Merchant Magazine - June 1977

ieruing the lumber, building materials ana homoimprovementmarkets- since1922

What's so unctlmmtln ahout our redwogd gre8n c||mm0ns?

36-hour deliuery,

lf you're on the West Coa$t, chances are we can put garden grade redwood in your yard within a day and a half. As much of it as you want. In practically any grade or size. Because at Louisiana-Pacific we have a fleet of trucks right in the heart of redwood country. Right at the csnter of our manufacturing operations. And no one in the world can bring you more volume or greater selection than L-P We'll bring you boards, from 1 x 4's to 1 x 12's. We'll bring you dimension lumber, anything from 2 x 3',s to 2 x12's. we',ll bring 4 x 4's, 4 x 6's, 6 x 6's, even timbers. And we will bring it to you rough sawn or surfaced four sides. So if you want garden grade redwood, and want it quick, call {213) 945-3684 in Whittier, or (415) 638-2322 in Oakland, or (707) 443-75'11 in Samoa, or (7O7) 462-47 91 in Ukiah, California or (404) 724-9941 in Augusta, Georgia, or (612) s25-47 7 O in M i nneapolis, M innesota. Then see for yourself how we turn the common into something extraordinary.

EXCLUSIVELY DISTRIBUTED BY

Bel-Air Door Co. proudly d?tnau?tceJ a Txew additiort to its euer expanding International Door Line.'l'he netu door is culled Heritage, The Heritage mdy be purchased u,itlt solid mr))ogan1, panel.r or attracfittell, glazed in either Arnber Flemi.rlt glas.r (colot' of 1'our choice ) or Bel,Air's exclusiue Ieaded colorerl g/a.;s, exfressly de.rigned to complinrent the Heritage,

Publisher

Editor-Publisher David Cutler

Contributing Editor Dwight Curran

Contributing Editor Gage McKinney

Contributing Editor Al Kerper

Advertising Production Mgr. Ms. D. Hamil

Art Director Martha Emery

Staff Artist Dave Norburg

Circulation Marsha Kelley

The Merchant Magazine is nublished monthly at 4500 tampus Dr.. suite 476, Newport Beach, Ca. 92660, Phone (7t4) 549-8393 ot t7l4l 549-8394 by The Merchant Masazine. lnc. Secondclass nostaqe ratels naid at Newnort Beach. Ca..-and addiiional offices. Advertising rates upon request.

ADVERTISING OFFICES

NORTHERN CALIFORNIA & PACIFIC NORTHWEST 4500 Campus Dr., suite 476, Newport Beach, Ca. 92660. Phone ('714\ 5498 393.

SOUTHERN CALIFORNIA

Carl Vann. 1385 Westwood Blvd., Los Angeles. Ca. 90024. Phone (213) 4'17-759\ or fil4t 549-8393.

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The Merchant Maqazine serves the members of the: Aiizona Lumber & Builders Suoply Assn.. Phoenix; Lum- ber Merch'aht'.s Assn. of Northern California. Los Altos; Montana Building Material Dealers Assn., Helena; Mo-untain States Lumber Dealers Assn., Salt Lake City and Denveri Lumber Assn. of Southern California, Los Angeles: Western Building Material Assn: Olympia, Wa.

THE MERCHANT MAGAZINE i.s an independent nngo:ine for the retail, vhole.rale ancl di.strihution levels of the lunher and huildins nmterial.s ond honte inrprotenent indu.rir.r' in the l3 Ll/e.stern state.t, (oncentroting on nterchandi.sing, nnnagentent and acatrate, factual nex.s report ing ond interpretat ion.

When the developers of Marina Pacifica Village in Long Beach, California decided on the extensive use o{ woods as a means of creating a comfortable, easyto-maintain environment for its many exclusive shops and restaurants. LamLoc Decking was a natural. The wide variety of species, sizes and grades. stocked in our Los Angeles distribution yard, allowed the designers to achieve the desired effect and select the most economical type for each application in the complex. The immediate availability

DECKITIG

of our Western red and Pecky-Cedar, construction lumber and cost-savino Hemlock were other reasons whv the dealer serving thts contractor *as a-bln to get a major share of the business. This kind of profitable project is available to you when you call Fountain /irsf. Ed Fountain Lumber Company. 6218 South Hooper Avenue. Los Angeles. California 90001. (213) 583-1381.

ED FOUNTAIN LUMBER COMPANY

It Gantt Wait

lltITHOUT any trouble at all, we could flnd a U U condition each nrontll that warranted people writing their Congressnren. But. lbr a nunrber of reasons, we don't. We prel'er to rnake that request only when it is truly vital. Well. now is tlre tinre.

Both as an industry and as individual citizens, we nrust do all we can to stop tlre rnindless land grab to enlarge the Redwood National Park. Additionally, preservatiorrists are pushing to lock up enonnous anlounts of acreage rs wildelness areas. Initial reconrrtendations by tlre t'eds call tilr tlve areas in Oregon. Montana and Utah. Total acreage: ll1,000. Arizona Cortgressrrtart MorLis K. Udall proposes to de signate an incrediblc lzl(r rrrillron acres as wildenress in Alaska. lt would elinrinlte a large part ol'Alaska's conrnrercial lirrestland lnd leave thousarrds .joblcss. The arca is greatel irr size thln the states of Calitirrniu and Wrshington conrbine d !

In last nlontll's issue we had an lutlrulitrtrve rundown (l\la.v, lt. l7 ) on tlrc proposcd cnllrgcrttcnt of Redrvood Nutionul Plrk. Thc bottoln linc was that it rrrakcs neitlter ecorrorlric r.ror errvironnrentrl sense. In flrct. it rnakes lro sense at all. As tirr thc proposcd wilderncss incleases. conrnon sense tells us that locking up nrillion ol'acres arvay frorrt all but backpackc'r's would bc a ridiculous and costly blundeL of nronunrcntal proportions.

Wc urge you in the strongest ternts to write your own lepresentatives and urge thern to oppose these proposals. As well, please write, call or contact:

President Jinrnry Carter

The White House

Washington. D.C. 205l0

Honorable Cecil Andrus Secretary of- Interior Interior Building

Washington, D.C. 10140

Honorable Bert Lance Director Officc of Managenrent & Budget Exccu tive Office Building

Waslrington. D.C. 10503

Honorable Morris Udall House of Representativcs

Washington. D.C. l0-5 l5

Don'l rnlke tlre rnistake ol' thinking youl letter won't coultt. It will. Tlre only reas()n tlle environnrentalists arc as successt'ul as they are is that they write arrd we to() scldorn do. These situations are too inrportunt to let slide. Writc today.

Big Arizona conYention

I I EAVY hitters from national and .l]l tocat. politics as well as major in-dustry figures featured the convention program at the 56th annual gathering of the Arizona Lumber and Builders Supply Association held recently in Scottsdale, Az.

U.S. Congressman Morris K. Udall presented his ideas on energy and wilderness issues to a packed house; charming, if not convincing many who held opposing viewpoints.

He presented figures to support his controversial Alaska wilderness bill that purport to show that the final effect would still leave only 5% of U.S. territory as wilderness. Additionally, he favors expansion of California's Redwood National Park, the provisions of the Common Situs bill, and the union shop. He noted that he voted in favor of right-to-work as he felt most Arizonans favored it.

Udall expects "a good chunk of IPresident Jimmy Carter's] energy bill will go through." He called a Department of Energy, "likely." The lanky Arizonan favors a voluntary program of home insulation, paid for gradually through utility bills. He told the audience "it will be a real boom for you."

The statewide political scene

PRESIDENTIAT CONTENDEB (1)

Congressman "Mo" Udall and assn. exec. v.p. Frank Davis. (2) Jay 0'Malley, George Russell. Aram Mardian. (3) Jim Parsons, Connor Butler, Sam Fineman. (4)Ace Mason and Dave Cutler, ed.-pub. of The Merchant Magazine. (5) Roge Hancock, Marty Wist. (6) Bob Coffman, Howard McDaniel. (7) Bill Walker, Dick Davies, Don

The Merchant Magazine

received an excellent review by the Hon. Frank Kelley, House Speaker of the Arizona House of Representatives. He described the need to go beyond the Central Arizona (water) Project as well as the need for more flood control.

Speaker Kelley described "Bureaucratic meddling in housing as one of the gre atest threats to the economy and urged the lumbermen to work to elect persons who share industry viewpoints.. "Elect those who share your vlew.

He called a mine strike likely, but said that he felt the impact on the state's economy would be only temporary.

The convention began, May 5, with both a golf and a tennis tournament, following that with a drive in buses out to the Old Wild West town of Rawhide, for an evening of socializing, sipping, steak eating and dancing. More than 300 were present. In all, the AL&BSA convention drew approximately 400. Nearly a half dozen Western states had representatives present.

Lue. (8) Don and Duncan Hossack. (9) Tom Lapinsky, John King, Rob Boley. (10) Larry Cirac, Ralph Bundle, Stan Stevenson, Al Cron, Cliff Moore. (11) Dale Smith, Bill Ankle. (121 Gates Copeland, Sam Hauert. Tom Wood. (13) Fernie Mendoza, Jack Sullivan. Dan Wetherbee. (14) Clifford Moore, Dave Cech, Bob Horr.

AND THE BEAT goes on exec. v.p. Frank Davis, immediate past pres. "Char' ley" Ray and new pres. Jim Barlow.

The formal business sessions kicked off with keynote r George Russell, president of the National Lunrber and Building Material Dealers Association, who spoke on "Your Role in Government Policy." He stressed that industry's interests can only be truly protected il' everyone gets involved in governrnent affairs.

He described the recent Conference with ('ongress, a march on the capital held each year by lumbernren who contact their Senators and Congressmen and brief them on industry viewpoints and needs.

President Jimrny ('afier's confidant and head of the Office of Management and Budget, Bert Lance, talked with Russell and three others lbr a half hour during a private rneeting.

Lance agrees a revamp of FHA is necessary and is sympathetic to pleas of more intensive nranagement of the national forests, but is leary of adding to public payrolls to accomplish it.

Former Lowe's Inc. v.p. Robert Gresham then tackled the subject of ernployee incentives, revicwing various

(Please turn to page J8)

Story at a Glance

Major political figures, nationally and state-wide, discuss energy, wilderness issues

Jim Barlow elected president . excellent program next year: Flagstaff.

1977 -r978 OFFTCERS & BOARD OF DIRECTORS

President I st vit c Presidcn t

2nd vice president -freasu

rc r

As\t. tfcasur!'r Ilxccutivc vice presidcnt DIRECTORS

I:d Johnson

Ruy Lopp

Acc Mason

John Shiplcy

John King

Dean Drake

Bob Ramsey

Sam Hauert

Del lvie

Al Butler

Larry Gregory

Kingston McKce

Don Lue

Bill Walker

Jim

John I'lntz

Ray Wells

Marty Wist

'l'ony Padilla

Jack Sullivan

('arl Bastian

Mike Mcdigovich

Larry Hanrman

Jirn Killen

John Gaskin

Si Davis

Waync llclm

GeorgeTreadwell

Al Schechtcr

Roberto Sanchez

Don Hossack

Mikc Ray

John Wyss

Don liink

Irnmediate Past Pres. National Dealer Dir. National Dealer Dir.

Past Pres. of National Alternate Dealer Dir Alternate Dealer Dir.

E. M. Ray,

Dean Drake,

Frank Davis. Phoenix Jay O'Malley, Phoenix . Ray Lopp, Irlagstaff Ace Mason, Scottsdale

$77,768 CHECK is presented (1) by insuranceman 0on Pendelton to pres. E. M. "Charley" Ray as a dividend for a low loss ratio in a program outside state workmen's comp. (2) Convention chairman Virgil Hunt, Larry Hamman. (3) Maye and Frank Davis, assn. exec. v.p. (41 Marv Setzer, Ed Smith, Wayne Cundiff, Jerry Chalupnik. (5) Paul Connally and golf prizes. (6) Greg Mokler, Bob Pallow. (7) Nelson Sembach, bracketed

on each side by Ron Rea, father and son. That's papa on the left. (8) Ron Foreman, Carroll Duncan, Pat Simone. (9) Ralph Rodarte, Roger 0lson. (10) Marty Christy, Jim 0'Malley. (1ll Ray Lopp, Si Davis, Jim Killen, Tony Padilla. (12) New president Jim Barlow, Ray Wells. (13) Bob Ryan, Pat Finegan, Paul Conley. (14) "Charley" Ray, John Entz. (15) Boberto Sanchez, Jerry Hancoc k.

