Merchant Magazine - August 1968

Western Lumber a Building Materials

Manufacturers and distributors of quality wood products for the Nation's construction industry since 1910

of AIIERICAN FOREST PRODUCTS CORPORATION

Fast service, complete inventories for all basic building needslumber, mouldings, plywood, millwork and specialty productsat these convenient Tarter, Webster & Johnson western locations: ln California at Newark, Fresno, Vallejo, Stockton (Stockton Box Co.), Los Angeles, National City, Rialto and Van Nuys. Also Phoenix (Arizona Box Co.) and Hurst and Houston, Texas.

Through ARCO obtain the key to solving your Redwood problemsone quality source for all your Red" wood lumber requirements - Industrial Cut-Stock too! Try ARCO today.

is for I-N-V-E-N-T-O-R-Y

Few of you distributors have thi space or wish to tie up the capital warehousing all the doors necessary to properly service your customers. So, today, Bellwood does it for you. At Bellwood we keep a huge inventory of our quality standard hollow core and solid core doors. With a railroad spur right on the premises, as well as facilities for truck or piggy back, we can move full carloads of that inventory to you in less than a week. We can even make provision for stocking some of your recurring requirements for booksize doors not listed on our regular inventory. And, to fill your needs, we also have on hand a great quantity of prefinished door skins in an extensive array ol stock finishes. You see, at Bellwood, when we say "l spells lnventory". it means the huge one we keep so you don't have to.

THE BELLWOOD COMPANY / 533 West Collins / Orange, California 92669

GUARANTEE Bellwood Ooors are fully guaranteed by the Bellwood Company of California, as set forth in the Standard Door Guarantee of the National Woodwork Manufacturers Association. They meet or exceed the specifications set forth in Commercial Standard CS 171 -58 for Solid-core and Hotlow- core doors. B[1H00D*D00n$ MADE IN ORANGE, CALIFORNIA

Western Lumber a Building Materials

AUGUST 1968

v0LltME 47, ilo. 2

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SUCCESSFUL CONTRACTOR YARD EXPANDS INTO RETAIL MARKET

THE POTENTIALS AND PROBLEMS OF DEALER ADVERTISING

CLUB 3 HITS IT BIG AT BANQUET HONORING OLD TIMERS

COMPLETE BUILDER SERVICE DOUBLES DEALER'S SALES

MORE OF THE FACTS ON 1968 WWPA LUMBER STANDARDS

GEORGIA.PACIFIC PURCHASES ABORIGINE, ROUNDS TREE FARM

MARKETING CONFERT]NCE SPEAKERS OFFER STARTLING OPINIONS

SMOOTH SELLING SERIES-GIVE MORE TO GET MORE

4TH WBMA ANNUAL MARKETING CONFERENCE DATE SET

ANGELS HOME IMPROVEMENT AND DAYLIN READY TO COMBINE

FEDERAL GOV'T. TO LOOSEN REINS ON AVAILABLE LENDING SS

77TH INTERNATIONAL HOO-HOO CONVENTION ROLLS NEXT MONTH

SAN JOAQUIN HOO-HOO HOLDS SUCCESSFUL SPORTS DAY

KOPPERS CONSOLIDATES SAN FRANCISCO SALES OP,ERATIONS

RiehardProduotlonHeckrtan

Clrculotlon l)oparhotrt

Martha Errerv

Martha Ernery

NEPRESENTATTYES

NORTIIEBN CAIITORIYIA & PACIFIC NORTHWEST

Col Wooil, advertising and news, 5 Genoa Place, San Francisco, callf. 94133. Phone (415) 391-0913. San tr'ranclsco Bllltnc Ofltce. 2030 Union St., San Franclsco, Caltf. 94123. Phone (415) 346-6006. so0TllEliN cALrl.'o$NtA

Toal Thr, advertlslng and new8, 573 So. Lake Ave., Pasadena, CaIl- fornia 91101, Phone (213) 792-3629 or (213) 192-40ga. NEW YOBII

Hal K. Porltz. advertltlng and news, 369 Lexlngton Ave., New York. New York 1001?. Phone (212) MO 1-0380.

EDITORTAL OFIICES

WESTERN LUMBER & BUILDING

MATERIAT,S MERCHANT 18 DUb. Itshed monthly at 573 So. Ia'ke Ave.. Pa.sadena, Caltf. gll0l, PhorG <2L3) 752-3623 or (213) 702-400E bv California Lumber MerchanL Inc- Please address all correspondence to Editorial Offices. Secondclass Dostase rates Daid at Log Angeles, Calif., and additional offices. Advertlsing rates upon request.

Subscrlntlon lietos"-U.S., Canada" Mexlco-and Latln Amerlca: S4one year: El - two yeaH: Sg - thlee year-s. orierseas: l&5-one year; $8- two vears. Slnsles coples 50/. BacI( coptis ?51 whdn avallable.

SUBSCBIPTTONS

Cholge of Addrest-Send subscrlp- tlon orders and address changes to Clrculatlon DeDartment, Westerrr Lumber & Bulldlns Materlals Merchant. 573 So. Lake Ave., Pasa' dena. Callf. 91101. Include address label from recent lssue if pos8ible, Dlus new address, zone number or Zip code.

The Morchent Magazlno Serves the members of the:- Artzona Retatl Lumber & Bullders SUPPIY A88o' ciation. Phoenlx; Lumber Merchants- Associatibn of Northenr Callfornia, Los Altos; Montana Buildins Materials Dealers A88oclatlon.- Helena: Mountaln State! Lumbei" Dealeri Assoclatlon, Salt Lake Citv and Denver; Lumber Associatioh of Southern Callfor! nla. Los Anseles: Western Bullding' MaterlalAssociation, seattle. IIIE IIERCHAIII is an independ,ent mxlgaziru publi.sheil nxonthfu for those 'rnernbers of the lumber and build,ing materials industri,es usho need and' want fo,ctual, accurate news Mrl' @n objecti.ue annWsis of wents and, prod,ucts of cow cern to them in busi,ness.

DIRECT MItt SHIPMENTS

lcl from 2 million feet

PHONE: Vlctoria 9-3109

THornwall 2-2784

20 EAST ALAMEDA AVE. BURBANK, CATIFORNIA

More Deoler Ads Needed

FARLIER this year, it was our pleasure to co-u sponsor, with the Lumber Association of Northern California, a contest to judge the efiectiveness of dealer advertising. By so doing we hoped to encourage dealers to do more and better advertising.

The response to the contest was good. It was apparent that many of the entries hai spent their time and money wisely on their advertising and it showed it.

But at the same time, we wondered about those others who show no interest in advertisins or do a ho-hum job when they infrequently advertise. Like so many in all businesses, they pay lip service to the need, think it is vital for the other fellow, but somehow never do a good, or even adequate job of it for themselves.

These are the people we want to discuss here. And don't be too quick to turn the page, you just might belong to that group. Those who see and hear advertising, go out and act upon what they've been interested in by advertising, then turn right around and say their company doesn't need any.

A constant cop-out among non-believers is that everyone knows them, knows where they are. knows what they sell, etc., etc. We think they are living in a fool's paradise, and that's putting ii mildly.

All across the West, there is a constant ebb and flow of people moving from one area to another.

The Greater Seattle area is almost literally awash with newcomers from all over the United States. Denver grows by leaps and bounds from an influx of new people. California continues to gain I,000 new residents each day.

Do you really think they know your yard has been there for 20 years, or 30 or 50? Do you really think they give a damn? You know the answer to that as well ,as we do.

The public, particularly the newcomer, won't go to you. He can't he never heard of you. And if he had, he doesn't know where you are. The only thing you can do is to reach out to him, via advertising.

We are not forgetting your regular customers and neither should you. The same need to advertise to permanent residents exists.

They forget and are distracted and lured away by the advertising of other, more aggressive firms. Recall the old adage that the constantly wooed wife remains constant. The same soes for customers in business. Experts say that much of the new car advertising is done to convince the man who has already bought that he did the right thing. It strives to keep up his enthusiasm so that he will buy again when the time comes.

The successful merchant advertises continuously because it pays him to do so. Don't you think it's time you did as well?

Successful switch sees contractor yard add retail

CHANGING your business over to cope \'/with changing marketing conditions is not, let's face it, one of the easier tasks of management.

But Charlie Dart, who has K-Y Lumber Co. in Fresno, Calif., did just that last Spring when he expanded his contractor yard to include consumer business.

The results were immediate and have continued good as the year progressed, said Darto Lumber Merchants Association past-president, who admits having to relearn this part of the business because of his contractor-oriented background.

Charlie's entire operation is under one roof. K-Y sports a new entrance. And Dart's son-in-law, Jean Hartstock, is responsible for keeping things running smoothly when Charlie is absent with LMA affairs.

Garden and tool sections are at the rear of the store. Many new lines were added, including large wall paneling display, shelving, doors and impulse items. All merchandise is individually priced.

A large checkout counter was built to accommodate big weekend crowds. Dart plans to convert to packaged nails, screws and bolts to eliminate storage bins and gain floor space.

Born in Galt, California, in 1902, Charlie graduated from U.C. in Berkeley and from 1923 to 1929 appeared to be on his way in food management as manager of the dining service at tJle University of California. But in 1930 he left that post to enter the mortgage loan and real estate investment business with Mason McDuf-

fie Co. in Berkeley and thus began a career in commercial and residential construction. In 1933, Charlie became a field engineer for a government agency affiliated with WPA and PWA and 6 years later he was named director.of the Kern County Building Department and was instrumental in starting the use of building permits in that area.

Dart served Kern Countv until 1942 when he joined Bernie Baiber & Asso-

Story ol s Glonce

Streamlined operation captures consumers as charlie Dart's operation puts on a new face when it shifts to retail ... shop learns retailing along with Charlie sales continue to increase.

ciates in Fresno where he became an expert in OPA matters and secretary of the Lumber lVlerchants Association.

Charlie's transition into the supplying of building materials came about in 1947 when along with Beth Pollard he bought K-Y Lumber which had been established at its present l7I0 North Blackstone Ave. address in 1943. "Those post war years presented many problems for lumber dealers," he recalls, 'obut it was also a period which helped bring about a new growth and importance to our industry as the need for housing tracts came hand-in-hand witl peace. However, it's a new ball game now and we sure don't want to get caught sitting on the bench."

t{EW E]{IRANCE flashes the K-Y Lumber banner at consumers. Owner Charlie Dart's son'in-law, J. J. Hartstock, oroudly stalds outside building materials deot. Botto'm three pix show remodeled retail in' teiior with Charlie behind the spacious checkout counter.

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SPECTALISTS lll

REDWOOD

K/D or Green Lumber, Plywood, Split Products, Shingles and Shakes.

DOUGTAS FIR

K/D or Green Lumber, Special Cuttings and Speciality Plywood.

INSUTATING PRODUCTS

Ceiling, Roof Deck and Sheathing.

DISTRIBUTI(|N AilD SERVICE CE}ITERS

ARCATA 707 1822-0371

Stan Eisner

Roger Oilar

Frank Stanger

George Thompson

GARDEN A 2131321-9202

Perley Fisher, Mgr.

Stan Cochran

Lynn Layton

Ray McKendrick

SANTA CLARA 4081 296-0407

Leonard Viale, Mgr.

Ed Blunt

Perry Johnston

Bob Raymer

Bill Scott, Arcata distribution yard supervisor, inspects the redwood Hollywood shakes coming into our inventory. Quality redwood hand split & resawn and taper sawn shakes are one of the many products that Simpson Wholesale Company offers to you in full loads or mixed load shipments to fill your special job needs.

The potentials and problems of deald

rlo MOST retail merchants of all types r toadvertisins" is a normal and consistent segment oI their total selling effort. Some may employ the use of print media -newspapers, magazines, direct mailmore than others 'ruho may use radio and television. No matter what goods and services such merchants sell, there is a common denominator or attitude among them: They fully realize the importance of planning their advertising effort and the consistency of their advertising efiort.

This observation is neither new nor surprising to most retail merchants but I suggest that it is overlooked by the retail lumber & building supplies dealer. And perhaps for a reason which he has never thoughtfully considered.

The lumber & building supplies dealer, historically, has reacted to his sales problems with a "jobber" attitude; he thinks of himself as a buyer and warehouser of goods for which he supplies floor and yard space. Beyond that he provides his knowl. edge, extends credit, and that is about it.

"Selling," to him, was a matter of having stock on hand, easily recognizable brand names, and a convenient location. Advertis-

Slory of o Glonce

Examination and explanation of what the winners did right and wrong in the LMA-Merchant Magazine ad contest. Story is a good collection of make-sense ideas on how you can get more good out of your advertising.

ing at most was the occasional use of point-of-sale and sales promotional materials made available to him by his suppliers.

Attitudes have since changed. The dealer who once was perfectly h.ppy to sell lumber by the board foot will now sell it in the customers' languagg by the linear foot. And he'll talk to his customers in terms of usage rather than grades. He'll do a lot of things, but when it comes to advertising, most retail .lumber dealers ignore the value of

(l) planning and

(2) consistency.

The author, tames W. Cooper, is presid,ent ol Coooer, Daois anil Co., a southern California-baseil aduertising agency hand,ling na.tional and reginuil atcounts. He was one ol the lour judges in the dealer ad,aertising contest co-sponsoreil by the Lum,ber Merchants Association ol Northern Colilornia anil The Merchant Magazine mentioned, in the story, As o lonner retail and, wholesaJe lurnbermnn, Coopens uni4uety qualified to add his aaluable cornnxents to thc subject.-Editor.

Planning is primarily finding the answers to the question oowhat do I have to sell?" Every dealer has certain advantages to ofier, be they in location, parking variety of stock, demonstrations, etc. He must realize the importance of pricing also, just as the supermarket does. He must be willing to stock up on items he can advertise at minimum rnargins for tlle sake of building store traffic to which he can expose all his othcr products and services.

Consistency simply is recognizing what he already knows, that you can't expect to make the sale the first time every time. People buy ideas before they buy products.

They buy the idea that a new paneled wall would make the living room a more pleasant, attractive room; then they buy the paneling. People buy the idea of the pleasure home improvement will give them and then they buy the materials to rnake the changes. They buy the idea that your store is the place to go; then they go to it. Customers do feel more comfortable in a store they have hearil ahout and read about. There is a story pertinent to this point of consistency in advertising. A man once told me that he felt advertising was really worthless because all the volume of cigarette advertising had not motivated him to smoke. He was asked if he ever bought cigarettes for any purpose, to have in the home for guests, etc. To this he answered yes. I then asked him if he had eaer plurchased a brand he hadn't heard of. He said no.

WHO ARE YOU?

That man is just like any other customer of yours--he'll buy a familiar brand, he'll visit a familiar store. To assume that "everyone" in your community ooknows" about you is a fatal assumption. There are whole new generations and families out there who could care less if you've been in business for 4O years or more; they are more concerned with what you've got to offer them today and how you tell them about it.

So please, plan to advertise, establish a firm budget, and then advertise consistently.

The third area in which dealers today fail to get the most out of their advertising dollars is in the physical preparation of their advertising. There are many advertising specialists who prepare advertising for retailers. Knowing what to do is only half the job; knowing how to do it is the other half. Professional help will glve your

Being a thoughtful analysis of one of the dealer's biggest and least understood problems by a man who is uniquely equipped by both talent and training to help explain.

dverf ising

advertising the clean, crisp appearance which will make your message more readable and appealing. The vast majority of all kinds of advertising is prepar"d by professionals and for a very good reasonit is more effective. This is particularly important for retailers who may have limited budgets; professional help will make your dollars work better for you.

Within this frame of referenec, advertising then is a matter of specialized expertise in a broad spectrum of skills. Experience has shown that certain advertising concepts can be relied upon to be generally most efrective and reliable. In reviewing the advertising of four retail lumber and building supply dealers who were winners in the LMA-Merclwnt Magazine ad contests, some of these facets will be discussed.

Category #2: Silvera Lumber Co. Antioch, Calif.

Another example, Silvera Lumber Co., points up tlre importance oL planning advertising. The advertisements t}ey submitted for review featured a bold company signature and prominent display of the various sales features. Th"y were well done. The advertisements drew heavy trafrc and sales were good.

But of particular interest was their statement that 'if all our ads could draw like these di4 we would have no worries."

lnherent in that remark is a failing common to retailers relatively unfamiliar with the principles of successful advertising. One of these is the simple premise that a salesman doesn't always rnake a sale on the first call. He csn goof the first call just as a retailer can run an ill-conceived and illprepared ad. The oumulative :efrect of good advertising invariably pay. ofr. The

retailer who hesitates to plan a consistent program because ttsome" ads pay off and "some" do not should examine the quality of his efiorts closely and perhaps seek professional counsel. Not alJ ads will pull; but experien@ can eliminate those ads which because of concept and form have little chance of success even before they even appear.

