Merchant Magazine - May 1976

Our one gigantic failure.

This one we just couldn't quite handle.

A 110-ft piece of 2 x 10 redwood requested by a lady, who, although very nice, we think stricken with slight delusions of grandeur.

Actually, we never did find out what she wanted it for (maybe her husband could tell us), we just had to say, sadly, we couldn't fill the order.

Happily, that's something we don't have to do very often at Rounds. Because over the vears

we've built up quite a business with a very simple strategy. Find things other people can't find. Or won't take the time to find.

Like odd lots and mixed batches. Or the too small, the unusual, and the hard-to-find. Quite frankly, our strategy has been very successful.

It's built us a coast-to-coast reputation.

Yes at times, too good a reputation.

DE DC'OH9 supplies PERMANEER CORPORATTON vinyl covened boand in bulk panels on cut and assernbled into wandnobe doons.

PERMANEER CORPORATION s;ecunes Eitnaightness with double waxed backings.

WAF|OF|OBE DOOF|S

BULK PANELS

All types of rnouldings including pocket fnames and extenion fnarnes. Also cutting and packaging pen plan.

To supply youn needs,oE E'CIC'F|Soffens the following flush doons fnom STRAIT DOOR & PLYWOOD CORP.

FLUSH DOORS: Pnefinish, pne-fit, cut outs, special glazing, rnetal on wood louvens, any size in widths on heights. Handboand to teak.

Guality stile and nail doons manufactuned ov NIGOLAICOMPANY

Publisher Emeritus A. D. Bell, Jr.

Editor-Publisher David Cutler

Contributing Fditor Dwight Curran

Contributing Editor Cage McKinney

Advertising Production Mgr, Ms. D- Hamil

Art Director Martha Emerv

Staff Artist Terry Wilson

Circulation Marsha Kelley

The Merchant Magazine is published monthly at 4flX) Campus Dr., suite 476. Newport Beach, Ca.92660, Phone (7t4) 549-8393 or l7l4l 549-8394 by The Merchant Masazine. lnc. Secondclass nosta[e rate]s naid at Newnort Beach. Ca..-and addiiional offi ces.'Advertising rates upon request.

ADVERTISING OFFICES

NORTHERN CALIFORNIA & PACIFIC NORTHWEST 4500 Campus Dr., suite 476, Newport Beach, Ca. 92660. Phone (714) 5498393.

SOUTHERN CALIFORNIA

Carl Vann, 1385 Westwood Blvd., Los Angeles, Ca.90024. Phone (213) 477-7593 or (714) 549-8393.

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The Merchant Maqazine serves the members of the: Aiizona Lumber & Builders Supply Assn., Phoenix; Lumber Merchhhti Assn. of Northern California. Los Altos; Montana Building Material Dealers Assn., Helena; Mo-untain States Lumber Dealers Assn., Salt Lake City and Denver; Lumber Assn. of Southern California. Los Anseles: Western Buildins Material Assnl, Olympia. Wa.

THE MERCHANT MAGAZINE

i.s an independent nngo:ine for the retail, x'holesale and di.rrrihution level.s of the lunrher and huildins nnterial.s and honre inprovenent indusir.t' in the 13 We.stem .\1arcs, conrcnlroling on nterchandi.ring, nnna{enrcnl ond accurale. lactual new.s report ing and inlerpretol ion.

All products shown are exclusively available from BEL-AlR DOOR CO.

COMBO DOORS

TEMPERED GLASS AVAILABLE

"The Nostalgia", newest of the beautiful international line carved doors is available. lt combines a colorful window accented with leaded colored glass. There are f ive window designs to choose from. Call our office for more information. Standard size is 3/Ox6/8xLsTo

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Nine panel series doors are designed to allow a choice of any one of our handsome panels.

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Glean Up Your Act

1r HIS being our annual May is Home ImproveI ment Time Special Issue that ties in with the big national promotions that kick into high gear this month, there begins on the following pages a number of in-depth articles on how to tie in with and to promote and profit from this well coordinated industry effort.

If your part in all this entails direct retail selling to the public, there is another facet not touched on elsewhere that we think deserves more attention than it receives: good housekeeping.

So what else is new, you say?

Well, we can only urge you not to put this kind of thing at the bottom of your Must Do Today list because a clean, tidy store isn't at the bottom of the customer's list, it is at or near the top. Joe Floortraffic could care less about the prime rate and its affect on your borrowing: the tangles you've had with the fat-headed OSHA inspector; the employee theft: vandalism: late shipments; discontinued linesl your upcoming IRS tax audit; city demands for beautification of your propertyl

the dropped transmission in your delivery truck: and your Annual Sale advertisement the local paper cleverly left out ofevery edition.

You may be facing enough difficulties and distractions to drive a stone statue bananas, but your customer simply couldn't care less.

When he walks into your place of business he expects it to be orderly, with well-stocked shelves, uncluttered aisles and, above all, clean. Which is not to say that just because the customer seeks a shiny clean showroom, it doesn't mean he won't pull or knock merchandise off the shelves and drop a trail of crud behind him. Constant and perpetual good housekeeping may seem like The Impossible Dream, but you've got to try to achieve it.

The customer expects (read: demands) it and if you don't fill the bill, he or she will silently drift off to your competition.

Good housekeeping is just like good sewice, to ignore either will just hasten the day when you'll be putting out the signs for your "Going Out Of Business Sale."

Niesen-Ward Forest Products. Inc.

Redwood is our specialty! We travel the Redwood Highway frequently in search of good products for our good customers.

But we don't do it alone. We appreciate the wonderful cooperation from these fine

producers - Arcata, Bracut, Cal-Pacific, Eel River, Georgia-Pacific, G & R, Harwood, Louisiana-Pacific,Masonite, Miller, Northcrest, Pacific, Philo, Redwood Coast, Simonson, Schmidbauer, Simpson, Trend, West Range.

S part of its ongoing program of pronrtrting energy saving construction methods and materials, tlie Arizona Lumber and Builders Supply Association recently held two sales construction seminars emphasizing techniqucs of cost and energy saving construction.

Based in part on materia-l developed by the R&D division of the National Lumber and Building Material Dcalers Association, the seminar moderators were Ray Harrell, NLBMDA v.p. and Gerry Prange, v.p., technical services, of the National F-orest Products Association. Additionally, thc so-called Arkansas Plan was presented. lt is a pacesetting and widely regarded wood construction technique developed jointly by I{UD/FHA in conjunction with tlie Arkansas Power and Light Co. that achieves a remarkable 60% reduction in holne energy cost.

Story at a Glance

Arizona association's sem inars on how to build and sell energy saving homes examines the "Arkansas Plan," maximum use of wood products and how to promote these concepts. .MESH is a new Arizona program for the "Maximum Energy Saver Home."

As part of its prograrn, the Ariz.ona association has developed an approval seal for its MESH (Maxirnur.n Energy Saver House) Program, which has tlrc folkrwing points:

OBJECTIVE:

Recognizing the seriousness of continued encrgy cost inflation as it re-

word on energy conservation

lates to the homeowner and, further recognizing the present inefficiency being built into a majority of new housing units, it is our intent to:

(l) Encourage all interested builders to design and to build "Maximum Energy Saving Houses".

(2) To organize an all-out promotional effort to inform the buying public of the advantages and the availability of "Maximum Energy Saving Houses".

MESH requirements are:

EXTERIOR WALLS:

Exterior walls shall be 2 x 6 -24" o.c. single plate construction with a minimum of normal stud interruption, i.e., superfluous members at corners, partitions, window openings, etc.

They shall contain 6" R-19 batt insulation and be externally sheathed wilh ll2" asphalt impregnated board. A minimum total R Factor of 20 must be accomplished. The plate must be properly caulked at the floor line.

CEILINGS:

Ceilings shall have a minimum R Factor of 30. Recommended installation is R-30 batts with special truss construction allowing same to extend to the exterior sheathing. A foil type vapor barrier on the underside of the insulated area is required.

WINDOWS:

Total glass area may not exceed ll7o of the livable floor area and all windows and patio doors must be double glazed. West glass exposures must be screened to avoid atleast 5Wo of their normal exposure to direct sunlight.

SAVlttlGS P0SSIBIE are shown in this seminar paper. Type.C (illustratedl is the maximum insulated exterior 2x6 stud wall; Type A referred to is the standard exterior block wall, Type B the standard exterior 2x4 stud wall. Comparisons between the types demonstrate the importance of in-

sulation: Type A calculates at 6,000 BTUH, Type B 5,000 BTUH. while Type C is only 1,610 BTUH, a 73% improvement from A and 68% better than B. R-Value is a measure of the resistance of a material or a building component to the passage of heat.

HEATING & COOLING:

The acceptable method of heating and cooling should be with a properly sized heat pump, and all duct work possible should be within the insulated areas of the house. Any duct work exposed to outside conditions must be properly insulated.

As one of the first such programs in the U.S., the Arizona association's strong move into the relatively new field of energy conservation through improved construction techniques is providing valuable in-service experience in this nationally important area.

The seminars, one held in Phoenix, and another in Tucson, were outgrowths of the ALBSA's wood promotion committee, whose members ate: Carl Bastian, chairman, Dean Drake, Don Hossack, George Rothfuss, John King, Sam Hauert, Larry Hamman, Charles Ray, Jay O'Malley and Frank Davis, exec. v.p. of the association.

D-l-Y window market

!! UtlOIttC material retailers need lJonly look through the window to see an exceptional opportunity to cash in on the thriving 1976 home remodeling market during May Home Improvement Time.

The window in question is the display unit that sits on the showroom floor and is used as an effective selling tool by the promotion-minded dealer salesperson.

It wasn't too long ago that window sales relied almost entirely on the new construction market. Window installation was regarded as a job suitable only for a trained professional.

But all that has changed.

The fact is that window sales to the home remodeling market is one of the fastest-growing parts of the business of at least one manufacturer, Andersen Corporation of BayPort, Mn.

Secondly, the company placed increasing emphasis on over-the-counter sales to the do-it-yourselfer. Consider

this: when a dealer sells their new Perma-Shield vinyl-clad window unit to a do-it-yourselfer, he is selling a ready-to-install, completely assembled, factory-engineered, low-maintenance, operating window unit with doublepane insulating glass and a prepunched vinyl installation flange.

Story at a Glance

How dealers can take advantage of the growing window replacement market, a market formerly reserued for replacement specialists. . .d-i-y information abounds, a number of manufacturers have floor displays, literature, installation info and other back up.

in their favor: (l) the energy shortage and (2) the growing window replacement market. Both factors emphasize the need for quality windows in existing homes. The second offers an oPportunity for lumber yards and home centers to cash in on a market formerly reserved for so-called replacement specialists (and for products frequently lower in quality than can be found in the average dealer yard or warehouse).

Here's how dealers can take advantage of the current market situation:

(l) Promote the advantage of precision-made, factory-built wood windows with double-pane insulating glass. Tie in with the national advertising and promotion programs such as those offered by Andersen CorP.

(2) Learn and sell the energy-saving benefits of wood windows and wood-and-vinyl windows. Sell the lowmaintenance benefits of double-pane insulating glass and rigid vinyl.

WIND0W and gliding door display models include cutaway version, revealing installation construction details. Designed to help window sales to do-it-yourselfers, these models include racks for d-i'y literature.

No exterior finishing is needed at time of installation. No storm window is required (double-pane insulating glass provides a major part of the fuel saving benefits of single glass and storm windows without the storm window bother). The window unit simply must be installed in plumb and level in the wall opening. Dealers also have two other things

(3) Display products with an eYe for the do-it-yourselfer. Let the customer see and touch the product. Andersen has a new cutaway window display model that not only shows how the window is installed in the wall opening, but includes nomenclature for the various wall details. The model includes a rack for how-to literature. They also have a new basement/utility window disPlaY and a floor-type display rack for their Perma-Shield vinyl-clad, wood-frame shutters.

(4) Offer helpful information that homeowners need to know before starting a home improvement project. A useful tool in this respect is the new remodeling answer book from Andersen, which provides helpful hints on various home improvement projects in question-and-answer form. Other sales tools include useful brochures, detail catalogs and a series of how-to folders on wildow, gliding door and shutter installation. Dealers may order these and other merchandising aids, including a new audio-visual film striP, through their distributors. All of these items are vital elements in a successful marketing plan.

