE PERSONAIS

(Continueil lrom Page 41)

succeeds David W'ade who is now assisting J. R. Casey in the San Francisco territory.

Co-owners Bob Neiman and Bob Reed announced a late spring grand opening for their new Lumber City store in Mission Hills, Calif. This will be the third location for the rapidly growing firm.

Clyde M. Walker, a native of Portland, Ore., has been elected chairman of the Northern California section of the Society of American Foresters for two years. He was vice-chairman in 1967.

Peter If. Koehler, northwest region general manager, Evans Products Co., says Charles H. Martin has been appointed assistant to the general manager.

WAGE AND PRICE CONIROLS

(Continued, lrom Page 38)

Materials System is in operation. No further legislation would be needed for an allocation system to be put into efiect along with a priority program.

Wage and price controls are in an entirely different situation, because there is no legislative authority for them and, before they could become a reality, legislation would be necessary.

Many of you will recall, during World War II, the flat freeze on wages and prices and the formulas that were adopted

by the government in permitting both wage and price increases.

Regardless of what procedures might be used in setting wage and price controls, there would bq as was true in W'orld War I[, a definite premium to a dealer in knowing his costs.

Records will be needed to justify wage and price increases.

We recommend that you develop records that will identify the mark-ups that you have been using, over costs, in setting your resale prices, so that you will be in a position, in the event of price controls, to justify a definite mark-up on all commodities.

The problem of retaining competent employees under a wage freeze order has always been a difficult one for our indu$try. Therefore, the development of job descriptions and salary ranges for each job is of paramount importance,

The present position of the federal government, as you all know, is that wage and price controls are not imminent. However, with the fast moving events of the past, and with the uncertainties that lie ahead, this could be changed, and we believe that all dealers should put their houses in order and develop the records and information needed to operate, without a loss of efficiency, in the event of the imposition of wage and price controls.

Weslern Deolers Honored

Minton's Lumber and Supply in Mountain View, Calif., was awarded the Retailerof-the-Year Plaque in the building materials dealers category of the 20th annual Brand Name Retailer'of-the-Year awards competition, sponsored by Brand Names Foundation, for outstanding brand name retail merchandising.

Also announced were the four certifi' cate of distinction winners. Th"y are: Westside Lumber Co., Colorado Springs, Colorado; Bonanza Home Center, Campbell, Calif.; M. S. Carver Lumber Co., Peoria, Illinois; and Henderson Trumbull Supply Corp., Trumbull, Conn.

Representatives accepted their awards at the annual banquet in New York City, April II.

Foreslry Center Needs $$

The campaign to finance construction of the Western Forestry Center through contributions of membeis of the wood pioducts industry has been renewed. Approximately $2 million is needed to build the center. One-fourth has been contributed or pledged, leaving $1.5 million needed.

The center will contain a main display building and an adjacent theater building on a 3.5-acre site in Portland, Ore. The building will illustrate wood use in modern construction.

W.3lcrn Lurnbcr t luilding llolrrlols ftfERCHANt

ItrEI

newsandYievs

by BOB lYtcBRlEN execulive vice president of the Lumber Merchonts Associoiion of Northern Colifornio 4546 El Gomino Rcol, Suifc 0 lor Aflor, Calil. 91022 l1r5l ?11-1617

A S WE GO through life, each of us sooner or later has an z r opportunity to work closely with someone who has a great influence on many persons. Such a man was Charlie Cross, who died March 2.

My associations with Charlie over the past four or five years have been many and in each, I left him with an everincreasing amount of respect for the job he did and what he stood for. He was a most able man and a most loved man. He was a sound man and his judgments and advice were nothins short of best.

In all his dealings with the Lumber Al{ eloquer.t tribute lo Merchants Associatioir, both as committee [l,t rlf sg::[';"tr?ttt; chairman or officer, he never attempted many who knew and to push himself ahead of others. He was loved him' always content to sit back, Iisten to the opinions of others, sift the facts and come up with the best for all concerned. This was Charlie's way of doing business.

Few people in our industry realized how close we came to losing Charlie a few years back when he suffered a terrible auto accident. He mystified the doctors by overcoming numerous injuries to return to a most active and worthwhile life. His speech wasn't the same as before the accident, but to Charlie it never made a bit of difference. He was pleased to have the second chance and hc made the best o[ it.

As detailed in last month's Merchant, Charlie was looking forward with extreme pride to being host to the Lumber Merchants Association of Northern California at the upcoming annual convention. He helped in every plan. He made necessary arrangements. He took glee knowing he could show o'his country" in its sparkling beauty to his friends.

Charlie will be at this year's convention in many ways. In fact, to those of us who worked with him and enjoyed his company, he'll always be with us. as the guiding light, brighter than ever in our minds and hearts. We've lost a true friend. but his principles remain for all to study and emulate.

Sove $ $ on Phone Bills

A periodic audit of telephone bills may turn up substantial savings. Large-volume users report that errors and possible overcharges can creep into the billing, according to Purchasing Magazine.

Since individual items are small, the errors are often overlooked. Routine audits can turn up discrepancies, resulting in credits. Keep an especially sharp eye on changes in telephone installations.

Phones with buttons or small attachments may have been discontinued and the monthly service charges may still be on the bill.

Dove Dovis Billond Dick Norris

THE AR'ZONA SCENE

By FRANK DAVIS SecretaryManager

A T A recent Phoenix area meeting. held l-I by associate members consisting of wholesalers and manufacturers, a round table discussion was held on the problems of the building material industry.

One of the most important points brought out was lack of product knowledge. It rvas the feeling of the group that the average retail lumber dealer today is failing in this category, and therefore was doing a poor job of merchandising and selling o{ his protlucts.

l3efore attacking this problem, a point u.as brought out in the dist:ussion in the fact that the average dealer today is also currying many hundreds oI products that \rero not carried in lumlrer yards years ago. This creates a problt'm {or the average small dcaler since. u,.ually, one or two sales pelsonnel are responsible for all sales in the vard and it is impossible for them to

have product knowledge of everything that he sells. This problem is not as severe with the larger yards, as they have more sales personnel and can make sales personnel responsible for certain departments.

The wholesaler and manufacturer are doing a good job today in providing product information of their products, however. the lumber dealer is not taking full advantage o{ this knowledge in the following areas:

(1) Wholesalers are providing product knowledge to the owner but in many cases this information is not passed on to the employee who is actualll' selling the product.

(2) Thc manu{acturer today is providing thousands oI dollars worth of product literature to the dealer but the average dealer is putting the litcrature on the shelf and neither the salesman nor customer have a chance to see or read it.

(3) The wholesaler is eager to hold

Coll dfor4 sOedesd b$ern

sales meetings for the dealer and his sales personnel, however, many dealers are not taking advantage of these meetings.

The conclusions brought out in the meeting on how the dealer can improve his product knowledge were:

( I ) Hold regular sales meetings for his employees and bring in wholesalers to conduct the meetings for the products he sells.

(2) Provide literature racks to display the literature which has been provided by the manufacturer so that it is exposed to the customer.

(13) Departmentalize their sales store area and have salesmen responsible for certain departments.

The association can provide additional help to dealers in product knowledge, especially in the field of wood promotion by pror-iding a wood products file for architects. hy holding wood seminars for dealer employees on the advantages of the use of wood. Finally, in association bulletins continually encouraging dealers to employ every tool at hand to train their employees on "product knowledge."

Arizono Retqil Lumber & Building Supply Associqlion 17,10 No. Cntrol Avr., Ph{nlr, &lt. 85012 16021 27+U23

;vdRiCilriT'=$m

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By ROSS KINCAID executive vice president

A T THE February board of directors

a r meeting in Portland, directors' reports of conditions in their local areas were generally favoralle and 1968 predictions reflected a note of optimism. However, i1 is difficult to summarize the reports without recognizing that our four-state regions had a wide variety of market t1pes.

Alaska-Building holding up fairly well throughout the state, with Anchorage and Kenai area showing good gains and optimism for the future-. Fairbanks area recovering satisfactorily from devastating flood.

Idaho-Lewiston area has been spotty but 1967 was a fairly good year and 1968 is expected to be just as good or 'better. Boise and surrounding area had a better year in 1967 than in 1966 and the trend is up for 1968.

Oregon-With the exception of some southern Oregon points, moat areas in western Oregon reported good business in 1967. Predictions for 196B were generally

optimistic. Limited reports from eastern Oregon showed L967 to be about the same or slightly down from 1966 with prospects fair for the coming year.