Category .f4: Minton's Lumber & Supply

Mountain View, Calif.

A winning example of retail lumber deal. er advertising is the comprehensive program maintained by Minton's. Sensibln they employ the use of various medianewspaper, radio, and the mail. Eurphasis is consistently upon the Minton name and the brand names they ofier. Particularly successful, reports Minton, is their annual "Home Products Show" featured in a full page advertisement. The principle of consistency pays off for Minton. Initiative and coordination are required for a retailer to plan monthly, seasonal, and annual events. Then it requires courage to continue the efiort over a period of time and back it with sales promotion and advertising. The results are obvious: consumer awareness of their store, services" and products. The final result is increased traf. fic and sales.

A requisite of successful retail advertising is the necessity of acguainting employees with the details of what is being done. Even better, their cooperation in planning builds enthusiasm and everyone feels a part of the effort. Nothing is more disastrous than to have a customer refer to a firm's ad and find the employee unaware of what his firm is advertising!

At Yosemite Lumber, ad layout and copy were prepared by the-ir employees without assistance from the newspaper or professional counsel. And they were quite well done and successful in producing traffic and sales. Further, they accept the principle that a "lumber dealer" doesn't have to always sell "lumber" in his ads. A successful ad for Yosemite featured wrought iron products; it was a correct assumption that their name alone would convey what most people knew anyway-that they carried lumber products.

In this there is a pertinent thought which every retailer must consider: What "image" of his company is he creating in the minds of his customers? Many lumber dealers sell. hardware in competition with stores specializing in hardware. Many lumber dealers sell paints and finishes and compete with paint stores. There are always redsons why customers will choose one store over another, and the excitement of new and different merchandise, demonstrations, and special sales are among those reasons.

The wise dealer will not limit his thinking when it eomes to what he will and will not stock; rathero he will be concerned ,fvith why customs"do ceime to him and how ho can acquire more.

Category .f5: Hurbbard and Johnson

Palo Alto & Mountain View, Calif.

In business for25 years, Hubbard &Johnson don't rely upon ooyears in businessrt to stimulate and increase their sales. They have combined physical expansion with a comprehensive advertising and sales promotion program planned in conjunction with them by Schram and Associates, editorial and marketing services firm Ios Altos. Calif.

an in

The Hubbard & Johnson program includes these elements:

r Weekly 3 col.-full ads in 6 local newspapers

o FM radio spots oriented to the in. terests of women

o *Welcome Wagon" programs

o Extensive Yellow Pages advertising

o 4lpage mailed "flyer,, to Z5o00O homeowners

o 50,000 paint brochures mailed (co-op effort with the supplier)

o Special ads oriented to interests of specifiers

o 4-page brochure oriented to interests of industrial & commercial firms . and a raft of other well devised sales promotion features.

The lesson learned from Hubbard & Johnson is not new-it is, like most successful business principleg a well tried and proven concept: You must spend money in well planned efforts to make money.

Consistent advertising, a willingnees t6 try something new, and professiond.licoirn. sel all combine for Hubbard & Johnson to produce succeesful sales results.

Category f3: Yosemite Lumber Co. Fresno, Calif.

3Hjt,'nf:ffiK

56nLD TIMERS" from San Diego HooV Hoo 3 and other clubs gathered recentlf in Oceanside, Calif., for a rousing tribute from the other members.

Prize winner for having the lowest HooHoo number at the event was Merle Baker, oldest old timer.

Claud Gilbert, line coach at San Diego State College, was guest speaker for the evening. Members enjoyed his highlight film of the past season's football team.

Supreme Nine member Larry Owen spoke to the gathering about the Hoo-Hoo Memorial Grove in the heart of the redwoods.

Proceeds of the raffie were donated to the grove fund by the club. Wayne Raney, Sullivan Hardwood Lumber Co." chaired the event.

GUESI SPTAKER was footballer fl) Claud Gilbert. P) Al McAlpine. (3) Harold Brucker. (4) Larry 0wen and Bill 0lmstead. (51 Lyle Siebert and John Collins.

(6) Don 0lsen, Bob Croy and Trino Gonzales. O) Mark Baldwin and Charlie MacFarland. (8) Ty Cobb. (9) Wesley Thomas. And (10) Ernie Mead.

Sales more than double, dealer gets steady builder customers \^/ith complete housing package

"The most difficult part of boosting a $500 builder sale up to a $5,000 sale is for the salesman to make the transition in his own mind. A few years ago, #500 wa.s a big sale. Now, he has to keep reminding himself what we're giving the builder for his $5,000;'

That's Glenn C. Knight, sales manager for the H. O. Seifiert Co., talking. The firm is a Veyerhaeuser Registered Homes dealer in Everett, Wash. The comment sums up the company's attitude toward increasing profits through the sale of addi tional products right along with the basic WRH package.

NO PRICE HANG-UP

Knight says at first it's easy for a salesman to think his competition is going to cut him to pieces because his figure sounds so high. "But we work hard at telling a builder what he's getting for his money and why he's better ofi buying the complete package from us."

Knight points out that from the beginning of the program, his goal has been to sell as many products in the house package as possible.

"We've been able to boost our sales from $2,000 up to an average of about $5,500 per house, primarily by showing the builder that we could save him time by doing the running around that he nor-

mally would do to line up suppliers with the best prices," he explains.

"The builder knows we don't always have the lowest prices on all items, but he also knows we're pretty close. He can forget buying and use his time more constructively for building and selling."

Company president Roy Sievers who, along with his brothers John and Harold, operate H. O. Seifiert, explains the selling concept,

Sfory ql d Glonce

Dealer diversifies, adds products to basic WRH plan saves builders' time by offering total service, more components stabilizes own prices.

oolt depends on servicer" he says. toA few years ago it became apparent to us that we had to get out of the 'stick' business. It was becoming too competitive; we had to drop prices every time we turned around, to make sales. So, we started fab. ricating trusses as an added service for our builders, then we got into the WRH program about three years ago."

Sievers says the advantage of the program is that his firm now ofiers builders a total service other dealers in the area can't ofier. At the same time, H. O. Seiffert says, he gets steady builder customers at stable prices.

KNOW THEIR COSTS

Before trying to sell additional products, salesmen are told to get to know costs. ooWe've got to know the builder's costs as well as he does," Sievers points out. "After that, we can sell the builder on the idea of knowing his own costs; then he knows how expensive it is for him to check prices {rom every dealer on every item."

H. O. Seifiert sales men now do such a good job of servicing builders right on the job site that most of them never come to the yard or fabrication plant, says Knight. o'Builders know us through our salesmen, and the same man calls on the same build.

ers regularly to keep up a good working relationship."

Besides the basic house package, the firm now sells such items as windows, interior castings, molding, shelving, panelirg, doors, particleboard, underlayment and some manufactured cabinets. "We get the builder anything he needs," says Knight, "and we often suggest ways we might help him solve a problem we spot on the job site."

Last spring, H. O. Seifiert also started erecting component shells to help their builders get homes closed in faster and allow them to build more homes a year.

MARKET IS BOOMING

"Boeing is building a huge plant in Everett and the housing market is booming," Knight explains. "It's just a case of who can finish a home and move on to another."

Knight says none of his dozen WRH builders feel the erection by the dealer in any way competes with the builder because Seifiert Lumber is actually serving the builder. "We're merely erecting on a subcontracting basis."

H. O. Seifiert often puts up a house on a comparison basis with the builder's conventionally-built house. "W'e try one to give the builder a chance to look at costs carefully.o'Usually the cost for our erected shell is about comparable to their conventionally-built homes, but sometimes it runs $100 to $I40 more. But still the builder knows he can ofiset this additional cost in the interest he's having to pay for every day he doesn't have the home in sale condition.

"Compared with conventional construction, there's also no time lost because of the weather when components are used. The house is closed-in in a day, making it possible to do inside work without delay," Knight explains.

He says one builder liked the Seiffert erection process so well that twice he's asked the firm to put up houses, lined up his subcontractors, and taken ofi for a two-week vacation. o'He figures it saves him that much time," Knight says.

FIGURING C0STS are Roy Sievers, (left) president of The H. 0. Seiffert Co., Everett, It{ash., and sales manager Glenn C. Knight.

From the "Land of the Sky"; old-growth timber for quality products from Nikkel

Buck,s Lake, shown above, lies a mile above sea level on a ridge between the deep .un'on, of the Feather River's middle and north forks. California's Feather River Country covers almost two million acres of natural watershed and productive timberland in the nortl.ern portion of the Sierra Nevada, lt is known for its high-altitude, old growth timber' Sugar pine, ponderosa pine, white fir and other softwood species grow here at elevations ,p-io S,OOO ieet. Three'Nikkel plants process timber from the area and convert it to dimension lumber, shelving, boards, moulding, jambs and frames'

Home living palterns develop

ffiet's ahead in residential livine {or Americans in the next five years? Tley'll be buying Iarger homes and investing more I monoy in improvements to add personal, distinctive touches to their homes' interiors , than ever before.

Younger, smaller families living in urban if6, areas will be moving to aparhnents in ", greater numbers. And in many families where the head of the household is under

25 or over 65, there will be a growing preference for the economy and convenience of mobile homes.

These projections are from the Armstrong Cork Co. who says that o'although fewer single.family homes are being built today than a decade ago, they are larger than ever before with an increasing emphasis on interiors that are bright, attractive, easy to maintain, and-to a marked degree-

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Edited FOR Westerners BY Westerners, the Merchant is your only knowledgeable source for:

{Merchandising ideds

{ Complete ind.ustry coaerage

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reflect the individual perso:ralities of t}eir owner5."

The report says ttrat about 1.3 million single family houses will be built in 1972, compared to about 885,000 last year.

A typicd home built in 1958 contained just under 1,000 sq. ft. of floor space. Those to be built five years from now will average nearly 1,500 sq. ft.o the report predicts.

There will be a boom in apartment construction by L972, with more than twice the number of high rise and garden apart. ments. For.some persons? the report not€s, apartment living ofiers greater freedom from house upkeep and the opportunity to travel and live a more leisurely life.

NBMDA'Publishes Listing of Producfs Hondled by Members

The National Building Material Distributors Association has recendy released the results of a survey among their 850 building product warehouses showing the major product lines handled.

The association, one of the largest trade groups representing distributors, is made up of broad Iine independent wholesalers. Total dollar volume of the group is almost $2 billion.

The tabulation below indicates the major lines carried in members' warehouses:

Product Category /o of Members handlinE item

Carpeting ---....-.-----.--.-.-12%

Floor/wall tile .--.---------- - ---... "- -."..--.---40%

Guttering ----------------.---.33%

Gypsum products ---------36%

Hardboard .-.-.----.----..-.-83%

Hardware --------------------38Vo

Hardwood flooring -----45%

Insulation .--------. ------60%

Insulation board products ------------74/o

Laminates --------------------49%

Mason supplies --.----------I2%

Lumber ----5L%

Merchant products -------45% Millwork .--....-..-.-....--..-50/o

Paint & sundries .---.--25%

Pipe (plastic, fiber, metal) ------------20%

Plywood ----.....-...-..-...--.7OVo

Roofing & siding -....-.73%

Tools -.--..----. -..-...-.-.-..--.lB%

Windows & doors (wood) -----.----..--49Vo

Windows & doors (metal) ---------.--46Vo

Specialty products -.-..--80Vo

Particleboard .-------.------44%

The membership of NBMDA difiers from some wholesaling trade associations in that all NBMDA members are required to have physical warehouse facilities and maintain a sales force. This makes NBMDA a valuable tool for manufacturers of building products because it provides fast, efficient availability of his products and supplements his own sales team.

Extra information on WWPA Sizes

The American Lumber Standards Committee has announced that the 1968 Western Wood Products Association grading rules have not been submitted to, nor approved by the ALS Board of Ilt:view, and do not conform to the curr()nt American Lumber Standard, SPR 16'53' As WWPA stated recentll. its new grading rules'oconstitute a WWPA STANDAITD not an American Lumber Standard."

Thc new rules contain separate tables o{ minimum sizes for greetr and drv lumber, identical to sizes recommt'nded b,v the American l-umber Standard-. Committee for revision of SPII 16-513. N'Iany o{ the sizes in tho new alternate WWPA rules are less lhan tht, minimum sizes in thr- rurrent American Lumber Standard. These sizes will continue to be shown on grade marks under the new alternate WWPA rulcs. as thcy are currcntly under their 1965 rules. and as requircd under SPR 16'53.

W\\IPA says stress values assigned ulrder their new rules have been developcd in accurdance with new ASTM standards.

Grade marks under WWPA's rrcw rulcs can be distinguished from gradc marks under their 1965 AlS-approvcd rules a's follows:

(l) In the grade mark {or lumber graded under the nerv rules. the mill numbcr always appears dirt'ctly above the WWPA trademark instead of in tlrt: celrter of the stamP;

(2) Where grades have been changed by the ncw rules, the gradc nomenclature is difierent, and is part of the mark (i.e., "No. 1" instead of "Construction");

More G-P Purchqses in No. Colif.

Directors o{ the Georgia-Pacific Corp. have approved the purchase of the Abor' igine Lumber Co. stud mill at Ft. Bragg, Calif., including an agreement for cutting rights to an adjacent 75 million bf. of timber.The price was in excess of $ 100.000.

The mill will continue to opcrate as before and no changes of personnel art: planned, according to a G-P spokesman. The operation becomcs part of G-P's Samoa Div.

The board also approved purchase of Rounds, Inc.. a Nlendocino County tree farm in northern California consisting mainly of llll.000 acres oI merchantable timber plus a 3,400 acre tract of re'growth timber.

'l'he purchase calls for an exchange of Ilounds' assets for $10 million in Georgia' Pacific common stock.

(3) X'Iany of the new grade marks will contain symbols designating joist and rafter sPans;

(a) The grade mark for unseasoned lumber dressed to green sizes in the new rules u'ill include the designation of "UNSD" in addition to the size.

New sizes are being published in response to an obvious demand. They have been accepted for some time bY Fed-

eral Housing Administration, Defense Supply Agency and numerous building jurisdictions.

Nominal 2" thickness will be finished to not less rhan IYz" when dried to I9/o or less moisture content. and when fin' ished in the unseasoned state it must be not less than I-9/16" thick.

The sizes adoptcd are the same as those approved by 93/o o[ users in construction, as polled last year by the U.S. De' partment of Commerce, WIil''PA officials poirrted out.

New grade designations and configura' tion of the grade stamp itself will make thc changed grades readily identifiable.

distribution forest cha nges

Conference emphasizes need for dynamic in product

"Every lumber company that has stuck to the basic lumber industry-be he manufacturer or distributor-has either gone out of business, bankrupt or sold out to a more sophisticated conglomeration which does not sell lumber as such, but a product that will fill the need of the buver. the customer and the housing industry, whether it is a five foot shelf-board made in wood, flake-board, aluminum, plastic, steel or any other material."

RETAILER'S ROIE

Those were the words of Max Ratner, president, Forest City Enterprises, CleveIand, Ohio, spoken at the Fifth Annual Forest Industries Marketing Conference, Eugene, Ore. Emphasis at the conference was on the distribution of forest products, in which the retailer plays a key role. And in his role, the retailer's survival depends on his ability to compete and grow.

Ratner went on to say, o'Our retail distribution stores, to survive, had to expand the product line into related fields catering to the home owner.

"The annual statement from the largest lumber firm in the industry reveals that in the last ten years, they have changed their mix ftom 75/o in lumber and 257o otlrer fields, to 25% lumber and 75/o other fields," he said.

TAIK THEIR TANGUAGE

Jerry Callner, president, Bonanza Home Center, another speaker, said, "Some thirty years ago my father, who was a pioneer in the retail building material business, said to me, 'If you want to make a success of the retail lumber and buildine material business. you must lorget you aie a lumberman.' His philosophy was that you must learn to talk the language of the consumer, you must satisfy his needs . . and you must try to fit in with his normal retail buying habits."

Callner went on to point out, "Little is done by the manufacturer to assure that his item, which was carefully created and manufactured, is properly sold by the retail salesman to the consumer. I suggest programs be developed by the manufacturer with the eid of the retailer to insure that tle retail salesman be instructed thoroughly in the product, and be inspired . .

