Merchant Magazine - August 1969

There's a TW&J d istribution center n ear you, part of California's most comprehensive source for all basic construction needs. Fast service. In-depth inventories. Lumber, mouldings, plywood, ffiillwork. Specialties toofencing, hardwoods, beams, to name a few.

FRESN0, 1266 North Maple Ave.; L0S ANGELES, in Cerritos at 14103 Park Place (including hardwoods);

NATI0NAL CITY, 1640 Tidelands Ave .; NEWARK, 5526 Central Ave.; RlALT0,555 West Rialto Ave.;

STOCKTON, Stockton Box Co., 1800 Marshall Ave.;

VALLEJO (hardwoods) 3020 Sonoma Blvd.; VAN NUYS, 15150 Erwin St. And out-of-state: PHOENIX, Arizona Box Co., 3203 Grand Ave.; HURST and HOUSTON, Texas.

Ihis workbook of ideqs shows whqt smoller componies con do, loo...

Kendall Manufacturing Co. learned that it is easier for a small company to teach the unskilled than a large manufacturer. In a small plant, says President Lowell Kendall, the unskilled trainee has the opportunity to work alongside an experienced worker. In a large plant, classroom instruction is mandatory.

The Crouse-Hinds Co. offers "off-thejob" training to employees so that they can qualify for better positions as openings occur.

Oxford Chemicals feels a smaller firm like itself is in a better position to attract and trai n ha rd-core unemployables because they feel it is hard to

compete with i n a largecorporation. Oxford f inances its own training program, sending employees to school at night. Each trainee is assigned to a trainer of the same ethnic group.

These and 70 other case histories illustrating how business big and small is helping to solve the crisis in our cities are in the new booklet "Solving the Crisis in Our Cities...Report to Business No. 2." Use the coupon to get your copy.

We don't claim to have everything in the world you'll ever need. But chances are we come pretty close.

For instance:

There's Craftwall@ for your "nothing but the very best" client. lt's the absolute ultimate in hardwood.

And Forestglo@ hardwood, available in 15 species and

colors. Looks terribly exPensive, but priced within reason.

Woodgloo"t is the newest addition to the Weyerhaeuser line. lt's real hardwood, too, but sells for several dollars less than Forestglo.

The best in grainprints is Muralwood@. Many can't telf it from genuine hardwood.

Finally, there's Woodhue@,

our low-priced grainprint. The competitive workhorse that retails for less than $5 a panel.

From $100 to only $5'a panel. From exotic teak to budget birch. There's .very little we can't do.'But just in case we've overlooked something, write us at Box B-1061, Tacoma, Washington 98401. Weyerhaeuser

If our 46 panels at 80 different prices ean't solve yorrr paneling problems, we'd like to know about it.

Western Lumber aBuilding Materials

MODI]ST LOOKING YARD SETS OUT TO WOO RETAIL TRADii

NEWS BRIEFS PAGE GIVES A FAST LOOK AT EVENTS

WESTERN YARD'S SUCCESSFUL FORMULA SELI,S I'ANELING

ROARD PANULING CAN MEAN NEW SAL!]S FOR DEALERS

PROMOTION.MINDED YARD CONCENTRATES ON PROFIT

LUMBER PRODUCTION FIGURI'S CONCEAL SURPRISES

THE SINGLE ITEM SALE-SMOOTH SELLING SERIES

DISTRIBUTOR INCOMII INCHES OVER TWO PERCENT

BUILDER EFFORTS THWARTED BY FINANCING SQUEEZE

WOOD INIIORX{ATION BUREAU PROGRAM SADLY DEAD

HOO-HOO REDWO.OD GROVE DEDICATION UPCOMING

SAN FRANCI[]CO CLUB DIGS UP OLD DINNER MENU

T.EDERAL GOVERNMENT'S EFFECT ON LUMBER INDUSTRY

Cedar Specialties

cedar 6 phrc mouldings;

Aasoclnto llditot &nd

IIEPBESENTATIYES

NOIiTIIERN CALIFOIiNIA I} PACII'IC NOIiTHWDST

Cal Wood, advertising and news, 5 Genoa Place, San Francisco, Calif. 94133. Phone (415) 391-0913. San Franciaco Billing Office, 2030 Union St., San Francisco, Calif. 94123. Phone (415) 346-6006. solrtiltiliN cALrt'otiNta

I'ed Tiss, advertlslng and news, 5?3 So. Lake Ave., Pasadena, Cali- fornia 91101, Phone (213) 792-3623 or (213) ?92-4098.

NIIW YORlt

llul l(, Poritz, advertlslng and news, 369 Lexlngton Ave., New York. New York 1001?. Phone (2r2i MO 1-0380.

MIDIVES'I

.Ierry Crubbe, advertising and |rc,ws, P. O. Box 13, Xenia, ohio 45385. Phone (513) 372-6471-.

DDITORIAL OFI'ICES

WI'STERN LUMBER & t]UII-I)[NG

MATEIIIAI,S NIERCIIAN'f is pub- lished monthly at 5?3 So. Lahe Ave., Pesodena, Calif. 9ll0l, Phono (213) ?92-362S or (218) 792-4098 bv California Lumber Merchant. Inc. Please address all correspondence to Edltorial Offlces. Secondclass Dostase rates Dald at Pasadena. - Callf,, and addltlonal offices. Advertising rates upon request.

Srrbscrilrtion llates-U.S., Canada, MOxico- an(l I.atln Amerlca: $4one year: Sl - two years; $9 - three years. Overseas: $5 - one Year; $8' two years. Slngles coples 50/. Back eoples ?5/ when avallable.

SUBSCBIPTIONS

(-;lrlurr{o of Addreus-Send subscrlp- tion drdels an.l address changcs to Clrculatlon DeDartment, western Lrrmber & Buildlns Materlals lut'rchant. 573 So. Lake Ave., Pasa' dena. Callf. 91101. Include address label'from recent lssue lf posslble. Dlus new address, zone number or ilp code.

Tlro lferclr:rnt lll&sazino Serves the members of the:- Arlzona Retall Lumber & Builders suPPlY Assoclation. Phoenlx; Lumber Mer' chanLs' Assoclatlon of Northern Californla. Los Altos; Montana Buildins Materials Dealers Asso' ciation.- Helena: Mountaln States Lumbei Dealeri Assoclatlon, Salt I-al(e Cltv and Denver; Lumber Associatldn of Southern Callfor' nia. Los Anseles: Western BulldIng Materlal- Assoclatlon' Seattle. THE MERCHANT is an indepenilent 'tnagazine published rnonthla !'or those members of the lumber and buitdins ir,ateriale industries uho nied end tDant factual, accurate news and, an obiectioe ano,Iusis ol eaents and Products of c6nceri to them 'in business'

Ponderosa Pine White Fir sehcted decking dnd otlter specfultir.r

Also now pioducing kiln dried meranti, a product of Malaya. randomlength drawer sides andother furniture products

Laminated Timbers, Stairtreads, Bench Tops

Western Red Cedar-All Grades

Roof Decking-All Species, All Sizes

Incense Cedar and Lam-Loc Pecky Cedar

Clears-Douglas Fir, Hemlock, Gedar

Dry Douglas Fir-Selected Commons

Starter Board and Paneling

Fencing-Pecky and Solid lndustrial ltems

BUYING REMINDER

Studs, Dimension, Sheathing

Cutting and Timbers

School Specifications

lndustrial ltems

Clears

Starter Board

Siding and Fascia

Laminated Timbers- | ncluding Curves

It's easy to forget that right here in your own backyard, there's a source for practically every construction lumber item your customers use. Several million feet of wood is stocked in a wide variety of species in our Los Angeles distribution yard, close to freeways for quick pick-up. Add to this a facility which can provide you with laminated products, detail milling, resawn faces, decking, siding, paneling, overhang...you name it! Then, there's our mill buyers who provide another plus when you need large shipments or something special that just isn't available in town. They're up on market conditions, the mills offering competitive prices and the ones who can deliver on time. Doesn't it make sense to call Fountain flrst?

A Serious Loss toOur Industry

.ftHE RECENT demise of the Wood Information

I Bureau of Southern California is yet another dismal example of the lumber industry's failure to go much beyond lip service in the interests of wood promotion. What too many fail to understand is that their interests, and wood promotion's interests, are identical.

The IVIB program, at least in its early stage, appeared an effective way to raise money and use it wisely for local area promotion. WIB was funded, basically, by a union contract ttrat took 14 from labor, 16 trom management, placed the money under the sole control of management, and directed that it be used locally in the common cause of promoting increased wood use.

But as always, problems began to appear as the program gained form. This group didn't perform as that group had hoped, this person did or did not do or say something or other. Dissatisfaction came early when neighboring union bargaining units failed to add the wood promotion clause to their new contracts. A cast of gloom came over the program; enthusiasm and a seeming lack of future inexorably drained hope.

Like many early deaths, it was needless. Perhaps it was inevitable. Needless because most of the program's problems were solvable and inevitable because the lumber industry has yet to realize that wood promotion is essential if it expects to retain the shape of the business in something approaching 'its present form.

One thing should be stressed. WIB's troubles were not due to the failure of any of the management people who took an active hand. They deserve our commendation for their unstinting efiorts for the program. That the program failed faults them not at all. Rather it indicts the industry for iollec' tive failure to voluntarily insist that the wood promotion clause be included in union contracts or a substitute found.

It isn't enough to pass the buck. The issue involved is too important. Our industry should be at a stage of marketing maturity where it grasPs the necessity of wood promotion; where it can sublimate intra-industry squabbles for the common good; where it can get together to save those markets not already lost to substitute materials. It appears thar day lies far ahead.

Let's Toke o Closer look

NTATIONAL Gypsum distributing dirty pictures? r \ Feelthy wallboard?

Well, yes and no. It seems that when the bluenoses of New Jersey saw Beatle John Lennon and his wife pictured stark naked on the cover of their new record album, they had a fit and ordered the album covers seized.

Eventually, the 3,300 covers ended up being finely ground into material for the National Gyp. wallboard and getting distribution, sort of, after all.

vlctoria 9-3109 THornwall 2-2158 20 EAST ALAMEDA AVE. BURBANK, CALIFORNIA

SIMPSON BUILDING SUPPLY COMPANY

HEADQUARTERS

Holey J. Bericin, Mgr.-Direct Soles

2O00 Woshington Bldg., Seohle, Wosh. 98lOI

TEAMED TO SERVE THE DEALERS NEEDS

SPECtALtSTS r1{

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.

DISTRIBUTIllN AND SERVICE CE}ITERS

ARCATA 7071822-0371

Stan Eisner, manager

Roger Oilar

Frank Stanger

George Thompson

cARDEN A 2131321-9202

Perley Fisher, Mgr.

