emn?m

represents a cost of 837 per thousand.

The most dramatic changes in independent wholesaler operations are the changes in physical distribution and the increasing number of new products. In less than ten years, member firms quadrupled the number of distribution yards and warehouses (now 219) with inventories exceeding $132 million. While 64/o of all NAWLA member sales went to dealers, a sizeable 33/o went to industrial, export and government outlets, with 3Vo to other channels of trade.

The staggering sums involved in lumber wholesaling are rolled out tor your awe and edification by this recent survey. Try 91.4 billion on for size!

The survey further revealed the wholesaler's role in re-establishing markets. Five years ago, 25/o oI NAWLA wholesalers were handling Southern Pine lumber. By 1967, their footage volume had increased 40/o. ln addition, another I5/o of. member firms now handle southern pine.

Approximately 55Vo of the firms handling western red cedar showed an increase in volume oI I50/o in that species in five years. Also recorded were substan. tial increases in the sale of shineles and shakes.

An increasing awareness of the total marketing job required by the forest products industry was shown. Company sales meetings are scheduled by a large major. ity, and many conduct meetings for customer sales personnel.

More than 80/o oI the wholesalers distribute sales literature provided by producer associations and manufacturers. A growing number provide their customers with product displays and give point-ofsale assistance.

It is interesting to note that lumber wholesalers who are members of NationalAmerican were equally strong in sales of hardwood lumber as they were in so{t. wood lumber, taken as a percentage of total national production.

Total number o{ shipments showed a decrease in the five-year period on substantially the same volume, indicating that each shipment is larger now than ii was five years ago.

AIso, number of calls on customers showed a substantial increase, pointing up the increasing competition and the additional sales effort needed to maintain a constant volume of hnrsiness.

Concentration of plywood promotion efiorts to six major markets has been disclosed by James R. Turnbull, executive v.p. of the American Plywood Association.

Turnbull outlined APA's program at its first industry-wide meeting in the South. More than 200 persons representing most of the nation's softwood plywood manufacturers attended the sessions.

Turnbull said that as a result of marketing studies, the association in 1968 will concentrate promotion on residential construction, rehabilitation, materials handling, transportable buildings, transportation, and specialty products.

"About 60 percent of our money and manpower are allocated to those areasr" he said.

The pl1'wood association is the largest trade organization in the wood products industry, with an annual budget of more than $6 million.

"How Promotion Aids Will Build Your Profits," the color slide presentation produced by the National-American Wholesale Lumber Association, has been revised and updated for 1968. Available for showing before dealer groups, it shows how a retail lumber dealer can have his personal advertising and sales promotion program by utilizing aids available from the manufacturers.

Running 25 minutes, it comes complete with slide trays and script. It describes promotional and technical literature, dealer and technical field service people, and how these aids can be best employed to increase sales of forest products, to more qnd more Colifornio deolers qnd distributors. For yeor oround supplies of dimension lumber ond precision-trimmed studs, depend on D & R.

With each slide and script presentation come kits of literature and field men lists which can be passed out to interested dealers following each showing.

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,, Westporf, Oregon

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

Now, over 5,000,000 feet of dimension lumber and studs monthly . . manufactured especially for 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 872-1280 or 783-0544.

Boat builders, furniture makers, cabinet makers, etc., have found it the one sure answer to correcting wood defects, filling wood cracks, gouges, covering countersunk nails and screws.

GAn [e ffisd under li[8ru|a$$.

Ready to use right out of the can, Famowood applies like putty - sticks like glue; dries quickly; won't shrink; takes spirit stains, and will not gum up sander. When applied ano wrll up sanoer. wnen appll properlY, Famowood becomes water and weather-proof.

Edward C. Evans has joined the sales stafi at Fremont Forest Product's Whittier, Calif., office, according to Fremont president Peter Speek.

I'remont, which has expanded more than thirty percent in the last ten years has also added more office staff.

Evans is a graduate of the University of Redlands, and had worked for Weyerhaeuser since leaving school. Most recently he was manager of all Weyerhaeuser cargo lumber sales in southern California.

redwood lumber industry and the California Taxpayers' Association.

He joined the redwood association in 1961 in his present position. Prior to that he had spent I0 years in managerial positions with the Hammond Lumber Co. at Samoa, Calif.-now part of the Georgia. Pacific Corp., a member of the California Redwood Association.