"One of the prime ingredients that has contributed to the great revolution in re-

tailing is the understanding and use of advertising and promotion. Unfortunately, those servicing the retail building material dealer, with some exceptiong have not kept pace with others serving the same general retail industry. In considering the proper o'sell" that must go into advertisit g "opy, I heartily suggest* that more consideration be given to the actual product being sold rather tJran the manufacturer's company name and trade name.

'oMuch of the literature produced-today is far too technical for the do-it-vourselfer. some is too sophisticated and h" has trouble relating to it, and so much does not answer

Sfory qt o Glqnce

Success means adapting to customers' needs business as usual can mean going belly up . , conference accuses parts of industry of lagging behind.

the simpler, elemental questions t}at he must have answered before he considers the purchase of that item. Retailers receive much o{ this type of literature and it is usually thrown out or put on counters or literature racks, there to stay for months to come."

Clark Johnston, director, sales and merchandising, Pope & Talbot, Inc., Portland, Ore., told the conference tha! "forward integrations that have swept the industry at all levels since 1950 show little sisn of slowing. This coupled with the "*o"rJ ""r- nomic pressures at the mill level in 1966 and 1967 and soaring log prices during the same period, have reduced the number of suppliers even further.

THE BUYER'S MOODS

'oWhat is the answer to preservation of our existing system? The dealers, and there are hundreds of examples, who have anticipated the changes in buyer's moods, who have modernized and updated their operations, who have geared their market. ing programs to use the many tools aveil. able from all sources have shown increased growth and rising profits. They have become modern merchandisers.

"The- successful producerg steeped in years of traditionalism, where the marker ing function was simply a distosteful by-

product of production, have recognized that their place in the market has to be justified with quality, service, packaging and customer orientation," said Johnston.

R. H. Moore, director of procurement, Weyerhaeuser Co., pointed to the trend among larger firms to manage tleir distribution straight through to the final user, detouring intermediate firms that contribute to insta-bility. He said nearly 1O/s of hjs company's business is done using yearly sales and supply contracts. The contract aims at controlling the shalp rises and drops in price that characterize the industry. Moore said some large retail firms are reversing the process, making contracts for the supplies with producers.

John L. Kistler, national merchandise m-anager, building materials, Montgomery Ward, pointed to a revolution in b;ildins materials retailing. A monopoly on thi number of tradesmen admitted to trade unions as a result of unrealistic membership quotas could lead, he felt, to rises in cost of production, with subsequent development of methods and products which use less labor. Competition for available tradesmen results in rising construction costs. Transportation costs force a change in buying and distribution.

GRIPES ABOUT MITLS

Also heard during the sessions were these sentiments. "The main gripe or comment that most of the mills had about the wholesaler was that some of them are not knowledgeable about the mill's production and also not knowledgeable of the capa- bilities of the mills. We have instances of wholesalers calling the same mills over and over again asking them for 22, and,24' dimension when the mill produces up to 2U," said James Shaw, president, SLawMickelson Lumber Co.. Medford. Ore.

"Now as to the mills improving their relationship with the wholesaler. Ali I can honestly say is to try to 'ship on time,,,' he concluded.

C. M. Snavel], president, Germain Lumber Co., Pittsburgh, Pa., stated, ,.[ was of the opinion that the significance of the wholesaler was diminishing, unless he did some vertical integrating and so forth. I've changed my mind. I am convinced that he doesn't have to do any or all of these things to be an important iink in tJre distribution chain."

SOCK-IT-TO-EM

@Rules'68lx, Grade Ghange Guide

Grading rules have changed! On July 1, 1968, new simplified Rules'68 were put into effect by the Western Wood Products Association, quality control agency for about 40/o oI the nation's softwood lumber production. These new rures have far reaching impact for everyone connected with the building industry. All major improvemfnts and changes are summarized in this "Grade Change Guide."

The change-over period which began July 1,1968, will allow manufacturers and dealers a sufflcient time to dispose of stock already in inventory.

Tradition has given way to technology. Rules'68 are the flrst lumber grading rules in the industry to embrace the latest technical findings of the U. S. Forest Products Laboratory, as expressed in the standards of the American Society for Testing and Materials.

Rules'68 mean lower building costs because of more specific tailoring of product to span requirements and faster on-site identification. (See Span Coding).

1lrnorinn c+^^king, and supplying are all vastly simplified. In addition, species variety is relatively unimportant since span codes give recommended uses for many applications in house construction, Flarron cnonia" covered by the Rules are: Douglas Fir, Ponderosa Pine, Western Red Cedar, lncense Cedar, Western Hemlock, White Fir, Engelmann Spruce, Western Larch, Lodgepole Pine, ldaho White Pine, and Sugar Pine. Species combinations usually shipped together are also covered.

Anrong $e most importrrt draneps ln RrJesbS are:

l{er WWPA Stadads:

Board Grade liimplification. New simptified rutes for board grades occupy only eight pages, compared to over

Related eeen.Dry Sizes. New sizes for dimension 60 in the old Grading Rules book'

lumber are those recommended in 1967 by the American Lumber Standards Committee, Nominal 2" thickness will be flnished to not less than 1%" when dried to 19% or less moisture content, and when flnished in the unseasoned state, not less lhan 1n/,a" thick. Dry boards may be manufactured to %" thick-unseasoned, 254.".

Widths ol 2" and thinner lumber will have a similar

relationship:

t{ew Grde OesignaUons! In framing lumber, numbers replaced name grades, except for the top grade, Framing Grades are now: Structural, No. 1, No, 2, No. 3, No. 4 (replacing Select Structural, Construction, Standard, Uti ity and Economy).

Stardardizatiil of Grades. For any specific framing lumber grade of any species, the knot sizes, slope of grain and other grade limitations are the same.

Speciles Grupings. western framing lumber species listings are reduced by a new combination to be stamped "Hem-Fir." This stamp covers Western Hemlock, several true firs, and that Douglas Fir which grows in Arizona, Colorado, New Mexico and Utah. Several other species groupings are also included,

l{ewTedrnology in Grades:

Based on ASItt WWpA's Grading Rutes are the first rules in the lumber industry to embrace the latest technical standards of the American Society for Testing Materials (ASTM).

Wodilg Stresses Applicable working stresses computed in accord with ASTM standards are shown for the flrst time for all 11 western species covered by WWPA's quality control program.

Fttll-t€ngth Grading. Fu I - | e n g th g rad n g w | a p p y to all stress grades of 2" lumber, allowing users to cross-cut a long piece and retain the same stress capability in the shortened piece.

Strcss Grades. Stress grading will extend to all Structural, No. 1 and No. 2 dimension lumber 6" or more in width, to Structural grade in 4" width, and to 2 x 4's in the Light Industrial Framing category.

Span Goding. The new span code method utilizes a letter designation in the grade stamp itself and is related to a condensed WWPA span table for joists and rafters. This enables the designer and builder to read the maximum span directly from a unified table which relates the effects of width, grade, species, moisture content and related dryunseasoned sizes for 2" lumber.

For example, a typical grade stamp looks like this:

\2?

TYPIGAI GRADE DESCRIPTIOI{ I{UIIBER (Alrays Foc Df,gits)

A t\ 4 (a , Last Digil +V , I'l t- Assisned

Llgnt Framlng a a tO Urade (Maior Section) | (Paragraph wiihin Section)

L-Ll2 ORY

tWrrn, :f Y9J-E n-r

The letters shown on the grade stamp correspond to letters in the appropriate table, quickly guiding the user to a maxlmum span for a speciflc use under selected load ing conditions. In the Floor Joist table shown, the J series letters appear in column headings. The R series letters appear below in separate rows for 8" and 10" widths.

Based on the grade stamp shown, suppose the problem is to flnd the maximu m span for a 2 x 10. The J -E on the grade stamp directs the user to the J-E column in the table, The R-F on the grade stamp directs the user to the R-F in the table (in the J-E column) which gives the maximum span of 15'3".

ALIOWABIE SPAI{S FOR FLOOR IOISTS 40 psf Live Load,16-inch Spacing

GENERAL SCHETIE OF PARAGRAPH ilUiIBERI}G

Introductlon

J.10 ) rol

5.60 )

Selects and Finish

Special Red Cedar Rules

Boards

Up to 4" Wide Framing

Miscellaneous 4" to 6" and Wider

6" and Wider Framing

Beams and Stringers

Posts and Timbers

Factory Lumber

Lumber Design Values

Measurements of Characteristics

Defln itions

llew'Speed-Use" paragraph system in Ruhs'68. All grade descriptions are assigned four-digit numbers. The introduction, including general material applicable to many grades, is assigned three-digit numbers. Lumber design values, measurements of characteristics, and definitions are assigned five-digit numbers.

For example, the number assigned to Light Framing is 40.00. The 40 denotes 4" wide framing material. The number 40.10 is assigned to the Structural grade, the top of the line, and 40.11,40.12,40.13 and 40.14 are assigned respectively to the No. 1, No. 2, No. 3 and No. 4 grades. In a similar manner, the 60.00 series is assigned to 6" and wider framlng material. The two digits following the declmal point always denote a grade description-as shown in the diagram.

lf your job touches any phase of the lu mber nd ustry-man ufacturi ng, arch itectural, builder, wholesaler, dealer, codes, government or other-add this important Rules Change Guide to your reference file. lt covers the newest and most important refinements ever made in lumber grading rules,

Three-digit numbers apply to general provisions affecting many grades. Included are measurement, tally, moisture control and re inspection,

Four-digit numbers apply only to grade descriptions. Five-digit numbers apply to technical material and explanations.

Tables Numbered 1 to 10. Lumber Abbreviations Not Numbered.

by George N. (ohn, Morketing Consufionl Cort?,thr-C.orgc N. Kahn

You Must Give More To Get More

Don't bother reading this if You are delivering gasoline to service stations. It won't interest you.

The driver o{ a gasoline tank truck has a rather uncomplicated arrangement with his customers. He simply rolls up to a sta' tion, replenishes the pumps and is on his w"y. Th"." is no salesmanship-no prob' lems. It's strictly a maintenance operation.

But for the rest of us, selling is a great deal more complex. Between the salesman and the buyer there must be trust, confidence, rapport and, above all empathythe ability to put oneself into the other guy's shoes.

Hit and ,run selling won't do. If you want to get more from your customers, you've got to give more.

THE UNSETFISH ATTITUDE

More unselfishness is needed in selling today. By tlis I mean the knack of seeing the buyer as a human being with prob' lems, not merely a way stop on your jour' ney through life.

You must see him as a mh'n with stafi and tax problems, budget troubles and perhaps even domestic irritations. If he is to make a decision in your favor, you should know what makes him tick.

To accomplish this you must put your' self in his place. What would you do if confronted by his problems?

YOIUNTEER "OFFICE BOY'

One of the highes! paid o'office boys" I ever knew was Art lVall, salesman for a drug manufacturer.

Most of his customers were drug wholesalers and Art was always ready and will. ing to help them with their problems. This extended well beyond the usual assistance a salesman gives a buyer in displays, merchandising ideas, etc. Art would actually per{orm physical labor for the customer if the latter needed it.

As a joke, Art had cards printed which read:

sincerity. On one occasion a customer's stock boy had quit suddenly, leaving the stock room in a mess.

Art took off his coat and went to work. In a couple of hours he had the Place straightened out.

While in the stockroom,' Art noticed that the customer was out of a competi' tor's product. He pointed this out to the man and advised him to restock. That was really empathy! But that was Art's method and he was known for it.

The appreciation of his customers even' tually made him a rich man. His success came because he thought of his customer's problems the way they thought of them. In short, Art put himself in their place.

There was an added dividend. Art spent so much time in wholesaler's stockrooms that he became an expert on the inside part of the business. In several instances he served as a consultant to the industry.

All of us have inner needs which appearances often mask. The big executive with the jutting jaw and forbidding manner may be seeking approval of his underlings. The laconic prospect may need only a word or two to open up to a salesmanproviding they are the right words.

The successful salesman tries to discern these needs and turn them to his advantage. This requires a close study of buyers-their habits, likes, dislikes, moods and eccentricities. This also involves empathy.

Clint Selmers studied psychology in college and after. He learned a great deal of what motivated human beings and how their emotions sometimes governed them.

As a food machinery salesman, Clint observed prospects and customers with an almost professional eye.

If a buyer's desk was neat and tidy, he would tailor his presentation so that there was no excess baggage. Clint's reasoning went like this:

"[f I were a buyer with a neat orderly desk I would probaily want to hear a neai orderly sales talk.o'

tered desk. This indicated to him that the talk could ramble a bit or that anecdoter could be tossed in.

With a prospect who wore a $250 suiq, Clint stressed quality over price and kept his presentation on a very high level. ':

"I knew there would be no point in get- :r ting into a price cutting contest with the competition as far as this man was ooncernedo" Clint said.

Clint didn't guess right all the time,zbut he was on the nose enough to make him ' one of the largest producers in his indrlrtry. He did it by placing himself in the other man's role and then figuring out what he would do under the circumstances.

PERCEPTION PAYS OFF

There are many opportunities to be perceptive in selling but many salesmen miss them. This is not a matter of education or 'l even intelligence. It's simply a question o{ using your sensee-particularly your eyes and ears.

If you're smoking and the buyer flicks on the air conditioning or opens a window, that should be a warning signal for you.

Perception requires awareness, You can't leave part of your brain at home and expect to meet the demands of selling. Keep awake; keep alert.

Do you give enough of yourself in your relations with customers? Do vou see his point of view and act accordingly? Here is a lO-point quiz to help you answer these questions. If you can answer "yes" to at least seven, you are giving as well as getting.

l. D99s. it occur-to.you that.the buyer has problems which may affect his buying oeclslonsl Yes D t{0 E

2. D_o Vo-u try t0 put yourself in the buyer's place? --..-...-.... .....Yei tr No tl

3. Do you serve the customer in the spirit of service rather than in expectation of a reward?

4. Do you notice habits or peculiarities, in buyers that may give you a clue to their preferences?

5. Do you act on these observations?

Itt n No' E Yestr NoE

6. Do you ever -volunteer your services to a buyer even though it delays or inconveniences you? Yes ! No D

7. Do ygu notice the furnishings 0r decor of a buyer's office? Yes E No D

8. Would this give you a clue to his personality or preferences? Yes E No []

9. Do you practice observation while off the job? Yes tr No E

Clint used a difierent approach with a customer who might have a sloppy or litREPRINTS FOR SALESMEN, this is a condensed ver- Georgo N. Kahn Co,, Marketlng Consultants. Sales Train- 10. The ComDetition sion. Each lesson is available itr an- expandF:d form, lp- a 14S -Diylsjon,.-Department TP, 212 Fifth Avenue, New 11. Taking A Risk 4-page brochure, size iy2,ill, printed in 2 colors on white York, N.Y. 10010,

"The world's highest priced ofrce boy.n' But there was nothing funny about his

19. How To Dislodge Prospect F rom Existing Supplier in an expanded form, in a white glossy paper and is 3-hole punched to fit any standard 3ring binder. Each subiect in this exDanded version is fully Ey2,ill, white 10010. fit 3- When ordering, please mention The Mqchant Magzine. subject expanded fully Listed here are the titles of the first 24 lessons ln tlle and completely developed in comprehensive detail and in- "Smooth Sellitrg" sales Training Course.

12. Playing The Short Game , !^rruE euPvuvr

13. selling An ldea 20' Makincerssalesmetr mnprehensive and in- "Smooth Course. cludes a self-examination quiz for Salesmen. Pric€s are as l. The Salesman is a follows: V.I.P.

6. You 6. You Are A Goodwil '' s-"lJ.rii-". foo--'-"-

15. The

7. Closiirs ihe Sale man

8. How To Set Up An 16. Samples Can't Talk To Get More 1(X) or more copies (of each article).......--.----25 cents each 4. You're On Stage fnteryiew

Arc

14. Buying_Committees Are 21. Repeat Or Here To Stay Actiaentat --i-iJ' s copies (of each articte)-...-.-...-.---.-..-50 cents each z. aiE You A Salesmaa? '' SaG;;;; foo--'-"* The Automated Sales- 22, Room At The Top'.1,. 10 to 49 copies (of each article)--..-.----------37r5 cent3 each 3, Get Acqualnted With Closiirg ihe Sale man 23. You Must Civc Mora.' 50 to 99 copies (of each article)............--,..-..30 c€ntE each Your Company

17. The Unexpectod lJtter 24. Running Into thc Rtd*: The entire series may be pre-ordered or indiyidual articles 5. You Can't Fire With- 9. Resting Betwe€n

18. Ptospect o! Pedsh Buyer may be ordered by number address orders to the out Ammunition Rounds

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

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

Hemlock Studs from Worrenton Lumber Co., Worrenton, Oregon

Hemlock Dimension from Westport Lumber Co.. Westport, Oregon

GALENDAR

AUGUST

'Western \Yood Moulding Producers Assn.-August 8-10, annual meeting, The Miyako Motel, San Francisco, Calif.