W'ashington-In the western part of the state, directors from the greater Puget Sound area report that business had been good and will continue through 1968. Some expressed concern about rising costs of everything including money and inability to get and keep good personnel.

Other Western W'ashington areas also look for a good 1968. Reports from eastern Washington ranged from poor to good for 1967 business but all expected 1968 to be better.

Twenty-six of Western's directors responded to the National's business survey. In a comparison of the first l0 months of 1967 with the same period in 1966, just over 50 percent showed increases in volume of business and net profits in 1967. About 30 percent showed a decrease in business and 20 percent a decrease in net profits.

Fourteen firms reported that collections were satisfactory and 12 that they were slower. Average age of accounts receivable was 52 days. The majority believe that construction activity this year will be fair

to good in thomi'building; comriiercial. industrial and repair and modernizatioir; and poor to fair in farm construction.

'Hete?s something to think about from the Associated Oregon Industries' News Di;gest. It's worth repeating and as revelant today as ever.

"A little more than a century ago, Abraham Lincoln set down Ten Commandments for Government. Their truth echoes startlingly into our lives in America today.

I. You cannot bring about prosperity by discouraging thrift.

II. You cannot strengthen the weak iby weakening the strong.

III. You cannot help strong men by pulling down big men.

IV. You cannot help the wage earner by pulling down tlre wage payer.

V. You cannot f urther brotherhood by encouraging class hatred.

VI. You cannot help the poor by destroying the rich.

VII. You cannot estarblish sound security on ,borrowed money.

VIII. You cannot keep out of trouble by spending more money than you earn.

IX. You cannot build character and courage by taking awlly man's initiative and independence.

X. You cannot help men perrnanently by doing for them what they could and should do for themselves."

APRlt, 1968

More Yords Open

New lumber and building materials busi' nesses continue to open up across the west. Among the newest are Camp Verde Lumber Co., Cottonwood, Ariz., a new Westy's store in Chula Vista, Calif., and a new Forest Lumber Co. location in Lancaster, Calif.

Camp Verde has a wide inventorY of tools, paints, hardware as well as a good selection of lumber and hard materials they house in a large L-shaped shed.

W'estern Lumber Co. has opened a new 16.000-square-foot W'esty's in Chula Vista. The firm recently closed smaller outlets on F Street in Chula Vista and on Palm Avenue in Imperial Beach.

Ray Pauls. with Western {or 1I years and former manager of the Chula Vista store, is manager of the new Westy's South Buy.

'flre new outlet occupies more than 212 acres and has parking for 85 cars.

John D. Sullivan. Western prt'sident, said the store has two major divisions.

"A whole-.ale section {eatures lumber. plyrvood. hardrvood. molding, doors and allied products.

"The second section is a ltome cetrter rlith major departments in hardwarc. tools, clectrical and plumbing supplies, paints lnd decorator item-*. Also featured is a pre-finished paneling section."

The new Forest Lumber Co.'s 17,000 sq. ft. building is on a 3.7 acre site' They have been doing business in Lancaster since 1946. When completed this summer the facility will represent a $350,000 investment.

A. B. (Bert) McKee is president and his son, A. Kingston McKee, vice president. McKee stated his decision to make this investment is evidence of the good business Forest Luml,rer is enjoying.

Thof's How lf Goes!

Produced in Colifornio to sive you one-week delivery by truck to your yord or job site. Wholescrle discount to lumber deolers.

Lowest prices on Glu-lom CInd Potlotch Lock-Deck. Complete service tr Any size or

shope-stroiqht or curved ! Engineerinq crnd design service D Pre-finishinq with Olympic stoins.

New LEftctratutr@

Home Srudy Course

A comprehensive self-teaching course, aimed at helping lumber and building material dealer personnel boost sales by increasing knowledge of the building industry, has been developed by Weyerhaeuser Co.

ciation m embe rs, architects, builders and others by the Architectural Aluminum Manufacturers' Assn. Titled "Thermal Control with Aluminum Windo'tus," the film demonstrates how the builder can tell the heat control story most effectively to prospective home owners and cites newly compiled statistics behind the story of home heat control.

WRITE: The Merchant Magazine, 412 \ry. Sixth St., Los Angeles, Calif. 90014.

Housing Arficle Index

Poneling Cololog

A 12-page color catalog featuring Marlite's plastic-finished hardbard wall and ceiling pan-

Self-Study Construction Course,

The course, "Construction, Blueprint and Estimating Series," is designed for self study. The series contains 15 booklets and can be completed in three months of spare time study.

WRITE: The Merchant Magazine, 412 W. Sixth St., Los Angeles, Calif. 90014.

Cedor lining

New 6-page brochure describes Cedarline, a lining that has the aromatic qualities of tongue and groove strips, is easier to install and saves money. Made of 700/o arcmatic Tennessee Red Cedar, no wood fillers are added.

Cedarline comes in standard 4'x8'panels and 16"x48" panels in convenient boxes.

WRITE: The Merchant Magazine, 4\2 W. Sixth St., Los Angeles, Calif. 90014.

New Bond Deck Pottern

An information brochure on Bond-Deck in a new channel groove pattern is available from Tarter. Webster & Johnson.

Bond-Deck patterns are manufactured from white fir in either textured or smooth surface.

WRITE: The Merchant Magazine, 412 W. Sixth St., Los Angeles, Calif. 90014.

Heqf Conlrol Film

A comprehensive visual treatment of heat control through the use of aluminum windows is presented in a 20-minute color sound filmstrip offered to asso-

Under the title Homas and, Homebuilding: 7967 the National Association of Home Builders has published an index to periodical literature on housing.

The 187 page eompilation covers the 1967 issues of ap- proximately 300 popular and trade publications. Listings consist of the title and source of more than 3,500 articles arranged aphabetically by subject matter beginning with ,,Aframe construction', and ending with "zoning."

WRITE: The Merchant Maga- zine, 412 W. Sixth St.. Los Angeles, Calif. 90014.

Instolling Underloyment

A four-page illustrated folder gives recommendations for installing hardboard underlayment. Reasons for its use are: adds insulation to cut heat losses, reduces noise transmission, provides warmer floor over crawl spaces, adds strength in floor construction and bridges surface irregularities in subfloors.

Included are data on use of nails or staples and application of finish flooring.

WRITE: The Merchant Maga- zine, 412 W. Sixth St., Los Angeles, Calif. 90014.

Sound C,,ontrol Brochure

A brochure on rated sound control construction systems for partitions and floor/ceiling systems is now available from Celotex.

Detail drawings for 27 sound control systems covering floor,/ ceiling and partition assemblies are included, as well as tips for added quiet conditioning in building construction.

WRITE: The Merchant Maga- zine, 412 W. Sixth St., Los Angeles, Calif. 90O14.

eling for 1968 is available. It illustrates textured panels, decorator-inspired solid colors and patterns and high-fidelity wood- grains. Moldings are also shown.

WRITE: The Merchant Maga- zine, 412 W. Sixth St., Los Angeles, Cblif. 90014.

lnterior ldeos

The color Interior Design & Paneling ldeas booklet frorn Georgia-Pacific is an approach to the problems of successful interior decorating. It also is a sales tool for building material dealers.

ft presents answets to questions on everything from style, color, texture, patterng accessories and floor plans to financing and the reasons for asking pr.ofessional advice.

WRITE: The Merchant Maga- zine, 412 W. Sixth St., Los Angeles, Calif. 90014.

"Exferiors" Advice

Complete specifications, application instructions and descrintions of Masonite Corp.'s X-g0 siding line are given in their 24-page 1968 "Exteriors" catalog.

There are seven pages of data oR architectural and generai speciflcations and detailed ap- plication instructions for lap and panel sidings.

WRITE: The Merchant Maga- zine, 472 W. Sixth St., Loq Angeles, Calif. 90014.

Industriol Plywood Guide

Applications for softwood plywood are discussed in the publication PIAwood, FactsA Gui.d,e to Industrinl Uses.

WRITE: The Merchant Maga- zine, 472 W. Sixth St., Los Angeles, Calif. 90014.

Paneling Guide

TwentV'Flyefears Ago

As Reported in the April L943 Issue ofThe Merchant, Est. L922

Bovard Shibley, salesman for Union Lumber Co., San Francisco, recently underwent an operation and is now recovering.

A. L. "Gug" Ifoover, Los Angeles representative of The Pacific Lumber Co., spent last week visiting the company's mill at Scotia.

