Merchant Magazine - July 1970

Inside-and out-Union Pacific's growing fleet of CUSHIONED LOAD insulated and general service cars assure tender handl ing.

Cross-membering, tiering and deck beds are designed to meet the particular needs of all types of lading. In addition, ingenious hydraulic and

spri ng-cush ioned cou pl ers assu re the entire carload of a cushion ride.

Along with electronic communications, including direct dial, microwave and data processing, CUSHIONED LOAD helps to keep your f reight on the go-swiftly, smoothly and dependably.

lnsist on straight faced lumber by Kimberly-Clark. Then you can laugh... all the way to the bank!

Kimberly-Clark eustomers get top dollar for K-C lumber because it's straight faced... (hardly a chuckle in a carload) and more often than not, exceeds grade standards. Kimberly-Clark learned many years ago that satisf ied customers are the most important asset a company can have, and the best way to keep a customer satisfied is to supply him with products of highest quality at competitive prices. Then, mix with fast service, easy-to-handle packaging, and genuine interest in his problems. At Kimberly-Clark every shop employee has been trained to work at quality control. lt's the best way to protect that precious asset. . . a satisfied customer. lf keeping our lumber straight faced keeps you laughing all the way to the bank, that's the way our 750 inspectors will keep it.

When you buy lumber that chuckles, the laugh's on you.

tormcrly CAtIFORNIA IUMBER IERCHANI ' accutol. onolvsis ond ladvol ncws sincc 1922

JUIY, 1970 V(|LUME 49, N(l. 1

COLLECT PAST DUE ACCOUNTS WITHOUT LOSING CUSTOMERS

THE LOW-INCOME HOUSING MARKET CAN MtrAN PROFITS

OAKLAND REVEILLE A FAVORITE SINCE THE EARLY 1930S

MOST WESTERN RAILROADS ARE IN GOOD FINANCIAL SHAPE

MODULAR HOUSING OPPORTUNITIES STRESSED RY N-A\YLA

PUT COLOR IN YOI,TR CALL-SMOOTH SELLING SERIES

WHOLESALERS' AMAZINGLY HIGH AVERAGE TRANSACTION

SAN FRANCISCO HOO.HOO CI,UB HOSTS VISITING BRASS

GEORGIA-PACIFIC CORP. ELECTS WM. HUNT PRESIDENT

SAN DIEGO LUMBERMEN AND DESIGN AWARDS PRESENTATION

WESTER.N WOOD PRODUCTS ASSN. WINS ADVERTISING AWARD

REPRESENTATII'DS

NORTIIDRN CALTF'OBNIA & PACIFIC NOR,THWEST

Cal Wood, advertising and news, 5 Genoa Place. San Francisco, Calit. 94133. Phone (415) 391-0913. ' San Francisco Bllllng Offlce, 2030 Union St.. San Francigco, Calif. 94123. Phone (415) 346-6006. SOUTHERN CALIIIORNTA

Ted TiBs, advertising and news, 5?3 So. Lake Ave., Pasadena, Cali- fornia 91101, Phone (213) 792-3623 or (213) 792-4oga. NE\v YONI{' Billinrrslea & Ficke, fnc,, 137 East 36th St., New York, N.Y., 10016. Phone (2\2) 532-a632.

MIDWEST Richaral Heckler, advertising and news, P.O. Box B, Xenia, Ohio 45385. Phone (5]-.3't 372-647\.

DDITOR,IAL OI.FICDS

WESTERN LUMBER & BUILDING

MATERIALS MERCHANT is Dub- lished monthly at 573 So. Lake A.ve,, P&sadena, Calif. 91101, Phone (2rB) 792-3623 or (213) 752-4098 bv California Lumber Merchant, Inc. Please address all correspondence to Editorial Offices. Secondclass Dostase rates Daid at Pasadena. - Calif.. and ddditional of- fices. Advertising rates upon request.

@Change of Address -Send subscriPlion orders and address changes to Circulation Department, Western l,umber & Building Materials Merchant, 5?3 So. Lake Ave., Pasadena, Calif. 91101. Include address label from recent issue if possible, Dlus new address and zip code. Subseription Rates-U.S., Canada, Mexico - and Latin America: $4one year; $7-two years; $9-three year3. Overseas: $5-one year: $8- lwo vears. Sinsle coD.ies 50c. Bacl{ copies ?5r when available.

The Merchant Magazine serves the members of the: Arizona Retail Lumber & Builders Supply Association. Phoenix: Lumber Merchants Association of Norttrern California. Los Altos; Montana BuildinE Materials Dealers As^ociatton. Helena: Mountain States Lumber Dealers Association, Salt Lake City and Denver; Lumber Association of Southern California, Los Anseles: Western Building Materiaf Association, Seattl.e.

IHE MERCHANT is dn independent magazitte pLLb\shed monthlA f or those members of the lumber d,nd bt.tilding materials industries xuho nee(l and uant factual, accurate netas and an objectiae analgsis of euents and products of concern to them in business,

it ends with a 50% cost savings to your customer!

Granted there's more to the story than .i savings. There's appearance, design ',.i flexibil ity, code approrrals, ava lable options, stress factors and much more that your customers will require. That's why Bond-Deck sells. lt meets requirements all the way down the line from designer to builder to buyer. Here's why.

Bond-Deck is made up of four runs of 2"x6" T&G white fir, assembled into panel*(not pieces) which net2L" width,and are available in specified , lengths to 24 feet. The job pictured here was completed by two men in half a ., day, covering up to tl8 sq. ft. per panel. -'', Available in premium, architectural il and irtdustrial gradeschannel or V-grooved, textured or smooth face. : Help your customers save 50% ! Tell them our success story! And help yourself to Bond-Deck profits this yean Write us at P.O. Box 3498, San Francisco 94119 or phone Qlil7764200.

AMERICAN FOREST PRODUCTS

gtorving with you since l9l0 in lumber, mouldings, plytvood, milll'ork and specialties

Monufoctured Housing Con Meqn New Profits for Deolers

\f/E ARE glad to see more and more dealers VV taking a realistic attitude toward the threats and oppo.tunities brought on by the increasing emphasis in manufactured housing.

Vhether you call them manufactured homes, industrialized housing, factory built, or just mobile homes, they have stirred up a good deal of anxiety in the traditional distribution channels because of their all too obvious potential for creating enormous changes in the patterns of distributipn. "

At first, the unknown type, degree ind extent of change they were apt to effect caused far too many to cringe and figure they-had had the course, once and for all. But with the passage of time, reflection has set in and manufactured housing is more clearly seen and weighed for what it actually portends.

Obviously, the answer is not to try and hold it back, the economic forces bringing them on are {ar too strong. The best course is to examine the entire situation and find where in the somewhat confusing welter of developments, is that area which will make you some money. More and more dealers and wholesalers are seeing it this way and it can only be healthy for our side of the gargantuan housing industry.

The paths open for the dealer to get his share and to still keep his traditional role as a major supplier of the home building industry are many. While too involved to be examined in any depth here, it is interesting to look briefly at a few and see if any seem to fit.

For the strong, brave and well-financed, becom-

ing a manufacturer can be a most efiective way to cope with the new situation. Richard J. Dye, President of the Home Manufacturers Association and a fourth generation lumber dealer, figures this requires an investment of not less than $2 million backed by a bank line of credit of at least another $200,000. Any volunteers?

.,.A more practical approach for the average sized

"'' dealer, according to Dye, would be to act as a dealer for catalog plan home manu{acturers. Given the dealer's status in the community, his knowledge of it and connections in local financing and real e5tate, there is no reason why he couldn't become'tthe local source for housing as well as lumber and building materials.

SQn" housing manufacturers believe dealers . need orily purchase manufactured components, then supply the loose materials from inventory. Items such as floor joists, subfloor, finish flooring, interior trim and finish, roof sheathing, fascia, soffit and hardware.

Many believe, and we lean to this view, that the most likely role for the dealer is as a supplier to the manufacturer.

Essentially the same role as today, except materials go to a factory, not to a contractor. Despite all the present thinking that manufacturers will alivays buy everything direct, we think the we-needit-right-now aspects of operating a factory assembly line will continue to provide the alert dealer with a profitable business source.

Whichever way, or ways, it goes, the opportu' nities are ample for those ready to make new adjustments to sell new customers.

Aside from the vast selection of hardwoods and softwoods available (over 7,000,000'in 75 species), Penberthy maintains the most modern and complete lumber handling facility in the West. lt's manned by "old timers" who have spent their lives grading, drying and finishing every known species of domestic and foreign woods. Automated loading and unloading speeds up and reduces the cost of processing lumber. Round-the-clock kiln operation prevents warping and increases workability. Covered storage areas eliminate staining and damage from the elements. Expert finishing and the precise production of difficult details is supplied by one of the biggest and best equipped planing mills anywhere. Conveyorized rail and dockside facilities provide quick, low-cost service to any point in the United States. Call Penberthy first for your requirements.

I Most customers are honest, and man,v pay their bills on time. Yet at one time or another, some firms with whom you do business find that they cannot pay their bills on time. It happens even though they are normally good credit risks.

Sometimes the account is past due because of conditions over which your customer has little or no control. For example, he may be strapped for cash because several of his big customers have not paid him on time or because of an unexpected emergency which took the cash he had planned to use for paying you and his other suppliers.

Your problem in collecting from such customers has two aspects. First, you need what he owes you in order to keep your own business healthy financially. Second, you want to keep that account as an active eustomer, and your desire to do it usually increases with the size of his orders.

You want your money, but you don't want to turn the past due customer against your company. In thinking about how to collect {rom him, you should look at the three kinds of debtors.

KINDS OF DEBTORS

Knowing the kind of debtor your customer is can be helpful when you approach him. As a rule, delinquent debtors fall into three classes: (1) the victim of unexpected misfortune, (2) the victim of poor management, and (3) the dishonest debtor.

First, and probably the most common kind of debtor, is the one who is the victim of misfortune. His bad luck could be an uninsured fire or a theft. It might be the temporary reduction of his company's income because of a disaster such as a flood. 'It could be poor business conditions in his community.

Sometimes the debtor is a victim of the insolvency of one of his customers.

Some debtors are victims of poor management-their own. When they make a debt, they sincerely intend to pay on time, but they get in trouble by making poor judgments.

Sometimes poor judgment causes a businessman to overbuy. Often such a debtor complains, "The salesman talked me into buying more than I meant to buy."

That statement is truer than many creditors like to acknowledge.

Fortunately the dishonest, or fraudulent debtor, is in the minority. Only a small fraction of the people who use credit are dishonest.

Collecting past due account

by J. W. Eller assistant vice president American Credit lndemnity Co.

The dishonest debtor never has any intention of paying. Often known as a "dead-beat," he, right from the start, works to cheat creditors.

THE EMBARRASSMENT

One fact is very important when you are trying to collect past due accounts without losing customers. That is. this: Most delinquent debtors are embarrassed because they are not able to pay their bills.

Sfory qf o Glqnce

Valuable tips on how to collect those sticky debts without losing the account in the Drocess .. a number of methods are presented the psychological problems involved are also examined.

Usually, the business owner is proud of his good paying habits and credit record. Then he suddenly finds himself, possibly through no fault of his own, unable to pay according to schedule, and he is embarrassed.

Hurt pride causes the embarrassed debtor to do strange things-things which he normally would not think of doing. Sometimes. he refuses to furnish information or promises to supply it later and never does. Sometimes, he makes promises which he knows he cannot keep. He does it to gain time with the hope that things will work out. Then again, when pressed for payment, he adopts a belligerent attitude which is completely unlike him. Or he may hide behind a wall of silence, refusing to ofier any explanation to his cred' itors.

THREE TMPORTANT QUEST}ONs

In making the right approach toward an embarrassed debtor, three questions are helpful. They are: Why? How? and When?

In most cases. debtors do not need to be reminded that their accounts are past due. You have sent them statements and past due notices.

Keep in mind that the right approach does not mean leniency. Rather it indi' cates strength-the kind of strength which enables an owner-manager to work with other business owners with consideration and justice.

Of course, the natural question to ask him is 'oWhen do I get paid?" But before you ask it, try putting yourself in his place. How would you react to such a (uestion if you were embarrassed because you were not able to PaY? Chances are you would resent it.

Such resentment occurs because 'o$/hen do I get paid?" is a selfish question' It shows that you, as creditor, are not inter' ested in your customer's problem or wel' fare. Sometimes, such a question causes the debtor to withdraw further into his shell of silence. Or he might make addi' tional rash promises or become antago' nistic. In each of t}ese cases, you are well on the way to losing a customer' oowhy hauen't I receioed, payment?" is a better approach. V/hen you ask 'owhy,'? you give an embarrassed debtor the opening he has been waiting for. "Why" gives him the opportunity to tell you about his setbacks and the reasons why he had been unable to pay you. Thus the belligerent debtor has a chance to air his grievances -real or imaginary.