Dealers in the West have onlY begun to tap this home remodeling market that has become big business in other parts of the country. They have some new products and merchandising tools to help them do it. Now all that remains is for the progressive dealer to go after the business.

Making the most of Home lmprovement Time

1-ODAY'S CONSLIMER ranks

I home improvement expenditures as high on his list of preferences when considering spending those important discretionary dollars.

Certainly, golf clubs, automobiles, appliances, and vacations are high on the list, too. But for the lumber and building materials retailer the growing home remodeling phenomenon can be the road to continuing volume growth if his home improvement merchandising programs are on target.

For many retailers, the national "Home Improvement Time" promotion can be an important cornerstone in these merchandising activities. Organized l0 years ago by a consortium of building products manufacturers, trade associations, and consumer shelter press, "HIT" is an industry-wide effort that offers as complete a selection of merchandising tools as are available anywhere in the industry.

"HIT" is a year-around program that hits its hardest during those spring and fall key buying months. Making it part of your merchandising program can help make the most out of the boom in home improvement consumer spending.

The program is unique among building products promotions. The trade press support and consumer publication editorial coverage of the promotion alone can be translated into millions of dollars of valuable exposure.

The home improvement promotion is also backed by two different 24-page newspaper publicity supplements that are distributed to over 10.000 newspapers coast to coast.

*Edward A,

is

Naturally, every retailer has his own promotional plans and ideas. Yet, the strength of "HIT" makes it one promotional vehicle that should not be missed.

For the retail dealer. here are a few things the promotion offers:

. A 4-color, l6-page brochure full of remodeling and energy saving ideas for your customers. Space is available for dealer identification.

. A selection of free samples and literature from nearly 50 of the major product sponsors of the promotion.

. An opportunity to tie-in with the promotion through a wide range of point-of-sale m'aterials, including posters, banners, bumper stickers, streamers and pennants.

. A selection of consumer oriented films that illustrate do-it-yourself home improvement techniques plus a Visual Selling Center for use in conducting consumer clinics.

To organize your "HIT" tie-in the best bet is start at the top.

. Write or call James Stewart, Coordinator, Home Improvement Time P.O. Box 102 Carnegie, Pa. 15106 (4r2) 923-rs6O

Ask for the booklet, "How to Participate in Home Improvement Time." It will provide an explanation of the program and all the order blanks necessary for acquiring promotional materials.

Contact your distributors for those products whose producers sponsor HIT. Ask for their free literature and other promotional materials.

. Plan your store-wide promotional program, based on the "HIT" theme, "It's Home Improvement

by E. A. More* Merchandising Manager Formica Corporation

Story at a Glance

What's in it for the retailer and how to go about taking part in the industry sponsored Home lmprovement Time Program.. information on what's available and how to get it.

Time Inside . Outside ..All Around The House."

. Pull your sales staff together, explain the "HIT" promotion and point.the strength of its consumer publicity support during May, June, July and again in the Fall.

A dealer's success with the nationwide promotion will depend on making the "Inside Outside. .AllAround The House" theme visible and an important part of a total merchandising program. The theme should be incorporated into print and broadcast advertising and consistently used at the point-of-sale.

The retailer may also suggest to area thrift institutions that the program can also help them promote home improvement loans. A special "HIT" marketing program is available for use by banks and savings and loans. Another program is designed especially for local newspapers. It provides materials with which to develop a special "Home Improvement Time" promotional issue.

It's time to plan your involvement in "HIT" and get the program working for you.

More

an activist in the promotion of home remodeling. Chairman of the sponsor's committee of the "Home Improvement Time" promotion and a member of its board of directors, he is also v.p. of the National Home Improvement Council. -ed.

D -l-Y product case history

I N contrast to the bad old days I when a manufacturer was as likely as not to unceremoniously dump a new product on the market, today's world requires sophisticated support from the manufacturer to the dealer to make a real sales showing for a new product.

When recently introducing a new series of hardboard panels, Masonite Corp. mapped out an extensive support program for its wholesale and retail dealers.

Making available everything from ad mats for local advertising to how-topanel-a-room films for dealer clinics, the company wanted to do all it could to assist its dealers in displaying, promoting and selling the latest in prefinished paneling.

Such was the case with the debut of Pecky Cypress Design paneling, a four color series of 4' x 8' panels aimed at the large middle-income market. The panels feature the rich and random surface appearance of pecky cypress wood, including the deep textured

"character marks" which give each wall a weathered, distinctive look and feel.

Story at a Glance

A case history of how one manufacturer made a success of introducing a new do-ityourselfer product. .based on dealer feedback, the program included advertising, merchandising, sales clinics, brochures, co-op ad allowances, in-store film, banners and a number of other items.

The support program, according to T. J. Jordan, v.p.-marketing services, hardboard div., was put together with the help of feedback from dealers. The key elements in the merchandising package are those things the dealers said they wanted and needed.

For example, Jordan pointed out, dealers have requested a good, do-it-

yourself type film on paneling for in-store use. Such a film was in turn developed by the company.

Along with the film, they supplied a brochure that explains to the dealer how to conduct a consumer paneling clinic. In-store kits and advertising materials necessary to promote the clinic also are made available to the dealer. In addition, a generous advertising allowance is provided for each clinic conducted.

More than that, a retail sales training program for the dealer's own sales personnel is offered. This includes instructional films, training brochures and sales literature.

Other elements of the merchandising support program for dealer use include:

. Giant 3' x 5' store banners and three different 18" x 24" posters showing the panels in room settings.

. A wide selection of brochures, envelope stuffers, product samples and p.o.p. (point of purchase) display materials.

o { generous co-op advertising 'program and display panel credit for participating dealers.

. Ad mats and radio commercials.

Supporting the massive localized merchandising support program is an ongoing national advertising campaign in major magazines and a comprehensive public relations program that provides Masonite Corp. exposure in all consumer media.

On local radio commercialq Masonite used dealer tag lines to help generate store traffic for the retailers. These spots stressed weekend projects at home, pointing out how easy a paneling job can be.

In addition to allowances to dealers for continuing co-op advertising, they offered to pay 5O% of the cost of the initial Pecky Cypress Design ad-no matter how big.

And, if results in Greensboro, N.C., are any sort of indicator, the company is on the right track.

Sales of the paneling have increased nearly 5O% since the new series was introduced.

INTR0DUCING its new line of interior wall panels recently, Masonite supported local retailers, wholesalers with aggressive merchandising program. Room sets such as this were used to build up interest in the new hardboard paneling.

NEWS BRilEFS

Mark-up sessions were in progress in Congress, as we went to press, on legislation pointed towards resolving the Monohgahela crisis; next step is floor debate in the senate. .in contacting Congressmen to express your opinion, remember the bills that correct the Monongahela decision afe: S 3091 and HR 12503, bills to oppose are: S 2926 and HR I 1894. .

While bills favorable to the forest products industry are not what industry would hope for, most observers believe they probably are the best that can be expected under present circumstances. . .final voting is still to come ; contact your Congressmen, voice your ctpinion regarding this serious threat to U.S. timber supply. .

Housing start figures are making a sawtooth pattern as theY zig-zag back up the recovery path, faking out the experts who were earlier forecasting a smooth upward glide. . .March starts (the most recent statistics) slipped 7.6% off the pace in Feb. but still were 46.5% ahead of the same month last year. .

Bldg. permits (an indicator of future activity) were up for the 4th mo. in a row, their highest level since May'74.. .the decline in the housing start figures to 1,444,000 on a seasonally adjusted basis was reportedly due entirely to a drop in single-family houses.

Favorable spurs to housing are pent-up demand from the past 2 years, a decline in mortgage rates, availability and increasing consumer confidence. .the dark side of the equation is price: median sales price of single family

homes in Feb. was $43,000 nationally, in Calif. it was $45,000.

Redwood Empire Inc. has moved into a new 10 acre site in Morgan Hill, Ca., the sales staff is moving into present offices which are slated for an early expansion as is existing warehouse space. .

K&S Distributing Co. moves into a new 23,000 sq. ft. bldg. in Milwaukee (Portland) Ore., next mo., corner of River Rd. & Milport. Fir & Pine Lumber, Burbank, Ca., plans to build a new facility in Santa Fe Springs this year. . .Caffall Bros. Forest Prorlucts, Portland, recently bought, for an undisclosed amount, Brand-S Corp.'s Portland mill operation and Toledo Shake & Shingle Co., Toledo, Or.

Thrifty Builders Supply, a new Wenatchee, Wa., retailer is adding a new bldg. .more than $200,000 damage was caused by a spectacular early morning fire recently at Dolan Lumber Co., Pittsburg, Ca. . . -Pope & Talbot plansa $l million modernization at its Grand Forks, B.C., sawmill. .

Simon, Crabtree & Ryan, Inc. is a new Lake Grove, Or., wholesaler which describes itself as oowood merchants," Don Simon, formerly with American International, is pres., other officers are Tom Crabtree, Pat Ryan, both ex-North Pacific Lumber Co. . . Raintree Lumber, Seattle, is now handling sales (under Rick Kellso) for Medford Corp.'s lumber div.

Rocklin Forest Products, Roseville, Ca., which also has begun selling the production of Reno Millwork, Reno, Nv. ?hoenix lilestern, Inc., operating out of the old Western States Plywood Cooperative plant, Port Orford, Or., plans to go to full production this mo., selling its "Superface'o veneer product nationwide.

Orange Coast Lumber, Tustin, Ca., now bldg. a roof truss mfg. plant in Corona, Ca., will follow it up with a distribution yard and in early '77, I retail store. 84 Lumber Co. has finally decided not to put one of its units into Livermore, Ca., because "there's definitely a no-growth pattern here, and what little growth they do allow they want (us) to pay through the nose," says John Rickey, No. Calif. area mgr.

Heru Lumber Inc., Seattle, has purchased stores in Cosmopolis. Montesano and Elma, Wa., from Bayview Lumber, which plans to retain its other three stores in Hoquiam, Westport and Ocean Shores; no price was revealed in the sale. Herr plans to add the yards to its present five units.

Campbell Building Supply, Des Moines, Wa., plans to open its second outlet in August.

Capital Lumber, Phoenix hopes to open its new Albuquerque yard next mo. . .Westmark & Associates has moved its Newport Beach, Ca., office to 4500 Campus Dr., Suite 344.

Sales of box shook, in production since Mar. at Rocklin Box Co., Corning, Ca., is being handled by the parent company,

The 2 millionth door has moved thru Simpson Timber's Columbia Door Div., Vancouver, Wa.; current plant production record for one 8-hr. shift is 6,280, despite a rated capacity of 5,000. .a recent Roper Organization Poll found only 9% of those surveyed mentioning cleaning up the environment as an "important issue," improving gov. efficiency was no. l.

Lumber Hauling

GALEN BAR

MAY

May Is Home Improvement Month - May I -31

6th Hawaii Gift Show - May 2-4, I{onolulu International Center.

National Building Material Distributors Assn. - May 2-5, 25th annual Spring convention, Canyon llotel, Palm Springs, Ca.

Hardwood Plywood Manufacturers Assn. - May 2-5, annual Spring meeting, Camelback Inn, Scottsdale, Az.

Arizona Lumber & Builders Supply Assn. - May 6-8, annual convention, Double Tree Inn, Tucson, Az.

Lumber Merchants Association-May 9-l l, annual convention, Palnr Canyon Hotel, Palm Springs, Ca.

National Hoo-Hoo-Ette Convention - May l4-16, Hyatt Regency, Los Angeles, Ca.

Northwest Hardwood Assn. - May 2O-22, semiannual meeting, Alderbrook Inn Resort, Hood Canal, Union, Wa.

Orange County Hoo-Hoo Club - May 21 , Newport Harbor Boat Cruise, (Pavilion Queen), Newport Beach, Ca.

Dubs, Ltd. - May 2l , golf & dinner, Contra Costa Country Club, Pleasant Hill, Ca.