Clyde W. Osborne, manag:er of the creosoting dept., Pope & Talbot, Inc., lumber division, Portland, recently visited San Francisco and Los Angeles.

Lloyd D. Milne, Sigaal Lumber & Materials Co., Long Beach, has returned from a business trip to the Pacific Northwest.

H. F. Yincent, vice-president and general manager, E. K. Wood Lumber Co., San Francisco, returned from a trip to Oregon and Washington.

Lt. J. C. Snead was a recent visitor to San Francisco and Fresno. Before going into the Army he was with Wendling-Nathan Co., San Francisco.

Carl \M. Bahr, manager of California Redwood Distributors, Inc., Chicago, eastern

sales agents for The Pacific Lumber Co. and Hammond Lumber Co., visited the Scotia and Samoa mills.

Bitl Meredith, with Bauer Lumber Co., Carlsbad, Calif., before he went into the Navy, was recently home on furlough.

Stanley C. Moore, manager of Fir-Tex of Southera California, attended a convention in San Francisco.

R. E. Barto of Barto-Smith Lumber Co., Los Angeles, is back from a trip to Portland.

Percy Tlinsor, well known among old timers in the lumber business in Los Angeles, is now connected with American Hardwood Co.

Abel H. Jackson, manager of the Los Angeles office of Union Lumber Co., has visiteo the company's mill at Fort Bragg. He made the round trip to San Francisco by air.

Leon Gillespie, Northridge Lumber Co., Northridge, Calif., recently made a business trip to San Francisco and Fort Bragg.

Walter Koll, A. J. Koll Planing Mill, Ltd., !

Los Angeles, has returned from a business '' trip to the Northwest. 'i

George Loundsberry, Loundsberry & Han" .i, ris, Los Angeles, is spending a few days in Eureka. ,l

Viney Milliken Lumber Co., Covina, has 1fl1 purchased the Earl Dotson millwork plant i:l

at El Monte.

Jerry Stutz of Atkinson-Stu?z Co., Stockton, ; and Mrs. Stutz left to spend a month visit- -.; ing their son in Dallas, Texas.

Ellsworth La Boyteaux, Dolbeer & Carson Lumber Co., Eureka, is now a 2nd Lieuten* ant in the Quartermaster CorPs. ,j Russell McCoy of McCoy Lumber Co., Ife- 1: met, Calif., was a San Francisco visitor ear- '. ly this month. ni,

Frank Curran, Frank Curran Lumber Co., ;': Santa Ana, was recently in San Francisco. 4't::'',

Nathan Hart, Piedmont Lumber & Mill Co.' Piedmont, Calif., is attending Army ta,nk

school at Camp Polk.

PINE \THITE FIR

Fnodu@t you cqn use to build sales qnd profits! Fnofflfts Products, promotions qnd sq/es oids

masonry block or hollow wall material. The anchor is one inch long, takes f10 x 1" screw and is available in plastic kits including the r/+" masonry drill and also in cartons of 100 anchors and screws. Free samples are available.

Solid Wood Doors

New "Tudor" solid wood entrance door has amber cathedral glass set into antiqued aluminum grillework and deep set, solid wood paneling look.

WRITE: The Merchant Magazine, 412W. Sixth St., Los Angeles, Calif. 90014.

Tough Lift Truck

A single axle drive, rough terrain fork lift truck has been announced by Champ Corp. The 6,000 lbs. capacity Model 640 HLP has been designed for rough work.

2312", Inside design and outside edges have a new routed shape.

TilRITE: The Merchant Magazine, 4t2W. Sixth St., Los Angeles, Calif. 90014.

Steel Poneled Folding Doors

Clopay Corp. recently introduced "Steelite" folding doors in a choice of four woodgrain finishes: walnut, fruitwood. birch and sno-oak. Other finishes include textured gray or beige and white.

Available in 2' 8" ,3' and 3' 6" widths, this new door can add that extra "custom styl- ing" that makes the entry way more inviting.

WRITE: The Merchant Magazine, 4I2 W. Sixth St., Los Angeles, Calif. 90014.

New N,ozzle

A new twist in hose nozzles, the "Schnozzle." is available from Freemar Co. The schnozzle adjusts from fine to hard spray and positive shut-off. It has "sprinkle can" soaking action. And it connects directly to any sprinkler. It need never be removed from the hose so it doesn't get lost or misplaced.

Two types of schnozzle come packaged on 5'x8" cards. The Super Schnozzle #M702 is made from chrome plated die cast. Standard Schnozzle #101 is made from DuPont Delron.

WRITE: The Merchant Magazine, 412 W. Sixth St., Los Angeles, Calif. 90014.

New Vinyl Anchor

_ Fastway's new "Green for Go" vinyl anchor has a protective collar that keeps the anchor from falling into overdrilled holes or hollow walls.

A series of raised ribs run the entire length of the anchor body locking it into

Power for the new 640 is developed through a planetary drive axle with a 19.5 to one ratio, developing full torque and power directly at the wheel hub. Each 16:00 x 20 drive tire gives 229 sq. in of surface contact.

WRITE: The Merchant Magazine, 412 W. Sixth St., Los Angeles, Calif. 90014.

low Cost Instoni Ponels

An1;elus Consolidated Industries now has low cost 7a " thick instant panels which may be stained, antiqued or painted.

Vinyl on Steel Folding Doors

Thc door is constructed of full-length S-curved steel panels with laminated vinyl. The folding door has lift action handle with thumb lock, plastic glides and a mag'netic latch. Widths range from 3'2" to 4'0" and heights from 6'8" to 8'0",

WRITE: The Merchant Magazine, 4I2 W, Sixth St., Los Angeles, Calif. 90014.

Four-ln-One Moulding

Gossen Corp. is introducing a polyvinyl moulding called the 4-in-1 which can be used as a base, wainscoting, window casing or door casing. All the carpenter needs is a tin snip.

The moulding' snaps on a pre-drilled nailing strip, Door casings come in kits and are pre-mitered for 3'x7", 3'x6'8", 2'8"x7' and 2'8"x6'8" doors. Mouldings come in natural oak or birch wood grains, and in nine solid colors.

WRITE: The Merchant Magazine, 412 W. Sixth St., Los Angeles, Calif. 90014.

Vinyl Woll Pqnels

Instant Paneling Patterns

Easy to attach with brads or waterproof glue, these three patterns are available in 9 sizes each from 51/2" x 512h" to llr/2," x

Decro-Wall Corp. has introduced Town House wood carved wall panels made of self-sticking fully-dimensional vinyl. Patterned in Spanish classic, French provincial and colonial motifs, these designer panels range from simple to elegant. Used dado

Elegant Entrance Door

Beefy Lift Truck

Spanish Classic Paneling height or as a full wall treatment, they offer wide decorating possibilities.

The panels are applied in minutes by peeling otr the backing paper and pressing them to the wall. They're washable, grease and stain resistant. Each carton of six t' x 2' panels decorates 12 sq. ft., r:etails around $3.

WRITE: The Merchant Magazine, 412 W. Sixth St., Los Angeles, Calif. 90014.

Roll-A-Romo Disploy

Three roller fabrics have been created for Ideal Brushes Roll-A-Rama. Pre-priced and color-coded packaging denotes Blue Label Miracle Fabric #1 for flat wall finishes; Lavendar Label Fabric #2 Mohair covers

Corpet Stoir Runners

To satisfy a resurgence in demand fol the historic carpet stail runner installation, Kinkead Industries has added the rods to its line.

They offer 7/4" diarleter", brass-plated and black oxide rods. They come in standard 30" lengths with fasteners packaged separately. They are shipped 48 per carton while the black rods are shipped 144 per carton.

WRITE: The Merchant Magazine, 472W' Sixth St., Los Angeles, Calif. 90014.

Hondy "Touch-Up" Kit

Deft's new 8-pak of quick-drying lacquer spray stains has seven aerosol cans each containing a popular wood color: modern

fencing as well as putting up new fences. "Tite-Grip" is a specially designed clamp that attaches to the entire width of the wire (either 42 or 5L inches). It requires no bolts or nuts. And it is made of heavy structural steel.

WRITE: The Merchant Magazine, 412 W. Sixth St., Los Angeles, Calif. 90014.

Crock Repoir Compound

Rockite is a polvder-like compound that mixes with water for quick repair of cracks, holes or breaks in concrete. It is available in one, fi,te, 25, and 125 lbs. packages.

Anchor bolts and similar items are firmly set in 15 minutes. Rockite may be used at temperatures below 25 degrees and does not shrink.