Stan Cochran

Lynn Layton

Ray McKendrick

SANTA CLARA 408t296-0407

Leonard Viale, Mgr.

Ed Blunt

Bob Raymer

David Bein

You can depend on fast, frequent customized delivery service from Simpson Building Supply Company to keep your customers happy and your cash registers ringing. Every day our long line drivers head south with mixed loads usually for split deliveries. Typical is this load just completed by Manual Damas at Arcata.

Modest looking yard sets out to woo retail trade by ] remoq

66 A STORY in The foIerchant about a n y"". ago gave us the idea," explains Jerry Higman, vice president, Re' liable Lumber Co. "Your magazine al' ways pushed the idea of a streamlined re' tail sales operation to ofiset depressed housing starts."

Prior to the 1965 building slump, the vard concentrated 907o of its business in tontractor and industrial markets' Since launching wholeheartedly into the retail arena, Reliable has discovered a terrific growth potential.

Setting out on a new tack, the Rosemead, Calif., yard remodeled its show' room and set aside the front half of the yard for retail trade. Purchase of the cor' ner property gave the company 3.7 acres and when remodeling is completed, 9,000 sq. ft. of showroom will be devoted to re' tail.

Stocking everything from water heaters to mail boxes, the yard has more than doubled its Saturday trade with an average sale per customer of $10-12. Starting t}e switch over in January, they find their retail business growing by leaps and bounds. 'oWe're not unhappy or disappointed," said Higman, with the sales records of any specialty items."

Since advertising is new to Reliable, they spend only $800 per month on it and concentrate on local papers.

Covering a seven mile trade area with advertising, the ads bring in cash and carry customers interested in a variety of products.

Since the beginning of the year, they

have been computerized with accounting broken down into lumber and non-lum' ber percentages. "We find the computers help with accuracy and speed," Higman said. In just seven short months of rising sales, the company has outgrown the computer program it was using. "Last year we grossed $2.5 million; and after a slow start in industrial business we hope to gross in excess of $3 million," Higman related.

Sfory at q Glonce

Retail sales double as industrial/ contractor oriented yard shifts emphasis to retail market large stock draws customers. merciless competition in 7 mile urban trade area.

Taking care of the growing retail and non-retail traffic are 2I employees; five in management and desk sales, Il in tlre yard, three are office personnel, two are outside salesmen. Employees are hired through word of mouth and the union. W'ith four regular drivers and five trucks, delivery is free.

Founded in 1929 by Jerome Higman and his wife Anne, Reliable has been managed jointly since Higman's death by Jerry and Dan Higman with the helping hand of their mother. Both men were raised in the business and have divided

management chores between them. Jerry Higman is in charge of contractor/industrial sales and purchasing rough lumber. He's married with two children. Dan supervises the yard and purchases redwood, plywood and pine. He's married and is expecting his first child in December.

They once considered plans to open a new branch but shelved them because of high interest rates and the present unpredictable economy.

Management places much stress on service. Delivery is free. And while the company doesn't handle or do prefab or remodeling work, it's always glad to refer customers to contractors that do. Minimum charge for cutting lumber is 501, charged by the job to retail consumers. Major credit cards are accepted, with all contractor/industrial business checked through the Building Material Dealers Credit Assn. which Jerry Higman calls, "very helpful."

Competition for consumer business is keen with an Ole's Hardware Center two blocks away and Angel's discount center nearby. Reliable is the only traditional lumber yard in the area though. And they're 30 carloads of lumber over last year's 170. "We lease property on the spur to store the lumber," Higman explained.

The only problems encountered since expanding their retail market are minor. Power tool sales tend to sufier because the manufacturers give customers little or nothing to work with. The tools themselves take up a lot of space and require

r.i\

g, advertising and going all out for customer service

a large dollar investment. Jerry Higman would like to see home building associations "stop talking about lumber prices"

and do more to promote home building.

o'We're pleased with the progress on our consumer end," Higman noted. With

hours of 7 230-6 on weekdays, 8-6 Saturdays and 8:30-2 Sundays, the yard should keep pulling them in.

PAII0RAMIC S|OE VIEW of Reliabie Lumber shows exgrocery store (left) which company plans to remodel, add to present showroom. Front (left) half of yard is enti ely devoted to retail trade, back half to indust ial/cont-actor business. Note new sign, visable f om front and side.

lilAl{AGltl8 TR0IKA (1) Dan, Anne and Jerry Higman' 0) Exterior of retail showroom awaits remodeler's touch. Interior hre already been done. (3) Reliable stalwarts Clint Miller and Matt Mattheson. (4) Tool

crib attracts customers, creates flow. 6) Harold Haynes, yard foreman. (6) Marion Schomer, book' keiper. (7) Leo Maxon, office manager. (8) Hewnrite display conveniently mounted on wall. (9) Large se-

lection of brooms displayed in waste can. (10) Water heaters and electrical supplies. (11) Shovels, rakes, hoes, weed cutters, all at low/prices. (12) Mail box and sink display.

lumber

NEWS BR[EFS

Bohemia. Lumber is splitting its stock 2-for-l Boise Cascade is merging Aristocrat Traael Prod,ucts, a big trailer mfgr., into its operation . Colurnbin International, a forest products import,/sales firm has been formed as a div. of Columbia Plywood Corp., Portland.

American Forest Prod,ucts Corp. plans to buy Lea Lumber Co., Oakhurst, Calif., no amount revealed suesstimates on the savings from the new lumber standards (if ever passed) range to a quarter billion dollars annually rumor has it Georgi.a-Pacillc bought the Moyi.e Riaer Lumber Co., sawmill and all, no present guesses as to the amount ,

Bayshore Lumber Co. in San Francisco closed last month when owner Solornon Moncure, in business since '37, retired. Coos Head Lumber & Plywoodhave streamlined their operation at San Pedro, Calif., , American Forest Products Corp. eyed, their record sales & carnings for the last half of'69 and upped the dividend.

South Bay Red.wooil, thrr Sears Lumber ol L.A., supplied redwood trim for President Richard Nixon's summer White House in San Clemente, Calif., L. H. Eufu.nk & Son, Inglewood, supplied their built-in ironing boards and Charley's Fence Co., with the help of South Bay Redwood, wrapped it up with a new redwood fence.

Boise Cascad,e has started building its $14 million world HQ in Boise they also put $3 million into a new plywooil plnnt at their Emmett, Idaho operation... Basin Lumber at Moses Lake. Wash.. and has moved to a new location

Picleering Lurnber Corp., a Fibreboard Corp. subsidiary, donated an old, II0 acre logging camp to the Boy Scoals; it is named the Wm.. J. Pendola Reseraation in honor of Pickering's president U.S. Forest Products Lab has more new house plans for low income rural families eligible for federal money under the 1969 Housing Act...

Despite a record number of housing starts in Calif. in May, Bank of America says the luII impact of federal tight money policies has nothit yet... nationally, starts dropped in June for tlle fifth month in a row .,, a 6 room house has been built in 7 days using a new ofl-site system. oI the Nat'I. Assn. of Home Builders.. G-P won't be getting into their jazzy new offices in Portland until about Feb.: bad, weather moved back the hoped for Nov. move-in , .

The Forest Seruice plnns to lnwer appraised prices of the federal timber they sell to bring thern more' in line with lower market prices walnut log prices so&r as domestic and foreign buyers compete for supplies; log prices have d,oubled in 5 yeors Frank Lumber has a new fingerjointing plant at Mill City, Ore.

Dow Chernical is working o'night and day to produce plastic components for home construction," warns Allan Brockbank, past president of the N'tl. Ass'n. of Home Builders.. an American Wood Council survey reveals homeowners who express preferences for bldg. mtls. to go into their homes rnost olten choose waod,; they also under-estirnare its value, AWC says...

The National Committee on Urban Growth Policy has proposed a plan to build, 100 new cities in the next 30 years; committee is made up of a bi-partisan rnix of senators, congressmen, governors, mayors and county commissioners . . hnmebuild,ing ranks second, only to food and food processing as the nation's biggest industry . the average new home has about ll/2 tons ol steel, forecasts see four times that much in the next two decades

U.S. losses trom major fires declineil by more than 20/o last year , Southwest forest Ind,usrries has acquired Chambers & Campbell, a Phoenix architectural and engineering firm, no price given .Vancouuer Plyuood,, a wholly-owned subsidiary of giant SkeIIy OiI, plans an extensive wood products mfg, and marketing operation in Liberia, West Alrica

The plywood, association has called on the feds to concentrate the same kind of energy that put us onto the moon on the nation's need for housing American wa.lnut is still No. 1 with furniture makers. despite the inroads of plastic Boise Cascade sold its yard in Marsing, Idaho to Robert Caldwell and Walter Vallotton.

Angels Luntber & Ilardunre has doubled their El Monte store; plans call for a neu Angels to open in nearby Norwalh in Oct. Croutn Zellerba.ch has cut back lumber production at 2 of their B.C. mills construction expenditures will exceed $90 billion in the U.S. this year, says Johns Manville; they say it's due to increased costs . .,

Volltswagen will now be shipping their cars from Germany in American plywood for the first time they ordered, 500,000 sq. lt. of 3/r(' std. sheathing. The N'tl. Ass'n. oI Home Builders' economist sees a housing starts decline to a one million annual rate by year's end I a money shortage is the reason, ,

The Green Power Found,ation. unable to get a sufficient supply ol ash for its W'atts Walloper baseball bats, turned to making children's furniture . nearly 3 million lamilies in the U.S. own a vacation home the Forest Seruice is considering new regs. to preoent prioate opera,ors from buying federal timber to replace logs of their own they sold for export

Chicago Board ol Trade says trading in plywood futures will be in contracts on a boxcar loaded with 36 banded units, with price quotes on units ol 1,000 sq. lt.; minimum fluctuation: 10d; maximum per day: $7 for each thou. above or below the previous day's settlement price

Textone, a big maker of vinyl paneling for trailers has bought Condor, Inc,, a maker of passage and cabinet doors for trailers the Interi,or Dept. made another partial payment to G-P for lands it took for the reilwooil national par&, this $I0.5 million dollar slug brings the total to date to $14.6 million Diamond International has completed its merger with U.S. Playing Card.

To meet the demand projected by the 1968 Housing Act, experts estimate conservatively tlrat supplies ol wood products rnust increase 2/3rds in the next J0 years... wood treated to retard fire goes into /3rd of all the architectural plywooils Karpen Corp. in Compton, Calif., now produces

In what is hopefully a good sign for the future, the Carpenters Uninn, 900,000 strong, has agreed to work on factory-built homes made by Stirling Homcr Corp., lhe company in return has promised to use only union labor at jobsites across the U.S.