Oregon Log Trucker" 4ss1.-r{ugust 17-18, annual convention, Marion Motor Hotel, Salem, Ore.

Los Angeles Hoo-Ifoo Club 2-August 23, monthly meeting, Cali- fornia Country Club, Whittier, Calif.

San Joaquin Hoo-Hoo 3l-August 23, annual concat, election of officers & barbeque, Kingsburg Gun Club, Kingsburg, Calif.

SEPTEMBER

Western Wood Products Assn.-September 10-13, semi-annual meeting, Hilton Ilotel, Portland, Ore.

Western Building Material Assn.-September 15-17, 4th annual all-industry marketing conference, Ocean Shores, Wash. All phases of business invited. Golf tourney.

California Redwood Assn.-September 16, annual meeting, Eureka Inn, Eureka, Calif.

I{oo-Hoo-Ette Club G-September 19, annual brewery party, Pabst Brewery, Los Angeles.

Red Cedar Shingle and Handsplit Shake Assn.-September 20, annual meeting, Olympic Hotel, Seattle, Wash.

Ifoo-Hoo International-September 21-25, annual meeting, Westera Skies Motel, Albuquerque, N. M.

American Ladder Institute-September 22-25, fall meeting, Broadmoor Hotel, Colorado Springs, Colo.

Annual Lumbermen's Gclf Tournament-September 27, Riverview Country Club, Redding, Calif.

San Joaquin Hoo-Hoo 3l-Septemher 27, annual valley frolic Fort Washington Golf and Country Club, Fresno, Calif.

Northwest Hardwood Assn.-September 29-30, annual convention, Jack Tar Hotel, San Francisco.

National Hardwood Lumber Assn.-September B0-October 2, annual convention, The Fairmont, San Francisco. Calif.

OCTOBER

National llardwood Lumber Assn.-October 3-7, over.

National Hardwood Lumber Assn.-October 3-13, convention tour.

Las Vegas stopHawaiian post-

'Wood Products Assn. of llawaii-October 7, board of directors meeting, Honolulu, Hawaii.

Western Building Material Assn.-October 7-8, store planning and merchandising clinic, Bowman's Mt. Hood Golf Club, Wemme, Ore.

Southern Oregon Timber Industries Assn.-October 11, meeting, Rogue Valley Country Club, Medford, Ore.

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

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

A. W. N ETH, Lumber Sales Southern

DANT & RUSSELL, Inc.

Ilome Manufacturers Assn.-October 13-16, annual convention, Caesars Palace, Las Vegas, Nev.

American Plywood Assn.-October 14-16, fall meeting, Sheraton Motor fnn, Portland, Ore.

Hardwood Plywood Manufacturers Assn.-October 16-18, annual fall meeting, Century Plaza Hotel, Los Angeles.

Northwest fimber Assn.-October 18, quarterly membership meeting, place to be announced.

Pacific Logging Congress-October 28-30, meeting, Portland llilton Hotel, Portland, Ore,

National-American Wholesale Lumber Assn.-October 30, area meeting, Jonathan Club, Los Angeles. Open meeting, members and guests.

ASK INLAND ABOUT NASSAU lN'69

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

Weslcnr Lumbcr & Building lloteriols MTCHANI

Kimberly-Glark's "fast draw" delivery iust prevented another hold-up in Abilene

Meanwhile, back at the branch ' ,

Kimberly-Clark delivers faster because we get orders produced and rolling fasteg ...thankstoahighly eff icient, com puterized order-processing and manufacturing operation.

Our location, on the SP mainline and lnterstate 5, speeds things up, too. Lets us load and ship days sooner. (Like overnight delivery to California markets, for example.) And once an order's on the road we don't forget it. Traffic experts "ride shotgun" on every shipment-to Abilene or anywhere in the country-guarding against transit delays; making certain your lumber and millwork arrive on schedule. lf poor delivery schedules have got you under the gun, give it some thought. Maybe your brand should be KC.

Kimherlq,Slerk

(California Lumber Division)

BINSON CRUSOE was the original optimist. Things looked bad for the old boy, but he didn't kick or whimper. Crusoe used his head. He studied the situation all over, and then he said, "I have it-I'll advertise!"

Think of it! He was a thousand miles from nowhere. The possible readers of his ad were only a few every several years. It was hard times, money depression, bad condi:ions, all rolled into a lump. But Crusoe didn't let that stop him. He flung his shirt at the top of a pole, on the highest point of his island.

His first ad brought no returns. But he didn't quit advertising. Not Robinson. He changed the "copy." Put up another shirt. And he kept on doing it. And finally he got a ship-by persistent advertising.

A janitor got a job around a college observatory. One night he noticed a fellow get under the big telescope, change its line several times, finally glue his eye to the glass-and just then a star fell.

t'Mister," he said, "I thought I'd seen me some gunmen in my time, but I nevah knew there was anybody in your class."

"Fools ask questions that wise men cannot answer," said the teacher.

"That," said little Johnny, "must be why I failed in my exams."

BY JACKDIONNE

r882-1966

A farmer brought some produce to the city and sold it. Thought he, "I'll surprise my wife." So he bought a suit of clothes, a hat and a pair of shoes and put them under the back seal. On the way home he stopped at the river, took ofi his old clotles and threw them in.

Then he looked under the seat for his new clothes. They were gone! Finally he climbed into the buggy and said, "Giddap! We'll surprise her anyhow."

HERE COMES THE JUDGE

"Prisoner, have you anything to say before you are sentenced?"

"Only this, your honor. That I'd be mighty sorry if the lawyer you assigned me was ever called upon to defend an innocent man.t'

Two little boys in Atlanta were discussing the arrival of a new baby in the neighborhood. One of them said, "The stork brought a baby in there this morning."

The other said. "Stork nuthin! It was the milkman. There he goes now and it says on his wagon, 'Families furnished every day and twice on Sundays.'"

When it goes in u "u, i'. . *rnr"J"r-but when it goes in a ship it's a cargo.

wil/0m@ ffiffiffiwffim

We, at ibmc, are constantly striving to better serve our many friends and cus. tomers with high quality control, prompt shipment, competitive prices, and attention to detail. We continue to value your confidence in ibmc and are vigilant in our desire to offer the finest products and services available.

We have, since 1947, continuously expanded our manufacturing and shipping facilities in order to supply our customers with complete lines of Redwood products.0ld Growth Del Norte County Redwood manufactured into Kiln-dried Finish in Bevel Siding, Boards and Dimension is our specialty. We offer all grades of Common, for yard use, and regularly ship mixed cars.

Shipments to all points in the United States, as well as Export markets, are easily and efficiently scheduled through our Traffic Department. We are available at all times to discus your requirements and hope that you will give us the opportunity to serve you in the very near future,

Manufacturdrs and Distributors of Redwood Products

WBMA Morketing Conference

The 4th Annual All-Industry Marketing Conference sponsored by the Western Building Material Association will be held September 15-17 at Ocean Shores, Washington.

Dealers, wholesalers, manufacturers and allied trade associations are invited to exchange marketing ideas, become better ac' quainted, enjoy the golf tourney, deep sea fishing or just plain relaxation, at the beautiful resort community.

Sunday is check-in and registration: start 1:00 pm. A briefing assembly for all participants will be held at 5 p*., followed by a get-acquainted no-host cocktail party at six.

Monday will be devoted to a salmon derby, golf tourney for both men and women and a tour of the area. H. DeWayne Kreager, business consultant, will be the featured speaker that night. His presentation: "The Outlook for the Building Industry in the Northwest Economy" will be followed by a questions and discussion session.

Tuesday begins with a group breakfast and report bv Ansel E. Hyland, WBMA past president, on the recent industrywide open house promotion in the Eugene, Oregon area. Participants will then be assigned to small discussion groups, with

each grouping to include dealero wholesaler, manufacturer and association representatives for an effective cross-section. Some of the subjects are personnel, sales training, incentives, operating results survey. Emphasis will be on tlle industry view point and a down-to-earth exchange of problems and ideas that will create a better understanding among all industry factors.

Loren F. Dorman, executive vp,, National Lumber & Building Material Dealers Association, will be the featured speaker at the Tuesday luncheon. The conference will be concluded with a climax dinner, reports of discussions by the group chairmen and the presentation of fishing and golfing awards.

Contoiner Shipping Looks Good

Use of flat rack containers for intermodal shipments of fancy hardwood plywood from Japan is proving highly successful.

A large shipment, necessitating three flat racks, was unloaded from the Matson Lines container ship Pacific Trad,er in perfect condition, reported John Osgood of Robert Osgood, Inc., the consignee.

The vessel arrived at Matson's Wilmington, Calif., container yard June 29.

All concerned with the shipment, second of its kind from Japan, were reported

G-P supplies thewest coostwfih oll species

Weslern Lumber & Bulldlng tloferiols ,$EICFANT

pleased with the excellent outturn and the speed of delivery compared with conventional shipping.

Flat rack containers will be. used for {uture shipments as much as possible, Osgood said.

Matson started intermodal freight container service between the Pacific Coast and the Far East last fall.

Angels Yq'rds Merge with Doylin

Acquisition steps are underway to merge Angels Home Improvement Centers of El Monte, Pomona, and San Bernardino, Calif., with Daylin, Inc., one of the West's fastest growing companies, according to Sidney Kline, Angels president.

The Angels Co. will continue as a division of Daylin, Inc., Kline announced, with rapid expansion planned in key cities in southern California.

Kline forsees the possibility of five new Angels do-it-yourself centers per year, during the next five years, as part of Daylin, Inc.

Daylin, Inc. recently merged the two Bonanza Home Centers into their operation. The stores are in Campbell and Sunnyvale, Calif.

Daylin, Inc. expects sales for the 1968-69 fiscal year of about $78 million.

Most of what goes into a building is lost on prisingly low additional cost. the average buyer. Try as he may he simply can't Few materials offer the practical advantages see everything there is to see. That's why it's red cedar does, either. Things like complete important to put products of recognized quality weather resistance, maintenance-free perform-

where he can see them.

Red cedarshingles and shakes,with theirevocance, natural insulation, remarkably light weight. Next time insist on a product that will best

ative textural patterns and' natural warm.4*os*'*e'oucxo'onreflect your good taste and dependability. earthy colors, fit the bill perfectly-addino i- Jg- u2 Pick the real thing-red cedar shingles an extra measure of desirability at u rrr] a^SWS or handsplit shakes. 'rr""rrrr,rr

Motel-Portland, Oregon Architect: John Storrs

Nothing says value quite as quickly as a roof of red ced ar.

Feds Loosen Money Supply

IVith the new housing starts rate in June the lowest sinc,e last December, the federal government has taken steps aimed at assuring an available supply of money for home mortgage loans. The Federal Home Loan Bank Board reduced its liquidity requirements for member savings and loan institutions to 612 percent from seven percent to release approximately $600 million for loans to home builders and prospective home buyers, efiective August l. Further decreases in the liquidity requirement, possibly to six percent, will be considered after the effects of the current level are evaluated.

PGt Stock Goes Public

The Palmer G. Lewis Company, Inc., Seatde-based building material jobber, became a public company on July 9, with the sale, under a full S.E.C. Registration, of 80,000 shares of common stock to the general public. The issue was sold early in the day at $I2 per share. PGL is traded on the Over-the-Counter market.

A substantial block of shares was made available to all company employees and it was oversubscribed. About 75/o are now shareholders.

The company operates eight branches in Alaska, Washington, Northern Idaho and Western Montana. Officers are Robert D. Peterson, president, James F. Parmley, secretary.treasurer and Palmer G. Lewis, chairman. The firm was established in 1940.

Oregon Gypsum Reseqrch Cenfer

The gypsum industry's newest major research and development center has just been completed by Georgia-Pacific Corp. at Tigard, Oregon.

The two-building complex houses research and technical operations, replacing the former research and development facilities located for many years at Paoli, Pa., near Philadelphia.

Sixteen staff technicians are headed by C. W. Lehnert, research and development manager, and John B. Moss, technical manager.

G-P Scholqrships Top $500,000

An 11 percent increase over 1967 in the number of new college and university scholarships nationwide for this year's high school graduates has been approved by the Georgia-Pacific Foundation headquartered in Portland, Ore.

This year's 53 new G-P scholarships, for which students now are being selected by local civic leaders from coast to coast where Georgia.Pacific Corp. has operations, represent an investment of $120,600.

It brings to $571,606 the total awards to date for 251 college and university students in 32 states.

ASK INLAND ABOUT NASSAU IN'69

It's on outdoor storoge unit! lt's o fence! lt's o proiect your customers will love becouse they con build ond odd on eoch 3-{oot section os they need it. The "Stow-it-All" is constructed of siondord Western boords ond dimension, so you con fill your customer's orders right out of your tnventory. (You con olso supply ollthe plons, necessory hordwore, wood finish ond tools they'll need for the job.l

Remember, people hove more of everything this yeor. The Western Wood "Stow-it-All" is iust one ideo for the customer who wonts o ploce to put his hord-to-store items.

Everybody Loves o Winner

Everyone loves a winner--especially when the winner is a youngster and the prize is a life-size playhouse which can provide hours of enjoyment.

"This is one promotion which has brought a lot of joy as well as helped retail building materials dealers efiectively display Weyerhaeuser products," explains Robert G. Steinkamp, western region mer' chandising manager for the company.

Weyerhaeuser has given awaY three 8xl2-foot by 7r/2-Ioot high playhouses, two in California and one in Arizona. Each house was on display at various retail building materials firms and customers were encouraged to complete an entry blank for the drawing.

In northern California, Don Thom, own' er-manager of Bruce Bauer Lumber Co., San Mateo, presented the playhouse to the four children of Mr. and Mrs. H. G. Goldie.

The southern California presentation took an unexpected twist when the winner decided the best location for the playhouse was Culver City Presbyterian Nursery School attended by some forfy youngsters It/z-S years of age.

"Mrs. Ruth Hartmann, director o{ the school, and Terry H. Laughlin, manager of Mar Vista Lumber Co. explained the var'

TEA TIME was observed following completion of the Weverhaeuser Dlavhouse presented to S-year'old Mar' iorie Goldie and-her family at Bruce Bauer Lumber Co.. San Mateo, Calif.

ious construction methods to homebuyers."

In Arizona, the winner was Mrs. LaVerne Haugen of Scottsdale who registered at Ray Lumbep Co., Scottsdale.

LMA Committee Appoinlments

The Lumber Merchants Association's long-range planning session, held recently in Sacramento, Calif., was called "highly successful" by LMA president Les Ley.

Meeting with Ley were vp. Duane Bennett, treasurer Bob Butcher, executive vp. Bob McBrien, national executive committeeman Homer Hayward, and executive committee members Arthur E' Masters, E. H. Haunschild, and Jim Webber. Vp. Lyle Schafer missed the meeting due to two recent operations.

President Ley announced the appoint' ment of committee chairmen for 1968'69 as follows:

Education-Arthv E. Masters, presi' dent, King Lumber Co., Bakersfield. Conuention-Mike Symons, Hales & Symons, Inc., Sonora. Membership-Dtane Ben' nett, manager, Mead Clark Lumber Co., Santa Rosa. State Legislafioz-Richard B. Cross, manager, Cross Lumber Co', Mer' ced. National Legislatinn-Robert T. Butcher, president, San Lorenzo Lumber Co., Santa Cruz. Marketing & DistributinnJim Webber, manager, Hubbard & John' son Lumber Co., Mbuntain View. CoIIege Ailuisory-Brooks Schafier, manager, Dinuba Lumber Co., Dinuba. Aud,it-Elmer Rau, owner-manager, Madera Lumber & Hardware Co., Madera; Robert Kirk, own' er, Yaeger & Kirk, Santa Rosa. SafetyCharles Fowlef, owner-manager, Builders & Consumers Lumber Co., Grass Valley; Armin Speckert, Jr., Manager, Speckert Building Supplies, Inc., Marysville. Insur' ance-Eugene Bell, owner Clovis Lumber Co., Clovis; Earl Ruth, manager, Parlier Lumber Co., Inc., Parlier; Al Stockton, owner, San Bruno Lumber Co., San Bruno; Robert E. Schlotthauer, manager, Willard Lumber & Supply Co., Inc.

