Merchant Magazine - July 1967

WesternLumber s Building Materials

REDWOOD

F()R EI{DURING BEAUTY Al{ll DURABILITY

Redwood is a "natural" for new construction and for remodeling of homes, offices, churches, sales rooms wherever beauty, durability AND utility count. And when the Redwood comes from Rounds Lumber Company, you may be certain it is TOP QUALITY RED\7OOD. You get the quality you want and the deliaery you want when you place your order with Rounds.

Round.s Lumber Company is salet agent for lead,ing Red,wood mills. Rounds also representt producers of top quality Douglat Fi'r, lVbite Fit and, Pond,erosa Pine.

tormerl y CALIFORNIA LUMBER MERCHANT. Accurate analysis and f actual news since 1922

Your dependable statewide source for quality products

EleuenTW&J sawmills and fi.ue re manuf actur ing plants supply lumber and finished wood items.

Fast service, complete inventories for all basic building needs - lumber, mouldings, plywood, millwork. Specialty products too -feneing, hardwood, beams, to name a few.

Whatever your customers' construction needs you'll do better at Tarter, Webster TW&J

Buildine materials for any needs at these ten conuenient locations:

LOS ANGELES

42OO Bandini Blvd.

LOS ANGELEg (Hardwood)

4230 Bandini Blvd.

VAN NUYS

15150 Erwin St.

LANCASTER

4O5 West Newgrove Ave.

STOCKTON

Stockton Box Company

laOO Marshall Ave.

NATIONAL CITY 1640 Tidelands Ave.

RIALTO 555 West Rialto Ave.

FRESNO

L266 North Maple Ave.

NEWARK

5526 Central Ave.

PHOENIX, ARIZONA

l\rizona Box Company

3203 Grand Ave.

Conserve time, save on deliveries by taking advantage of manager Ed Boies'diversified specialty product lines-in addition to the full complement of basic Iumber requirements. Some examples:

Mouldings, jambs and other millwork. Evans pre-f inished plywood paneling and Plywall. Glasteel f iber glass panels.

Plywood for interior, exterior.$l grades, sizes.

Timbers from old growth Doug fir. Surfaced to order.

Glu-Lam laminated beams for home and industry. 0wens Corning Fiberglas insulations.

Bond-Deck, the easy-to-lay cost saving panelized decki ng.

Fencing components in cedar and redwood. Celotex ceiling tile, building board and roofing' Hardwood in a selection of standard and exotic qnpaipq

NATIONAL CITY

TW&J CENTER provides regular delivery service from [)ceanside south and east to Arizona!

Manager Boies dispatches one of the yard truck and trailer units on a delivery run.

Bellwood spells it like it is...

What difference can a little mgisture make to a wooden door? None, if it's a Bellwood. Now, this doesn't mean even a Bellwood door should be directly exposed to the elements. But it does mean that Bellwood's exclusive waterproofing of the top and bottom of their doors protects those critical areas before the painter comes. And at no extra cost. just another plus feature that spells BELLWOOD. THE BELLWOOD COMPANY / 533 West Collins / Orange, California

larmerly CALIFORNIA LUMBER IVERCHANT Accutate analtsis and lactual news since 1922

,utY 1967

FEATURES

votuME 46, N0 1

NEW MEXICO DEALER DOES BIG BUSINESS IN FENCES

OAKLAND CLUB HAS SUCCESSFUL 34TH ANNUAL REVEILLE

ATTENDANCE SOARS AT ARIZONA DEALER CONVENTION

NATIONAL-AMERIC.{N CELEBRATES ITS 75TH ANNIVERSARY

KEEPING AHEAD OF THE COMPETITION-SMOOTH SELLING

PERSONNEL PROBLEMS INVOLVED IN CONSUMER SELLING

A NON-HIPPIE HAPPENING-sO YEARS OF HARDWORK

WESTERN LUMBER GALS STAGE ANNUAL CONVENTION

HUSTLE HELPS PLANT DOUBLE SALES AND PRODUCTION

NEW MAR,KETS ARE BEING DEVELOPED FOR PLYWOOD

MAJOR LABOR SUPPLY INNOVATION SEEN AS INDUSTRY BENEF'IT

NEW ZEALAND LUMBERMEN STUDY WESTERN MERCHANDISING

EMPLOYI]ES BUY OUT LARGE 12 ACRE YARD

WOOD INFORMATION BUREAU HONORED BY WWPA

CLUBS

CAIIFORNIA

Max Cook, advertising and news; 420 Market Street, San Francisco, Callfornia 94111, Phone (415) Yukon 2-4?9?.

SOUT}IERN CALIFORNIA

Jerry Hickey, advertising and news. 412 West Sixth Street, Los Angeies, California 90014, Phone (213) MAdison 2-4565 or MAdlson 2-0670.

PACTFIC NONTIIVYEST

Peto Klaner, advertising and news, Terminal Sales Buildlng, Portland, Oregon 97205, Phone (503) cApttol ?--4993.

CIIICAGO

N.C. "Build" Bellow, advertlslng and news, 11250 South Halsted Street. Chlcago, Illlnois 60628, Phone (312) 748-3351.

EDITOIiIAL OFFICES

WESTERN LUMBER & BUILDING

MATERIALS MERCHANT is published monthly at 412 West Sixth Street, I{s Angeles, Calilornia 9oO14. Phone (213) lttAilison 2-4565 or MAdison 2-06?0 by Calllornla Lumber Merchant. Inc. Please address all correspondence to office of publication. Second-class postags rates paid at Los Angeles, California. Advertising rates upon request.

Subscription Rates-U.S., Canada, Mexico- and Latin America: $4one year; $7-two years; $9-three years. Overseas: $5 - one year; $8two vears. Sinsle coDies 50 cents. Back- coDies ?5= centS when avallabIe.

Chango ot Addre8s-Send subscrip- tion orders and address changes to Circulation Department, Western Lumber & Buildins Materials Merehant. 412 West Sixth St., Los Aneeles. Calif. 90014. Include adiiress label from recent issue if possible, plus new address, zone numoer or zrp cooe.

Reorint ServicesReDrlnts, Drepri-nts, cover folders (in-both black and white and colol') on Merchant articles and advertising are available on request within the month of issue. Contact our editorial of- fices for information and prices on any quantity.

THE MERCHANI is an ind,epend,ent nxagazine published, rnonthfu f or thos e rnernbers of the lumber and, buildi,ng materials industries who need and, wa,nt factual, &ccura,te news and on objectiue anafusis of eaents and prod,ucts of concern to them in busi,ness.

ED FOUNTATN

1. Laminated Beams, Stairtreads, Bench Tops

2. Western Red Cedar -All Grades

3. Roof Decking -All Species, A1l Sizes

4. Incense Cedar & Lam Loc pecky Cedar

5. Clears - Douglas Fir, Hemlock, Cedar

6. Starter Board & paneling

7. Fencing, Pecky and Solid

8. Flop Boards and Industrial Items

g. Studs 2x4, 2x3, Ix4- Dry Spruce

AVATLABLE FOR MrLL SHIPMENT - RAIL, T&T, CARGO

I. Studs, Dimension, Sheathing

2. Cutting and Tj-mbers

3. School Specs

4. Industrial Items

5. Clears

6. Starter Board

7. Siding and Fascia

8. Lam Beams, Including Curves

9. Plywood - Mixed Cars

Fir

Fir

Call Frank Bader, Dick Ltoydr Rex Warkentine, AI young Ed Fountain, Jr. at (2L3) 583-l3gl

ED FOTJNTAIN LUMBER COMPAI{Y 62Lg South Hooper Ave. Los Angeles, California 90001

EDITORIAL

The Turmoil of Chonge

fT IS presumptuous, to say the least, for the p.ub' I hshe. to write an editorial commenting on the progress of an organization of which he has just completed a term as president. But we were there-Banff, Alberta, second week of June-'presiding over the 75th annual convention of the NationalAmerican Vholesale Lumber Association, communi' cating with more than 600 registered guests and having a ball.

The social life was great fun. A fine represen' tation from California, Oregon, Washington and British Columbia, contributed much. We were made an Honorary Chief of the Stoney Tribe, crowned with a valuable headdress-and then, in ihe prevailing spirit of Canadian fun, told that local law forbade service to Indians in the "licensed premises" at the hotel. Woe to the Chief!

Seriously, and most significantly, this meeting brought to the delegates a meticulously painted word picture of an industry in the turmoil of change. Never has the forest products industry, (not the lumber industry anymore), been beset by a series of events with which it has been less prepared to cope. The whole spectrum of industry -government relationship is in a state of flux. No one knows how the government will resolve its land and timber policies between its various departments and agencies, nor what the eventual relationship to private enterprise will be. Such uncertainty is a basic cause for unease.

And now, because of shortsightedness on the part of some and lack of statesmanship on the part of others, lawmakers in Washington are turning up and publicizing all the troubles with which the industry is beset. The unease generated by the

threat of uncertain government control is well illustrated by recent actions taken by the National Forest Products Association and the Western Wood Products Association requesting immediate suspension of SPR 16-53, and NAWLA's plea to Commerce to maintain the status quo until a sub' stitute regulation has been promulgated. The boys in the market place don't want to be left without an anchor. In their view suspension would be catastrophic.

In our view, the fact that the various segments of the industry cannot or will not sit down together and hammer out a compromise is catashophic. We will a,ll rue the day we let selfish interest, short' sighteilness and, personalities negate potentinl profits and, invite gooernnLent control.

The wholesaler at NAWLA's convention got a belly fullof threats, dire predictions, warnings, and helpful suggestions. Whether he got an answer to, or help on, his particular problem (if any), depends on the individual. But, surely he was made aware of the seriousness of the forest product industry's predicament and that he has more to think about than where today's order is coming from. Next year, and the year after, are a Iot closer in these changing times.

MerchontMogozine Honored

\f/E HAVE again been the recipients of two YV annual awards for editorial excellence, given by the Western Society of Business Publications.

We are very proud of these, both for our own sake and for the indication they give that we are doing a better job for you. We (immodestly) invite you to take a look at them on page 25 of this issue.

Business Protection .. 50 lbs. Per Carton

That's what you're selling when you sell Deniston Triple-Lock

Lead-Seal Metal Roofing nails. Protection against scorching sun and rusting rain. Let it blow, snow and hail. Your customer's business is protected because Deniston goes in for the whole ride. This is the nail with the built-in bump and lead under the head and down the shank. When it goes in, it seals itself in for the life of the steel roof. The steel roof stays on. That's business proteo tion for your customer that's good business for you. Donrt substitute price for quality.

BuJletin No.750 sent on. request.

Since 1926

Driue Screw Shank preferred, but ring shank atailablc.

New Mexico dealer does big business in fences

FENCES ARE big business for'shofner

t' Lumber Company in Albuquerque, New Mexico. They're big because Shofner runs a complete service and promotes it with dominant displays of fence patterns, with hard-to-ignore idea literature, and with tr"*.pupir and yellow-page advertising.

How big?

Owner Frank Shofner expects to install close to 13 miles of fencing, nearly all residential, this year . and that's nearly 50 percent greater volume than last year. And a nice increase is in progress' too, for sales of fence materials to the do-ityourself homeowner,

This year's expected 70,000 linear feet of fencing includes a sizable bundle of contracts in one of the largest home developments in that community of 300,000 people. Rio Ranchos Estates is developing residential tracts on its 55,000-acre holdings, and Shofner Lumber is erecting anywhere flom 100 to 250 feet of fence for every house.

Shofner plunged into the fence business in a big way only four years ago. He has three crews of two men each on his installations; last year he had two crews.

How do you build up a profitable sPecialty business like this one?

Naturally, it's a combination of things done right. And doing them right may defer profits for a time, but like a doc' tor'S education it can really pay ofi.

Nearly 50 percent of Shofner's fence business, he estimates, comes from refer'

rals, mostly from previous customers. He bird-dogs his crews on quality of work, and delivers the grades of materials agreed to.

Story dI s Glqnce

lmportant tips on how thls New Mexico lumber dealer sells fences western woods are preferred. Fence sales are up 50% display samples hypo customer interest in fences.

Full-scale displays are worth every foot of space they requirg states this lumber dealer. Eight sample sections of various styles of fencing are set up along the 150foot frontage of the Shofner store and warehouse.

An estimated 25,000 people drive past the display on busy Louisiana Blvd. every <iay, and the number of drop-ins is impressive. Any B' section that fails to stimulate orders is replaced with another style.

Every other week, Shofner Lumber carries a display advertisement in the morning and evening newspapers. One of 16 advertisers who share a full page, it usually selects fencing for its four-star special.

Well kept up counter stocks of literature and mailing of stuffers with statements round out the Shofner o'balanced power" promotion. Most popular item on

the counter, he states, is Western Wood Products Association's Fences booklet.

What are this firm's best sellers in materials for fencing? Wood is the choice for at least three-fourths of the jobs, and western red cedar runs more than three to one ahead of any other lumber species. For board-and-batten and board-on'board styles, Ponderosa pine is a strong seller.

Favorite style in Albuquerque currently is tlre cedar picket split to 3/+ x 2t/n-inch size and laid up tight on post and rail framing. About 9O percent of all fences are ( high, and increasing numbers are being installed for privacy around pools and patios.

"A real selling point for cedar," says Shofner, o'is that it's free of rnaintenance, if the owner will let it weather naturally to a silvery gray color. We continue to tell the landscapers the best way to finish a fence is not to finish it. And this goes for decks and patios, too."

The fence crews set the posts up in concrete, mainly to assure adequate sturdiness against winds, which occasionally gust up to 75 miles an hour. Shofner noted that more block walls blow down than his wood fences.

A novel idea for the generally quiet winter season that Shofner passes on to other dealers is concentrated selling of outdoor basketball units for Christmae Last year his firm sold l0O or so, and every man he could muster was out putting them up on Christmas eve.

0WllER Frank Shofner shows one of eisht sample fence sectiom at his Albu- FllllslllllG UP the post and rail framing on another fence job are Shofnet querque yard. A local favorite is cedar piclet split b 3/+" x 2V+"

Lumber crew rnembers Joe Pardee {left) and Gharles Hqftman.,, ' ;,

IJepenq Cf DI e

I e. ;3,.ffiil:.T','":li',:iffi',11,-,11,',,1,1,111;

NOW! Disfributors of Colifornia Black Ook (Reil. Kiln dried ond green 4/4,5i4,6/4,8/4 up to 20'lengths, FAS, #l common ond selecf, pollef grodes, pallet shook, plonks ond fimbers.

fDa,rrt Forest Products, fnc.

135 Willow Roado Menlo Phone 322-lB4L (Area Code 415) Park, California Teletype: 415-492-9M7

and cut stock. Manuracturers or ponderosa pine, Sugar Pine, White Fir, Douglas Fir, Hemlock, Spruce and Cedar. DgpgNOngLE service is dispatching orders without delay hy rail or truck and trailer.

lU[()li].'fH{\. l5(} lrrnrl'r'r'm,'rr ttttntd

JVI ,,1;1 f,,r'llr- l)rrl,.. 1.111.--1,1'11ro1,'rl Oaklan<l Hr,,,-Hoo (llulr llevcillt: golI tourrrament" l)aft of tht' 3lth Arrrrtral ilt'r'eille. u'hich agairr tlr-etv lttml.rt'rmt'rr toget.lter from (la.li[olrria anrl Ortgorr. Altlrorr!{h attetr<liln('(: \\ as rlorr'rr slightl\'. llr: arlv .)r(X) atlendt'tl tlrc lrig ,\lav l9 banqut't arttl shon' ft,llouing tlrt golI tr)tlI-rl('\-" a rt'torrl still er<'ee<ling ant' otltt'r \\'t'st (,oast Hoo-Hoo ert'nt this vt'ar. Thanks are (luc to gt'rteral

Western Golf Annual

Western Lumber & Building Moleriols MERCHANT

chairman fJnrcc Ja<'obsen and his hard lritting committce sta{T.