Wcrlcnr

& Bulldlng l$olcriolr IURCHANI

Union Redwood Shingles are back.

After a five-year vacation from the marketplace, fine redwood shingles are back to make any roof or sidewall a work of quality. Union Redwood Shingles are now available for immediate shipment in LCL or mixed cars.

Manufactured to meet all the requirements of Oommercial Standard CS31-52 as issued by the U.S. Department of Commerce, Union Redwood Shingles are No. 1 Grade, vertical grain, clear all-heart. Carefully produced in our own plant with smooth-sawn faces and backs in 16" length with corresponding S/2-inch butt thlckness. Packed in standard sized strapped bundles containing an assortment of random widths.

Union Redwood Shingles can bring you additional profit by broadening your roofing and sidewall line. So let us know what you need. Phone Pete Parrish in Santa Ana (714-542-5669) or Bob Shannon in San Francisco (415-781-61 70).

Member California Redwood Association.

'

YARDS ATt OVER THE WEST FIND FORMUTA WORKS

, HERE'S a formula which promotion. rr minded dealers are using to increase ' sales of hardwood and grain-print wall . paneling:

(t) Hold a "How to Panel Your Wall" ' clinic at the retail yard on a Thursday or Friday night for 75 to 150 interested ,. homeowners.

(2) Follow up with a Saturday truckload paneling sale to take advantage of 1 their new-found "appetite" for paneling.

Over fifty western yards have followed this W'eyerheuser Co. "formula" in the past year with measurable sales results. r The packaged clinic and truckload sale , program, complete with newspaper and radio advertising, sigrrs and presentation scripts, has a step-by-step checklist o{ details for a successful weekend paneling promotion.

Many yards have held truckload sales r and how-to demonstrations as separate ,, events. The idea of combining the two :' into a weekend paneling "event" is paying io, off for W'eyerheuser dealers.

Yard managers report amazement at the size of the turnouts for the evening clinics. Even though the ads stress that reservations are necessary, overflow crowds of up to 150 have turned out for some

Sfory dl a Glonce

Paneling schools held just before truckload sales are proven onetwo punch to get customers to buy. Preparation, set up and staging are done with supplier's help. Measurable sales increases resu lt.

clinics. In some cases, it's been necessary to hold a second clinic to take care of the demand.

Truckload Sales have netted from $300 to $3,000 in paneling volume. Most of the Saturday events have cleared $I,000 in sales.

Although dealers and Weyerheuser sales personnel are happy about the increased sales volume, they also report that the clinics and truckload sales pay ofi by making their people more knowledgeable about how to sell paneling.

Working closely with yard management, the company prepares the newspaper ads and radio commercials, usually sharing the cost with the dealer. They also

bring a truckload of paneling to the yard, and their salesmen are on hand to help with the clinic and truckload sale. The company supplies paneling literature, registration cards for consumers who call in to reserve space at the clinic, a truckload paneling sale sign and a door prize.

The dealer's part of the ooaction" includes supplying coffee and donuts for the guests at the clinic, renting chairs and PA system, and cleaning out space in the yard to seat 60-150 people for the clinic. The dealer builds an 8 x 12' stud wall with window and door openings for the paneling demonstration, and makes follow-up telephone calls tlranking those who attended.

The dealer also arranges for a knowledgeable, articulate spokesman (usually a local builder or carpenter) to put on a paneling demonstration. The spokesman usually follows the outline in Weyerhauser's t'How To Panel" brochure.

They report that even though space is often limited, it is preferable to have the clinic a, the yard,. Holding it at a downtown hall or theater is not as helpful to the dealers, because customers can forget who sponsored the event and may buy their paneling somewhere else.

Experience learned from many clinics indicates that the demonstration area

Combining "how to" demonstrations and truck load sales into one event proves effective way to sell paneling

should be raised 6-8" ofl the floor and be well lighted for good visibility.

A six-column ad featuring the clinic and sale is usually run on the Monday preceding the clinic, followed up by a small reminder ad on Thursday. The ad urges interested homeowners to call in to reservi: their space at the clinic. As prospective attendees call in, dealer personnel register them on the cards and put the cards into a box for the future drawing of the door prize. The cards also give the dealer an accurate count of how many will attend, so that he can ('sug efi" the attendance when it reaches the maximum point.

The actual demonstration at the clinic shows how to start in the corner with panel application, how to cut the necessary door and window openings, applying adhesive, nailing, and applying moldings.

Additional sales points made during the how-to demonstration:

(I) Don't buy the cheapest paneling you can find if you expect to put it in your living room or den and want to show it ofi proudly to your friends.

(2) Your walls are more visible than your .floorg but quality paneling costs

about half as much as a good grade of carpeting.

(3) If your noom is dark, choose a light species of paneling to "cheep it up." Homeowners often ask questions for 30-45 minutes after the formal 'ohow to" paneling demonstration.

The success of the paneling clinictruckload sale format is confirmed bv tle large number of dealers who have scheduled second and third clinics after their first event.

Here is a partial list of western yards which have sponsored Weyerhaeuser paneling clinics and truckload sales: Hayward Lumber Co., Pacific Grove, Cali{.; Minton's Lumber & Supply, San Jose & Mountain View, Cali{.; Jenkins Lumber Co., Salinas, Calif.; Buena Park Lumber Co., Buena Park, ,Calif.; Everett Lumber, Greeley, Colorado: Burton Lurnber and Hardware. Salt Lake Citl Utah; Bestway Building Center, Provo, Utah; Perris Buildlng Centero Perris, rCsllf.; Anawalt Lumber Co., West Ine Ang€les, Calif.; The Work Bench, Denver, Colorado; Blanchard Lurnber Co., North Hollywood, Calif.; Foster Lumber Co., Vallejo, Calif,; Silvera Lumber Co., Antioch, Calif.; Seattle Lumber, Renton, Wash.: Midway Lunber Co., Seattle, T[ash.; Greer & Thomas Lumber'Co., Seattle, Wash.; Parker Lumber, Bremerton, Wash.; Lakewood Lumber Co., Tacoma, Wash.; Conrad Lum.ber, Coos Bay, Oregon; Ace Building Supply, Vanoouver, Wash,; Orchards Hardware Co., Vancouver; Woody's Building Supply, Olyrnpia, Wash.; The Plywood Center, Beaverton, Oregon; and Square Deal Lumber Co., Springfield, Oregon.

ll{ BREMERI0I{, Wash., Parker Lumber set up benches and supplied coffee and donuts for this paneling clinic. They also built the 8' x t2' wall for the demonstration. Crowd of 75 to 100 usually turns out, even in smaller cities.

Here's your opportunity to get in on the nationwide demand for the EUBANK BUILT-lN IRONING BOARDS. Wife approved for new construction or remodeling.

Features include - Swivel support of cast aluminum to allow a wide arc of useability / 3/C'plywood construction / Easy installation by customer / and much, much more.

The unit can be displayed for easy demonstration. Place your order now and be sure to anticipate a large demand for this popular, high quality product.

Sold Coast to Coast

L.IL

It $^/ivels. then folds away when not in use.

A SON,INC.

Board paneling creates \Marm and individual interiors

Lumber paneling provides a prestige finish that is on the rise for commercial and residential interiors. Why not extend your promotion of paneling for homes to businesses as well? Urge your remodeler customers to tap the potential among business firms located in your trading area.

Thousands of commercial spaces each year across the country, ranging from attorney's offices to corporation headquarters, from coffee shops to cleaners, are being remodeled to present a friendlier face to their clientele, as a kindlier place for employes.

Shelter and design publications stress the prominent role that wood plays in interior decor. Solid paneling-which can only mean boardF-can be decoration enough, whether rooms have flat walls or many builtins. It handsomely sets ofr pictures, plaques, clocks and calendars; it humanizes a room full of machines.

You can promote interior paneling in rnany ways. But the best means might be to encourage and help your remodelers to do this job. Commercial interiors can be a profitable field.

Give your patrons a chance to see lumber paneling. Your own offices or counter area can serve as a sales-boosting example. Sheet paneling hasn't yet licked the fabricated look. But boards can take quite a range of elear or tinted finishes and stilt display the grain and tones of naturalwood, Rough surfaces are really "in" now.

Sfory q] q Glonce

Promote exciting and "in" idteriors for b=usiness and residential applications with paneling of board lumber thousands of remodeling opportunities another prof itable "i mprovement" market.

As a dealer, you know the variety of species, board widths, edge and groove pat, terns, and surfacing that you have in stock or can readily procure from suppliers. With just a little thought and with the help of literature offered by producers and their associations, you can set up quite a repertory of paneling ideas to show your customers.

A leading source of free paneling literature and information is Western Wood Products Ass'n., Yeon Bldg., Portland, Ore. 97204.

pan€ling accentude narrov, high+eilinged space. Accent stripe is tackboard painted bhk.

0P AnT wer lxl?" Douglas fir industrial shelving and divider desk clad in- same material with cleai finish make this low-budget remodeling an ice-breaker for office visiton. Boards are glued up from narrower pieces.

RESAUI{ CEDAR boards harmonize with original brick walls exposed in renovation of old office space. Horizontal lines of 1x6"

Aggressive, textbook approach emphasizes profii

ALK INTO Four Star Building Supply in San Lorenzo, about fifteen miles south of Oakland, Calif., and you're in for a real surprise. Four Star isn't anything at all like a 'oregular lum' ber yard." For them, emphasis is no, on volume, but on profit.

What sets Four Star aside is the operating philosophy of its young owners. Murray Gelleri and Bud Brody, both in their mid-thirties, are aggressive merchandising men who are operating in almost true textbook style. And it's paying ofi.

They'll tell you that the secret of their success is "diversity of product line." A walk throueh the store bears this out. You'll notiJe that there are very few "cats and dogs" on the floor.

whv?

They think it's a combination of two things. Some of it instinct, and some of it reliance upon suppliers.

For one thing, the salesman they buy from bring them a lot of new ideas. It's these men who can give them the "feel" of a product, who can tell them how a product is moving.

Four Star's suppliers run tJle gamut of wholesalers in the Bay Area, all fine, highly respected firms. They also include large, national firms such as GeorgiaPacific. Four Star buys from many independents as well, including B.M.D., Garehime Corp. (who set up their fine hardware display, incidentally), and Western Pine Supply. These latter carry many specialty items which give them a good profit margin.

Four Star thinks advertising is so important to their business that they employ an independent advertising agency to help them write their ads. Should you ever walk through Four Star on a Saturday, you'll see how those ads pull. People are often six and eight deep at the counters.

They advertise each week in both a regional paper, the Oaklnnil Tribune, and a local paper, the Hayward Daily Reuiew. Ads appear every Friday throughout the year, with the exception of Fridays preceding big holidays, such as Christmas, Easter or New Year's, when business is normally slow, anyway.