Nikkel Buys Dont Forest Producls DiGorgio Corporation has been in the news in recent months with its acquisition of Metzker's Feather River Lumber Co. empire in the California ;Sierras, and more recently the purchase of Meadow Valley Lumber Co. from ttr,e Lou Ohlson interests. The culmination of all this activity came last month with the announcement that Dant Forest Products, Inc. and the R. F. Nikkel Lumber Co. had afiected a merger. Nikkel Lumber had formerly represented Feather River Lumber as sales agents and Dant had acted in a similar capacity for Meadow Valley Lumber.

Evolving out of the merger will be the R. F. Nikkel Lumber Co., 4rX0 Drake Circle, Sacramento, with the entire sales personnel of Dant Forest Products joining the Nikkel sales organization at Sacramento, according to Frank Morrisette, former Dant executivevice-president who has been named vicepresident of R. F. Nikkel Lumber Co. Lou Ohlson, former head of Meadow Valley Lumber, has been elected to the board of directors of the Nikkel organization. The effective date of the merger was May l.

Archie O. Lefors has retired as secretary of the California Redwood Association, completing a long career in both the

What were you thinking about when you ordered hinges?

THE A,IERCHANT AAAGAZ'NE

The completion of the merger ranks R. F. Nikkel Lumber Co. as one of the major wholesale distributors of lumber and wood products in the western states,

Despite the ever tightening credit crunch, the rate of permits continues to rise. Though actual housing starts dipped in March, the latest date for which figures are available, 1968 still appears to many observers as being capable of just beating out last year.

Housing starts for structures with five or more units show a sharp increase, rising to an annual rate of 495,000 units from 378,000 in February, easily surpassing a 279,000 unit rate in March, 1967.

Single family rate recorded 900,000 annual units contrasted to 1,067,000 in February and 774,000 units in March, 1967.

The I I western states continued to be the bright spot in housing activity. Figured on an annual basis, starts rose from 220.000 in February to 283,000 in March.

More than 400 lumbermen and plywood producers from throughout the West recently heard the recommendation that an ad hoc Forest Product Export Committee be established without delay to solidify industry efforts to supply manufactured wood products to the Japanese markets.

The report, product of long weeks of deliberation by the Export Committee of Western Wood Products and American Plywood Associations, also recommended a five-point program that included establishment of interests in Japan to represent the industry; development of a weekly business report on wood products exports; a feasibility study of the industry's potential for manufacturing to export specifications; arrangements for an industry-wide trade mission to Japan and another meeting within 12 months to report progress, and if appropriate, to recommend the establishment at that time of a Webb Pomerene Corporation to handle sale and/or shipment of trade with Japan.

White ', Sugar Fir Pine Pine up to 18'. Fine old growth timfrom our Yollala Tree Farm. - c0Rl{iltc PASKEIITA

MAIERIAT HAl{DLIl{G

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"The Haul of Fame"

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Hobbs Wall Lumber Co. recently hosted a group of Marin County, Calif., retail dealers to a dinner prevue of the new NAWLA color slide presentation, "How Promotion Aids Will Build Your Profits."

The N-AWLA program is a very professional and eftective presentation showing, essentially, the many ways wholesalers and retailers can work together to their mutual benefit through better sales training and promotion at the consumer level. This is the new program that received a special vote of commendation by the Western Wood Products Association. It's believed that Hobbs Wall is the first wholesaler to bring the program to western dealers.

Attending from North Bay Lumber were Henry Hulett and Royce Israel, and from Goodman Building Supplies, Dick Harris and Jack Lagomarsino. Bert LeBeck, Indian Valley Lumber; Lloyd Creemer, Mill Valley Lumber Co.; and Bert Wheeler, Larkspur Lumber Co. Hobbs Wall was well represented by Al Bell, Bill Johnson, John Polach, Walt Hjort and Larry Hansen.

Because the presentation was so enthusiastically received, Hobbs Wall has announced plans to show the program in several mbre northern California resions.

Demand for new apartments in the next decade will be unprecedented in the history of the American housing industry, far outstripping the record numbers built during the early sixties.

This is "the inescapable conclusion" drawn from population, economic and sociological trends compiled by western forecaster Sanford R. Goodkin.

"The most important factor," said Goodkin, "is that by 1975 the 20-29 age group will outnumber the 30-39 age group by 1I million, and young adults are predominantly renters as opposed to home owners."

A promotion-minded southern California wholesaler pitched-in to help dealers sell more wood products at a recent trade show.