Although the massivt' list of t,rttrrramt'nt l'innt'rs got lost somelvlterc Lcttvt't'rt the cocktail lrer-iorl an<l lrarrquct an<l ol shorr-, t()urlram('rrt chairman lialph )level- l)l'crlilt'd upon his rnt'morl to rccall that (llub .39's lrerpctuul lroPhy ll()w I'(rsts rvith Lt'onartl Ntrzzisi o[ (.]ontmcrt'ial \lill irr San Jose. lielinqtrishing thc trophr uas (,ran (it'isert. last r,eat's lvitrner'.

0N THE LINKS (1) Fred V. Holmes, Ev Lewis, Les Doddington and Gene Pepetone. (2) Kenny Ditlevson, Frank Timmers. (3) Jim Carroll, Nifty Gay, Wayne Phillips and Will Fullaway. (4) Ray Tierney, Vic Roth. Millbiae Lumber's Cal Pimblock- and Frank Billings. (5) Cliff Smoot, Paul Gaboury and Pearson Lumber's John Pearson. (6) Ross Ingraham, Sunnyvale Lumber's Bill Gilmore, Bob Green and George Cilker of Pine Cone Lumber. (7) At Murv. El Wertham. (8) Sun Vallev Lumber's Judd Hughes. maitre d'golf course. (0) Don

White and Jim Doherty of El Cerrito Mill & Lumber. (10) No need to ask how Bud Hubbard's golf game went. (11) Jon Sligar, Don Cook and Charlie DiStefano. (12) Shelly Smith. (13) Wheee! (14) Bill Ingram, Ron Stevens of Siskiyou Mills. (1 5) Hugh Clark, Larry Hanson and Loop's Leroy Gingrich. (16) Molalla's Cliff Smoot. Art Bond. Wendell Scott of Lumbermen's Mercantile, Bob Maihias, Don Michaelson of Crawford Lumber. (17) Hulbert Lumber's Pete Abrahamson, Ken Harais of Precision Wood, Harold Roger. (18)

Beaver Lumber's Chuck Williams. (19) The Davison boys, Bob and Keith, Jack Russell and Bud 0lson. (20) Manuel Lavrador, Verlon McKinney. (21) Fairfax Lumber's Clyde Strouse, Andy Molinari of So. City Lumber, Ray Ryan, Bill Carter. QZl jim Carroll, partner in the big new Frontier Builders Emporium in Stockton. Ed FJench of Burton-French. (23) Bob Gerhart carts Jack Koepf to the 19th hole with Hal Haibel and Bruce Jacobsen. (24) Pat Tynan, Bill Freeland. Bill Gretz, Glenn Burke and Art Wall.

""n

il'

tUant to hunt DipteFoearpaeeae?

It's open season and no limit on Dipterocarpaceae (or Philippine Mahogany, if you prefer) at J. E. Higgins Lumber Company. Over the past 86 years Higgins has earned a reputation as specialists in this and over 50 other fine hardwoods. We carry the biggest stocks on the West Coast, which means you atways get uniform color to match plywood and moutdings, and the right texture for interior or marine use. Want the right lumber for any purpose? Just see below.

Attendance soars at Arizona dealer convention

fN A time when it all too often seems that I everything is declining, the Arizona Retail Lumber & Builders Supply Association convention's one-third increase in attend' ance over last year was a welcome change and a good indicator of member morale.

Much of the discussion at the convention was inevitably concerned with this year's continuation. of the slump in new housing construction and the resulting effect on the dealer. The consensus seemed to be an attitude of 'oand this too shall pass" coupled, perhaps, with a realization that lip service to the cause of selling the consumer will no longer get it. Many realize that for their operation, it is either get in and do it right, or as one dealer expressed it, get out and put your money in a savings and loan.

Elected new president for the coming year was Bob Horr, with Tom Fridena as lst vp., Sam Hauert, second vp., Morris Turkin as treasurer and Frank Davis re' elected as secretary-manager.

Keynoter for the May ll-13 convention,

held in the red rock country at Sedona, Arizona, was Wood Marketing, Inc. president Boyce Price. He told how their wood promotion efforts were being expanded in local markets across the U.S. Denver was the only western city last year. This fall, Phoenix is being added.

Price said that with houses, just selling shelter was not enough, you must sell ideas and excitement, the home as well as its total environment. He said that the Wood Marketing, Inc. program has had its best results when dealers and builders co' operated in helping a WMI local level

ARIZONA RETAIT TUMBER AND BUITDERS SUPPLY ASSOCIATION OFFICERS AND DIRECTORS I967.68

YIIIIAGE LUMBERiIEII: (1) Joe Tardy & Aram Mardian. Prize winner O) Mrs. Clifford Floyd. (3) Mr. & Mrs. Bill Carver. (4) Marty Wist, and his golf trophy. 6) Tom Fridena. (6) Mrs. Loren Pedrick, George

Gaskin & Loren Pedrick. (7) Fritz 0ligschlaeger. (8) Marion Wist aLd .MarU. (12-)-.Lany ^Ha.mman (13) Ril"ftfi iiii'ivtir.idi'FCniineei. isi v?rn codbehere Jack Sulliva_n, Charles- Ray.. (14) Mr'.& Mrs. George ;;e f;tirl*-;il;;iii,'nde'r-ii6i een6 Yori, Seue* H. Rothfuss. (15) Mrs. Sam' Hauert. (16) Leo lvlever' xiittii.-iiti- seinaiine oodoiniion, Fit-rrioena, J.0'Malley. {17) F. Haney, L. Hamman, Ace Mason.

Promotion.

The industry needs to tell its story, he said. Wood is being out promoted for the consumer's dollar by new cars, travel and a host of other things. Housing is the single biggest market for wood and wood products, accounting for 45 percent of total production.

Howard J. Miller of Armstrone Cork Co. then counseled dealers on advJrtising, pointed out that all ads must have reach, frequency and impact. He said the national average for dealers is three to five percent of gross and that increasing the percent was not always a sure way to get your particular job done.

Examining what media to use was a very

important component of your decision, Miller said. As a general rule, he advised, lower rates mean less response.

Opening the afternoon session was

Slory dI d Glqnce

Dealer attendance up one third . . . Bob Horr elected new president . . . Casa Grande scene of next year's convention.

Sebert H. Keiffer of the Hardwood Plywood Manufacturers Association who related that group's efforts. He urged all who wanted to increase their sales of hardwood

plywood to contact the association and take advantage of the numerous sales ai& available.

That evening was open on the program. The previous night, a windy, but enjoy. able steak fry had been held next to the hotel after that afternoon's golf tournament.

Saturday morning's panel discussed the biggest problems facing the retailer, among them, lack of gross and net profit, credit and poor image projection.

Panelists were Ace Mason, Loren Pedrick, Sam Hauert, Carl Bastian and Virgil Hunt. They felt that components, trusses and pre-hung doors were the most im- ' (Contintred on Page 29)

George Rothfuss. (6) Bill Bell. Hank Stanton. 0) Jay 0'Malley, George Rothfuss. (8) Cliff Moore, Harold Dunn. (9) Bob Silvey, Jim Bryant. (10) Charlds Mann, 0. R. "Dick" Braun. (11) Jim Spelman, Ken Thomoson. (12) Jack Sullivan, Charlie Riy. fl3i Tom Frideni

Virgil Hunt, Carl Bastian. (14 Les "Flash" Doddington, Gil Raymond. (15) Harry Mann, J. R. Hollomon. (16) Gene York, Ace Mason. (|il Jay 0'Malley, Sam Wilco. (18) Frank Davis, Tom Fridena. Coriiensus about business was to "do it right--+r get out."

IGYN0IE SPEAKER: (l) Boyce Price, Carl Bastian. Chuck Gehring. {2) Howard Hofmann of II\IWPA anti PPG's Ted Jones. (3) Sam Hauert. (41 Ken Honey. Bob Horr, Charles Mann, Dick Westcott. (5) Loreri Pedrick, Marc Schwarz,'Don McDonald, Bob Horr,

t0 Gut fascia Gosts

Palco-Loc Architectural Quality lledwood cuts time and material costs. Finger-jointed a,nd electronically glued to F.H.A. exterior requirements, it ca,n be ordered in any specified lengths or combination of lengths up to 20 ft.-at no extra cost! Double-plowed back fits either !t" or 3/s" soffits-eliminates the cost of soffit mouldings-keeps soffits straight. Also available in surfaced boards or worked to patter:r, for use in sidewalls, trim, ja,mbs, cabinet work, and other exterior and interior uses. Manufactured in L", tle" alo;d /'thicrrnesses, 2" to Lg' widths. For additional information write:

THE 75th annual meeting, the diamond r anniversarv" oI the \ational-American Wholesale L.r*b", Association was an appropriately sparkling affair, as the second largest group in NAWLA's existence met at Banff, Alberta, Canada.

Major addresses by industry and govern. ment spokesmen from both countries echoed the historic changes currently taking place in the manufacture and distribution of forest products, and the increasing importance of the lumber wholesaler in Iight of these changes.

NAWLA members also elected 17 new directors and new officers for the coming year. C. E. "Buddy" Klumb, Gulfport,

Mississippi, was elected president; David A. Mittell, Boston, Mass., was elected lst vice president; Robert E. Canton, Minneapolis, Minn., was elected 2nd vice president; and W. Barry Everett, Floral Park, New York, was re-elected treasurer. J. J. Mulrooney, was re.appointed executive vice president, and H. M. "Pete" Niebling, Portland, was reappointed western manager.

Congressman James C. Corman, (D.) Calif., told lumber wholesalers that 1967 should be designated'othe year of the tree" because the lumber industry is receiving more attention from more federal agencies and Congress today than at any time in American history.

"It is highly probable that the Federal Trade Com.mission . . . (will recornmend) that all lumber enterins interstate commerce be required to bear ihe grade sramp

"l AM NOI in accord with local laws resardine sale of refreshments to Indians!" -

\merican celebrates 75th anniversa ry

of a dul1. ac.cltditt'd grading age,rc-y," Corman said.

The congressman also pointed out that congressional committee hearings currently underwav ori "Voluntary Industrial Standards and their Effect on Small Business" have demonstlated a need for. fuller participation by small businessmen in tht, entire -standards - making process. He also said there appears to be insu{ficient liaison between the Fedt:ral Housine Administlation and the standards pro. grams administered by the Department of Commerce,, resulting in separate standards.

"I am fcarful that the present plywood standard is resulting in the consumers receiving some ploducts that are woefully inadequate." Corman said, although he commended the basic approach of the ply. n'ood industrv in basing standards purel.v on performance. He said the lumber industry, in time. will also have to adopt such an approach. and he called for a simple method for stress grading.

"The case {or mandatory grading . is becoming stronger; however, I don't feel that this should imply the need for federal grading other than as a last resort," Cor.man told the lumber wholesalers.

Outgoing \AWLA president A. D. Bell. Jr. of San Francisco, told delegates that ". it is up to lumber wholesalers to bring alrorrt an a\rareness on the part of oui suppliers of their deteriorating position in their st'arch for the building dollar." Bell said that manufacturers are still lareelv

production-oriented and that mill sales managL.rs have too little knowledge of the ultimate use of their products.

B. M. Hoffmeister, Vancouvcr, 13. C. president of the Council of Forcst Industrie,s of British Columbia. reuorred that ''a critical slage ]ras been reached in the lumber industry, and it is not just a matter

Story dl d Glonce

Merchant Magazine publisher (and N-AWLA outgoing president)

Al Bell went out in grand stylesee pictures. ceremony was one of only six at Banff in the last decade. More than 600 heard reports on historic industry changes.

of making a change or two in the pattern o{ marketing and distribution. but rather a struggle for survival."

Ho{fmeister said that distribution is only one oI the facets of marketing, and that the best distribution system in the world is no use to a manufacturer with a "buggy whip" product. He said that everyone in the industry the logger, mill operator, wholesaler and retailer . should be as interested in the consumel market as the building contractor. He said the lumber industry must stop selling the proper. ties of a 2x4 and talk to women in terms of the complete package, even if it includes the lot, the mortgage, the design, and tht' range and barbecue.

(). C. Edgett, Portland. vice president of the W'estern W'ood Products Association, reported on rccent decisions of 16 major lumber trade associations to concentrate a portion of their promotion dollars in cooperative ventures aimed at improving the industry's image in thc marketplace.

Paul S. Plant, Vancouver, B. C., lrrttber wholt-'saler, said the lumber manufacturer must come to know there is a difierence between merchandising a product and trading in a commodity. He said that merchandising is the creating of a nced, while trading takes place where a need already erist-s,

A. H. Zimmerman, president of Northwood Mills, Ltd., 'foronto, told the 600 attending that prices of Iumber must be raised to "at least a subsistence level so that some realization can appear on new capital and results might justify wage and other costs now incurred."

"Changes, however, are taking place in the character of the whole industry which will permit its economic survival," Zimmerman said.

"(Jn the domestic scene we believe that in the near future lumber will be sold packaged to widths and lengths and. where necessary, paper wrapped and loaded on A-frame type flat cars holding 70.000 to 80.000 feet." Zimmerman said.

Next year's National-American meeting will be held at The Homestead. Hot Springs, West Virginia.

It{ A BRIEF, solemn ritual, the Banff, Canada chief crowned outgoing prez Al Bell as "Cha-ung-ga," Big Wood Man.

N-AWLA IIESPIIE Charlie. to escape, the old chief dance, too." The result: new chief. "Hold A-Go-Go. it, told the Redski n

an y0u attempt have to

SMOOTH SELL'NG

by George N. Kohn, Marketing Consuftont Colyight-Gcorge N, Kahn

KEEPING AHEAD OF THE COMPETITION

I once asked a brilliantly successful down a competitor before a prospect only salesman: demeans you in the latter's eyes. If you "What's the toughest competition have to fight competitition during an inyou've ever faced?" terview do it intelligently. Deliver your key "Myself", he replied without hesitation. points and let the prospect compare for This is a simple truth that many sales- himself. Conduct yourself like a gentleman. men take years to learn. Some never Name calling and innuendo will destroy learn it. whatever goodwill you have built.

I am not urging you to forget about your competitors. This could be fatal. I am asking you to perfect yourself before you let yourself be panicked by the opposition. If you are a sound, thoughtful salesman, an expert in techniques and product knowledge, you will have little to fear from rivals.

If you are a first-rate man, there is no need to engage in jungle fighting with your competition. Many salesmen complain to their managers about being un- 'dersold. If you have other resources at your command there will be no need for this lament. The lowest price isn't some kind of god to which you must bow down. All business in this country does not revolve around the cheapest price. If it di{ thousands of wholesale, retail and manufacturing establishments would have closed down long ago.

I once went into a store and asked for a particular brand of snow sled that I wanted to give my son.

The clerk said that he did not have that kind of sled and started to show me other brands. When he noticed my lack of interest, he began running down the sled I had sought; he termed it overpriced and said it was unworthy of its reputation.

ttJust a minute", I interrupted. ttYou're talking about a product that's rated the best in its field. It's almost a household word. Thousands are bought each year. How can you justify your denigration of it?"

The man stammered and fumbled but could not give me a satisfactory answer. He had worked himself into a trap and could not get out.

Don't trap yourself by tearing down the other guy's product.

A good salesman can circumvent price Know Your competition spiraling; he can drop it to a secontary No salesman should spend mrrch time position"in the presentati""- 1'i" --"'' *fri talking about competing products before a consistently lead the pack do not get buyer' Mention them only if the prospect bogged down in price -games. These m"* brings up the matter and then discuss them h.iJ fi.st of all masterid themselves and just briefly. then have amassed a vast amount of in-

However, you should know about the formation that will help the buy"r. So competition's product so you can make consummate is their skilf that p.icl ,r.ely your presentation more effective' enters into their sales talk.