Los Angeles Hoo-Hoo Club - May 21, meeting, Meadowlark Country Club, Huntington Beach, Ca.

Ace Hardware - May 2l-24, annual convention & exhibit, Brooks Hall, San Francisco.

WBMA All Industry Marketing Conference - May 23-25, Thunderbird Motor Inn, Yakima, Wa.

North American Wholesale Lumber Assn. - May 25-28, convention, The Broadmoor, Colorado Springs, Co.

JUNE

American Plywood Assn.June 7-9, annual meeting, Jantzen Beach Thunderbird Motor Inn, Portland.

Manufactured Housing Institute-Western RegionJune l6-l 8, suppliers show, Anaheim Convention Center, Anaheim. Ca.

Silver Dollar Invitational - June l7 & 18, BBQ, Alta Sierra Golf Club, Grass Valley, Ca.

Dubs, Ltd. - June 18, golf tournament, Pasa Tiempo Country Club, Santa Cruz, Ca.

JULY

Dubs, Ltd. - July 16, golf tournament, Meadow Club, Fairfax, Ca.

83rd California Gift Show - July 25-30, Los Angeles Biltmore Hotel, Convention & Exhibit Center, Merchandise Mart.

Not fust plywood,fencing ffi too

When we say fencing, we mean a complete fencing program. A full line of cedar: pecky boards, rough boards, posts and rails, grape stakes. A full line of redwood: rough boards, posts and rails, bender stock and lath. Everything you need to put together a fencing package for a customer or to round out your own inventory.

Not just what you need, but when you need it and how you need it, that's our concern at Crown. Custom loads are

Crown Plywood

7705 Garden Grove Blvd. Garden Grove, CA 92641

7',t4-530-3924

213-598-9675

our specialty. Whether you need a truckload or a unit, give us a call, we'll ship it today.

We'll even mix your fencing in with the other materials you need. Plywood, plywood sidings, Masonite sidings, pine commons, timbers, roofing, we've got it all. And it's as close as your telephone. Remember, plywood is only the beginning of the Crown Plywood story.

Education: Key to selling

A MEN'S clothirrg chuirr irr tlre f{ l.*

Yt-,rk rrca cxpllins irr its advertising why its prices are relatively low and uses this slogan: "An inlornted consunrcr is ottr best custonter". Whtle tliis article is not a report on the consumerisnr nlovement. the copy line bears rereading. because the key to selling building materials is education. Education at all levels: to the consumer, the dealer salesrnan, the dealer hirnself, even the supplier's salesman.

At U.S. Plywood we believe in this principle wholeheartedly. We have to because paneling is not bought on irnpulse. So rnany other of the thousands of items carried by a building materials dealer also require know-how in their usage and installation, too.

Let's take wall paneling as an example. One has to teach the consumer not only how to buy and how to select the product that will satisfy him the most and give him the most value for the monev. but also how to use the

product. Because of this, many manul-acturers not only produce catalogs of tlreir products, but also specially designed literature to help thc custonrer rnake the correct selection.

How thc product is displayed and what nressages are visible to the consumer's eye help him make this decision. In addition, decorating books of all kinds are available to the woman to help her select the proper wood,

Story at a Glance

The keyto selling more bu ild ing materia lsis more education at all levels; dealer, supplier and manufacturer. are you taking full advantage of all the training and sales material you have available?

By Norman N. Sperling Sales Promotion Manager U.S. Plywood. division of ( harnpion Intrrnltionll Corp.

color, and texture of the paneling she buys.

All kinds of literature are available from nrany manufacturers on how to install the product in every household situation The retailer also has available many audio visual communications: l6mm lllrn, 35ntm slides, instruction films on how to decorate with paneling and how easy it is to install it. The sarrre holds true for other kinds of products within a store. Other films, slide presentations and seminars are available fronr associations and manufacturers.

Many building material cornpanies have consumer seminars and remodelins clinics available.

What about the salesman? If the educational process lalls down with him all can be lost. All the monies expended by the manufacturers and dealers can come to naught if the dealer's salesman does not do the (Please turn to pagesa )

We also carry split redwood and cedar products, plus a complete line ol lence products lcl; direct shipments only for t&t or carloads.

PANELING display at big Simpson Building Supply Co. open house backdrops (1) C. E. Gonser, Harold Bodfield. (2) Barry Woods, Libby Clemens, Bill Rowland, Wayne G ibson. (3) Dave Emery, Len Viale; Abe and Leona Willis. (4) Pete Speek, Jim Pottratz, Larry 0lson. (5) Ernie Huddleson,"Buz" Anawalt,

Tom Jones. (6) Dean and Dodie Mathews, Jim McKellar, Chuck Heinrich, Tom Walker. (7) Tom Clemo, Cliff Tobertv, "Butch" Lake. (8) Daryl Drake, Leo Salas. (9) Jim Frodsham, George Kreiss, "Pearly" Fisher. (10) P. Rogers. Phil Heim, Mike Nicholson, Jim Nelson. (11) Bud Stemrich, Ralph

Crabtree. (21 Ray McKendrick, John Harmer, John Crowell. (13) Frank Sween, Larry 0uinlan, Steve Jones. (14) Stan Cochran, Jay Moede. (15) Win Burkhardt, Red Clapper, Kent Shurburne, Bob Johnson. (16) A quick look at the special price list during dinner.

Show & Tell Open House

1/\ NE of the nrost cotnplete dis!7 plays of wood products seen lately in the southern California area was presented recently by Sintpsoti Building Supply Co. at their recent daytinrc open house for area architects, builders, designers, and developers. Dealers were fed and watered at a special evening showing.

The presentations were part of a series of open houses being presented by the Simpson TimberCo. subsidiary to Western industry members.

A comprehensive overview on the

Story at a Glance

Major wood products presentation is one of a series of West Coast presentations through which a leading forest products firm aims to show its extensive product line and the manufacturing muscle that backs it all up.

capacities, capabilities and general product range was made via a slide presentation by Simpson nrarketing executive Dave L,nrery. Area sales representatives Kent Sherburne attd Steve Ove rton spoke briefly as did Frank Stanger, sales nranager of the local Cerritos facility, which serves a marketing area that covers the Southwest.

On display were redwood lumber, redwood plywood,carved entry doors, specialty overlaid plywood, paneling and several examples of flre retardant wood products.

6R#ffi*tr6#''i"ffi l-.tv;\rira

By CHUCK LINK executive director

I S fHfS is my first time being rh associated with this column, which has carried Ross Kincaid's name for so many years, let me say what a pleasure it is to follow Ross and to have my thoughts appearing monthly

in this space.

As you may know, I have succeeded Ross as executive director, as he made the transition to re-assume his duties as director of Western's Learnine Resource Center.

Briefly, my background includes being a past president of WBMA as well as a director; secretary of the National Lumber & Building Material Dealers Assn.; and chairman of the

Learning Resource Advisory Council. Before.my move to Olympia to assume the position as executive director of WBMA, I was manager of Boise Cascade's Building Materials & Services Division personnel relations. In all. I was with Boise Cascade for l9 years.

Some of our members who have been making the news recently include Loran Smith who has been appointed manager of Lumber Products' Salem branch replacing Ray Lauderdale, who is now with McCormick Lumber & Millwork of Salem. Smith has been with the firm in Eugene since 1962, 3_l-d will be replaced there by Dan Whedon, formerly of Centrai Lane Building Supply.

_ Jim- Bender has joined Saco Sales, Inc. of Bellevue, Wa., as sales manaeer. Jim for many years was with Owins Corning Fiberglas in Seattle and has p9_e1 an active supporter of many WBMA programs and activities

ByPETERSEN executive secretary

l-l lcHt-tcurS of the 4oth Annuat I IMBMDA Convention include election of the officers and directors for the ensuing year.

Named president was Troy A. French, French's Building Materials,

Hardin. Dean Beall, Beall's Building Center, Anaconda, was picked for the vice presidency. A. Alan Kind, Linder-Kind Lumber Co.. Helena. and H. G. White, Neifert-White Co., Townsend, were named treasurer and asst. treasurer respectively.

National dealer director and alternate director posts were retained by

Morrie Tarte of Bellingham Sash & Door Co., Bellingham, Wa., had surgery recently on his stomach and ealibladder. A short time later he suffJred second and third degree burns while mowing his lawn when his polyester pants caught fire from the lawn mower. Morrie is now at home recoverinq.

L. Dexter Shaurette and W. L. Stef- fan. Yours truly was returned as executive secretary. Charles Gilmore, Neifert-White Co., was named as new (Please turn to page s.t )

Mountain States Lumber Dealers Association smr soru, Princ€ st., Littleton, co. 80120 (303) 7s5-2a26

MOUNIAIN $[AIE$

By KENT MOXEY executive secrelary

l,l SwS around the region: Nino I ! Trujillo is now the owner and president of Nino's Bosque Farms Home Center. a few miles south of Albuquerque. Bob Jack is v.P. and Gloria Trujillo is secretary-treasurer. Nino bought property and is currently building Nino's Grants Home Center in Grants. Grand oPening is planned for June.

Last November Nino bought and scheduled simultaneous arrival of a convoy of 25 semi-truckloads of lumber and building materials in publicizing a big sale. TheY had tv and newspaper coverage, police escort. the works. How do you like that for a promotion? Sale was a big success.

Jim Ellis, son of our President Ellis. is new manager of Moab Lumber Co., Moab is owned bY Independent Lumber Co. Joe Poitwin, formerly manager of Anderson Lumber Co. in Ketchum has been promoted to director of person^nel ind development at the general office

in Ogden. Rick Davis is the new manager at Ketchum. Paul Linter, for manY Years manager of the Howell Lumber Co. Yard in Julesburg bought the Yard: Now

Linter Lumber Co. - that's a nice name for it! J. W. Ashcraft, for manY years manager of the IndePend.ent Lumber Co. yard at Delta is retiring. New manager is Scott Baker.

New lumber dealer in Carbondale - Carbondale Wholesale, Inc.Tony Bocci, manager.

Western Wood Products Association has assigned a new field services representative to the region: W. E. "Bill" Moore, 1380 Ithaca Drive, Boulder, Co. 80303 (303)494-1882.

SGtrNtr

within the industrv to promote energy conservation such as insulation improvements in residences.

F ovenNoR Raul Castro of Arr\J zona has set .a_side MaY 19'76 as EnErgy Awareness Month' Yours truly of th-e ALBSA was aPPointed bY the Governor's office as co-chairman of the Committee for the Construction Industry for the month's observlnce.

Activities as outlined below will be some of the promotion involved in items concerning energy.

(l) Ide;tify iost effective methods of rediriing eneigy usage in resrdential, commercial and industrial buildings.

Q\ Initiate cooperative advertising

(3) Arrange demonstrations and exhibits at building supply dealers to increase the public's knowledge of energy conservation.

The association's Wood Promotion Committee, chairmaned by Carl Bastian, had an impressive display at the "Energy Expo" at the Phoenix Civic Center April 30 - May 2.

The display was of a model home showing energy saving techniques as outlined in MESH, "Maximum EnergY Saving House" that is being promoted bv ALBSA.

Long Dimension

Rough Dimension

Other Douglas Fir ltems

uD@ws & E v[@\n/s

JEBRY DeCOU lll presidenl of the Lumber Merchonls Associotion of Norlhern Colifornio 1O55 Lincoln Ave. San Jose, Ca.95125 (408) 295-4103

I T is difficult to believe that one

! year has passed since I was elected president of LMA. May will end my term and as always, a new president will be elected and the association will continue to rise to new problems and greater services to the dealers.

. The past year has been full of ques- tion marks. We have spent a good part of our time being surprised by idiotic bits of legislation placed before both the federal and state legislators and then drawing battle lines in an attempt to defeat more rules, regulations and reports. It seemed as though we no sooner paign against one bill when suddenlv there to be tackled.

started a camwer9 two more

A discouraging factor that I observed during the past year_.was the lack of agressive action by the lumber ind building material dealers to defend their industry. There have been a few who regularly wrote or phoned their representatives when we advised them of a bill that would be injurious to us but I was shocked at the number of dealers who feel it is the other guy's responsibility. I certainly hope this attitude changes because I need the help of all m! contemporaries and competitors to keep me alive. This is -a case where we must establish a solid unified front or we will eventually be holding each others hand at the wake.