Of course, you have to watch for ex' cuses. Howeve, as a rule, an honest and embarrassed debtor will not make up an excuse. Rather, he is glad for the chance to explain why he had not paid. Often, a reason can be checked out. For example, suppose his reason is that one of his big customers has not paid him. If need be, you can easily check such an excus€,

ithout loosing customers

How much time you can give him depends on his answers to your questions, 'oWhy?" and "How?" It also depends on:

(1) the amount of money he owes you,

(2) your past experience with him, -(3) an analysis of the situation to determine whetler his proposed plan is workable, and (a) sound judgment as to the efiect on your cash flow.

Keep in mind also that you, even if your finances would permit it, should not assume the customer's burden to too great an extent. If you do, he may lose respect for himself and you.

In fact, it is a good idea to get up-todate information be{ore you ask the customer why he has not paid you. A current credit report from a reliable credit reporting agency lets you know, for example, whether the customer is behind in paying other companies or only your company.

When you know the reason why your customer has not paid, you have a better understanding of: (t) his situation, and (2) his future ability to pay. You have also gained his confidence because you have shown him that you want to help him solve his problem-that of restoring his credit with your company.

o'Hout can you pay?" is the next question you ask your past due customer. Notice that "how" continues to show that you are interested in his problem and want to keep him as a customer.

Most embarrassed debtors have 'thought a great deal about their financial difrcul. ties. In fact, your customer-when he's the kind you want to keep-has probably lost sleep worrying about how to pay you.

By the time you go to talk with him, he may have worked out a partial solution for paying you but not a good enough one. He is still embarrassed and worried.

When you ask about your customer's plans for paying, you show additional in. terest.in him and gain his goodwill. You have also gotten information which will be helpful a little later. When he tells you "when" he will pay, information about his plan helps you to judge whether you can rely on his word or whether he is making a promise which you both know he cannot keep.

"When can you pay?" is the question for which your other questions have laid the groundwork. Wit}r tlose questions, you showed interest in the customer's problem; you got information about how he plans to pay you; and you indibated

that you want to help him so he can con. tinue to buy from your company.

Your customer has been expecting you to ask when he will pay up. But because of the manner in which you worked up to the question, you have kept a friendly and pleasant relationship with him.

Some owner-managers feel that such an approach coddles the delinquent debtor. Their attitude is: o'I(Ihen a man knows just how far leniency will go, he will find a way to pay." Perhaps so, but these business owners fail to realize tlat they, themselves, would prefer a friendly and pleasant approach by their creditors.

Such business owners would pay the creditor who, without warning started a harrassing and threatening collection procedure. But chances are they would probably stop doing business with him. A patient and understanding approach is not coddling when it helps keep the debtorwho needs your product-on your company's list of active accounts.

But even soo bear in mind that some delinquent accounts may not be collectible even with proper handling. Soriretimes the customer simply does not have the capacity to pay, and you may have to write him ofi as a bad debt. Your goal in extending credit is to try to keep such possibilities as Iow as possible.

HOW CAN WE HETP?

The help which you can ofier your past due customer depends on his situation and on yours. Both of you have problems, and sometimes your own problems may be complicated by the nature of your customeros difrcultv.

As you handle each case on its own merits, keep in mind that other than money, the most important element to an embarrassed debtor is time. He needs time to solve his financial problems.

One way to help a past due customer to keep his respect is to insist that he try to show good faith by giving you *-" iypu of payment almost immediately. Installment notes ofier one way for the past due customer to get back on his feet. You space them so he can pay them and still have cash enough left to keep his business operating. In some cases, you may want to go with him to see what help his bank can offer.

Sometimes, the customer may be delinquent with several companieq and the problem is: Who gets paid first? One way to solve it is by calling in the other creditors, with the debtor's permission, for a frank discussion with the goal of working out arrangements to help the debtor pay everyone while staying in business. If the number of other creditors is large, a working committee can be selected to handle the details.

Your aim is helping the customer re. cover so that he can do two things: (l) pay what he already owes you, and (2) continue to buy from you.

Sometimes such buying may be on a re. duced scale until he gets back on his feet. Or it may be for cash.

Because of his embarrassment at owins youo he may be making small cash purchases from other companies. Insist that he do this cash business with vou. With his help, work out a figure whith he can add to his cash order. With such an installment plan, he can pay ofi his old indebtedness.

,Such an arrangement helps you to keep your past due customer's goodwill. It keeps him as a customer-a loyal custoss1-fgssuse you have helped him to re pay his debt and regain his pride. When a customer does not respond-and a lew 14rss'1-1e the help you try to give him, you will be better ofi without his good. will. In such instances, the collection of delinquent receivables is more important than the customer's goodwill.

CONCTUSION OF TWO PART SERIES

Low-income housing market means profits

qEVEN new house plans have now been u added to the program. Three were secured from northern California dealer Homer Hayward of Homer T. HaYward Lumber Co., currently buiding Sec' 235 homes and having funds reserved by the FHA for future projects. The four other designs came from the Small Homes Council, Building Research Council of the University of lllinois.

Sfory of d Glqnce

Federal Gov't. upped Sec. 235 fund commitments in July NLBMDA package plans let dealers compete with mobile homes in this sometimes tricky market.

All of the ten plans offered meet FHA minimum property requirements. Featuring modular outside dimensionso standard window and door sizes, and single-skin exterior siding, the houses can be built using the conventional method or with components (including fabrication of the bath or kitchen as core units). Several of these plans, in fact, can be built in sections and trucked to t}e job site in two halves.

With the introduction of the new plans this year, three facliages are now available: The original package contains three sets of plans defined as RC-l, RC-2 and RC-3; Package 2A-Designs RC-4, RC-S and RC-6; and Package S/IC-Designs NRC-S, NRC-6, NRC-7, and NRC-8 and 9. Each o{ the designs offers basement and no-basement floor plans.

Following is a brief explanation of Section 235 provisions and procedures to follow for those interested in producing housing for sale to families qualifying for interest subsidies:

,YIARKET ASSESSAAENT

'fhe first thing which must be undertaken is an assessment of the potential

market in the community for housing of the type which a qualifying family will be permitted to buy. Two things should be considered: (a) The upper income limits for qualifying families in the community, and (b) the upper price limits (technical' ly known as the maximum mortgage amounts) for houses which qualified families will be permitted to purchase.

INCOM;E Llrtills

An eligible family must have adjusted family income which does not exceed 135 percent of the income limit established for a family of the same size in the area for initial public housing occupancy. Upper income limits will vary from one community to another, with an average upper Iimit around $7,000. Local insuring offices of the FHA will be able to provide this information. A family in a community with an upper income limit of $7,000 may make as much as $7,600 and still qualify if it has two minor children living at home' Once the upper income limit for his community is known, a builder is placed in a better position to estimate the num' ber of families who might qualify for as' sistance under Section 235. As a general rule lower income limits average about $1,000.

FEASIBITITY ANAIYSIS

Homes {or which a qualifying family may receive assistance payments must be approved by the FHA. Thus, a builder in' terested in building houses under Section 235 must proceed as he would with respect to any other FHA approved project.

An additional step which is required in a Section 235 project is a request by the builder for a reservation of funds. Other' wise, the builder has no assurance that Section 235 assistance funds will be avail' able when he sells completed units to elig' ible families. No builder or seller can have outstanding at one time fund reservations in excess of the maximum assistance Pay' ment which could be authorized for 200

dwellings in any one project or contiguous project. In addition, funds will not be re' served for fewer than five units.

PRE.CONSTRUCTION EXHIBIIS

To obtain final FHA approval of his project, the builder must submit (1) a tract grading and drainage pla4, (2) street improvement plans (not required where local standards are acceptable to FHA)' and (3) a subdivision plat and covenants

in final form. These plans are then re' viewed by the FHA.

FINAI APPROVAT

Assuming final approval o{ the plans, the FHA will issue a Final Exhibit Ap' proval Letter and indicate a commitment o{ funds. Construction of the dwellings can then proceed with assurance that FHA mortgage insurance and Section 235 as' sistance payments will be available for qualifying purchasers.

A number of NLBMDA members, Pro' cessing Section 235 projects through the Federal Housing Administration and the Farmers Home Administration currently, report they are highly pleased with the program and the designs made available to them.

AM0l{G western dealers already building low-inconp homes is Homer T. Hayward Lumber 00. of Calif.

You're in a bind. You needed the materials for the job yesterday and you're not even sure they'll come next week.

We can help.

Simpson offers a full line of redwood products,

specialty plywood and other supplies for every building need, plus a Speed Ordering System. lt's a service, sort of a panic service, and you can't get it anywhere else.

S.O.S. can't get your supplies to you yesterday, but it comes closer than anyone else.

Your

A

rh A is

f avorite since the 1930s, e Oakland club's nnual Reveille again a big draw

TAI(E a ticket (1) Joe Bowman, West Range Corp.; gogo girl "Andy," Ted French. (2) Bill MacBeath, Cliff Baxter. (3) Jack Crane. Crane Redwood; Bob Rector. 6) Don Lazzarini, Ted Littte. (5) Pete Middlekauff, Ted Shoemaker, G-P; Ralph Heath.,(6) Al Carreia, Mike Williamg John Bush. Ol 0z Grimes, Hank Monle,

Rounds LUmber. (8) Lee Turner, AFPC; Don Giottonini, Ken Carouse and Brian Bonnington, Bonnington Lumber; George Rojas, AFPC. (9) Wendell Scott, Art Bond, lflest Range Corp. (10) Andy Boyd, Bill Mc0urdy, Del Cole, Rounds Lumber. (ll) Guy Laberty, Manuel Lavrador, Larrence Ferry. (l2l Earl

Tatman, Pacific Lumber Co.; Bob Lick. (13) Ted Shoe maker, Georgia-Pacific; go-go girl "Andy," .Marty Olhlser, G-P. (14 Ralph Lamon, Bob Bolton, Lamon Lumber. (151 Dwight Curran, Howard Libbey, ret. president of the Arcata Redwood Co. and Bob Maclie of G-P.

R) EVEILLE is lhe annual majol East f\ R"v event of Oakland Hoo-Fioo CIub S39, the 38th in its illustrious history and 90 golfers turned out at Castlemont Country Club near Pleasanton.

As the former Hearst country place had virttrally burned down, the evening events transfeired ro Oakland's Hotel Leamineton. More than 200 attended; some 70 companies sponsored the event.

Great credit goes to committee members Ralph Boshion, Al Mury, Bill Elledge,

Sfory dI d Glonce

Though long in the tooth, the Annual Reveille is never short on fun for participants . a favorite since 1932, the event drew more than 200 to dinner, and more than 90 played golf.

Vic Roth, Verlon McKinney, Dave Jopes, Jim Harrison. Dwight Curran. Gordon Saunders, Ilanuel Lavrador, and Pete Coronado.

Ralph Meyer, chairman of the golf committee, awarded first prize to Dick Strong for Iow net. Second prize to Rick Starr fol second low net. Low qross winner was Ken Harais. And Cran Ceissert relinquished the Club $39 trophy to Knute Weidman.

Larry Hansen, Jon Sligar, Ron Delisle, Jim Oakley.

Phil McCoy, Bob MacFie,

0N the course (l) Bob Gray, Holmes Lumber; Ed Hansen, Hobbs Walh Hugh Clark, Loop Lumber; Art (13) Jim Peggs, Rolando Lumber; Ron Bretzing, G-P; French, Bob Farrell, Ted French. (2) Art Wall, Arcata Xelly, Loop Lumber; Bill Sanders. (8) John Baker, John Ghiringhelli, Bud Selby, G-P. (14) Victor Roth, Redwood; Lew Godard, Howard A. Libbey, ret. pres., Rick Starr, Bob Brynlulson, Paul Herrfeldt. (9) Roger Triangle Lumber; j. M. Fowler, Ralph Boshion. (15) Arcata Redwood. (3) Ray Dartez, Ed 0liver, LeRoy Schuyler, G-P; Bob Gerhart, Bill Johnson, Hobbs Wall; Bob Matthies, AFPC; Paul Shogren, Bud 0lsen. (16) Heinrichs, Swede Larson. (4) F. Raymond, F. Bernard. fl0) Pete Abrahamson, Harold Rogers, AFPC; Carl Hoff- Larry Bolarini, Hank Hans,on, Phil Rickey, Higgins 6l F. Buckley, Vic Scatani, Dick Cambridge and Art man, Paul Olsen, American Forest Prods. (11) Charlie Lumber, Ralph Meyer, Higgins Lumber. Low net prize Erickson. (6) Gene Scarborough, Standard Lumber; Wilson, Al 0sbourn, Bob Anderson, Hugh Rosaaen. was awarded to Dick Strong. Low gross honors fell l(nute Weidman, John Prime, Duke Warnock. (7) Lany (12) J. Xoeff, Bill Carter, Bill Bonnell, Gran Geisert. to Ken Harais.

ngths up to 18'. Fine ined old growth timfrom our Yollalla Tree Farm.