SALES seminar company holds annually found Inland Lumber's top management in this rare moment of repose. From left: Gary Thomson, presidenU Fred Thomson, chairman of the board; Ted Bussell, vice president/sales; John Boyer, vice president/ trading. Held in San Diego recently, seminar brought together top sales and management figures for training and planning sessions.

Wholesaler planning

I T HAS been especially true of I the leading wholesalers in the lumber and building materials business over the years that the best of the lot were in the vanguard in adopting better management techniques and methods to retain their positions of leadership.

As wholesaling moves on toward the ever changing business world of the 1980s, Inland Lumber Co. of Colton, Ca., one of the largest independent lumber wholesalers in the country, has again been in the forefront in adopting new management structures and attitudes.

In the past year or so management has been making a series of evolutionary changes to fine tune the company to present and future business conditions.

Not surprisingly, given its success- ful track record, Inland Lumber is taking full advantage of the housing boom with a considerable increase in sales and yet is doing it with less people. It has pared a third of its people from the Colton yard alone to illustrate their improved efficiencies.

These changes are very much by design, rather than in reaction to any passing market condition. Planning is taken seriously and acted upon.

Founded in 1946 by Fred Thomson, the company now has distribution yards in Colton (45 acres) and Tustin (5 acres) in Southern California and Woodland ( l5 acres) in Northern California. Trading offices are situated at Colton, Tustin, Arcadia and Fremont in California and at Portland and Tillamook in Oregon.

Actively involved in company planning in addition to Fred Thomson, chairman of the board, is his son Gary, president, vice presidents Ted Russell and John Boyer and controller Bob Brown.

The growth the firm has experienced the past year is the direct result of

Inland's planning, according to Gary Thomson, "It's controlled growth, not unexpected and is just about on target for the goals we set for ourselves a year ago."

The yearly projection put together by the planning group is reviewed monthly as to the current status both of the financial and the operating plan. "We look at costs for each department and try to match, as nearly as is reasonably possible, the levels our program has established. We want to grow for a purpose, not for growth's sake alone."

Story at a Glance

Large wholesaler is making changes to cope with the ever shifting business world use of computers and advance planning . what they see in the next five years.

Despite the stress on numbers that such planning inevitably involves, Inland is very much people oriented. Like all aggressive companies, they want the best people they can find. "Good solid people who have proven capabilities. If they are young, fine, notes Gary Thomson, "but ability outweights youth any day."

A review of their trading staff quickly bears this out: ages range from the late twenties to 73. the senior member being George Clough of their Arcadia, Ca., office who brought his 56 years of experience to Inland a year and one-half ago.

excellent lumber traders from other wholesalers.

Considerable attention has been given by Inland to backing up its sales force with the business tools necessary to increase productivity. The addition of distribution yards was a calculated move toward having their trading offices backed up by distribution yards with the physical inventory ready to serve the customers.

A new computer system is being installed at the Colton headouarters to manage all the numbers generated by their expanding operation. It is the Microdata "Reality System", an interactive online type computer that can tie in with existing systems and is capable of receiving input from many stations continuously through a standard CRT keyboard unit.

As they have added yards, people, equipment and the inventory to go with them, the cost of running the business has increased commensurately. Management of all the numbers, and especially the dollars, has received increased attention.

"We have to manage our inventory for tighter control of our money," observes Gary Thomson. "Tougher competition between all of us at the wholesale level makes it inevitable. The cost of money means the retailer simply can't afford to tie up as much operating capital as before in maintaining inventory, so more inventory will have to be carried by the wholesaler. That means that inventory control will be even more critical to assure the customer satisfactionl'

People and money are the key elements in the business, notes Thomson. "lt's a numbers business, trading money, moving money with people," remarks the 35-year old who adds with commendable modesty, "l reahze I wouldn't be where I am without being the son of the boss, but I reallv enjoy what I am doing andamthankful for the opportunity Dad hasgiven me."

Inland Lumber's planning for the future has resulted in some interesting guestimates as to the biggest changes ahead in the next five years for the company and the industry.

The firm expects to be more of a multiple yard operation, small 4-6 man trading offices backed by regional distribution and re-manufacturing yards. Like other wholesalers, it expects to be doing a more efficient job of handling its inventories and managing the capital needed to operate.

Lumber and building material mass merchandisers will increase in number and share of the market; more and more modules will be used in building as on-site costs rise; less rail shipment East; Western woods will stay in the West, though some Southern yellow pine will invade the Western market; the influx of Canadian lumber will increase as their log costs are lower than most domestic producers.

The company has its own training program, but as it has grown rapidly, it has inevitably had to attract trained people from the major corporations. Additionally, it has brought in some ( Please turn to page 46 )

Other opinions on the future envision strategically located distri-

COMING & G0ING (1) new LMA pres. Bill 0berholser and immediate past pres. Bud Spencer. (2) Len Viale, Herb Eaton, Pat Viale. (3) Ralph Lamon, The Merchant Magazine's Dave Cutler, Pete Middlekauff.

(4) Maurine and Bob Babicky. (5) Bill Stevens, Bud Robey. (6) Bill Niesen, Nifty Gay, Bernie and Elaine Barber, Betty Gay. (7) Les and Jeane Ley. (8) Barbara and John Polach. (9) Lyle Shafer, Bud Spencer, Jean

No. Galif. dealers meet

I T rrrust be the l'irst tirrre it's ever I h:rpperred. but thc rain rhat shortened tlre annual golf tournanrent actually got a round of applause at the recent Lurnber Mercltants Association of Nurtlrern Califbrnia's 37th annual convcn tion.

To nrcrnbers frorrr the driest oarts trl thc Goldcn Stale. tltut ruirr lookctl rnighty good. But being enthusiastic. sonre nrauaged to get in play anyway. Beating tlre rairr was Horner Hayward, Hayward Lunrber. wlto sank a hole-inone. He relates, "l thought I was pretty calnr atierward, but I did shoot a seven on the next hole."

Held in Monterey, on the central California coast, tlte 3-day May gathering went ()n to a Western BBQ the evening fbllowing the golfing.

OSHA ofllcial Ron Rinaldi opened the second day activities by reviewing the law behind the Occupational Safety and Health Act, its penalties (up to $20,000 and a year in jail tbr serious violations) and the conclusion that if ''you nrake a reasonable and

sirtcere effort to cotnply. you have nothing to fcar frorn us." lle notcd that of the l5 crinrinal conrolaints CAL/OSHA lrls lllcel irr the lasi rhrcc years, uone has been against luurber deale rs or wholesale rs.

A nranufacturers panel rnoderated by Bob Mullen, Arrnstlong World Industlies, then convened to psych out costs/availability ol nraterials in '77.

Leading off was Fred Schweizer, a top v.p. for Arrnstrong, who sees a srtrall upswing lbr lurnber and building ntaterials, better than general retail. He leels that cornpanies will need ll% annual growth to keep pace with the gencral econoltry ifit runs ar a 6% inllation rate.

Larnon Lurnber's Ralph Lanron foresees an adequate supply ofrnoney available, at tavorable rates; strong denrand; production and costs up; log supply crinrped; and no long strikes or' controls likely.

But another Monongahela situation or a drastic reduction in the allowable cut by the Departntent of the Interior

Shafer. (10) Don Koch,

could write a new scelrario. Additionally, a severe strike in Canada coupled with very strong dcnrand in this country could also spell trouble. llis conclusion was that lurnber prices will be steady and rising, but subject to sharp drops.

Simpson Building Supply's Le rr Viale said his conrpany would havc good product availability this ycar and noted that as Canadian pinc arrd spruce and Southcrn ycllow pinc trke lurore ol'the E,astern and Middle Western rrrarkets, rnorc lunrber stays in the West, increasing availability. Thcre is rro redwood shortage now. Vialc said. but there will be il' the Redwood National Park is explndcd as tlre prcservationists urge. Plywood production will be up. but supply will still be short. His cor)sensus lbr '77: an adequate supply at higher priccs. Rclating tlre renrarkable irrcrease in housing stalts in Nortlrern Calitbrnia in the first three nrontlrs of'this ycar as opposed to tlte sanre period a year ago (2(r,000 vs. 15,000) Frank Franciscovich, Charnpion Building Products, opined that products will still be available. He urged dealers to investigate new wood-based products conring orr the rnarket, partly as a rcsult ol' srnaller logs, to see if the new products can do a betterjob in nreeting custonrer needs than nlore farniliar itenrs.

Gil

Jim Leonard, Don McCann. (11) Frank Siino, Emmet McMenamin. (12) Terry and Marsha Huntsman, Ken Sullivan.

McDaniel of Owens Cornins

Fiberlas' Fry Rooling Div. advised dealers to nraintain a good rooting inventory because the re-roofing ntarkct will soar when the rains retunt. Renrodeling continues to grow in the re-roofing business, he said. adding tllat consuuters (DlY) want a better class ol- product. heavier, and rnore stylish. Price is not the prinrary decision factor.

Anothel possible lrike in stecl prices in '77 was lilrecast by RichaLd Strorrg of' Pucific Steel and Supply. lrnport and re-bar prices "probably" won't rise. Gypsunr insulation priccs wcre seen increasing about 2Wr.

An extra on the progrartr was a preselllation by Arcata Redwood's Jirn Sharurn who brief'ed ntelnbers on tlte current Rcdwood Natiorral Park situalion. Included was an inforrnation

Story at a Glance

Northern California dealer association 37th annual convention gets the real word on the Redwood National Park . . . supply and availability of materials in'77 . . . Bill Oberholser elected new president.

slidc show on rvlty thc park is ncither environrnentally nor cconorrrically desirable. Ile slrowcd horv indusfry lras already protected the park as rvell as preser.ring Irundreds of squarc acrcs of' standing redwoods.

He urged allto write to tlreir elected repfesentatives to try ilnd stop this latest ltresewationist land grab.

At the lbllowing lunchc.on. Gcorge Russell. president of tlte Natiotral Lunrber and Building Mrtcrial Dealers Association related ef'firrts dt 1hc national level to influence legislation favorablc to the industry and urged rnore involvernent by the dealers to prote ct their irrtercst when potentially detrinrenlal legislation surlaces.

The nreeting also elected a new slate of ot'ficers firr the 1977-78 year. Tlte new president is Bill Obcrholser of Pacitlc llorrrc Inrproventent Center, San Luis Obispo; lst v.p. Herb Eaton, Mintons Lunrbcr' & Supply. Mt. View; 2nd v.p. Clydc Strouss. Flirlax Lunrbcr, Fairfax; treasurer Brucc Pohle, Southern Lunrber Co.. San Jose: and re-elected exec. v.p. was Hrrry Mendenhall.

A clealer to dealcr panel session thc next day was set lbr dealers frour threc Western states. All top notclr people , they covered a nurnber of current artd

NEWLYWE0S of one week (1) Don and Kay McCann, M&S Building Supply, Monterey. Exec. v.p. of LMA (2) Harry Mendenhall, Marge and George Russell, current pres. of the national dealer assn. {3) Jim 0akley, Craig Gaffney. (4) Mary Jane and Charley Culver. (5) Roy Parsons and Dale Winslow. (6) Paul and Sheila Herrfeldt. (7) Marcia and Wayne Stowbridge. {8) Bob Close, Tom McCallum, John Sheltren, Jim Sharum. (9) Ralph Lamon, Fred Schweizer, Bob Mullen, Bill 0berholser at podium. (10) Paul and Anne Ward. (11) Shirlee and Gil McDaniel, Gary Hatfield, Frank Franciscovich. (12) Linda and Jim Price. Earle Johnson. (13) lke and Mary Lu Parker, Jean and Monie Tarte. (14) Dick and Marilvn Cameron, Cathv and Sam Tarantino.

continuing industry proble'nrs ancl gave exarrrples of' how they had attucked and solved (usually) tlre problenrs that had croppe d up in their rnarketing urea.

Sluted to appear werc Larly Ilanrrrtarr. I{anrrnan Lunrber. Prescott, Az.: Morric Tarte, Bellingharrt Sash and Door, Be llingharn, Wa.; Bob Slettcdahl. Lurnbernren's of Washington. Shelton. Wa.; Ike Parker. Parker Lurnber. Brenrcrton, Wa.; and Bill Cowling, Dixic-

( Please turn to page 4 6 )

PACIFIC NORTHWEST

Wood products seminar

llt OULD YOU believe a four-day U U conference that included a firsthand view of a logging operation high in the Pacific Northwest woods, a tour through a plywood nrill and sawmill, a look at a modern lumberyard and just about every other aspect ofwood production in between?

Well, building material dealers from across the country will tell you that's exactly what happened at the first "Wood Products Seminar" held in April in Tacoma, Wa.

The conference was designed to give dealers and key employees a complete, close-up look at the wood products industry. The goal: to provide an expanded background in plywood and lumber to enable dealers to better serve customers and improve sales.