. Dealers ,are apparently concerned about their position in the local community and their ability to conduit effective merchandising and marketing at theiocal level.

. The continuing birth of local dealer groups is encourag- ing. Recently dealer groups in Fresno and Visalia weie tormed with the Danville and Santa Rosa to Ukiah groups showing interest. I would estimate that more dealer lrouis throughout the association area will be in existence before the end of the summer.

_, These groups are extremely important at the local level. t\ey do not detract from the LMA activities and they are informal organizations designed to coordinate the common interests of local dealers, There are a great number of local problems that are better resolved when local dealers organ- ize for the good of the industry. We have found that once !ft9 o-rganizations get rolling there is a great rapport establrshed among the local dealers and they find that their com_ petition isn't the Ivan The Terrible they assumed they were.

Distributors Optimistic

The National Building Material Distributors Association's latest survey of its membership, according to NBMDA president, Roger Hancock, Arizona Millwork Co.. phoenix. showed "that almost 70% of the members had sales increases in the last half of 1975 over the last half of 1974. However. only 42% said profits were up.',

"Cornpared to the first half of 1975, members look for a big improvement in the first half of 1976.Over 8O% expect sales to be up, and less than l% foresee a sales decrease,,' Hancock reported. "Equally encouraging is the information that over two-thirds of the members expect Drofits to increase as well."

Coping With OSHA Checks

Was vour OSIIA citation rrrrf'uit'l If Iou tirink so. lnd plan trr lppcul pelt or all ol'tlre citation, requcst a c()nferenc.' titlt rorrr OSHA .rrr.u tlircctor immecliutcll,. IIe Ina)'sr't1lc tltr. lnttter inlornlrllv rr,ithout thc tirnc and expense ol u lonlal hetring b..lorc rn ldrlinistrul ivt .jLrdge. If' lic docsn't bLry' r,or.rl p(,\ril()lr. \ ()u cut still prrr sur. a forrual uppcll. You've got 15 rvolking duvs ul'tcr vou re ceivr' :r notice of' the pr()p()se d penaltl (trot .lusi the

Hcrrqucrrl-lrVolfe Lnmber Co.

The Merchanl Magazlne

citation itscll-) in which to rcqLrL'st il cortir-rr'ltec ltltd,r()t file a tornral lppcal.

Neu' OSIIA lulings pe rnrit lre a directot s to crlcrtd abatcnrcrtt-ol-hlzard dcldlirrcs u1 any tinre- i-rrr It'lsrrttlble causc'. ('lrr'ck rritir vour lri-'u dilcctor right urvuf il'a e^otttplianct' olliccr sticks vou r','i1h l schedulc vou kuow can't bc lne t. ,\sk for acidil ionll tirnc later i1' supplicr delays prccltrdc irrstlllation on sclrcdLrlc. Dcln't.jtrst lsk ILrl rL'rsol)rblc tirrre. though; back Lrp \'our reqLrcst *itlr l spccilic conunitnrcnl you can ll)cet.

|l|s ilill0 cal|$ t'lin ll|s Br0 PR0HI$|

FAMOWOOD

is the PR0FESSI0NAL'S ALL PURP0SE PLASTIC Boat builders, furniture makers, cabinet makers, etc. have ioL,nd it the one sure answer to correctins lvood defects, Jil ing i;ood crack". gouges covering corrnlcrsunk nails and sc p,rs, Can be used under Fiber Glass! w Ready to use right ol- ei thc can. Fan^o,rood applies Lhe ouity 'tirhs likc g'uo: dries rb " qlickly; iton t sl-r,"h, tnkn , spiiit stains, W,: tM and will not gum L,p sandt r. W_a1erp'oo' and * ,";ft,;SE wealherproof when prope'lv applied. * : ;::f.t_

l;e,,,jlli.:, 16 matchins wood corors @Un. l'g# BEVERLY MANUFACTURING COMPANY 71':1 91 18 S. Maln Street l-os Angeles, Calif. 90003, P.0. Box 73233 M;r!facturersclfal.n-1.d Iirroqrze Faaosoveft IlslrbutorindL]ealerlnquirieslnviled

THtr SOUTHLAND

By WAYNE GARDN executive vice

ll,qV IS Home Improvement Time

l!lmonth and as such most building material dealers are concerned with additional advertising, spe'cial promotions and community activities all geared toward creating an awareness in the buying public regarding home improvement.

oresident Iedge, plugging profit leaks, lien laws, management techniques, material handling, federal and state regulations, insurance and a multitude of other services? There is a source, your trade association. Home improvement time, it's all year around for your business "home," and your lumber and building material dealer association can be your resource center.

Try it - you'Il like.

director, with R. H. Harms, GroganRobinson Lumber Co., Great Falls, and Troy A. French being named to repeat for succeeding terms.

Picked to receive the Silver Log Award for outstanding salesmanship was John Clague, Boise{ascade Corp., Billings. Named by the salesmen as Lumberman of the Year was Milo Stordahl, United Building Centers, Butte. In recognition of more than 35 years of contributions to the association as treasurer, A. A. "Al" Kind was presented with a print of Charles Russell's painting "The Ex' alted Ruler".

There is a great deal of time, money and effort expended by the industry to build the desire to buy. In essence, a finger is pointed at home owners asking the questions: "Are you satisfied with your living accommodations?" Wouldn't it be more comfortable if you painted, wallpapered, panelled, re-did the bathrooms, put down new floor tile, added closets, painted the exterior, planted more flowers and shrubs. or added new light fixtures at various points throughout the unit? Perhaps it should be insulation or some effort towards reducing energy consumption and yet making more of a home from the present house?

All of these suggestions are made to increase traffic flow through the business operation, increase gross sales and ultimately increase profits or improve return on investment.

Return on investment is the reason for conducting a business.

Suppose all the suggestions are made, and the traffic flow increases. Will the entrepreneur realize the r-o-i he hopes for?

The finger of suggestion is pointed to the consumer. Come buy from us. Improve your home. The other three fingers on that hand point back at the pointer,

Saying Improve

your "home," your place of business.

Are you really ready for that consumer? Are your sales people trained to sell or just take orders? Do they sell up, use tie in selling? Can they handle customer objections? Do they know how to close the sale?

Have you provided them the op- portunity to acquire good selling skills? Have you provided them and your customer with a pleasant atmosphere to transact business in?

Do you have the merchandise on hand to sell?

Have you been able to plug profit leaks? Do you know what your true operating costs are? Are you really in tune with the times?

Running a business today is very complex. To do an adequate job is a full time endeavor. To do an adequate or above average job, you must be aware of resource centers. Where can you go for information and help in sales training, general product know-

W}IAT'S D&R DOIN

Top Changes at Palco

ORE,? WHAT'S D&R DOIN in NORTH

Producing Doug Fir and Hemlock in a modern complex Dimension, studs to specified lengths, select structural, 2x4 1750F (roof trusses), wide width dimension. scaffolding plank and many other items. Call D&R Rail Dept.

Da,nt & Russell, Inc.

WHAT'S D&R DOING

in MARYSVILLE, WASH.?

Manufacturing sidings and Western Red Cedar specialties

D & R's Marysville plant produces rough bevel siding in select tight knot grades and ships by rail and truck to all markets. Look to D&R for quality cedar sidings and specialties. Contact our Cedar Dept.

Da,nt & Russell, Irrc.

Pressure-treating poles, piling and timber

Supplying poles and piling to an increasing number of utilities and construction projects. Here's why: we pick the best logs from timber weharvest...largeinventory . . . hard-to-get sizes . . quick delivery by truck or rail. Call D&R's Wood Preserving

Edward M. Carpenter has retired as chief executive officer of the Pacific Lumber Co., though he retains the title of chairman of the board. Robert B. Hoover, Palco's president, assumes the additional responsibilities of chief executive.

Carpenter's career with Pacific has a truly story book quality. After completion of his education at Santa Rosa Junior College, he went to Scotia, Ca., in 1933. He was looking for a summer job, planning to earn some money to continue his education. He liked what he saw and Pacific's managers liked what they saw. He was in a white collar job in less than a year and learned the business from areas such as stock control, statistics,storage and shipping. He became assistant to the manager in 1953, resident manager in 1957, v.p. of operations in 1961, exec. v.p. in 1963, president in 1911, and finally chairman of the board and chief executive officer in 1973. Pacific's shareholders have been electing him a director since 1963.

His proudest accomplishments are in the area of employee relations. He established one of the earliest comprehensive health insurance plans in the industry and has recently converted it to an expanded self insured health benefit plan.

The company's two scholarship plans, making available financial help to the employee's children on a noncompetitive basis, were his conception. Retirement benefits, through investment plans and pensions, have been greatly enhanced.

Hoover has been associated with Pacific all his adult life, with two periods of direct employment and an

1221 S.W. Yamhill St.

R. B. Hoover E. M. Carpenter

intervening period with A. L. Hoover Co., Pacific's sales agent in Southern California and Arizona. He worked for Pacific in its Scotia operations 1939 1940, learning the business by brief exposure in many areas of the plant. He then went south to San Marino. Ca.. where he eventually became a partner in A. L. Hoover Co.

He was invited back into Pacific in 1963 as general sales manager. He was elected sales v.p. in 1963:exec. v.p. in l97 l: and president in 1973. His headquarters will remain in San Francisco, even though he plans to spend a fair amount of time in the general offices at Scotia, where Warren Flinchpaugh is in charge of day-by-day operations.

Among his many industry associations, he is presently president of the California Redwood Assn.: v.p. of the California Forest Protective Assn.: and is a director of the National Forest Products Assn.

PERSONALS

(Continued from page 3s )

Edward R. Roberts is now Ca. area personnel relations mgr. and Bob Lloyd engineering services mgr. for the U.S. Plywood Div. operations. Anderson. Ca.

Rod Buchan has been appointed asst. v.p., bldg. code services, of the National Forest Products Assn's technical services div.

Ray Kellner, Kellner Lumber Co., Fresno, Ca., is the pres. of the newly-formed Fresno Area Dealers Group; Gary Long, Long's Building Supply, is v.p.; Bob Schlotthauer, Willard Lumber, is treas.

Murray McDowell has joined Blasen & Blasen Lumber Corp., Portland.

Al Newkirk, pres. of Chandler Lumber Co., Van Nuys, Ca., is current president of the local chapter of the Building Industry Assn.

Art Lull has been promoted to lumber mgr. lfor Champion's U.S. Ply. operations at Anderson, Ca,, according to Ed Shaw, Calif. area mgr. Bob Smith is now safety and personnel director at Willamina. Or.. reports operations mgr. Larry Higbee.

George T. Brophy is the new v.p.hardboard group, for Masonite; Dean D. Gould, v.p.-commercial & specialty products group, takes on the international and furniture groups formerly headed by Brophy.

David M. Townsend is now asst. to the director of nt'I. sales for Textron's Homelite div., reports C.J. Brown, director.

Ernest B. Corrick is now gen. mgr. of Rocky Mountain timberlands for Champion International.

WTIAT'S D&R DOIN in KLAMAT}I FALLS ?

Providing Ponderosa Pine millwork and mouldings

From the heart of the prnecountry,D&R's millwork department ships mouldings, inside door jambs-f inger joi nt and solidexterior door frames, all kinds of millwork. Quotations? Call our Millwork Deot.

Dant & Rtrssell, Inc.

503/221-1644Portland, Oregon 97205

WHAT'S D&R DOING

in NORTTI PORTLAND?

Fabricating precision turnilure parts and componenls

Drawer sides, T-guides, a wide range of f urniture parts are milled from domestic hardwoods. Consistent pattern and moisture control, on-time delivery. that's what furniture manuf acturers exDect and get from D&R Lumber Products! Need help? Ask D&R's Millwork Dept.

Da,nt & Russell, Ilrc.

W}IAT'S D&R DOING in IMPORTED PRODUCTS ?

Bringing in doorskins, hardwood plywood and hardboard panels

D&Rfurnisheshardwood doorskins in many species, hardwood plywood in all thicknesses and pine hardboard Danels from Sweden. Finland. Portugal. Compare our prices, service, integrity. Ask our lmport Dept.