Most Western RRs in Good Shope

Among the many repercussions of the Penn Central Railroad's recent t'ollapse into hankmptcy was the chain of questions triggert'd in this industrl about the shape of westt'rn railroads.

Unlike their eastern cousin-s. the western roads, Ior the mo-.t part. appear to be in far better shape to continue their traditional hand-in-glove rvorking arrangemcnt rvith the lumber indu-qtr).

In the expt'rt's almost unanimous opinion, lack of nct u'orking r,apital ( u htrt's left in the till after current liabilities ) rvas tht, major immediate factor in the Penn Central's financial crash.

This shortage o{ net working capital in the eastern railroad,. is not the casc u'ith most oI the lvcstern roads. For erample" the [-nion Pacifir, ended last 1'ear u'ith a po,sitive net working tapital of $52 million. While the t P is on sound finant:ial footing, it is like Penn Ccntral in that both are activt: in the real estatc busiNESS.

The Burlington Northt'rn. thc rt't't'nt merg('r lesult of llurlington & Quinc1', \orthern Pacifir' and the Slxrkane, Portland & Seattle, finished the yt.ar uith a creditablt' $25 million ir. net u'orking capital.

Final figures for last year's t-P rvith their second highcst income.

operating rt'sults also shorved tht: Year ever in both gross and net

Yqrd Feotured During Foir

Palm Avenue Lumber Co. and its ou'ner and manager. Parrl Fritt'hcy and his son Russ. n,ere featurt'd in a puhlication at'companving thc ret:ent Alhamlrra. Calif." industlial Fair '70.

Fourrded fi 7922^ the yard was bought by Fritchel. and ser,cral associates in 1939 and has alrvar-s bt:en a higlrly respet ted purl oI thr- loun's husint'ss communitr'.

lloth Fritchcys have been active in <'ivic affairs in additiorr to rurrnins onc of thc best yards in the area.

AFPC is Fighting Pollution

Amclican Forest Products Corp. r'eccutlv demoustratt'd t on<'ern for positile pollution control measures lrv knotking dorrn thc sawmill bulner at tht'ir Martell plant.

Removal of the burnt'r rva-q tht: most l'cc('rlt in a long list of improvements madt, bi AFPC to reduce pollution. AFPC has additionally shut down the bulnt'r at the operations' moulding plant.

SEATTTE MAY0R Wes Uhlman proclaims Home lmprove,ment Time in Western Washington. Shown with mayor (far right) are members of the Western Washington Home lmprovement Council. From left: Norman .laycox, Electric League of the Pacific Northwest; E. D. "Pat" Reiten, Simpson Timber Co.; and Dick Clausen, remodeling contractor. Seattle is one of the headquarter cities generating local "grass roots" identity for business firms and groups involved with home improvement and remodeling in conjunction with the Home lmprovement Time Committee effort at the national level.

Modular housing opportunities stressed by N-AWLA

'THE ?8th annual meeting of National' I American Wholesale Lumber Associ' ation drew well over 400 industry people from all over the U.S. and Canada to the renowned Greenbrier spa in White Sul' phur Springs, W. Va.

The board formallY aPProved the merger of the Forest Products Wholesal' ers Association into National'American. Agreements had been reached with FPWA thiough a meeting of principals of both organizations along with the respective "*"". op.., "Bud" Wittenberg of FPWA and Jack Mulrooney of NAWLA.

Story dl d Glqnce

N-AWLA board approves FPWA merger into N-AWLA . . industrialized housing studied business economy analyzed . new pres. Bob Wells leads group into 7fth year.

An entire day was sPent looking at modular construction, mobile homes and other types of industrialized housing. (See Edinrial, p. 4). Led' by Professor Carreiro, head of the Department of Design and Environmental Analysis, Cornell University, six knowledgeable leaders addressed the general membership. Interesting methods of factory housing construction, the prob' lems of building codes and how the wholesaler can relate to the supplying of this in' creasing market were all covered in depth.

Following the formal presentations' the audience was broken into smaller groups and each speaker performed a round' robin visit to each group, accompanied by a NAWLA member. The result was a very lively question and answer session that in' volved both the speakers and their audi' ence.

Next day, tlre main address was bY James Downs, a former banking executive' now in the real estate consulting field. He spoke on the business economy for the remainder of 1970. His remarks were so well received that NAWLA is reproducing his talk for their membershiP.

Distribution yard members held their meeting, with the various area group chairmen moderating a give'and-take ses' sion. The group came up with specific recommendations on how NAWLA might as' sist their type o{ distribution.

At the final night banquet toP golf awards were presented. A special presen' tation by outgoing president Robert Can' ton to the five sales representatives selected for the President's Council of Forest Products Marketers was a highlight of the ceremonies.

President Canton then formally handed over his office to new NAWLA president Robert S. Wells. Tarter, Webster & Johnson div., American Forest Products, Cer' ritos, Calif. Wells will be assisted in the coming year by lst vp. C. M. o'Chris" Snavely, Germain Lumber Corp., Pitts' burgh; 2nd vp. W. W. W'ood, John C.

PRESIDEIII'S gavel, symbol of continuity of leadership lor 78 veari is' fbrmallv passed from president Robert E. Cariton, to Robirt S. Wells, new I{AWLA president, left.

Shepherd Lumber Corp., Charlotte, N.C.; and treasurer James K. Bishop, Plunkett' Webster Lumber Co., New Rochelle, N:Y.

Bob Wells, director of distribution for AFPC, was born in Los Angeles in 1923 and worked part-time during his school years for Tarter, Webster & Johnson. A Navy veteran of World War II, he gradu' ated from the University of Southern Cali' fornia in 1950 with a degree in indus' trial engineering and started in sales witJr TW&J and moved into his present posi' tion with that firm a few years ago.

He is presently serving as chairman of The Lumber Employers' Council and is a past director of the Lumber Association of Southern California.

NEWS BR[EFS

A WalI Street Journal article says that "mortgage money shows some signs o{ easing," though not all surveyed agree; rates drop in some areas, increase in others . Business Weeh says flatly o'the slump in home building is bottoming out," adding that 'ohousing economists and home builders are turning more optimisic" Merrill Lynch, Picrce, Fenncr & Srnith believes o'housing activity will recover in the next six months, and that the industry will grow signifrcantly in the next few years" . . F. W. Dod,ge says, "total U'S. construction contracting in '70 will exceed '69 by 2/o;'

Lumber Associatinn ol Southern California, hns moaed, to new offices: 235I W. 3rd St., L.A. 90057; they're in the same building as the Building Material Dealers Credit Assn. .a $17.3 million track tnainte' n&nce program during '70 is underway by the Unbn Pacific RR HQ. of the American Institute ol Timber Construc' tion has moved from Washington, D.C., to Denver, Colo.

lames M. King, president of Building Supply Discount Centers, Portland, has purchased. Dauies Lurnber and, Hard,ware, Gla.d,stone, {or an undisclosed price Palmer G. Lewis Co., the Seattle-based distributor has opened a Salem,, Ore., warehouse Union Lumber's famous ooSkunk RR" is packing 'em in and out of Ft. Bragg, Calif., in droves again this year

Penberthy Lumber Co., Los Angeles, now has two new d'ry kilns in operation at their Carson St. yard . . . U.S. Natural Resources, Menlo Park, Calif., has pur' chased world rights to make and sell thc Ackerfeldt System, claimed to greatly re' duce mill operating costsl sole was in caslt a,nd, notes t'or $920,000 . .

Formica's parent co., American Cyanamid, is spending $500,000 to buy mort' gage backed securities to help provide funds for the horne m,ortgage market ABS plnstic pipe and' fittings have again won unatr.irnous OK from the Building Offi' cials Conference of America.. Nat'\. Assn. ol Home Build,ers has launched a broad' based campaign to tell'the public of hous' ing industry objectives and accomplishments

The Forest Service predicts "sizeable increases in prices" for softwood and plywoods in the early '70's due to supply I ilemand imbalances . . FHA says it will now approue treateil wood foun'dations in its programs Rtp. Dellenback (R-Ore.i introduced a bill to ind,efinitely restrict log exports from western federal lands

Conseraati,onist's objections caused can' cellation of Fibreboard's plan for a $7.7 million houseboat complex in San Francisco Bay . Mobile home shipments lell 6.8/a during the lst 4 months of '70, tight credit, lack of park space are blamed Southwest Forest Industries plans a S1 milli.on plant in Phoenix to build modular homes

Hanilyman had a big grand opening, the 16th, for their new d-i-y center in Dublin, Calif.; the operation employs 50, carries 25"000 items

Pope & Talbot, Portland, are building two neu) miJk at Midway and Grand Forks, B.C. ; expenditure: $5 million the Fo"rnsw,orth Broth'ers Moulding Co. in Eldorado, Calif., is operating with a new Moore Dry Kiln . . Sierra Pacific Ind'us' tries' new So. Calif. mill at Inyokern is operating at ilesigned capadty, according to company sources

Boise Cascad.e's latest plans call for their new particleboard mill in California's Mendocino county to be in Ukiah at the Hollow Tree site . Ken Coleman oI Eckstrorn Plywood. is the possessor of an interesting piece of memorabilia, a service roll of Calif, renil lurnber deql,ers serving in the military that was compiled and printed about1944...

The land taken fuom Arcata Redwood Co. for the redwood national park has an estimated, aahre oJ $11,6.2 millip,?, says the Bureau of Outdoor Recreation. The estimate excludes items such as severance damages and interest; Arcata says t-he estimate is inndequate and, they nlay sue the gouernrnent . . . Jerome M. White & Assoc. has forrned a rnod,ulnr housing d,iu. to produce at its Van Nuys, Calif., plant.

House passage of the Emergency Mortgage Credit Bill, 322.2, was very encouraging, . if eventually passed into law, it could add f50,000 housing units over ,[e next year United Building Centers, Inc., Glascow, Mont., had a S35,000 store and, ofrice fire recently; yard and inventory were saved, temporary office is across the street

G-P settled a week-long strike at their Samoa, Cali{., plant and 3 other plants; new contract with the pulp and paper workers is lor 2 years

Weslern Lumber ond Building Moteriols ilEnCHANT

SNN@@TH SELtING

by George N. Kohn, Marketing "consulbnt ,, N. Kart

Put Color In Your Ccrll

- Political party bosses are shrewd judges of what attracts voters. They pick . candidates for their warmth and appeal to , the people. They know that a colorless, , lackluster individual is not likely to capture many ballots.

Occasionally something comes along to upset the applecart but mostly it is the candidate with personal appeal who wins elections.

There is an application here for salesmen: The more personality and color you ' bring to your work the higher your earnings will go. Make a real effort to spruce up your style if you want to get the prospect's Yq1s.

In our mass production society your merchandise is competing with hundreds of other products that look and perform the same. Even prices are standard.

So the determining factor could very well be you. T\e impression you make to' gether with your company's reputation is the factor tl-rat often insures an order.

Be llifferent Each Time

Salesmen are prone to be satisfied with their method, particularly if it gets them an order. The idea of adding new sparkle or color to their approach does not occur to them.

They don't realize that the next time they call the buyer he might not think they are as interesting. In fact, he may be bored to the point of saving his business for a competitor.

A salesman courts trouble by coming around with the same old story told in the same old manner. In becoming stale he loses orders that go to men who virtually sell themselves.

Your reply to this may be:

"'Well, what can I do ? I can't change my face, the way I talk or my product." that's true but you can aary yovr presentation. You can contribute new ideas that will help the customer with his adverIEPRINTS FOR SALESMEN this is a condcnscd vc(- doa. Each lesson i8 availablc i! an cxpanded form, il a +pagc brochurc, si?n 8\5xjl, printcd iD 2 colors on whltc llasy papcr and is 3-hola punched to fit any standard 3- rlrS bindcs, Bach 8ubjcct ia thiq oxpasdcd vcrsion is fully tod complctely devcloped i! comprchcnsive dctail and iD_ f;liit?r,. self-€xamination quiz for Salcsmeo. Hccs arc as

tising or merchandising. You can give him industry and trade news that will be of interest to him.