I know many top producers who make a Focins comperirion li s":*,"","tTtt"::ttfi";ti,hr: ril"1"ll,l1

The first thing to realize about compet!' f,rlly, comparing them with their own. tion is that it will always be around. Each Some keep a record on every product in salesman should develop a healthy philso- the rival line with detailed facts on each. ghy toward -competition-,that will carry Some of these files are so sophisticated him through his entire selling career. as to include the competitor,s priceo posi- .seco-ndly, there is nothing- wrong or un- tion, advertising and promotion effort, dis- fair about wooing away busineis from tribution, type of salesman and position in your competitor-if you do it in an above Doard manner. 'u uu rL r' arl aDove the industry.

when you start hitting below the belt, Although f'?.t:"*:;i ?i'1" ," protect however, you do yourself and your com- yourself by knowin! your competition, pany no good at all. To revile and drag the major emphasis in your sales talk

should be on your product. Ring the bell and bang the drum at every available opportunity for your firm and your line. You didn't seek the interview to discuss the competition. Your data on the competition is merely a reserve battery to bring up if needed. Think of it as a kind of insurance.

I'Iere are some "dcn'ts" in reference to the competition.

l. Don't volunteer any facts or information on the competition. If it must be brought up, let the prospect bring it up.

2. Don't dwell for any length of time on the competition if the subject is discussed.

3. Don't try to build yourself up by running down the competition.

4. Don't spread malicious stories or ru. mors about competing salesmen. T h e y might do the same for you some day.

5. Don't allow bad temper to color re. marks about the opposition.

lho Alibi

A final don't should be added here. Don't use the competition as a whipping boy for your poor performance. Some salesmen can hardly wait to complain to their supervisors about the competition's superior numbers, product, distributionn advertising, etc. Too often these salesmen simply use these factors as an alibi. In many cases they are not even true.

Before you run for help to your manager make sure that you are doing your very best.

To judge for yourself how you are handling the competition, try this little test. I{ you can answer "yes" to eight of eleven questions, you're ahead of your competition:

l. I always let the prospect bring up the matter of competition, if it is to be mentioned. Yes i!' No n

2. I never run down or heap scorn on the competition's product. Yes ! No E

3. I never tell unflattering or disparaging stories about rival salesmen. Yes n No E

4. I never use the competition as a cover-up for my own mistakes and bad judgment. Yes D l{o E

5. I try to overpovver and outgun the competition by self improvement. Yes 'a No .E

6. I have the facts on the competition if I need them. Yes ! No I

7. I don't permit myself to get trapped in price spirals with the competition. Yes i[] No f]

8. l'm always aware of the competition. Yesi! No fl

9. lf I make a statement about the comoetition I know what I'm talking about.

YesD No!

10. I use sources that provide me with information about the competition. Yes 'f] No tr]

ll. I keep up-to-date files on the competition. ys5 rg No !

REPRINTS I'oR YOUR SALESMEN each arttcle ln tbls serles ts ex- consultants, Sales Trahlng Dlvlslon, Service Department, Emplre Statc Pa!d9d- to approxlmately 20OO words-lncludes a self-evaluatlon qul?-:- Buildlng, N6w York, N.Y. 10001. Artlcle titles aret l8-pnnted ln 2 colors ln a 4 pa_ge tormat, o! whlte glosqy paper Cnd ts l. The Satesman lr & V.I.p.

G. you Aro A Gooilwlll Salosmaa, 3--ho_le punched to llt any stalnd-ard g-rtng blnder .-. pribei dre as fol- i. a.r" yoo A satesma,n? Too rol't's: i. irei ecqu-atotea-wttl-

?. qlottLg The sale

8. f,ow To Set Up An Int€rvlew lg t/o 4e coplot (of esch arttcle) --..--.-..--57+t cont. oach

I to 0 coplos (of each srticle) ....-....-......60 centc each Your C6moany

4. You're On Stale

5. You Con't Flr6 Wthout f0. Thq ComDgtluor loo or more-copleg (of each ertlclo) ............26 cort! oach Ammunltlon f!. lg,tlqg A_ Blsk Th-e e4ttre serles may be pre-order€d or lndlvtdual arttcles may be

9. Eqle{ng B€ttpo€n Borrd. !o to go coplo. (of eaoh artlclo) ...--....-...-30 cortr oach

12' Ptaylng rhs short Ga'me otdered by number addre:ss orders tb GeoisC N. nthn Co., Mark6tlng When orderlng, please mentlon The Mercha.nt.

MATHENY

RENT.A.SKILL program for the lumber industry'

We hqve oll the skitls when, where ond how mony you need. Eilher permonenl or temporory, Forget your lobor shorfoge worries. We will ossume qny or qll of your compelenl employees ond ossign lhem bock lo you on your requesf.

Our progrom insures ovoilobility of good men when you reolly need lhem. The Mofheny progrom meqns you only poy for the employees when you use lhe m.

Motheny odyonces poyroll, fringe poymenls, poyroll loxes, insuronce. withholding (stote & federol), poyroll operoting overheod, vocotions, heolfh & welfore, wood promotion ond oll the rest. You only poy octuol cosl plus o nominol service fee.

Employees con work oll yeor oround. When nof of vlrr yo-d fhey con be ossiqned to onolher yord during your slock periods. When you need them, they ore re-ossigned bock to you. No loyoft problem for employees during o slock period.

All Motheny employees porticipote in lhe vorious benefits provided to oiher lorge groups, due lo our moss purchosing power. Group insuronce, generol merchondising speciol discounls, credit unions, etc.

You hove the opfion of Motheny loking over your entire poyroll or iusf o porf of it. Thol woy you con loilor your operqlion lo produce lhe greotest benefiis for you.

"THE T}IIRD OF A SERIES

The constantly pressing problems of personnel in consumer selling can be successfully solved

be the most important, is problems of per' sonnel the men who represent your company in the eyes of the customer. These men may be called yardmen, salesmen, clerkso order takers, or truck drivers but they are usually all the customer uses to judge the character of your particular business.

By REED TAWTON monogemenl consuhonl

In the contractor trade, your customer may go months doing business with you and never meet any of your personnel ex' cept the truck driver. How he delivers the load and how he carries back word of prob' lems may determine whether you continue to supply that contractor.

So your salesmen used to spend most of their time sitting at a big wooden desk, talking on the telephone or figuring on a yellow tablet. You didn't mind as long as business was good. But when the phone quit ringing and tlle notes on the yellow tablet were just doodles, you began to get worried.

The personnel of traditional lumber yards have always been noted for knowing their product thoroughly, and being firmly convinced that only wood will do. Besides this they are informal, reasonably courte' ous, and very helpful.

fN PREVIOUS articles I have discussed I the money, facilities, neighborhood, and management necessary to consider re' directing a lumber-building materials deal' erts operations from total contractor interest and diverting a major part of the effort toward securing a share of the con' sumer, do-it-yourself trade.

One additional element, which may well

Now that you're looking at the consumer business where a salesman's personal con' tacts and long time friends are not so important, you must take a new look at the men around you.

Let's assume that one reason for your staying in business is to make more money, not just to keep ten men off the relief rolls'

The best way to get personal interest from all your personnel is to get every one

of them involved in your net profit picture. In the consumer business, improper yard handling, or sloppy inventory control can make or break you, so you owe it to your' self to have the men responsible for such activities directly interested in helping all of vou make moneY.

'i'h"r" u." five ingredients to a good personnel program.

GOOD E]\IPLOYMENT PROCEDURES-

Hiring and firing of personnel is neces' sarily the job of the owner-manager in small businesses. Recommendations and ratings can be effectively handled by man' agers and supervisors, but the owner-man' ager must keep close personal responsibility for the actual hiring and firing.

But this doesn't mean that you have the right to lose your temper once a month and threaten to fire your switchboard girl. Just like a threat to murder, you must reserve that statement for the occasion when you really mean it and no other time!

Most hourly and "low-man-on-the-totem pole" personnel would not have any trouble finding another minimum wage position, so your threat is more of a promise. In fact, the way some states treat unemployment compensation, you would be doing some people a real oofavor" by actually firing them.

The proper interview techniqug is an art beyond the grisp of most small operators. How often the boss spends an hour or two telling an applicant about the company's history and how he took over from his uncle or bought out his sisters to build tle empire he runs now. At the end of the so-called interview, most prospective bosses have exposed all their weaknesses and strengths to an intelligent applicant, but know notling about the new salesman except what is on the application blank.

The U.S. Small Business Administration publishes a number of good pamphlets for small businesses which have sample inter. view forms and some pertinent questions which should be asked. And they will tell you how to gracefully say "no" to the wrong man.

Not long ago one owner hired a new salesman after checking on his ability with his former employer by telephone. A couple of months later he learned from a mutual friend thdt the previous employer had actually let the man go because he was suspected of stealing. When the former employer was asked for the truth, he replied, "Sure, Charlie had been stealing from us! But you didn't ask me why we fired him, all you asked was whether he was a good salesrnanlt'

I am sorry to say that this story is true. National Cash Register and other com. panies have some outstanding aids to help the operator of a business prevent theft and "shrinkage",

insurance and securities combinations. If you do not have adequate benefits, you could lose your best men at a time when you need them the most.

FOURTH

coALS & INCENTIVES-Sales and earnings goals must be prepared in a written plan for everyone to study and plan by. Unwritten, vague goals and incentives are a major cause of misunderstanding between management and employees.

Sfory d] s Gfonce

Five ingredients are detailed here as a way to solve the personnel problems that inevitably result after a changeover to selling the consumer remember, your people become you and your company in the eyes of your customers.

One of our associates recently reported to the owner of an auto accessories business that his branch manager was not honest in his reports. The owner said, "Oh, I know that he cheats a little, but that's part of our unwritten agreement. I pay him a moderate salary and he pads his expenses a little. W'e both know all about that."

a cashier system will permit your salesmen to concentrate on the job which they can do best .,selling.

You need to keep your salesmen proper. ly informed on which Iines are most prof. itable, how and when to close out a die. continued item. It is your responsibility to advertise and merchandise in such a way that enough people come in the door each day lor the salesman to practice his specia} ty. There is no such thing as a salesman who has time to sit behind his desk, smoking a big, black cigar.

At the same time, each yard man, every cashier, the bookkeeper, and your truck drivers deserve your attention and an opportunity to get a pat on the back or an ailditional $10 bill for that extra job well done. Christmas bonuses.which are a regular tra. dition, are money wasted. Why don't you budget most of that amount for distribu. tion through tle year? Let the employees know now how you plan to pay them the money and then, if Novernber and December are exceptional months, give them some extra.

You'll be doing them and yourself a favor. Employees should have incentives to work harder throughout the year, not just dur. ing seasonal increases, and you'll be teach. ing them how to set aside and plan for added holiday expenses, rather than lacka. daisically knowing that the paternalistic boss will come through with an extra $50 to $100 Christrnas eve.

An unearned bonus is as detrimental to your business and your employees as no bonus plan at all.

SECOND

PLANNED TRAINING PROGRAMf6q1 paint and plywood suppliers, among others, will be delighted to have the opportunity to conduct formal training classes for new and old personnel. Some of these are correspondence programs which oan be con. tinued in a manner to keep everyone abreast of changing products.

Again, this is a technique which does not ctist you a cent. It will certainly make you money when done right.

THIRD

rRINGE BENEFITS-Your insurance man and your attorney should meet regularly with you to plan an aggressive program of fringe benefits which you can af{ord, rather than waiting for an employee g{oup to tell what ycu can afford.

There are a number of good pension and investment programs now geared to

What the owner didn't know was that his manager had fully-outfitted two stores of his own from the "bonus" he took from his boss and was actually able to cut prices and alrnost bankrupt the business before the owner finally got smart and instituted a written salary plus profit incentives pro gram. . .with a new branch manager!

FIFTH

.{DEQUATE SUPERVTSTON & MANAGEMENTSuccessful sales personnel have traits of initiative and independence which are the bane of the boss' existence. However, you must learn to cajole, encourage, manage, and control your operation and the people who work for you.

If you treat a good salesman like a mere employee, in time that's what he'll become . a clerk behind the desk, and you'll never realize the potential from your in. vestment in him.

Proper receiving practices, including pricing and inventory control coupled with

Of course, you must continue to supervise the people who work for you. If they had all the resources, financial and mental" which you have tley'd be in business for themselves, in competition with you.

Why not ferret out those men who are capable .and plan how, through incentives and profit-sharing you can put them in business for themselves , ar,d vou.

REED tAWTOfrl, fhe outhor of this fourth instollmenl in his series, exclusive lo The Merchqnt Mcaozine, isq recognized outhority in morketing ond merchondising, thru his own ftrm of Reed lowton ond fusociqtes.

A non-hippie happening-work

' There was a "happening" in San Francisco recently at the offices of The Robert Dollar Co. and although most people connect tohappenings" with the recent plague o{ hippies that has descended upon that fair city, this o'happening" was entirely the opposite. This o'happening" was to honor a man that worked! Worked for an entire half century, as a matter of fact.

The man is William Stoy Elliott, Dollar's, Glendale, Oregon, salesmanager, who celebrated 50 continuous years with the respected San Francisco-based firm.

Although Stoy has spent mo6t of his career either in the Orient or in Oregon, he was born in Sausalito, Calif. He joined Robert Dollar as an office boy in 1917, following graduation from a San Francisco business college, and it wasn't long before he caught the attention of management and started moving up. He also soon caught the attention of a young lady by the name of Marian Howard and they shortly announced their engagement.

Meanwhile, the company was expanding its operations throughout the Far East and in 1921, Dollar offered Stoy a chance to participate. Stoy reluctantly kissed his promised goodbyc for the time being and sailed for Shanehai.

For the next nineteen years he worked for Dollar in China with only a few visits home, but on the first one he and Marian were married in Oakland and she returned with him to the Orient.

Stoy moved up steadily and by 1926, he was sales manager for all Northern China and when the war started he was the Oriental Manager, located in Shanghai. There he was caught by the surprise Japanese attack and spent two long years in an intern camp before he was exchanged.

ln \946 Stoy n'ent back to Shanghai to pick up the pieces, but it was only three years before the comrnunist take over put an end to his activities there. This time he got out ahead. In 1950 he was named salesmanger of their big lumber complex et Glendale, Oregon, where he's still going strong.

Stoy and Marian now reside at nearby Grants Pass, Oreeon, and have raised three fine children, Bill, Joanne and Corinne, now grown up, married and making the Elliotts grandparents six times over. Bill, their first, is now a captain with United Air Lines, piloting a jet plane, while Joanne is living in San Francisco and Corinne in Cincinnati.

An active sportsman, Stoy sailed S class yachts as a boy, became a fine billiard player, an excellent golfer and was among the tops as a bowler. He still plays golf with a deadly eye (his handicap is ll, nine more than it was at his best) as many lumbermen around Glendale can readily attest.

R. F. Nikkel Nomes Two

Elmo McGraw and George Kavoores have been appointed to sales with the R. F. Nikkel Lumber Co., wholesale lumber and millwork manufacturers. Robert F. Nikkel, president, reports.

"Both men have had extensive backgrounds in the distribution of wholesale lumber and millwork products. McGraw began his career in the tim,ber fields of southern Oregon in 1935. Since, he has worked in various phases of production and distribution of West Coast lumber products.

Kavoores com'es from the Hines Lumber Co. of Chicago, Ill., where he worked for several years in the wholesale lumber and millwork department.

Porticleboord in Door Stondord

Particleboard has been included in the recently issued Interim Industry Standard for Hardwood Veneered Flush Doors, published bv the National Woodwork Manufacturers Association, the trade association for manufacturers of hardwood veneered flush doors. The standard is a gauge by which to measure the quality and performance of flush doors.

o Phone SUtter 1-7520

. lO5 Montgomery Street

SAN FRANCISCO 4

PHONE:

Vlctoria 9-3109

Wcrlom. Lurnber & Buildng lldf.rials ,IAERCHANT

George Kavoores Elmo McGraw

Stoy Elliott

.Wll0il$ llF 'l'lll: lN0lll.ll

Architects To Builders To Homeowners- Penberthy will be promoting your name. It's part of our marketing program to show these buying inf luences how Woods-of-theWorld offer endless possibilities for unique personal expression, Goncalo Alves, lmbuia. Laurel, Rosewood, Shedua are only a few of the names with which they will soon become acquainted. As one of our f ranchised dealers, sales will be d irected to you To participate, you are required only to display the sign shown above and carry a minimum stock of our standard hardwood products. For the more exotic woods, we will supply you with a complete list of over 80 types available for next day delivery.