1221 S.W. Yamhill St.

PERSONALS

Carl Williams, gen. mgr. at Floor Service Supply Co., San Jose, Ca., is back from a recent Rocky Mountains vacation, according to Larry Stephen.

Ed Baylis, Cascade Pacific, Sacramento, Ca., was married April 24, to Beverly Whitson on the patio of Bill Niesen's house, Ft. Bragg, Ca. Bill is the founder of Niesen-Ward Forest Products. Best man was Ross McCarty, American Forest Products, Newark, Ca.

Ralph Rundle is now v.p. for wood products marketing for Southwest Forest Industries, Phoenix, replacing J.B. Edens, Jr., who resigned to become v.p.-gen. mgr. of the bldg. mtls. distribution div. of AFPC, San Francisco, according to Ed Quirk, exec. v.p. S.A. Shrigley, presently a v.p., wood products operations, assumes responsibility for a number of SFI operations across the U. S. ; Glen L. Jones moves up to v.p. wood products operations; Donald A. Graves to pres. of their SWF Plywood subsid iary.

Jerry Johnson is now in the YP div. at Portland's Dutton Pacific Forest Products.

Betty Foster, Masonite, Calpella, Ca., is back from a South American cruise that included a tour thru the Panama CanaI.

Jerry Kullman is the new mgr. of the Copeland Lumber Yard, Corvallis, Or.

Robert F. Courtney has been appointed lumber sales mgr. at Roseburg Lumber Co.. Portland.

Edward M. Preim is manager of the new Parr Lumber Co. Hawaii office. A new office in Portland, managed by Jerry Geisel is now working with the Hawaii office.

George E. McCown has now taken over Boise Cascade's bldg. mtls. group, replacing Peter S. O'Neill, who resigns June 1, to persue personal business interests.

Ben Davis, ex-Evans Products, is now L-P's mill rep (Arcata-So. Ca.) for hardboard out of their Oroville plant and particleboard out of the Humboldt operations, according to Bill Van Noy.

Bill Perkins has joined the management staff, Burns Lumber Co., Encino, Ca., according to Gordon Woolard.

Michael J. McKenzie is now GeorgiaPacific bldg. products div. outside purchasing mgr. for West Coast plywood & particleboard, according to M. A. Vidan, plywood mgr. of the div.

Hal Rolff is now selling for Keller Lumber Sales, Redding, Ca.

John McCafferty has been named the new gen. mgr. of the Bend (Oregon) div. of Boise Cascade.

Bob Lawrence, Louisiana-Pacific, Ukiah, Ca., and his wife, Dolly, vacationed in Tokyo.

Bill Walker, Specialty Forest Products, Phoenix, was a recent business visitor to El Paso, Tx.

Bob Eldredge has joined the sales force at Tacoma Lumber Sales, City of Industry, Ca.

Ben Leany and Nick Elardo are recent additions at Western Woods, Inc.. Chico. Ca.

G. Wesley White is the new particleboard sales mgr. for G-P's Ukiah div.

Bob Siltanen has joined Chinook Wood Products, Scotts Valley, Ca., operating their new Eugene, Or., office.

Geolge Putnam has joined Capital Lirmber, Albuquerque, for the N.M. and So. Colo. region.

Mike Morrissey has been named the new lumber/plywood sales mgr. for Rosboro Lumber, Springfield, Or.; Louise McQuin is asst. sales mgr.

Steve Hammans is new to the sales force at Western Empire Forest Products, Eugene, Or.

Mel Henson is the new mgr. for G-P's Oakland, Ca., wholesale bldg. mtls. distribution center; Frank Youngman is the new mgr. at San Fernando.

Ray Moholt, 42, is the new mgr., product publicity, for Western Wood Products, Portland. He suoceeds Mel Blais who retired recently.

Miles W. Davidson, regional v.p., National Building Centers, Inc., El Segundo, Ca., has announced plans to retire at the end of'76. Succeeding him will be Asa K. Jennings, recently named asst. to the mgr., NBC, Western region. Formerly with Mobile Oil, his background includes sales, distribution and administration.

Don Chase is now with the lumber dept., Wood Markets, Inc., Portland.

John Hammon is the new exec. v.p. of the National Home Improvement Council. He replaces Edgar V. Hall, now the managing director of the Asphalt Roofing Mfgrs. Assn.

Gary L. Smith is the American Plywood Assn's. new field services man for the Phoenix/San Diego territory.

Frank Davis, exec. v.p., Arizona Lumber & Builders Supply Assn., Phoenix, has been named by Arizona Gov. Raul Castro as co-chairman of the Construction Industry Committee of that state's May: Energy Awareness Month.

John Osgood is back from an East Coast business trip and at his desk at Robert S. Osgood, Inc., Los Angeles.

Ken Caylor is the new headman for plywood sales for Diamond International in Red Bluff. Ca.

John Elam is now selling for WisconsinCalifornia Forest Products. accordine to Pete Lane.

Don Stobaugh , National Building Centers, El Segundo, Ca., is back from a recent Oregon mill trip. Dave Steinmetz, retired former president of United Wholesale Lumber Co., Montebello, Ca., and current president of the Newport Harbor Art Museum, Newport Beach, Ca., has announced an early start for construction on their new $500,000 museum building.

Howard Lee has closed Lee Lumber Hauling, Downey, Ca., and is now in an active "retirement" in building, construction, etc., in So. Ca. and Az. He had a successful 3l7z year career in trucking.

Mervin Boehland, Bohcnria, Inc., Saginaw, Or., and M.D. l"iiler, lloisc (lascade, Boisc, ld., wcrc Ihc only Westcrncrs elcctcd to thc board at thc recent' 24th anrrual of the Anrcrican lnstitutc of 'l'irrtbor (lonstruction, E,nglewood, Co. Wcstern dire ctors are Robert E. Eby, Woyerhaeuser, Tacoma; Donal<I P. l'larper, Tinrfab, Clackantas, Or.; Ralph A. Heiken, Tinrberweld Mfg., Coiumbus, Mt.; and immediate past-prcs. Clyde Huglres, Rosboro Lumber, Springficld, Or.

Ed Fountain, Ed Fountain Lumber Co., L.A., recently managed the remarkable feat of a hole in zero. During a recent tournament, playing to a 27 handicap, he was alloted two handicap strokes on the 218 yard 10th hole. Following a drive just short of the green, he holed out in 2. His scorecard for that hole showed a zerol

PhiI McCoy is now the chairman and chief exec. officer of Western Pine Supply, Emeryville, Ca. Ben B. Cassinerio III has been elected president and a director.

Jack Lepper is now mgr. for the old Willamette Industries retail outlet, Sherwood, Or., recently acquired by Max Clark of Clark Lumber. Tualatin.

Mel Hanson, former mgr. at G-P's Salt Lake City branch and W.A. "Bill" Reidlinger, mgr. at Fresno, Ca., have been cited with the company's president's club award. N.L. "Norb" Edwardsen is the new mgr. of the Spokane, Wa., distribution center.

Carita Holton and Joe Nobel have joined Eugene Lumber Sales, Eugene, Or.

Dick Wilson is now mgr. of Copeland Lumber's Lincoln City, Or. operation.

Steve Overton is back at work in sales at Simpson Building Supply Co., Cerritos, Ca., after a trip to Thailand, Japan, Taiwan and Hong Kong. Some guys have all the breaks.

Bill Wessner has joined the sales staff at Inland Lumber Co., Colton, Ca. He had been with American International Forest Products. Beaverton. Or.

Roger Baer, California Pacific Wholesale Co., Cucam,onga, Ca., is just back from a Caribbean business trip. He recently was in Alaska on co. biz.

(PLease turn to page $)

Be a H.lT. man

HE lOth anniversary mailing of the "How to Porticipate in

Home Improvement Time" 32 page full color booklet to more than 85,000 contractors, dealers, horne centers, financial institutions, utilities and otl.rers interested in honte improvement, is an important anniversary that demonstrates how effective a cooperative industry promotion activity can be when every category in an industry works toward a common objective. National manufacturer, allied association and publication annual participation has grown from a few to more than fifty. Yearly participation by individual contractors, dealers, home centers. financial institutions and utilities has passed 17,000. Exposures to consunlers are now in excess of 100 million each year.

Highlight of the program is the annual May Home hnprovement Month program.

The annual "How to Participate" booklet tells how to become involved and identify with this industry program and includes many promotion and advertising aids. A copy is available by writing to "Horne Improvement Time," P.O. Box 102, Carnegie, Pa. lsl06.

Another program to participate in is the annual cooperative industry promotion program, "Home Improvement Time. "Just send $3 to the above

Story at a Glance

This month is the big annual "May is Home lmprovement Time Program". . .get involved now by utilizing any one of a number of pre-packaged promotional programs.

address to cover postage and mailing to receive a display and advertising kit.

This is the first time this annual kit has been offered at no cost, except postage and mailing.

It contains: pennant, banner, streamer, adhesive back seal, bumper strip, proclamation, theme clip sheet of 12 units, clip sheet set of 15 news-

paper ads, product poster-radio and tv copy with reproduction slide proofs. All display material is printed in four color for maximum attention value.

The accornplishrnents of this industry activity are best expressed by this quotation, "No program in the United States contributes more to the betterment of our environment. .to the maintenance and preservation of our housing resources. .and energy management in the home. .than 'Home Improvement Time'."

FUt[ lNF0 on how to fully (or partially) tie in with Home lmprovementTime program is available from James Stewart, the program coordinator; see story for his address.

All species of Western lumber and plywood

A Mllllon Feet of Redwood

Simpson Timber Co., one of the foremost producers of redwood, has honored Capital Lumber Company, Phoenix for sales of more than a million feet of Simpson redwood lumber in 1975.

According to George Kreiss, Simpson field lumber manager, "This award recognizes an outstanding effort by a major distributor in the Arizona and New Mexico marketing areas. We believe that redwood is a superior building product derived from one of nature's most renewable resources, but it could not reach the end use customer without the work of such men as John Gaskin of Capital Lumber and his staff."

The piaque says: "In distinguished recognition of the achievement of exceeding one million feet of Simpson redwood sales in one year. 1975."

Capital Lumber received a permanent redwood plaque commemorating the outstanding sales performance, and each individual in the firm contributing to the achievement of the million foot result was presented with a personal award.

Get Free Publicity

An effective way to get free local publicity for your firm is to send copies of articles or other mentions in trade and business magazines to your local newspapers.

It is best to first make personal contact with the editor, to briefly explain your firm to him and how it relates to overall community activities. If you already do business with the paper(s) through their advertising department, suggest the idea to the advertising manager and chances are he'll take it from there.

UF0 (unidentified flying obiect) expert (1) Hugh Barnes chats with Cordes Langley at a recent Black Bart Hoo-Hoo club meeting in Ukiah, Ca., at which Barnes spoke. Among the 3-doz. present were (2) Harold Henderlong, Bill Doyle, Art Atkinson, Jack Powell. (3) Gil Sissons, Jr., Joe Bowman. (4) Bill Bright, Jack Davies.

M|LLION feet of redwood sold by Capital Lumber Co., Phoenix in 1975 is recognized by plaque accepted by John Gaskin (left) from Simpson Timber's George Kreiss, field lumber mgr.

BIG PROFIT POTENTIAL

Wide Variety of Uses for These Big, Handsome Barrels Make Them a Natural for the Profitable Hobbv Market

o Planters

o BarrelFurniture

o Chaire ond Tobles

r WoterBarrele

These barrels are used by California as well as the finest brandy.

r Strawberry Barrele

r DogHouses

. Varioue Hobby Iders

o Finest lor Msking Home Wine & Cider

grape growers for aging wine

UNMRSAI CONTAII\ER conP.

83lB Grade Lane

Louisville, Ky. 40219 (s02) 366.4563

Fresno, Ca., plant (209) 366-4s63

White Oak Whiskey Barrel and Planter

Ncw Fn@duots

and selecfed soles oids

Wood Look and Feel

Kaylien doors are manufactured with a unique and proven process to authentically reproduce the texture, grain, feel and appearance of wood carvings in fiberglass, according to the company.