The 77th International Hoo-Hoo Convention is expected to attract about 500 delegates. to its four-day confab of sun and fun in Albuquer{ue, N. M., Sept. 22-25.

Convention chairman T. P. Gallasher and vice chairman Joe Shipman, presilent of the host Central New Mexico Hoo-Hoo Club No. 69, promise the event will live up to its theme, o'Fiesta Time."

Business meetings will be interspersed with such events as a W'estern Bar-B-Q, a visit to an Indian Pueblo, a golf tournament, and a ride on America's longest aerial tramway and dinner in the nation's loftiest restaurant atop two-mile-high Sandia Peak.

DAllClllG_ SE1{0R|IAS liv*it-up in Albuquerque's worldfamous Old Town.

Wcslrm lunbrr I Buildlng lloteri<rb tilEncHA}fl

New lomon Ssrles Dept. Formed

The Lamon Lumber Co., San Francisco, has established an eastern sales dept., manned by C. C. o'Sti" Stibich, which will concentrate on dry Douglas fir, pine and white fir, including commons, shop, selects and moulding. The move is a departure from Lamon's long-established policy of selling exclusively in the northern California market.

"Sti" Stibich, well-known from his extensive work on the old Western Pine Association, was most recently with Lassen Lumber Sales running their wholesale sales dept. The firm recently was liquidated. Other sales slots include the Madera Sugar Pine Co., a period with the Palmer operation in Durango, Mexico (complete with revolutionaries), Pickering Lumber Co., Tahoe Sugar Pine Co., and as asst. sales manager of Tarter, Webster & Johrxon.

MAKE MONEY WITH HARDWOOD

Let us show you how to stock and maintain a complete line of hardwood inventory lumber.

\7e operate mdern millwork facilities within our own location for prompt, supervised service.

For detniled inlormntion enll

Deft Promotes Two

William E. Sawtell has been appointed vice president and general manager of Deft, Inc., the wood finishing products manufacturer, according to Frank B. Desmond, vice president.

Sawtell was previously associated with W. P. Fuller for 24 years in sales and management,

William "Bill" Stauder has been appointcd national sales manager by Sawtell. Stauder has been associated with leading paint firms in the West Ior 22 years.

Annuol Brewery Porty

Hoo-Hoo-Ette Club 6, in addition to their September 11 meeting, will stage the "Annual Brewery Party" September 19 at the Pabst Brewery, 1910 No. Main St., Los Angeles.

Produced in Colifornio to give you one-week delivery by truck to your yord or job site. Wholesole discount to lumber deqlers.

Lowest prices on Glulom ond Potlotch Lock-Deck. Complete service ! Any size or

shope-stroisht or curved n Engineering ond d,esiqn service n Pre-finishins with Olympic stqins.

William E. Sawtell William "Bill" Stauder

PERS@NALS

Derin Meader, owne? of King's Road Building Supply, Corvallis, Ore., opened his new yard, Twin Pines Building Supply, 4840 S.W. Philomath Road, Cowallis, early this summer.

Philip E. Kimery is the new sales mg?. foi Evans Products' manufacturing plant at Aloha, 'Wash,, selling the cedar products made there.

Leo Meyer has been named San Antonio, Tex., area sales mgr. for Tarter, 'Webster & Johnson, Jack L. Ford, the general sales mgr. reveals. Recently Leo was in Phoenix as asst. mgr. in lumber sales.

Kenneth W. Ifittle, recently named vicepresident of \trood Parts, fnc., div. of Crawford Door Co., has been reassigned to Tacoma, Wash., to Wood Parts, Inc., the Crawford Pacific Door Co,, Portland, Ore., and Crawford branches in Portland and Seattle.

In line with its expansion program, Deft, Inc., appointed Edward Nicklas new plant manager, Bill Sawtell, vice president and general manager has announced.

Max Simpson and Dick Hindman, Baker, Ore., have finished construction on their new building materials yard, Cashway Lumber Corp. Hindman has 15 years experience in building trades. Simpson is a rancher and politician.

Marty Mohs, manager of the ex-Bestway yard in Othello, 'Wash., reports everything

Wertem Lumbrr t Building llatcrlots MERCHANT

is the same, but the name, since it was bought by the Copeland Lumber Yards.

Lou Massing has recently returned from an extensive Far Ebstera trip and reports the continuing sophistieation of the overseas companies He is with Globe International of Los Angeles.

A. H. "Ike" Parker, Bremerton, Wash., took the long trek to Miami, Fla., to be a delegate at the Republican National Convention.

Roger R. Benvenuti has been appointed director of research and development for Evans Products Co.'s building products group, Larry Flahive has announced.

Carl Born of Prairie City is the new manager of the Miller Lumber Co., i:r Bums, Ore. He replaces Leo Ilendrickson who has joined Allen Bros. Construction.

Mel J. London, Calaveras Cement vp. and gen. mgr. has appointed Sherman R. Locke as sales manager.

Neither Edward Israel nor Edward B. Ifayden of San Francisco's Edwards Lumber & Mfg. Co., Inc., are either bird fanciers or bird watchers, however, inadvertently they became both recently when a wild goldfinch flew in their eleventh story office. The entire office crew became bird catchers and eventually the feathered visitor was captured and released through the window.

Robert S. Osgood, namesake of the Los Angeles importing firm, has returned from a five country Eruropean golfing trip he made with 16 other golfers and their wives.

Yince Besinque of Vance Lumber Co., Los Angeles, has returTred from a recent business/pleasure trip to Texas.

It's happy days for Lloyd Webb, who welcomed home his son Tom recently. Sgt. Tom Webb, recently of the Green Berets, has just finished 19 months in Viet Nam where, among other things, he was awarded aBronze Star for action against the enemy. Lloyd is with Vance Lumber Co. of Los Angeles.

Ken Tinckler, vp, of Stahl Lumber in Los Angeles, is back from a vacation and business trip to the Pacific Northwest.

C. Alcantara, his wife, Peching Alcantara, the Alcantara daughters and L. M. DeJesus were recent visitors at Globe International in Los Angeles. I'he Alcantara family is a leader in Philippine lumber and plywood manufacturing.

Mike Brown, Lumber City purchasing supervisor at the new Mission Hills, Calif., store, (see The Merchant, July, p.6) awarded that new Toyota sedan to customers Mr. & Mrs. S. L. Jones.

Ralph Hill, Building Material Dealers Credit Association, recently did his two weeks with the Calif. Nat'l Guard as Col. Hill, evaluation officer. He was at Camp Roberts and Hunter Liggett.

John and Mary Ann Osgood took the kids on an early summer visit to San Francisco. John is with Robert S. Osgood, Inc., in Los Angeles.

Frank Billings, Billings Pacific, San Francisco, is reputedly buying cigars for his first bonr's arival; due date: October.

Dave Mackin and his Kris just returaed from a trip to Mexico, taking in such groovy spots as Mexico City, Taxco, Acapulco, Guadalajara and Mazatlan, where Dave caught him a sailfislr- He is at Hallinan Mackin's San Francisco office.

It's not too early to contact Bill MacBeath, MacBeath Hardwood.Co., San Francisco, to sign up for the Bay cruise he is co-chalrmaning. It's part of the NIILA convention, Sept. 30-Oct. 2.

Horace Wolfg president of Marquart- 'Wolfe, Lumber Co., Newport Beach, Calif., and his bride Nona, celebrated their 67th wedding anniversary (yes, that's right, the 57th) by returning to Hawaii for the 12th time.

William G. Jefirey is now vp. in charge of sales for the Calaveras Cement Div. of The Flintkote Co., Mel J. London, div. vp. and gen. mgr. has announced.

Yerlon McKinney, general mgr. of Brush Industrial Lumber Co., Los Angeles, entertained a very distinguished visitor from Texas, recently. It was his dad, Arthur S. McKinney, who used to be with Casper Bedwood Co. and in 1932 founded the Willow Glenn Lumber Co., San Jose, Calif.

Stephen G. Freeman got his sea legs back again recently when he did a stint as 2nd Mate on the Alaska Spruce, one of the few remaining lumber ships. Steve, who on duller days mans Freernan Lumber Co., Newport Beach, Calif., holds Masters Papers and served in the Menchant Marine in ww il.

Ilugo Miller is back from an 8,000 mi. vacation with his family. They visited 26 states, Canada and Wash., D.C. Hugo is at Rounds Lumber's office in Arcadia, Calif.

Bill Rau, manager, and Jim Collins, sales manager, recently symbolized completion of the merger of Wagon Wheel Lumber Co. and Peoples Lumber Co. by rolling a real wheel thru the gates at Peoples, Oxnard, Calif. Peoples is now the largest in booming Ventura county. In business since 1898, it has outlets in nearby Camarillo, Santa Paula and Ventura.

Jim Nelson, Buena Park Lumber Co., Buena Park, Calif., and Chuck O'Donnel' Thompson Lumber, Oxnard, were recent visitors at Union Lumber Co's. Ft. Bragg, Calif., mill.

Lawrence M, "Larry" Baugh has been ap- pointel debLer sales manag:er for Abitibi Corp., Blaine W. Evans, Abitibi.marketing v.p., has announced.

Harold M. Frodsham, president of South Bay Redwood Co., Los Angeles, and his daughter Joan, recently returaed from an extensive European trip that included, among othsr places, Scandinavia, Russia and the Canary Islands.

Ralph Eoshion temporarily departed Castro Valley Lumber Co. in northern Calif. for another northern locale, Alaska. With wife Patty and daughter Michele, he drove to Vancouver, then took the Inla^nd Passage to the 49th State.

Walter and Elsie Remrl are back from a trip to the Britisb Isles, Ireland and Denmark. Also saw the running of the Swedish Derby in Malmo. He was with Weyerhaeuser in Burlingame, Calif., for 16 years.

Bussell Hogue, president of the Medford Corp., Medford, Ore., was elected ffrst president of the Wood Promotion Council at its recent San Francisco meeting.

Bob Reid, Reid and Wright Lumber in Fresno, Calif., has been sprung from the hospital after a minor surgical operation, Partner Bob Wright has returned from a recent trip to Eureka, Calif.

Russell P. Doucet is now western asst. regional mgr. of Merrnico Products, Malcolm T. Murray has announced.

Mel Greenfield of H. M. Greenfield and

Son, Compton, Calif., reports that his fathsrr had to make an emerg:ency trip to TVasb'r,I; ington recently because of an illnese in thct; family. :;i

Joe Tidwell, Inland Lumber Co., Rialtolil Calif., salesman, broke his leg while at hidi hobby, sand buggying, in the hills abovd I Riverside.

John Dal Broi, Builders Supply of Palm'1i

Springs, Calif., took a 2ty'z week vacatioa, ,l, tour through the National Parks a,od..:i Canada. i

Bob Turner, Inland Lumber Co., Rialtor'' Calif., was recently released from the hospital in Anaheim. i: ;at Ananetm. , j:rI

Ike Stenersen and Frank Purcell, Builderit-i:,''-', Supply of Palm Springs, visited Oregon for ': a week visiting mills.

. . is the natural choice for long-life fencing of genuine Western Red Cedar. Precision cut lengths and uniformly trimmed edges assure easy installation and satisfied customers.

.

f\OMMUNICATIONS make the world v go round... and if you don't believe this, just try closeting yourself in a room for about a week with no means of outside communication. You'll be amazed at what has happened, and you'll put a lot more emphasis on communications in the future.

The Lumber Merchants Association of Northern California has always rated communications high on its list of services provided members. Our monthly Newsletter is written to keep dealers and associate members up-to-date on happenings of importance. In addition, we provide information to trade publications like the one you are now reading.

But the best communications of all are those generated between dealers who have similar worlds to conquer and similar problems to resolve. To this end, LMA will soon conduct three most important dealer round table discussions. They will be held in three difierent cities.

LMA President [,es Ley and Education Chairman Art Masters are programming these meetings to give you an excellent oppor- tunity to_ discuss many problems facing your company. Al[ you have to do is set aside the time and make the efiori to attend-the round table.

In return for the sound advice you will receive from dealers your own size and types we ask thai you contribute your thinking to solving some of their problems *

_ Over the_ years I've heard dealers mention various firms they have brought into their companies to solve problems. Sometimes the answers were found. Other times they were not. At the same time, I've heard many dealers praise other dealers for the wonderful advice and assistance they gave so freely. And this was advice that paid ofi at the end of the year*on the balance sheet.

__All of this is to say, don't miss this great opportunity. Watch The Merchanl and LMA for dates and more iniormation on the upcoming round tables. We'll see you there!

NEEO FOR dealer to dealer communication is being recognized by LMA. Upcoming meetings will stress it.

THE AR'ZONA SCENE

By FRANK DAVIS SecretaryManager

ARIZONA I.UMllEll dealers should gain fl ,o,r1,' Irencfils [r,m 1[" revamp.d .A,rizona Industrial Commis-*ion. This was done in a sperrial session of the Arizona Legislature.

The Arizona Retail Lumber and Builders Suppll' Association joined rvith other state associations in protest aftcr a fifty percent (.50/o1 hike in compensatiorr rates in July l9fi7. After many hearings and a study made by actuaries. ret'omnendations were made to the state lt'gislation which in turn led to the revarnping in tht: spe' cial session.

The attorrrev rcpresentirrg the as'-sot iations. stated thnt his rvork ott bt'half of thc as-sociations helpetl rnake tht' change that will ot'cLrr in thc commission after Jarrttar\' 1. 1q69.

'Ihe most impoltatrt changt' taking plat't'. and as r.our-s trulr' ('an see it. is that ralt's u'ill lre lrased on tlrt' safety rtrcortl of each policl' holder. l'his is the prot,r:rlure to lrr: followetl starting Jattttarv 1. I969:

( I) liach dealer will be a,*signed a manual rate unrler a crategorv of thc business.

(2) An experience modification rate will bc assigned, based on the dealer's 1967 sa{ety record.

(3) A safety engineer rvill be a.ssigned eadr policy holder to aid the dealer in forming a safety committee and to encourage safety practicr'.

(4) Dir.idcnds will probably bc returned if the tlealer has a good safetv record.

With the changes coming up, I rvotrld advise every dt:aler to hold nreetings rvith his emplovees to go over sa{ety })rograms" and for tht. large rlt'aler to organize a safety committee to sun-ev the saft'tv proFrilm of yottr organizaliol.

As your safety rcc,ord accumulates vear to year" )our rate rvill be based on this accumrrlative re(:ord. It will pa1' _vou dividends in the futurc and can atltl prolit tt, vour yarti. Nou' is tht' time to lregin prnr'ticing safttvl

(lON(;ll ATl LATIo\S to tlr,. o'\lall,.v V Conrl,arri,'s f.r rt.e11[[1- r'r'lt'l,ratitrg their 60tlr r.t'ar anrriyersary.

'fher-startttl busirtcss in Arizona in 1908 arr<l have srown t.o a large diversifit'tl coml)anv l'it.h tlrcir lunrlrt'r' r'ard dilision" rrh,rlt'sale. rnlnufactrrrirrg. lruildt'rs lrardtrirtr'. ulrd t'r'trl t.-lltte tIir i.it,tr..

'l'hev arr, firre ntentl,c'rs of our associlliort. with tlreir pt'rsorrrrt'l <:ontrilrrrtirrg gn'allr'. Jav O'\lalley st'nt'rl as prcsitl'rrt of tlrc national antl is'ttrt itt'livt'irr N.l,.li.-\l.l).4. rvhi<:h atltls greatll'lo our associutiott.

l)rt'sirlt'nt'l-orn l"r-idena" lurs appointr.d the follorring t'ornrniltees lor llXrfi-69.'J'lrr: t'omrnittt't's are: l()(tB!69 Exacutite Con.nitt.ac: 'lirm l"rirlt'na. Sanr Harrert. Act' Mason. N'lorris'l'rrrkt'n. llol, llorr. ljolr Silver. .lat k Sullivarr" urd Geolgt' llothfuss. \ .L.,1 .(.. Oornnti!.tt'e: J.r1' O'Mallt'1.. r,ice chairrnarr; l,ouis Stradling. (iil Iialmonrl. .fack Sullivnn. (lharlcs l'lann. liolr Horr. Ht'rb I{t'llt'r. Ot.orgc Ilothfus-.. Rar" Spelts, ancl ]Iarr, Schl'altz. Cont,enl,ion Contmit1cc: [tar. Spclts, Chairrnan; Bob Iiamsey, A. G. Bennt'tt. John Wnods. Ladies Contnt.ittce: Hazel ['avor. ]Irs. Rar Spclts. llrs. Rolr Ram-.ey. Education Commitk:e: Ray \[ells. chairman; Marty Wist, Doug Boyle. Greg Moats and Bill Walker. Test House: Ed Banker, Chuck Gehring, Frank Davis, (Continued on Page 3B)

ryeti"u;;;;'-ffi

By R0SS KINCAID executive vice president

OR THE NEW employee with limited or no experience, the Programmed Learning Course-Construction, Estimating and Blueprint Series is proving to be a most practical education and training tool.