WRITE: The Merchant Magazine, 412 W. Sixth St., Los Angeles, Calif. 90014.

PVC Molding Disptroy

Aerosol Stains

walnut, walnut, Salem maple, honey maple, fruitwood, cherry and mahogany. The eighth can is semi-gloss clear finish. They touch dry in 30 minutes.

WRITE: The Merchant Magazine, 412 W. Sixth St., Los Angeles, Calif. 90014.

Froming Ancho,rs

Trip-L-Grip framing anchors, manufactured by Timber Engineering Co., utilize nails in shear in three different directions.

Roll-A-Rama Brushes DisPlaY for enamels; and Gold Label Fabric S3 for exteriors and rough surfaces.

The merchandise comes packed in a selfcontained conugated case which instantly converts into a bright impulse creating point-of-sale display, color coded to match the packages it contains. The merchandise is ser-viced each vreek by Ideal.

WRITE: The Merchant Magazine, 412 W. Sixth St., Los Angeles, Calif. 90014.

Mosonry Repoir Compound

Aqua-Dri Plus with epoxy, a masonry patching compound, is an ultra-strong, bondable-to-anything repair mix. Add water and the product is ready to be troweled on quickly.

A 12 lb., one gallon can covers 24 sq. ft. Retails for $5.95.

WRITE: The Merchant Magazine' 412 W. Sixth St., Los Angeles, Calif. 90014.

Three

Manufactured of 19 gauge galvanized metal, the framing anchors are supplied rvith 11 gaug:e, l1/+" long nails. The product comes in three different types with a right and left hand for each tYPe.

WRITE: The Merchant Magazine, 412 W. Sixth St., Los Angeles, Calif. 90014.

New Fence Stretcher

Assemblers, Inc., has introduced a product that eases the job of tightening old

Molding Display

Trim Squore

A space - saving display unit for Marlite PVC moldings, requiring only 2' x 2' of floor area, is availale. The display provides space for product information and 16 tubes of PVC moldings. PVC molding is economical and provides a means of making a second, tie-in sale with each order of t7n" paneling. PVC molding is available in 8' lengths and in six shapes to solve every paneling situation.

WRITE: The Merchant Magazine, 412 W. Sixth St., Los Angeles 90014.

The Estwing Mfg. Co. announces the "ner.l' Trim Square," pocket sized of lightweight aluminum alloy. No. ETS 1 lists at $2.98.

The square is carded for easy selling. It can be used in place of a mitre box, cuts trims and mouidings fast.

WRITE: The Merchant Magazine, 412 W. Sixth St., Los Angeles, Calif. 90014.

Shower Soves Spoce

The "Corinthian", by Showerfold Door Corp., combines the Empress Shower door with a new rounded Marblemold shower receptor. The Corinthian takes up less space than the conventional square or angle shower stall, thus making a smaller bathroom area more spacious.

WRITE: The Merchant Magazine, 412W. Sixth St., Los Angeles, Calif. 90014.

Hydroulic Pollef Truck

The Nalpak Corp. is marketing a fully hydraulic pallet tr-uck in a variety of lengths from 30" to 48" and' 2U' to 27" widths. Features of the truck include one

WaY Frame Shearing

, piece, box frame constructionl 200 degree - steering; floor saving wheels and bright -safety yellow color.

Model 2500 has a capacity of 2500 lbs. , Model 4500 has a 4500 lbs. capacity. Special sizes and capacities are made on request.

WRITE: The Merchant Magazine, 4L2W. Sixth St., Los Angeles, Calif. 90014.

Rufi-Cut 44 Siding

Pope & Talbot, Inc., have introduced a Ruff-Cut 44 plywood siding with the pattern

and texture of 1'x 4". The face of RuffCut 44 panels is formed of mismatched strips 3}6" wide, laid vertically in a random pattern. Rustic rough-cut sur{ace is then applied.

Rough-cut is available in panels of 4, x 8', 4' x 9' and 4' x 10'. Standard thicknesses are Ye" and %'". Pope & Talbot, Inc., offer three other siding styles in addition to Ruff-Cut 44.

'WRITE: The Merchant Magazine, 412 W. Sixth St, Los Angeles, Calif. 90014.

Wodorn lulrlbor t lulldlng llbt rlot3 ttElGHAllt

Add Spoce wilh Murols

Ilerets a way to use murals to create a feeling of spaee in confined areas. Take a scenic, panoramic mural and wall-mount it

Decorate with Murals in approximately two and one-half foot widths and separate the mural strips with vertical dividers. This creates the illusion of space.

WRIIE: The Merchant Magazine, 4L2 W. Sixth St., Los Angeles, Calif. 90014.

Hqrdwood Coil Noiler

Bostich Model N2BA coil-feed nailer is specially designed for use on hardwoods.

For brochure and price schedule 643. Northridge, Cali{ornia 9'1 324.

Special piston design and cast aluminum body provide dr{ving power for one-stroke countersink nailing.

Bostich Coilnails used by the nailer are in nine different sizes of standard, full head nails and are packaged 250 or 300 nails in one coil.

The nailer can be fired in any position' including toenailing and with touch trip or semi-automatic firing techniques. Only 60-90 psi pressure is required for optimum performance.

WRITE: The Merchant Magazine, 4L2 W. Sixth St., Los Angeles, Calif. 90014.

"3 in |" Fqsfener

The new "3 in 1" fastening tool from Berryfast, Inc., drives staples, T-nails and full round head nails by fast magazine changes. It loads 200 staples, 160 T-nails, 75 round head nails, up to 2Y2".

Nails and Staples Fast

The fastener is rated heavy duty, rapid fire, seven fasteners per second. The tool is conpletely portable, husky but lightweight.

WRITE: The Merchant Magazine, 412W, Sixth St., Los Angeles, Calif. 90014.

AHA Remodeling Kits

"Better Because It's Hardboard" is the theme of the American Hardboard Associa-

Kits Promote

Theme

tion's 1968 Home Remodeling Promotion. Kits promoting this theme include streamers, overwire pennants, price stickers, bill enclosutes, ads and ideas folder, four different consumer folders and newspaper publicity stories.

A survey of dealers who took part in the 196? national promotion showed 98.5% set up showroom displays and 75% reported that the promotion aroused interest and stimulated business.

WRITE: The Merchant Magazine, 412W. Sixth St., Los Angeles, Calif. 90014.

Remodeling

Adlusroble Shelving Hqrdwore

E-Z Shelving Co. has a line of adjust- able shelving hardware. Featuied is the bracket clamp assembly consisting of twin clamps of malleable iron castings and a bolt and nut.

Mognetic Bulletin Boqrds

Joanna Western Mills has introduced three self-display merchandisers for its assortments of magnetic bulletin boards. The

'

Custom Designed

The horizontal brackets are made of 12 gauge steel. The bar supports arc 3116" steel. The uprights, or standards, are made of 14 gauge steel and need not be set horizontally true for leveling of the shelves,

As a service to customers, E-Z wiII custom design your storage space facilities for efficient useage.

WRITE: The Merchant Magazine, 412W. Sixth St., Los Angeles, Calif. 90014.

'68 Foint Sfriper

The 1968 Cooper-Stanley Paint Striper features a swing arm that allows use of

Paint Striper Features New Swing Arm the spray head on either side of the unit. The Striper applies a four-inch stripe. Striping outdoors costs as little as yz| per foot and outdoors for 1l per foot.

The two-gallon paint container sprays one gallon of paint for more than 650' outdoors when pumped to 25 lbs. pressure. The Universal Swing Arrn can be extended six inches in length and is adjustable in height.

WRITE: The Merchant Magazine, 4L2 W. Sixth St., Los Angeles, Calif. 90014.

Home Accessory Line

American Tack & Hardware Co., Inc., has entered the home accessory field with bathroom accessories, hooks, door knockers and soap dishes. The new lines are called "DecoRoom Necessories.tt

\MRITE: The Merchant Magazine, 412 W. Sixth St., Los Angeles, Calif. 90014.

Bulletin Board Merchandising Displays units are designed for counter merchandising, for use on peg boards or as a floor display in high traffic areas.

WRITE: The Merchant Magazine, 412 W. Sixth St., Los Angeles, Calif. 90014.

Rolling Mirror Unit

Flexibility and decorator design keynote the Broadview Rolling Minor unit introduced by Miami-Carey Div., The Philip Carey Mfg. Co. The basic Broadview, available in gold anodized or natural anodized aluminum, consists of large twin mirrors. Broadview mirrors are plate glass, twinground, electro-plated, copper-backed and guaranteed for five years against silver spoilage.

