it's your inventory . o. Successfui

lion board feet a year. As more homeowners try outdoor living and home improvement projects using redwood, Heddings makes sure that idea literature, the deck, a fence displaY, short lumber projects, other products, and prices in the 1,800 sq. ft. store are easy to see and reach.

Owner Bill Heddings and his eight employees also radiate cheerful reassurance and encouragement that even veteran d-iyers need. "l let customers have their own ideas about what to build, rather than try to sell them on things they don't really like," said Heddings, but all employees spend extra time offering advice and help from designing projects to ordering lumber.

A major supplier of Heddings' 75.000 to 100.000 board feet of monthly turnover is Northern Forest Products, a Modesto, Ca., wholesaler.

This year, with sales of redwood 50% hi$ter than in 1975, Northern has initiated a sales training program for countermen throughout central California who sell redwood. Northern sales representative Charles Conley is visiting 250 redwood dealers and their employees this spring and summer with brochures, idea books, and a CRA film that tell employees about redwood's qualities and uses, to help them know more and sell better.

Late one weekday afternoon, he arrived at Heddings Lumber to show the CRA ftlm, "Redwood Properties and Uses," to employees who were paid overtime to attend the showing after work. Several workers took home CRA literature for ideas to help customers later on.

Heddings stocks mostly green 2x6's, with 2x4's, 4x4's, and 4x6's for special uses. Lumber, 9O% redwood, l0% Douglas fir, is sized on table and swing saws, with the l0% down-fall used for garden stakes, doghouses, aviaries, and mailboxes, some custom built by Heddings employees. Using broadly defined CRA redwood grades, each with its own range of quality, has reduced down-fall.