Moreover, each Spring the firm puts out a mailer at one week intervals to surrounding communities such as Castro Valley, San Lorenzo, and Hayward. The

Story sI s Gfonce

Diverse product line. .. reliance on suppliers for new merchandising ideas strong, consistent advertising program various qualities, prices of merchandise add up to rapidly expanding, efficient, modern operation.

mailer will feature a few loss leaders to pull people in and acquaint them with tl-re many products handled there. In addi. tion, the mailer will advertise a wide cross-section of all the products in the store. Many of these items have a good profit built into them.

Business hours cater to the consumer, too. The store remains open until 7 p.m. weekdays, 5 p.-. Saturdays, and 4 p.m. on Sunday.

The main thrust of Four Star's business is to the retail customcr. These people are brought in mainly tlrough advertising. In addition, the yard also serves the small remodeling contractor and industrial accounts. The accent here, of course, must be on service, and, as long as tley can provide it, it's their feeling these accounts will stay with them.

Store personnel try to keep every item clearlv marked so that the customer can

measure value. A strong believer in displaying goods well, the two owners try to ofier several qualities and to price-mark everything. The end result is that products tend to sell themselves which gives floor salespeople more time to devote to other questions.

Four Star finds it hard to put people into neat little brackets. Some like to buy the $8 screen door or the $3.49 gallon of paint. Others prefer something a little fancier or more durable. So the store features products on a good, better, or best basis. The paint department carries tllree qualities of latex paint, priced from $3.49 to $6.49. Customers can buy screen doors priced from $8 to g2B.

"In this way, we don't lose customers because we carry only the inexpensive line or we have only the high-priced line," Bud observes.

Four Star has low labor turn-over, too. Murray and Bud attempt to hire men with a wide range of knowledge or many capabilities, and who doesn't. Ultimately, though, they must train the people by starting them out in tl-re yard.

Both men are strong believers in delegation of authority, too. They feel that their job is overseeing the entire operation rather than getting bogged down in day-to-day operations. As such, they en. courage each employee to think for himself and to make decisions.

"We know our people are going to make mistakes I after all, they're only human. But we find that if we don't call them out for it, it builds up each man's confidence in his ability to make decisions. Moreover, when such mistakes do occur, it's usually of such small conse. quence that it can't really hurt the operation, anywayr" Murray says.

"After all," Rud joins in, "we've got to have at least one man out there who can make a decision to give a customer a l2t stick of moulding if we're all out of ten foot. We try to train our people so that

of volume

lht't' l,t'r',,nrt' proficit' antl lruilrl lhenr ul) lrtrnrlL' higgr,r' johs lrilitr'."

rrt in sntall tlt:c'isi,rrrs to slrt't't' tht'-r' r'att vr itlr nrore rcsporrsi-

[']t'.irles. lrov r, ill ther gr'or,r iI thtr rlotr't ltavt' lrtopL' uho curr mukt' dr.r'isions/ \\-h,'n il cot,lu'. to acct'pling rcltrrncrl goods. l'our Star opt'ratt's nrrrch likc St'lrs ()r- \lorrtgortrt'r'r' \\-alrl. 'l'lrt'r s('('m lo llrink tlrat \'()u ". . u irr tllr ar-grrnrerrl. Lrst' tlrt' salt'." \\'lrlt's rn()r'r'. r'('lulns ar'(' orrlr a r,,rt snra'll portiorr o{ tlre hrrsirress. arrtl llrt'il nrrst irrtportlrrl jrilr is klt'pirrg tlrt' r'uslonret' )rappr.

lictulrrs arc lrelrl rlorvrr l.r irrspt,r'ting a prorlttt t. in Ir'ont oI tht' r'rrstornt'r. lrr'fort' it ltalt'r tht'stort'. Thus. alI mt'rlicint' calrinets are tlrt,t,k,'rl to nrakc srrre tlral ,rll slrt'lrt'. trLc lltcLr: arrd tlrat tlrt rnirlor is runrlarnagt'tl.

l,ikt, all rt'lailers. I ht'st' nrt'r'r'lrantlist'r's irr(' ('()n('('rncd lhorrt u'ilrl nrarkt't {hrltu. rtli,,rr-. llrrl llrr.r ;rllr.rrrlrt 1,, nrirrirrriz,',.rlrosrtlc hr-kct'pirrg prrlclrast.s snrall at rrp" l)('I- tnarkt'l ler t'ls. irrrrl u ill ('\,('n lrrrrtttr,.llt r)lrl ,,f \rillr'lr('rt:r'- i1 ,,,,,.-,,,t. lloscrt'r. rrlren tht' nralkt'l rlips" i\lulrlr ttra\- l,rrl'lrrrlI again as rnuclr as lr,'rrorrlrl tttttlt'r ntnnrul t irlrrtnstrrrtct's. Fol erarrrPlt'. ultt'n Plt'rvo,,rl n'llccterl a $lII rrar'kt't" llrcir' lrrrlr'lta.ing uas lrt'lrl rlorrn: ir lcn l t't'ks lirtt'r' u lrcn t lrt. nralkrt solcl olI to $(r0. theil irrr entor\' \\ ls lorr errorrgh s,r tlrut tlrt'r r',,rrld lrrrr-cltasr, lu,o lrrrck arrrl

I lailt'r:.

'l-ht'r' r't'r't'rrtlr olrt'rred llrt'ir' rrt'ul rlowrrtor,vrr Oakltrrtl arrd llrt'r- t'rlrrrrsiorr irr tlrt' l'-ast []ar

s('( on(l stof(' lrlln for'lrrr'-

AMIABIE Roy Carriere (1) writing up orders. Roy is manager of the San Lorenzo operation. (2) Co-owners lVlurray Gelleri and Bud Brody review up coming sales promotion. (3) Sign, inside store, directs customers to bargains. lt also gets people walking ar0und and looking. (4) Gene Szymborski puts lumber into bin. Four Star keeps each length separate to

expedite customer's loading own orders. (5) Joe Novotny, yard superintendent, brings in a load of Mix-Kwik Concrete. (6) Ned Seamons is mgr. of new 0akland operation, recently opened on 29th Ave. (7) Geoff Berryman looks over a shipping manifest prior to unloading lumber. (8) Plainly marked screen doors show both size and price. Display is outside

main door, (9) Bob Wallett promotes features of pre.finished plywood to customer. Four Star will sell well 0ver 7,000 pre-finished panels this year. (10) Customer looking at huge display o1 vanities. (ll) Clean, well-lit hardware display. Hardwaie sales went up rapidly after display was moved nearer to check-oLrt counter.

sF 's

Lumber production figures

1968 will long be remembered as .the year of the unexpected becoming the expected; a year full of surprises. And the lumber industry proved to be no different.

In figures released by Forest Inilustries, in their Yearbook edition, sawmill production figures for 1968 by the ten largest firms produced a lot of surprises. (See the accompanying table).

Although Weyerhauser Co. has been in the number one spot for as long as :rnyone cares to remember, it surprised some observers. W'eyco's production has remained steady the last several years at one-and-one-half billion feet. During 1968, however, with steadily rising prices, I[eyerhauser production increased about six percent, or I00 million feet.

Iconceal

Georgia-Pacific Corp. Corp. have pursued policies and now find and third in production.

some surpnses

and Boise-Cascade strong acquisition themselves second

Sfory st q Glclnce

An industry expert who prefers to be called Chip Wood, examines latest annual results and finds they didn't turn out as you might expect . consolidations affect some totals acquisitions bolster others one important name turns up missing.

The factor causing the largest jump in Boise Cascade's production was the purchase of Union Lumber Co., a major redwood producer for more than one hundred years.

Georgia-Pacific's production remained nearly stationary, according to their figures. Despite acquisition of several mills in northern California, they also closed some British Columbia operations.

Simpson Timber Co. showed a sizable increase in production as well and enough to bring that company into tlle top ten this year. Production at their Klamath, Calif., mill doubled while Simpson also added an additional facility in Canada.

Pack River Co. moved from tenth in size to ninth because of their increases in production, most notably at two mills in Montana.

During the same period, Edward Hines Lumber Co. fell from ninth to tenth. Although Hines' production increased about 25 million feet, Pack River production spurted nearly 54 million feet, or enough to place Pack River a mere 727,000 Ieet ahead of Edward Hines.

of 1968, made

the two the

three largest producers in o{ these would not even have top ten a few years ago.

Diamond National Corp. showed an increase in production o{ nearly twenty percent. Overall, production remained stable or nearly stable at all mills oper. ating in both 1967 and 1968. Start-up of production at mills in Marysville and Oroville. both in California, accounted for the large increase for the most part.

An interesting sidelight is that the proposed merger between U.S. PlywoodChampion Papers, Inc. and American Forest Products C-orp., which subsequent- ly was terminated, would have rnade those companies the fourth largest producer with production of 684,45I,000 feet. Potlatch Forests, Inc. would then have dropped to fifth place.

Missing from the top ten this year is American Forest Products Corp, who held the eighth spot in 1967, or just ahead of Edward Hines in 1967. In 1968, the company fell one place behind Hines, who had fallen into tenth place, and thus is not shown on the list.

SMN@@TH SELLING

by Georse N. Kohn, Morketins co:::::I:,,,, N. Kahn

The Single ltem Sole

Have you ever watched a beaver gnawing at a tree or ants laboring on a hill? It seems as if they'll never finish their jobs. But, they always do. Slow and painstaking as their work is, the tree is eventually felled and the hill constructed.

There is an interesting parallel here for a salesman. Sometimes in selling it's better to work slowly, 'obrick by brick" than to attempt a big killing.

I am thinking mostly of the full-line salesman. This individual is prone to flex his muscles, He wants to go into a customer and sell him the entire line, regard. less of the latter's commitments.

This won't be successful in 999 out of I.000 cases. and the reason is obvious,

A SATISFIED GUSIOMER

Let's setup a typical situation and see where such a salesman makes an error.

We'll say that a medium-sized clothing store in Milwaukee carries a complete line of a well-known suit manufacturer. The quality and styling are first rate, and Mr. Jones, the buyer, has nothing but satisfied customers. Further, the line is backed by national advertising in leading magazines.

Now, along comes AI Sorenson, an eager salesman, who carries a full line of a competitive manufacturer. Al's merchandise matches the other brand in both quality and styling. They are also about equal in price.

Al calls on the Milwaukee dealer and his proposition is very direct. He wants Jones, the buyer, to dump his present suit line and take his. Jones finds it hard to keep from laughing in the salesman's face.