All doors are factory finished in any of five standard colors and no further finish is needed. Custom colors are available. Finishes include mahogany, walnut, teak, dark oak, and white.

Kaylien doors can be trimmed, if necessary, just as a wood door, using carbide tipped tools for best results. The only requirement is that any raw edge be resealed.

showed no degree of fading in l0 years of exposure to sun, with proper maintenance.

The door face should be periodically treated with a good furniture oil, or spraywax to retain luster.

WRITE: The Merchant Magazine, 4500 Campus Dr., suite 476, Newport Beach, Ca. 92660.

Wlde Spread Lav Faucet

A new wide spread lavatory faucet designed for use on large or commerical lavatories and marble countertops is now available from the U/R Division of Universal-Rundle Corp.

The "U/R Pak" faucet accommodates lavs and countertops with 8" center set spacing. It is designed for in{ine or off-center mounting.

The faucet utilizes an all-in-one precision moulded cartridge of Celcon that has been tested over I million times without leaks (equivalent to 30 years of normal usage). It has no washers to allow drips, no metal seats or stem threads to corrode.

The faucet features a 4" long spout with deluxe aerator, pop-up drain and stop, and clear acrylic handles.

WRITE: The Merchant Magazine, 4500 Campus Dr., suite 476, Newport Beach, Ca. 92660.

FREE READER SERVICE

New Electronlc lgnltlon

A new Yale electronic ignition system has been introduced for Yale gas and LP-gas industrial trucks. It is designed to improve lift truck performance and reliability and to lower maintenance costs.

The system combines the advantages of a breakerless distributor (sensor and trigger wheel) and an electronically-controlled inductive storage system which precisely controls spark energy and timing.

Using components that are simple, rugged and dependable, the new electronic ignition system has many features that are superior to a conventional ignition system. The advantages: performance in temperature extremes; firing of plugs at low cranking speeds; firing of plugs at low battering voltage; extension of spark plug life; and fewer tune-ups.

In addition, the system survives transient voltage and reverse polarity; lengthens engine life; provides good performance at all engine speeds; and allows for easier trouble-shooting. Two more advantages are that the system saves fuel and can be easily installed.

WRITE: The Merchant Magazine, 4500 Campus Dr., suite 476, Newport Beach. Ca. 92660.

Flberglass House Shlngles

Woodlands laminated fiber glass shingles for residential use are available from Johns-Manville in four new colors.

The 285-lb. shingle is offered with J-M's Seal-O-Matic bonding stripe and 25-year guarantee. Woodlands also carries the UL wind resistance and class "A" fire rating, the highest attainable.

WRITE: The Merchant Magazine, 4500 Campus Dr., suit€ 476, Newport Beach, Ca.92660.

Due to their one piece fiberglass face, the doors are highly resistant to chipping, peeling, cracking and temperature changes. Company fade tests run through a testing laboratory

For more inlormation on New Products and New Literature, wrile The Merchant Magazine, 4500 Campus Dr., Suite 476, Newport Beach, Ca. 92660. Please mention issue date and page number so we can process your request faster! Many thanks!

Polypropylene Sawhorses

While the traditional sawhorse is a basic part of every carpentry shop and home workshop, it has never lent itself to maneuverability, easy storage or portability.

But Millington Plastics Co. has a new product called "Handi Horse," molded from general purpose Tenite polypropylene and Tenite polypro-

pylene P2635-08AA foam concentrate.

"Handi-Horse" stands 28" tall and weighs only 9 lbs. when fully assembled. Each pair of sawhorses is packed in separate units, containing four leg pieces and a crossbar, along with two metal pieces hook-shaped at either end which fit into the leg apertures for support and rigidity.

The interior of each leg piece is molded in a honeycomb pattern to distribute weight more evenly throughout. The separate leg pieces, measuring 25" overall, fit snugly into the upper crossbar which is 23" in length by 2-1 14" deep. No tools or additional screws or bolts are needed to assemble the product for use.

WRITE: The Merchant Magazine, 4500 Campus Dr., suite 476, Newport Beach, Ca.92660.

Self-Adheslve Seallng Tape

A new self-adhesive, synthetic rubber sealing tape, Presto-Patch has been introduced by The Hobert Stone Co.

The company says it is being used in many different industrial and agricultural applications. Originally developed to seal overlap seam joints, cracks, and blisters on roofs, it conforms readily to irregular surfaces; it is now being used to seal flashings around chimneys, skylights, pipes, etc., and to seal cracked or broken cornices and copings.

It is used both as a repair preparative prior to a roof recoating or as a spot repair material to stop leaks on roofs where recoating is not planned. In addition, it is being used to seal air conditioning, dust collection, and heating joints and punctures. It is also being used as a sound deadner and to block air, fume, and water leaks in auto s, truck-cabs, and over the road trailers.

Since it stays pliable, it is an ideal weather stripping for doors, windows, air conditioners, and conduit entry

ports. Because of its insulating properties, it can be used to seal and insulate low voltage electrical equipment indoors or out.

To apply, Presto-Patch is simply cut to length, and pressed into place applying moderate hand or foot pressure, and then stripping away the backing paper. For wide areas, widths may be overlapped.

WRITE: The Merchant Magazine, 4500 Campus Dr., suite 476, Newport Beach, Ca.92660.

Polymer Stucco Outlasts Palnt

Stucorock, a new concept in permanent exterior wall coatings, is a long-lasting, non-cementitious, readyto-use polymer stucco which is easily applied with simple equipment.

It is a compound of a water clear non-yellowing flexible plastic base with chalk resistant colors and fillers which will not fade or water spot.Cost is moderate, roughly equal to drymixed texture coating.

Available in many permanent colors, it adheres to masonry, concrete, asbestos board, wood, aluminum, and galvanized steel, including primed finishes and certain plastics. Spanish relief troweled effects and other methods can be used to produce many appealing textures.

It is complete and does not need additives to improve appearance, adhesion or drying time. It can also be used as a ready-mixed, trowelable joint and seam filler.

WRITE: The Merchant Magazine, 4500 Campus Dr., suite 476, Newport Beach, Ca. 92660.

C0MBINATI0N decorative screen and planter box protects patios from strong winds, while serving as a backdrop for climbing plants. The screen and planter are easily and inexpensively built with common lumber and Z-Brick. Shown here is Country Bustic Smoke.

Doors Paee Tests

Stanley Door System, Sta-Tru metal clad door system passed A.S.T.M. E33 I water resistance test and A.S.T.M. E283 air infiltration test.

These tests, conducted by an independent laboratory, specify simulated heavy rain and high velocity winds. The Sta-Tru System did not permit any water for the duration of the tests. The air infiltrating test results were far superior than recognized industry standards.

Credit for this goes to Stanley's unique seal system. The door system is easy to install in the field and is designed to stop leakage even after years of extended use.

WRITE: The Merchant Magazine, 4500 Campus Dr., suite 476, Newport Beach, Ca.92660.

Mighty Proud!"

wu are now handling sales for the Medford Corporation of Medford, Or. Let us take the hassle out of fillins your

Medford, filling your requirements in PII\IE and CEDAR commons, dimension and shop and better.

For your convenience loadings include flat cars, double door box cars and truck and trailer. Other services we can offer are unitized loads, paper wrapping, re-sawing, patterns, stopover carloads. Call us today, you'll be glad you did.

Wide Glued Redwood Panels

Louisiana-Pacific Corp. now offers wide end and edge glued panels manufactured from high quality clear or clear all heart grades of kiln dried redwood lumber.

Panels are available in edge glued or finger jointed end and edge glued panels in widths up to 36" and lengths from 4' 22'.

Thicknesses include nominal 3/4" through 2" in vertical or flat grained panels.

For interior residential use, wide redwood panels are ideal for shelving, cabinet work, built-ins and paneling.

On the exterior, weatherproof redwood panels can be used as attractive siding, fencing, for garden structures and patio projects.

Industrial applications include core stock, sounding boards for musical instruments and hi-fi speakers, cabinets, patio furniture and planters, garage door panels and industrial shelving and storage. Compared to standard lumber, the extra wide and long glued panel provides better cutting multiples and less waste for industrial manufacturers.

WRITE: The Merchant Magazine, 4500 Campus Dr., suite 476, Newport Beach, Ca. 92660.

Replacement Appliances

The increased demand for replacement appliances is emphasized in this new multi-product point-of-purchase "Replacement Center" display featur- ing built-in Hotpoint double ovens, hood, surface cooking sections, dishwashers, food waste disposers, and a trash compactor.

Aimed at the ever-growing number of customers who desire to replace their own built-in appliances, the display also features a do-it-yourself replacement kit for dishwashers which is complete with all parts and instructions.

The modular units can be used as shown or separately, and a variety of built-in products can be displayed. As

a further aid, a tape and slide presentation unit is part of the display.

WRITE: The Merchant Magazine, 4500 Campus Dr., suite 476, Newport Beach. Ca. 92660.

DIY Vanlty Installations

Plumb Shop "makes it easy" with their new Plumb Kit for installing bathroom vanities. It is easy to order, stock, display, sell and the easiest kit, ever, for "do-it-yourself" customers to install, the firm claims.

The packaging contains all necessary components, neatly assembled, and securely film-wrapped for protection. The sturdy corrugated carton has a carry-out handle for consumer convenience, plus precise, step-by-step graphic illustrations for simple, efficient installation.

It requires far less shelf space and retails for less than comparable single- part packages. Retail price: $18.99 (Order #1030).

WRITE: The Merchant Magazine, 4500 Campus Dr., suite 476, Newport Beach. Ca.92660.

Chaln SaW CUIS SmOOthgf standard 3/8" chain for replacement cutting life of the chain will be about

A newly designed saw chain that sales at no increase in price. 45 hours, and alt]1ough interchangeable cuts smoother and from lS-2OVo Extensive laboratory and field with standard 3i8" chain, it is recomfaster than standard 3/8" pitch chain testing showed it delivers at least mended for use on guide bars up to has been introduced by Homelite. 15%-20% faster cutting speed than 20" and on saws with up to 3.5 cu. in.

Pro Cut will be supplied as standard standard 3/8" pitch on 2.2 through displacement or less. equipment on all Homelite 150 auto- 5.5 cu. in. chain saws.

WRITE: The Merchant Magazine, matic and Super EZ automatic chain It is similar in appearance to low 4500 Campus Dr., suite 476, Newport saw models produced starting this profile chain but achieves a true 3/8" Beach, Ca.92660. year, and is interchangeable with the pitch. Testing indicates the average

Three New Gaulks

I TRUCK and RAIL DELIVERY

CEDAR

I caulk: Easy Caulk.

Overhang Decking Facia

Shakes, Shingles Lumber, Fencing Palings, Hip & Ridge

Shims

Plywood Plyform

PHONE: 171416424921

PINE Boards Dimension Overhang

833 DOVER DRIVE, SUITE 23 NEWPORT BEACH. CALIFORNIA 92660

SUMMITTS NEVV G'FFTCE

BETTEFI

While our distribution yard remains in Long Beach, we wish to announce our new Los Angetes office 1801 Avenue of the Stars, suite 310, Los Angeles, Ca., 90067 (213) 553-4713roryour

greater convenience and faster service in providing import, export and domestic wood products from dowels to plywoods.

We Look Fonwand To Senving Youn Lurnben Needs

All three can be used for interior or exterior applications but each one has specific features that make it distinctively different. The acrylic caulk is the easiest to use and apply. The latex base material in it cleans up with water, is fast drying and non-staining and non-bleeding.

The butyl rubber caulk is a general purpose type caulk for all types of caulking applications. The fastener oil base Easy Caulk is Contechs' best value caulk. Designed for narrow nonmoving type joints such as windows and doors, it is ready for painting in 24-48 hours.

WRITE: The Merchant Magazine, 4500 Campus Dr., suite 476, Newport Beach. Ca.92660.

New Panel Saw

The Tri-Rail model is highly accurate for straight line, repetitive cutting of non-ferrous metals, rubber, plexiglass, sheet plastic and other materials.