See your Penberthy representative, or call for full details now!

LUTIBER COMPANY

5800 South Boyle Ave., Los Angeles, California (213) 583-4511

GALENDAR

JUIY

San Diego IIoo-Eoo Club 8-July g, golf tournament, Chula Vista Country Club.

San Fernando Yalley Hoo-Iloo-Ette Club 6-Iuty 1f annual beer party: "hard times", Schlitz Brewery, Van Nuys, Calif.

National Betail Eardware Assn.-luly 16-20, Sixty Etghth Annual Congress, San Francisco Hilton.

Prff THE LUIIBER SIORAGE I EXIRAS YOU WANI:

Foster, eosier inventory control

Foster, eosier selection & delivery

Betfer product support & disploy

Less stock hondling

No unwonted inter-mixing of types ond sizes

Full flexibility for chonging requirements

Indoor-outdoor usobi I ity

Get them ALL with LODI-FAB'S standard features!

. Unlimited height

. Unlimited length

. High lood copocity

. Non-tip, one-side looding

Fost, low-lobor instollotion

On-your-site engineering

Fewer ports

Proven performonce

Fost Western delivery . Full-ronge experience

Our dealers stand ready to help you with any storage problem you may have.

Black Bart Hoo-Hoo Club 181-July 21, annual barbeque, 460 Vichy Hill Road, Ukiah.

San Diego Hoo-IIoo Club 3-July 21, spor0s night, place to be announced.

San Francisco Eoo-Hoo Club 9-JuIy 28, monthly luncheon, Gino's Restaurant.

AUGUST

Albuquerque Lumber Merchandisers Assn.-August 2, steering committee, Village fnn Pancake House, Albuquerque, N.M.

Wood Products Association of Hawaii-August 7, board meeting, Honolulu, Hawaii, place to be amnounced.

Inglewood Eoo-Hoo-Ette Club l0-August 10, theatre night, "A Funny Thing Happened On The Way To The Forum", Westchester Playhouse, Inglewood, Calif.

Tlrestern \ilood Moulding Producers-August 10-12, annual meeting, Portland Sheraton, Portland, Oregon.

Los Angeles Hoo-Hoo Club 2-August 18, monthly meeting, Califoraia Country Club, Whittier.

Lumber Association of Southern California-Auguat 24-27, quarter!l membership & directors meeting, Ojai Valley Inn & Country Club, Ojai, Calif.

SEPTEMBER

California Redwood Assn.-September ll, annual membership and directors meeting, CRA Office, San Francisco, Calif.

Ifoo-Hoo International-September 9-18, annual meeting, SheratonPeabody Hotel, Memphis, Tennessee.

Wood Products Assn. of Eawaii-September 11, board meeting. Ifotel not indicated, Honolulu, Hawaii.

Redwood Inspection Service-September 12, annual membership & directors meeting, BIS Office, San Francisco, Calif.

San Fernando Yalley Eoo-Iloo-Ette CIub G-September 13, first fall monthly meeting, place to be announced.

Western Wood Products Assn.September 13-15, semi-annual meeting, Portland Hilton, Portland, Oregon.

Western Bed Ceder Shake Assn.-September 16, annual meeting. Ilotel and location not indicated.

Red Cedar Shingle & Ilandsplit Shake Bureau-September 22, annual meeting, Olympic Hotel, Seattle, Wash.

Portland Eoo-IIoo Club 47-September 18, golf tournament, Forest Hills Golf Course, Cornelius, Oregon.

llon't get 0n me bandwagon lon J.

And profit is just what lumber dealers are making (by the car-load) on fast-moving pressure-treated wood frdm Baxter.

Why are profit-conscious lumber dealers ordering more Baxter products than ever before? Because more and more quality-conscious architects, builders and engineers are demanding them.

Like Pyresote@, with its building code acceptances, when they want fire-retardant protection pressure-treated into wood studs, and plywood. Or Chemonited@ lumber, used wherever decay and insect resistance is needed.

In fact, from Baxter, there is a right preservative treatment for every need... so it's no wonder that wherever protection is desired Baxter pressure-treated wood is first choice. And the lumber dealers that stock Baxter products get the orders (they also get dependable, fast delivery_ mixed or straight cars-of material. kiln_dried and packaged for easy unloading),

Get on the J. H. Baxter bandwagon ...for your share of the profit.

Call, write or phone our nearest sales office. We'll tell you more.

NCE UPON A time, so the old story goes, the fence between heaven and hell broke down, so St. Peter said to Satan: o'Some of the toughs in your section must have broken this fence down; and I expect you to have it fixed at once." o'Sorry, Pete, but you'll have to fix your own fence."

"If you don't," said St. Peter, "I shall certainly sue you." 'oOh, yeah?" replied Satan. "Whe.: "t: yX" going to get a lawyer?"

Emile Fourget wrote: "The law should be loved a little, be. cause it is felt to be just; feared a little, because it is severe; hated a little, because it is to a certain degree out of sympathy with the prevalent temper of the day; and respected because it is felt to be a necessity."

Tfe justice of the peace in a country town has to hear and judge cases of law, and also sometimes perform marriage cere. monies. Sometimes he gets things mixed up. Like one day he said to the bride: o'Do you take this man to be your husband?" She nodded. Then he turned to the brideeroom and asked: "And you, what do you have to say in your owntefense?"

The teacher asked the **, "*n"re is the CapitOl of the United States? And a bright kid replied: "The CapitAl of the United States is all over Europe!"

BY JACK DIONNE

1882-1966

Samson slew the Philistines with the jawbone of an ass, so says the Good Book. That was in Bible days. ,And today the country is heavily populated with alleged thinkers who are half killing the rest of us with that self-same weapon.

o'Senator, you promised me a job."

"But there are no jobs open."

"Well, you said you'd give me one."

"Tell you what I'll do: I'll appoint a commission to investigate why there are no jobs, and you can work on that."

THAT FIGURES

A happy lrish lady, surroundBd by her brood of eleven children was being interviewed by the spinster settlement worker, and answered as follows: "Yes, birth control is all right for you; but me... I'm married, and I don't need it!"

It's good to have money, and the things that fnoney can buy, but it's good, too, to check up once in a while, and make suie you haven't lost the things that money can't buy.-George HoraceLorimer.

Ben Franklin once wrote: "If men are so wicked WITH reIigion, what would they be WITHOUT IT?"

PROFESSIONAL DOOR UNIT MACHINERY

Western lumbergals annual convention

ETLECTION OF ilIrs. Berty Jones of ! Foster Lumber in Vallejo. Calif. as new president highlighted the annual meeting of the National Hoo-Hoo-Ette clubs, convening last month in Hollywood, Calif. Nearly 100 lumbergals {rom California, Oregon and Arizona gathered for the event.

During the three-day meet, the gals mixed business with social activities including a movie studio tour, luncheons, cocktail parties and a fashion show, with gals from the Los Angeles club acting as models. Capping the event was a dinner-

dance which drew nearly 200 lumbergals, their bosses and fellow employees' Los An' geles Hoo-Hoo President Frank Quattrocchi was the guest speaker.

Ot}er officers are: Ruth Wood, lst v.p'i Mildred Dutton, 2nd v.p.; Jean Jarvis, sec' retary; Juanita Turner, statistical secretary; Estella Seemeyer, treasurer. Directors are Julie Nohrenberg, Pat Doyle and Mabel Skow.

The Los Angeles club and its president Helen Rude of Oregon-Pacific Lumber hosted the convention.

KVAL 92O

Looking for the ultimate in machining doors 8nd iambs? Ask for information on the KVAL Model 99ffiC0 Routing-Boring machine fol doon only, the KVAL Model 950 Hinge Jamb machlne anC ttre ltoCel 920 Strike Router Jlg and Stand. Three doors per minute can be machined on the lflAL Model 990RCD Routing' Borlng machine for doors only. Approximately flve iambs per minute can be machined on flra lilodel 950 Hinge Jamb machine and also about this number can be completed on the Model 920 Strike Router Jig and Stand. lf pu are producing 75 doors per day or morg this combination is recommended.

of HooHooEtte International (1) Betty Jones and her husband Jimmy Jones of Foster Lumber, Valleio, Calif, (2) Far West Fir Sales' John Weston'and his gals Betty Shoener fleft) and Marge Brooks. (31 Stahl Lumber's Ken Tinckler and Phyllis Hawkins. (41 Blanchard Lumber's Mary Williams smooches Jerry Knight of San Fernando Lumber. (5) Soeaker Frank'Quattroc'chi and his Barbara with Les aird Dorothy Yarm of Mt. Whitney Lumber. (6) IBMC's Jack Allenby has a welcomitu smooch for visiting gal. O) illaiBeath Hardwood's Bwerly Tuttle

and husband. (8) Aborieine's Bill Knudson witt Sterlins Wolfe and Trudy-Smith of Marquart-lYolfe. (9) Elalne Allenbv with Gene Burnett of Pacific-ltladison. (10) 0ut--going president Anna Russell Gtanding) with Clarita Holdon of Eugene, Mabel Skow of Tide' water Mills and Anne Heisfuman of Van De Nor. (11) Pat Doyle ol Lumbermen's Mercantile and Tilly Miller Show off nerv 0range Gounty charter. (12) Club #1 president Helen Rude with HoeHooEtte foundei Ann Murray of Roy Forest Products. Busi' ness and fun kept the girls busy for three days'

KVAL 99ORCD

KVAL 95O

llEW PRESlllEl{T

We Did lt Aeain!

For qn unprecedented second conseculive yeor, The Merchonf M<rgozine hos won the Weslern Morket ldentificotion oword of the presligious Weslern Society of Business Publicotions. (WSBP is on ossociotion composed of trode mogozines ond newspopers representing virtuolly every industry in the \Aig51-f lem lumber to electronics.) The Merchont olso coptured the group's News Presentotion oword. The trophies were presented ot WSBP's l6th Annuol Awords of Merit Competition. Our thonks fo WSBP for fhe honor. We re miohtlv oroud.

Western Lumber a Building Materials

Plant doubles production and sales

There is an old business axiom that holds no matter how tough it gets, there is alwa,vs business out there if you really want to get out and hustle for it.

There is probably no better proof of this in the west than C. B. Ramsey, energetic headman at The Bellwood Co. In a period of continually slackening business. Ramsey has doubled both the production and sales of the doors the Orange, Calif. plant makes since he took over, less than one year ago.

The 100,000 sq. ft. Bellwood plant turns

out solid and hollow flush doors. bi-folds and a limited number of specials.

A great believer in the future o{ the prefinished door, Ramsey now has converted thirty percent of .Bellwood's production to pre{inish. o'I'm sold on the

{uture of the prefinished," he emphasizes, "If you can do it off the job site. do it."

The stiles in the doors that Bellwood manufactures are 2l/Bnt, the widest in the industry. More than105 men are employed in the plant, ten work in the office and they have 14 sales representatives throughout the U.S.

The plant uses five cars of lumber a week in its operation. Th"y also have a five car siding.

The edges of the doors, in keeping with the plant's location in the town of Orange, Calif., in Orange County, are painted (you guessed it) orange. A special waterproofing solution is added to the paint to give the production extra protection.

layup phase of door

W0RKER inserts stile assembly.

BEL[W000 bossman, C. B. Ramsey shows part ol a prefinished panel used in the nianufactur'e of the firm's doors.

New markets in plywood developing

Development by the Arnerican Plywood Association of markets by-passed in boom years will provide dealers with a firmer base in the years ahead, according to James R. Turnbull, association president.

Discussing the slump of 1966, Turnbull said, "In cultivating military, industrial and foreign markets, as well as those on the fringe, the industry found enough business to set a record in one of the worst years it has experienced in modern times in terms of major markets. This provides us with an unprecedented base from which to operate in 1967."

Rural rehabilitation can well be a major new market and relocatable classrooms are another market he said.

"Housing starts declined 19 percent last year, but the demand for textured ply. wood sidings increased almost 30 percent,o' he said.

"Not all of the significant new markets are pretty, but a number of them have quite a bit to offer . coated plywoods to upgrade industrial floors used in con. tainers, truck trailers and warehouses are drawing increased attention. Taken together, they are a market for about 382 million sq. ft. of plywood."

ARIZONA CONVENTION

(Continued lrom Page 1I)

portant changes in the lumber business in tlie last ten years. Specialization, i.e., stores that sell only plywood, was called a trend that will probably expand in the near future.

They lelt dealers were lax on changing to new things, and must better figure costs and return on investment.

Closing up the morning session was a good talk by Masonite's Dick Braun. He said changes have been rapid in merchandising in the past few years and that our business must realize we compete against a// businesses for discretionary income. He felt too many dealers are too builder oriented.

James M. Shedden, president o{ the National Lumber and Building Materials Dealers Association, spoke that afternoon on current activities of the national and its future role.

That evening the annual banquet follorued a pool side cocktail parti. After dinner came dancing and the wiapup of the convention.

Next year th" ARL & BSA convention will meet at the Franciscan Hotel. Casa Grande. See you there, May 9.11, 1968.

"But no matter how you figure it, hous. ing is still our major market, and wall sheathing is an important submarket. We hope to capture a better share by showing that one panel of plywood at the corner of a wall substantially improves the racking resistance of the entire wall, and eliminates corner bracing."

Turnbull said that other markets now showing increasing promise for plywood

are roof decks under shingles and shakes, t$ second homes, apartments and pelile ,.r.;i

homes, and public housing concepts in the ill

ttnew-town.t'

Redwood Promolion Moteriols

The California Redwood Association's new remodeling promotion aids for deal. :, ers include an 8-page full color idea book. .il let, a new series of ad mats for use in ' regular advertising and a series of con- .l struction tip sheets to let the dealer work with his customer and figure costs right then and there.

Reprints of the consumer advertising will be available for dealer display.

Fred HolmesCorl ForceJim Buckner

Box 665Ft. Brogg, Cdlif. 95437 Phone l707l 9&4058 TWX: 707'573-8259

Moior Lqbor Supply Innovqtion Seen os Benefit to Industry

A unique new program to intelligently organize the tangled problem of coordinating supply and demand of skilled labor in the lumber industry has been revealed by the Matheny Rent-ASkill Service company.

Llnder their unusual plan, they will assume any or all of a firm's skilled employees, take over all the varied functions of payroll, and then rent the men back to the company for just that amount of time that they are really needed.

The program is of equal bene{it to both employer and employee, according to the company. The employer gets the obvious benefits of being freed from the problems and expense involved in filling his labor needs. The employee no longer has to worry about being laid off when business slows. The employee is assured o{ full time work. Under this program, they are assigned to where they are needed, then, instead o{ being laid off, Matheny moves them to another yard temporarily until they are needed at their home yard.

Charles H. Matheny, well known in the southern California area from his Matheny Car Unloading Service, heads the new rent-a-skill program. Matheny has been associated with the lumber industry {or nearly 25 years. The new program is in addition to the car unloading service which until now was the company's specialty.

A side benefit to the lumber industry as a whole is that the plan is expected to keep skilled men in the lumber industry. Each year all too many good men, laid ofi during a slack period, leave the industry for good.

The new program, now in the initial stages o{ operation in Los Angeles, covers the southern California area.

A United staff of veteran lumbermen experienced in handling the requirements of the retail dealer

United in their effort to provide prompt, efficient service on wholesale orders from our

United inventory of prime softwood lumber maintained with the retail dealer's needs in mind.