Say lt llitferently

One of the simplest ways to vary your approach is to find a new way to say the same thing. There is nothing deceptive about this; it's just good sales practice. And there's an extra dividend in that it will keep you from becoming bored with yourself.

The management of a New York sight seeing bus line decided to check up on their drivers. Company men, posing as tourists, rode the buses to hear the drivers' spiel to the passengers.

After one of the inspectors had taken two trips with one driver he went up to the man and introduced himself.

"There's one thing I'm wondering about," he told the driver. "Each time you gave a different presentation even though you had a different group of tourists."

"Well," the driver responded, "I could give the same speech all year and no one would know the differenceexcept me. I keep my interest in this job by experimenting with different talks. I get a kick out of trying to see the changes I can make in my style and delivery."

Salesmen, that's your cue, You'll add more zest to your living and more money to your bank account by working on new angles for your presentations.

Helping the Proces

The salesman must go beyond the somewhat narrow boundaries of his job to acquire qualities that will make him attrac. tive to prospects and customers.

He can, for example, become highly versed in international diplomacy simply by reading. This would make him a man a customer would want to listen to. Or he could make himself an expert in finance and the stock market. This takes time but it's not impossible. And customers would welcome that kind of knowledse.

The world is full of possibilities for increasing one's knowledge.

I know a doctor who was such a compelling raconteur that his friends gladly gave up important engagements just to hear him talk. One night my wife and I were preparing to go to a hit play to which we had been looking forward for weeks. The phone rang and a friend said he was having the doctor and a few others to his home that night and we were invited. Without a moment's hesitation we gave up the theater to listen to that physician talk. He was that great.

Cary Good Things

If you have had a bad day don't inflict it on the prospect or customer. He is not there to share your burdens. He has plenty of his own. At night you can go home and pour out your woes to your wife but keep them out of sight while you are working.

Be pleasant, courteous and cheerful with receptionists and secretaries as well. You never know when they will be helpful to you. A receptionist once went to bat for me with a tough buyer, who had refused to see all the other salesmen who had appeared that day.

Well, do you think you have the idea of putting color and excitement into your presentation? Do you see the necessity of making yourself interesting?

Here's a measuring device to tell you how you are doing at this point of your career. If you can answer otyes" to at least seven questions, you are indeed sparkling:

l. Do you try to make yourself interesting to the buyer? Yes n No ,[

2. Do you feel it is as important to give as to get? Yes ,E No D

3. Do you try to put something different into each call? Yes E No I

4. Do you try and educate yourself to be interesting to buyers? Yes ,E No,D

5. Are you a good listener? Yes iE No D

6. Do you make it a point to listen when a buyer obviously wants to talk? Yes E No E

7. Do you work at changing around a presentation so it sounds new? Yes ,tr No E

8. Do you keep your problems t,i[:S hyfl

9. Do buyers remember you when you call the second time? Yes E No !

10. Are you asked back by buyers? Yes E No D

Whcn ordcring; plcace mcntion Tbe Mescbant Magzine. Listcd hcre arc thc titlqr of the Iirst 24 lc€roB in the "Smooth Selling:' salcs flrining Q6u6c.

l. Tho Salcsman i3 a 9. Rcsting Bctwcc! V.I.P, Round!

2. Ar€ You A Salesmaal 10, The Competitioa

3. :G-ct Acquainted Witl ll. Taring A Rlsk Your Company

l. *ou rc-d'Gge 12. Playiig Tho Short caee

5. You CaD't FirG With- 13. Selling An ldea out Amnunitioo 14. Buyitg ComEittocs Arc

6. You Aro A Goodwill Herc -To Stay Salcsman, Too 15. Thc Automatcd Sal6-

7. Oosiog Tho Sale ma! E. How To Set Up An 16. SaDples Cr!'t Tstt Iffcrvicw 17, Thc Uncrpcctcd lrcca

He sells how much each time?

An average of. $837.22 worth of forest products was sold during 1969 every time a NAWLA wholesaler made a contact in regard to sales. This astounding statistic was derived from the recently completed National-American \[holesale Lumber Association's 1969 Sales Survey.

Corcsronn: Not every sales call results in a transaction. Not every mill inquiry results in a procurement of material. Buying and selling involves at least two contacts. Change orders require a further contact. Routing changes involve more contacts. Problems with shipments can result in numerous calls.

These and many other reasons for a sales contact point up the dramatic results achieved by sales representatives of the 325 NAWLA wholesale firms last year.

The comprehensive survey revealed that over 2 million telephone calls and approximately 654,000 personal contacts were made by IfAWLA personnel last year in marketing forest products for the industry. This activity resulted in a sales volume of over 82,222,000,000. It was a I0/o increase over 1968 figures.

Though unit prices declined substantially in the latter half ol 1969, early-year price indexes were high. Coupled with an expanding National-American membership, the dollar increase in sales is under-

5.F. Club Treols the Brqss

Feature of a recent meeting of San Francisco Hoo-Hoo Club f9 was a special film, "The Working Forest," by the Union Pacific Railroad, an answer to those who regard the forest products industry as a

destroyer of the ecological bal-

Guest of honor was Clyde Haas, treasurer of International Hoo-Hoo" who was en route to the plaque dedication in the Hoo-Hoo Grove north of Eureka.

standable. Exec vp. J. J. Mulrooney comments that, "W-hile we show a substantial increase in dollar volume for 1969, we would rather point up the fact that NAWLA is an expanding entity and that our members were out there pitching, right in the face of a demand-supply turnaround. This is our function for the producers and buyers, and we did it extremely well last year."

The decline in 4th quarter sales also

shows up in the NAWLA survey by a study of accouhts receivable figures. fn 1968, National-American members had a daily commitment of receivables totaling 214 million dollars. ln 1969, this figure dropped to 165 million doUars on a daily basis.

Mulrooney reports that receivables at the end of the calendar year were verv low. "Additionally," concluded the markeiing executive, "the high cost of money made wholesalers much more selective in their accounts as the year progressed."

Another important segment of the sur. vey was a breakdown in sales to different classes of trade. Renil d,ealers continue to be the Largest custont)er ol NAWLA marketers. Sixty percent, or $1,344,000,000, of total sales went to dealers in 1969.

VlSlIlt{G brass (left) Clyde Haas, treasurer of HooHoo lnternational and Merchant Magaine publisher Al Bell. Right: redwood assn's. Jack Smalley and Lew Godard.

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

4 + A

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

Hemlock Studs from Wsrrenton Lumber Co., Worrenton, Oregon

Hemlock Dimension from Westport Lumber Co., Westport, Oregon

GALENBAR

JUtY

San Diego Eoo-IIoo Club 3-July, annual golf day (date and place to be announced).

Dubs, Ltd.-Iuly 1?, meeting, California Country Club, South San Francisco, Calif.

American Assn. of Nurserymen, Inc.-Iuly 18'22, annual convention and trade show, The Hilton, San Francisco, Calif.

Humboldt IIoo-Hoo Club 68-July 24, annual stag day, place to be announced.

Black Bart IIoo-IIoo Club 181-July 31, annual bar-b-que, Bill Craw-ford's home, Ukiah, Calif.

AUGUST

Ponderoea Pine W'oodwork-August 1.4, meeting, place to be announced.

National Yfoodwork Manufacturers Association-August 5'7' sum mer meeting, Benson Hotel, Portland, Ore.

Los Angeles Hoo-Hoo Club 2-Ausust 21, installation of officers & meeting, California Country Club.

Dubs, Ltd.-August 21, Crystal Springs Country Club, Buringame, Calif.

National Association of Home Builders-Aug. 3l'Sept. 2, production managlng of condominium and cooperative apartment seminar, St. Francis Hotel, San Francisco, Calif.

SEPTEMBER

National Aseociation of Home Builders-Sept. 1'3' production management seminar, Jack Tar Hotel, San Francisco.

California Redwood Association-Sept. 8, annual meeting, San Francisco.

\Yestern 'fYood Products Association-Sept. 12-17, fall meeting, Camelback Inn, Scottsdale, Ariz.

Sacramento IIoo-Hoo Club 109-September 15, meeting, be announced. place to

CUTTING SPECIATISTS Plonk qnd Timbers

Now, over 5,000,000 feet of dimension lumber and studs monthly manufactured especially {or Southern California construction needs.

Art Neth would appreciate an opportunity to tell you how you and your customers will benefit from using dependable D & R dimension and studs. You can reach him by calling 872-1280 or 783-0544.

NETH,

Sales

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Pacific Coasr Yellow Cedar

excellent for: marina decks o bleachers & stadium properties of Alaska Yellow and Port Orford cedar:

home decks o pool decks o dock boards seating o school & park benches

highly resistant to decay does not splinter does not require painting: low rnaintenance low shrinkage factor freedom from warping and pitch

the money making machine by =Janelboard

Here is a summer time do-it-yourself special that can make moneY and create new customers for you: The "Garly-Home" Kit for Instant Tub Area Wall Beauty!

executives, supervisors or department heads. A one man operation will never be successful. So it is with an association without committees. The activities of any association are the result of efiorts expended by its internal committees. No single individual has the capability to efficiently perform' all functions required to maintain an association progressively and with maximum benefit

to its membership.

Since my election as president of LMA' I have carefully reviewed the qualificatiotts of members in an endeavor to place,the best qualifiei membet in a compatible committee position' Firstly, a committee chairman must be an expert in his field; second' ly, h" mo.t have the ability to organize and delegate; thirdly, he must have the motivation and dedication to subordinate his per' sonal interests to the activities of his committee,

The complete wall beautification system that provides iifetime beauty for bathtub wall area' ?orr g"t genuine Panelboard wallboard, moldings and-all the accessories you need in one ouikue". Now vour customer can transform his LuthtJo- into a decorator's delightand it takes so little time and money. Easy to follow instructions included.

Priced to sell call or urite

WHOLESALE DISTRIBUTORS AND IMPORTERS

24M Saybrook Avenue, Los Angeles 90022 Phone (213) 685-5170

With these prerequisites in mind I have appointed the followins members to chair committees: audit committee, co'chairmin, Robert E. Kirk, Yaeger & Kirk Lumber Co', P' O' Box 469, Santa Rosa, Ca. 95402, ind Elmer Rau, Madera Lumber and Hardware Co., P. O. Box 98, Madeia, Ca. 93637; convention comrnittee, Lew Silttera. Silvera Lumber Co', P' O' Box 2IB, Antioch, Ca. 94509; education committee, Robert Kimble, Se' quoia Lumber Co., 1100 E. Main Street, Visalia, Ca' 93277; naiional legisl ation, Robert Butcher, San Lorenzo Lumber Co', P. O. Box 2035, E.S.C. Sta., Santa Cruz, Ca.95060; state legislation, Richard Cross, Cross Lumber Co., P. O. Box 797, Merced, Ca. 95340; membership committee, Corilon Knof;, Yosemite Lumber Co., 4840 N. Blackstone, Fresno, Ca. 93726; safetyworkmans compensation, Arrnin Spechert, Speckert Building Supplies, Inc., P. O. Box 309, Marysville, -Ca. 95901 ; insurance t.usi committee, Al Stockton, San Bruno Lumber Co', 10I San Bruno Avenue East, San Bruno, *Ca. 94066.

I have the utmost confidence that these members are outstand' ing in the fields to which I have appointed them as chairmen and that they will provide the association with excellent committee work.

TUB KITS BY PANELBOARD

By WAYNE GARDNER executive vice president

T IS said that unless one moves ahead. IS he is in fact moving backwards. This true of people, of profit oriented organizations, and it is most aptly applied to associations.

The Lumber Association of Southern California has prop;ressed over the years, but not nearly to the degree in which it will be moving in the next few months.

Many plans have been formulated and adopted by the board of directors for innovation. Some are for immediate imple. mentation, others on a long range basis.

When the Wood Information Bureau ceased to exist, the Lumber fusociation of Southern California assumed the responsibility of being a center for dissemination of literature to architects, engineers, specifiers, designers and consumers. Many hundreds of pieces of literature have been mailed outliterature furnished bv va-

rious specie associations. Recently a full page ad was carried in a leadins architectural publication regarding the" availability of literature and technical assistance through LASC. The response was immediate and very gratifying. LASC has taken a new step to establish its identity as a source of information, with obvious success. Success possible only through the continued cooperation of specie associations and the desire of the rnembers of the Lumber Association of Southern California to support such activity. The results will be the continued and increased acceptance of wood as an excellent structural material. or a warm, hospitable material for paneling to enhance the beauty of the home or office, or for the myriad other uses where it is superior to other products in all re. spects.

Now available to all members is a standard contract form, for use in contractor sales or as necessary. This document was developed by one of the committees and has been cleared by legal counsel as to not being in violation of anv federal or

state laws regarding industry practices. It should be a great help to all retailers in their business transactions where a contractual arrangement need be made.