A convenient quick change clutch enables the user to convert from automatic to manual operation for trial cuts in determining the effective rate of speed on various materials. Models are offered with manual or automatic/manual operation.

IVRITE: The Merchant Macazinc. 45fi) Campus Dr., suite 476, NEwpori Beach. Ca. 92550.

Epoxy Bonds Concrete

A specially formulated 100% solids epoxy resin, designed to bond new concrete to old and allow concrete pouring throughout the day, is from Sta-Crete. Inc.

Even when applied to wet surfaces at low temperature, it forms a bond which is often stronger than the concrete itself. Due to its inherent strength and bonding action, it also helps prevent cracking that may result from excess shrinkilg of the new concrete or extreme temperature variations.

Typical uses include patching broken or cracked surfaces, skidproofing slippery walkways, preparing mortar overlays, and bonding thin overlays to existing surfaces.

WRITE: The Merchant Magazine, 4500_ Campus Dr., suite 476, Newport Beach. Ca.92660.

Combination Door lnserts

Plaza and Mo-Bel-Air combination door inserts are manufactured bv Alhambra Metal Products and -! designed for any door where light and air are needed.

This all aluminum, custom engineer- ed unit, which never needs painting, has two vertical sash, which slide easily and smoothly, and are removable for cleaning. They lock in place with just a touch. The units have fiberglass screen.

Installation is quickly and easily achieved with only l0 screws and a screwdriver. The units are available in

This, our thirteenth year, is our luckiest to be serving you. And, we look forward to many, many more.

a large range of sizes to fit your door requirements for home, apartment, motel, mobile home, RV, camper and trailer.

WRITE: The Mcrchant Magazine, 4500 Campus Dr., suite 476, Niwport Beach, Ca. 92660.

Blcentennlal Hammer

Are you ready for Vaughan & Bushnell's limited edition hammer to commemorate the Bicentennial?

Model1776 isa l6 oz. claw hammer with a top grade hickory handle. Head and handle grip are painted in Bicentennial red and blue.

For price and delivery information contact Vaughan & Bushnell Manufacturing Co., ll4l4 Maple Avenue, Hebron, Illinois 60034.

WRITE: The Merchant Magazine, 4500 Campus Dr., suite 476, Newport Beach, Ca.92660.

FREE READER SERVICE

For more information on N€w Products and New Literaturo, write Zre .Merchant Magazine, 4500 Campus Dr., Suite 476, Newport Beach, Ca. 92660. Please mention issue date and page number so w€ can process your request tasterl Many thanks!

LUMBER AND YENEERS

33IT WEAT STH STREE?. AT VERMONT AYENUE

BOX 75735. ETATION "S". LOS ANGELES 90075

l2r3l 382-8278

TWX 910 321-3863

IMPORTED & DOMESTIC HARDWOODS . . . T.TIMPORTED PLYWOOD

Alumlnum Home Ladder

The new Easylight aluminum stePladder developed by White Metal Rolling & Stamping CorP. is made of heat treated, strong aluminum alloy.

Steps and front siderails are a full 3" wide with non-skid treads; thick rubber non-skid feet support and cushion the ladder. The top Plate features a stamped tray for holding tools or small Parts; bucket rack is slatted type for hanging tools as well as supporting pails or equiPment. Type III household duty rating (200#), meets OSHA requirements. Sizes: 4', 5' and 6 ft., weighing resPectivelY,

7 lbs.,8-l/2 lbs. and l0 lbs.

WRITE: The Merchant Magazine, 4500 Campus Dr., suite 476, Newport Beach. Ca. 92660.

French Floor Deslgn

A new hardwood parquet flooring, copied from 18th CenturY France, is by Memphis Hardwood Flooring Company.

Called Herringblock, the pattern is more commonly known as "French herringbone" among architectural floor experts. The pattern was probablY originated by French architects during the institutional building spree of

WHOLESALER,S IMPORTERS MILL R,EPR,ESENTATIYES .*<)

WESTERN RED CEDAR ALASKA YELLOW CEDAR R,EDWOOD .a<)

INDUSTR,IAL ITEMS

King Louis XIV. One of the bestknown of Louis XIV's edifices is the Palace of Versailles, noted, among other things, for its beautifully designed hardwood parquet floors.

New Herringblock is made of three flooring strips assembled side-by-side into a unit measuring 4-112" x 9", featuring beveled perimeter edges and either natural or dark antique brown factory finish.

A full 314" tb.ick, Herringblock installs with mastic over wood or concrete subfloors.

WRITE: The Merchant Magazine, 4500 Campus Dr., suite 476, Newport Beach. Ca.92660.

Blfold Merchandlser

A new merchandising display, pretested by midwestern dealers, has been added to the product line of the E.A. Nord Co., Everett, Wa. It's Nord's Bifold Display #2O0.

It joins their three other merchandising exhibits, the spindle merchandiser, Voyager door display and dowel merchandiser.

The new unit shows their I 3i8" hemlock doors, the Orleans (1423') and the Natchez (1424). It comes complete with the pre-finished doors, hardware, header sign, pre-stained frame and cloth backdrop curtain and is packed in two convenient-sized cartons.

Dealers who have utilized the display report that it's compact, and easy to assemble. One retailer reported sales up 60%.

Side panels hold two literature racks along with a supply of takehome color pamphlets. There's also a plasticized catalog sheet for permanent use with the display.

The take-home pamphlets, and the appearance of the bifold doors themselves, strongly underscore the improved appearance. Added strength is achieved by the I 3/8" thickness, l/4" thicker than ordinary bifolds which increases the rigidity of the door and the life of its use.

The Western hemlock material not only stains more evenly but is in-

herently stronger than pine, almost twice as strong as an ordinary I l/8" pine bifold in tests conducted by WWPA.

WRITE: The Merchant Magazine, 4500 Campus Dr., suite 476, Newport Beach, Ca. 92660.

ilEW AIUMINUM 20' double carport, with a 2O-foot free span, by Alcan, eliminates center support posts, allowing room for two large cars and permitting easy access to the garage. Featuring their canopy system, the double carport meets all local building codes and is attractive, economical and rugged.

The romance of teak

By James T. Summerlin Robert S. Osgood, Inc. Los Angeles

URELY you have at some time or other been in an office luxuriously paneled in the warmth of teak or have seen a handsome yacht with teak decks and finished trim. Did you ever wonder how this romantic wood was first used and who was initially responsible for introducing this fine, durable timber that today has grown to be one of the most valuable woods in the world?

Let us now look at some of the fascinating history of teak.

INDIA

The versatility of teak has been known for centuries, especially its superiority in the construction of ocean-going vessels.

Records show that the British Admiralty was originally attracted to this valued species in shipbuilding with the construction of the 36-gun frigate, "Salsette", launched at Bombay in 1805. This proved to be so successful that the British Navy Department pressed the Bombay government into allowing an agent to be stationed on the Malabar Coast to take over the rights of teak logging on behalf of the East India Co.

This initial move to reserve the teak forests lasted until about 1822 when outside pressures caused local timber merchants to again cause the dissipation of this prized natural resource.

Recognizing the dangers of extinction, the Bombay government made repeated attempts from 1830 to about 1850 to correct the situation without much success due to the desire to placate the Rajahs, landowners and na-

Story at a Glance

Part one of a two part look at the development in the West of teak, one of the storied woods of the Far East. . .its history and present status in India, Burma and Thailand is outlined.

tive timber merchants who felt they had an ancient right to cut this fine timber at will. Unfortunately, due to these wasteful practices, India plays a minor role in the teak industry today.

This outstanding wood is native not only to India, but also to Burma, Thailand and other parts of IndoChina. Over a span of many generations, it has been introduced into several other countries on a limited scale including Java, the Philippines, Jamaica, the Gold Coast, Trinidad and other scattered areas.

It was the practice (and still is to a small degree) in India, Burma and Thailand to girdle selected trees prior to harvest. This was necessary because green teak logs will not float whereas girdled trees, after drying for two to three years, are light enough to transport by floating on rivers, lashed together as rafts, from the jungles to processing areas. This movement would take years'before reaching the ocean ports. It was in about 1840 that the first account of girdling was recorded.

The amazing durability of teak is demonstrated in its resistance to rot and decay during this girdled stage. This feature was very apparent even in those times with recorded experiences of ships made of teak lasting 30 - 50 years and even longer.

A further demonstration of this unbelievable durability was recently portrayed on a television production showing underwater photographs of the "Andrea Doia" which sank off the coast of Nantucket some 20 years ago. Even though the entire sunken hulk suffered extensive decomposition and was encrusted with marine life, the teak decks were literally undamaged.

BURMA

As non-controlled cutting continued in India, evidence of exhaustion was apparent and attention was drawn to fresh fields.

The first Burmese War in 1826

brought this new potential source in the acquisition of three provinces in Burma by Great Britain. Between 1830 and 1855. no less than 123 vessels were launched, all constructed of Burmese teak. As early as 1840, the idea of teak plintations was forming in the minds of those in control from London. This slowly developed into reality especially back in India; by this time, it was badly needed.

A Forest Act was signed in 1865 which marked the establishment of the Burma Forest Department giving some control to the cutting of teak in lower Burma by setting aside 40,000 acres of teak forest. The Third Burmese War of 1885 resulted in additional sources of teak in Upper Burma. Today, the Burma Forest Department controls the management of over 30,000 square miles of reserved forests.

Burma, covering an area about the size of Texas. was a member of the British Commonwealth until January, 1948, when it became an independent nation. This new government, originally modelled after the British parliamentary system, gradually became more socialistic. The transition resulted in the nationalization of the teak trade by taking over control ofall teak concessions and a substantial part of the sawmill industrv.

This development strongly affected firms such as The East Asiatic Co. which had established an office in Rangoon in 1930. A State Timber Board was established as an organ2ation to oversee production and sales. Since the East Asiatic Co. was one of the remaining original foreign firms doing business in Burma, it was appointed sales agent in a number of overseas markets up until 1960.

Today all export business must be conducted through a variety ofgovernment agencies, mainly the State Timber Board. (Continued next month)

New Lfitetretutr@

Excltlng Sldlng Deslgns

Design ideas, special detailing, etc. are in the 1976 Simpson Timber free sidings brochure. Both Ruf-Sawn redwood plywood and Ruf-Sawn 316 overlaid plywood are meticulously described in the 12-p., full-color brochure.

FREE READER SERVICE

For more information on New Products and New Literature. write fhe Merchant Magazine, 4500 Campus Dr., Suite 476, Newport Beach, Ca. 92660

Please mention issue date and page number so we can process your request faster! Many thanks!

A-V Wlndow Fllm Strlp

Andersen Corp. has a new free audio-visual film strip cartridge describing their Perma-Shield line of quality windows.

Ersatz Brick Plan

Complete plans for 10 easy projects are included in a new l2-p. free booklet from Z-Brick. All can be built in a few hours with ordinary lumber, simple hardware and Z-Brick decorative brick and stone wall covering.

Bulld-lt-Yourselt Booklet

Plan Ahead for Summer, by Georgia- Pacific contains 29 easy-to-follow plans for projects ranging from a planter box to a storage cabinet for sports equipment; from a hanging room divider to simple-to-construct furniture.

Decoratlve Panellng

Masonite's full line of decorative panelings for interior applications is illustrated in anew ftee24-p. brochure.

Three For Free

Three free promotion packets containing color idea booklets, plan sheets, invoice stuffers, ad proofs and

blanksfor ordering quantities: MK-I2 contains five outdoor storage items; MK-13 has eight pieces on decks, fences and patios; MK-16 centers on "Improve Your Home" booklet and plans for deck-firepit, benches, planter and post lamp. Write Western Wood Products Assn., Yeon Bldg., Portland, Or.97204.

Tub Recees Klt

A new free four-color catalog on its tub recess kit has been released by the Marlite Division of Masonite Corp.

Styrofoam Ingulallon

A booklet explaining the many ways Styrofoam TG insulation can be used to save on heating and air conditioning is available free from Dow Chemical U.S.A., 2020 Dow Center, Midland. Mi.48640.

Energy From Wood

Wood residue as an energy source is covered n a 122-p. book ($l 1) on proceedings of a conference held by the Forest Products Research Society. Write FPRS, 2801 Marshall Ct., Madison, WI 53705.