New Zeolqnd lumbermen Study Merchondising on West Co<lst

Completing an eight-stop, two-country tour of the west's lumber industry last month was a blue ribbon dozen members of the New Zealand Timber Merchants Federation. Their main interest was our methods of merchandising.

Stopping first in HonoIulu, the group visited nearly thirty operations, mainly retail, in a fastmoving fact finding tour that took them on to Vancouver. B.C.. Seattle. Tacoma, Portland, Eureka, San Francisco and Los

Angeles'

leader Ofiering expert guidE.

McKelvey is at center. ance alJ'g the *uy, among others, were Put Robbins, Wood Products Association of Hawaii. Ross Kincaid o{ the Western Building Materials Association in Seattle, Bob McBrien, Lumber Merchants Association, San Francisco, and Wayne Gardner o{ the Lumber Association of Southern Cali{ornia.

Summing up the reaction of those who came in contact with the visitors, LASC's Wayne Gardner, who even arranged tours of the L.A. art museums and movie studios {or the New Zealanders'wives. said, "we were happy to do it, none of us have ever met a nicer bunch of guys, it really was our pleasure."

, white r, Sugar Fir Pine Pine

up to 18'. Fine old growth timfrom our Yollala Tree Farm.

c0R1{[{G PASKEl{TA

191 N o. Lilac, Box 189. Rialn, Calil. Telephone Area Coile 714 875-2060

the "KEY" to WHOLESALE LUMBER

TRAY of native N. Z. v,roods, presented to Saw-

lell.e s Ed. S!gnpl,.!y Joe.Porteous. Tour

W. "Mac"

PAUSII{G on the Los Angeles stop of their tour, New Zealand retailer Ed Stoner (center, light slacks) LASC manager Wayne from left) and LASC president Pete Speak at far right.

lumbermen with Gardner (third

trERS@NALS

A welcome back to Chet Nortz, executive secretary of the Mountain States Lumber Dealers Assn., after two weeks and a complete recovery in a Salt Lake City hospital. Chet celebrates his 30th anniversary with the big Mountain States association this year.

Beid & 'Wright's Bob Reid returns to his Fresno office the middle of this month after four weeks away from it all in the sun at Hawaii.

Gordon Howell, general manger of Dixon Hardware & Lumber, reports a successful grand opening celebration marking completion of a large store expansion and yard revamp. The long established Delta-area yard was formerly part of the Auburn Lumber chain.

Merl Tanner has joined Chuck Lewis in the operation of Coastal Wholesale Lumber Co. Inc., In Hayward, Calif. For the past 17 years Merl has been with Tarter, Webster & Johnson, Inc., most recently as general manager of TW&J's big Newark, California, distribution yard.

Larry Owen and Mase Tobin took in the recent N-AWLA annual at Banff and by driving were able to work in some SimeoneWllliams and'Westwood Lumber Sales business in Oregon, Washington, Wyoming and Idaho.

Rich Tucker, formerly salesmanager at Kaibab Lumber, Flagstaff, Arizona, has joined the sales staff at Inland Lumber Rialto, Calif. Rich is calling on dealers in the L.A. area.

San Francisco welcomed home Jack Butler after a 10 year absence with the appointment of the former lumberman as assistant to the vice-president-sales for States Line, one of the country's leading steamship lines. Jack spent several years in the northern California territory for the old Dant & Russell organization and later headed the company's rail department at Portland. For the past several years Jack had been headquartered in southern California where he headed the Ifammond Lumber Company chain of retail yards.

Bill Hedding has opened Hedding's Building Supplies at 2000 San Ramon Valley Blvd. in San Ramon, Calif,, with a grand opening attracting over 1,000 Diablo Valley residents. Originally in the construction business, Bill gained his retail experience with CBS Plywood and later with Simon's Hardware.

Art Richardson, Triangle Lumber Co., Kensington, Calif., and Mrs. Richardson are currently on a two month vacation trip through England, Spain and Portugal and plan to return to the Bay Area just prior to Labor Day.

Steve Anderson of Modern Materials, Inc. in Los Angeles was a winner in Masonite Corp.ts "Away We Go" contest to sell more Royalcote panels and accessories, His prize: shares of Masonite stock, and we don't mean the kind they keep in the warehouse.

Wcrtem

Lumbcr & Bulldlng l$oicriolr

A father and son trio, salesmen for three plywood firms, recently put together a record 1,000 ton shipment of plywood to Europe from Coos Bay, Oregon. They are Howard A. Page, Sr., Coos Bay Timber Co.; Howaid A. Page, Jr., of GeorgiaPacific's Portland office, and Fritz Page of Menasha Plywood Corp., North Bend, Ore. The sale, negotiated by G-P, included several grades and dimensions of plywood.

Archie D. Craft has been named Bureau of Land Management's state director for Oregon replacing James F. Doyle who retires July 31. Craft is now responsible for the multiple-use management of public domain land in Oregon and Washington and the Oregon and California grant lands in Oregon.

Arcata Redwood sales veep Lloyd Heca' thorn attended his daughter's graduation at the University of Oregon and then flew on to Banff for the big N-AWLA convention where he was joined by ARCO's Barney Miller.

Bernard R. Kahn, who calls on western lumber dealers and distributors for Minwax wood finishing products, was married July 1. Bernie's new bride is the former Norma Andersen of Los Angeles.

tVendell "Sawmill Sales" Paquette and Mrs. Paquette vacationed in the Puget Island area of the Northwest for a couple of weeks last month.

Carlow Company's Mike Colernan married Betty Louise Stein in Las Vegas over the Memorial Day holiday. Mike is administrative assistant to Carlow's Jack Carlow.

Richard C. Boynton is the new Arizona rep for Philip Carey building products, vp Charles J. Bainum has announced.

Merv Kjer flew to Hawaii on a quick K/D Cedar Supply Co. business trip last month and unlike the Pacifie Coast reports the Island's building economy booming.

Stanley Brown, president of Chandler Lumber Co. in Van Nuys, Calif. and cosponsor with a local contractors association and the A.I.A. has for the 15th year held their plan drawing contest for high schoolers. It is the largest contest of its kind in the U.S.

Ralph G. DeMoisy has been named general manager of its Clear Fir operations by Fibreboard Corp. and responsible for the manufacturing operations of their Lotenz Lumber and Cloverdale Plywood facilities. Frank S. Clarke continues as head of the sales organization of Clear Fir Sales. Glenn J. Lorenz continues as manager of the Lotenz Lumber Company, and Richard J. Ranft will continue as manager of the Cloverdale Plywood plant.

Philip D. Shea, assistant manager of The Philip Carey Manufacturing: Company,s western division in Santa Fe Springs, Calif., has appointed John Sullivan as a sales rep. He will be based at the plant.

Joe Bowman, president of Black Bart Hoo-Hoo Club 181, reports that due to the death of Bill Moores last month the site of the club's Annual Barbeque has been moved to 460 Vichy Hill Road, Ukiah. The date remains the same, July 21.

Bennett E. Smith has joined Kenmore Lumber Co.'s new building materials center and component plant at Maltby, \ilash. Formerly he had been with Plywood Supply Co. at Kenmore.

After 61 years at Van Arsdale-Harris Lumber Co. in San Francisco, Milo Jeffers has decided to try a little of that there retirement back on the Syracuse farm where he was born in 1875. Milo was never one to move around much! When he joined Van Arsdale.Ifarris during the year of the '06 quake, the yard was then located at 5th & Brannan Street and was, of course, a cargo operation. Forty-four of Milo's 61 years with the company were spent on Brannan Street and the past 17 years at what he always referred to as the company's "new" location on Tunnel Avenue in San Francisco.

Congratulations to Horace Wolfe, senior lumberman at MarquarLWolfe Lumber, Newport Beach, Calif., and his wife Nona who last month celebrated their 56th wedding anniversary. The "newlyweds" traveled to Hawaii for the occasion, as they have done for the past 11 years, where they vacationed at the Coco Palms.

Larry Freeman, manager of the Anderson Lumber Co. in Rupert, Idaho, held open house recently in a new building replacing one that had earlier burned. Company president Roy Anderson is also president of the Intermountain Lumber Dealers Association.

\Milliam G. Seal is the new manager of Georgia-Pacific's Pasco, Wash, wholesale building materials distribution center.

Llwight S. Billington has sold his interest in the Billington Builders Supply, Inc. in Yakima, Wash. to his business partner Ormand Fluegge. Billington founded the company 25 years ago, non/ plans to retire. Fluegge became his partner four years ago. Sale price wasr not revealed.

Jack Phelps recently celebrated his 26th year with United States Plywood and his 32nd year in the plywood business. Jack is manager of USP's Los Angeles branch.

Robert Neiman, co-owner of Lumber City in Van Nuys and Chatsworth, Calif. was San Fernando Valley Chairman for a City of Hope charity drive. Bob was ap- pointed by the area chairman, movie actress Joan Crawford.

H. R. "Jimmy" Neel, head of McKuen Moulding Company in Sacramento, survived a serious head-on collision in that city during late May with only minor injuries, thanks to the seat belts he was wearing.

Hugh Rosaan is back at his California Sugar & Western Pine Agency desk after a six week convalescence from a back operation.

Inland Lumber has purchased a twinengine Aero Commander which they'll use to keep in closer touch with mills by making frequent trips to the lumber producing areas. Sales staffers Ray Lizotte and Gary Thompson and their pilot recently took the seven-place aircraft on a shake-down cruise to Standard, Calif., where they toured the Pickering Lumber mill.

Employees Buyout Lqrge Yord

Guy J. Barnett, former president and general manger of Ross' man Mill & Lumber Co., and a group of fellow employees have joined together to purchase the l2-acre Morgan-Davidson Lumber Co. of Los Alamitos, Calif. The new firm will operate as Barnett Associates-Lumber.

REDUI|O('D

Other principals in the new firm are M. F. O'Sullivan, former executive vice president and 35-year employee of Rossman, and Charles E. Riemann, who joined Rossman in 1966 as vice president, finance.

Barnett, who was a pre-med student at Texas A & M and later played trumpet with a dance band, entered the lumber business as a counter salesman with Rossman at the close of World War II. He subsequently was outside salesman, sales manager, director of sales and in 1964 was promoted to president of the firm.

O'sullivan, a native Californian, attended school in Wilmington and joined the Rossman firm in 1932. IIe served several years as credit manager and as manager of the Long Beach and San Pedro yards before being promoted to executive vice president in 1964.

Riemann joined Rossman in 1966, replacing the late Ivan Hart as vice president, finance. He had formerly been comptroller at California Production Service, an oil production company.

Other stockholders in the new Barnett company include credit manager James J. Kahler, who held a similar position at Rossman; salesmen William E. Bekendorfer and Robert W'. Boice, former sales staffers at Rossman, and purchasing agent L. Harvey Terry, who was formerly yard superintendent at Rossmanos Long Beach yard.

Russ Morgan, former partner at Morgan-Davidson Lumber, will take an extended vacation and plans to return to the lumber business at a later date. Ed Davidson will manage his business interests in the Seattle, Wash. area.

Helpful New Census Dqto

New help in determining what the consumer plans to buy during the next few months will be coming soon from the U.S. Census Bureau. Officials are devising a new quarterly survey o{ con' sumer buying plans.

The essential change is that consumers now are being asked how likely, on a scale ranging from zero to 100, they are to buy one of several items. Formerly, they were asked to specify yes, no, or maybe. The Census Bureau says most purchases are made by o'non-intenders," and the new system will be much more accurate.

The revised survey will gather data on more kinds of expected purchases and there will be more extensive information on household savings and on total planned purchases.

Remodeling Business Increqsing

Vestern remodeling accounted for 30.5 percent of a total $99 million expenditures for the first two months of 1967, according to figures released by the Department of Commerce. In 1966 Western remodeling accounted for 27.9 percent of the national total.

M. F. 0'Sullivan Guy J. Barnett Charles E. Riemann

u!e Inewsandviews

by BOB McBRIEN executive vice president of the [umber Merchqnts Associotion of Northern Coliforniq 4546 El Comlno Reol, Sultc 0 [os Altor, Colit.91022 (/tl5) 9,al-1617

fT WILL PROBABLY take another few months to determine the r real outcome of the recent industry Congress held in i7ashington, D.C., but one thing is immediately ceriain, it was a big step

in the right direction toward solving some of the ills which have beset our national association in recent years

Northern California was well represented at this important series of meetings by President Art Masters, past-presidents Homer Hayward, Frank Heard and George Adams, and myself. Each of us was given the opportunity to express our sentiments on what we believe the national should do to undertake to help us. as well as what we believe the national shouldn't undertake, but rather leave to the federated associations.

There were I55 dealers in attendance at the meetings. They came from across the country and were well armed with suggestion-s that have been made by individual dealers large and small. From these suggestions, the national will now develop a program and submit it to LMA and other federated associations for adoption or rejection. This is a most important progressive steP'

LMA's officers and members fully believe there is a most important role for the national to play: Iegislation. This feeling was expressed and shared by most others. Research is another role which the national can play to the benefit of all.

NLBMDA President James M. Shedden who addressed our LMA Convention is working extremely hard to revitalize our national and direct its course of events. He has told one and all that the national will provide hard-hitting national representation in Congress. And he is trying to re-structure the group so that its finances can make this possible on a balanced budget.

From time to time, I'll try to bring you more details on what is happening in your behalf as regards the national. But for the moment, rest assured that the problems which simmered for so long have been spilled on the table for all to wipe out. No longer are we overlooking them while running to begin another program which in turn will produce more problems. Prop;ress will be made. .. and you

will benefit*from

it:

Back to the local scene, your LMA officers and directors are continuing to explore additional areas of mutual interest and possible mutual cooperation between LMA and the Lumber and Mill Employers Association. As you know, we have adopted a joint insurance trust covering members of both groups. We are hope- ful that other areas of mutual cooperation can be developed which will benefit members of both organizations through bette, service at less cost. And more about this in upcoming issues. In the meantime, if you are not a member of LMA, think for a minute about the work being done in your behalf through our total in_ dustry efforts and then drop me a note.

ftIARKETS WORLD

We Bring You

lmported A Dometfic HARDWOODS

Yqrd qnd Corloqd Sqles

*Philippine Mohogony Our Speciclty

Wesl Coqst Softwoods

Engineered Wood Products

Remonufaclurers wilh Complete

J.

l93OO South Alomedo Compton, Colif. SPruce 4-2220

477O Disrricf Blvd.

Vernon, Ccliforniq

Phone: LUdlow 9-558t

B0B TATKS about the recent meeting of the national and what will result for the dealer.

THE AR'ZONA SCENE

SecretaryManager

nNE WOULD imagine witfi summer \.7 h"r". it would be vacation time and a slow down for activities around our association, but yours truly, with a heavy work schedule planned ahead, cannot see any vacation time in sight.

First on our schedule, are two short courses the association is conducting for lumber dealers' employees and one for builders in the Phoenix Area, in conjunction with Wood Marketing, Inc.'s fall Builders Award Program.

The courses are designed for the employee to do a better job of selling and wood information courses for the builder to take advantage of selling wood products to tie in with Wood Marketins's Program.

The Lumber Dealer Employee short course will consist of 5 - one night a week sessions, commencing July 11 and closing

August 8. The following courses are on the agenda:

(l) What it takes to make a good em. ployee

(2) Elementary principles of selling

(3) The basic properties of wood based materials

(4) How to sell plywood under the new product standards

(5) The new standards and their effect on marketing lumber

The sessions are being held at the association office building, in the conference room and certificates will be presented to the employees completing the course.

The Builders School is a five session course, based on classes pertaining to how to frame a house, courses on wood windows, paneling, siding and mouldings. A technical literature file on wood will be presented to each builder at the conclusion of the training session.

Many other projects are in the making and will be reported in later issues of The Merchant.

Denver's Conseivoiion Librory

Ameriean l'orest Products Industries, Inc. is joining forest industry companies tlroughout the nation in providing ma' terials to the Conservation Library Center of North America at Denver.