The seminar, sponsored by the American Plywood Association, the National Lumber and BuildingMaterial Dealers Association and the Western Wood Products Association, was considered so successful by all involved that similar conferences are now being planned for other areas of the country. A second dealer's seminar was held in Houston in May.

"Every one of the comments I heard from the dealers who attended was positive," said Tom King, NLBMDA v.p. "l felt the entire program was very good, and the emphasis on learning how to supply the proper material at the lowest cost was excellent."

"I've worked selling wood products to contractors for l3 years," said one dealer who attended, "and even I learned something."

In Tacoma, the dealers, ranging in experience from just starting to over 20 years, spent the first two days attending classroom sessions on plywood and lumber products.

Story at a Glance

Four day seminar coverseverything from logging to a modern retail yard to give dealers a better lumber and plywood background to help them sell better.

APA ENGINEER explains testing proce. dures at American Plywood Assn.'s research and engineering laboratory, Tacoma, Wa., during first "VVood Products Seminar." Conference was sponsored by APA, the National Lumber and Building Material Dealers Association and Western Wood Products Association.

The session on plywood, conducted by APA representatives, covered manufacturing basics, plywood properties, grades, proper selection as well as the numerous markets available for plywood products.

WWPA members directed the session on lumber which ranged from an explanation of sawmill operations to manufacturing and grading procedures.

The APA opened its research and engineering laboratory in Tacoma and the visitors observed some of the extensive product testing that is carried on. Dealers saw plywood being tested for strength, stiffnesss, finish durability and resistance to weather. Research methods used to develop new markets were also explained.

The final two days were reserved for tours and produced some of the highlights of the meeting. Dealers first toured a building site and saw Northwest homes under construction. They also took a look at a large, retail lunrberyard.

The tour included stops at the plywood mill and sawmill operations of the Simpson Timber Co. at Shelton. Here the entire production process was seen from bark removal to the finished plywood panels and cut lumber.

In the lush forests of Olympic National Park, dealers visited a U.S. Forest Service seed orchard and observed foresters experimenting with ways to produce fast-growing, high volume trees.

Finally, the visitors headed up into the massive Douglas fir country of Washington State where they were able to watch logging operations. The tour ended at Simpson's log sorting facility where the logs are scaled and graded before shipment to the mills.

If you're interested in attending a future wood products seminar, contact the Industry Development Div., NLBMDA, Suite 350, 1990 M St. N.W., Washington, D.C. 20O36; or Herman Glover, Field Services Division Director, American Plywood Association, l119 A St., Tacoma, Wa. 98401.

Grading seminar hones industry skills

NEABLY 100 members of the 0akland, Ca., Hoo-Hoo Club, a lumbermen'sfraternal organization, met at the J. E. Higgins Lumber Co. Union City yard recently for its Second Annual Grading Seminar. Club president, Don Cook said the event was "held to bring a better understanding of grading and lumber in general to sales people, management and administrative staffs." 0rganizations participating included: California Lumber Inspection Service, American Plywood Assn., Western Wood Products Assn. and Western Wood

Preservers Institute. 0uring the 3-l/2-hour session, small groups moved from one section to another. The last section on lumber handling, treatment and drying was conducted by J. E. Higgins personnel. During the buffet following, Cook said the club is planning more events of this type. He firmly believes a combination of professional and social activities make club membership far more meaninoful.

N]EWS BRIETS

'I ltc bt'itising ligilt o\ cl' ('.rl).1//siott of the flt'tlvot.ttl ,\tttiottal Par'li rv as in 1j r ll sw ing ll t p rc sstirne tirc lttte rior [)cpt rvlls pushing hard to grab tlt rtltrgit contlcrttnu{ion r.l'ltat it calls "tlvo ke5r xlg'1s" next trt lltc pitrk

Inrlusln, i.s I'ighting back lgainst rvltlt it ellls f'cdcral "land gnttrs" not ottly ovcr tltc plrk, bLrt rvilelcl-ttc'ss i"lreas lll ove r thc West (stc e r-litoliltl. l. (r) . ll cross collntr),'coilYOV ot' li lLrtnbct' trttcks ll'tlttr sevcral Wcstcrn st:ttcs to Wlshington. l).('. hrlp,-'r1 l':11 ilrlLrll'\,''s st'.r1')' to the natlotl

1!lailirrgs ltltl lctter-rvriting carttpuigns arc irl fLrll srvitlg to stop park exl.rltttsic.rtt. lvllich ltllllbcrtnctt call Ilc ithr'r ecorl()rtt ieall-v nor cttvirontllctttrllly sot-tlttl in l ltc litrrekrt-'\l'cltJ llrL)ll rlcar the plrk. the rttood grows l)itter as thor.rsuncls l'acc loss o1'llttrir jobs ottc bttnlPer stiekcr yrroclaittts.,4rt' Yrttr Iltrttgry.' Ottt oJ ll'ttrk.' l:,'ut .'1tt Ertrintn' rnentulist

F-erv tlcvcloptttcttts wcrc llpparcut 1'ront prelintittrtry strikc negotiltirtns lls tl'tlltlltgcttlent atltl unions canlc Llp ott thc .lr-ttlc l. tlc u rl linc ta lk s lrc iu'c c tt r.rnions anrl iucliviclrrrl big cortt1.lrnics. rttltt'r tltatt a rtlott{tgcnu'rtl grottyt, lverc clcseritrctl as skrrvirrg evtlrts

13ctting oll lr strike wlls ll "rough 50,50" IWA rvot'kers earlicr vote d ll 1 itt fltvor of a strike the llritish ('olttrt"rbia Coast rnills confntc:t etrcls -l Lrrlc l:l so l'ar things hlve bcctt tlttiet on botlt ll-onts . aboltt 80.000 could bc iclled .

ftott.sittg, .star/.s irt .'17:r'il (lattst l'igs.) rvclc 1.875.000 olt rt scilsortally' ltl.itrstcti lttt ttt-utl ll;.tsis. lt strotrg pacc tlt'spitc bcing clotvll I l'i frorn thc Ll rrrilliort nttc o1' March. describc-d as '.Ltttrcll" ltv

rvlropl.ring -15'.i abovc i"r ycill" ctrlicr pcrmits lbllow'ctl strt'ls. l'itllin-u l0

l'rc>r.rbletl \rtrtlt Paci.lic [.u.nr her (o., I)ortlrtncl (sce l'hc N{ercltrttlt. Jan.. p. 1t) & Nlrrr, p' l8) has rccentll' clc'ctcd Robert Yourtg lttd Kclt I--leisclttttatt io the l)rlartl ol' dircctors IIerluran I cuzler's slock tll\clr l'itc has bcctt solci

Babbit t Brrttlrcrs 'l'rading (1t. plans to construct a ncrv bltlg. nttls. store ilr Wittslorv. Az.. tte rt spring. o1-rcnit-tg slltctl 1'or.ltt ly '78 hlintr,tns Lumbar c{i ,Strl:ph, pluns to opclt il tte rv sttlrt' irr Nlilpitus. ('1.. ncrt nlo.

IJu.t'shrLrt' Ltrntbar, Orungc. ('4.. is bLrilding a srnall rctail stort. itrl rclrlition to thcir contnte tor bttsiI'ICSS.

l'luirts Ltlttbttr is ttgtctting I ne rv 10.000 st1. ['t ltolttc ecrtttr itl a I'clrttrcr Slli'lvly tnlrrkct storc. Huntinglott lJeuch. (-1.. ttcxt nro. . . Gu.st'oigrrc Ltunl>er ('rl. is the ncw nlnle lirr liecl.)'-[,uv'lot Ltnttbcr. Sc'attlc. Wrr. II. l'1, Ltttttbcr & Sult1tl.t'is tltc tlelv rnrnc lor the Pacif ic Lutttbcr ('o. rctail storc, Llkcllort. ('lr.

Irilantl Lurtthcr ('o., ('oltott, ('a.. plans to movc its Bl-v- Arce sales ot'{'ice trotl [''-rcltr<ltrt to Sitn I{amon. Ca.. somctirnc tliis [rall . Sierru Pttci.fic htcluslries plttt"ts to consolitlate salcs at thcir Reclcling, ('a.. officc. cxcept tbr thc F,mntct'son Div.. rvhiclt will rcrtraitt in Arcltl. {la.

Tltt' O'.llttllt'.t ('otttlttutit'.s, l)lroen ir. l.cii n ttegot ilrt iotls "il'i1 ll .r .irt!1,' \'()llllrlll)\ l)t'\i lltrr teg:rttijtt! :rtlt' tll Ill.' ttttt.lltlrllr. .1.",,t.1:it!' 1'., .i lr)| ()lii..'t' irl tltr' lirIrr. llti |otctltiltl lltrtcr i: rv idc ll' bc l icv'c tl t o lr e Bt t ist' ('u.tt'utla .

,llittlcrtt LLuttbt't 5'a1c.t ts i.l llew \{csu.,\2.. rvltolesalc fit'rtl llcitdetl by ('lrl l)lvics lttttl Lco (iltrclttt-t' . .\'olo '[-irrthar Prrrrlttt'1.1, S;:tl Josr & Santa [{oslr. ('r.. is cclcblrtirtg its 'ttrl lttrtrivcrsltrf itr

Spoklrrt. \\rlt.. ttoiv ttsittg lt lcttlportr)'Illtttcr. plrtlts tcl irlstlrll a l0-ll knil'c plattct' lllis sLtltttltcr.

Sotrllt lJu.t Radtroorl. Orlrrlgc" ('r1.. hrts 1rtrlchasctl,\rtrrrtnlu lltttrtd l'rodLtt ts, llcaldslrLrrg. ('1.. ll'ottt l.Utrititttttt-l'ut'i.l it , l]() lrri. t' I L'vcrtlccl ,lrtttstrrtrtg lt'rtrltl

Itt(lustf i('.\ is t he ncrt' ttl-tttlc lor Alrnstrong ( ork (101i ol' thcir brrsirte ss is ltow itllct.ttlrtiorlll ) Llo.t,d I:ry RrtoJitrg (r.r. ltlts lrccr soltlto Oit'c'rt.r ('ttrttittg l:ihcrglus. lttr illl ttttil iscloscd Allloulrl. ancl is lto\\'itll (X'ldiv....

Kopl.rct's' rtcri' OLrtcloor Wtlorl pllntcr srtles kits. l'cltttrirtg tlttir Wolnltrtizccl polcs & titttbcrs ttr Ttla r t t t' r brr.ve'.s. lt a t t ga rs ot t d .; t u r t tl s, is rcecivittg. ktrtlos lrs thc ltottle itltl,t,'relllt'llt tttltrkt't l'rlltt': ittltl thc big stllttltter sclsoll thc kit is Itt'e ttr tieltlt'tr.

I{ichar'l lr. Wrlslt Itas opctrttl llalslt Iluiltlirr,g Ilatcriuli itt Santrr Nlrr-rreritt. (':.1.. rboLtt E ltrilr:s North o1' Srut Lr-ris Obislro C'it.t' Ilill Co Ltd., llonoltrltt. pllrrs 2 ncrv st<f rcs in '7 ] -l'iur Stcrrentrerg is tlte trclv orvrrcrimgr. o1' liresa"t,,r Lun*cr Irrrrl, Wooclblt rlt. Or. Rott'lanrl Luntber Crt.. Celrtralia. Wa.. is celsirtg to scll llttttbcr artd is no\\ \rllillg Kol't'ltlt ilttptlt t: l'ront tlrc sltrtc localiott . CortPer's (a Nutiorral Btrildilg ('ctltcrs' dir'. ) has opcttctl I llcw rctitil storc ol.r Srttrse t Blvd.. I Iollywootl

cr pcrts r\pril stltrts lvt'rt lr biz Trtttrrurl; Ittd tr.st rias,

FI|UR FAGITITIES Tl| SERUE Yl|U

GALENDAR

JUNE

Lumber Association of Southern CaliforniaJune l0'12' Second Growth annual weekend. Erawan Gardens Hotel, Indian Wells. Ca.

National Kitchen Cabinet Assn.June 12-15, annual meeting, Broadmoor Hotel, Colorado Springs, Co.

MnC BERTII

MacBeath offers the ultimate in hardwood excellence, domestic and imported, rare and exotic species, as well as mouldings, treads, risen, sills, dowels, thresholds, fine plywoods, veneers and chopping blocks. Accessory supplies and millwork facilities give complete buying convenience with quality assurance.

Brush lndustrial Lumber Co., Divisiort 7653 Telegnph Rd.