The education program is progressing nicely and should be presented to the first students by late summer or early fall. The plan is to have it available for individual members to use, employing a tape recorder and slide coordinated presentation.

Arbout July lst, LASC moves into a portion of a building now occupied by Building Material Dealers Credit Association. In addition to being a newer and more modern building, BMDCA has a printing and mailing shop to handle association publications, a computer which will be utilized for association mailine lists and other conveniences which will "assist LASC in servicing its members.

Hunt Elected President

The board of directors of Georgia-Pacific Corp. has elected William H. Hunt presitlent of the corporation. Robert B. Pamplin, formerly presidento chairman of the board and chief executive officer,'will continue as chairman and chief executive officer.

As president, Hunt will be primarily responsible for building products manufacture and sales.

Boat builders, furniture makers, cabinet makers, etc., have found it the one sure answer to correcting wood defbcts,'filling wood cracks, gouges, covering countersun[ nails and

;u'dfr#"H'wie'gt''ffi

By ROSS KINCAID executive vice president

Western Exposition '71 : new and dif' {erent! The dates are Feb. 3'6, 1971, Portland Hilton, Portland, Oregon. Renovation to.be made at the Hilton will provide ample exhibit space and allow all events and prcgrams to be held in one convenient lo' cation.

Five men totaling 216 years 'of service have retired from The H. O. Seiffert Co., a WBMA member in Everett. Three of them are brothersRoy, Harold and John Sie' vers--who were elected company officials in 1934. The other twoRalph Gellerson and George Joycehave been in the op' eration almost as long. At a reception May 8 in their honor, Roy said they would con' tinue to be available for advice and coun' sel. He added. however. that the firm is in good hands with the new slate of young officers. They are Ray Sievers, president;

John Sievers, vp.; Jim Michel, sec'treasurer. With our congratulations to the five retiring men we also express the wish that they "njoy muny years of retirement. And to the new officers, we expect great tlings from them and wish them much success in the future.

Help for the distressed home building industry appears to be on its way. In ad' dition to Congressional action the commercial banks, life insurance companies and pension funds are pledging several billion dollars in extra housing credit for residential mortgages this year.

A pamphlet titled "Questions & Answers on FHA Home Property Apprais' als" is available without charge. For your copy send a postcard request to Commu' niiy Relations Div., Office of Public A{' faiis, HUD, Washington, D.C. 20410. The pamphlet includes 15 sets of answers to qn".iiottt that have been most frequently asked bv buvers and sellers.

The Emergency Home Finance Act of 1970 was passed by the Senate recently and seems to be receiving favorable atten' tion in the House. It contains a number of proposals offered last June to key Congres' sional leaders by a Task Force of lumber dealers and wholesalers. The emergency legislation, which could become law this summer, may add as much as $10 billion to the mortgage market this year, or in' crease residential home building by 20 per' cent above current levels.

Son Diego Design Awqnds

The fouith annual architectural design contest, sponsored by the San Diego Lumbermen's Association and the San Diego Hoo-Hoo Club, was climaxed by a recent awards banquet.

The contest is open to all architectural drafting students in the local community colleges. Judging is done by local AIA architects.

Ed Boies, association president and branch manager of American Forest Products, presented a $300 check to Christopher Richards, first place winner.

Second place award of $I50 went to Eugene Paluso. o'Bud" Baker, secretarytreasurer of Hoo-Hoo Club 3, presented the award on behalf of club snark Bill Harvey. Baker is vp. of Baker Hardwood Lumber Co.

ll0lf Bry PUC $prinkler littings DIRIGI!

CBS CONSOLIDATED prlces on these Schedule 40 Quality sorinkler fltlinss are ro low, you wlll make enonnou! profits. H:undreds of h-ome improvement slo?6 buy ou? tlttings. Ch-eck our deal now. You can'be In lhe blg volume, hlgh'prcfit sprinkler

Arizono Lumber & Builders Supply Associotion i1740 No. Cenlrol Avc., Phoenir, A.iz. 85012 (6021 271-A123

THtr ARIZONA SGENtr

By FRANK DAVIS executive vice president

n\E OF the items on the agenda lor \-,t the 55th national conference on weights and measures sponsored by the Department of Commerce, contains a proposed "Model state regulation" pertaining to dimensions of manufactured lumber. Part of this "model state regulation" reads: oolndividual pieces. and tts made up of individual pieces, of dressed (surfaced) hardwood and softwood lumber shall be advertised for sale, offered for sale, sold and invoiced (including sales slip, billing, and the like) in terms of actual dimensions of width. thickness. and length: ltrouided that this regulation shall not ap- plv to rough sawn lumber or to dressed

lumber that has been ioined u'ith such pieces ol remarrufactured so as to havt, changed form or identity, such as furniture and assembled shelvine."

The "model Ia*" would be for state adoption.

This proposed state regulation is of ma- jor concern to the buildine material industry because if adopted it would place undue burden on the business proceduie oI the retail lumber dealer.

Your association has asked its members to send their objections to the association in order to aid your national in preparing a paper in vigorously opposing this proposed regulation.

In other items of interest to our. members, your president. Ace Mason. has appointed a strong "wood promotion', committee for the coming year. Although the

building material dealer stocks a wide va. riety of building materials, lumber is still the number one item and it is tlre feelins of our officers and board that strong emphasis should be placed on promotion in this area in order for lumber to hold its position with competing materials. When the committee has developed a program we will bring it to our readers in a later issue of the lVlerchant Magaaine.

Porter Industries Inc. of Mesa has been signed as a new member.

WWPA Wins Ad Awqrd

Western $liood Products Assn. and its advertising agency, McCann.Erickson, have received the 1969 American Business Press Advertising Award.

Association product promotion manager Robert H. Hunt and agency account supervisor Leo E. Lowe, Jr. were honored fot their campaign designed to make builders of homes and low-rise multifamily structures aware of how western wood, in combination with good design, can solve design problems and increase sales or lentals.

B@NNINGTON LUMBER

PERS@NALS

Earle Johnson, Sr., Watsonville Lumber Co., Watsonville, Calif., and his wife are on the steamer "Monterey" visiting ports in South America.

Tom Melin, new president of Owens-Parks Lumber, L.A., has been on several No. Calif. mill trips recently.

Floyd Shockley is the new mgr. of Bowman Lumber Co., Artesia, New Mexico.

\Mallace L. Kiger has moved the NFPA field office to 5819 Poinsett Ave., El Cerrito, Calif. M530.

Terry Mullin, Mullin Lumber, Tarzaaa, Calif., visited the recent Montana Assn. convention.

Dave Mackin, Ilallinan Mackin Lumber Co.f S.F., has been a frequent Southland visitor, getting their ,new Orange, Calif., facility ready for opening day.

C. Dave Thomas has opened his new Havasu Wholesale Hardware and SuPPIY in Lake Havasu City, Ariz. J. D. Sims is the yard mgr.

Jack L. Whitney has won Marlite's "Salesman of the Year" award for the firm's Northwest div.; Leroy D. Johnson won in the Pacific div. Ken Kettertng is Marlite's new sales rep. in the Los Angeles area.

Bob McHugh, Sakrete of Pacific Northwest, has moved his Portland downtownwarehouse to 400 S.E. Div. SL Guy Hamilton, a 6th grade student in Glen Ellen, Calif., won lst place and $50 in the Redwood Region Conservation Council's fire prevention contest.

George Cheek is the new exec. vp. of the American Forest Institute, washing' ton, D.C. Brent A. Stienecker is the new director.

Walt Baker, office mgr', Sun Lumber Co.t San Pedro, Calif., will celebrate 45 years with the company in July. Congtatulations, Walt.

Franl See, Duke City Lumber Co. Albur querque' N.M., recently made a business trip to Los Angeles.

Jim Boyd, Southwest Forest Industries vp' is recovering nicely from the rec-ent amputation above the knee of his left leg.

Dick dstling has recently joined the sales stafr of Carlow Door Co', Los Angeles' and will HQ in the Pacoima waidehouse' Rob€rt E. Johnson is Celotex's new rep' for California's Riverside CountY.

Bill Gregg has been named the new managing director of the Calif. Building Material Dealers Association. He replaces Leon Caldwgll.

Bernie Hartung has left NFPA's careers program. Dr. Donald L. Crews of Colorado State takes over as director.

Edwin "Etl" Stratton, exec. vp. of Modem Materials, Los Angeles, recently returned from vacation.

Mildred Dutton, Penberthy Lumber Co., L.A., was elected national president of the Hoo-Hoo-Ettes at their San Diego convention.

Carl Goodman, Goodman Lumber, Whittier' Calif., was an active guitar-playing participant in the La Habra Kiwanis Club Show. Ken Coleman, Eckstrom Plywood, and his Dolores, cheered him on from the audience'

Bill Marmion, the major'domo at Marmion Lumber in Azusa, -Calif., escaped recently for a golf session at Bonsall.

W. C. "Bill' Soper, mgr., P.H.I. div. of Sta.lube, Compton, Calif., recently returned from a business trip to Phoenix.

John A. Elorriaga recently resigned his position as exec. vp,, fiberproducts group, : at Evans Products.

Jon F. Kerl has been named manpower development mgr, for G-P's distribution div., according to mgr. Jack Samper. Louis Joaquin and Jack Rexelle are trying to get an OK from Alameda CountY, Calif., officials to build a bldg. sttpply center in Ashland.

Joseph H. Walton is Kaiser Ceme'nt & Gypsum's new director of safety and training.

Paul L. McMurray is Vanply's new g:en' mgr, of their prefinish plant at Vancouver, Wash.

J. S. Harper, for four years mgr. of Masonite's hardboard plant in Ukiah, Calif.' has returned to their Laurel, Miss., plant.

Richard W. Middleton is the new president of the Western Forest Industries Assn. He is with Anderson & Middleton Lumber Aberdeen, Wash. Hollister A. Larson, Plum Creek Lumber, Columbia Falls, Mont., is vp. and Jack R. Gateq ThreeG Lurnber, Philomath, Ore., sec.-treasurer.

Robert A. Lowes is Formica's new western regional sales mgr. Robert N. Power, former S.F. district sales mgr. now heads the newly-created position, builder sales mgr., West.

Jeanette Share, exec. sec., Lumber Association of Southern C'alif.. is back from vacation.

YVorlcrn Lumber ond luilding tlolcriols ,vtElCHAlrtT

Ifarry McCall, formerly with Arthur A. Pozzi Co., Orange, Calif., is now vrith Kaibab Lumber Co. in their Phoenix ofrce.

Sam Fineman, president of Bel-Air Door Co., Alhambra, Calif., rece,ntly attended the Pacific Builders Show in San Francisco.

Dick Carlson, adv, mgr. of Roberts Consolidated Industries, City of Industry, Calif., also visited the builders show in San Francisco.

Lizabeth Dutton has been appointed mgr., promotion dept., in the American plywood Assn's. information services div.

Tom Madde,n is now mgr. of acoustical ceilings systems for Johns-Manville.

W. Neal Buxton is the new asst. to the gen. mgr., Frank B. Leasman, in Evans Products westerrr div., prefinishing group.

Max _Ifill, Max Hill Lumber Co., pasadena, Calif., loaned part of his home for use as a polling place in recent state elec_ tions.

Dan-Brown, American plywood Assn., has been appointed to the Washington State factory-built housing advisory board.

Jim Forgie, vp., Robert S. Osgood, fnc., Los Angeles, was a recent visitor to Har_ rah's Automorbile Collection in Reno. Nev.

Ealey Bertain, Simpson Building Supply uo., was a recent business visitor to San Francisco.

Bbtty Shoener, Far West Fir Saliis, Glendale, Clalif., vacationed recently with husband Ilerb in the East and Middle 'West.

Bill MacBeath" gen. mgr., MacBeath Hardwood, San Flancisco, made a recent tour of LA. hardwood yards.

Les Lowell, president, L & L Hardwood Lumber Co., S,an Jose, attended son Pete's graduation from UCLA.

Donald Ilesimini has been elected an asst. treasurer of Evans ProducLs. Michael Zipes has joined Evans as project mgr.marketing research.

Yince Besinque, president of Vance Lumber, Los Angeles, has been elected president of the Rotary iClub of nearby Vernon.

Dick Ferrell has been promoted to merchandise manager of So-Cal Commercial Steel and is working with retailers in the So. Calif./Anzona area.

Jerry Bowlus of Crystal Lamp Parts, Los Angeles, has returned from a 2 weeks trip to the East.

Bob Pallo, AI Peirce Co., Newport Beach, Calif., had a good fishing trip in the High Sirerras; catch was terrific.