The Center is now the repository of a number of conservation organizations, in' cluding the Forest History Society. Its colIection contains more than 250,000 items, including books, bulletins, periodicals, manuscripts, original reports, correspondence, tape recordings, photographs and films.

AFPI is the forestry education arm of the nation's forest industries and sponsor of the American Tree Farm System.

Exterior Remodeling Grows

Remodeling the exterior of the nation's 67 million homes is experiencing the same upgrading as the latest cars from Detroit.

The Exterior Decorators Institute of The Aluminum Association reports that a recent survey of 8,000 homeowners showed that nearly two-thirds of those interviewed had purchased other building products along with aluminum siding.

Growing family income, improving taste and more creative salesmanship by remodelers, are credited for the change.

W.sLrn Lunbcr t Bulldlng lforrrioli

Arizono Retqil Lumber & Building Supply Associqtion

WIB Wins Honor

Western Wood Products Association recendy showed their appreciation to southern California customers by honoring the stafis of the [.os Angeles Times Home Magazine and the Wood Information Bureau of Southern California.

The award to the Wood lnformation Bureau was made to its director James Cooper, of Cooper, Davis Advertising Co., o' , . . in recognitian ol WIB's aalu.able contribution to th.e Western lumber ind,wl,ry through its aigorous promotion ol wood, and. wod, prod.tu,cts."

The Wood Information Bureau's promotion funds are made possible through a unique management-union agreement involving B0 lumber retailers, 20 lumber wholesalers, 45 sash, door and millwork manufacturers and 12 trucking and material handling firms doing business in Los Angeles and San Bernardino countiesl and Local 2288 of the Lumber and Sawmill Workers Union.

Housing Shows Slight Gqin

New housing starts rn May, the latest available figures, showed a substantial increase from the April rate, but new building permits issued for the month, an indicator of future building activity, showed a gain of only 1.8 percent from April to May.

New housing starts were at the seasonally adjusted annual rate of l,3lO,0O0 units, an increase of lI.7 percent over the April rate of 1,173,000 units, and within a few percentage points of the May 1966 rate of I,318,000 units. The seasonally adjusted annual rate of new building permits issued was 1,045,000 units. The yearago rate was 1,098,0(X) units.

Potlqtch-Fibreboqrd Merger Off

Potlatch Forests, Inc. have called ofi their merger talks with Fibreboard Corp., according to Fibreboard's president George W. Burgess.

Benton R. Cancell, Potlatch president declined to comment. Earlier this year, Potlatch called ofi a proposed merger with Mosinee Paper Mills Co. of Mosinee, Wisc.

Sports Dqy Event

Bowling and (of course) golf were featured at the Arurual Sports Day meet staged by San Joaquin Hoo-Hoo CIub 3I, June 16, Bert Dennis doing the general chairman bit.

Jack Warren won the bowling tournament.

In the golf tournament: low gross winner, Ken Gorten, A & M Lumber, Fresno. Second place was tied between Harry McCall and Dick Wathen.

Low ne! established handicap, w:rs won by Harry McCall. Damon Bailey, Valley Wholesale, won the Blind Bogey. The Calloway Iow net was won by Randy Janres of Tarter, Webster and Johnson.

The trophy for team championship w€ls won by Sequoia Forest Industries. Second place was Tarter, Webster and Johnson, and third. Vallev Wholesale.

Kelly-Moore Sells Ouflet

A group of investors, headed by Bill Oberholser, has acquired the Kelly-Moore Home Improvement Center of San Luis Obispo, Calif. from the Kelly-Moore Paint Co., Inc. of San Carloe, Calif. The price was in excess of $100,000.

Kelly-Moore purchased the business from the old Pacific Coast Lumber Company in 1962. The Pacific Coast Lumber Company had been in business in San Luis Obispo since 1876.

Bill Oberholser started in 194,6 as a yardman, and eventually managed the yard for Pacific and Kelly-Moore for the past 18 Years.

$50 puts you in the prof itable Home lmprovement

Business!

Remodeling and home improvement is the only phase of building expected to show an increase this year.

CHIP, the Comprehensive Home lmprovement Plan, is the 0nly proven system for a profitable remodeling department in your store. (Many dealers, in fact, report that their CHIP departments have sustained their entire retail business during the current building slump.)

Here's what $50 a month buys:

l. A complete, tested and proven system, tailored to you, the lumber dealer-the natural focal point for home improvement in your community.

2. Practical, profitable, specific pricing information, reviewed regularly and maintained current.

3. Advertising aids, seminars.

4. A protected franchise area.

As a member 0f CHIP, you also qualify for:

l. A training school to train you or your employees to sell and supervise home improvement jobs at a profit.

2. Thorough training in design, drafting, pricing, selling, production, financing, contract writing, advertising; promotion and accounting.

3. Ceoperative purchasing thru co-op warehouse. How can CHIP otfer their valuable franchise at such a nominal fee?

CHIP has just completed a pilot lO-week home improvement lclogl, conducted on behalf of one of the nationis leading building products firms. CHIP will continue to conduct thesd schools periodically throughout the year to provide dealers and their employees with the training necessary to operate a successful home improvement department. By-teaching several dealers in the same class, CHIP can iliminate iosily in-store counseling and offer the franchise at less than half its former cost. Sure, you have questions. Well, CHlp has the answers!

Write 0r call Keith Poor T0DAY for details.

HJW"r*t

BARRANCA, COVINA, CALIFORNIA TELEPHONE 331-8201 (Areo Code 2l3l

YES. I'd likc informolion on the profit potentiol in home improvement through membership in CHIP.

members a summary of current labor con' tracts between unions and lumber and building material dealers in representative areas of W'estern's region.

The Western Wood Products Asso'

KlN"cAlD met ror the rirst time in seatrre, June

to discuss matters of interest to manufac' 97204. pfesidgnt turers, wholesale distributors and dealers in the lumber and building material in'

The Western was represented at the dustry. Ideas and suggestions were disCongress of Building Maierial Dealers in ".rr."i for a proposed"r"egional open'house -n

W.Ji.,gtor,, D.C., May 26-27 by Preside_nt promotion fot th" industry in the fall. The JW

Jim Hayes, national dealer director Mel council suggested a trial promotion and bettis and myself. Recommedations were also " metf,id of evaluating th" success o{

developed and endorsed by the Congress all parts of this trial promotion. to define what type of national association

The 3rd annual Western all-industry is desired and what services it should marketing conference to be held in Oct., provide its members and how it should 1967, Salishan Lodge, Oregon, was disoperate. cussed extensively. It was agreed that there

The NLBMDA board of directors met is much value in such a conference to imand acted upon these recommendations. prove communication and understanding These will be presented to the boards of among all parts of our industry and everythe 29 'federated associations for ratifica- one should be encouraged to participate. tion within three months. It is our belief Spenard Builders Supply Co. in Anchorthat a strong and effective national asso- age suf{ered almost total loss in a fire ciation is essential to our industry. Itis which struck about 2:00 a.m. Sunday, May our hope that these recommendations will 28. The loss was estimated at over rebuild and revitalize it into such an or- $500,000 and destroyed all buildings, ganization. equipment and inventory. nlzatlon. equrpment rnventory.

Western's all-industry advisory council We have available to interested Western

The deoler's Sttppliernerrer hris

cotnpetitor.

San Diego and Los Angele

66D) EMEMBER THE time when . " was the password as Los f\ Ann"l". Hoo-Hoos sathered to reminisce and celebrate the club's aniual "Old Timers' Nighr"'

A goodly number of longtime lumbermen turned out for the meet, which saw dealer Ross Blanchard (No. 9648) oI Blanchard Lumber, Van Nuys, honored for more than half a century of membership in Hoo-Hoo. Other veteran members, who were awarded Hoo-Hoo tie clips, included Dee Essley, Bob Osgood, Harvey Koll, George Clough' Harl Crockett, Ed Fountain, Sr.. Don Gow, John Gordon" Erik Flamer, Joe Dooley and Bus Blanchard.

The speaker was Les Richter, former all-pro lineman with the L.A. Rams football club and now general manager of River-'ide International Raceway.

MEET T(tM METZGER (left) of Inland Lumber's sales staff, shown here with longtime Pomona, Calif' dealer Ken Dietel of Pomona Lumber Co. Tom has all the details on how you can qualify for a free trip to Hawaii during an exciting promotion now being conducted by Inland-the dealer's supplier, never his comPetitor!

Western Lumber & Buildlng ,$olariols

L.A. "0Lo-TIMERS" included (1) (left to right) Ed Fountain Lumber's Ed Fountain ini n. S. 0ssood's Bob 0ssood. 0) Dee Essley of D. C. Essley Lumber. with soeaker Les Richter and Hueo Miller. (3) tASC's Wayne Gardner' Eric -Flamer ahd Harl Crockett. (4) Golf champ Norm Wendell (right) of Hallinan-Mackin with ttist'i winner j. b. t--attram of L;tham-woods Lumbel. (5) Dooley Lumber's Joe Doilev. Red Johnson. (6) Bus Blanchard and his dad Ross with Wes Kutz. (7) Bob Osgood, George Clough. (8) John 0sgood, Phil Butterfield, Ed Difani.

lubshonor Old Timers

qEVERAL SQUADS of old timers, sporting the symbolic hash u marks of decades in the lumber business, turned out for San Diego Hoo-Hoo Club 3's annual doff-of-the-hat to these business veterans.

Winning the lowest pin number prize of a barometer was Frost Hardwood's Al Frost. More than half a hundred attended the dinner meeting held at the Spanish-styled Rancho Bernardo Inno in the green, rolling hills north of San Diego.

Football coach John Madden, winner of all 11 games last year for San Diego State College, narrated films of his past season to illustrate the jarring realities of college football.

The club also heard from visiting Supreme Nine member Larry Owen who flew in from San Francisco to speak to the club. He praised Club 3 and Al McAlpine, club president, for a fine job.

IOltme for a

change

We want to paint business

(your point supplier, we meon) put you in the painlessly.

THIS IS HOW WE'L[ DO IT:

We'll guide you oll the woy. Help you set up or expond your poinf deportment. Bock you up with noti'onol odverfising ([ife, TV Guide, Reoders Digest, etc.) ond show you how to tiein with o notionwide coupon compoign. To.ke over your inventory control problems. Offer you o guoronteed turnover, ond protection ogoinst obsolescence. Show you how to bring customers into your slore.

You conhqve o high profit, no problem point deportment with Pittsburgh@ Poinls.

FOR INFORMATIONcoll (collecr) or wrire your neorest Pittsburgh@ Points District Monoger.

Biff Kern, 742 Grayson St., Berkeley, Colif. Phone {4 | 5} 841-4539 ldoy) or {4r5) 376-5515 (nighr).

PORII.AND. ORE. Murroy Brodley, 704 S.E. Woshington St.. Portlond, Ore. Phone (503) 232-5188 (doy) or l513l 2342428 (nishr).

INDUSTRIES

SAI{ lllEGAl{S with combined 135 years of HooHoo membenhip (1) are Carl Gavotto, Jmeph Restine, Al Frost. i2) Ed Gavotto, Al McAlpine,'club oresident. Moury lsled. (3) Larry Owen, visiting Supreme Nine Member. (4i Bud B'aker, Bili Seeley, ($ Harry Beum, Bob Sullivan, Jim Sullivan, Lyle Seibert. (6) Don Olson Bill Waite, Walt Burrorvs, Bob Baker. (7) Oberlin Eve-nson, Dick Bell. (81 Guest speaker,-fo_otball coach John Madden. Ol George Carusq Herman Hersham, Ernie Mead. (10 Dave Palash, Wayne Raney, Bob Ransom.

5 Carlow Lcfttetrs

DEALENS OK US

Mr. David Cutler

to Serve All Southern Coliforniq Deolers *

l7O3 N. 8th Street

COLTON, C,,olifomio TAlbot 5-0672

ll38l Brqdley Ave.

PACOlllA, Colifomio 899-5208

738 Eqst 59th Sheei

IOS ANGELES, Colifornio Pleqsqnt 2-3137

68O7 McKinley Avenue

LOS ANGELES, Colifornio Pleosqnt 2-3136

' 2416 Rosemeod Blvd.

SO. Et MONTE, Colifomio Gllbert 2-3050

CUmberlqnd 685-0641 *

l{oRcfft D00Rs

lor Every Use .

iF4llll Interchangeahle Panels

Entrance Doors-All Types *

SE00RC0 louvers & ColoniaFilodern llardwood Flush Panel lloors *

rtusH D00RsASH_MAH(lGAIIY -BtRCltilASo1{tIE-BIECH *

RN PIYY'OOD_

ItPAiltSt PLYW000 *

NORDCO DOORS

touvER DooRs

3 PANET DOORS F.3

FOUR PANET RAISED F-,f4

X.BUCK FRONT DOORS

sAsH DOORS F-r3

RAISE PANET IOUVER DOORS

SCREEN DOORS

FRENCH DOORS

DUTCH DOORS

FANCY FIR DOORS (ENTRANCEI

TOUYER BI.INDS

,{ONTERET TYPE DOORS

..SOUTHERN AIR" DOORS

Erloblished 1895

WHOLESAIE ONIY

llcnbcr

Ncilionol Solh ond Door

Jobbm Atloclollon

The Merchant Dear Dave;

George David and I are pleased with the very fine write-uP You gave us in the latest issue of The Merchant. Also, we have had many phone calls from others who have seen the article and called to bring it to our attention.

All of us here feel flattered and so do several of our suPpliers to whom we have shown the article.

Sincerely, Richard J. Mohler

Ontario Lumber & Hardware Co. Ontario, Calif.

P.S. Please tell Jerry HickeY how pleased vr'e are.

INFORiAATION SOURCE

I read in The Merchant last month that the Wood Information Bureau of So. Calif. has a kit with ideas for using wood. I am a non-subscriber to their service but would like to buy the kit. Could you please give me their address.

Sincerely, John Ralston Boise. Idaho

Their add,ress is llll Wilshire Blud,., Los Angeles, Calil.90017. -Editor.

CREDIBITITY GAP

The Merchant Dear Dave: Your editorial about the Supreme Court decisions is just one more example of the 'credibility gap' between the government and the citizens of this country.

What will eventuallY haPPen to the small business man (who everybody with anY sense knows keeps our economy going) if the Supreme Court always sides with the unions ?

Sometimes it makes You wonder with guys like Dodd and Powell in the Senate and BobbY Baker and Walter Jenkins in the administration, that maYbe some of those types don't find their way into the Supreme Court and start interpreting the laws and the Constitution according to some personal motives.

Very truly yours' Roland Bettinger Phoenix. Ariz.

Please a.ild.ress letters to The Merchant Magazine, 412 V' 6th Street, Los Angeles, Calif' 9{n14.

$liding Door Pockets

Specify Nordahl, and your sliding door troubles are over, whether for quality or budget construction Nordahl sliding door pockets are so perfectly aligned, the ball-bearing rollers seem to glide along the aluminum tracks forever. Pockets frame-in easily and quickly rigid metal reinforced jambs require no stops. Shipped complete as package unitmakes installation a breeze. Do the best by yourself and your customerscut building costs - up profits. Insist on Nordahl.

Soles Boosler

A display package of six different home ideas books, including a vacation and a custom home book, plus a new garage plan book backed by a complete blueprirt service is offered by National Plan Service.

New Ll

door applications and easY to follow instructions for installation.

WRITE: Tarter, Webster & Johnson, P.O. Box 3498, San Francisco, Calif. 94119

Plywood Underloymenf

A plywood develoPed to Provide an ideal base for resilient flooring and carpeting is described in the new "Guide to Plywood Underlayment."

The starter package of 50 books contains 10 copies each of Kitchen ldeas, Ideas for Home Improvement, New Useful Garages, New Practical Selected Homes, and Leisure Time Living Homes. Included in each package are 25 copies of the Home Improvement Guide checklists and display rack for the books.