Why shouldn't he laugh? He is generally happy with his present supplier, and he has achieved a good relationship with the salesman. Why should he suddenly throw all that over for something that, on the surface promises no advantage to him?

SP()RTS

WTAR TAKE()YER

The best illustration of the sinsle item theory is illustrated by the story o[ Mel Bennerman, who handled a men's sports IEPRINTS FOn SALESMEN , tbis is a condensed verdoa. Eacb lesson is availablc in an expanded form. in a 4-Dago brochurc, sim 8tr5xll, printed iB 2 colors on'whlte Slocsy paper and is 3-hole punchcd to fit any standatd 3. ring bindcr. Each subjcct in this cxpanded version is fully anal completely developed in comprehensive detail ard inf:ifl"S"l seu-examination quiz for Salesmen. Pric€s att as

I to 9 coplcs (of cach articlc)...-...---....50 centE each

!0 to 49 coples (of each artlclc)........--.-...-37+t c.n$ eacb

tq to 99 copics (of each articlc)......-...-....-30 c€nt8 each

l(X) or morc copies (of each articlc)..*-..25 cents each

Tbc cntiro sesics may b€ prc-ofdcrcd'or Indivldual articlcs tDty Dc ordcrcd by numbcr . , address orders to tho Gooryo N. Kahn Co., Marketinc C.onsultatts. Sales Trai!lqS Dfvlsion, Depanment TP, 212 Fifth Avcnue, Ncw Yat N.Y. lmlo.

wear line in the Middle West.

Mel's employer had an excellent reputation and produced a full line in the medium price range.

When he got to a town, Mel would take a suite at a local hotel, display his line and dealers for miles around would come over to take their pick. He got along well with the buyers and they, in turn, seemed loyal to the last man.

Well, an idyllic situation like this is too good to last and it didn't. One day as he was showing fall numbers, one dealer passed up a sports jacket he had been buying for years.

"How come?" Mel asked.

After much hemming and hawing, the buyer admitted that he had purchased the item from Mel's competitor. He had liked the styling a little more than Mel's jacket, which had not changed much in ten years.

'oBut, of course," the dealer assured him, o'I'm sticking with you on all the other stuff,"

Mel felt a little stab of worry. A little hole in the dike can eventually cause a flood and he knew it.

In a few weeks the pattern was repeated with another dealer-and another item. Mel was now in trouble. He returned to headquarters and discussed the problem with his superiors and management.

Mel pointed out weaknesses in certain items that made the line vulnerable to attacks by the competition. It took about six months but the company repaired the damage and Mel was once more on solid ground with his dealers.

OII{ER TINES

Before you can make inroads into the competition, you must know thoroughly both his line and yours.

There is no product so great that it does not have some crack. And if not the product, there is always the service, maintenance, pricing that contains some flaw.

The customer knows about these weaknesses but he won't move on them until you come along and tell him it's time for

Weslern Lumber & Building Moterlql3 ,VIERCHANI

a change.

Find out everything you can about the competing product-raw materials used, where it's made, shipping costs, etc. If you're selling to dealers, stick around the store and watch how customers react to the competing merchandise. What do they like about it and what do they dislike? You might even talk to some of them for their reactions.

Then make sure you know your own product so well that you can make honest and keen comparisons between the two as selling points. Remember, a buyer isn't going to shed a line he's carried for years just for the sake of switching or because you are trying to buy a power boat and need the commission. He must have solid reasons-reasons that make a difference in his net income.

sHotY FUrr Ul{E

Many salesmen with a full line are doing a pretty good job of keeping it a secret. The dealer is told the seller has a complete line but the information is conveyed only in a general way,

If you want to take away some of the competition's business, you must make certain that the buyer is acquainted with your line.

He may be aware of a weakness in the competition's line witlout your having to tell him. In fact, he may be on the lookout for replacement. If he learns the benefits of your merchandise he could become your customer with little urging.

How is your progress in getting prospects to replace competing products with yours? If you can answer ooYes" to at least seven questions, you are more than holding your own.

l. Are you aware of the potentialities of your line? Yes l[ No t

2. Do you go after new accounts by trying to sell single items of your line? Yes ,n No !

3. Do you protect your line against inroads by competitors? Yes tr No ,!

4. Do you know your own line so thoroughly that you can be on safe ground when selling it to a prospect? Yes ,! No rJ

5. Do you know the weakness of your competitor's line? Yes ,fl No rJ

6. Do you push that weakness in your sales talk? Yes E No ,n

7. Do you believe that no line is absolutely per- fect? Yes n No tr

8. Do you exploit this fact? Yes n No E

9. ls your line displayed to its full advantage? Yes i! No[

10. Do you have facts and figures to support your arguments with a prospect on changing items? Yes ,n No D 18.

SIUDY

Whcn ordcring, pleasc mentio! Ttc Mcrchant Magazinc. Listed herc arc the titles of thc first 24 lessons iD thc "Smooth Selling" sales Tralning Course.

t. The Salesmaa ls a 9. Rcsting Bctwec! V.I.P, Rounds

2. Are You A Salesmatr! 10. Tho CompetltloD

3. cet tcqu:lnted Wiil t1. lnring A Risk

+. you;rc-On'Sdec 12, Playlng Tho Sbort Game

5. You Caa't Firc With- 13. Selling Ar ldea out Amnunition 14. Buying CommittGcs Aro

6. You Are A Goodwill Hero To Stay Salesmatr, Too 15. Ttrc AutoEsted Salca-

?. Closing The Sale ma!

8. How To Sct UD Ar 16, SamDlca Ca!"t Tslt Intcryicr - 17. Tho- UncaDccicd l.Gttcr

Gfue lznrrirmfed ftmms and Arehc$

sold through lumber dealers exclusively prompt delivery to your customer's jobsite

full truck loads or small lots

we dothe job plan "take-offs"

firm quotations

FOB jobsite

no inventory problems for you

We are your specialists in Glue Laminated Beams & Arches & Roof Decking Lumber.

Exclusively for California . .

GALENDAR

AUGUST

Wood Products Assn. of Ilawaii-August 4, directors meeting, Honolulu, Hawaii.

Iloo-Hoo-Ette Club 6-August 5, annual summer "beer bust", Schlitz Brewery, San Fernando Valley. Contact Mary Williams, Blanchard Lumber.

Redwooil Region Conservation Council-August 8'9, tree farrn seminar, Brooktrails, \Millits, Calif.

National Forest Products Assn.-August 12-14, technical advisory committee meeting, Monterey, Calif.

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

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

Hemlock Studs from Worrenton Lumber Co., Worrenton, Oregon

Hemlock Dimension from Westport Lumber Co., Westport, Oregon

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

Now, over 5,000,000 feet ol 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-'1.280 or 783-0544.

A. W. N ETH, Lumber Sales Southern Galifornia Representative for

Lumber Assn. of Southern California-August 21, third quarterly membership meeting, Huntington-Sheraton, Pasadena, Calif.

Los Angeles Hoo-Hoo Club 2-Auguat 22, meeting, 'California Country Club, Whittier, Calif.

SEPTEMBER

Wood Products Assn. of l{awaii-September 8, board of dinectors meeting, Honolulu, Hawaii.

W'estern Wood Producte Assn.-Septernber 9-12, semi-annual meeting, Portland Hilton Hotel, Portland, Ore.

Pacific Northwest Region 12 Conferenc+September 11-13' County Fair Grounds Pavillion, Grants Pass, Ore.

Dedication of Hoo-Hoo Redwood Memorial Grove-September 13, speakers, picnic lunch at Prairie Creek State Park near Orick, Calif.

California Redwood Assn.-September 15, annual meeting of members & quarterly board meeting, Eureka, Calif.

Los Angeles IIoo-Hoo Club 2-September 19, meeting, Old Ranch Country Club, Seal Beach, Calif.

Western Red Cedar Shake Assn.-Septernber 20, annual meeting, Tyee Motor Inn, Tumwater, Wash.

Arnerican Forestry Assn-September 21-24, annual meeting, Antlers Plaza Hotel, Colorado Springs, Colo.

Red Cedar Shingle.& Handsplit Shake Bureau-September 26, annual meeting, Olympic Hotel, Seattle, Wash.

OCTOBER

Wood Products Assn. of Hawaii-October 6, board of directors meeting, Honolulu, Hawaii.

Southern Oregon Timber Industries Assn.-October 9, meeting, Rogue Valley Country Club. Medford, Ore.

National Assn. of Home Builders-October 9-13. fall board and builders meeting, Convention Center, San Diego, Calif.

Society of American Foresters-October 11-15, annual meeting, Hotel Sahara, Las Vegas, Nev.

North West Timber Assn.October 17, quarterly membership meeting, Eugene, Ore.

Architectural W'oodwork Institute-October 22-24, 17th annual convention. St. Francis Hotel. San Francisco.

Northwest Hardwood Assn.-October 23-24, annual meeting, Portland Hilton Hotel, Portland, Ore.

Alaska Loggers Assn.-October 24-26, fall meeting, Elks Lodge, Ketchikan. Alaska.

TFIE KEY

CORPORATION

WHOLESALE LUMBER

I9I N o. Lilac. Box 189. Rialn, Calil. T'elephone Area Code 714 875-20fu

We3t.rn Lumber & Building Mstcriqls

O [4AN undertakes a trade he has not learned, even the meanest; yet everyone thinks himself sufficiently qualified for the hardest of all trades-government.-Socrates.

Bruce Barton says: o'You can't advertise today and quit tomorrow. You're not talking to a mass meeting. You're talking to aparade.t'

"Young man," said the old lady to the junior salesman, "how do you sell your limburger cheese?"

"Sometimes," he said thoughtfully, "I o{ten wonder myself."

Immanuel Kant, one l, ,n" -u"t.,onJt"ag.d great thinkers of all times, once said:

"We are told that 'man is the noblest work of God,' but since no one ever said so excdpt man himself we should accept the statement with a grain of salt."

And then there was the absent minded contractor who bid seven spades on a street paving job. *

' ttColumbus wasn't an explorer, he was a prophet."

"What?"

'oSure! When he discovered America he exclaimed 'I see dry land'." ( lrom. Prohibitian days-Ed.)

BY JACK DIONNE

r 882-1 966

A girl writer who had been introduced to a Hollywood motion picture producer and wanted to make a good impression said, "I just adore Keats!"

The Hollywood producer replied, "Dot's fine. I'm glad to meet a lady vot lofs children "

"And now, ^y fri"r,dr]" said the "riur,, "I will address you on the subject of 'Who is the smartest man in this town,' and whylam."

"The man who gives in when he is wrong," said the great political orator, "is a wise man; but he who gives in when he is right is-"

"Married," intervened a meek voice from the crowd.

Sunday school teache.,*"*nr*uru NJ"n t"rc two of each kind of animal into the ark?