Monrebello, cA 90640 (213) 723-3301

930 Ashby Ave. Berkeley, CA 94710 (415) 843-4390

1576 South 3O0 West salt Lake city, uT 84115 (801) 484-7616

Main Office

2150 Oakdale Ave. San Francisco, CA S4124 (415\ 647-0772

Los Angeles Hoo-Hoo-Ette Club - June 13, dinner meeting (place to be announced).

Construction Specifications Institute - June 2O-22, annual convention/exhibit, Denver, Co.

W.O.O.D., Inc.June 21, Country Dinner Playhouse, Denver. Co.

Western Builders ConferenceJune 22-23, Sunriver, Or'

American Plywood Assn. - June 27-29, annual meeting, Thunderbird Motor Inn, Jantzen Beach, Portland.

JULY

Forest Products Research Society - July 3-8, Brown Palace Hotel, Denver, Co.

San Joaquin Hoo-Hoo Club - July 8, golf at noon,dinner &dance,Coast Frolics, San Luis Obispo Country Club, San Luis Obispo, Ca.

National Housewares Exposition - July ll-14, 67th semi annual, McCormick Place, Chicago, Il.

Black Bart Hoo-Hoo Club - July 22, annual bbq & swim, 490 Highland Dr., Ukiah, Ca.

Notfust plywood tlmbers too

You know you can get the plywood you want at Crown Plywood. But did you know that we also carry complete inventories on rolled roofing, redwood and cedarfencing, Doug Fir timbers, pine commons, redwood bender and lath, and plywood sidings?

You can get it all with one call from Crown Plywood. The lumber you need, ?hd the service you expect.

So give us a call at 714-530-39^ l.

To our L.A. area customers, you asked f or it, you got it21 3-598-9675

Crown Plywood

7705 Garden Grove Blvd. Garden Grove,CA.92641

Helping customers Save energy

n ESPITF all the currcnt lip service 1/ 2f6u1 insulation and how it relates to energy savings, all too seldom does the industry have the opportunity to take advantage of a clinic that relates using the products a dealer has in stock to help the customer conserve energy.

The lligh Intensity Clinic held earlier this year by the Palmer G. Lewis Co., at their Auburn, Wa., headquarters, concentrated on insulation products and their application. It was good basic information on what insulation is, and what it does, complete with step-by-step insulation of the products. Sce photos.

A special "room" on castors was built especially for the meeting and served as a prop, not only for the wall and ceiling insulation, but the door and window demo as well. This portion also included weather stripping, thresholds, caulking, application of storm windows and related products.

Those at the well-attended meeting were agreed that their increased knowledge of products and applications would be a big factor in helping them increase sales.

ST0RM WINDOWS get attention (top photo) as Gordon Hopland, K-S-H Plastics, snaps in moulding over clear K-Lux Safe-TVue panel, making an insulated window

system. Dealer tries hand (lower photo) at cartridge gun application of caulking com' pound around window frame.

Denver Man Honored

rm0n sEnvrcE PIY C0.

B0CKY M0UNTAIN lumberman Walt Kellogg (right), president of Kellogg Lumber Co., has been named "Lumberman of The Year" by W.0.0.D., lnc., a Denver area lumber promotion organization. The hand carved statue of Paul Bunyan which accompanies the honor, was presented at W.0.0.D.'s annual W.0.0.0.-Choppers Ball by Lee Richardson (left) last year's winner. Trophy is given annually to individual who has "contributed the most to further the interest and welfare of the lumber industrv."

|]|0 ilille cal|$ r',il|| ll|0 ilfi PR0flI$!

FAMOWOOD

is the PR0FESSI0NAI'S Att PURP0SE PLASTIC

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

Can be used under Fiber Glass!

tiu*&

Kea'y I0 use agnt oul 0I tne can, tamowoo.! applies like putty-sticks like glue; dries 6,;; .:.:.:,r. applies dries quickly; won't shrink; takes spirit stains, and will not gum up sander. Waterproof and weatherproof when properly applied. -s4

16 matchins wood colors

BEVERLY MANUFACTURING C(lMPANY

PONDEROSA PINE

SUGAR PINE

INCENSE CEDAR

DOUGLAS FI R WHITE FIR

NEEDYOUR

(916) 824-5427

Rather than expressing the views of each individual Congressman from California following our recent Conference With Congress, we're presenting here the overall views in summary since we met with support of our issues in each individual visit. In fact, our dealers were surprised at the total support indicated by all congressmen.

Senator Cranston, although somewhat noncommittal, did say he was taking legislative action to correct inequities caused by individual powers

of rigulatory agencies. As he is very influential in the Senate, we feel we are slowly currying an ally. He requested our position on the Energy Tax Proposal.

Senator Hayakawa supports our position on minimum wage, that it not be indexed and that it contain a youth differential. He also supports, in part, our position on the Redwood Park Expansion. His aide indicates that some minor compromise must be considered to pacify the environmental groups. That compromise could be the agreement to set aside the 1,000 acres considered to be extremely sensitive to errosion. This area is the only one of concern to the Forest Service.

The Senator agreed that a super agency for consumer protection was not necessary. It may be that we will abandon all other agencies connected with consumer protection and establish only one to be responsible for all consumer protection, but not a super watch dog.

GENERAL SUPPORT FROM CONGRESSMEN

Consumer Protection Agency. All agree that a super watch dog agency only adds another level of government that is unnecessary. Most believe that it may be advisable to abolish all current agencies designed to protect the consumer and establish one new agency to encompass all responsibilities. We cannot disagree. Congressman McCloskey voted against a super agency two years ago and amended a bill to reflect this. His position is stated intheCongressional record of November 6, 197 5 He feels that nothing will happen on this subject during this Congress.

MINIMUM I|AGE In general, all agreed that indexing the minimum wage would perpetuate inflation. They also agreed with our position that a youth differential must be included to alleviate the high youth unemployment in this country.

EXPANSION OF THE REDWOOD P.4RK There was general agreement that an expansion of an additional 78,000 acres at a cost of 600 million is not sound and that even the 48,000 acres suggested by President Carter is not essential to protect the tall trees in the park' It may be necessary to compromise on the 1,000 acres considered as sensitive to erosion and siltation in the current park. We were fortunate in having Don Clausen, the opponent of H. R. 3813 at our breakfast. Clausen reviewed, in detail, for the benefit of the other Congressmen present, the opposition to the expansion.

HUD and FnHA Since there is no pressing legislation on these issues the Congressmen will keep our requests under advisement. None were aware that there was a consideration to bring FmHA under HUD.

WE ARE: courteous, Kind, Loyal, Honest, Dependable, Eff icient, Prompt, Neighborly, Helpful, Eager, Versatile. ..

AM0NG WESTERNS present were eight Californians in this photo of the NAWLA board of directors that was taken during the 85th annual. Can you identify them?

Try: (1) lst row, far left, Bill Buettner, United Wholesale Lumber, Montebello, Ca. (2) 6th from left,2nd row, Roberta Schroeder, Calif ornia Sugar & Western Pine Agency, San Mateo, Ca. (3) 8th from left, 2nd row, John Weston, Far West Fir Sales, Huntington Beach, Ca. (4) Far right, 2nd row, Robert Wells, American Forest Products Corp., Cerritos, Ca. (5) 6th from left, 3rd row, Peter Speek, Fremont Forest Products, Whittier, Ca. (6) 8th from left, 3rd row, William Baugh, Baugh & Associates, Newport Beach, Ca. (7) 4th from left,4th row, Ralph Lamon, Lamon Lumber Company, San Francisco, Ca. (8) Far right, 4th row, Al Bell, Hobbs Wall Lumber Co., Terra Linda, Ca. Al is also the publisher emeritus ol The Merchant Masozine.

NAWLA 85th annual

There was a great deal of optimisrn among the 636 delegates attending the recent 85th annual meeting of North Arnerican Wholesale Lumber Association. Producer sales executives and distributors both continue to predict a strong year for housing and forest products. The question for them is not good or bad, but how good? Further, if it is "too good" this year, what will happen in 1978?

Appropriately, NAWLA's convention thenre lor 1977 was "Your Future, Your Business ond You." Featured speakers dealt with future projections, and working sessions between producers and wholesalers emphasized the business of where do we go from here?

Keynote speaker Dr. Benjan-rin Rogge presented a provocative talk entitled, "Can Capitalism Survive?" Dr. Rogge, a professor of Political Economy at Wabash College in Indiana, believes that it can. However, he advised the lumbermen that this economic system must be defended in different terms than in the past.

Rogge views capitalism as the best economic system from the standpoint of human rights to freedom, and states that this is proven by the flow of people towards countries with capitalistic societies. He suggested that business should emphasize this aspect of free enterprise rather than the growth of GNP or nlass production that satisfies the masses

(l)lease turn to page 30)

! Sheet steel body, 1 00o/o cast-iron top ! Burns wood or coal

The ullimate in uoodburning heaters. electric thermostal.

bloffer extends heal to two or three other rooms.

DISTRIBUTION IS OUR GAME

DELIVERY IS SO IMPORTANT

PGL's yellow and green painted rigs travel the highways and byways of the Pacific Northwest delivering direct to dealers, dropping loads at PGL warehouses or picking up orders at suppliers.

Trucking is an important PGL customer convenience. That's why we maintain a growing fleet of 23 tractors, 4 trucks and 66 trailers to provide reliable, courteous service when you want it.

Part of the PGL trucking fleet based at Auburn, Wa.

(Continued from page t0 ) methods, including money, recogni- tion, communication of company goals, profit sharing, team efforts toward other common goals, spifs, contests, trips and merchandise.

Gresham called product knowledge the salesman's "greatest asset." He said dealers should get all the manufacturer backup they can to train sales persons to develop empathy for their customers'problems.

He noted the role of inventory ("gotta have it to back advertising") with advertising, observing that ads can't sell merchandise, but they can motivate customers to go into a store.

While acknowledging the value of money in motivation, Gresham said

knowledge by the employee of company goals may be the best incentive, creating a productive atmosphere where employees work together.

That afternoon a panel of Arizona lumbermen tackled the same subject of motivation, under moderator Tom Wood, Wood Bros. Lumber Co., Tucson. He noted the difficulty of measuring sales people's performance and setting work and sales standards that were productive and fair.

The Merchant

money paid be fair, but the employees mxst think it is fair, or there will be disatisfaction.

Roger Hancock, Arizona Millwork, Phoenix, advised that pointing out the benefits employees receive can be a real incentive as many are not aware (fully or partially) of all the employer does for his employees. They should be shown that their deductions are matched by the employer, for example.

"Marty" Wist, Glen-Mar Door Co., Phoenix, Az., presented a chalk talk on the point system they use to allocate profit sharing money. Key management people in their firm receive bonuses based on years of service, salary and merit. Wist agreed that money was an important incentive, (Please turn to Page 31 )

P.O. Box 9M (r7, Birch St., suite I), Colton, Ca.92324 SPECIALIZING IN TRUCK & TRAITER SHIPMENTS . . LARRY STIDHAM TRUCKING Anything Anywhere Anytime But Specializing ln Flat Beds STIDHAM TRUCKING INC. POST OFFICE DRAWER 308 YREKA, CALIFORNIA 96097 Business Office: Yreka (916) 842-4104 Storage Facilities in Yreka and Red Bluff Lightweight Rigs Fo Maximum Payloads " Our Customers ore our Best References'.'

SUPPORT MERCY KILLING OF OLD TREES

long Dimension

Rough Dimension Other

"How would you like to be eaten alive by bugs? Support mercy killing of old trees! A noble giant of the forest, ruler of his domain for several hundred years deserves a more honorable death than to be eaten alive by insects!

"And you sawmills can go a step further and give these proud trees a dignified memorial service by selling the clear lumber to us. We will make mouldings and door jambs from the lumber which will be sent to the Deep South where they love to apply a natural finish rather than hide the beauty of the grain with (ugh) paint.

"Really now, does a 300 year old tree deserve to be converted to plywood and be covered by a rug and walked on? Or be covered with vinyl and be put on a wall, made to look like ash or fruity pecan?

"We will treat your trees with the reverence and respect that they deserve."

Feather River Co.

Producers of Douglas Fir and White Fir Mouldings and Millwork

Mi'di'ffi"fff N H""'fr"E w 6'ffi 9

By R.V. PETERSEN executive secretary

h Y ('ONSLNSUS. the 1977 Con-

El ve ntion must be entered in the records as a resounding success. Staged at the Outlaw Inn at Kalispell, next door to (llacier Park, the session did not break attendance records, but on the basis of participation, interest and enthusiastic acceptance, it was surely antong the best.

Seminar presentations bY Chet Nortz on inventory control and on profitable pricing practices highlighted the program for nranagement. Panel discussions exploring a dealer's legislated liabilities, sales-expanding possibilities in energy-conserving/innovative construction, and home-center concepts, were well received.

