h t l-.1 I -'r I J

Shape up your moulding business with a proven selection of profiles.

In red oak, ash, birch, mahogany, pine and redwood. From Higgins.

lf you are a retail lumber merchant and weren't aware that Higgins distributes a top quality line of mouldings, you could be missing out on sales and profit opportunities.

For more information contact your nearest Higgins distribution center and ask about our retail moulding package including free catalog, moulding selection poster, samples, and custom moulding services.

Also, for the retailer who wants to build his business on customer satisfaction, Higgins offers hardwood rounds and dowels, oak and maple chopping blocks, cedar closet lining,

Finnish birch plywood handy panels, Upson board, pliant wood veneers, prefinished parquet flooring, treads, risers and much, much more.

For just how much more, please write to J.E. Higgins Lumber Company, 1399 Ygnacio Valley Road, Walnut Creek, CA 94598 or contact one of our distribution centers listed: Bakersfield, (805) 834-0632 I Fresno, (209) 264-1771[J Monterey Bay, (408) 722-7166 44 Reno, Nevada, (702) 329-1653 E Sacramento, (916\ 927-2727 n Santa Maria (805) 928-8325

I Santa Rosa, (707) 527-6333 tr Union City (S.F. Bay Area), (415) 471-4900.

The lumber business demands orderly, efficient and safe storage of many sizes, shapes and grades of wood. For Jones Lumber and Jones Wholesale Lumber that meant helo from Sammons & Sons.

"Sammons has been in the material handling business for nearly as long as we've been selling lumber. As our business grew, we knew that more eff icient storage was the answer to space planning and inventory control," states Rod Jones, president of Jones Lumber.

"But more importantly, the organization of our lines has given us a new perspective on inventory control. By separating each product by manufacturer, as well as individual type/grade, we can immediately verify visually stock on hand for those emergencies that pop up so often at the last momenl."

"Sammons has had a significant impact on our material handling needs. We would recommend their products and expertise highly."

Whether it's cantilever racks, pallet storage, box storage or any other material handling need, Sammons can design a system for you. For over fifty years Sammons has been the name you can rest your reputation on.

Sammons...

Value lor America's lndustry.

SeNing 13 Western States

Editor-Publisher David Cutler

Senior Editor Juanita Lovret

Assistant Editor David Koenig

Contributing Editors Dwight Cunan, Gage McKinney, Ken Thim

Art Dirrctor Martha Emery

Staff Artist Carole Shinn

Circulation Dorothea Creegan

The Merchant Magazine (USPS 79656000) is published monthly at 4500 Campus Dr., Suite 480, Nervport Beach, Ca. 9266Q phone (714) 852-1990' by The Merchant Magazine, Inc. Second-class postage rates paid at Newport Beach, Ca., and additional offices. POSTMASTER: Send address changes to The Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660.

ADVERTISING OFFICES FROM WASHINGTON STATE, ORE. GON, IDAHO, WYOMING, MONTANA, UTAH, COLORADO and CANADA: Contact Carole Holrn. Phone (206) 340-0680.

FROM NORTHERN CALIFORNIA & ARIZONA: contact David Cutler. Phone (7t$ 852-1-9m.

FROM SOUTHERN CALIFORNIA: contact Carl Vann. Phone (213) 472-3113. Advertising rates upon request.

SUBSCRIPTIONS

Change of Address-Send subscription orders and address changes to Circulation

Dept.. The I\zlerchant Magazine. 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Include address label from recent issue ifpossible. new address and zip code.

Subscription Rates-U.S.: $9-one year: $15-two years; $20{h-ree years. Foreign: one vear oavable in advance in U.S. fundsbunudu-or Mexico: air-$351 surface-$30: South America: air-$55; surface-$30; Asia: air-$681 surface-$30; Europe: air-$981 surface-$30. Single copies-$2; back copies-$3 when available plus shipping & handling.

The Merchant Magazine is an independently owned publication for the retail, wholesale and distribution levels ofthe lumber and home center markets in 13 western states.

DAVID CUTLER editor-publisher

Hire beforc you expirc

I N THIS gentle month of June, colleges and univerI sities across America bud forth with a new crop of graduates eager for growth in a career in business.

The best of the bunch will go for high tech and other promising fields. Regretably, we won't see many of them in this industry if the past is any indication. Once again we will have fuiled to attract enough of the bright new talent needed to keep our businesses vital and dynamic.

It isn't that we've been out-recruited. Instead, with rare exceptions, we haven't gone to the campuses to tell our story. To explain to the young people that the career opportunities in forest products' building materials, retailing and wholesaling are exciting and rewarding. The opportunities are truly unlimited. Where else can the entrepreneurs flourish to the degree that they do in this industry? Every month our

News Briefs page tells of enterprising individuals making the plunge into business for themselves. It's great' It is the strength and the glory of the American economy.

But how long will we continue to be blessed with the talented and ambitious? Somehorv industry must reach out and sell the many and varied opportunities available. The timing is right to attract the young. Business is no longer a dirty word among our aware graduates' Chrysler's Lee Iacocca is even mentioned as a candidatefor president. Can you imagine that happening in the 1960s?

Campus recruiting isn't just the province of the IBMs and Exxons. Any aggressive company can begin by picking up the telephone and calling the nearest college or university. Gening and staying in touch on campus could well produce the person you need to help your company reach its goals.

Customer satisfaction is the sum total of the number we do.

And when a customer asks us to add on to a building we constructed for them in the early 1960s, it figures they like our work.

Twenty three years ago the Dewolfe Lumber Company of Quartz Hill, Ca., called in San Antonio to erect their main building. Later, they needed to expand. San Antonio was called again, this time to enlarge the original build- ing and addanall-metal roof.

This kind of repeat business is nothing new for us.'We constantly do additional work for previous customers.

Our decades of experience allow us to provide our customers with exactly what they need and want. San Antonio's precision and quality building techniques ensufe long lasting structures. Buildings that we can enlarge in the future.