He learns at his own pace, in his own spare time and by e method of doing rather than just reading. It's interesting and essential background knowledge for selling building materials efiectively.

If you have employees who need this type of training, the WBMA office or the WBMA field stafi men can give you more information. W'hy not join these ten member firms in upgrading your sales people with the Programed Learning Course: Arrow Lumber Co., Anchorage, Alaska; Bellingham Sash & Door Co., Bellingham, Wash.; Boise Cascade Corp., Boise, Idaho; W. J. Conrad Lumber Co., Coos Bay, Oregon; Greer & Thomas Lumber Co., Seattle, Wash.; Home Lumber, Inc., Sunnvside, Wash.; Independent Lumber Inc., Fairbanks, Alaska; Olson Lumber Co., Seattle, Wash.; Plywood Distributors, Inc., Spo-

kane, Wash.; Willows Lumber Co., Puyallup,Wash.

Newly built facilities of Western members reflect the confidence in the industry and its ability to aggressively merchandise at a profit.

Knoll Lumber & Hardware Co., Kenmore, W'ash., has built an exceptionally strong consumer and builder business in the community since starting on April 1, L944. Catl Knoll, WBMA past president, believes it is necessary to serve customers quickly, efficiently, fairly. To do so, merchandise must be available, attractively displayed and sold by knowledgeable and courteous personnel.

During the short time since opening the new store, Carl said the results have been very encouraging. The attractively displayed merchandise has developed substantial increases in store sales. Proper and adequate lighting is very important, according to Carl, and one of the most satis{ying results of the new store is the lift in morale and attitude it has given to all the people in the organization. Our congratulations to CarI Knoll and, the Knoll Lumber & Harilware Co. We wish thern continued, success.

Club stages successful sports d"y

qAN JOAQL lN Hoo-Hoo Clubbers

U warmed up the links at King's River Golf and Country Club, Kingsburg, Calif', on their annual sports day recently, Attendance approximated 70 Ior the Bert Dennis, Sequoia Forest Industries, chaired event.

Low net dufier was Earl Rath, Parlier Lumber Co., Parlier, Calif.; low grossGarry Johnson, Citizens Lumber Co.,

Kingsburg, Calif. Johnson also won long drive and closest to pin honors. Bud Barbcr, Rarber & Assoc." Fresno, was dinner chairman.

Vcrlon McKinney. Brush Industrial Lumber Co., won the $20 raffie ticket, donated through the club to the Hoo'lloo Redwood Memorial Park in Humboldt County.

Sequoia Forest Industries Trophy {or

1968 went to

IROPHY WINNERS were Jack R. Young, Vern Zimmerman and Ed Lloyd, from Brush Lumber Company.

Ed Lloyd. Jack Young and Vern Zimmerman, all of Brush Industrial Lumber Co. KENNETH W. TINCKLER

Compoign Time '68

A nationwide promotion tieing in with the national political conventions and the presidential election has been launched by Masonite Corp. on the theme: "Campaign '68-The Year of Choice."

As a principal sponsor of CBS-TV convention and campaign coverage, Masonite commercials will be broadcast frequently starting in August and continuing through night sessions of both political conventions and election night.

New Bark Refining Plont

American Forest Products Corp. has constructed a bark refining plant at its Martell, Calif., manufacturing complex. The plant utilizes white and red fir bark. Previously this bark was handled as waste material.

The plant, in operation a short time, produces between 1200-1500 bags per day. That figure will double when the company's new sawmill, under construction, begins operation.

(Continued lrom Page 35)

Ken Thompson. Lien Law Committee: Charles Mann, chairman; Bill Daily, Harold Spotts, Morris Turken, Frank Hennessey and James Killen. Membership Cornrnittee: Sam Hauert, Ace Mason, Gene York. Marketing Committee.. Virgil Hun! chairman; Earl Heldt, Carl Bastian, Sam Hauer! Don Lue, Dick Fretz and Jim Barlow. Employment Seraice Committee: Larry Hamman, Jim Killen, Ray WeHs and Gil Raymond. Time & Plnce Committee Conuentinn: Jack Sullivan" chairman. Dick Picket, Wally Pennsinger and Clifi Floyd.

o Dougfqs Fir in sizes 24" x 24" . Pfqner copocity for surfocing lo 24" x 24" o Re-Mfg. fqcilities for resowing to 34" x 34"

IHIS "mod" miss adorns lifesize banner, part of a promotion kit offered dealers by Western Wood Products Assn. on new grade rules for Western lumber.

THE ARIZONA SCENE

Stock Volue Srudy

The National Assn. of Wholesalers has a copyrighted 124page report on stock valuation problems of closely held family type wholesaler distributor firms whose stock is not traded in an organized market. The Special NAW Business Preservation Study Committee was appointed two years ago to examine the true valuation of stock upon the death of a ma- jor or minor stockholder or in gift tax cases.

The summary of findings make specific recommendations. These include the keeping of ap- propriate notations; seeking professional advice; keeping a current "valuation file"; conducting a continuing search for companies which might be comparable to yours that are listed. The report contains a "Valuation Profile Checklist." Copies are 910.

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

Home Plon Book

A Leisure Time Lioing-Second Homes plan book is available, Forty-one homes, 20 in color are illustrated. The designs shown range from chalets and A-frames to income units and a condominium. Low cost construction blueprints ate available for each design.

Free imprinting and "identity code number" service is offered on orders of 50 or more. A 50 book starter package is $37.50 plus a $1.50 handling charge. Less than 50 copies without imprint and coding, $1 each.

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

Sow Fire Sofety

Valuable to property owners and workmen is a folder on chain saw fire safety issued by the National Fire Protection Assn. Clearly illustrated, the 31/z by 3" folder sorts out fire hazards connected with the three stages of chain sawing: fueling, starting and using.

There also are suggestions for minimizing fire hazards by keeping equipment in top-notch mechanical condition. Among the hazards cited are hot exhaust pipes, spilled fuels, smoking and presence of dry forest materials and sawdust.

Fire Preaention Bules f or Chain Saw Users is available from NFPA at $2 per 100 and $17.50 per 1,000 copies. A sample copy is free.

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

Ncw Lntenatun@

Choin Sow Usoge

McCulloch Corp. is offering a revised, pocket-sized booklet

Chain Saut Operation, The 24page publication on safe and efficient chain saw usa3e information has been developed primarily for novice operators.

Text and illustration material covers tree felling, bucking, limbing and firewood cutting plus wearing apparel and chain saw care recommendations.

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

Storuge Plonning Monuql

Bernard Franklin Co. ofrers a 96 page Professional Stora'ge Planning Manual, Volume 2, No, 2, on storage planning in warehousing, manufacturing, stock room or production areas. It shows types of equipment to use, with illustrations of space saving ideas. It's good for companies who are expanding or need more space.

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

Simple Spon Tobles

Two Simplifieil Span Tables for Joists and Rafters in Residential Construction publications, developed by the NFPA Technical Advisory Committee, have been published by NFPA. The publications have been distributed to building officials and currently are being proposed for incorporation in codes as the basis for use of 1r/2" dry lumber and related green sizes. The simplified tables of maximum spans have been prepared on the basis of a regular sequence of modulus of elasticity (MOE) values for floor joists and a similar sequence of bending strength (f) values for rafters.

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

The Roof line

A l0-minute, 16mm soundcolor film, The Roof Line, on the treating, testing and uses of fire-retardant western red cedar shakes and shingles has been prepared by Koppers Co. The company recently introduced a treating process which has earned an Underwriters' Labs. Class "C" rating, The film features comparative tests of the new prod-

uct with other commonly used Class "C" materials and a description of how the fire-retardant chemicals are fixed in the fibers of the wood during the treating process.

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

Housing ldeos

A sketchbook of economical ideas for designing multi-family housing is available free from Western Wood Products Assn. Townhouses suspended from trusses, a cabana complex that can be built over water and single-floor townhouses with outdoor living are depicted in a score of sketches, plus descriptions. The two-color eight-page booklet's stylings grew out of "Urban Projection," which WWPA developed as a "selfstart" program to help communities improve their appearance and functioning as they grow.

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

Building Report

A Special Report to 1968 Building Planners, a free guide to planning better buildings from Star Manufacturing Co. is now available. It highlights a "Building Planner's Check List," 106 questions any building purchaser should ask himself when selecting a new structure and hiring a contractor.

The report discusses problems like when to build, how to plan a better building, what kind of construction will fill the bill and how to choose a builder.

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

Functionql Corpet

A full-color brochure, This Is Wearathon, describes the advantages, including bright colors, of Armstrong Cork Co's. indoor-outdoor carpet. It's available free with a sample of the new product.

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

Weslern Deolers Honored

Four lumber dealers across the country, two from the West, have earned awards from Weyerhaeuser Co. for the sale of their cedar building products. The firms are: Globe Building Materials Co., Aurora, Ill.; ldaho Parr, Inc., Portland, Ore.; Ace Building Supply, Vancouver, Wash.; and M. S. Carver Lumber Co.. Peoria. Ill.

established the retail lumber business that was to become one of the largest enterprises of its kind in America.

He began wholesaling in 1888, and during his lifetime, Cameron saw the company grow to a $4 million firm employing 2,500 men. Scores who were to later make their mark in the business, began with Wm. Cameron.

The firm was closely held by the family until Certain-Teed Products Corp. purchased it in 1954.

Cameron first got into millwork in 1901 when he bought a small planing mill. It was tied to the retail side of the business until 1924, when it was shifted to the wholesale operation.

Awards include: an Acapulco, Mexico, vacation for two; a color TV set; a stereo set, and other merchandise.

Comeron's IO0th Anniversory

'This year marks the 100th anniversary of one of the largest building materials distributors in the southwest, Wm. Cameron & Co. of Waco, Texas.

The company's colorful history began when the first Wm. Cameron came to America from Scotland, an 18 year old boy with $18 in his pocket. In 1868 he

Today, as Ideal Co., one of the largest millwork operations in the West, the plant covers twelve acres, employs 600 and has 300 woodworking machines. Since its establishment, the plant has produced enough millwork for a million homes.

AFPC Stock Now Quoted Doily

The common stock of American Forest Products Corp. has been approved by the National fusociation of Security Dealers for inclusion in the over-the-counter markets report distributed by netional news services and which appear daily in the Wall Street lournal .nd ott the br:siness pages of many major regional newspapers throughout the nation.

W*'\, ffil

WHOLESALE

Koppers Consolidotes S.F. Offices

Koppers Company, Inc., has consolidated all its San Francisco area sales operations in new offices at l80l Murchison Drive, Burlingame, Calif. Bay area offices of various Koppers' divisions and departments formerly were at 55 New Montgomery St., San Francisco, and several other locations.

The new and larger offices will house sales personnel of the company's forest products, organic materials and metal products divisions.

Lumber Gqls Elect Officers

The gals of Hoo-Hoo-Ette National got together May 17-19 in Palo Alto for their sixth annual convention. Peninsula Club B was hostess for the event.

Estella Seemayer, Atlas Lumber Co., Los Angeles, was installed as president. Mildred Dutton, Penberthy Lumber Co., Los Angeles, is first lp.; Mabel Skow, Tidewater Mills, Eureka, second vp.; Juanita Turner, Georgia-Pacific, Eugene, Ore., treasurer; Gene Jarvis, O'Malley Build;ng Materials, Phoenix, Ariz., secretary; Ruth Bailey, Economy Lumber Co., Campbell, Calif., statistical secretaryl Mary Williams, Blanchard Lumber Co., No. Hollywood, director; Coleen Courtwright, Stange Lumber Co., Redding, director; Mildred Crouthamel, Sullivan Hardwood Lumber, San Diego, direr:tor, according to Anne C. Murray, founder.

8 Million Acres in Tree Fqrms

More than B million acres of private lands in the 12 western states are now producing perpetual {orest crops on tree farms certified by the Vestern Wood Products Association. This is roughly 2.5 times the total land area in Connecticut.

V/WPA encourages the growing of trees as a crop under its certified tree farm program.

Stand,ard Lumber Compan!, fnc.

SUGAR INCENSE PINE CEDAR

P.O. Box 717-1144 Mines Ave.

Montebello, Colifornid 90640 (2r3) 68s404r

PONDEROSA PINE WHITE FIR

P.O. Box 7061 1760 Solono Avenue

Berkeley, Coliforniq 94717 @151 527-3661

Featuring Quality Products Frorn Pickering Lumber Corp. and o,lw Reliable Sources

REDST/OOD MOULDINGS

PINE MLDGS.- ( solid. or finger,joint )

CASING SETS

DOORS

DOOR JAMBS & FRAMES

x l tr T r

812,

LUMBER (pine, fir, rcfuuood,)

PLYS(/OOD: Pallets

STUDS & CUT STOCK

RED$TOOD & DOUG FIR TIMBERS

Increose in Strikes Forecost

Man-days lost to strikes in the lumber and wood products manufacturing industry will probably rise 15 percent in the next 12 months, according to a report by Imberman and DeForest, a management consultant firm.

Three critical factors in the industry were said to be responsible for the strike trend: (I ) busy managements have tended to overlook non-wage issues; (2) the use of new methods and new machinery is often mistaken by employees as further steps to automation and job loss; and (3) managements' increasing reliance on the strict letter of the labor contract is alienating many employees.

Estimates indicate that there will be a total of 364,000 man-days lost in strikes in this industry from July l, 1968 to June 30, 1969, the study said.

NAWTA Membership is Go-Go-Grow

In the first eighty days of NationalAmerican S{holesale Lumber Association's 1968 {iscal year, there have been twentytwo firms newly elected to membership. New western members are: Hexberg Lumber Sales, Long Beach, Calif.; Mauk Lumber Products, Inc., Seattle, Wash.; Timberlane Lumber Co., Eugene, Ore.; Gilchrist Timber Company, Gilchrist, Ore. and Rain Forest Inc., Hoquiam, Wash.

New Officers Chosen by Club

Hoo-Hoo-Ette Club 6, in l,os Angeles' San Fernando Valley, elected their officers for the coming year. Serving the club will be: Orinda Hazen, pres., Terry Lumber Co.; Betty Shoener, Ist vice pres,, Far West Fir Sales Co.; Jessie Culbertson, 2nd vice pres., San Fernando Lumber Co.; Agnes Mclntyre, 3rd vice pres.; Phyllis Mendenhall, secretary, Far West Fir Sales Co.; Miriam Aplin, tres., Anawalt Lumber Co.; Betty Mayor, membership, Burbank Lumber Co.; Rene Lester, corresponding sec., Fir and Pine Lumber Co.; and Mary Williams, publicity, Blanchard Lumber Co.

3 Carlow Company

Warehouses

To Serve All Southern Colifornio Deolers *

1703 N. 8th Street

COITON, Colifornio

714-825-0672

ll38l BrqdleY Ave.

PACOIMA, Colifornio 21 3-899-5208

750 Eost 59th Street

tOS ANGEIES, Colifornio 213-233-629r

Lcttetrs

HOO-HOO

CONVENTION

The Merchant Magazine

573 So. Lake Ave. Pasadena, Calif. 91101

Dear Dave:

I have been asked by Tom Gallagher, chairman, and Joe Shipman, vice chairman of the Hoo-Hoo International Convention at Albuquerque, New Mexico, to thank you kindly for the publicity that The Merchant has given so far to this convention.

As you know, the dates are Sept. 21-25 and the location is the Wester"n Skies Hotel. There is a full schedule of events for both the members and their ladies. We would very much appreciate continued publicity on this event.

Son Diego Represenlolive

W. H. "Bill" Pruill

3t33 Mt. Miguel Dr. Son Diego, Cqlif.92ll4 vrfit 4744126

M()RGAII OO|)RS for EYeIy Use .