The new slate of officers for MBMDA includes.

Prcs. Dcan Beall, I3eall's Illdg Cen, Anaconda V.P. Irvin l)cllingcr, Wcstnrart llldg Cen' W. Yellowstonc

Treas.

Asst. Treas.

Exec. Sec.

Ntl. Dcaler Director

Altornate

J. Ijrcd Robinson. Peterson Lumber Co., Helena Hubert G. White, NeifertWhite Co. Townsend R.V. Petersen, Helena

L. Dexter Shaurette, St. Regis Paper Co., LibbY Wallace L. Steffan. Aldrich & Co., Billings

To replace outgoing directors James Sullivan, L. J. Killham and Frank Dvoracek, the following were named: John Stibel, Hennessy Lumber, Conrad; Richard Graham, Midland, Inc., Miles City; and Arthur Walter, Billings Lumber Co., Billings.

In a concurrent business meeting, the Montana Building Material Salesmens Association named these new officers:

Pres. Cenc O'Toole, Ferguson Lumber Sales, Missoula

V.P. Lee Holyoak, Lumber Yard Supply Co., Great lralls Sec.-Treas. DonVincelette.Certainteed Corp., Billings Directors Bud Barker. Ilod Holyoak. Wayne Bakke

Awards of recognition were made to Lee McCrory (Grogan Robinson Lbr., Great Falls) as Dealer-of-theYear and the Silver Log (salesman's) plaque to Douglas Hoxsey, Empire Building Materials, Bozeman. Also announced was the Salesmens Scholarship award to Lawrence Bruce Gebhart.

(Continued from page 26)

There were other feature presentations by Leo McManus and Charles Shinn, Jr., covering both the psychology of dealing with people and the cyclical nature of housing.

A special Futures panel discussed what futures trading means to the cash lumber and plywood markets. This working session was led by James Paul, Clayton Brokerage, Chicago; Larry Mollner, Thomson McKinnon Auchincloss & Kohlmeyer, Inc., Los Angeles; and Donald Ohl, hedging manager for International Paper, New York. Rather than a program on how to trade in futures, this group provided delegates with what is resulting in our markets because of futures trading.

Manufacturer/wholesaler contact sessions and working sessions also gave delegates the chance for head-tohead discussion on forest products distribution.

(Continued frorn page 28) but stressed as well the factor of personal recognition.

Al Schechter, v.p., Sunset Lumber Distributors, Tucson, observed that money was usually more important a job factor under 40, but above that age, a pension often became more important. He noted that people are the biggest investment (salary) that a company usually has.

John Entz, Entz-White Lumber, Phoenix, described a variety of compensation plans that his home center has used to motivate their sales people. Often the results were "miserable." For example, incentive bonuses comparing months works well if increases result, but morale can nosedive if business drops off.

As factors such as the amount of inventory available to sell can have a big effect on final sales, these declines are sometimes not the result of declining employee effort, but rather a result of not having enough to sell. Thus employees may feel unfairly treated when bonuses are reduced or dropped.

"Great plans in theory can go awry in practice," Entz noted. He mentioned

spiffs as one compensation that had worked well as a motivator for EntzWhite. Convention chairman Vireil Hunt

related the idea of informing employees of the cost of warehoused goods, so that they understand that

(Please turn to page 32 )

Mrre

(707) 822-4058

BILLtE GOWIt'rs

(707) 822-1355

(Continued fron page 3I )

damaged material causes a real money loss. Keep track of losses through damage and breakage by departments, Hunt suggested.

He said that a suggestion box (you keep the only key) can be productive if suggestions are acted upon and reviewed and whatever happens is communicated to the employees.

The final business session speaker was William J. Gamble, gen. marketing mgr. of the power tool div. of Rockwell International. His presentation reviewed the current state of warranties and the marketplace effects of passage of the controversial Magnuson-Moss Act. He faulted the law for its complexity and the lack of public interest in it and called it an example of consumerism extremes. Gamble said it had "caused

a lot of silly law suits."

One result of the law's complexities and the problems resulting, he said, was to cause many manufacturers to drop their warranties. He advised dealers to take advantage of those companies that offer a strong warranty and use that fact as a sales tool.

Arizona exec. v.p. Frank Davis, during the question and answer period (Pleqse turn to Page 33)

ARIZONA CONVENTION

(Continued from page 32) following, reminded dea.lers that they must begin complying with the provisions of the act now, even though governnrent checking on whether dealers are keeping a warranty book available for customer checking at the front desk has not yet begun in earnest.

In a short speech to wind up the business session, Davis told association members that "we have a moral as well as business responsibility to tell people of our state about the energy-saving qualities of wood." He pointed out that "our competitors continue to mislead the public about wood in an attempt to elevate the acceptance of their own materials."

Davis also urged everyone to take part in association activities, "to avoid pettiness and personal differences" and to work in harmony for the good of one and all.

Other convention doings included election of new officers (see chart) a poolside cocktail party and a dinner dance whose speaker was National Football League umpire Arthur llolst, who again proved why he is widely regarded as one of the best and funniest after dinner speakers in America.

Next year's convention will be held at the plush Little America Hotel in Flagstaff, May I l-13. Work hasalready begun on next year's convention planning, insuring that the AL&BSA would again be staging what has come

to be recognized as one of the best annual conventions held in the entire country.

Woodworkers Hawaii Meeting

The National Woodwork Manufacturers Association recently held their 50th annual meeting in Hawaii, covering markets, housing predictions, supply probabilities and many other subjects. Generally, the theure of the meeting was optimism.

The association is squarely facing the energy and security requirentents now being inrposed by the federal government and the national code groups.

Tlre associaljon is nroving in ntany areas to meet demands for quality. Testing programs are planned to assure that wood windows and doors meet market rreeds.

New officers were elected. Ian MacDonald, Cal-Wood Door, Santa Rosa, Ca., retired as president. Paul Brown, SealRite Windows, Lincoln, Nb., was sworn in as the new president. Jim Flowers, Caddo Door & Veneer, Shreveport, La., renrains v.p. of NWMA's hardwood div.

delivery

REDWOOD PARK FACTS

An information meeting for industry members regarding the proposed expansion of the Redwood National Park in Northern California was held recently in Norwalk. (Los Angeles) Ca.

Sponsored jointly by the Orange County Hoo-Hoo Club and the Simpson Timber Co., it presented industry's message on why the planned park expansion makes neither economic nor environmental sense.

Jim Rydelius, Simpson Timber reforestation supervisor, presented the real facts in the redwood case. Jim Sharum of Simpson's PR staff then made a slide presentation that graphically blasted the environmentalists' contentions.

More than half a hundred attended.

Get in the Swim

The always popular barbeque and swirn staged by Black Bart Hoo-Hoo club will be held again this year at 490 Highland Dr. in Ukiah, Ca., July 2.

For more information, contact Roy Nielsen at Coast Wood Preservins in Ukiah.

PERS@NALS

Chris Jepsen, (;&R Lumber. Cloverdale, Ca., spent a recent mo. visiting relativcs in Denmark.

Andy Macko, Weyerhaeuser, llayward, ('a., vacationed in May "away from the tclephone."

Rich Blinkhorn has joined 'I'ree l)roducts ('o., Lake Oswego, Or.

Alan Swanson is now with Two Ox Traders, ('loverd ale, Ca.

Bob Roberts has joined Oregon I)acific, ('oncord. ('a. in sales.

John Kelly, Wood Markets, Arcata, ('a.. was a recent business visitor to Los Angcles.

Roy A. Bond is now olfice mgr., Amcrican liorest Products. National C'ity (San Diego) Ca., reports resitlcnl rrrgr. H. J. Neely.

Robert H. Cuje is now senior v trldg. mtls.. at Johns Manvillc.

Charles Schuler is now v.p., products group for Medford Corp., Medford. Or.

Paul Nobmann, Old Adobe Timber Products, Petaluma, Ca., and his wife Marianne are back from five days of rafting on the middle fork of Idaho's Salmon River.

Jim Webber is now gen. mgr. of Minton's Luntber & Supply, Mountain View, Ca., according to Herb Eaton.

Robert H. Walker is the new Southern Arizona rep. for American Wholesale llardware, Long Beach, ('a.

Frank Trotto is the trew pres. of the Pacific Lumber lnspection Bureau. 1st v.n. is Don Davidson; Ivan Brown and Henry Sandstrom, vice prcsidents; M. A. Whitman, treas. and George Thompson. sec.-nlgr.

Frank Bader, salesntgr., F.d Fountain Lumber Co., Los Angeles, and his wife. Jeanne, are back from a ntonth's tour of Fingland. Spain and Portugal. Ed Fountain, Sr. and his guest Frank Rhoades. Roscburg Luntber, tied with anothcr golf teanr at 9 untlcr at Be l-i\ir ('ottntry Club reccntly.

John McKinney has beett nartted c-e-o ot Johns Manville . in adclition to being p res.

Paul Mackie is now on the staff at Wood Traders, Inc., Eugene, Or.

Craig Kincaid has been promoted to production mgr., American Hardwood, Los Angeles. Robert Kincaid is now selling outside, as well as berng officer mgr.

Mike Dobson is Boise Cascade's new asst. millwork sales mgr. in Portland. Lee Lambach has joined sales at Olson Lumber Co.. San Jose. Ile had been with Redwood Empirc, Morgan Hill, Ca.

Charles Stowe is new to hardwood veneer sales for Alpine Veneers, Portland. Jack Pilgreen recently joined their luntber sales dept. Maryann Petery, pres., Selma Pressure Treating ('o., Selma, Ca., recently took an advanced degree in business rnanagemcnt at l larvard Business School.

Curt Crow. Amcrican Forest Products, Stockton, Ca.. rccently made a mill trip to British ('olumbia.

Bud Robey. Pacific Lumber Co., San Francisco. vacationed for two weeks in Va., W. Va., and N.J.

Bill Welsh, Connecticut Mutual, Orangc, Ca., a specialist in lumber rnd lrlilg. nltls. covcra€te. is vacationing at Lake o1'the Ozarks, Mo.

Brad Howell, Oregon-Pacific, Concord, ('a., is the proucl father of Lea Nicole. his new baby girl. Birthday: May l -1, weight 8 lbs. l3 oz.

John McDonald is the new Or., Wa., Id. and Mt. rcp. for States Veneer, I'iugcne, Or.

George Rodecker, 75. a retired Southern ('alifornia lurnberman and his wifc recently visited Australia and New Zealand and are currently scuba diving ( !) off the Virgin Islands.

Don McCann, M&S Building Supply, Monterey, Ca., is back from a Palm Springs honeymoon with his new bride Kay. Congratulations, lovers.

Jeff Lundegard is a new plywood buycr at Scquoia Supply, Wilsonville. Or.

"Hote" Houghton has joined Weaver Forest Products, Medford, Or., reports pres. John Weaver. He had been with Wood Markets. Arcata. Ca.

Bud Cligny, Oakley l)lywood, Morgan Hill, ('a., is back fronr an Orcgon mill trip.

Dan Guerin, (iucrin Transportation (-o., ('ucumonga. Cl.. is recovcring from a bout with pole that belted him when he was helping unload one ol' his trucks.

Mack Giles is back at G-P, Santa Rosa, Ca., after a vacation to ltaly, visiting Rome. Irlorence and Porto Fino.

Jim Bolte, So. ('a. rep for Arizona's Specialty Forest Products, is back after a 6-week vacation spent fixing up their honre in Portugal.

Vince Fergustrn reports in he is enjoying retirement. In the biz since '33, he retired from Beronio Lumber. San Francisco in early Spring.

Jim Brasch has joined Hampton Lunrber Sales as atrader, reportsGordon J. King, pres.

Tim Bader has started the 3rd generation of Baders calling on lunrber yards for [:d Fountain Lurnbcr ('o., Los Angeles. His Dad, Frank, is a partner in the firm and old tinrers will remember grandfather Doyle Bader.

Edward J. Killian, pres. of Gold Bond Building Products, has been elected new pres. of the Gypsum Association.

Ted Gilbert, Product Sales Co., Newport Beach, Ca., goofed off for several recent weeks in Jamaica and New Orleans with his wife. Rosie.

Jack Finnegan is manning Brazier Lumber's new lrvine, Ca. sales office.

Harl Crockett, l{exberg Lurnber Sales, Long Beach. Ca., got tn a recent trip to the Yucatan area of Mexico.

John Simianer is Boise ('ascade's new Denver branch mgr.

Jack Berutich has moved over to sale s for All-Coast Forest l)roducts. Whittier, Ca., frorn AFP('. ('erritos.

Bruce Bergquist and Larry Zitelli are now in sales fbr ('handler Corp.. Boisc. ltl.