WRITE: The Merchant Magazine, 412 W. Sixth St., Los Angeles, Calif. 90014.

Shelving

Brush Industrial Lumber Company

A

THERE

United

mind.

(1500f & 1200f DF green)

Transits and Mill Order Fir and White Woods

Moy ls Home lmprovement Month

All of the, sponsoring ,groups involved i; tt l, promotion of National Home Improvement Month, being held in May this year, urge all connected to plan to tie-in with the promotions and programs they offer.

_ The Home Improvement Coordinating Committee has already distributed nearly 90,000 copies ol "Cuide Lines lor profit.,, The catalog was designed to help both builders and lumber and building materials dealers.

Thirty-two national manufacturers of building products and cooperating trade associations are co-sponsors of the program. Any -_of them may be contacted for further information u"d ilurr. to sell home improvement to your customers.

W'e at The Merchant Magazine invite you to contact us if you want information or help in contacting the associations or fiims involved.

Also, why not take a look at the excellent planning schedule we have for you on pages B and 9 of this issue. While it was prim_arilydesigned to be used as a paneling sale program, it could easily be used to plan and carry out other pro*otiorr..

Study Millwork qt Home

The National Sash & Door Jobbers Association is re-opening its newly revised home study course in millwork. Thev offir thii unique-home correspondence course in cooperation with Michigan State University.

The program covers all phases of millwork products, including material take-off and blueprint reading. There-are twerve sectiori or chapters which -require an average of six months to completg !e-a{ing to a Certificate of Completion issued by Michigan'State University.

MERCHIANDISING THE'IAES ANNUAT

(Continued, lrorn Page 14) to offer them in the way of advertising and merchandising assistance and then make use of it."

The LMA Convention opens Sunday, April 28, with a golf tournament for men and women. The site will be Tahoe Paradise Golf Club with Hudson Lee acting as general domo. He'll have refreshments on hand and promises to give pointers along the way to all once-a-year golfers.

Manufacturer - sponsored receptions will be held Sunday and Monday evenings and the closing luncheon on Tuesday will fea' ture the presentation of awards to out' going officers and directors as well as plaque awards to the first winners in the LMA-Merchant Advertising Contest detailed here and in last month's Merchant.

Among the speakers at the convention will be keynoter Robert T. Monagan, California Assembly minority leader; William A. Mehler, Jr., Armstrong Cork Co.; Rus' sell Ells, president of the National Forest Products Assn.; and a special panel o{ marketing experts chaired by Merchant editor David Cutler.

The convention is open to all northern California and Nevada dealers as well as manufacturers and suppliers. Interested persons should contact Bob McBrien at the LMA office. 4546 El Camino Real, Los Altos. Calif.

AD CONIEST JUDGES

(Corutinued lrcnn Page 14)

:inc and the Lumber Merchants Association of \orlhenr Calilornia.

'fhe winner-" will Jre announced and plaques awarded at the special awards luncheon, April 30, during the LMA annual convention. There will be fir'e divisions of judging, each based on approximate gross sales.

Winning entries will be on display lhroughout the convention.

Heading the judging panel is David Cutler, editor of The Merchant Magazine.

Other members are Edward A. More,

RED\TOOD MOULDINGS

western marketing director for the For' mica Corp. More has served Formica in various marketing and advertising man' agement positions since joining the company in 1955 as advertising manager.

Terry Mullin, the retailer on the panel, is the president o{ the Tarzana Lumber Co,, Tarzana, Calif., and a past president of the Lumber Association of Southern California. An active figure within the lumber community. Mullin is one of the

leading retailers in the southern California area.

Jim Cooper, president of Cooper, Davis and Co., is a former wholesale and retail lumberman who now heads his own ad' vertising agency. A recognized expert in merchandising wood and wood products, he is uniquely qualified. His agency has won widespread recognition for their hand' ling of the Wood Information Bureau, a union/management promotion fund.

ls This Your Copy of The lterchant?

If it isn'to wouldn't you like to have your own copy of The Merchant delivered to your home or office each month?

Don't tniss a single ualuable issue!

Edited FOR Westerners BY Westerners, the Merchant is your only knowledgeable source for:

{In-ilepth reporting of dealer

actioities

1f Current trade news

{Factual stories ol real read.er interest

{Merchandising i'deas

{ Conplete industry cooerage

{ Social actioitias

{ Editorials

{Technical leatures

Clip and mail today to: THE MERCHANT

412 West Sixth Street Los Angeles, California 90014

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

YES-.|'d like to hove my own copy Pleose enter my subscription for: n I yeal $4 I 2 years I 3 yearu $l $l

IMv I Bill Me tr Bill My Compony poyment is enclosed

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GOOO EDIIORIAT

Dear Dave, I thought your coverage of the Economic Council was very factual and accurate, and I particularly enjoyed Al Bell's editorial supporting a wood promotion program.

As you know, I have been rather deeply involved as Chairman of the Board of WMI, so was glad to hear the kind words. Very Truly Yours, Al Baxter President

J. H. Baxter & Co.

1700 S. El Camino Real San Mateo, Calif.

HAWAII REACTION

Dear Dave:

Appreciate your sending the extra copy of the February issue of "The Merchant." I beIieve you covered the results of the Economic Council meeting very well, and the report was in good style, as usual. The article on the social functions was interesting, and the report on our tea house party was nice, and I believe everyone had fun although it poured rain just before the start of it. Am sorrY that our weatherman was not more kind to the group this year, but even so, most everYone enjoyed their stay, Was very interested in the Editorial on the proposals set forth at the meeting, and of the forthright recommendations that were made in this Editorial. Hope that everyone will now get off the dime.

Aloha and best wishes.

Sincerely,

Clint Hallsted President & General Manager Honolulu Wood Treating Co.

GOOD NEWS COVERAGE

Dear Dave,

Congratulations on your comprehensive reporting of the Economic Council meeting in the Feb. issue of The Merchant. This is the best coverage I have read on the wood industry's most important meeting in Hawaii.

Your interest in the recommendations of the 1968 Economic Council of the Forest Products Industry is most appreciated. If Wood Marketing, Inc. can be of assistance to you and The Merchant magazine, please contact us. We enjoy working with you and Al Bell on promotion plans for the wood industry.

Sincerely,

Paul Beattie

W'ood

Marketing, Inc.

5464 Wisconsin Ave. Chevy Chase, Md. 20015

Wolcrn lumbcr & luilding llctcrlalr ilERCHANI

FltLlNG & SHIPPING your order efficiently comes noturolly ot Som V/ingote's. A good, complefe inventory of wholesole lumber ond cut stock is olwoys on hond. Plus complete surfocing & re-sowing focilities. Five big trucks ore reody to roll with your order. Why not coll us now?

Wood Moulding Group Expo,nds

A modern new logotype and namechange highlighted the Western Wood Moulding Producers semi-annual meeting.

The official name now is W'estern WoJ Moulding and Millwor Producer's, Inc.

WESTERN WOOD MOUTOING AND MIIIWORK PRODUCERS

New Association Logo (WWMM), giving western millwork manufacturers the opportunity to join. Formerly, the association represented only western producers of wood mouldings.

The new logo, or insignia, is a stylized "V/M," representing mouldings and millwork as modern, adaptable products suited to today's markels. The versatile "WM" can

mean wood mouldings, western mouldings, wood millwork or western millwork depending on how a member wishes to use it.

Final revision of a new glue testing and standards program (Performance Standard for Adhesives used in Non-structural Glued Lumber Products) go into effect in May.

Hordwore-Housewqre Sqles Soa,r

The 19th annual Western States Hardware-Housewares-Paint & Garden Supply Show held in San Francisco recently set new buying and attendance records. Buyers from as far away as Bellingham, Washington, and Honolulu, Hawaii, saw merchandise and promotional plans from 350 manufacturers.

Recorded sales soared to over $290,000, a l7 pcrcent increase.

Optimism keys this business year judging from comments by exhibitors and buyers. Dealer interest was hieh. Seamless floor covering. garden prodrrci, and power equipment, electrical items including swag lamps, found favor with buyers. Batteries

drew interest as numerous cordless appliances and battery operated toys are now on the market. Products not new to dealers were dressed up in new packaging.

CIASSIFIED ADVERIISII{c-Position Wanted g2 a line, minimum $4,50. All others 93. a line, min. 96. Two address lines (your address or box no.) count as one line. Deadline for copy is 20th. Box numbered ads $l extra.