Bright child: "Because he didnt believe in that stork story."

Wife: "Do you know that stuff your drinking is slow poison ??'

Husband: "That's O.K.*I'm in no rush."

A Londoner speaks over the telephone: "Yes, this is Mr.'arrison. Cawn't yer understand? 'Arrison! Haitch, hay, two hars, a hi, a hess, a ho and a hen!"

Tap in prong to position hanger on header, freeing your.hands to hammer in

Put joists in place and hammer in balance of prongs. No nails needed.

Distributor Income lnches Up

Net income before taxes for wholesale distributors of building materials, which has always been under two percent for the past nine years, finally inched up to 2.02/o for the year 1968, according to the National Building Material Distri'butors Asso' ciation. 'oThis is still .I9Vo lower t}tan 10 years ago, and represents a minimal return for this industry," cornmented S. M. Van Kirk, NBMDA exec. rp.

According to Van Kirk, there has been a long-term trend to more t'out'of-warehouse" sales as against direct shipments. Warehouse sales in 1968 accounted Ior 76.6/o of all sales, setting a I0-year record. This is roughly a I0 percent increase over 1959 figures.

The survey reveals that disiributors have been holding the line on operating costs, with only a L.84/o increase since 1959. Expense'categories showed close to one half of one percent increase over 1967, while gross margins on sales crept up only 63/100 percent in the same period, and only 2.12 per.cent since 1959.

Inventory turn moved up slightly from 6.09 times in 1967 to 6.62 in 1968. Despite the credit crunch, the collection period for receivables remained the same as in 1967 at an average of 42 days.

Most dramatic change was in the total number of employees per establishment, which dropped from 57.I average in 1967 to 45.2 in 1968. Yet sales per employee jumped almost $10,000 in the same period.

Western Lumber t Building Mqteriols MERCHANT

Club's Summer Golf Mo,tches

Bill Oberholzer oI Pacific Home Impro'!'ement Center won the low gross golf prize at the mid-summer meeting of San Joaqirin Hoo-Hoo Club. Second place was a tie between Ken Groten, A&M Lumber and Dick Holt, Holt Lumber.

Marion Snead, North Valley Lumber Sales won low net, while Harvey Bahr nailed down second. Blind Bogey was won by Gary Johnson.

Guest' tourney winners were Wally Masten and Tom Taylor. The Sequoia Forest Industries team trophy was captured by the Pacific Forest Products team of Don Walker and Ted Mathews.

BAHAMA-B0Ui|D is this happy contingent of Inland Lumber Co. customers. and their guests.. Inland, which has an in-centive program for its good custom.ers' rewarded

iryinftnim to N.i$u ;;;"ic; ii.iititiii ing faces when they come home.

uEEl

m@\ /s&vflews

JIM NORTON executive vice president of the tumber Merchonls Associotion of Norlhern Colifornio 4546 El Gonlao bol, Sulto 0 Lo3 Al?oo, Callt.91022 (4151 9at.t6t7

flVER THE past few weeks I have had v the pleasure of joining with State Fund Insurance representatives in the presentation of certificate awards to several LMA members. These awards really were not won . they were earned.

Each year, LMA in cooperation with State Fund, determines the firms in various size categories which do the best job of eliminating accidents and costly injuries. The firms entering this contest submit facts and figures which are checked against insurane,e claims and the winners are then determined,

Considerable attention has been given to safety in recent years for the reduction in accidents at LMA firms has been most substantial. This reduction has literally meant money in the bank for firms through redueed insurance premiums, not mentioning the fact that it also helped to keep their business moving along with trained personnel who were not laid up in sick bay.

When one sits down to write about safetv he can immediatelv think about a dozen or more ways in *hi"h u person shouli conduct his daily routine, that is, if he is to escape possible acci. dent. However, when it comes to conductins tlis dailv routine. few, if any of us, really think a whole lot af,out it. Most of our actions are quite natural and stem from repetitive action.

It would do us all a lot of good from time to time to pause for a few seconds and consider the tasks we're engaged in... to see if we are going about them in a safe manner. It may be that everything is fine. But on the other hand, it may be thai there is a needless element of injury involved. If so, it should be eliminated.

Insurance firms have a slogan for what I am talking about"Thinh Salety-It Pays." And it's also well worth the little efiort inyolved when we consider that a little thought may be the ingredient that enables us to go about our routine tomorrow and the next day.

Builders Sing $$ Supply Blues

The president of the National fusociation of Home Builders has told the U.S. Senate that the nation's financial structure is inadequate to serve the housing needs of the country.

_ Testifying before a Senate Housing Subcommitieg Eugene A. Gulledge said these inadequacies must be remedied to aisure a continuing volume of housing production.

'oThe heart of the matter is simply that the entire financial structure is such that housing is a residual claimant in the credit rnarkets," Gulledge said.

Inflation, tight nroney, and high interest rates will cause a substantial drop in housing production this year, the head of the 5I,00O member association forecast.

First call Hobbs Wall for wholesale Redwood and Redwood split products, Douglas Fir and White Fir, Ponderosa and Sugar Pine, Hemlock and Cedar lumber. Depend on us to follow through withthe right grades at theright prices !

Monlorio Building Mqteriql Deolers Associotion 325 Fuller Avonuo, lldrno, ,tonlono 59601, 11061 1,42'2120 NNONTANA NtrWS

By R. Y. PEIERSETI executive Yice president

rftHESE ARE the days to test the mettle I of every manager of a retail building material operation. The demands upon his time and energy are many and varied'

In addition to the day'to-day chores of running a profitable operation, he has been faced with many new responsibilities: Implementation of a program in compliance with Regulation Z; legislative action on tlle National Timber Supply Act and softwood lumber standard revision, on control of inflation, mortgage and interest ratesl etc-etc. All of these "in addition to other duties."

Being able to work wit} and through an association lends strength and empha' sis to his efforts, for results not attainable by the individual. All of which serves to emphasize the point that an association is as strong as its members make it and in direct ratio to the accumulative efiort by its members.

With interest rates at new highs and with mortgage money becoming increasingly difficult to find, dealers can find it advantageous to concentrate on home im-

Redwood Shingles' Big Comebock

Boise Cascade's Union Lumber region is now manufacturing no. I grade redwood shingles in clear all-heart, vertical grain. John L. Jones, redwood product marketing manager for Boise Cascade building products says the redwood shingles are avail' able {or immediate shipment in lcl or mixed cars.

Union redwood shingles meet the requirements of commercial standard CS3I' 52 and are produced with smooth-sawn faces and backs, random width in le' length with corresponding butt thickness oI S/2-inch. They are packed 20/20 conrs' es to the bundle, four bundles to the stan' dard square.

The use of shingles for roofing, sidewalls and even interior walls has been growing as their compatibility with con' temporary architecture has been discoverd by more and more desigrrers and builders. Union redwood shingles are claimed to possess remarkable durability characteris' tics.

Union redwood shineles are suitable for

provement promotion. Rates on loans for such purposes may be higher than on regular mortgages, but shorter repayment periods mean less dollar cost. Selling the idea of up-grading existing homes may require a change in tactics and promo' tion but it can pay good dividends and be a good profit-prop in a declining new' construction market.

The mid-summer meeting of MBMDA directors scheduled for August 2 & 3 at Lewistown was arranged to coincide with the mid-summer meeting of Montana Building Material Salesmen's Association at the Yogo Inn. With a minimum of work and a maximum of golf or fishing in Lewistown's superlative trout streamhow could anyone go wrong?

Nomes In The Nerzs: New manager at Peterson Lumber, Helena, is William Darve, who returns to the building mate' rial field after a short defection to the oil industry. Back on the job again, after surgery and hospitalization, are A. R' Grefig, Pioneer Lumber, Butte, and associate member Vince Davies, Gig Harbor. Congratulations are in order for Edward J. Hunt, Sr., Valley Lumber, Livingston, upon his recent marriage.

an almost limitless variety of residential and commercial applications.

For additional information, including a new redwood shingle data sheet, write Boise Cascade, Union Lumber Region, I20 Montgomery St., San Francisco, Calif. 94104.

WARM, rich glow is only one of the many assets of redwood shingles.

Twenty years after the call oI "gold" brought thousands to the El Dorado, the cry of "timber" ringing through the Coast Range heralded another California industry founded on treasure. The Pacific Lumber Company incorporated on February 26, 1869 with the purpose: to purchase timber land, to erect sawmills, to construct booms and piers, to construct steam tugs and tow boats, or purchase the same, to cut and transport timber and lumber, to saw Iumber and sell the sarne and to do all things that may be necessary to the production and sale of lumber.

The Pacific Lumber Company CorDoration Certificate. Article 2

\. Named for lohn A. Sinclair, \\ first general manager of The ',. Pacific Lumber Company, i,. the three-masted sailing I \ schooner John A was :i '. /aunched in 1893 ano I i ,., i : joined the company's llr ':. Allen A as two of the

il ' sailing vesse/s used .1 ' for the transporta- 1 tion of redwoo<l lumber.

placed, stockpiles replenished, goals restated as the work went on-until, today, The Pacific Lumber Company is one of the largest producers of redwood products in the world.

But courage and endurance are far from the sum total of the PALCO story. More to the point is a continuing chronicle of innovation, imagination and product development.

Our present Mill A stands on the site of the first Mill which burned in 1895. Now, as part of our Scotia manu{acturing complex producing millions of leet of redwood lumber a year, the present building proudly bears the legend of the incorporation date o{The Pacific Lumber Company.

The prominence and leadership of The Pacific Lumber Company today, one hundred years later, attest to how well this purpose has been fulfilled.

Visitors to Scotia, home of The Pacific Lumber Company, tour a modern, efficient, smooth-running facility. The pioneering and building of the company wasn't always as smooth. Fires, floods and even a world-famous earthquake had to be surmounted. However, not even devastating natural calamities could dampen or shake the spirit of the dedicated lumbermen who contributed and who continue to contribute to Pacific Lumber leadership. Buildings and equipment were re-

Picnics, Christmas patties, athletic teams and the introduction o[ special employee benetit programs, assure the company a happy, enthusiastic work torce and the customer, a continuity of skilled protessionals.

Any survey of PALCO's progress must also include an impressive list of firsts: the launching of the A//en A in 1880, one of the first lumber schooners operated by a redwood company; the building of an Armstrong Patent Dry Kiln in 1889, first kiln-dry process in the redwood industry; first electrically powered mill in California; installation of electronic edge gluing machinery in 1951, first such machinery in the redwood industry; and, the first plywood plant designed and built specifically for redwood plywood production. And, although not exactly a first, PALCO's progressive attitude was evidenced when the company installed electric lights in the homes of employees before President Theodore Roosevelt installed them in the White House.