David D. Leland has be en elected exec. v.p., building products group, fbr Southwest Forest Industries. Phoenix. ile succeeds Ed Quirk who will re tire in '78. Larry White, Jr. is the new lllgr. of nrillwork sales, according to Ralph Rundle, v.p. wood protlucts marketing.

Chuck Lember has just conrpleted his 25th anniversary with D.C. F.ssley & Sons, Montebello, Ca. Take a bow. ('huck.

Don Gott has been voted an honorary life rnembership in the Ilardwood [)ly wood M fgrs. Assn.

Dale and Carol McAllaster are the ne w managers at Yuba River Lumber Co., Downieville, Ca. Bill Causley, credit nrgr., Ilomer T. Hayward Lunrber ('o., Salinas, Ca., was amonlt those completing the WWPA/APA wood products senrinar. Seattle.

Pete Geertsen is Statcs Veneer's new asst. sales mgr. in Portland, accorcling to sales mgr. Jack Gray.

John Ronten has retired as gen. sales mgr. at Fibreboard's Picke ring operations, after 4l years in the biz. He's succeeded by Jim Murray, reports Jerry L. Bramwell, r'esident mgr.

Jim Summerlin, hardwooti lunrber dept. mgr. at Robert S. Osgood, Inc.. Los Angeles has been elected to the board of directors. as has M. Lyle May, accountant, at the Vancouver office.

Ikua Yamaguchi is the new Tokyo, Japan rep. for APA and WWPA's combined office.

Myrna Pineyard is the new v.p.-administration for VMC ('orp. Woodinville, Wa., according to F. A. Donner, pres.

Harold Cole, MacBeath llardwood, is recovering at St. Marks hospital (1200 F-. 3900 S., Salt Lake City 84 117) after major heart surgery. Get well soon. Ilatold!

Rod Lilly is the new accounting supervisor 1br Champion Building Products (nee U.S. Plywood) at McCloud, Ca., reports Dave Waters, op. rngr.

Joseph A. Marian is now director of nrarketing for Rockwool Industries, Denver. Lanny R. West is the new corporate v.p.

Ncw Fn@duots

ond selecfed soles oids

Jalousie Makes lt Easy

Easy installation and complete weatherproofing are featured in the air-tight Bel-Air Jalousie door insert units.

This unit meets the current demand for a flush profile with no unsightly and easily abused protrusions. No door blocking is required and is quickly installed.

The unit will accept both 3/16" or 7 132" glass and awide range of sizes are available to fit your door insert requirements.

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

Get Potted

Petit and Grand are the model names of two prefinished, non-redwood potting benches designed for the casual indoor-outdoor living mar- ket by York Mfg. Ltd., Chicago.

Both are 36" high x 13" deep; the Petit is 30" wide, Grand 50" wide. Suggested retail is $60 and $85, respectively.

Both models ship k.d. They are assembled in less than 30 minutes according to illustrated instructions included with each potting bench.

They are constructed of speciallytreated and aged spnrce. No-nails assembly uses threaded fasteners for renewable rigidity; all screw and bolt holes are pre-drilled and fitted. In addition to solid construction, which allows either model to be left unattended in high-wind areas such as apartment balconies, they are com-

pletely mobile, featuring large rubbertired wheels and a built-in handle.

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

New 8" PVC Reducing Tees

Lasco Industries has introduced 8" pvc reducing tees to complete their full line of pvc schedule 40 fittings.

They are now offered in 8x8x4 and 8x8x6 sizes to complement the existing 8" straight tees. Lasco's line oi 8" fittineJ also include 90o ells, 45o ells, iouplings, caps, as well as 8x6 and 8x4 bushings.

WRITE: The Merchant Magazine. ,l-s00 Campus Dr.. suite 476, Newport Beach, Ca. 92660.

Ductless Bathroom Fan

Rush-llampton Industries' CA/90 ductless fan is an easily installed and maintained air cleaning device for bathrooms and closed in areas which efficiently and effectively treats odors caused by bacteria, fungi, and mildew.

Air enters the fan passing through a filter treated with CA/90, a patented process, non-toxic extract of citrus. Refreshed and deodorized air is then released back into the room.

Approved for installation in lieu of windows or exhaust fans and ductwork by the three major building code agencies (SBCC, ICBO, and BOCA) plus many independent code agencies, the CA/90 Ductless Fan meets the

National Sanitation Foundation C-10 Criteria and is UL listed.

By eliminating the need for expensive ductwork, roof caps and fire dampers and the labor costs involved in their installation, it can realize savings of up to $100 per bath in high rise and up to $40 per bath in low rise or home construction costs.

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

No Rust Lawn & Garden Cart

A new durable, rustproof utility cart for lawn and garden work has been introduced by Specialty Mfg. Co. The high density polyethylene cart is the first of this type that is completely rustproof.

Weighing less than l6 lbs. the cart has a 4 c;rt. ft. load capacity. It is equipped with an attractive green baked enamel handle and eight-inch polyethylene wheels that allow the cart to be easily handled in hard and soft terrain when fully loaded.

The body is injection molded in one piece from Marlex polyethylene and is free of seams and sharp edges.

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

Mini Shop Series

The Weller Mini-Shop series has been expanded to three units with the introduction of a l4-piece starter kit to accompany the 46-piece standard and variable speed power and accessories sets.

Model 620K includes the basic 28,000 rpm power unit plus a wide range of accessories for cutting, grinding, sanding, sharpening, routing, and polishing. It will accept all of Weller's 30 different accessories for complete workshop capability. Suggested retail: $34.95.

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

Elegant WallTile

The rich, dappled sheen of copper, bronze, gold and olive glow in American Olean's new Renaissance ceramic tile.

Elegant yet restrained in feeling, Renaissance is available in 4%" x 4%" plain and scored and 6" x 6" sizes. Recommended for interior walls and counters for both residential, commercial and institutional applications. Color coordinated grout. Conventional and surface trim to match. Gold anodized metal bathroom accessories recommended. Produced in both back mounted Master-Set and 4%" x 4/+" pregrouted Redi-Set.

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

Housef ront Mailbox Variety

The Leigh line ol' city/housefront mailboxes includes a selection ol llJ models in I'ive distinctivc styles designed to conrplement the popular home exterior linishes.

The varicty ranges 1'rorn thc traditional black and white colonial ot' durable ('ycolac with gold tarnishresistant eagle to enantel I'inished steel and gold anodized aluntinunr ntodels, including a keyJocking security box and an econolny line.

WRITE: 'fhe Merchant Magazine, 4-500 Campus Dr., suite 476. Niwporf Berch, ('a. 91660.

FREE READER SERVICE

For more information 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 request fasterl.Man

Redwood Overalls

Redwood Overalls, a thin new paneling product that goes anywherc, is new fronr Sinrpson Building'supply Co.

The thin redwood strirrs arc thick cnough to look Iikc rcirl wootl plncling. thin __cnough to bt' light ln.l clsy kr handle. Thc wlrruth ol rc:rl rctlwood is retained, with all the be auty of clcar ntixed grains, free of knots or blenrishes.

Redwood Overalls will go over old or new cabinets, walls, ceilings, doors, or are versatile enough to create ncw d.esigns. Just cut, glue and apply. A fine tooth saw or utilitv knil'e r;vitt r'lo the cutling. ('ontlct ccincnt or I qoot.l qurlity non-wilter trlsctl panclin!. ltlhe sive is re cornnrended for application. Regular paneling nails, in natural wood

colors, nray be use d in addition to thc acl Irr'sive if desired.

A variety ol' tcxturcs includes: srnooth on one sidc. rough ancl rustic on the reverse; or witlr a rough texture otr both sidcs. I)aneling rrray be lcl't natural or a scrni-transltarcnt stain applied.

I)ackaged in 8' lengths with shorter lengths available, one 8' package will covcr as rnuch as a standard sheet of 4xll prneling.

WRITE: The Merchanr Magazine J-{00 Clmpus Dr.. suire J76. NE*porr Beach. Ca. 91660

Cuts Furnace Heat Loss

Gateway Supply CorP. has a new product to help conserve energy: the Free-Heat-Booster.

Designed to work with furnaces, free standing fireplaces, wood stoves, and space heaters; it will reduce fuel consumption, re-capturing heat that was previously wasted.

A sound program tor conservmg energy in the home must include good insulation, proper furnace maintenance and sensible thermostat settings. But until now, as much as half of the heat from furnace combustion, and as much as 90% of the heat from fireplaces, has been drawn uselessly out the vent stack. With the FreeHeat-Booster, much of that waste can

be prevented. installed on the vent stack of furnace, fireplace, heater or stove, it replaces a portion of the vent PiPe. Combustion exhaust passes through the booster, zurrounding the 24 nternal heat exchangers. Fresh air traveling through t}:.e 24 exchangers is heated safely and reliablY. The fresh, hot air can be re+ycled through a forced-air furnace system to supplement the furnace or directed to a new previouslY unheated area.

Furnace fuel consumPtion is normally cut by more than 25%. Wit}r fireplaces and stoves the savings can be even more. The higher vent stack temperature of a free-standing fireplace or stove gives the booster more heat to work with and that means more heat is returned.

The exhaust and fresh air sYstems are discrete, so there is no risk of noxious gas escaPing. It does not interfere with normal furnace, fireplace. stove or heater oPeration 'b""^rrse it has draft characteristics comparable to 90% of a 9" diameter vent. The exhaust flow is unimpeded. And with twice as manY heat exhangers and three times the heat exchange surface area, it is 204O% more efficient.

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

Go Doggy Go!

Prestige Products has announced its new fenceless Doggy Run. It provides a pet with over 330 sq. ft. of romping room, ample space for exercise, with gentle restraint.

Doggy Run consists of 20' of nylon covered flexible aircraft cable sealed to two special anchor-type stakes installed at ground level. The leash (included) is fastened to pet's collar and to cable ring. The pet is secure and may roam within a definite planned area.

It can be removed and taken on camping, fishing or hunting trips. Use Winter and Summer. May be mowed over with no tripping. Retails at $15.95, is attractively packaged.

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

Polystyrene Shutters

Cape Cod shutters, precision molded polystyrene shutters for residential windows and doors, are being introduced by Johns-Manville as a complenrent to their Dritlgrain solid vinyl siding line.

The durable one-piece units feature an embossed wood grain texture and open louvers with a distinctive colonial arch top rail. Available in six colors, they harnronize or contrast with any traditional or contemporary home desisn.

They will not rot or require painting prior to application like natural wood shutters. And unlike metal components, they resist rust and corrosion and will not easily conduct electricity.

Because of its injection-molded, high density polystyrene construction, Cape Cod shutters resist chip- ping, splintering and denting. In addition, they have a tough acrylic finish that guards against peeling, flaking and blistering.

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

New Panel Merchandiser

A completcly new concept in attracting attention to plywood panel displays is offered by DG, Shelter Products for its Pecan Real series.

It is an overhead canopy which attaches to the back of any A-frame display. This colorful merchandising piece makes the Pecan Redl panel display stand out dramatically from other racks.

A complete merchandising kit is available from DG Shelter Products for Pecan Re:il including price signs, newspaper advertising material, product labels and brochures. The company designed all the materials with matching colors, types styles and artwork to allow the retailer to stase

a complete, coordinated sales effort. They also offer a free-standing panel caddy to provide samples of their complete Heari4 paneling line as well as the Pecan Redl series.

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

Real walnut paneling for $1.8O per year

by Greg Frumkin GF Co. Santa Monica. Ca.

T HE TOTAL home improvement.

I mobile home, and r.v.i. paneling market in the United States is about 4,000,000,000 square feet per annum.

That's about 125,000,000 4x 8 panels which, if laid end on end, would be nearly 190,000 miles, or more than 7-ll2 times around the equator. Why all these fancy figures? Only to demonstrate the size of the market for a hartlwood plywood product.

Approximately 8U85% of this market on a hardwood plywood base is heavily concentrated in lauan plywood. In fact, it can be claimed that lauan plywood really started the home irnprovement paneling business, and was highJy instrumental in allowing the mobile home industry to grow so rapidly.

Lauan plywood wall paneling first entered the market with simply a clear lacquer face with v-grooves and became the dominant "leader panel" at all leading retailers.

As any market grows, it starts to sub-divide and become more sophisticated. The next step was to print, and so on to vinyl, paper overlay, embossing. Now just look at the variety of panels available in retail stores and the arnount of square footage that is devoted to this relatively high ticket item.

Today the scenery has changed. The "leader panels" are rnainly produced on sub-straits originating and manufactured in the United States . hardboard, mende board. thin particleboard, and the like. This has virtually wiped out the original natural lacquer finish that later become "Colortone".