POSITION WANTED

CTASSIFIED ADVERTISEMENTS

GOOD #2 MAN for dealer or wholesaler or SpECIALIST in (a) sales, .(b). credit, or (c) buying (lumber, hardware, paint, building ryaterials). Young, alerb. Prefer Bay Area. phone SaS-Sget or Write Box 170.

FULL CIIARGE lumber bookkeeper wants part time employment in Los Angeles area. Write Box 1?1.

LUMBERMAN, sober, industrious, 20 years experience. Seeks employment in either retail or wholesale operation.-Excellent background, Resume on request. Write P. O. Box g0b, Bellflower, Calif.

HELP WANTED

FAST GROWING chain lumber & hardware discount stores seek- ing exper. retail lumber salesmen, managers and asst mgrs. Excellent oppor. for advancement. Top pay, pensions, profit sh-aring, insurance and other benefits. Send iesume to Box 100.

ESTABLISHED MANUFACTURER wants experienced represent- atives to sell plastic finish hardboard wall panels, decorative filigree hardboards, contact cements and panel mastics to wholesalers of building materials. Several large potential volume areas open. Send complete resume to Box 1?3, Wester"n Lumber & Building Materials Merchant.

EXPERIENCED LUMBER trader desiring a change. Immediate opening in established Eugene, Oregon, office. Good opportunity and working conditions for producer. Reply giving complete resume and salary requirements to Box 1?2.

PALLET SALESMAN exper. in selling pallets to industrial acc,ts. Commission plus auto allowance & sales expenses. Call for ap- pointment. Hunter Woodworks, 1285 E. 223rd St., Torrance, Calii., phone (213) SPruce 5-2544 ot TErminal S-b6?1.

EARDWARE DEPT. MANAGER, western lumber and hardware co. needs top man to Prefer someone familiar with lumber sales. Box 167.

Los Angeles head hardware Send resume.

BUSINESS OPPORTUNITIES

Names of Advertisen in this Department using a Box Number cannot bo released. All replies should be addressed to the box number shown in the ad in care of The Merchant, 412 W. 6th St., los Angeles, Calif. 90014.

INSTANT MONEY

Well-financed, reputable concern wants to buy lumber yardslandbuildinginventory, all or part. Consider a joint venture? Prefer Los Angeles and Orange County. WiIl consider all proposals. Not a broker. Principals will contact you directly. Mrite M. R. Lawton, c/o The Merchant Magazine, 412 W. 6th St., Los Angeles, Calif. 90014.

PROPERTY for sale and/or lease. 5 acres near Del Amo and Bloomfield in city of Cerritos, Calif. Ideal for lumber or milling processing plant. Contact Frank Ruggieri, c/o of San Antonio Construction Co., P. O. Box 387, Williams, Calif. 95987, or (916) 473-5381 or (213) 773-4503.

LUMBER AND building supply store for sale. Mendocino County. Includes 3 bdr. res. 2 man yard. Contact P. O. Box 6, Calpella, Calif.

SERVICES OFFERED

JOIINNY THE LUMBER LOAD SIGN PRINTER

Specializing in paper danger flags, side-load signs, job cards, etc. John Weiler's Printing, 14417 Harthorne Blvd.. Lawndale, Calif. Phone (218) 676-7522 or 676-2293.

LUMBER HAULING

C Q TRUCKING COMPANY, (213) RA 3-655? and (218) RA 3-2138, 7151 Telegraph Rd., Los Angeles, Calif. 90022.

EQUIPMENT FOR SALE

retail VARIOUS LIFT TRUCKS, straddle trucks and B-axle lumber dept. trucks. Rip and cut ofr saws and lumber yard equipment available Write in the closing of our lumber yard operations. Call collect for details. Gamerston & Green Lumber Co., 2001 Livingston St., Oakland 94606 (415\ 534-6464.

1955 18' UTILITY 10" brakes: sood (7I4\ 827-5900.

FORMER LUMBER building material dealer partner will buy into progressive firm. Highest character & business references. Resourceful. Age 41. Northern/Central Calif. Write Box 169.

FLATBED: 2 stationary lumber rollers on bed; rubber, t0 x 22 tires; 91,500; contact H. O. Lee

HYSIER SPACE SAVER model RT-IEO 42877;15,000 lbs. rating; GRD 214 International engine. Call (714) 477-gL0I.

B@NI\TNGTON t8^''iR+

Wbolesale D;stributor to Retail Yards

> PONDEROSA ond ) DOUGTAS FIR ) SHTNGLES ond LATH SUGAR P|NE )PTYWOOD ) REDWOOD

430 Fortieth St., Oakland Phone: Olympic 8-2881 T\ilX: OA-410

(Mailing address: P.O. Box 3041, Oakland, Calif.)

BDDIYOOD N

ABORIGINE I.UMBER CO.

AMERtcAN HARDWOOD CO.

ARCATA REDWOOD CO.

ASSOCTATED REDWOOD MlLl.S

SOUTH BAY LUMBER CO.

SALES & DISTRIBUTION YARD

HAWIHORNE, CALIF. 90250 os 6-2261 SP 2-5258

GOTDEN GATE I.UMBER CO.

GREENFTEI-D & soN, H. M.,,...,..............,..,.,.,....., GRIFFIN IOREST PRODUCTS GUATAI.A I.UMBER CO.

{a PEIRCE TUMBER CO., A1 """" " i; PEU.A ARCHtrEcruRAL PRoDUcrs 9 .62 R

REDWOOD COAST TUMBER CO.,.............,.-- ......-'..... ROSBORO I.UMBER

CAI-IFORNIA I.UMBER INSPECTION SERVICE --........

CATTFORNIA SUGAR & WESTERN PINE AGENCY ., cAPtTOt- PIYWOOD

cARtow coMPANY .,-.......-.-...,.....

coAsT PI.ANTNG Mlil-

COASTAI. WHOI.ESATE TUMBER

CONNOR IUMBER SATES

CRAIG BUYING SERVICE

DANT FOREST PRODUCTS DANT & RUSSE I.[

K/D CEDAR SUPPIY co.

KII,GORE, ROBERT P. KOPPERS CO.

TAMON LUMBER CO.

I E

t-A5HEY LUMBER, lNC. -........

rooP r.uMBER & MlLL co.

MocBEATH HARDWOOD

MAPI,E BROS.

MARQUART-WOI.FE I-UMBER CC.

AAARTINGATE PAPER CO.

MASON SUPPI-IES, INC.

MAsoNtrE coRP.

MIAMI.CAREY DIV., PHII.IP CAREY MFG, CO. -,

FOSTER FOREST PRODUCTS FOUNTAIN, ED, I.UMBER CO.

MUt,I-EN I.UMBER CO., FI-OYD

MUTUAT MOULDING & LUMBER CO. ............., E l

PACIFIC-MADISON TUMBER CC.

PADUTA LUMEER CO. ...-......-...-..

pAN-AStATtC TRADING CO. -.... -.......

PAUT BUNYAN I-UMBER CO. PEERTESS tUMEER CO.

tOS ANGEI,ES

IUASER AND I.U'{8EI PNODUCIS

Ama.l6 Hodwood Co. ---.-.-.---....-..-J19-1235

Alotc Rcdwocd Co. (Ka Conwoyl....-.-WEbrta

BUYER'E GUTDE

SOUTHERN.CAI.TFORNIA

5on Bcmordilio- R[y.r3ido- ] .l Sonlo Ano Arrc ,l

llls.lunbs €o., Inc.

lmlr-Sconlo, Inc.