Management Educatlon

The National Association of Wholesaler-Distributors has a 32 p. booklet on vadous management training programs available from them. Write NAW, 1725 K Street, N.W., Washington, D.C. 20006.

Mowers and Thlowets

Descriptions of six product lines from walkbehind mowers, tillers and snow throwers, to riding mowers and lawn and garden tractors are offered in a new l2-p. free product catalog from Simplicity Mfg., Allis-Chalmers Corp.

Mouldlng, Mlllwork Sllder

Western Wood Moulding and Millwork Producers audio-visual presentation, "Western Wood Mouldings & Millwork" (compatible with the National Sash & Door Jobbers a-v system l6 network) explains the unique heritage, uses and manufacturing techniques of the industry.

A Swlnglng Combo

Bel-Air Combination doors make a versatile exterior door with controlled ventilation for use in homes. apartments, motels, mobile homes, campers, trailers and many other types of buildings. Free full color literature is available on both panel and flush doors and as separate combination door units. Write or call BelAir Door Co., P.O. Box 829, Alhambra, CA 91802, (213) 283-3731.

New Energy Plan Book

Energy Saving Home Designs are the contents of a new $l plan book just announced by National Plan Service, 435 West Fullerton Avenue, Elmhurst, IL 60126.

Tub and Tlle Gaulk

Contech tub and tile caulk is the subject of a new free two-color brochure by Contech Inc. (so who else?) It higruights features and display merchandiser.

Forest Fllm

"The Mighty Westem Forest," l6mm, 27 minute color film aerial tour of 12 western states, showing natural beauties of region plus forest management techniques. On loan free. Western Wood Products Assn, 1500 Yeon Bldg., Portland, Or. 97204.

Porcelaln-on-Steel Wall

Vitriform 90 free brochure describes in detail the new procelain-on-steel material for interior walls and ceilings. Actual photos show installation.

Hardwood Plywood, Veneer

The Hardwood Plywood Manufacturers Association's latest edition of "llhere to Buy Hardwood Plywood & Yeneer". is available free from HPMA, P.O. Box 6246, Arbngton, Va. 22206.

Gas Induetrlal Trucks

A new, full-color, free brochure by Eaton's Industrial Truck Division provides details on three new Yale gas industrial trucks and the complete gas, LP-gas and diesel line.

Lett@trs

MOUNTAIN STATES COMMENT

David Cutler, editor-publisher

The Merchant Magazine

4500 Campus Drive

Newport Beach, Calif .92660

Dear Mr. Cutler:

It has been my pleasure for manY years to read your fine publication. As a past president of the Mountain States Lumber Dealer's Association, I am delighted that Kent Moxey is now contributing a column and I use it to keep up with the news in the mountain area since I have returned to my native State of Oklahoma.

The other articles and columns by managing directors are also quite good.

The one negative item I would ask your consideration on is the manner of mailing. If your magazine was mailed "flat", it would avoid the sharp creases now creating problems for the readers. Would it be possible to make this change?

Yours very truly,

Stanley O. Dixon, Senior Vice President Flintco

6974 E.38th St. Tulsa, OK 74101

l'/e do mail it flat, iust to avoid the problem you mention. Our suggestion is to contact your local postman andlor postmaster; rough handling of the magazine most often occurs at the local level. -ed.

AUSTRALIAN REQUEST

Dear Sir,

I would like to ask you for a favour. Can you let me have the name and addresses of three or four lumber suppliers based in San Francisco? I will be needing two or three ton lots of ready-cut seasoned or kiln-dried boards for shipment to the South Pacific region.

A sawmilflumberyard that cuts uP lumber for housing construction would be ideal.

I would be very grateful if you can give me several names as I would like to ask for quotes for my requirements. With thanks,

Robert Bruderer

P.O. Box 149

Broadway, N.S.W. Australia 2007

l|te have detailed specs on what Mr. Bruderer needs. Interested readers are invited to contact The Merchant or write directly to Mr. Bruderer. -ed.

SOTJND OFI.

l4/e want to hem from you. If we goof it up, make a Wo, scramble the facts or fallheir to any other of the hazmds of collecting and dis' uninating informatio n, let us know. We are running hard to keep The Merchant as the leading forum for the industry in the 13 lAestem states...we have to get it ight and we seek your help. Additionally, we hope you wtll use this space as a forum for anythtng you think the industry should or might like to be made aware of. If you have a good idea that could be helpful to the industry, let us know so we can share it. As Dino says, keep those cmds and letters coming. -ed.

401 a word, min. 24 words (24 words = $9.50). Phone number counts as one word. Ads with border $1.50 extra. Headline or centered type $2.50 extra. Box numbered ads are $2.00 extra. Names of advertisers using a box number cannot be released. Address all

HEIP WANTED

INDUSTRIAL lumber salesman, L.A. area. Salary and commission. Ed Fountain Lumber Co. Call Ed Fountain, Sr. (213) s83-1381.

EXPERJENCED SAWMILL SALESMAN wanted. Redwood background preferred. Excellent opportunity. Reply with resume Box 208, c/o The Merchant Magazine.

OPERATIONS MANAGER

WOOD PRODUCTS MANUFACTUR-

ING SUBSIDIARY OF A MAJOR

COMPANY IS SEEKING: Experienced manager who will takp full responsi- bility for P & L and RO.I. The person we seek must have a proven record of success in operating a manufacturing plant engaged in the producing either cut stock products, moldings, door production or related fields. This career opportunity will command a substantial salary per year for the right person. In addition, there are other fringe benefits and management incentives. We are particularly interested in: l. leadership abtlity; 2. technical competence; 3. industry recognition; 4. knowledge of purchasing raw materials; 5. ability to effectively communicate and understand customer needs. This position is located in a delightful central California community. Interested persons, please submit a complete resume' along with a handwritten letter stating what you consider your most outstanding accomplishments or successes in the past five years to Box 207, c/o The Merchant Magazine.

LUMBER SALESMAN - Excellent opportunity for qualified aegressive person who has very heavy experience selling lumber to contractors, large builders & developers. Salary plus bonus, car, health insurance, pension and profit sharing. This is not a training position. You must have a proven lumber sales record. Barr Lumber Co., our 76th year-Stan Skelton, ules mgr., 10742 Los Alamitos Blvd., (213) 5964475, (7 14) 527 -228s

EXPERIENCED salesman to concentrate on direct carload sales of softwood and hardwood industrial cut stock and furniture dimension.

OUTSIDE salesman to call on industrial accounts in So. Ca. to merchandise our wholesale distribution yard stock. Salary or Commission. All replies held confidential.

Reply Marc Seidner Summit Wood Products. Inc.

(2r3) ss347 13

LUMBER BUYER - opening for experienced lumber buyer with well established Ca. wholesale distribution company. Direct & lcl responsibilities. Reply in confidence, Box 206, c/o The Merchant Magazine. EXPERJENCED salesman for well established redwood company. Steady job. Good fringe benefits and equal oppodunity employer. Write Box 205, c/o The Merchant Magazrne.

POSITION WANTED

Twenty-five year's experience selling wholesale hardwoods, softwoods, So. Calif. area. Large school & industrial clientel. Write Box 209, c/o The Merchant Magazine.

SERVICES OFFERED

LUMBER HAULING

C.Q TRUCKING INC. (213) 638. 7851, 5501 East Century Blvd., Lynwood, Ca.9O262.

replies to box number shown in ad in care of The Merchant Magazine, 4500 Campus Dr., Suite 476, Newport Beach, Ca. 9266O. Make checks payable to The Merchant Magazine. Deadline for copy is the 23fi. To call in an ad: (7r4) s4e-8393.

lusrNEss oPPonTuNtilEs

LLMBER AND building materials busi ness for lease. Sales volume excess $3.5 million. San Francisco Bay Area, long established, well located. Heavily retail, Very good return on investment. Write Box 157, clo The Merchant Magazine.

OPPORTUNITY as manager and participating owner of established building material business in growing Eastern Washington community. Investment required, Present manager retiring, Submit history and experience to Box 202, c/o The Merchant Magazine.

WANTED: BUILDING MATERIALS

We buy closeouts - irregulars - overstocks in: Hardware - plywood - paneling - windows - any kind of building materials. Edw. Stein. H & E Home Builders City, 15121 Palmdale Rd., Victorville, Ca. 92392,Phone: (714) 245-3486.

FOR SATE

GERLINCER FORKLIFT _ 16,000 excellent condition, $3400. Call Fountain, Sr. (213) 583-1381.

FOR SALE: Well established building material business. Sales volume excess of half-million. In So. Oregon area. Inquiries mailed to P.O. Box 408, Grants Pass, Or 97 526.

OBITUARV

E. A. NORD

Eric A. Nord. 83. founder and chairman of the board of the E. A. Nord Co., Everett, Wa., and longtime Everett civic leader, died March 27.

The industrial leader came to America as a boy from Sweden and built a small custom millwork business into the world's largest wood door manufacturing company.

Mr. Nord was chairman of the Everett Federal Savings and Loan Assn.; board member of General Hospital of Everett; Everett Trust and Savings Bank; Past President: United Way, Cascade Club, Everett Chamber of Commerce, and Snohomish County Shrine Club; member,

EDUCATION & SALES

(Continued from page zz)

proper educational job. Many customers come to the salesman in the same way the neophyte enters a hi-fi store, or a camera shop. The customer wants education, guidance, and counsel.

The dealer salesman has to be totally knowledgeable about what products are available, why one product is priced differently from another, what the product is made of and how it will perform.

Finally, he has to know how to install the product and, therefore, what other products are needed to complete the project. Best of all, this add-on sale is where much of the profit is. Nails are needed when someone buys lumberl Putty-stiks for paneling, molding, brushes for paint, etc.

Any supplier salesman would be happy to put on a training session.

The dealer has a slightly different

Nile Temple Shrine, Seattle; member of the Royal Order of Jesters and active in many other contmunity and civic organizations,

As a pioneer in the door industrY, he was known throughout the U.S. as the developer of many innovative manufacturing techniques which later became standard processes for the industry. Products of the company, which include wood, stile and rail doors, architectural spindles, and many other types of doors, are marketed in the U.S., Canada and other foreign countries.

ln 1974. Mr. Nord was honored by the National Sash and Door Jobbers Association recognizing his company's achievement of a half-century of operation.

Survivors include a son, two brothers, three grandchildren, and four great-grand daughters.

educational job to do for himself and it is a relatively simple one. It is part education and part communication. The chances are that consumers will have seen a manufacturer's advertising in a national magazine.If the dealer wants to bommunicate to his customers that he has a large stock of the advertised product, he has merely to ask the manufacturer for advertising reprints or some other tie-in material to this advertising. Sounds basic doesn't it?

It is important, as well, for the dealer to communicate to his own people what advertising he is running.

If you are running an ad, make sure that everyone in your store knows about it: the date it appears, the products featured and the prices. Make sure that a copy of the ad is always posted at your Service Desk. Preprints can also be handed out to customers as they enter the store.

Finally, the dealer can help the customer by guiding him through the entire range of consumer aids. Have literature readily available, signs and prices clear and bright and at eye

G00D FOR : D00Rs, TURNTTURE, DRAwER BoTToMs, BEDDING, CABIilET/GASE BACI(S

The GF Company.P0 Box 3477. Santa Monica, Ca. 90403 Twx gl0-343'7449 Phone 2l$46l-0641

SPEAI( T0- Peter, Russ,Linda, Greg

lf you think of Inlond os just o ploce to buy timber ond two by fours, you're missing o good thing, Becouse the lumber wholesoler thots outlondishly lorge on service is just os big in building moteriols. Your selection here is unsurposed, We stock over 20 product lines from 25leoding monufocturers, So if its onywhere in building moteriols, it's somewhere

people would coll o building moteriols componyThen consider how eosy how sensible it would be to get both lumber ond building supplies from o single, service-minded source.

714/783-OO2l, We'll ship within True, Intond isn't o one-tine tfl twentv+our hours' ond vou'll "speciotist' tike the guy you rov I

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Why should you buy building materiuls lrom u pluce with "Lumber"written ull over it