M400 Intercliangeable Panels Entrance Ooors-All TYPes Stair Parts

SElt0RC0 Louvers & Colonial-Modern Hardwood Flush Panel Doors

, FTUSH D()()RS_

ASH_MAHOGAI{Y -BlRCflHARDB()ARD_BEECH *

FIR PIYW()(!D_ IAPANESE PTYWOOD *

NORD DOORS

touvER DooRs

3 PANET DOORS F-30

FOUR PANET RAISED F.44

X.BUCK FRONT DOORS (F-2035 Series)

sAsH DOORS F-I30

RAISE PANE! LOUVER DOORS

SCREEN DOORS

FRENCH DOORS (F-1500 Series)

DUTCH DOORS

FANCY FIR DOORS (ENTRANCE)

TOUVER BTINDS

MONTEREY TYPE DOORS (F-2300 Seriesl

..SOUTHERN AIRE'' DOORS

CARVED DOORS

SPINDLES-POSTS *

Estqbllshed | 896 WHOLESALE ONIY *

Member Notionol Sosh ond Door Jobbers Associotlon

Anyone desiring more information may contact me or one of above mentioned members. We will be happy to rrsh all the data required.

Sincerely, Larry Owen

Supreme Nine-Jurisdiction 6 P.O. Box 677 Lafayette, Calif. 94549. Thanks, Larry. We're lor thc lraternity 100%. See puge 30 ol this issue lor tnore pre-conu e ntion cou erage.- E d,ito r.

NEW WWPA RUTES

Dear Sir:

Can you give us any explanation how new WWPA lules tie in with old grading rules ?

Thank you, Terry Milton Las Vegas, Nev. Sce p. 15 ol this issue and p. B in tune.-Editor.

OtD FAVORITE

Dear Sirs, Enclosed you will find my payment of $4 for a year's subscription to The Merchant.

I have enjoyed reading it - starting with the old California Lumber Merchantsince 1924, when I was in the employ of the old Hammond Lumber Co., located at 2010 So. Alameda St., Los Angeles.

Have retired and enjoy life here in Aptos by the sea. Regards to all,

Sincerely, Lloyd D. Milne

.

DOUGLAS FIR

WHITE FIR

for distribution

lumber

Wostern Lumber & Building l/lsteriqls ,I^ERCHANT Rts

TUMBER COMPANY Eureka Office Bay Area fron Holmes HOLMES Holmes Your best bet reolly efficient of West Coost

SUGAR PINE PONDEROSA PINE

"At Holmes, fost shipment is the

nqme of the gome . rqil or T&T"

Production & Home

Fred C Phil Gosslin (Ooklond) Phone (415) 533-5326 Phone l707l 4434878'

Set a sales record !

OU CAN "hang up" a profitable sales record on perforated hardboard. This all-wood material, with multi-holes, is desigrred to accommodate flexible wallstorage in rooms, closets and in the garage. Thus it is a specific "hanging" panel. To oohang up" a sales record on this one product is not a play on words. With little dort, sales can be multiplied, because perforated hardboar.d is an economical answer to a common need of most home owners.

Many building material dealers already recognize the practical value of perforated hardboard using panels on the walls of their stores, as part of display racks and other places on which they hang merchandise. Turn these spots of usage into demonstrations of the utility and versatility benefits for the home owner. Sales will result.

Perforated hardboard is available in /g" thickness, 4l x B' and 4/ x 4" in dimension, and in /4" thickness (heavyduty), 4' x 8' in dimension; some garage liners can be obtained in 16 ft. Iengths. These panels come perforated from top to bottom, or with tlre bottom third left plain to create a wainscot effect.

Hardboald has come a long way from when it was merely a plain brown or buff colored material. Today, panels are available unfinished, primed and ready to paint, or in a wide range of wood grain finishes.

These are general points which can be passed on to the customer. You are the logical contact for the consumer because hardboard is distributed nationally through the building material dealer.

Tho]'s How ft Goes!

Fmoduct

New Fnoffilts

Vinyl Covered Wood Molding

Three vinyl covered wood moldings have been introduced by Marlite. Plant-on moldings come in woodgrain textures to match Marlite's Trendwood line, as well as its textured wormy chestnut and oak grains. Base, casing and crown molds are included.

The base molding also comes in black. The crown mold

white. Black and white ffi ul'?r"1,3i.1"i.:: sible a wide range of dramatic effects. The base and crown molds come in 8' lengths; the casing in 7'lengths.

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

Fostening Tube ond Wiring

For fastening !+' O. D. tubing or wiring to masonry, concrete block, sheet metal or wood, Fastway Fasteners ofrers Jify Clip Tool Kit with a pre-set drive tool' threadless drivo pins, push-on tubing or wiring clips and quick-action removal tool.

The drive tool is pre-set to fasten threadless pins L'-lya" long so that a uniform %" length is available for fastening the push-on clip. This clip is designed so that one or two Va" O. D. tubes or wires are fastened on Y+" centers with a simple finger-top push on motion. Feet at the center

Products, promotions qnd soles oids

you ccin use to build sales and prolits!

of the sealer and floor squeegees or stiff bristle brooms for application. The sealer could be applied to a blacktop parking or driveway area to dramatize the appearance change and protection qualities.

Four part package fatens tubing and wiring of the clip maintain a uniform Va" fastening depth.

The removal tool removes clip intact without touching the tubing or wiring. This permits quick changes and re-use of clips.

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

Dri-Bog Speds Cleon Up

Mastic Corp's. Dri-Bag, used in the same manner as a baseball pitcher uses a tesin bag, saves clean-up time when applyrng solid vinyl siding. Dri-Bag helps prevent fingerprints and smudges by drying and lightly coating the applicator's fingers and hands.

Smaller than a cigarette package, it slips into pocket or apron. The Dri-Bag is free.

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

Jockpof Mqrket Booster

Merchandising of five-gallon cans of Blacktop Sealer from Celotex Corp. includes aisles, outdoor or window displays

lmproves appearance and protects surface

The Barrett Blacktop Sealer, tar base product rather than asphalt base, withstands the disintegrating action of gasoline and oils that break up the asphalt in a blacktop drive. This is a sleeper market that can mean profit and good volume.

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

Gripper Actio'n Stqir Treod

Mercer Plastics Co. has introduced heavy duty Tri-Action Stair Tread. Tri-action tread has three 1" friction-grip strips in the wear area instead of the usual two. Pyramidal gripper design gives traction in the portion of the tread where wear is concentrated.

The tread measures r/+" in the wear area, tapering to tA', with smooth finish back

Finishing touch

area. It also has a l'/e" nose. It is available in six colors.

Square and round nose styles, 13" deep, are manufactured in lengths up to 12'. Recommended dealer price is $1.40 per foot. Matching 7" risers in 4' straight sections or continuous rolls, and 10" stringer material are also available.

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

Primed Siding Corners

Prime-painted alurninum siding corners are offered to match the profiles, dimensions and textures of Masonite Corp's, hard-

flt against siding along the corner's entire length.

Bottom nailing is eliminated by the interlocking base flange. Concealed nailing is made easier by three properly placed holes at the top.

Corners are especially designed for X-90 Lap Siding, Ruf X-90 Lap Siding, Weather X-90 Lap Siding and Provincial X-90 Lap Siding.

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

Spanish Bookcose Dividers

A bolt and threaded insert will take 7/2" through 7/e" thick boards of Angelus Consolidated Industries' Spanish bookcase di-

PVC Moldings Added

Marlite added a line of rigid plastic inside corner, outside corner, division and edging PVC moldings in the satin finished brown tones and three textured woodgrains.

Concealed nailing makes neat appearance board siding. The .019" thick corners taper *'ith slight edge radius to provide a tight

Bookcase divider

vider components. Easy installation with only 5/16" drill required. Parts can be tightened in position by hand.

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

Blqck Finish for Wrought lron

A wrought iron black finish for exterior and interior use has been announced by Martin Senour Paints. The product was tested and is claimed to prevent rust, pitting, corrosion and to insure a tough, long-lasting coating.

It can be brushed or sprayed. It is packaged in gallons, quarts, pints, half-pints, quarter-pints and in 16 ounce and four ounce spray cans.

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

A black feature strip for tongue and grooved planks and a white ceiling tile cove also are available in the new PVC line. Polyvinyl chloride moldings can be used with a wide variety of paneling in addition to Marlite.

Moldings are not supposed to chip, warp, stain or crack. Acid, paint or paint thinner will not mar the finish.

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

Weotherproof Morking

A time saving method of marking lumber in the yard or warehouse that is permanent has been developed by the Sanford Ink Co. It's a fine-point marker called "Sharpie" that looks like a handy-grip fountain pen. The product offers a quick, lasting means of denoting the order of assembly on pre- fab or tailored lumber, through indelible notation on faces that will be hidden in construction. It comes in eight colors, so inventory and bookkeeping information may be visually recorded on lots in the yard.

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

Tronslucent Window Covering

Dymark Glazier Vinyl, a new pressuresensitive embossed translucent material for covering windows and glass panelings, has

Three row gripper on stair tread

components

PVC corners, divides and edges

been developed by Dymo Coated Specialties, a division of Dymo Industries, Inc.

Available in rolls, 24" and, 48" wide, of clear, amber, red, blue and green, Dymark Glazier Vinyl comes ready to apply, with strip-off backing. Special widths and colors are available on a custom-order pasis. The material is considered sunlight resistant, has excellent adhesion and resists peeling, shrinkage or discoloration over a long period of time. Tests of more than 500 hours in a weatherometer have indicated durability and color-fastness. Dymark Glazier Vinyl may be cleaned with common household detergents.

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

"Roll-Ofi" Eqses Unlooding

"Roll-Off" body, designed for lumber delivery trucks, has been announced by Mid - Equipment Corp. Mid Equipment engineers claim the heaviest load of lumber can be easily and safely unloaded in minutes.

The entire operation can be handled by the driver. The heavy duty steel rolls are split for multiple deliveries.

Rolls lock for safety and the end roller comes equipped with a rearguard. Stake pockets on side rails are standard. Optional equipment includes heavy metal deck, rear cab protector and rear stake pockets.

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

Three-W'oy Rust Snopper

Armite 12134 Miracle Formula, a "ruststopper," preventative and lubricant is available from Armite Laboratories. With-

W6sf6rn turnber E Bulldlng ilcicdob

ilACHAI{t

Formula 72134 was used by the U. S. military, the aircraft/missile industry and the U. S. Bureau of Ships.

\ilRITE: The Merchant Magazine, 5?3 So. Lake Ave., Pasadena, CaUf. 91101.

Lominoted Plostic Moldings

Drives off moisture to stop rust in seconds Armite claims to drive off all moisture instead of trapping it, stop all rusting and prevent rust from forming. Frozen, rusty parts are penetrated and loosened.

NEW M0LIIINGS of Formica@ brand laminated plastic are now available for decorative, styling on kitchen cabinet doors and bathroom vanities. A selection of 15 woodgrains match the company's laminate for cabinets and drawers. WRITE: The Merchant Masazine, 573 So. Lake Ave., Pasadena, Calif. 9lldl.

Two New Colors

Consoweld, manufacturer of decorative laminated plastic surfacing materials, has introduced two new colors in mid season. The colors are Harvest Classic and Light Avocado \Mhisper. This is a first for the company, as Richard A. Beck, general sales manager, announced, the company has nev-

er added new colors or patterns at mid-season in 20 years of business.

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

Multi-Purpose Adhesive

Wil-Bond, a fast-setting, shock-proof adhesive, has been introduced by \Milmod Co., Inc. The product creates a strong, durable bonding for quick installation.

For further informolion on qll New Products qnd New Lilerolure, write The Merchont Mogozine, 573 So. Loke Ave., Posodeno, Cqlif.9ll0l. Pleose menlion issue dole ond poge number so we con process your requesl fosler!

new product line of white rod dowels and clear oak tlresholds for sale to retail lumber and building material dealers.

Each product is packaged in ffberboard containers with the Brush label.

The dowling comes in 36" and 48" lengths while gtandard door thresholds (38") come in Ltil,o x 6", !" x 6" outside'and 1" x 4ol inside.

WRITE: The Merchant Magazine, 6?3 So. Lake Ave., Pasadena, Calif. 91101.

Combinqtion line & Plum Bob

New to the P & C line is a chalk line/ plumb bob combination tool that'does both these functions. Customers will appreciate the lock that lets the line pull taut for snapping accurate chalk lines or holding: the plumb bob to required height. fire re-w"ind handle lies flat against the tool, then flips out for fast use. The tool is precision balaneed, coming in 60 or 100' line lengths. Replacement lines and red or blue chalk are available.

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

Woter System Disploy

Colorful tube fits any carlking gun

The adhesive comes in a colorful, impulse-appealing cartridge tube that fits any caulking gun. One tube bonds four to five panels. Adhesive is offered at a low price to dealers, ofering full mark-up. Distributorships are presently aVailable.

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

Dowel qnd Threshold Disploy

A very attractive, and practical spacesaving display bin has been introduced in southern California by Brush Industrial Lumber Co., of Los Angeles, to display a

Barnes Manufacturing Co. introduced a counter top display emphasizing the company's submersible pump features. f'he display contains a 3D illustration of a 4o submersible pump. The illustration is cutaway to show the Earthane top bearing, Spira-Seal system, Aligna-Flex coupling and PSC oil filled motor.

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

Plywood chief hits housing

THE HOUSINC industry, chief market - Ior softwood plywood produced in the United States, is performing "rather poorIy" on a competitive basis with other industries, according to the executive vice president of the American Plywood Association.

James R. Turnbull, speaking at the association's 32nd annual meeting in Gearheart, Ore,, said housing starts have remained nearly the same in the past 20 years while population has increased about 36 percent.

With its major market in the doldrums, the so{twood plywood industry in the U.S. {ailed to show a gain in 1967 for the first time since 1960, Turnbull noted. Total production in 1967 dropped slightly below the 13 billion square feet level of 1966.

Turnbull said an improvement in the housing market in the forepart of 1968 is mainly responsible lor a L4.7 percent gain in softwood plywood production in the first five months of this year compared with the equivalent period last ycar.

"lf it continues at this rate, we will end up the year at 14.9 billion square feet," Turnbull said. "but I do not think we will

maintain this rate of gain. I do think our original targets of an B percent growth and a 14 billion square foot total are attainable goals for 1968."

Eugene A. Gulledge, first vp. of the National Association of Home Builders, predicted a substantial decline in housing starts this year.

Gulledge said the national housing market in 1968 would probably drop to 1,350,000 starts from an earlier expected I.5 to I.6 million.

Gulledge blamed what he termed "a credit crunch" in which the housing industry had been placed by the economy.

He complained about the government use of the housing industry as a stabilizing "yo-yo" on the nation's economy. "The government flooded building funds into the market to spur the economy and then slowed them down to a trickle to cool things ofi," he said.

Creation of a forum of all land users to establish the best uses of the nation's laird resource was proposed by William H. Hunt, president o{ the American Plywood Association.

hupralWLablalgLunbp,t fuo*ftu, pru o[ Rp/ruood, S pht Pr,odudr & SrlunDmdradt.

REIIWlltlI|, FIR A]III PII{E IUiIBER

SPTIT REDWll|lD P(|S$ iI(lRIISEll

RAIIS, PAIIIIG & H(lI.LIwllt|D SHAIGS

We Speciolize in Mixed Loods!

Jim Moher Cordes Longley

Wholesalers of West Coast

Sottwoods: Douglas Fir

White Fir . Ponderosa Pine

Sugar Pine . Hemlock

Via Rail, T&T

COIVNOR LUMBER SAIES

Hemlock FasciaRail & LCL from our stock

Specialists in Stress-Grade Lumber

(1500f & 1200f DF green)

Transits and Mill Order Fir and White Woods

Wood Promolion Efforts Continue

A national promotion program for wood products, combining the joint efiorts of various industry associations, has ,been proposed by the Economic Council of the Forest Products Industry.

The program, under development since 1965, was presented to a group of industry association presidents and chief executives meeting reoently in San Francisco. The program was unveiled by L. L. Stewart, president of the Bohemia Lumber Co., Inc., Culp Creek, Ore., who heads the committee of past chairmen of the Economic Council.

Stewart said the program envisions merging the present Wood Marketing, Inc.,

and Forest Products Promotion Council into a new promotion organization tenta. tively named "W'ood Promotion Council."

on widening the channels of communications among associations representing these groups at the national, regional and state levels.

Industry Strives to Cooperule

The top staft executives oI some 30 forest products industry manufacturing, wholesaling and retailing organizations met in Dallas, Texas, recently for a forest products industry inter-association meetirg'

The two-day discussion of topics of mutual interest to the producer and distributor segments of the forest products industry, the first of its kind ever held, centered

Subject areas covered included: (1) methods to. enhance mutual understanding and support for legislative programs and federal agency administrative policies; (2) a regional, state and national interchange of information on building construction statistical and marketine data; (3) programs to improve the image of individual associations and the building construction industry and its various arms; (4) exchange opportunities for raw material availability, promotion and pubUl{ITEll

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

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

United inventory of prime softw00d lumber maintained with the retail dealer's needs in mind.