Arclold Rsdwood lrtllls --...--gVc6reot

E 1,. Erucc Gc. {Jim

Arrclold Rsdwood lcugh Fo.$t Prod! Produds Corp. ...-..-....-(2131 330-7a51 o., Inc. --*RAynond 3.1681-3-3154......-..-..-.....--...-(7rfl 525.353r r McFoddm)...-.---12131 622-98,,5

luh lndurfrlcl lumbcr Co. --..-.-...RAymond 3.3301

Golifqnio Dq Co. of L.A. -;.--...-...(2131 588-2lal

Crcrfod Lumbc, f. M.-.*...-..-.-......-..*.J71-2161

Doolcy & Co. -.-...---..;.--.....-EDg.wood

Eoffwcod Crmpony, Th. -.--.-.-.*.-----l7t1,t 538-8821

Corlow Cmpony ..*..TAtbor 5-0622

Colifomio Door c'. of [.4. -*.*._.._--:l7tit 925-tgtl

Evffi ?|!drcb Co. (Plywoll Dtv.l ...-..-(7t41 Zg7-0651

Golgio-Pociic Wqehour *.-.-...OVqlond 4-5353

Horbor lunbcr (At Wilrcnl --.--....-..OV 4-8956

Hobbr Woll lunbe Co., Inc. -.--------...541.5192

EvoE Pr€ductt Co. ---...-*.-.--.-.-...(21

Eslcy & So, D. C. ---..i...-..-...IAynond

M. ...-.....--...(2131 l{Urcy 4-26t0

Huft lumbcr Compony ...-..........-...-..-.....jpruc; 3-4846 torhl.y, Dqvld E. ...-..-..-...-.--...-..-..-...Chopmon 5-8805

Lor-Csl Lumbor .-(2t31 rudtw 2-53t1

l{diquort.Wolfc lunbcr €o. --..-.-..-......-{2t 3) 625-1 19 1

It{ullcn lsnber Co., Floyd

llgtuql Molldlng od lumbcr Co. -......-...FAdlty l-0877

Ncth Lumb* Sqla, A. W. ...--...-.-..-.._.----dlz-tzeo

Osrood, Robsi S. ......-........-......-.-..-...DUnkirt 2-8278

Pcl!c f ir 5o1a.....-...-.-..................-.-.--.-...AtUrrcy 2-3533

Poclic kmbcr Co.. The ...........-..-CUmbatond 3-9OZg

Focfic.l{adls lsmber Co. .-.--...-.-.--.-..*N6 3-2292

Pon Arfatic lroding Co., Inc. ..--.......-...Rlchnad 7-7521

Pclro Compcny, Al ...----------............-Nkodq 6-l OO9

?cnbcrthy lunbcr Co. -..-....---..........-...Ludltr 3-4511

Round: lunber Co. .......:...--."...-.--.----...---..-..1'/'5-2996

Sonford-lurrler, Inc. --.----......--..--....-...AXmlnsfer 2-91€l

Slmmor Hqrdwood Lumber Co. .......-...Spruco 3-l glO

!"ulh Bqt Redwod Co. .-............-..---.......Sprins 2-5258

Stohl Lombq Co. ...........-.......-.--....-..ANsdu; 3-684,(

Wcycrhodrcr Compony ...............-..---..Rlchmond g-545t

-.-Woplpurc (Anohclnl .......-......---.....pRqpect 2-5880

Whirlc Hordwood., Inc........--..-.....-. -.-.-.--......:_--Z53.1S2l

Wholctqle FoGt Product3 ..583-6013

. TREATEDI.UIIBER_POI.EHIIINGS_TIES

lclc & Co., J. H. --DUnkirk 8-9j91

KoppcE Compqny .-._..(2131 g30-2960

lrcoiad Polc Bulldcft ......._......-.-.--._------.-l7til 986-1166

MI t !WoRK-DOOR$_MOU| DtNGS_ BUI TDING MATERIAITHAMWARF-PAI NT

A$oclqt€d l{oldlng Co. ...-..........-........---RAynqd 3-3221

lclifcnio Dor Co, of L.A. ......._......-...(it31 5SS-2t41

Cqdry Compqny --....pl*dnt 2-3t36

l*up Doc Co. ...-......-....-.........-----.......(2t3t'eSS-fOOO

Moplc Bu., Inc. ....-.-..-.........--..-.--..-OXbiw 8-2536

llcm Suppllc. Inc. ...__-...._.._.--..._.....--ANgelur 9_O657

Nordohl r*msfcturing Co. -..---..........--...._.._-..819.2675

Pcflq Archifccfurol Prodocts, lnc. .--..--.....(2131 771-2lOO

Pllhbursh Poinh ......._____..................-(2t3) 379-8373

Sho&mrryn Corp. _.___-____.._...............|tt il 525_353i

so-Cql Crmmqciql Sred ..._.--.......-._..-.(213t 685.5t70

StEn Door & ptywod Gorp. ......--....CumUqrirna f-giZi

Su!6.q FiEpfG -..-.--..-.......626-0167

lorlcr, W€bet!? & Johnson ___--.......-...ANgclui l.ZZgt

I-dfcr, We!3tq & Jofirrq (Spcclolty Dtv.t AN g-9351

Woodlod Product Ca. ...-....-..........(71ltl YUkon 6.7981

sPECtA[ SERVICES

A.rociotad llolding Co. -________--....RAymond 3-3221

B6tor Atfs. Co.-._......_............................-..:........87!i1 I 63

Building- -Materiol Dotqr Crcdit As:n. ..--(2t 3) 392.7151

Collf.-_lbr, lnrpcctton Scrylcc ...-....NOmqniy 5-5431

91rlp Norlorot .-...........17111'992-96i7

Coort Plonlog Mlll.-.--..-.-.........--........_..JtAdion 2-l I gl

Croig Buyins Swice ..................-..-..-.--..----.-.-----780-177O

Hunl* Wodworkr .....--...._......_.._.-_..-..-Spruo 5-2544

l ofh.||y Lnt-A.SHll ...-......-......-..-.......12t3t 3Bt-5255

l{loml-Con1 l,tb. Co. ..._.............._.....-_:....-:...77]9-gsll

NolPdk corp. ..--..(2131 tUdtow 3-1056

lcaal Indurtrl.. ...-....(2t31 23r-tGl3

Rcpo lndurficr, Inc............-......-.-......-.-....__..-eSg-ZeSZ

IUA{BER HANDI.ING AND SHIP?ING; CARTIERS

Grrnficld & Son, Jnc,, H. l . ...--..-J,tEyqdd 6-17g?

lnlond Lumb* Cmpony -.-------.._TRinity 7-2001

J63up Door Co. -..-.-.--.---.--.-..-._(2131 691-1965

Kcy Corpomtlon ..--...--.*...AZC-ZO6O

lrlorquorl-Wolfe lunbor Co. -..---..-...(21 31 62i-l 191

So-Cal Commqctql Sie€t *_....__.-____-.-l7l al g25-6770

Tortcr,. Wcbrtcr & Johnso _-.._.-_.......tRlanitc O. t 5SO

Twln Horbon lumber Co. ..--.*--.----.---l7l1t- 542-9086

SAN FRANCISCO

I.UMBER AND I.UIABER PRODUCTS

Arcoto R€dwood Co. -.--..-..-.....-..---....-..YUton 6-2067

Evon3 Producb Co. ...............-..-.-....-.--..-...._...826-2/all

G@rsiq-Pq_cinc Cgrp. .................-...............(41 5) 871.9629

Holl Co., Jqm.r L. ...-..-..-..-..--.-..-...........Sufrr l-2520

Hqf inon Atockin lumbcr Co. ...-......-..-...(4151 167-g110

Horbq lumbar Compcny ...........................-ytJ*on 2-9727

Hlggins [umber Co., J. E. ...-......-..-.......VA1*cld 1-g71l

Hobbr Woll lumber Co., Inc. ......._......_Flltmore 6.6000

lomd Iunbcr Co, ...-.......,.........._......_...Yuhon 2-,1326

t\AqcBoth Hqrdw@d Conpony ..............-.-J(l..ioa I -0722

Pacinc lumbor Co., Thc -....-771-1700

Sllmqrco, Intcrnoflonol .----_-_._..........-.-.---_.-.776-12OO

I_qrler,,W.t3t.r & Johnron, Inc. .....--.....pRorpect 6-lt2OO

Union lumber Compony ..SUfiq l-6170

Uniled. Stofq - Plywd Corp, .....---.........--.JUnipcr 6.5005

lVendling.Nofhon Co, ..........._....---..._.-..-.....-SUitcr l -5363

sAslHooRs-wt NDows-l out Dt NGs BUII.DING MATERIAT$-PAINT_HARDWARE

Cqlovcrqc Cenont Cr.....-...-,-..-....-.......DOug1 q 2-1221

TRFATED LUI,BER-POIES

Holl Co.. Jomcr

SPECIAI SERVICES

Gllbreoth Chenicol Go. --Sutter t-7532

Redwood Inspection Seryice ......--..-.......EXbrook 2-7880

GREAIER BAY AREA

IUMBER AND I.UA{BER PRODUCTS

Alkinson-Stutz Co, ..-....-...-......-......-......-......-...345..| 621

Boldt-Bmom lumbor Co, ...........-..-..-..-(415, 527.3111

Bonrcfl Lumber Co. -.-......-....-.--.....-...(415) 328-1770

Bonnington lumber Co. ......--..-......----...Ol,ymplc 8-288t

Col-Pocific 5016 Co.p.