Harold M. Frodsham, chairman of the board, South Bay Redwood Co., Orange, 'Calif., recently completed another round-the-wbrld flight, terminating in Honolulu, Hawaii.

Bob Bliss, Bliss Lumber, L.A., was a recent business visitor to Portland.

Arnold Nutter, formerly qf Owens Parks, Los Angeles, and Glenn Barry, Mdson Supplies, L.A., have joined lnland Lumber Co., Colton, Calif., in sales, Frank Quattrocchi and son Tom, 8, are tearing up the Little League circuit in a mgr.-player combo this season. Frank works at American Forest Products,' Cenitos,'Calif.

Lloyd Jorgensen .has moved Southwest Machinery Corp. to a new Sa,nta Fe Springs, Calif., locati,on. Jack Cummings has joined the firm.

Jim \ililson now heads Hainpton Lumber Sales' wholesale plywood dept. Stephen T[ade is the new traffic mgr. at the Portland firrn and Jack Minion has joined up a lumber trader.

John Paust is the Salem, Ore., branch warehouse mgr. for the Palmer G. Lewis Co. of Seattle.

Dick Freeman, So-Cal Commercial Steel, got out of L.A. for a weekend at Lake Arrowhead recently.

Abe lVillis, Charley's Fence Co., Baldwin Park, Calif., attended the international fence convention in Puerto Rico.

Dwight Curran, Evans Products, spent a mid-summer week in Los Angeles.

Tony Pappas is the sales vp-westera region, for U.S. PIy, replacing Wallace Williams who moves up to vp-sales relations. Pappas will HQ in San Francisco.

NNCNTANA NEWS

R. V. PETERSEII executive secletary

A SERIES of association workshoPs

fI 6u;1, around the low-income construction program of the Farmers Home Administration has been developed in coopera' tion with Farmers Home Administration personnel. To be presented at area meetings a.ound the stateo the program is designed to explain and elaborate to dealers "ttd brrild"t. the loan possibility afiorded by the expanded construction financing program of Farmers Home Administration.

Increasingly important is recognition that the customer is king and that his whims as to how and when he does his shopping are becoming more and more the determining factor in dictating business hours for the building materials dealer. Gone are the days when the lumber dealer could say o'Come and get it when I choose to be open for business." Custo' mer preference will determine whether a

dealer must cater to ofi'hour shopping. In light of today's concentration upon the d-i-y market, it is obvious that greater ef' fort is being made to fit business hours to customer convenience rather than to dealer tradition. Every retailer must consider the varying factors applying to his own businessthe nature of his market, the type of employment and the work schedule of his clientele, the nature and variety of products he ofiers for sale, the service {actors involved. In the frantic scramble {or larger shares of the consumer dollar it is important to minimize the hurdles and obstacles blocking customer access to the building material store.

The fast-buck, fly-by'night construction operators are again afield. And again it is time {or local dealers to suggest to customers the necessity and the economy of consulting with home-town merchants on home repair and improvement projects.

The shape of things to come in the field of construction may well not be limited by the shape and size of dimensional lum'

We3tern Lurnber ond Building llolcriols mEnCHANI

ber but by the flexibility and variety of' fered by the burgeoning field of plastics. Growing by leaps and bounds, plastics production has been spurred by innovations in many fields including construc' tion. Experimentation with plastics in' cludes movable, expandable housing units; continuous building with foamed'type plastics; new components for residential construction. Foreseeable is the day when the lumberyard as such will have joined the steam Iocomotive and the fountain pen as topics for "do you remember?" discussions.

We extend welcome to new member Eblen Lumber Co., Manhattan, Montana. We hope our members will stop and get acquainted with Louis Eblen when in his neiehborhood.

Stote Honors 1834 Lumber Mill

A lumber mill built on the Russian River in 1834 to help prevent the Czarist takeover of northern California has been honored in ceremonies dedicating it as the state's newest historical landmark.

The fortified structure once located at present-day Mirabel, west of Santa Ro-qa, was also the state's first water-powered sarvmill to produce commercial lumber. This qualifies it as the birthplace of the state's $3 billion-a-year timber products industry, accordins to a committee of historians.

Pqlco Demonsfrcfion Foresf

The Pacific Lumber Company's Demonstration Forest has opened for the 1970 tourist season. Entrance is at the Pepperwood North interchangg U. S. 101, a few miles south of Pacific's manufacturing complex in Scotia, Calif.

One of a chain operated by industry under the auspices of the Redwood Region Conservation Council, it is open Z days a week, 9 a.m. to 6 p.m.

Forest attendants will be on hand to answer questions or guide groups along the nature trail.

Thof's How lt Goes!

DEALER VAN SERVICE

Salesmen for DOORS lNC. initiate a rack program with dealers and customers. Following salesmen's calls, the new van service arrives regularly to maintain the racks. Items carried by the van include a full line of specialties; plant-ons, sculptured legs, finials, spindles, posts, as well as stocks oJ adhesives, vinyl outside carpeting and filigree hardboard and compohentsl Let us bring this efficient, new service to you.

Hcl rq

rf -llUo lf e lumber Co.

NEW LITERATURE

Product Troining

The Retail Lumber Dealers Foundation announces the publication of the first of 16 chap- ters of a Prod'u,ct Training Manual. The first chapter is devoted to interior paneling and is 26 pages in length. The manual, when completed, will feature chapters on various product groups.

WRITE: The Merchant Magazine, 573 So. Lake Ave., Pasadena, Calif.91101.

Edge Filling

The National Particleboard Assn. published a tech bulletin on edge filling covering the types of edge fillers, filler application, and a new automated edge filling method.

WRITE: The Merchant Magazlne, 573 So. Lake Ave., Pasadena, Calif.91101.

Chqin Sow Upkeep

A maintenance manual to help saw owners get longer life from saw chain, bars and sproekets is available free from Sabre Saw Chain Inc. The manual describes and illustrates correct methods of filing, lubricating, adjusting tension and

repairing saw chain, as well as the care of guide bars and sprockets.

W'RITE: The Merchant Magazine, 573 So. Lake Ave., Pasadena, Calif.91101.

Dolo on Husco

Complete specifications on 12 models of its standard hydraulic multi-plunger monoblock valves and its sectional valves are contained in a new 12-page brochure published by Husco div. of Koehring. Stand.ard Hgdraul- ic Control Prodltcts details the features of the trademarked little kernel control valve used in Models 4170, 4300 and 5500.

TilRITE: The Merchant Magazine, 573 So. Lake Ave., Pasadena, Calif. 91101.

Fire Film

Beautg-With Safet|, a 16mm sound and color film by the Gypsum Assn., introduces Fire-Block gypsum board, a new way to protect homes from roof and attic fires. The film goes through the development, test- ing, and application of FireBlock gypsum board.

WRITE: The Merchant Magazine, 573 So. Lake Ave., Pasadena. Calif. 91101.

MATERIAT HAilDtIl{G EOUIPMEl{T

dresigned specificolly for ihe retqil lumber & building moteriols deqler. Write or phone for our free cotolog lodoy.

"The llaul of Fame" 290t E ST.AUSON HUNTINGTON PARK

cAilFOnNtA 90255

tUdlow 3-1056

Decisions, Decisions!

Decisiorts, a 24-page illustrated publication wr.itten to help plospective building owner.s in working with their alchitect in making decisions affecting the use of glass in a new building, is available from Libbey-OwensFord Co.

WRITE: The Merchant Maga- zite, 573 So. Lake Ave., Pasartena, Calif. 91101.

Porquet Polterns

Bangkok Industries introduced a 1970, color, 16 p. catalog illustrating nany of the 150 parquet floor patterns available in Thai-Teak and other hardwoods from Thailand.

WRITE: The Merchant Magazine, 573 So. Lake Ave., Pasadena, Calif. 91101.

,Attqchments Brochure

A four-page, two color flee brochure illustrating and briefly describing 24 fork lift tractor attachments being manufactured by Little Giant Products has recently been published.

WRITE: The Merchant Magazine, 573 So. Lake Ave., Pasadena, Calif. 91101.

Avistrop Cotolog

A 16 pp. catalog covering Avistrap polypropylene strap- ping material, tools and accessories, automatic strapping ma-

chines, and strapping systems has been published by American Viscose Div., FMC Corp.

WITITE: The Merchant Magazine, 573 So. Lake Ave., Pasa<lena, Calif. 91101.

Lqminoted Ponels

Lamiclad fiberglass-to-plywood laminated panels for use as forms for concrete pouring are discussed in a brochure available from NVF Co. The ilIustrated, four-page brochure provides application photographs of the Lamiclad panels, technical drawings showing how they are installed and a complete listing of chemical and physical properties of the panel's fiberglass facing.

WRITE: The Merchant Magazine, 573 So. Lake Ave., Pasadena, Calif. 91101.

Spec Monuol

A revised specification standards manual for pr.oducts made and marketed by the Celotex Corp. is available. The manual covers Federal Specifications, American Society for Testing and Materials, Underwriters Labolatories, Inc., American Association of State Highway Officials and American Standards Associatibn.

WRITE: The Merchant Magazine, 573 So. Lake Ave., Pasadena, Calif. 91101.

UNITEI) T(l SERVE Y(lU BEST!

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 grders from our

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

Pets get the swing of it in as trtue as five minutes. Save their masters a lot of trips to the door. No more barking, mewing and scratching at the door. I Swinging parts of the Pet-Dor are flexible rubber for pet safety. Permanent magnets keep them shut when not in use. No drafts or dust. Frame is sturdy, anodized aluminum. A locking panel is provided for security. The Pet.Dor can be installed in door panels or walls. Two sizes accommodate those small cats or even German Shepherds. I For pet owners who want quality, and dealers who want profitable sales, the Johnson Pet-Dor really swings. ! For brochure and price schedule, write to Johnson Pet-Dor Inc., P.0. Box 643, Northridge, California 91324 Dept. WM

New Products, promotions qnd soles oids Fn@du@t you con use to build soles qnd profits!

L]\l @WS

Decking Stoins

The rise of wood decking brings with it a need for a decking finish that is durable and decorative, that will stand up to the particular problems of heavy foot traffic and severe weathering.

Cabot's decking stains have been especially developed for wood decking, at minimum cost, with minimum upkeep. Decking stains are available in nine colors.

Steel's strength gives rigidity to siding panels and permits the bridge between bulges and curves of existing house exteriors in clean, trim lines. The baked-on acrylie and PVC finishes of Mirafinish steel siding is guaranteed for 20 years.

Painting is not needed and a rinse with a garden hose keeps it clean. Mirafinish acts as additional insulation. Steel siding economy is further reduced by minimizing repair bills on exteriors. Available in 4 colors and wood grain style through dealers.

WRITE: The Merchant Mzgazine,573 So. Lake Ave., Pasadena, Calif. 91101.

Releose Quickly

I-P blackform coated plywood concrete forms, manufactured by Long-Bell, release from concrete quickly, easily and cleanly. A slight pull usually is all that's necessary to separate the form from the concrete. Often the form will fall from its own weight when bracing is removed.

Especially for decking

They are suitable for all types of wood, for new surfaces as well as previously stained surfaces. Stains stand up to weather, are alcohol-proof and detergent-proof, resist cracking, peeling, or blistering. These stains will not rub ofr under extremes of weather and climate.

Cabot's stains are available in quarts and gallons.

WRITE: The Melchant Magazine, 573 So. Lake Ave., Pasadena, Calif. 91101.

Steel Siding

Mirafinish steel 'siding is easily applied to new or remodeled homes, providing a tough damage-resistant siding.

The 48" wide panels are available in thicknesses of 6/s" and 3/+" and in lengths of 96" and 120". Other thicknesses and sizes are available on special request.

WRITE: The Merchant Magazine, 573 So. Lake Ave., Pasadena, Calif. 91101.

Hong Up And Sell

Now in an attractive colol carded packa;e is Hercules Chemical Co's. "swif solder'." Contents of the 4 oz, iar consist of pure 50/50 tin-lead solder, combined with active flux.

Each card has two hi-lo holes for hanging twice as many cards on a hook. Illustrated step by step instructions are printed on the back of the card.

It's also available in r/2,7 and 3 lb. cans and larger sizes. Tubes on cards are available in 50/50 EE grade for electrical and electlonic soldering.

Shipping weight is 13 lbs. p€r carton. Swif solders are also made in 40,260 tin-lead and 95/5 tin-antimony grades.

WRITE: The Merchant Magazine, 573 So. Lake Ave., Pasadena, Calif. 91101.

Reploces Wood

A wood compound for replacement of rotted wood is resistant to mold, dampness, contraction and expansion. It adheres to practically every type of base, including wood, brick, cement, steel and glass, and can be sawed, planed and painted.