However, the market has been growing and consequently the footage of lauan plywood has not been seriously reduced. Maintaining this footage has only been accomplished by sophistica-

tion of product. Today, the scene is extremely sophisticated with gravure printing, very high fidelity paper overlay, vinyl, and increasing decorative embossing.

We are all in business for a profit; in a reasonably large industry this is brought about by bringing products of good quality at reasonable prices to the market place.

This whole paneling industry started for the rich. Hardwood faced plywood is the creme de la creme, and it seems that in our scramble to get a percentage of the very large market we are ignoring a sector which has all of the ingredients of success: competitive, beautiful. exclusive. and durable.

According to surveys made in the last two years, the fashion for paneling has become more sophisticated in the sense that few people today are paneling entire rooms. The tendency is towards one wall or a feature wall, or surrounding a fireplace and similar type installations.

This means that each sale of each installation has fewer panels, but there are more sales.

A low price panel today at the retail level is about $4 per panel. Therefore if the average sale is three panels, the sale at retail level is $12. At these lower prices. retailers are competing heavily with each other, so perhaps in the total sale there is 53 gross profit.

We nrove up to paper overlay, good print. etc. A Letail sale for tl.rree panels may be Sl4 with a somewhat higher nrargin. resulting in a retail sale profit ofperhaps 58 - 59.

Most horne improvernent paneling sales are for installations in existing houses, and a very large percentage go over existing walls. Consequently. relatively thin paneling is quite acceptable and easy installation (certainly thicker and maybe easier than wall paper).

Story at a Glance

Why a few minutes of extra selling time for high quality hardwood paneling can increase the retailer's gross profit per sale from $3-$18.

The most sought after wood in the United States American black walnut in all ol its glory, prefinished, v-grooved and well made can easily be sold at retail in lots of three panels at $42 with a gross profit to the retailer of around $ 18.

Paneling of any reasonable type of quality, particularly if it is hardwood plywood based, is good for a rninimum of l0 years. Therefore, for an extra $ 1.80 per year, a homeowner can have real American black walnut.

For a few minutes . . . literally, a few nrinutes of extra selling time, the retailer can considerably increase his gross profit. The custonrer who comes in to buy paneling for a wall probably won't conre back for the same wall for l0 years or more. Why let him get out of the store with a $3 gross profit when it could be $ l8 for perhaps three, four, or five minutes of extra sensible, genuine selling.

Other beautiful hardwood species are available. We chose walnut as our example because it is cornmercially about the most expensive of those panels with a relatively large demand.

Profit, not volume, is the objective. Why are we ignoring one of our country's economic cornerstones and why are we ignoring one of the world's rnost beautiful products, genuine hardwood faced wall paneling?

I I

Outdoor Wood Klt

Koppers Co, is offering free to dealers its new Outdoor Wood sales kit (8th" x 11", hardcover) illustrating with plans and photos its Wolmanized poles and timbers used for planter boxes, plant hangers and stands.

Metric in a Nutshell

"Metric in a Nutshell" by Robert A Hopkins is now available from American Metric Journal. P.O. Box 847 , Tarzana. Ca. 91356 for $5.45 per copy postage paid.

Wall & Ceiling Contractors

A 1977 national construction market outlook for wall and ceiling contractors is the subject of a free booklet available from the F. W. Dodge Div. of McGraw-Hill Information Systems Co., l22l Avenue of the Americas, New York, N.Y. 10020.

Buill-up Rool Vents

A free new data sheet from JohnsManville describes their patented FP-10 one way roof vent, a solar operated moisture/vapor vent designed to release moisture and prevent its re+ntry in new and existing built-up roofing systems.

New Woodwork Directory

The National Woodwork Manufacturers Association has a.free membership directory, "Millwork Sources of Supply." Write NWNA, 400 West Madison Street, Chicago, Il. 60606.

Tile Line Catalog

A free new 36-p. color brochure illustrates American Olean's entire product line of glazed, quarry and ceramic mosaic tile and allied setting materials.

Three Lift Trucks

A free new four-page bulletin describes the 2000, 2500 and 3000 lb cushion tire lift trucks by AllisChalmers Corp.

For Wholesaler/ D islributors

The National Association of Wholesaler-Distributors has just published a new book catald9 which offers the nation's wholesaler-distributors manv

of the industry's finest management resources. It includes these titles: Wholessler Inventory Control, Controlling Payroll Costs in Distibution: How to Measure Product Line and Customer P/afrtability ; M erchandising to Maximize Your Margin and many others.

What A Combinatlon!

Plaza and Mo-Bel-Air combination door inserts by Alhambra Metal Products, Inc. are designed for any door where liefrt and air are needed and are featured in a free color brochure.

Decertity Your Unlon

A report entitled "How to Decertify Your Union: Survey of Experience" is free (single copies) from the University Research Center, 121 W. Adams St., Chicago, Ill. 60603.

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!

Anti-Rusl Paint

A free bulletin describing the versa- tility of Nacor anti-rust paint for industry, farm and home use is offered by National Asphalt Corp., 7310 Associate Ave., Cleveland, Oh. 44144.

Plywood in Construction

"Ply w oo d R e side ntial Co nstructio n Guide," a 32-p. American Plywood Association free publication, provides detailed information on plywood floor, wall and roof systems, the AllWeather Wood Foundation, finishing plywood for exterior exposure, sound control, condensation and stapling plywood sheathing.

Billie Jean King Pitches

Tennis superstar Billie Jean King, spokesperson for In-Sink-Erator's I 977 marketing campaign, is featured in a new, free In-Sink-Erator garbage disposer brochure.

Estale Planning

llhat Every Business Owner Should Know About Estate Taxes is a brief expose of some of the common falacies of so-called "estate planaing." It is free to any business owner or member of his family who sends a rtamped and addressed f,10 envelope to: Indepen- dent Business Institute, Box 159, Akron, Oh. 44309.

Decorative Ceilings

New, colorful brochure shows and describes 24 oiginal ArtCarved ceiling panels you can use to create beautiful ceilings in home, offices and busi. nesses.

Yale Hand Pallet Trucks

A new 6-p. full-color illustrated brochure on Yale models MP and MPB 3OO0 lb. capacity low lift motorized hand pallet trucks, is now available from Eaton Corp.

UPC Directory

An all new directory containing more than 5O00 Uniform Product Code Council member companiestheir UPC manufacturer identification numbers, mailing addresses, telephone numbers and UPC key contracts by name-has been published by Distribution Codes, Inc. and is available for $35 from Distribution Codes, Inc., 401 Wythe St., Alexandria,Ya- 22314.

Masonry Business in'77

A 1977 national construction market outlook for masonry contractors is the subject of a free booklet from F. W. Dodge Div. of McGraw-Hill Information SystemsCo., 122 I Avenue of the Americas. New York. N. Y. 10020.

Asphalt Rooling Film

Two asphalt shingle aPplication audio-visual programs from the Asphalt Roofing Manufacturers Association are now available in LaBelle Commpak cartridges for use in LaBelle Series 16 filmstrip projectors. Write ARMA, 355 Lexington Ave., New York, N. Y. 10017.

Marlite Interior Products

A new 2O-p. catalog, on the entire line of Marlite interior products, is available from the Marlite Div.. Masonite Corp., Dover. Oh. 44622.

Lctt@trs

THE MOST INSIDIOUS

David Cutler, editor-publisher

The Merchant Magazine

4500 Campus Drive

Newport Beach, Calif .92660

Dear Dave:

I enjoyed reading your editorial "It's an L of o Situation" (April p. 6) and am wholly in agreernent with its message.

Unfortunately, governmental regula- tion conles about because people demand public policies without considering them in economic terms. When governmental actions increase the cost of production, prices must be raised on the products and services sold to the public.

This hidden cause of inflation is the most insidious form of all because neither government decision makers nor the public recognize the significance of their actions. These governmental actions are not designed to increase prices, but the inflationary result is the same, nonetheless. The irony is that it is the consumer who pays in the end. And the bitterness is

that inflation is a hidden tax that always falls most heavily on those who can least afford it.

Sincerely,

Alfred X. Baxter President

J. H. Baxter & Co. 1700 South El Camino Real San Mateo, Ca.94402

COST OF GOVERNMENT

Dear Dave: Your editorial, "It's An L of a Situation" in the April issue of The Merchant is a very good one. I think all of us should hammer this government regulation business as much as possible.

One of our best builders in the Phoenix area who specializes in quality, larger homes really shook up the Scottsdale Rotary Club a few months ago when he told them the cost of government regulations was more than his labor costs.

Don't forget, all government regulations, whether direct or indirect, improvement districts, whether city, state, county or federal are nonproductive. Despite labor costs, labor is at least productive. Let's pound this into everybody we can about what it is costins us.

And the cost of wood Lowry Wyatt, senior vice president of Weyerhaeuser, told us at a meeting in San Francisco a year and a half ago that 26% of their cost of lumber and plywood is government regulations.

There ought to be some way we could get rid of the bureaucratic lawyers we have to deal with today. For example, here in Arizona, all our cutting of timber is on government land. lf XYZ Lumber Co. is cutting on Forest Service land and there is a legal problem, the problem is sent to the legal department of the Forest Service in Washington, D.C.; it then goes to the legal department of the Department of Agriculture because that is over the Forest Service; it then goes to the legal department of the Department of Justice. Imagine, on a simple legal question the XYZ Lumber Co. might have to wait months to get a decision! So they have to send somebody to Washington to see that it gets through these three legal departments.

It is just a shame the American businessman cannot operate any more in a free enterprise system but has to take dictation from bureaucrats who are prosecutor, judge and jury.

Kindest regards,

James C. O'Malley Chairman of the Board

The O'Malley Companies P.O. Box 3558 Phoenix, Az. 85030

Bill specializes in insurance for the lumber & building supply industry. .He already serves m;ny 'leading clients in this field. Because of his experience, he can develop a plan specifically for you, to meet your future needs. His portfolio of plans includes Pension and Profit Sharing, Keogh, Disability Income, Executive Compensation, Group Insurance and Estate Planning, iust to name a few. Discover how Bill's expertise can benefit Vou and your company. Call him now and add Bill Welsh to your team.

541-3374 or (213) 865-1225

45( a word, min. 25 words (25 words = $1 1.25). Phone number counts as one word. Ads with border $2.00 extra. Headline or centered type $2.50 extra. Box numbered ads are $2.50 extra. Names of advertisers using a box number cannot be released. Address all

HEIP WANTED

LUMBERMAN wanted. Experience desired by S. F. peninsula retail yard. Phone (415) 345-8508, (415) 344-5954, nite.

FORKLIFT DRIVER for an 18,000 lb. machine. Must have heavy experience in lumber yard. Know species, sizes and tallies. Fiveday work week. See Gerrit Vos, 10742 Los Alamitos Blvd., Barr Lumber Co. Our 76th year.

LUMBER YARD MANAGER for branch 30 miles from main yard sewicing contractors and retail customers. New facility needs aggressive full charge manager with lumber and hardware background. Must relocate in community central Ca. Send resume and salary requested to Jim Wood, Gen. Mgr., 602 So. Bridge, Visalia, Ca.93277.

INSIDE SALES, need excellent desk person. Prefer experienced person. Excellent working conditions, good fringe benefits. Long established firm. Call Dick or Joe Jahraus, Laguna Beach Lumber Co. (714) 494-6538 or (714) 540-826'1.

EXPERIENCED lumber office wholesaler. New Phoenix, Az. firrn is looking for an aggressive lumber trader. Knowledge of Oklahoma and Texas carload and truckload markets. For Phoenix office, mostly telephone, some travel. Salary and incentive compensation plan. Company paid benefit package. Excellent opportunity for career growth. Please submit resume. Write Box 244,clo The Merchant Magazine.

WANTED

ASSISTANT MANAGER experienced in retail lumber & building supplies for Orange county area. Paid vacation and other benefits. Wonderful opportunity for the right person. Write Box 243, c/o The Merchant Magazine.

LUMBER TRADER with 2 to 5 years experience in mill or carload wholesale sales. Liberal profit split. Someone who can earn $20,000 to $50,000. Knowledge of Eastern carload market. Sacramento office, mostly telephone, little travel. Red River Lumber Co., '1701 lTth Ave., Sacramento, Ca. 9s820. (916) 4sr-6s71.

REDWOOD and fir sawmill in No. Calif. with production of 70 million ft. per ye,lr needs aggressive salesperson. Must have knowledge of redwood, Fringe benefits, good opportunity. Write Box 242, c/o The Merchant Magazine.

HELP!! If you need to hire employees, use the Classified Ads page of The Merchant Magazine to reach the informed, action people in the industry. Rates are reasonable. Try it now!