WRITE: National Plan Service, Inc., Dept. CLM, 1?00 W. Hubbard St., Chicago, IlI. 60622.

Wood Weove Fencing

A new brochure illustrating Tarter, Webster & Johnsonts recently improved line of Readymade Wood Weave fencing, is now available with speeifications, ideas for outdoor and in-

The guide contains PlYwood grade and installation recommendations for the material as an underlayment over subfloors, and as a combined subfloor underlayment as well.

WRITE: American PlYwood Association, 1119 A Street, Tacoma, Washington 98401.

Bockyord Building

Are you really Prepared for backyard building business? For one thing, how are You fixed for idea and how-to-buildit literature.

Western Wood Products Assn. has a big "livrng outdoors" kit of promotional aids which will be mailed on request.

WRITE: Western Wood Products Assn,, DePt" MK-9-P, Yeon Bldg., Portlan d, O re. 97 204'

ldea Books

Sub Floor Facts

tratutr@

Ply Stondord Exploined

A new, uniform, simplified basis for producing, marketing and speciflng plywood for construction and industrial uses is provided in the softwood plywood industry's new product standard. Single copies free.

Scoffolding Types

A new eight-page catalog illustrates and explains the five types of scaffold,ing produced by Allenite. It lists new sizes and types that have been added and points out safety standards.

WRITE: Allenite Products Co., Inc,,6637 Hollis St., Emeryville, Calif. 94608.

Decorolor ldeq Book

A new handbook of professional decorating ideas, with 46 color illustrations give practical ideas on home improvements.

Planning and deeorating sug- gestions can be applied to a wide range of new home and remodeling situations.

WRITE: Idea Handbook. Marlite Paneling, P.O. Box 250, Dover, Ohio 44622.

Component Designs

Exclusively for California . .

U. S. Product Standard PS

1-66 for Softwood PlywoodConstruction and Industry, sponsored by the American Plywood Association, covers panels made of Douglas fir, western softwoods and southern pine. It supercedes U. S. Commercial Standards CS 45-60, CS 122-60 and CS 259-63,

WRITE: American Plywood Association, 1119 A Street, Tacoma, Wash. 98401.

Redwood Foresl Focls

Facts about the status of coast redwood forests are being offered through a series of free publications issued by California Redwood Association.

Most popular of the current booklets is Parks and the Redwood Industry, a discussion of national park proposals.

WRITE: California Redwood Assn., 617 Montgomery St., San Francisco. Calif. 94111.

The "Guide to Plywood Components" is a 12-page summary of the principal plywood component designs offered by fabricators licensed by Plywood Fabricator Service. Inc.

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

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

Hemlock Studs from Worrenton Lumber Co., Worrenton, Oregon

Hemlock Dimension from Westport Lumber Co., Wesfport, Oregon

Component Guide

There are sections dealing with radial and parallel chord folded plate roofs, flat and curved stressed skin panels, and box beams.

WRITE: Plywood Fabricator Service, Inc., 1119' A St., Tacoma, Wash. 98401.

Don'I be Left Out!

DON'T be left oul of whof's going on in your indushy. Gel in on lhe insidc. Gcl in wifh the movers ond shokers in the businers be in on whol's going on.

Hoo-Hoo pult you in direcl conlocl wifh olher lumbermen. Puts you in conlocf wilh men ond ideos fhol il might otherwise hove loken you yeors lo contocl. Lels you leorn whot it look olhers yecis lo leorn. Lelr you give of yourself so thol you get in relurn. Frofernol fellowship benefits oll who come in confoct wilh il.

Log

JOIN NOW-DON'T DEI,AY A,nseles

H00-H00

Club Two

"Be whete il's hoppening" Xl,t,)lr,8rh3sr' 31'A' e00l/t

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

Now, over 5,000,000 feet of dimen6ion lumber and studs monthly manulactured especially for Southern California construction needs.

Art Neth would appreciate an opportunity to tell you how you and your customers will benefit from using dependable D & R dimension and studs. You can reach him by calling 872-12W or 783-0544.

General Offices: Portland, Oregon 97201

New Products, promotions ond sqles qids

you ccrn use to build soles qnd prolits!

screwdriver can be converted to a fastener driver by changing nose pieces.

Merchondising Bocks Product

U. S. Plywood is backing their latest product, Touch-n-Glue, with a full-scale progtam of merchandising aids that incorporates many of the techniques of the supermarket industry.

This program will make it easy for dealers to tiein.

A prime example is the animated display rack which has a moving tube of Touch-n-Glue which points out the various uses. Each rack holds five dozen cards.

Another color{ul example is the yellow, blue and red shelf talker. It contains pull-off pages of four t'Stick-em-Up" giveaway badges. They read: "I'm stuck on youl" "I'm Fasten-ating'" "I'm Unhandy . Manl" "Hold Everything."

Wholesale salesmen will each receive a 12 x I5 red article kit for presentations.

The Bowl-o-Rama, a wholesale salesmen's incentive program, will also back Touch-nGlue.

\ilItITE: Frank P. Marx. 18 E. 41 St., New York, N.Y. 1001?.

lmproved Drywoll Scewdriver

Both a new drywall screwdriver and a new fastener driver eliminate bit run-out. Three supporting surfaces designed into the drywall screwdriver's shortened nose assembly and a hard nylon bearing encircling the exterior pf the magnetic bit holder eliminates bit run-out.

A dust shield around the bit holder makes the 2500 rpm drywall driver dust protected. The nose piece is non-marking and depth adjustment is easily made.

An aluminum nose assembly housing cuts down on front end weight, decreasing operator fatigue. Also aluminum does not dissipate the magnetic qualities of the bit.

Model 7704-25 drywall screwdriver, 2500 rpm, is priced at $90. A 1700 rpm model is also available at the same price,

For additional power, Model 772 extraheavy duty fastener driver has a 4,0 amp motor and is priced at $99.50. The drywall

Both drywall screwdriver and fastener driver have in-handle reversing switches, ball and needle bearing construction, inline position pistol-grips, and heavy-duty cord with external cord strain relief protector.

'W'RITE: Rockwell Mfg. Co., 873 N. Lexington Ave., Pittsburgh, Pa, 15208.

Plqstic Coverings Disploy Rock

A permanent, all-metal store display rack for $8.00 is being offered to dealers who purchase $49.00 worth of R-V-Lite's wire and reinforced plastic covering materials. The selflocking, bolt-Iess constnrction of the five-roll display rack makes assembly

Bothroom Murols

A gold-on-white Ponta Roma mural adds interest to a standard tub shower display.

simple. Cutting and measuring guides provide added convenience,

WRITE: R-V-Lite Products Division, Arwey Corporation, 3500 N. Kimball Avenue, Chicago, Illinois 60618.

The five-foot wide panels have a washable plastic finish. Matching white end panels and gold anodized moldings add to the package sale.

Installations like this can help spur impulse sales of special decorator paneling.

WRITE: The SeIz Organization, 221 N. La Salle St., Chicago, I11.60601.

Hrrnd Tool Gondolq

New tool gondola takes only 36 sq. ft. of floor space, yet provides a complete selection of wood and metal-working hand tools.

Arrangement of tools is compact and departmentalized, 304 different turnovertested quantities, a total of 1108 tools. Twelve foot, two-sided gondola has rugged pegboard, pegboard hooks, bin separators, binning glass and attractive sign.

WRITE: Dept. PID, Stanley Tools, division of The Stanley Works, New Britain, Conn. 06050.

Sales Spur for Paneling

All Metal Rack

Fiberglos Stone Disploy

A Roxite merchandising center assortment of fiberglas stone and brick panels has been introduced,

A steel display unit 48" wide x 37" deep x 54" high is free with purchase of the assortment. A header board with four-color photos showing panel applications tops the complete inventory unit. Also shipped with the assortment are sales aids and literature, including do-it-yourself application tips. The permanent unit is designed to display all products in aII colors for impulse sales impact and for supplying customers directly from the unit.

Double Exposure

TilRITE: The Ruberoid Co., ?33 Third Ave., New York, N.Y. 10017.

Brick Preserver

Available is a concrete and brick presenr'er that sinks in and seals beneath the zurface to prevent staining and damaging dusting and spalling. Decorative concrete and brick look bright and new after years of wear. Driveways, factory floors and other overworked concrete surfaces dontt dust and deteriorate.

WRITE: Watco-Dennis Corporation, 1756 22nd Street. Santa Monica. Calif. 90404.

Troditionql Cqbinet

A traditional line of lip door kitchen cabinets has been developed in the Luxuria series. Standard equipment includes self-closingdrawers, adjustable shelves, bottom sliding shelf in base cabinets and magnetic catches.

The cabinets are finished in birch tone, walnut tone or clear finish. applied carefully to accent the .natural wood grain.

WRITE: Internatiohal Paper Co., Long-Bell Div., Dept. 754, P. O. Box 8411, Portland, Oregon 97207.

Products valued at more than $600 are available to the dealer for approximately $400, freight prepaid.

W'RITE: Bolen International, Inc., 7800 N. Milwaukee Ave., Niles, Il1. 60648.

lslqnd Tile Disploy

Floor tile can be displayed on either side of this island merchandising unit, for heavily trafficked areas or, if space is scant, the unit can be placed along a wall.

The merchandiser tile mart holds up to 72 cartons of standard guage tile in addition to adhesives, tools and instructions for laying.

Mognelic Level

:q;';,;ft,ff,'..,.,#

This magnetic aluminum torpedo levelholds on iron or steel, freeing the user's hands to make adjustments, or other work calling for two hands. The 9" level gives accurate plumb, level and 45" readings, and comes in a plastic carrying pouch.

WRITE:P&CTool Company, P. O. Box 22066, Portland, Ore. 97222.

CUSI0iIERS can see at a glance the effective ap plication of shelves on slotted Royalcote living wall panels on this Masonite display. Steel frame and accessories, plus racks for holding literature, are available at less than cost. Dealers supply the panel.

PAIO ALTO, CAIIF.

701 Welch Rd., Suite 2219

Jim Frqser

Phone, 1415l' 327-4380

EUREKA, CALIF.

P.O. Box ]56

Fronk FriedenbochMoil Kumn

Phone: l7o7l 443-7092

SANTA ANA, CATIF.

1621 E. lTth St.-Jim Rossmon Wolly lingo

1213l. 625-8133 (Los Angeles)

17t41 547-8086 (Oronge Cty.)

Specialists in Quality lmported Hardwood Plywood

Pockoging for Glozing Products

M-D calking and glazing products in half-pints, pints and quarts are now packed in plastic containers with tapered sides and no lip construction. New locking lids permit nesting and assures freshness after opening.

Designers have created a display unit to feature the entire calking and glazing line. The $25 value display is furnished free with a stock assortment.

WRITE: Macklanburg-Duncan Co., Box

Builder's Ronge Hood

Economically priced and easy to install, a builder model coverange hood is being made in the West for west coast builders.

All models ate 77a/+" deep and 6" high. Both fan and light switches are on the front of the hood.

WRITE: Miami-Carey Div., The Philip Carey Mfg. Co., 13711 Freeway Dr., Santa Fe Springs, Calif. 90670.

New Rivet Pockoging

Speedy, rivet fasteners are now packaged in a self-display blister pack.

Speedy rivets are a fast way to rivet articles without the need of special tools,

Made in West for the West

The hood is offered in three widths: 30", 36" and 42" in coppertone baked-on enamel flnish.

WRITE: Columbia Fastener Co., 3229 S. Ashland Ave., Chicago, IIt. 60608.

Woodgrcin Cobinet Foces

factory overlay on flakeboard for a nearpunishproof surface in a choice of colors and woodgrains. Beveled edges eliminate need for handles.

T#RITE: Georgia-Pacific, P.O. Box 811, Portland, Ore. 97207.

"A" Frome Disploys

Punish-Proof Kitchen Cabinetry

Woodgrain cabinet faces and painted stiles provide new design approach to kitchens. Cabinet and drawer fronts look like Indian teak but actually are a new decorative laminate idea, a polymer-alloy

Two space saving floor displays for fac- tory flnished paneling and molding are being introduced to building materialJ dealers in a national program to help streamline retail selling. Both sales aids save floor space compared with flat stocking.

A vertical "A" frame rack oclupies onlv 4x4 feet of floor area, holds 60- full-sizl 4x8-foot panels (30 on each side), is light in weight and easy to assemble. Wall panlls

Space Saving Sales Spur are displayed from both sides and can be changed in seconds,

A second new display, also using the "A" frame idea, holds panels horizontally where a longer, lower unit is needed. It als-o holds 60 display panels and has space inside the frame for up to 1b00 lineal feet of factory finished molding.

^ WFITE1 Georgia-Pacific, p.O. Box 811, Portland, Oye.97207.

FOR HIGH QUATITY

Domeslic ond lmported Hordwoods

Sugor Pine . ponderosq pine

Can furnish rough or S2S

CALL BRUSH !

Mynond g-ggOt

Roofing Info

A pocket-size calculator containing specification information on asphalt roofing and its applications is now available.

WRITEI The Ruberoid Co.,733 Third Ave., New York, N.Y. 10017.

Mointenqnce-Free Plostic Gruss

A natural feeling green grass moulded of a specially blended formula of colored polyethylene plastic is now available. The synthetic grass is maintenance free, resistant to moisture, oil, gasoline, acid, and is stainresistant and color fast.

Perma-grass can be used on golf courses, patios, poolsides, race tracks, lawn areas, tennis courts, apartment terraces, bathrooms, dens and children's play areas.

WRITE: OBI, Inc., 649 Bergen Blvd., Ridgefield, New Jersey 07657.

Heovy Duty Noiler

This heavy duty corrugated nailer drives and countersinks up to 8O corrugated nails per minute. One inch wide corrugated nails are available 96" and. 12" long.

Design of the pneumatic-driven divergent point fasteners draws wood joint tight.

WRITE: Spotnails, Inc., 1100 Hicks Rd., Rolling Meadows, Ill. 60008.

IMPORTED & DOMESTIC HARDWOODS . . ...IMPORTED PLYWOOD

ThreeWoy Rodio

New is a hand-carried two-way radio used not only as a portable but as a base station or mobile in a vehicle.

The compact, solid-state design comes in a low-power series or a high power series and is available up to 18 watts,

Silicon transistors are used in all transmitter and receiver circuits to increase reIiability and operating performance. The basic unit is gl/e" high, 3%" wide, and 11" long. It weighs less than 13 pounds.

When hand-carried, there is a choice of three battery power packs. For mobiles, several power packs are available. Where a-c power is available, the unit may be used as a base station and charged from 117 volt a-c.

WRITE: Section P, General Electric Communication Products Dept'' P.O. Box 4197, Lynchburg, Y a. 24502.

Combinqtion Teok

Kashmir teak Paneling in decorator white and darker Ceylon teak can be used in combination or separatelY for selected settings' Surfaces are embossed with simulated Pitch pockets, insect holes and wood distress marks.

WRITE: Masonite, Box B, Chicago, Ill. 60690.

Poneling

CIASSIFIED ADYERTISIIIG-Position Wanted $2.00 per line, minimum $4.50. All other $3.00 per line, minimum $6.00. Two lines of address (pur address or our box number) count as one line. Closing date for copy is 20th.

CTASSIFIED ADVERTISEMENTS

Narnes of Advertisers in this Department using a Bor l{umber cannot be released. All replies should be aG dressed to box number shown in the ad in care of $e Merchant, 412 W. Sixth St., Los Angeles, Calif. 90014.

POSITION WANTED EQUIPMENT FOR SAIE

TWENTY YEARS exp. in retail lumber and building materials. Wish to relocate. Seek manager or assistant manager position. Box 127.

TWENTY-FIYE YEARS DXP. lumber, hardware and building materials, desires position, sales or office. Box 130.

LUMBERMAN AVAILABLE, 30 yrs. exp., 15 yrs. production sawmill to car, Pine & Fir, 15 yrs. Sales Management. Now employed but available short notice. Write Box 131.