A commitment to independent distributors has been a part of the PALCO philosophy since the company's tounding. This panoramic photograph records

The progress of the Pacific Lumber Company is visually evident in these photos.

Lett, is our Scoti4 facility in the latf -1800's. On the ri!,ht, our modern manuf acturing complex of today which produces millions of board Ieet of lumber and plywood products annually.

Several chapters in PALCO's hundred year old story of proSress must be devoted to research-research with new uses and products for redwood. Some of these efforts failed. Many, such as sustained yield forestry, end and edge gluing, and redwood plywood, proved very successful. All contributed to a common result-the diversity of line and quality of products offered by The Pacific Lumber Company.

Transportation also occupies many pages in the PALCO history. Necessity initiated the company's companionship with transportation; desire to render better service perpetuated it.

So, the PALCO concern for modern methods of transportation has alwavs been a natural one.

As early as the 1870's, The Pacific Lumber Company was involved with securing rights-of-wayand building railroads, as well as maintaining a deep harbor and port facilities. Today, the company maintains a modern, diesel-powered railroad system to bring the raw product of the forest from the company's logging operations to the mills at Scotia.

The mainstay of any successful company is people. And PALCO people always have been the chief concern of The Pacific Lumber Company, a true pioneer in industrial relations within the lumber industry. Scotia, the last "company town" in California, is still one of the cleanest and prettiest industrial towns in the country. As early as 1918, special employee benefit plans were originated in the lumber industry by The Pacific Lumber Company. As a result, father and son working side-by-side in the plant is commonplace; grandchildren following the family tradition are not unusual, and great-grandchildren can also be found on the payroll.

Throughout our 100 years, we have maintained our belief in the economic soundness of marketing our products through conventional channels of distribution. ln our coming century of progress, we will continue to recognize the importance to our company of the independent distributor of lumber and building products.

ol wholesalers

to Scotia. Since then, thousands of PALCO customers have toured the

The results of a century of experience-the quality and appearance of the product itselfare typically illustrated above. Whether lumber, siding or plywood, the natural beauty and charm of redwood lend a handsome e/egance to any interiot or exterior decor.

and enioyed the hospitality of the Scotia lnn.

FROM THE PA,ST A BEAUTTFUL FUTURE

As we start our second century of service and quality, we do so with a much greater feeling of assurance than those hearty pioneers one hundred years ago must have felt. Our principal raw material, redwood, has long been known as a rich, warm, handsomely colored and grained wood renowned for durability, dimensional stability, weather resistance and superior insulation properties. A perpetual supply of this redwood is assured through our sustained yield forestry techniques. Natural calamities and thousands of hours of research have given us both knowledge and character. Our nearly unmatched

record of employee longevity assures a continuity of craftsmanship. And, over the years, we have been fortunate in building a long list of friends.

As the oldest redwood company in business today, we feel that our redwood products are the best offered anywhere. lt would be both presumptuous and untrue for us to claim all the credit for our quality products. The suggestions, abilities and good will of our customers have contributed immeasurably. On the occasion of our 100th Anniversary, we wish to express our gratitude to you all.

A PALCO f orester lctoks over some ol lhe company's lancls in larvrcncc Creck where modern methor-/s oi .su,stalned yielc! forestry assure a perpelual supply ot' timber.

Western Building Matedal Association

tro'Rili't'ufrE.t'm

|:\'ltEtv:wra Lj\l l-6t]Lf eJ ffi*n'mmnorm!*mmn executive vice president

chased by a customer for another job not involved with the firsg then a new transaction is involved requiring a new right to rescind and a new contract of sale or lien. The new right of rescision will not afiect property purchased for an earheq transaction.

By ROSS KlNcAtD

NEXT big all-industry marketing V conference at Salishan, Gleneden Beacho Ore., is in readiness. Remember these dates: September 16-1.?, with the opportunity for golf or salmon fishing on the 15. The marketing comminee, headed up by Ansel Hyland, has scheduled a unique and informative program. Each segment of the industry will have its opportunity to speak out.

f)UR

Ray C. Hallberg, Hallberg Homes, Portland, Ore., currently a vp. of the National Assn. of Home Builders, will be the featured speaker at the kickofi breakfast. He will look at distribution from a builder's point of view. Richard L. Bullock, publisher and editorial director, Building Materials Merch,aniliser, will be the Tuesday luncheon speaker. He plans to discuss the inroads on the housing market being made by mobile homes, town houses and apartmentso an afiect increasingly being feltby lumber and building material dealers.

The truth-inJending law became efiec' tive July 1. lts application, as set forth in regulation Z, was discussed at eaoh of the 14 Western regional meetings held during M"y and June. Several mailings to WBMA members have attemPted to ex' plain how regulation Z applies to the va' rious forms of consumer credit used in our industry.

Here are two questions and answers:

Il a consutner (o, d,o'it-yourselfer) makes seaeral srnall purchases lor the sam.e job (such as a kitchen, etc.) can the creilitor giae the custoner a notice to rescinil only once, or d,oes h'e haae n giue such notice to rescinil on each purchase?

(I) If the several small purchases or de' liveries were all for the same job, the original sales contract should indicate what the customer has purchased and therebv establish all the items covered bv the transaction. In such cases, the noticl of rescision need be given to the custo' mer only once. Neither a contract of sale nor a lien would hold until three full business days had passed after the notice of reecision was given to the customer.

(2) If other property or items are pur-

WARDROBE DOORS

Pre-ftnished "Cinderella" doors sell themselves with full length mirrors for her wardrobe, chalkboard for the kids' room, smart wood grain paneling or painted to fit in with wery decor. The decorator look is completed by sturdy aluminum framing in anodized clear, gold or black finish.

Outstonding functionol feqlures: toverheod surpension

'Feqlher-louch opcning with no unsightly pulls +Conceoled

Guide<r floor frqck wilh iump.pro6f design 'Boll-beoring

roflers with silenl nylon rifs ttL" vertical honger odiuslnenl

*Mirror glors is premium t/r" plotc. 'Antiquc "mirrors," ponelled wood, pre-pointed ponels ovoilcblc ond inlcrchongcoble ofler instdllolion.

choose 6'8" or 8' hcight, widrh to any dimension lrom 1'. Wrile for full detsils.

Monu[odwcts

QUAT]TY STIDING

DOOR POCKETS

WARDROBE WAttS

WARDROBE HARDWARE

I80 W. AIAMEDA, BURBANK, CALIFORNIA 91502 PHONE (2131 848-6631

(3) Where a customer keeps'coming back for more purchases and the creditor does not relate nor identify these purchases to the original job (such as kitchen), then a right to rescind notice should be given for each purchase where credit is extended. If the amount involved in these purchases was quite high and no right to rescind notice is given, the creditor might find himself in an embarrassing predicament if the customer changed his mind. All these possibilities indicate a growing need for establishing a sound policy before an account is opened.

Il a d,ealer charges "cash and, carry" customers less ,han "cash and deliuery" custonters, woul.d, that bring such transactions umder reguJation Z?

The difierence in price will not bring truth-in-lending into play so long as it is justified solely on the basis of the cost of delivery and is not in any way attributable to the customer's right to defer payment. Therefore, if you can allocate both direct and indirect (overhead) costs to deliveries when determining delivery costs, such pricing (or merchandising action) wouldn't come under regulation Z.

INCTUDE the soleobfe glomour of .CINDERELLA' BY.PASS

Wood promotion program dead

The Wood Information Bureau of Southern California, the lumber industry's biggest promotional efiort in the second largest wood market in the nation, is closing up shop after recent contracts failed to renew the union clause that funded it. (See editorial, this issue, p. 4).

The agreement, in efiect from 1963 until June 30, 1969, provided that Il from the worker and lp from the employer per hour be spent for the promotion of wood and wood products, The contract was between the Lumber Employers Council and the Lumber and Sawmill Workers Union Local No. 2288.

While in effect, WIB had done an amazingly efiective job in reaching the public on what was, for the market, a relatively small budget. WIB, in addition to trade magazine advertisements, billboards, bumper stickers and radio spots with the L. A. Dodgers baseball games, was able to get extensive publicity for wood in highly influential local newspapers.

Failure to renew the contract was generally blamed on the failure of all the negotiating units in the greater Los Angeles area to sign similar agreements. Union local 2288, covering only part of the workers involved, found itself alone among un-

ion bargaining units in carrying the clause in their contracts. Union leaders who favored ig felt pressure from the membership which preferred tlle sick leave benefits enjoyed by other groups which did not have the wood promotion clause in their contracts.

Efforrs are now underway by management to establish a similar progr€un on a voluntary basis. It is envisioned that if established, the new organization would cencentrate on promoting member firms, something not done under the earlier agreement.

Dont & Russell Exponds H. Q.

Dant & Russell, Inc., Portland headquartered forest products marketing organization, has added the balance of the second floor in the President Bldg. to its office space, according to J. S. Heigel, president.

The Dant & Russell office expansion and modernization were originally scheduled for last November, Heigel noted. It was delayed, however, for nine months due to the inability of other tenants being able to find adequate space in other buildings.

Expansion and modernization of the D & R quarters were completed in early July.

Total space has been increased by almost fifty percent.

The expanded D & R office complex allows for more efficient department arrangement and operation, particularly in the import and export departments. Extra space is also provided for the rail and water sales departments. Heigel said the firm anticipates continuing growth in sales activities of all major departments.

Huge Africon Hondwood Operotion

Plans for an extensive wood products manufacturing and marketing operation in the Republic of Liberia, West Afrioa, have been announced by Vancouver Plywood Co., a wholly owned subsidiary of Skelly oil.

The major part of the holdings is being acquired from Summit Lumber Co., Los Angeles. Majority ownership in Vanply of Liberia will be held by Vancouver Plywood with Liberian citizens and Summit Lumber sharing the remainder. There will be a sawmill, veneer and plywood mill at Greenville, Liberia, the largest facility of its kind in Africa with over 30 billion feet of prime hardwood timber available.

Slrmmit Lumber Co., with its expanded facilities in No. Long Beach, Calif., will handle sales for the entire United States and European markets.

Los Angeles: Bob Heberle 2131733-6858

San Francisco: Bob Macfie 415/871-9678

Roger Schuyler (Redwood Only)

SecretaryManager

D)EPRESENTATIVES from the various It lumb"r and wood pioducts organizations in the Phenix Area, met recently to form a Wood Promotion Coordinating Committee. The retailer's association was represented by yours truly. The other associations participating were: The Phenix Hoo-Hoo Club, the Phenix Hoo-HooEttes, The Southwest Pine Association, plus the area representatives for The 'Western Wood Products Association, American Plywood Association and the American Wood Council.