6800 S, Victoria Aae, Los Angel,es, Calif, 90043

WHOLESALE

P.C. MapleAlderHardwood Squares MouldingsSoftwoodsEastern Hardwood C(lMPTETE MIIIIIIG

GALL: (213) 753-452L

Weslern Lumber E Building Moleriols MERCHANT

licity; and (5) the efiective implementation of national forest products industry efiorts at the local level.

AFPC Wins Sofety ,Aword

American t'orest Products Corporation's subsidiary, General Box Distributors, received the highest award presented by the Cali{ornia Lumbermen's Accident Prevention Association at their annual meeting. The Nat Edwards Memorial Plaque is awarded yearly to the member company working over 300,000 hours with the lowest lost time accident frecuency.

Eric Roby received the award for General Box. Roby, as manager of AFPC's insurance department spearheads the company's safety program.

In addition to GBD's extensive manu{acturing operations at Fresno, the award included operation o{ two sawmills, one at Oakhurst and one at Dinkey Creek. (The Oakhurst mill had no lost time accidents for the entire year. ) Combined working hours for the three operations totaled just under one million during t967.

In addition to participating as a member of CLAPA. American Forest Prod-

ucts Corporation has conducted its own sa{ety award program for the past IB years in an efiort to promote an even higher degree of safety {or employees.

Wood's World Morket Unlimited

The UN's Food and Agriculture Organization says that construction in developing nations has produced an almost limitless market for plywood, fibreboard and particle board.

Vorld output of wood-based panels soared this year to more than 30 million tons and demand is expected to double by 1975.

CtASSlFlEll ADYERIlSlltLPosition tltanted g2 a tine, . minimum $4.50. All others 93. a line, min. 96. Two address lines fiour address or box noJ count as one line. Deadline for copy is 20th. Box numbered ads $l extra.

CTASSIFIED ADVERTISEI,IENTS

Weslern

Lumber & Building Motcrlols MERCHANT

Names of Advertisen in this Department using a Box Number cannot be released. All replies should be a& dressed to the box number shown in the ad in care of The Merchant, 573 So. Lake Ave., Pasadena, Galif.91101.

HEIP WANTED BUSINESS OPPORTUNITIES

FAST GROWING chain lurnber & hardware discount stores seek- ing exper. retail lumber salesmen, managers and asst. mgrs. Excellent oppor. for advancement. Top pay, pensions, profit sh'aring, insurance and other benefits. Send fesume to Boi tOO.

ESTABLISEED MANUFACTURER wants experienced represent- atives to sell plastic finish hardboard wall- panels, delorative ffligtee hardboards, contact cements and panel hastics to wholesalers of building materials, Several large potential volume areas open. Send complete resume to Box 1?8.

EARDWOOD SALESMAN-oId established hardwood distributor has opening in central California for experipnced salesman. Salary, expenses and fringes. Write Box 18b.

ESTABLISHED L. A. lumber company wants lumberman capable of following: posting books, typing, handling of milling orders, inventory and order dispatching. Send resume to Box 1g2.

SALESMAN to work with factory representative. Building spe- cialties. To cover Oregon. Living preferably in the portland-Eugene area. Replies confidential. Write Box 188..

POSITION WANTED

LUMBERMAN, sober, industrious, 20 years experience. Seeks employment in either retail or wholesale operation. Excellent background in purchasing and sales. Prefer L,A. Basin area. Resume on request. Write P.O. Box 905, Bellflower, Calif.

EXPERIENCED LUMBERMAN seeks employrnent ; excellent back- gtound; manager,, assistant or sales. Write Box 18g.

WANTED TO BUY

IIUNTER WOODWORKS, fnc., wants to buy 4x4 and wider, economy and better, twisted and weathered Douglas Fir. Phone (218) 775-2544 or 835-5671.

TRIANGLE LUMBER CO.

PLANING MILL FOR SALE-Mill about 3 years old in large city in North Texas for sale by owner because of other business. Everything in first class condition, plenty of room on long lease property; has private railroad switch. At present specializing in eustom mouldings and trim. Doing about $50,000.00 per month which could be doubled as plenty of business. Will sell with or without inventory. With inventory (mostly lumber) would take about' $225,000.00 to handle; without inventory, about $100,000.00. Some terms to responsible party. This would be a fine proposition for sole owner or owner and partner. Write owner. c/o Box 191.

FOR SALE

Chain of seven retail yards, good locations. P.O. Box 3606, Los Angeles, Calif. 90054.

FOR SALE-Modern retail lumber & hardware business. Excellent Iocation in growing community. Eastern LA Co. Population expected to triple in next ten years. Serving tract builders, custom contractors and local trade, going ssngsrn-rrsll equipped throughout. Owners wish to retire. Write Box 193.

SERVICES OFFERED

JOHNNY TEE LUMBER LOAD SIGN PRINTER

Specializing in paper danger flags, side-load signs, job cards, etc. John Weilet's Printing, 1441? Hawthorne Blvd., Lawndale, Calif. Phone (218) 676-7522 ot 676-2293.

LUMBER HAULING

C q TRUCKING COMPANY, (213) RA 3-6557 and (213) RA 3-2138, 7151 Telegraph Rd., Los Angeles, Calif. 90022.

Wbolesalerc of west coast forest products

254 Arlingron Ave.

Kensinglon, Calii. 94707

PHONE: (4151 524-9595

HEXBERG LUfftBER SALES, rNc

Eric Hexberg Sugar Pine-Pondrrosa Pine-Whitc FlrJlouglas Fir and Inccnsc Ccdar

Don Gow

Dole Slorling

Chqrlie Schumqcher

Truck ond Troiler or Direct Roil Shipments

5855 NAPtrs pTIEI]EG BEAcH, cAtIF. From los Angeles Coll: 5P 5-6107 Besch Areq Cqll:433-2472 or l7l41826-0636

Buying Ofrce Red Bluft lee Deering . LA 7-5556

TOS ANGEIES tultlEt AND tuillEt ?toDucrs

Ldwsd Co. lKn Convqtl.*...WEbtlcr

BUYER'g GUIDE

SOUTHERN CATIFORNIA

l. lruo Co. lJlm ,ilGFodd.ol---.l2r3l

l{srdrood Co. -.-.....---.f,19-1235

-.*.R^ymod 3-1681-3-3/a54

Lsnbcr Solca .-..-...*-.....-....-...(2131

Lunber & Plywood..-.----.(213)

Lumbc, F. fl ...**.--**-*J71-2161

-.-*..-........*-EDeil@d

Lumbc Co., Ed-..-...-..-...-...LUdtow

Co. .....-.-(213| 636.83,t5

Lone Lumber Co. .-.---..-....------------...---(213) AN 9-067/t

Lohloy, Dovld E. ..-*..-...----..-...Chopnqn 5-8805

Iq-Col lumbcr ..-(213) tUdlow 2-53tt

SAN FRANCISCO

IUMBER AND IUMBER PRODUCTS

Arcolo Redwood Co. YUkon 6-2067

G€drgia-Pocifi c Corp. -..-*-*.--.---..(/tl 5) 87 l -967 I

Hoffinqn Mqc&in Lumber Co. --.*-...(ll5) 167-8110

Hqrbor lumba Compony -.----.-.-.-...--..fUkon 2-9727

illtgin3 lumbc. Co., J. E. .--.*-.-.-..VAl6clo 1-8711

Hobbr Woll lumbcr Co., Inc. ._-..---Flllnoro 6-60O0

lmon lumbcr Co. ...-.....--.....--YU]on 2-4376

licrquort.Wolfc lumbcr Co. ----.......(2131 625-1 191

llulld Lunb* Co., Floyd ..678-5334

Itiuluol llouldins md lumbcr co. -.....-..FAolty l-0872

N.th Lumb; Scla, A. W. -.-.....-......-.--.-.872-1280

Orgood, Robcl S. -.-*-....--..-.-..-...DUnktrk 2-8278

?cl!c Flr Solc....-...-....--......-.......-.-.-...llUnay 2.3533

Poclic lunbcr Co,, Th. ..-...--.-CUmbslonj 3.9028

Poclflc-llodlon lumbc Co. --.....-..-..5Prue 3-2292

Pon Atlollc tredlng Co- lnc. -.*-..-...Rlchnond 7-7521

?.ltcc Conpmy. Al .-.--*-.----.-.....-..J{Evodo 6-1009

P.nbcrthy tunbcr Co. -.-.-....-....-..-...tudlory 3.4511

Roundr tunbc Co. -.-.....-..-..-..-..-.-.......4,t5.2S96

Toonc-.lu-mbcr,Soler, lnc, .......*.-......llUmy

r/Yebrtar & Johnron, Inc.

(Von. Nuyr| ..........-.-.(2131 786-7056 Twln Horbon Solsr Co. -......*.-......-..........-..625.8t33 Unlon Iumber Co. ..-*-..--..-..-..-...-.......(71lt]

Co. ...-.......-..-._..--GJmbcriond

(Anchciml ---.-......-.......pRqmct

Whlrfcr Hqrdwood3, Inc...--.......----...-----_.--.._:_..J53-152j Wholerole Forest Produch ..593-6013

[ING*?I ES

tlwoRK-DOOnS-ilOUt Dt NGS_

I.DING AAATERIATS_PAINT_HARDWARE_ETC.

rrtoldlng Co. ...-.-.-*..-.......RAymond

Co., Thc .---.....--..-.......-..........--(213)

Bwerfy Monufocrurins Co. .........-..--.........(2t3i 755-8561

Corlr Conpony .......ptmqnr 2-3t36

Doft, Inc, ....,..--*.-.-.....(213) 775-2929

Johnron Pct.Dor. Inc. ...----.......--_.._-.....-iztSi 319-l9Tl

l{optc Bc., Inc. ....*-..--..-.--.-..-...OXb;w 8-2536

llqon Suppllq, Inc. ...-.....*.-......-.......ANgclur 9-0657

Nodofl lrtonufocfurlne Co. ...-......-..*.....-..-...819-2675

Plttrbursh Potnh ---.---.--.-...-.-......12f3) 978-5379

!oln- l-et Co-rpr ..,-....--(2t3) 919-2251

Slroll D@r & Plysod 6rp. ....-.-,..GjnLcd;nd 3-8125

Tod.?, Wcbrt r & Johmq ....-.--.-..ANgclut g-7231

Tort r, Wobttr & Joir:m (Sgctolfy Div.l AN 8-8351

Woodlod Product3 Co. ...-...---....(7tltt YUkon 6.7981

SPEClAl. SERVICES

Pcciic Lumbcr Co., Th. ....Jrl-17@ Silmorco, nlcmotfool -.-.--.-----......-.-..776-1200

fqder, Wcbttcr & Johmon, lnc. --..-.-PRopcct 6-4200

Union lunba conpony -*---.-..-.-...-..SUter l-6170

Unltod Stot.r Plywood Cdp. ...-......-..-..-runlpr 6-5005

w'ndllng.Nqthon Co. ....-..-..-..........-..-......-SUttcr l -5363

SASH-DOOnS-Wr NDOWS-MOUtDr NGS

BUI I.DING ITAATERIAI.S_PAINI-HARDWARTETC. Cqfovcrs Ccnmt 6.......*----.-.......DOug16 2-1221

TREATED IUI,|BER-POI.ES

Holl Co., Jcmrr [. -.-.-...........-.-..-..-.--Jurir l -7520

Kopprn Co., Inc. ...-......-..-..-..--.--.--YUkon 6.2660

Wcndllng.Nothon co. ...-..-..-.-.-...--..SUrt r l-5363

SPECIAI SERVICES

Gllbr.olh Chonlcol Co. ...SUnqr 1.7537

NDOWS-l{OirlDl NGS

BUI TDING MATERIAI.S_PAINT-HARDV/ARE_ETC.

Boxtsr & Co., J. H. ...........-.....-.-......-,..1,1151 3.19.0201

Colfldor Crnonl co. .......-...-.-.-......-glacourt l-7400 Pmko I'tfg. Co..........-....-..-..-....-.--...(4151

ARCATA

NORTHERN CATIFORNIA

Atcafo Rrdwood Compony -.........-.......Hllbldc 3-5031

Aftoclolcd Rcdwood Mlllr ...-......-.......VAndykc 2-2116

Col. Pqclfic Sols @rp. ...............-..-....VAndytc 2-5151

Holnq lumbcr Co.. Frcd C....-.-..........-......----113-1878

Poclf, c Flr Sols-....-..--..---...-...-..,.-..-VAndvlc 2.2481

Sinpron Tinbcr Co,-..--...-........-...-..-...17071 822-037 |

Soufh Boy Redwood Cp. ...-..-......-......-...(213t SP 2-5258

Tocomq lumbcr Solcr, Inc. ...-......-..-...VAndyke 2-3601

ANDERSON

Klnbcrly-Clork Corp.

Aroclolcd lloldlng Co. -...-.--.-.-....Mynond 3-3221

Barkor A,tfs. Cr.-.--..---...--.-. 87tll63

Eulfdins ltqtdiol D{leB Cradit Asn. ...-(213} 382-7151

Collf. Lbr. Inrpcction Scrytc. ...-.-.N0rnondy 5-5431

Good Ploning lllll.-..-..--.----.*..-.JiAdl:on 2-l t 8l

CrolE Buying Seryice ...-.-....-......---.-.----.......-780-1770

Alothay lcnt-A-Sklll --...*.---.....(2t3) 381.5255

lllonl-Corc7 l b. Co. .....-...23-85il

NolPot 6rp. -..(2131 LUdtow 3-1056

Roin Jel Corp. ..-.--...(2131 819-2251

Sunm6rb.lt-Spc€dtpc,r ...--..--.-..--......(21 3l 923-0686

lcpo ftdutdc, Inc....--....-..-.-.-....-....--...639-2552

lurllEt HAllDtlNC AND SHlPPtNGr CAiRIERS

Grnirld t Sqr, Inc., H. lit. -.-...IRodo 6.1783

Garlfc-Pqclflc Ccp. .-*.--*-.--..-..-(5O3t U5-1?56

cototADo

U.S. Plymod

DENVEN

cotonADo SPIING3

Alb.d A. r.lht co. *.-.-.;---.-..15031 343'/al2a

Pcirc Lumbcr Co', Al ...-.....'-..........-..(5€l 3,'2'26l.3

Tort r, W.b3t r & Jobnon -....**-l!t03l 9,,.2-5128

U.S, Plw$d C,on.

Dlcnod 2-llll

Wcycrhorc Co. ...-.-.-*.---...--.-.-(lt0ill, 342-553t

Wllllonetto Yoltcy llh. Cr. ...-.,-.-.-...15031 68t-l 4.lO

Donl & Rctrrll, Inc. .-....-.-..-..- CA 6-2311

Enelanrod Softvsd Prcductt ----*...228-2356

Fornl Fibr Producb Co. Al a-9158

Evonr Prodoch Co. ---.*..---..222-5592

Geooio-Poclflc Coo. -***.-----...722-5561

nthbursh lolatr -.--..-. (5031 232.5188

Tvta Horboo lunbe Cl. 218-1142 luncc lunbcr Co. ...-.-..-.-....-.....-..-...CApltol lt-6661

U.S. Plywood Corr. ...--.-.-..--..-......-.-...CAtliol 7-0437

W.yr.housr Co. .......-.*-.-..-..-...-.-...-*..226-t231

sAlEl

U.S. Plywood ...-..-...(5031 585.1336

SPf,INGFIEID tobore tunbcr 6....-...-...--......-.........15031 7 16'811 | W.r.tt@tc Co. .......-..........-.......-...-.-l50ll) 716'2511

\,ENETA fnt'f Pop.r/tonr-8.11 Dlv. *..-...--.......15031 t35-221, IDAHO

STERTII{G L SIllNE

Sterling L. Stoflg veteran hardwood lurnberman, died July 14 at Solano Beach, Calif. He was 70.

He was born December 18. 1897 in

Memphis, Tenn. Before coming to Los Angeles, Mr. Stofle traveled and worked for J. II. Monteath Co. of New York. He spent time in Africa a,nd South America on company business.

He joined the TVestern Hardwood Lumber Co., Los Angeles, in 1928, where he rose to the position of sales manager and vice president from 1943 until that company warl

lWhere do we deliver the glulams next?"

$TRA[[DOOM the Quutity Leader in'68