Colif. Sugc & W6tdn Plnc ...-..-.,-....Dlomorld 2-1178

Coo3tol Wholesole tumber --...-.-----..-.-..-.-(415) 538-/878

Pocf ic Fir SoLa.-............-..-...-.-....----.-...VAndvke 2-2181 Simpson fimbcr Co.----......----.....------..----.-l7O7l 822-0371

Soulh 8oy Rcdwood Co. -..----.---.........------(21 3l' SP 2-5258

Tocono lumbcr Sols, lnc. ...-.......---..---VAndyke 2-3601

ANDERSON

Klmbcrly.Ctorl Cqp. ...---..........---........-..(9f 6) 365-766f

Poul Eunyon lumbcr Co. --.--.-365-2771

AUBERRY

King't nlv.r Lumber Corp. ...----......---.-....(2091 855-2522

BAKERSFlEID

Georgio.Pocific Wofdrou3r .....-.-...-.......FAlwtu 7-7771

U.S. Plwood Corp. ........----...-......-.--....FAlwlq 7-Tt36

CAIPELtA

Crowford lsmbcr,

Holllnon ltodrln Lumber Hcxborg lunbcr Sola. ber co. ...-.....--....-..-.-..685-4506 .sP 5-61 07

CUGENE

Frcmont For6i Producfs .......-......-.......Dtomond 3-9267

Goclo-Pocific Corp. ...-..-.--...-.-.--.......(5031 315-1356 coLonADo

Co. l l 4-9158

Cmofo-Poclic CorD. -...-..-.--.--..--.------.-222-5561 Pltttburih Polab ...*---.- (5031 232-5188

Tvfn Horbon Lunbcr Co. ..228-1142

Tumoc lunbc Co. -.....-..........-..........-.,.CAplrol 6-6661

U,S. Plywood Coryr. ...-..-......-..........-..-...CApllol 7-0437 Wqrrhounr C.. .......-..-,.....-..-...............-.....226-1231

sAlEl

U.S. Plwood --.---...(5031 585-1336

3PN!NGFIElD Robore lurntpr Co....---.......--.,...-.........(5O31 716-9111 rrVqrcrtoourc Co. .......-...,................-.......(503) 7 16-251 | vENETA f nf I Pop.t/Lors-B.ll Dlv. .......-.-....-.......(5031 935-221 5 IDAHO

BOISE U.S. Pfywood ..-...........(208! 312-3556

IDAHO FATTS U.S, Plywood luililrrluiltilil ROCI(Y fiIOUNTAIN STATES wYoxltNG

CI{EYENNE Boddineton-Ch.ycnn., l||c, ...-..-......-.......1307) 631-7936

tARA'IAIE

Norfh Pork Tlmbcr Co. -.*..*.*.-...13071 712-6186

IIruro SOUTHWESTIT

OBITUARIES

ARIIOIII HARYEY REYSA

' Arnold Ilarvey "Art" Reysa, for the past 24 years a salesman for Mason Supplies' Inc. in Los Angeles, died Feb. 19.

He wis born in Cedar R^apids, Io'wa, in 1896 and had been in sales for California Portland Cement Co. before joining Mason Supplies.

Mr. Reysa was a member of the Carmelita Lodge in Pasadena of the Free & Accepted Masons. He was a member of the MarS Club and the Old Timers and was voted Man-of-the-Year by the Mars Club.

' Surviving him are his widow, Jessie, of their Sherman Oaks, Calif., home and a son, Donald 8., of Dallas, Tex.

LAWRENCE C. CROWDEN

Lawrence C. Crowder, manager of The Austin Company's forest products division in Seattle, 54, died January 26, of a heatt attaek.

A native of McNary, La., Mr. Crowder joined Austin in 1967 after 26 years in engineering positions with leading companies

in the pulp and paper industry, inbluding 10 years as chief engineer of the SL Regis Paper Company's central engineering div. , He is survived by his widow, Earline, amd five children: Mrs. Thomas Diekmann, of Ellington, Conn.; L. Carl Crowder Jr., of Orlando, Fla.; Mary Kate, t2; William, 10; and James,4, the latter three at home.

SHARLES B. CRllSS, SR.

Charles B. "Charlie" Croeg Sr., prominent civic and industry leader and head of Truckee-Tahoe Lumber Co., died at his Dollar Point, Calif., home March 2, of a sudden heart attack. He was 65.

Mr. Cross was a member of one of California's oldest lumber families with roots going back well into the last century. A native of Hanford, Calif,, Mr. Cross spent his early years in San Francisco where his father operated Cross Lumber Co., then located in the rough and tumble Embarcadero District, Later, the family moved to Merced, the home of Cross Lumber Co. today, where he finished high school. He then enrolled at Stanford University.

After completing his freshman year, his uncle, G. X. Wendling (president of a corporation that owned, among other things, the first sawmill and box factory at Truckee, Calif.), got him a job as an ordinary seaman on a freighter going around the

world. After 8 moiiths on the high seas he returned to complete his courses in economics and journalism.

Following his graduation, he moved to St. Paul, Minn., where he worked for a construction finaneing firsn, later transferring to the Los Angeles area. In 1932, he rejoined Cross Lumber at Coalinga, Calif., and a few years later moved into the wholesale end for Santa Fe Lumber Co.

During 1940, Mr. Cross accepted an opening as manager of Auburn Lumber's Tahoe City retail outlet. In 1941 he entered the Army as an intelligence officer with the field artillery, first in Europe and later in the South Pacific.

He returned in December, 7945, and in 1950 became owner of the two yards at Tmckee and Tahoe City. He also was vicepresident of Cross Lumber in Merced, Calif.

Mr. Cross was a civic leader, a past president of the Lake Tahoe Chamber of Commerce, an ardent Rotarian and a long standing director of the Lumber Merchants Association and general chairman of LMA's forthcoming Lake Tahoe annual convention.

I{e is survived by his widow, Sylvia; a son, "Chal" of Tahoe City; daughters Sally Vance of Kings Beach, Calif., and Ann Van Lewin of Vancouver, B.C.; a sister, Iangie Burton, and a brother, Marion Cross, both of Merced.

6500 S, Victoria Aae. Los Angel'es, Cal'if. 90043

WHOLESALE

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Ql3) 753-452L

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This what's new f rom Stra it Door

A unique multi-purpose foldingdoor unit that is decorative, practical, low cost

To keep poce with the ever increosing trend to more de€orotive ond colorful interior designs in vogue in todoy's contemporory troct homes ond oportmeryls, Stroit Door hos developed o Folding Door Wordrobe Unit thot enhonces the beouty of ony bedroom. lt is colled the Stro,it Multi-purpose Storlite Slide-A-Fold Wordrobe Unit or the "3S-MP" Folding Door os shown.

Feoture3

It is Unique, We refer to the unit os "Multi-Purpose" becouse it con olso be ordered with ploin or ontique mirrors ds inserts if desired. See detoil drowing of bottom of poge,

It is Dccorsfive. The entire unit is pre-pointed ot our foclory. Fromes ore ovoiloble in four contemporory colors. Willow Green, Empire Gold, Blue Horizon, ond Sondolwood. Controsting Storlite inserts in hordboord tho't cornplement the color of the fromes ora ovoiloble in Storlite Creom.

lf ic Procticol. The Storlite inserts ore symetricolly perforoted ond give omple ventilotion to closets. No longer do doors hove to be left open fo oir out clothes.

It ir Low in Coat. The "3S-MP" unit sells for opproximotely two-thirds the price of both o pre-poinfed full louver bifold Wordrobe Unit (which olso gives ventilolionl ond o vinyl-clod sliding Wordrobe Unit,

Porliculors

One-eighth inch treoted hordboord is lominoted on both sides of mortised ond tenoned fromes. The front p€rspective of the fromes form the Regency Pottern {os shown}. The controsting Stqrlite inserts ore ottoched from the bock to give the desired decoro.tive oppeoronce. See drowing.

Frome dimensions on the front perspective of the Regenry poftern orel Stifes, 2", top roils: 37", bottom roils,73h".

,qcme Hordwore is instolled ond the complete unit is cortoned. Stondord opening sizes ore: l/o, S/0, olo, z lo ond 8/0 in width ond 6/8 o.nd 8/0 in height.