POSIIION WANTED

SO. CALIFORNIA lumber trader experienced in cargo, rail, t&t seeks connection with wholesaler or mill. Write Box 245,clo The Merchant Masazine.

IUSINESS OPPORTUNITIES

OFFERING on carloads K. D. economy, any species except cedar, both S4S and S4S and resawn. 2X8 and/or wider. Contact Emwood Lumber Co.. P.O. Box 555, Closter, N.J. 07624. (2Ol) 767-7 l9O.

SERVICES OFFERED

LUMBER HAULING

c-Q TRUCKTNG rNC. (213) 6387851, 5501 East Century Blvd., Lynwood, Ca.90262.

replies to box number shown in ad in care of The Merchant Magazine, 4500 Campus Dr., Suite 476, Newport Beach, Ca.92660. Make checks payable to The Merchant Magazine. Mail copy to above address or call (714) 549-8393. Deadline for copy is the 22nd of the ponth.

FOR SALE

FOR SALE - lumber truck & trailer -

1969 GMC, engine 318 Detroit 8V7 lN. Transmission 5 and 4. Flatbed with roller. Trailer, 18' utility flatbed with roller, 2 axle - $18,500. Phone (213) 5964475, (714) 527-2285,10742 Los Alamitos Blvd., our 76th year. Contact Gerrit Vos.

HYSTER FORKLIFT

Solid type, 5,000 lb. capacity. Auto. transmission, p-steering, butane. Low heighth 83", max. lift 130". Excellent condition. Call Guerin Transportation Co. (714) 987-6333.

ACTION!! If you want action in buying, selling or trading equipment. machinery, parts, materials, etc., use the Classified Ads page of The Merchant Magazine each month. Rates are reasonable, readership is unequalled. Try it now!

NfltrRGHANT NNAGAZINE BUVtrRS'

LOS ANGELES AREA- S. F. BAY AREA

TUMBER A1{D PI.YWOOD

Abiribi

Al Peirce Company

All Coast Forest Products

AmericanHardwoodCo. ..,.

American Lumber Species, lnc.

Brush Industrial LumberCo., 0iv.

Burnslndustrial LumberCo., Div.

Capital Lumber Co.

Connor Lumber Sales

Coos Head Lumber & Plywood

CrownPlywoodCo. ....

0avidsonPlywoodand Lumber0o.

ooolev Bedwood Lumber Co.

Eel River Sales

Essley & Son, D. C.

FarWestFirSales .(213) 629-5206

Fir & Pine Lumber Co

Fountain Lumber Co., Ed.

FremontForestProducts

The GF Company

GalleherHardwoodCo.

GeorgiaPacific Corp. ( Lumber)

GeorgiaPacilic Corp. (Plywood)

Georgia-PacificCorp.

Globe International

High Sierra Lumber Sales

Hill Lumber Co., Max

Huff Lumber Co.

Hughes Lumber Sales Co...(213) 245-5553

Hunte.Woodworks ...(213) 835-5671

Inland LumberC0.. .(714) 877-2001

Inland Lumber Co.

Lane Stanton Vance Lunber Co.

Larry Larson Lumber Co. .(714) 82'l-8100

Louisiana.PacificCorp.

lMarquan-Wolle Lumber Co.

Newp0n International Forest Products

Osgood, Inc.. Bobert S.

Paci{ic Lumber Co.

Pan Asiatic Trading Co., Inc.

Parr Lumber Co.

PenbenhyLumberCo.

Philips Lumber Sales

B & L Wood Products

RolandoLumberCo.,lnc.

Reel Lumber Service

Simmons Hardwood Lumber Co.

SimpsonBuildingSupplyCo..

South 8ay Bedwood Co. .

South BaV Bedwood Co.

Southwest Forest Ind. .(213) 686-1560

Sterling LumberCo.

Star Lumber Co.

Summil Wood Products, Inc.

Sunrise ForestProducts

SwanerHardwoodCo.. Tacoma LumberSales, Inc..(213) 686.2945

Tweedy LumberCo......

SAN FRANCISCO

EUILDI]IIG MATERIALS-PAINT_HARDWARE_ECT. sAsH-D00Rs-wlNDows-ltl0u

ARCATA

Arcata BedwoodCo..

Cal-PaciIic Manulacturing

CostaTruckingC0. ....(800) 862-4959

Holmes Lumber Co., Fred C.

lvlission FenceSupply Co..

Simpson Building Supply Co.

Simpson Timber Co.

Twin Harbors Lumber Co. (DF & Rdw.)

WoodMarkets,lnc.....

ANDERSON

Kimb€rly.Clark Corp. Rhinohide mldg., millwork

Paul Bunyan Lumber Co.

CATPE I- tA

lvlasonite Western Lumber 0iv.

CTOVERDA t E

Bowman Lumber Sales

G&RLumberCo......

Kinton Div. (Rolando Lumberl

Rounds LumberCo. .{707) 4334816

COBNING

Crane l\4ills EU BE KA Doug Grant Truck Transponation

River Sawmills

Lumber Co., Fred C.

Sequoia Supply

BRAGG Georgia-Pacitic Corp ( Bedwood)

Lumber Co,, Fred C, Niesen-Ward Forest Products

Georgia-Pacif ic Warehouse

Forest Products, Inc. P.R.0.0. Wholesale Distributors

Lumber Co.

Forest Products

NNERGHANT NAAGAZONtr BUVERSP GUOEE

PACIFIC NORTHWEST STATES WASHINGTON

OREGON

AUEU RN

Palmer G. Lewis

8R EMERTO N

Palmer G. Lewis

EVE RETT

Palmer G. Lewis

KENMOBE

Palmer G. Lewis

KIRKLAND

Simpson Building Supply Co.

LACEY

Palmer G. Lewis

TONGVIEW

Union Pacific Bailroad

SEATTLE

Georgia-PacificCorp.

l\4anke Lumber Co.

Palmer G. Lewis

Pacific StatesTranspon

Raintree Lumber, Inc.

SimpsonTimberCo.

Union Pacilic Railroad

SH E ITON

Simpson Euilding Supply Co.

SPOKANE

Georgia.PacificCorp.,,

Palmer G. Lewis

Thompson Tile Co., Inc.

lJnion Pacific Railroad

TACOMA

American Plywood Assn. ,

Georgia-PacificCorp.

Louisiana Pacific Corp.

lMankeLumberCo......

National GypsumCo.

RainForest,lnc.

Union Pacific Bailroad

wAt_tA wArrA

Union Pacitic Bailraod

WENATCHEE

Palmer G. Lewis

YAKIMA

Palmer G. Lewis

COLORADO

COLORADO SPRIl{GS

Colorado Springs Supply Co.

Colorado Wholesale Supply Co.

Crawlord DoorSales(ChytrausCo.)

D ENVER

Erown LumberSalesCo.

CarpetSpecialities, Inc.

Georgia-PacificCorp.

Gitlings Lumber Co.

Koch 0istributing Co KoppersCo.,lnc......

U. S. Gypsum Co.

RYE

Duke City Lumber Co., Inc. . .

EENO

Union Pacilic Bailroad

c00s 8AY

CoosHead Lumber&Plywood.

CO RVALLIS

Bonnington Lumber Co.

EvansProducts Co,. . .

D EXTE R

American Lumber Species.

EUGET{E

Al Peirce Company

DG Shelter Producrs, l\4ldgs. 0iv.

Fremont Forest Products

GeorgiaPacificCorp.

Pacific Yard Seryice

Rolando Lumber Co.

Twin Harbors Lumber Co.

Union Pacific Railroad

tAKE OSWEGO

Simon, Crabtree & Byan .

I,VHITE CITY

American Forest Products.

MEOFORD

Fountain Lumber Co., Ed.

Union Pacilic Railroad. WendingNathanCo.

PORTLAI{D

Dant& Russell, Inc.

DG Shelter Products

Far West Fir Sales

GeorgiaPacificCorp.

Hampton LumberSales

InlandLumberCo......

Louisiana-PacificCorp.

L0uisianaPacificCorp.{Beavenon)

Lumber Products

PacificSlatesTransport

PacificYardSeryice ...{503) 234-9201

Paramino Lumber Co

Pope&Talbot,lnc.....

Sunrise ForestProducts

Union Pacific Railroad.

WestCoast Lumbet Insp. Bureau

BOISE

IDAHO

Armstr0ng SuildingMaterials.

Georgia-PicificCorp. :

Louisiana Pacitic Corp. (Coeur d'Alene)

Union Pacitic Bailroad

LEWtST0 r{

Union Pacific Railroad.

MERIOIAIII

Beall LumberCo......

POCATE I LO

Union Pacitic Railroad

PHOENIX

SOUTHWEST ARIZONA

Arizona Millwork, Inc..

Capital Lumb€r Co.

0avidson Plywood & Lumber Co.

Fremont Forest Products

Georgia-PacificCorp.

Globe International oI Ariz. (602) 252-5854

Spellman Hardwoods VirginiaHardwoodCo.

RENO

NEVADA

N€vada Wholesale Lumber Co.

DG Shelter Products. Nikkel div.

Union Pacific Railroad NEW MEXICO

ALBUOU EROU E

American Forest Products.

Capital Lumber Co.

Duke City Lumber Co., Inc.

Georgia-PacificCorp.

Justus Lumber Sales

New Mexico Timb€r Products

Frank Paxton Lumber Co.

Sagebrush Sales

OBOTUAROES

CILBERT H. BUFORD

Gilbert Hall Buford, sales manager, Atlas Lumber Company, Los Angeles, Ca. died Aprll 26 of a heart attack. He was 62.

Born in Indiana, Mr. Buford had served the lumber industry for many years and previously worked for Owens Park Lumber Co., American Hardwood Co. and then the past 24 years for Atlas Lumber Co.

He is survived by his widow, Catharine; two sons, one daughter five grandchildren and two Ereatgrandchildren.

(Continued from page 10 ) bution operations on major railroad lines. Many feeder lines will be discontinued, their role being taken over by truck and trailer distribution out of these yards. Mixed car operations will become more frequent as will in-transit milling and reloading services.

Remodeling is seen as an ever more important component of future markets. Inland's thinking is that a big part of the strength of lumber prices recently was due to remodeling, figuring that the market was far hotter than an annual pace of 1.5 million housing starts would indicate.

A continued role is foreseen for the l-2 man office wholesaler who is backed up by a good buyer. As the industry saying has it, you can always sell it if it was bought right.

With Inland Lumber's planning, controlled growth and constant monitoring of their control programs, the firm is again demonstrating the kind of foreward thinking that has brought

them from new company to one of the largest independent lumber wholesalers in the U.S. in just over 30 years. It is a remarkable achievement, but then it's a remarkable company.

(Continued from page 13) line Lumber, San Diego, Ca.

Following cocktails, the Del Monte Hyatt House based gathering concluded with a special luncheon, featuring introduction of the new officers and a witty and amusing speech called "What's It Really Like" by Olen Marshall, a former Tennessee State Representative and owner of Hamblen Lumber Co., Morristown, Tn. Hoping for more rain and continued good business, the 37th annual wrapped it up for another year.

Top Quality Buildings At Approximately

Half the Cost of Canventional Buildings

Fast, efficient construction crews erect these strong buildings in an amazingly short time.

Original construction methods and machines, including our hydraulic scaffold truck, insure you of topquality for lowest cost.

o all poles are cemented to a depth of 6'

o never needs painting-won't rub off on clothes

. insurance rates considerably less

yet full coverage

o all buildings engineered and designed by licensed civil engineers

o Call San Antonio todav !

Yes, San Antonio Construction can build better buildings f or less money lor you. These attractive buildings will improve your propefty and are built to last. Using pressure-teated poles which will last 30 yeais -or longer, they

are sale against wind, earthquake, and weather hazards because ol their rigid construction. Their improved design meets all building code requirements and lhere are no long hraces lo interfere u,ith eqilipment.

VINYLWARDROBE PANELS! An Exciting New Source for

We're pleased and proud to be distributors of Serquin Linen wardrobe panels. Available in either complete wardrobe units, unassembled units or packages of board. Using a 50# density particleboard, it is flat, with a waxed back, (48 x 96 x 3/16), vinyl linen faced or vinyl stucco faced.

A quality panel to service the rnarket to day, tomorrow and for years to come!

We're excited about this product and know you will be, too. Call us today, findoutwhatthe excitement is all about!

To supply your needs, DE Doors offers the following f lush doors from STRAIT DOOR & PLYWOOD CORP. FLUSH DOORS: Pre-finish, Pre-Fit, Cut Outs, Special Glazing, Metal or Wood Louvers, any size in widths or heights. Hardboard to Teak.

Bulk Pan6ls

Wardrobe Doors