Comolete kit

A product of a Dutch firm, the material is based on two component resins which are packed and sold separately. Intended primarily as a replacement for corroded wood, it can also be used to fill holes, wide cracks and seams.

Before the repair work can begin, the rotted part of the wooden structure must be removed completely, leaving only the sound wood. The new compound is absorbed by the contact surfaces with the sound wood, producing very strong adhesion.

Western Lumber ond Building ,Yloterioli ,}IERCHANI

Forms release easily

Each card has 2 hi-lo holes

The product comes in packages of 12 bags of wood compound, 12 bottles of the setting agent, 12 pairs of disposable plastic gloves, a cleaning agent and a plastic pail. Each bag of compound and bottle of setting agent are sufficient for an area of 15 cu. in.

WRITE: The Merchant Magazine, S?3 So. Lake Ave., Pasadena, Calif. 91101.

Founloins Add To Office

Two self-contained fountains by Rain Jet add to the Spanish decor of this corporate headquarters foyer.

Fountains are a frequent focal point in the Moorish castles and plazas of Spain. Present-day fountain planners can provide a rotating colored display of myriad water droplets, a veritable "shower of diamonds."

Each member of the white fir beam is selected and identified for modulus of elasticity (E) and extreme fiber in bending (f) values.

These pieces are then laminated into a finished beam using the Potlatch exclusive electro-lam@ system. Thus the user receives a beam which is marked with accurate strength values. It can be employed in applications best suited to its strength ratings.

rllRITE: The Merchant Magazine, 573 So. Lake Ave., Pasadena, Calif. 91101.

A "shower of diamonds"

Two-tier "Bursting Stars" models (no. 8252-2-3L) have been mounted in a spe- cial enclosure of dark brown and black tlle. No plumbing was needed. Each fountain is operated separately by a 110-volt electric switch on the base of the enclosure. Each fountain bowl is 52" in diameter. The fountain spray is 38" to 42" in height. A wire mesh screen across the top of the bowl assures that the water falling back remains in the bowl and doesn't splash on the tile floor. Lighting is provided by three, 200-watt underwater sealed beam lamps with amber lenses.

WRITE: The Merchant Magazine, 5?3 So. Lake Ave., Pasadena, Calif. 91101.

Reody To Go

Readymade patio-deck from American Forest Products' TW&J Div. comes in ready-to-use patio sections manufactured from clear, 2 x 4 surfaced redwood in four foot squares.

No nail or screw heads show on the face. Finished with special acrylic redwood stain and preservative, the squares lock together to cover any size area with a continuous deck or walkway.

Patio-Deck is ideal for use in landscaping around the home by economy minded home owners, contractors, landscape architects, swimming pool dealers and many more.

WRITE: The Merchant Magazine, b?B So. Lake Ave., Pasadena, Calif. 91101.

On The Beom

Fotlatch Forests announces availability of white fir laminated beams produced us- ing electro-mechanical stress-rated lumber. The EMSR structural wood is tested, piece by piece, in a continuous lumber tester developed by Potlatch. The device includes a computer system for measuring strength values.

Steel Slrop Hinges

Dolco Manufacturing Co. has introduced a steel strap hinge designed for use on wood fences.

Hinges are mounted with lag screws and where possible, carriage bolts. They are 3/16" thick, round edged and 1Y+" wide.

The product comes individually packaged in polyethylene display bags, 12 to a carton. Shipping weight is 37 lbs. They corne in a variety of finishes.

WRITE: The Merchant Magazine, 573 So. Lake Ave., Pasadena, Calif. 91101.

Good Grip

So-Cal Commercial Steel's "double grip" nails come in a variety of sizes and types. They are packaged in 1, 5 and 50 lb. bulk car'f,ons.

In addition to color matched paneling nails, common, casing, finishing and smooth box nails are ofrered. Cement coated, roofing, shingle, ring and screw shank nails and spikes are also available, plus many other types.

Double Grip has a nail for every purpose.

WRITE: The Merchant Magazine, 573 So. Lake Ave., Pasadena, Calif. 91101.

Towoble Forklift

Mifran Boman Corp. has developed a towable forklift truck. The Rinson model 4hls with its built-in towing capability can be used either as a yard truck or on almost any rugged job site.

The Rinson has standard lifting capacities varying from 6,000 to 12,000 lbs. with up to a 30' lift. The construction is a custom built, precision formed one-piece body with V8" heavy steel plate welded for strength with floating drive axles, Seats are adjustable. Minimum ground clearance is 11". The lift cylihder has a chrome shaft with wiper seal to keep dirt out of hydraulic system.

Power steering and power brakes are standard equipment.

Other available features include a lift n,ast that tilts 45 degrees forward to go

Designed with service in mind through a 10' door and still lift 30' also for greater traction on rough terrain when traveling empty.

WRITE: The Merchant Magazine, 573 So. Lake Ave., Pasadena, Calif. 91101.

Cement Floor Stoins

The porous nature of a cement floor and its moisture-absorbing properties are a problem when it comes to painting.

Cabot's cement floor stains are designed to answer such problems, Here, in a choice of eight colors plus black or white, is an oil-base flat finish that penetrates and pro-

Treats cement right tects cement surfaces. Here is a surface that will not erack, peel, or scale, is highly resistant to abrasion and moisture. and will prevent the characteristic "dusting" of untreated concrete floors. Detergents and beverages (alcoholic or fruit juices included) will not mar the floor. They are more satisfactory than integral colors because they can be relied on to give accurate colors without fading.

WRITE: The Merchant Magazine, 573 So. Lake Ave., Pasadena, Calif. 91101.

Archilecturol Vinyl

A new pattern, Stonecrest, introduced by the floor products division of GAF Corp., features marbelized stone chips, set in mortar, make GAF Stonecrest in Luran architectural airtred vinyl a handsome interior addition.

Stoneerest is available in seven colors.

IYRITE: The Merchant Magazine, 578 So. Lake Ave;, Pasadena, Calif. 91101.

Stress rating prccess

Porttlons wanted 25/ a word, mlnlmum 22 words (22 words : $5.50). All others 35, a word, min. 20 words (20 words : $7.00). Phone number counts as one word. Boxed adB $1 extra. Fancy headllne or borders $2 extra. Box numbered ads add 81.

DXPERruNCED in building material and softwood retailing, take-off, credlt administration. Desire manager, assistant manager or assistant to key executive. Detatled reply. Prefer E!,ay area - central Californla wlth stabillty. Excellent health, college, 43, resourceful, Presently employed other field. Reply box 43, c/o The Merehant Magazlne.

CONTROILDR-PaSt 13 years with local hardwood dlstribution yard. wlll relocate. For resume or personal interview, write Box 40, c/o The Merchant Magazlne.

FOR SAIE FOR SALE

1963 Peterbilt-flat bed, truck and traller. 250 Cummlns englne, dual drlve, 4x4 transmlsslons, Equlpped for hauling and roll-off of lumber. Excellent condltlon. Contact Dan Guerln, Guerin Transporta- tlon Co., 1348 No. Grove Ave., Upland, Caltf. 91786 or phone (774) 9a2-9944 (evenlngs).

D.rllnatlon a. to lox in HolD Wantod columnr l! Ddo only (1) to irdi@to bor8 flde mDstloDl qurllllotloDs lor emDloymont whlch u €BDlqyer re- rBdr s m&ubly nffisry to t,h6 nomsl oDo&tio! oa blt brah€88 or @terDriso, d (2) sB 8 conysietr€ to ou BdeE, to let theD hrow whloh tBlUoB ttre rdrEtlrc beurE wotld b6 o,f morc lrtrmt to oDo s thaB uother b@am ot t.h6 Eork hvoly€d" guch d6d&rtt6 should not bo t8k@ to lndi@t€ thst tlrc idrtrttsr btouls or Dracticg uy udswlul Drelorc, Umltltlon, EDcillc&tion or d|sclDhstlon tn emDloy- mst Dractlcer

GIassfifffied Adventfisem@mts

LUMBDE SAIjESMAN, excellent earning potential. Industrial experience. Write Box 39, c,/o The Merchant Magazine.

WE WANT AN(yIIIER bright, young salesman that can sell. If you know lumber and have the drive and determination, you wiU sharply increase your income. This is a well financed and established.dlstrlbution center ln the Los Angeles area. Our employees know of this ad. Write box 42, c/o T}re Merchant Magazlne.

BUSINESS OPPORTUNITIES

FOR SAlE-retail building material yardstore. East-central Oregon county seat town. Sportsman's paradise. Real opportunity for individual operator. Open for negotiations. May assist. Reply Box 41, c,/o The Merchant Magazine.

ALL OB PA-RT of complete LUMBER AND KILN DRYING BUSINESS. SPECiAIizing in hlgh grade clears and timbers. Business grossing $200,000 annually. To settle estate. Contact Lyle Van Patten, 321 W. 135th St., Los Angeles, Californla 90061 or call (213) 321-3681.

FOR RENT

TAHOE CITY new lour bedroom eight bed 2y2 bath, Iaundry, walk beach. $175 week. Box 340, Berkeley. (475) a4l-4731.

Quality lmported

Names of advertlseru u!tr8 a box numlrer can' not be released. AddresB all r€pue8 to box number shorpn ln ad ln care of Tho ilGEohr,nt ffiagazhe, 5?3 So. IrJ.o Ave., Paradenon Oollf. 91101. Derdllne lor copy lr the 20th. To call ln a'r ad: (zltl) 792-409E.

JOENNY T1EE LI'UBEB LOAI)

SIGN PBIN:TTB

Speclallzlng tn danger flags, slde-load slgns, Job card8, etc. John WellePs PrltqnS' LU2 W. 169th St., Gardena, &llf. gu2fiL Phone (213) 676-7522 or 323-7606.

WANTED TO BUY

WANTED3 Any edltlon of Jack C' Dlonne's works "C\rllud Fun" or "LotBa Fun." t'ubltshed in the early 1930's. Must have orlginal cover. wrlte box 69, c,uo The Merchant Magazlne.

Get Results With MERCHANT MAGAZINE CLASSIFIED ADS!

All thafs needed is a Phone call or a short note to Your friends at The Merchant. Let us help You write it. We're here to serve You. Call: (213) 792-3623 or (213) 792'4098

Wericrn [umber ond Euilding Moleriols I,IERCHANT

M]trRGHANT NNAGAZINtr BUVtrRTS GUIDE

IO5 ANGEIES IUIIBER AND I.UMBER PRODUCTS

Al Peirce Compony.......-...,......,.-.---.--......(21 3) 626-5601

Amcrfcqn for6l Produclr, IW&J Dlv..-...(2131 773-9200

Ama.i@n For..l Producft, TW&J Von Nuys(2131 756-7056

Sofp Corcqdc, Unlon lsmbcr R.glon .,....(Zl4)

I (8051 /195-1083

Hubcrg Lombcr 5ol*...--..-.-....-...-...(21 3) 77 5-6107

Hill lumbsr Co., ilqr..........-...........-...{213} l U 4-26'l0

Hoovcr Co., A. t. .--........-...-.-------.---.---..--(2131 283-9074

Huff [umbrr Co. ---..*-.-...-.-1213, SP 3-48/46

Hughcs lumber Scles Co...-.(213) 2,t5-5553 & 211-5810

lon. Iumb.r Co. .....-----......-.......-..-....-(213) AN 9-0674

loilct Dovld E. -.....-...*..-.-..-...12131 Cfi 5-8805

Morquort-Wolfc Lumber Co. --------....(2131 625-1191

Mutuol lil,ouldlm ond lombor €o....-..12131 FA l-0877

Nrth lunbrr Sqh, A. W.-*-*.*.l2l3l 872-1280

Olsood, Inc,, Robed 5. ........-..-...............(21 31 382-8278

Poclflc Flr Soles ....-........--.......------------.---.-.1213) 682-3533

Pcclflc lunbcr Co., Th....-.--....--1213, CU 3-907t

Podffc-lisdlrcn lunbor Cc....--......-.l2l3l SP 3-2292

Pon Arlotlc Trodlng Co., Inc.-.---------.....-.(2131 268-2721

Prtb.rthr tunb.r Co. *-...--...-..12131 tU 3-4!ll

lolondo [umbor Co., Inc.............-...(213) ZEnith 9-8843

Roundr Lumber Co.------------.--..-...-......(2131 686-0917

lccl Iumber Seryice .........----...----.-.-----.-.,(21 3] 232-5521

Slnmont Hordwood lumber Co. .......-.....{213} 723-6156

Simpton Building Supply Co.---..--........-....-,(2131 773-8178

South 8oy Rsdwood Co. ..........-.........---(213) SP 2-5268

3iohl tonbc; Co. -.-..---.*.-l2l3l AN 3.68/U

Slondord lumber Co., Inc. -..-....-........-..(213) 685-4041

Slodlos lunber Co. ........--.....-......-....-...(213) MA 7-6353

summlr lunb6r co. .....---.---..---.-.........----{21 3} 636-57',| 5

Tocomo [umb.r Solcr, Inc. .......-.....--.--l2l3l MU l-6361

fwln Harbon Sclo Gc,..--...-*.-*l2l3l 625.8133

Unlied Whhe. Lumbr Cr...-.-..-.....-(2131 OV 5-5600

Unlt d Stof6 Plyvood Corp---.-...-..,121.31 lU 3-3,1{l

U.S. Plyuood Corp. lGlcndclcl.......---l2t3t Cl 4-2133

U.S. Plnrood Corp. llons lrochl...---.-.-...HE 2-3901

Vcno tumbcr Co. .-.-.*-....*..*l2l3l AN 9-06107

Wmdllns-Nolhon Co. ...............-...--...-.(213) CU 3-9028

Wrycrhocuu Compony -.-..-.----l2l3l 11 8-5451

Wqrchourc (Anoheinl .---.....---.-...-----....(71 11 772-5880

Wright Pr*ltlon Forelt P.oduclt------.------.(213) 877-3088

TTEATED I.UMBER_POTES_PI TINGS-TI ES

Koppqrr Compony .....-(2131 830-2860

frcqt.d Polc Bullder, Inc..........---.--.-.-...17 | 1l 986-1166

A,il I LWORK-DOORS-MOU rD I NGSBUtI.DING MATENIAIS_PAINT_HATDWARE_ETC.