HELP WANTED

FAST GROWING chain lumber & hardware discount stores seeking exper. retail lumber salesmen, manag'ers and asst. 'mgrs. Excellent oppor. for advancement. Top pay, pensions, profit sharing, insurance and other benefits. Send resume to Box 100.

OPPORTUNITIES for yard managers, home improvement men, trainees & store in managers with line lumber company having mass merchandising stores. Send resume to: J. F. Anderson Lbr. Co., P.O. Box7727, Denver, Colorado 80207.

ASS'T. ESTIMATOR wanted. Exp. in figuring prod. cost, order processing, use of calculator. Also need ADMINISTRATIYE CLERK, type, use calculator, general offioe. Hunter Woodworks, Inc., 1235 E. 223rd St., Torrance, Calif. 835-5671 or 775-2547.

PALLET SALESMAN exper. in selling pallets to industrial acc'ts. Salary plus commission plus auto allowance & sales expenses. Call for appointment. Hunter Woodworks, 1235 E. 223rd St., Torrance, Calif., phone (213) SPruce 5-2544 or TErminal 5-5671.

LOOKING FOR A MAN with plywood and prefinished paneling experience to head up buying, selling and merchandising for aggressive So. Calif. wholesaler. Must have extensive knowledge of mill sources and So. Calif. users, Excellent salary, profit-sharing, car & expenses. Box 132.

EXPERIENCED MAN for roof truss manufacturing. Must have leadership abilities. Write P.O. Box 2108, Dublin, Calif. Phone: (415) 828-0400.

JOHNNY TTIE LUMBER LOAD SIGN PRINTER

Specializing in paper danger flags, side-load signs, job cards, etc. John Weiler's Printing, 14417 Hawthorne Blvd,, Lawndale, Calif. Phone (213) 676-7522 or 676-2293.

TORWEGGE GANG RIPSAW, serial #II22KL22; t2" Arbor Length; 24" Table;lff' Chain Feed; P.I.V. Gear; Built-in Electric Controls. New in 1962. PH: (916\ 243-4025.

IIYSTER, used, 16,500 lb. capacity fork lift truck. May be -s991 daily al; Hunter Woodworks, Inc., 1235 E.223td' St., Torrance, Calif' (2r3\ 775-2544 or (213) 835-5671.

8 x 36 WOOD PLANER. (774\ 539-2931'

FOR SALE: Turaer 42" Twin Band Ripsaw;25 HP motor on each saw; 2 HP Variable Speed on Feed Rolls. F.X. Hooper 20" 2l olor Printer Model 82C. Other Box Factory Equipment. Meadow Valley Lumber Co.. P.O. Box 607, Quincy, Calif. 95971.

BUSINESS OPPORTUNITIES

A TRUCK & TRAILDR, 6/4 x 8 #4 PP KD resawn & band resurfaced to 7/2 net. Price $45.00 m on 6/4 FOB Hilt, Calif. Burnett Lumber Sales, 208 Johnson Ave., Marysville, Calif. (916) 743-961?'

TWISTED & WEATIIERED Douglas fir S4S lumber, 4x4 & wider random length economy & better. Call Hunter Woodworks, (213) 775-2644 or (213) 835-6671.

FOR SALE OR LEASE: est., do-it-yourself trade. Peterson-NE 1-1196.

Lumber Yard in Compton, Calif. Well Modern, fully paved yard. Call RoY

FOR SALE: Retail lumber yard and building supplies, paint, hardwane. etc. Good return. Box 129.

LUMBER & BLDG. MATERIALS STORES for sale in the vallev of opportunity. One main yard, one branch yard. 'Write Box 240.

NEW LINES. PRODUCTS-Offering best possible sales representation in No. Calif. for lumber, specialty items and related building products. Dant Forest Products, 135 Willow Rd', Menlo Park, Calif. (415\ 322-184r.

FUEL, GARDDN suPPlies, ber yard, growing college rent. Box 124.

paint business. Top location for lumtown, own spur, Eastern Wash., low

WHITE FIR

PINE

SUGAR High Altitude, Soff Texlure d Growth PAUL BUNYAN LUMBER CO. SUSANVITLE, CALIFORNIA SALES OFFICE AT ANDERSON, CALIFORNIA ANDERSON, CAIIFORNIA 19161365-277r o TWX: {9161 856-0845 sr Fj

SPECIAIIZING in-Douglos Fir Dimensions, Boards & Studs

Wesiem Hemlock Dimension, Bocrds & Studs

White Fir & Redrrood Studs

CARGO-RAII-TRUCK & TRAILER

Pine ond Plyrood

Redwood Posts & Redwood Speciolties

A, W, |IETH ruilBER SAIES

13625-C Venturu Blvd., Shermon Ooks, Colif.

Southern Califomio Representolive for Dont & Russell, Inc.

ADVERTISER'S INDEX

7834,s4/, 872-t2W

BUYER'S GUIDE

tOS ANGELES

TUMBEN AND LU'VIBER PRODUdS

Americon Hordwood Co. --------------""-""'719'1235

Angclus Hordwood Compony ...---------tUdlow 7-6168

Arcqto Redwood Co. (Ken Conwoyl----WEbster 6-4848

Asrocioted Rcdwood Millr ..---------OVerbrook 5-8741

Bough Foresf Producls Corp.-------------J2l31 330-745I

Blisj [umbcr Co., lnc. .....-..RAymond 3-1681-3-3454

Brooks-Scqn lon, nc. ------------ - ----------17 1 41 529'21 49

E. L. Eruce Co. (Jim McFqdden)---------12131 622-9845

Brush Industrial lumber Co. ----------RAymond 3-3301

Cotif. Door Co. of t.A. -----------------------(2131 588-21/tl

Crqwford, [umbcr, F. i\4..-.----.-..--.-... -.--------f7 4-2161

Doolcy & Co. -..--.------.--....---.----.--.-EDgewood 5-1261

Ed Founloin !umber Co. .-----.-.------------tudlow 3-1381

Esrlcy & Son, D. C. RAYmond 3-1147

Evons Prodocls Co. .------..--.--.-------..--------(2 I 3l 263-5931

Fqr

Ftccmqn & Co., Stephcn G. ----.-------...-ORiole 3-3500

Fremonf Forerl Producls --.------.-------RAymond 3-9643

Gollchcr Hordwood Co. ---------.-----.---Pleosonl 2-3796

Gcorgio-Pociftc Corp. (tumbcr) .----..-RAynond 3-9261

Gcorgio-Pocific Corp. (Plywood) .----Mymond 3-9261

Gcorgio-Pocific Corp. -----------..---.TRiongle 7-5543

Glob: Inlernotionol ..--------.----.--..---.....UPton 0-6456

Hollinon Alackin Iumbcr Co. .-----------------.-.-585-4506

Hexberg Lumber Soles ..---.--SP 5-6107 Hill [umber Co.. O. M. .--.----.-..-,(213] MUrrov 4-2610

Hufi Lumber Compony --SPruce 3-4846

toshley, Dovid E. .--Chopmon 5-8805

Morquorl-Wolfe lumber Co. .---...------(2131 625-1194

Muffen lumber Co., Floyd ----678'5334

Muluql Moulding ond Lunber Co. ------FAculty l'0877

Neth lumber Ssles, A. W.-----------.------- -------872'1280

Osgood, Robert S. ----DUnkirk 2-8278

Pocific Fir Sqles .-..--.---..---.-----.-.----..-..--MUrroy 2-3533

Pocific Lumber Co., The .-------------CUmberlond 3'9078

Pociftc-Modison Lumber Co. --------------SPruce 3-2292

Pon Asiotic Troding Co., Inc. -----------Rlchmond 7-7524

Peirce Compony, Al ..-..--------------------NEvodo 6-1009

Penberlhy Lumber Co. LUdlow 3-4511

Rounds Lumber co. .-.-___.-.._.-_._._.-...--_.-.---.---.--445-2896

Sonford-Lussier, Inc. .---.-.---.---------.AXminsler 2-9181

Simmons Hordwood [umber Co' .-.-----'SPruce 3-1910

South Boy Redwood Co. --.---------------------SPring 2-5258

Stohl Iumber Co. ----------------------------ANgelus

Stondord lumber Co., lnc. ----------.---(213)

Superior Fireploce Co. .----.---.------ ------.--------626'0/,67

Surtle & Keller lumber Co. .---------------Gllbert

Tocomo lumber Soles, Inc. ....-.-.------..-.-MUrroy l-6361

Torler, Webster & Johnson, Inc. -------ANqelus 9-7231

Twin Horbors Soles Co. ..-.625-8133

Union Lumber Co. .---.-.-..-..----. --.--------17 1 1l 542'5669

United Whlse. Lumber Co. .----------OVerbrook 5-5600

tiniled Stoles Plywood Corp. .----------..!Udlow 3-3441

U.S. Plywood Corp' (Glendole) ...------------Cllrus 4'2133

U.S. Plywood Corp. (tong Beoch) .-...-HEmlock 2-3901

U.S. Plywood Corp. (Sontc Ano) .-----Klmberly 7'1691

Wending-Nothon Co. -....-.---...----CUmberlond 3-9078

Weslern Hordwood Iumber Co.--..--..-----.----.--.655-8933

Wcyerhoeuser Compony -.---------.--..-Rlchmond 8'5451

Worehouse (Anoheim) .--------.------PRospect 2-5880

Wholesole Forest Producls -583-5013

TREATED I.UMBER-+OIES-PIII NGs-IIES

Boxtcr & Co., J. H. ---.DUnkirk 8-9591

Koppers Compony ----(2131 830'2860

McCormick & Boxler --17111 871-8974

Son dnlonio Construclion Co' ----------UNderhill 5'1245

Treoled Pof e Builders-----.------. --..-.---------17141 986-4466

3A3H_DOORS-MILLWORK-SCREENS MOUIDINGS_BUITDING TIAIERIAI.S_PAINT

Associoted Molding Co. .---------.-------RAvmond 3-3221

Coliforniq Door Co. --(2131 588-2141

Colifornio Ponel & Veneer Co. --------lvtAdison 7-0057

Corlow Compony ----------------------Pleosont 2'3136

Mople Bros., Inc. .-.--------------.-------.OXbow 8-2536

Moson Supplics, Inc. ---.-------------ANgelus 9-0657

Nordohf l,lonufocluring Co. ------------------ -------819'267 5

Pelfo Architecrurol Producls, tnc. --------(213) 774'21OO

Pitfsburgh Points -....-..---..-.-.-.----------.-.(21 3l 378-8373

Shokerf own Corp, .-...---.--...------.-..-.-.(71,{) 529 -21 19

5o-Col Commerciol Steel...-...--.---.-.-....--(21 3l 685-51 70

Stroif Door & Plywood Corp. .-.--CUrnberlond 3-8125

Torler, Webster & Johnson .--..--.---.---ANgelus 9-7231

Torfer, Websler & Johnson (Spcciolry Div.) AN 8-8351

Woodlond Produclr Co. ---.--fll4l YUkon 6-7981

SPECIAT SERV]CES

Associofed lvtolding Co. .--...-----.---..RAymond 3-3221

Eerkot Mfg. Co.

875-1163

Colif. Lbr. Inspeclion Service .----.NOrmondy 5-5431

Chip Notionol -------..-.--..---...--.331-8201

Cmst Ploning Mill

Hunter Woodworks .--.----------...-..-..--SPruce 5-25,14

Motheny Renf-A-Skill -.(213) 381-5255

Miomi-Corey Mfg. Co...---.----.- 773'8511

NolPok Corp. .----:-.-(2131 tUdlow 3-1056

Regol Industries ------------(2131 231-loJ3

TUMBER HANDLING AND SHIPPING; CARRIERS

Greenfield & Son, Inc., H. ,rL .--------NEvodo 6-1783

Son Bernordino - RiversideSontq Ano Areo

Bellwood Compony, The -.--...--.---.--(71'fl 538-8821

Cofifornic Door Co. of !.A. .--.----..-.----17111 825-781'l

Corlow Compony -.-----------.--.....-.---TAlbot 5-0672

Evons Products Co. (Plywoll Div.l....-.-.--(714! 737-0651

Georgio-Pocific Worchousc .-----....-OVerlond 4-5353

Horbor [umber (Al Wilson]-....----.--.-..-.----Ov 4'8956

Hobbs Woll Lumber Co., Inc.----------------.541-5197

Inlond lumber Compony -.-----..-..-....TRinity 7'2001

Key Corporotion .-.--...----.-.--..-----...-.-----.----875'2060

Morquorl-Wolfe lumber Co. ----------..--.(213) 625-1491

So-Cof Commerciol Sfeel.-.--..---- -----------17 1 41 825-677O

Torler, Websler & Johnson .--.--.-....--TRiongle 5-1550

Twin Horbors lumber Co..------ ---------------17 1 41 517 -8086

Union Lumber Co. .--------.--.----. ---------..(7

United Slotes Plywood Corp. -..-------..-BElmont 2-5078

Woodlond Producls Co. ---.--..----J7l4l YUkon 6-7981

NORTHERN CALIFORNIA

ARCATA

Arcolo Redwood Compony -.-..---..-.....-Hlllside 3-5031

Associoted Redwood Mills .-...----.-VAndyke 2-2416

Col, Pocific Soles Corp. ...----.---..-.--VAndyke 2-5151

Holmes Lumber Co., Fred C. .-----.--...VAndyke

3-9267

Albert A. Kelley Co. ---.(5031 343-4124 Pocifi c Fir Soles-.----."--.-.--....--.--.--..Dlomond 5-Ol5,l

Plyrood Corp. ....------......----.---Dlomond 2-llll

HOOD RIVER

Edword Hines Lumber Co.-.......-.--....----(5031 386-20,11

MEDFORD Ed Founloin lumber Co. -..--.535-1526

Wendling-Nolhon Co. .---...-.-----------------------772-7063 PORTTAND

AMBOY

BUYER'S GUIDE

WASHINGTON

Inr'l PoperlLon g-Bell, Div.--------..---.-------,(ZO5l 247 -231 O

lnt'f Poper Co. ([ong-Bell Div.]-------.-----(2061 423-Zt tO

sAsH-DOOR!-WINDOW-,$outDtNGS BUIIDING MATENIAITPAINT

Cement Co. ...-----...---_--DOuglas

OBITUARIES

WlttlAl,l

M. MO|]RES

lililliam M. Moores, 51, prominent real estate developer and former president of Hollow Tree Lumber Co. of Ukiah, Calif., was killed in a crash May 2?th moments after taking off in his twin engine Cessna 337 from a private airstrip located two miles north of Manchester, Calif.

Mr. Moores made a normal takeofr and continued on a northwest course over the ocean. Seconds later the plane, losing alti-

tude and with the left wing low, was off course flying in a southerly direetion. It disappeared from the view of onlookers and crashed about a half-mile south of the airstrip.

A native of Two Rivers, Wash., Mr. Moores attended the University of Oregon at Eugene. His first position after leaving the university was with Pope and Talbot Lurnber Co. in Portland.

In 1946, in partnership with W. H. A. Smith, he founded the Hollow Tree Lumber Co. In 1949 they purchased a sawmill and built a re-manufacturing plant. Hollow Tree was sold in 1962 and, since that time, Mr. Moores had been developing property for homesites and recreation in an area known as Irish Beach.

fle was active for many years in the Boy Scouts of America and was a member of the Black Bart Hoo-Hoo Club and the Redwood Empire Association. He is survived by his widow Mickey and three children.

Leonard "Bill" Messer, 44, died. of a heart attack June 10. He was employed by the Commercial Lumber lCb. in Downey, Calif.

Mr. Messer was borlt July 28, 7922, in Walsenburg, Colorado and had also worked for Ralph Barto Lumber Co. and Los Cal Lumber Cb.

Weslcrn Lumber & Building lt/lotcriqls IIERCHANT

$[mAil[000m$ the Quutity Leader in'67!