Ametl@n For6i Producl!, TW&J Div, ....12131 773-9200

Bcl-Air Door Co. .-.-....-.....,....-...............(21 3) CU 3-3731

Bcllrcod Cp., The -....-....-......--..--....-.....(213) 629-3511

h.rfr l anufoclurln! Co. .-.-..-*...12131 755-8561

Cqryed Dors, Inc. ..-..-.------.---...-..---(2131 576-2515

Dcft, lnc. ...-.-;.............(213) 775-2329

Grlffln Forsl Producl: ....--...-.-...-.-...17111 193-1519

,otnlon Pct-Dor, Inc. --------.--......-....(21 3) 3,t9-l 971

llcplc Bror., Inc. .........-.....--..-.......-.l2l3l OX 8-2536

Stc-tub., Inc. ...-,.............-.------...-.-....{21 3) 77 4-1 57 1

Slrolf Door & Plywood Corp....-...-.-...(2131 CU 3-8125

SPECIAI SERVICES

lcrkol lrlfu. Co. ......--...-.-..**.-...1213) 875-l163

Cctlfornlo [umbcr Inrgrctlon Srrlcr..-.(2131 NO 5-5431

Chorley'g Fcnce Co. .,.-(213) 338-1529

Cd3l Plonlns rrtlll ...--..-....-....-.-.-..1213) llA 2.ll8l

Cry5tof lonp Porb .---------..-.-.-..........(21 3) 938-37 56

Mqthcny R.nt-A-Skitl ............-----.-.-.....(21 3) 381.5255

NclPst Coo. 1213, lU 3-l!156

So-Cql Comncrciol Srel ...--...-....-.-..-.(2131 685-5170

Sunncrbcll.Spccdspoce ...--..........-----(21 3l 923-0686

tUr*8ER HAl.lDtlNC AND SHlPPttEb.CA*n|ERS

C-Q Tructlng Co. 31 723-6557

[a. lunb!r Houling.........-..-.......--.-..... t2to 596-1555

SOUTHERN CATIFORNIA

Son Bemordino - Rivcrside - Sonlq Anq Aroq

Americon D<orqtive Producls ----.-.....-.....(71 11 623-8317

An.ricon Forcst Productr, TW&J Div. ....(2131 TR 5-1550

8.llw6d Co., Thr -.-.-..(7141 538.8821

Bol:e Cqrcode, Union l,umber R6gion .,-...(7lilt 511-0611

Fmnon & Co., Strphcn G. ..---.-l7llt OR 3-3500

Geolo-Pocifi€ Wcrchour -*---.l7lrtl OV 4.5353

Horbor Lunbct (Al Wlbnl-.---...(714) OV 1.8956

Hobbr Woll lumbor Co., lx--...-.-.-.l7l1l 511.5197

lnlqnd lumb.r Coftpstrt --....--l7lll

SAN FRANCISCO

Amsricon For..t Preducb, lWu Dlv. ....(4151 PR 6-,{200

Boire Cqrcodo, Union tumb.r Rcelon .,..(415) SU l-6170

Dousfor Ffr lumbcr Co.......-.-......-..-...(4t5) DO 2-6027

Forryth Hordwood Co. ...............,....-..-.---.-.-t4l 5l 282-01 5l

Georgio-Pcclf lc Corp. -...-...-...--*...-...(41 51 871 -9678

Hqf f inon ,{ockin lumbcr Co. ...-.---...(4151 167-8110

Hlgginr lumbcr Co,, J. E. .........-...-.......[/al5l V4 4.871t

Hcbbr Woll tumb.t C.o{ 1n3..--.*...-(ll5l Fl 6-6qn

Jordotr Compqni$ ....-...-.....--....-..-...(41 51 312.6081

tqmon lunbsr Co. ...-..-...........-.*....-.(,115) YU 2-1376

Poclflc Lumbor Co.. lhr.---*.lal5l 771-17UJ

Porqnino lgmbcr Co. ..(4t51 421-5190

Rof qndo lumbsr Co., Inc. ....-....--...-.......(41 5l 167 -0600

Sllmorco, fnlsmqllonql -.--.---.(,1'l51 776-1200

Unltcd Stqtar Plywood Corp. .....-....-.....(415) JU 6-5005

Wrndllag.Nothon Cc. .-.-.-*lal5l SU l-5363

SASH-DOORS-WINDOWS-MOUt DI NGS

8U I IDTNG MATERIAIS_PAINT_HARDWARE_ETC. TREATED TUMBER_POI.ES

Koppcrr Co.. Inc. ...-......-...*......-.....-.-.(/tl 5' 692-3330

Wendllng-Nolhon Co, Sutt€r l-5363

SPECtAL SERVTCES

l.dwood lnrp.Gllon Sralcr

GREAIER BAY ANEA

IUTAEEN AND IUTASER PRODUCTS

2-7880

Amsrl@n Fotesl Productr, TWEJ Dlv. -..(4151 SY 7-2351

Arcqto Redwood Co. (Butlintomc) ......-...(,ll51 342-8090 Atklnton.Stutr Co. -*-..-.-.--....-...--..---..-.--345-l 621 Bellwood Co., Thr ..------.---...-...........(408) 356-2600

Sonnlnslon lucber

NORTHERN CATIFORNIA

NNtrRGHAN]T NNAGAZINtr BUVtrRzS GUIDtr

ACIFIC NORTHWEST STATES

WHITE CITY Alder Monufqcturing Co.--.-.......--------...----(503) 826.4088

Amerlmn Fontt Productr, IW&J Div..--..{5O3, 312-5128

U.S. ?lyw6d

,tA 7.2126 Weyerhoeuser Co. .-....--...-.---...---...---.--....(509) KE 5-2462 rAcorvtA Gorslo-Poclflc Corp. -.-..-.-..-..--*...t20e1 383-1578 Wcyerhocuror Co. ...--....-........-...-..*..(2061 383.3361

VANCOUVER lnt'1. Popcr Co./Long-Bell Div. ...........-.(5031 285.1 300 wtNlocK

tholcrlown Cnrp. su 5-350r OREGON

EEND

Srcob.Sonlon .-.-...1503 EV 2-2511

coRvAtus

Con.Fob Equipmenl Co. .....-----.---..-.......-(503) 7 52-29 55

EUGENE

Al Peirce Compony---...-----.--.---...-..,-.---..,----(503) 312-3663

Eug6ne.Willom€lte Iumber Co. ...-..-...-...(503] 345-0l,ll

Fnmorf ForGl Productt --*-.*ltt03l Dl 3.9267

Georslo-Pocif ic Corp. ...........-..-......-.....(503) 315 -1356 cotonADo

COTORADO SPRINGS

U.S. Plywood ............-...(3031 636-5021

DENVER U, S. Plyrood (3031 222-1751

Denver Rclcrye Supply Co. ----.----..-..(303) 292.9090

Georslo-Poclfic Corp. -------.-..............-(3031 623-51 0l

Koppar Co., Inc. .---.-.----..-..-.......(303) 534-6191

Weyarhocurcr Co. .....-..-.........-.----..---(303) 133-8571

tRl{At{t D. tY0uE

Ernani D. Wolfe, wife of Horace E. Wolfe, Marquart-Wolfe Lumber Co., Newport Beach, Calif., died of a cerebral hemorrhage May 29.

She was vacationing with her husband in Lihue Kauai, Hawaii. Mrs. Wolfe was born in 1882 in Lisbon, Ohio.

She is survived by her husband, Horace; son, Sterling H.; grandsons, Sterling H. Jr., Jonathan, and Charles; and one greatgranddaughter, Laura.

IGNI{ETII SMIIII

Kenneth Smith" former president of the California Redwood Assn., died after a brief illness. He was 7?.

A leader in the Pacific coast lumber industry since the 1920s, he retired from the Pacific Lumber Co. in 1968, where he served as assistant to the president, treasurer and vice-president.

' He was a native of Texas and before coming to San Francisco in 1940 he was connected with lumber firms in several cities.

Mr. Smith is survived by his widow, Helen; son, Dr. E. Kennent Smith; daughters, Mrs. Robert Hacker and Mrs. M1'ron Snyder.

WITIARD A. KII{IIEY

Tt/illard A. "Bud" Kinney, founder and active president until 1962 of Western Dry

Kiln Co., Oakland, Calif., died May 22. He was 59.

Born in Honolulu, Hawaii, he learned the custom dryrng business in the Philippines. He was a member of Hoo-Hoo Club 38, the Durant Lodge 268 F. and A. M., Royal Arch Masons No. 36 and Aahmes Temple of the Shrine.

Mr. Kinney graduated from the University of California at Berkeley in 1936. He belonged to Phi Kappa Psi fraternity. A retired U.S. Navy commander, he was a member of the retired officers assn.

He is survived by his widow, Barbara; daughters Karen Emerson and Judith Simpson; grandchildren Heather Anne and Scott; brother Carroll and sisters Aletha Wiley and Katherine Tompkins.

wll.uAit ll. GIRRETSEI{

\Milliam II. Gerretsen, president and owner of Gerretsen Building Supply, Roseburg, Ore., died May 31 of a heart attack. He was 79.

He was born January 13, 1891 in Peoria, IIl. and graduated from the University of Oregon in 1920 where he joined Delta Tau Delta. He was a veteran of World War I.

Mr. Gerretsen was a member of St. George's Episcopal Church, Masonic Lodge, Hillah Temple of the Shrine, and a past commander of American Legion Post 16. IIe was also a past president of the Kiwanis Club and the Western Building Material Assn.

He was a director of the National Boy Scouts and held the Silver Beaver award. He was a member of the Roseburg Elks Lodge 326, B.P.O.E.

He is survived by his widow, Frances;

sons, Gordon and Donald; sister, Hazel Mitchoff and six grandchildren.

,AIIES A. SOUOER

James A. Souder, salesman for Penberthy Lumber Co., Los Angeles, died June 10 of a hear0 seizure. He was 6?.

Mr. Souder was born in New York, N. Y. in 1903. He attended Lafayette College in Pennsylvania. He was with Penberthy for eight years.

He is survived by his sister, Ifazel Dixon; son, John Marshall, and daughter Joan Salsbury.

CIIARTES

DARRELL DART

Charles Darrell Dart, owner of K-Y Lumber Co., Fresno, Calif., died June b. IIe was 68.

He was secretary of the Lumber Merchants Assn. of No. Calif. in L943-45, resigri. ing his position after World War II to form K-Y Lumber with the Iate Walter Krumbholtz. He was a past president of the LMA.

Born in Galt, Calif., Apnl 22, 1902, Mr. Dart lived in Fresno County for the past 36 years. He graduated from the University of California at Berkeley in 1924.

He was a past trustee of the Tehran Shrine Temple and a charter member: a member of the Scottish Rite Bodies: former member of the Clowns of Tehran: former member of the Royal Order Jesters Court 157.

He was also a past president of the Downtown Exchange Club; the Ft. Washington Golf Club; and the Fresno Chapter of Hoo-Hoo International.

He is survived by is widow, Jessie; daughters, Mrs. Mary Hartsock and Patricia Dart and two granddaughters.