The purpose of this group is to develop promotional programs for the various industry organizations and to coordinate these programs for the mutual benefit of the entire lumber community.

Officers elected were: Ken Thompson, Southwest Pine Association, chairman; Gregory Moats, American Plywood Association, co-chairman and Gene Jarvis of

the Hoo-Hoo-Ettes, secretary.

A second meeting was scheduled for July 28, a brain-storming session to de' velop tie-in programs and activities for the American Wood Council's promotion in Phenix this Fall.

The Arizona association intends to work closely with this group as they have long recognized the importance of local wood promotion. While a number of individuals in the Phoenix area have been long time leaders in industry promotion, this is the first time a group has been formed to weld the various groups together and direct them toward a specific goal.

The Arizona dssociation's marketing committee is working closely with the group and was briefed on the program by Charles Gehring, marketing manager of the American Wood Council, at a meeting July 23.

New members of the association are: Dor-Ways, Tucson; Cluers Valley Millwork and Thrift; Builders Supply East of Phenix.

Hoo-Hoo Grove Dedicotion Due

Dedication of the Hoo-Hoo Redwood Memorial Park and a bronze plaque honoring C.D. LeMaster will be held Sept. 13, at Prairie Creek State Park, near Orick, Calif., according to Hoo-Hoo district officer Larry Owen.

Snark of the Universe Ed Roche will represent Hoo-Hoo International along with vp. Wade Corey, secretary Ben Spriner, treasurer Clyde Haas and other members of the Supreme Nine. Hoo-Hoo is the oldest industrial fraternity in the U.S. and is composed almost exclusively of lumbermen.

The late C.D. LeMaster, driving force behind Hoo-Hoo for decades and long an active proponent of a Hoo-Hoo redwood grove, had been widely known as an example of all that's good in the lumber industry.

New Millwork Mqnuql

A newly revised manual of millwork, with broader coverage and improved definition of standards has been released by the Woodwork Institute of California.

In loose leaf binder form for easy updating, it is the first new edition in seven years, according to WIC exec. sec. Bernard B. o'Bud" Barber, Jr. The previous edition has had wide acceptance in the trade.

WIC recommends discontinuance of lumber terms when specifying the quality of architectural woodwork. They suggest the terms economy, custom or premium grade.

Old Yqrd Chonges, Keeps New

Doing a partial remodeling job to help cope with the need for several hundred more display feet, Blanchard Lumber Co. recently walled-up their old entry, put in a glass, double swinging door, complete with red carpet, and a canopy and are now using the new wall as a display area. The brothers Blanchard said the two week job was done with a minimum of inconvenience to custorners.

lI{SPECIIIIG new WIC millwork manual is group's exec. sec. Bud Barber.

AN0THER sucessful update for 58 year old t{0. Hollywood, Calif., retail operation is pointed out by secretary Mary Williams; Bus (left), and Lemoine Blanchard.

Ncw

Instolling Underloyment

The National Particleboard Assn. has a free booklet, Eloar to Install Particleboard Floor Und,eda,gmenf, giving more uniform installation instructions.

The booklet gives step-by-step instructions. Everything from handling and storage to applications and maintenance of finished flooring is covered

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

Automqlic Billing

How a lumber dealer gets daily sales, cost and inventorY breakouts from his electronic biUing equipment is the subject of a case history from Litton Automated Business Systems. The system used also prepares, monthly analyses on which to base profit making decisions.

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

Supply Directory

'69 Millwork Sources of SUPplg is lhe name of a 20 page supplier directory released by the National 'Woodwork Manufacturers Assn. The directory covers softwood doors, sash, frames; sliding patio door units, hardwood flush doors dnd wood window units.

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

Art Moteriqls

Featuring 182 items to provide a complete color-coded art departmcnt for amateur or professional artist, the ldeal art material prog:ram is illustrated

and cataloged. The entire art department can be displayed in 12' of selling space. Color coding makes selection of proper material enor free.

tilRITE: The MerchanL Magazine,573 So. Lake Ave., Pasadena, Calif. 91101.

Exponsion Plons

A bulletin describes how Star Mfg. Co. pre-engineered steel width expansions can be used for expansion of lumber yards, warehouse facilities and millwork plants. Structural profile and size details are given.

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

Free Service

For furlher informqtion on qll New [iterqture ilems, wrile The Merchont Mogozine, 573 So. loke Ave., Posodeno, Cqlif. 9l l0l Pleose menlion issue dote 30 We COn prOCeSS your request foster!

More Slondords

A revised 5th edition of T imb er C onstruction Stan ilards, $2 the copy plus postage, has been published by the American Institute of Timber Construction. Tlre 200 pg. book contains recomrnended standards, specs and codes for uge by those concerned ,with engineered timber construction.

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

Stopling Products

The eomplete Bostitch line, over 80 tools, plus a buyers' guide section, is illustrated in a 28-page, color catalog. The free catalog was designed as a handy reference guide covering tools for every fastening need.

TilRITE: The Merchant Magazine,573 So. Lal<e Ave., Pasadena, Calif. 91101.

Log Storoge

&ecommend,ed, Safe Practices f or Outside Storage of Logs, designed to minimize the fire hazatd, in log'yard storage area, has been published by the National Fire Protection Assn. The 16 pg. work applies to log yard storage areas containing saw, plywood and pulpwood logs stored in ranked piles.

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

Cooting Mqnuol

Paints and, Protectiae Coatings is available from the U.S. Govt. Printing Office. It furnishes information on practices, materials, equipment and safety in the coating of buildings and other permanent structures,

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

They're Bock

After a five year absence from the market, Union redwood shingles made by Boise Cascade Building Products are back. A data sheet on the product is available.

The No. 1 grade, vertical grain, clear all-heart shingles are packed 20120 courses to the bundle. They're available in 16"

length with 512" butt thickness.

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

Decorqlive Choin

Decor chain is illustrated in a color catalog sheet from American Chain div. of Acco. A counter display rack is ofrered free with assortment order. Ordering information is included.

WRITE: The Merchant Magazirre, 573 So. Irake Ave., Pasadena, Calif. 91101.

Shingle Siding

Boise Caseade is offering a free application brochure on rough-sawn Philippine malogany shingle siding. The 4 pg. brnochure contains 10 drawings and describes how to apply the siding.

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

Rotes Dotq

Commission rates paid to manufacturers' agents in 36 different product classifications were studied by Agent and Repreeentatiae magazine. The study compares rates by product category, including business structure, annual salgs volume, customer and agency age,

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

PERS@NALS

Larry Owen, Simeone-Williams of Lafayette, Calif., has completed his second trip to Honolulu, visiting the Hoo-Hoo Club there.

Jack Ford, American Forest Products Co., San Francisco, happily reports that his son, Greg, has gotten his diploma from the University of Santa Clara.

Leo Wofrord; Fremont Lumber in Fremont, Calif,, bought a new house. Among those present"dt the housewarming were Bill Elledge, Evans Products.

Denny Curran, Barr Lumber, Los Alamitos, Calif., visited relatives in the Bay Area over the 4th of JuIy. Among those he saw was his 5-week-old nephew and namesake, Denny.

Ned Seamons, Four Star of Oakland, is now the manager of the store on 29th Ave.

Bob Rector has joined the sales force of Bill Bonnell Lumber in Palo Alto, Calif.

Beverly Ilall, South Bay Lumber Co,, Hawthorne, Calif., has returned from a two week vacation working on her ranch near Maricopa, Calif.

Tony Fieger, formerly of Sun Lumber Co., San Pedro, is now with Modern Materials in Los Angeles.

Bruce McAllister has joined Allstate Plywood, San Francisco. Bruce had worked for Evans Products for nearly fifteen years.

Bob Perry has become vp. and gen. mgr. of CBS Plywood, Oakland.

Milt Mikkelson has joined CBS pl1'wood, Oakland.

Walter Johnson, octogenarian chairman of American Forest Products Co.. has been vacationing in Europe.

Dick Saunders, Forest Fiber Products regional rep. in the Bay Area, spent a week's vacation in San Diego.

Dick Kennedy, Geo. Kennedy & Sons Lumber in Fresno, Calif., has his daugh- ter and two grandchildren home from Spokane, for a few months. Dick's sonin-law, Jerry, is overseas with the Air Force in Vietnam.

Gary Stewart, TW&J Hardwood Sales, ValIejo, Calif., attended a three day grading school during early June in L.A.

Yerlon McKinney has joined Pacific Hardwood Sales in Oakland as vp-sales. Verlon had most recently worked for Brush Industrial in Los Angeles.

Jim Oakley, Oakley Plywood of Morgan Hill, Calif., said the heck with the market and went fishing for ten days in Montana in early July.

Doug Randall is now working for Valley Lumber in El Sobrante. Doug had worked for Georgia-Pacific, Berkeley.

Harold M. Frodsham, South Bay Lumber Co., Hawthorne, Calif., and his twin daughters Joan and Judy have returned from the Apalousa National Horse Show in New Orleans.

Don Smith, Koppers Co., Wilmington, Calif., has returned from a week's vacation.

Bill Johnson, Hobbs-Wall Lumber, S. F., took a short mill trip in mid-summer to the Redwood Empire.

Western [umber E Building Mqteriols ,YIERCHANT

Peter Yan Oosting and his wife, Glendale Plywood & Lumber Co., are on a 6 weeks South American vacation. They're traveling by freighter and expect to visit their daughter in Quito, Ecuador.

Larry B. Look is the new WWPA field rep for Colorado and Utah.

John M. Camp, Jr., is the new president of the American Wood Council.

J. B. Edens, Jr,, a Southwest Forest Industries vp., is now wood products div. mgr, succeeding vp. S. A. Shrigley who moves up to gen. mgr, of mfg. for the wood produots group.

Morris Tropp, west Los Angeles wholesaler, closed up shop for Aug, & Sept. and is currently vacationing in Scandinavia and Austria.

Henry Bahr, NFPA vp. & gen. mgr. retired recently. He had been with the ass'n. since 1936.

John D. Ritchie has been elected q). and sec. of the American Plywood Ass'n., replacing Bronson J. Lewis, the new exec. vp.

PauI McConkey is now asst. mgr, of the Pacific bldg. mtls. div. of Glacier Sand & Gravel in Porctland, Ore.

John Gardner, yard foreman at D, C. Essley & Son, recently took time off to tour in No. Calif. and Ore.

Dale Singleton, former orderman for South Bay Redwood Co., Hawthorne, Calif., has been promoted to the office staff, Lauretta Sullinger, office girl at O. M. Hill Lumber Co., Pasadena, Calif., has returned from a 3 week visit in Billings, Montana.

Leo and Marc Siedner of Summit Lumber Co., North Long Beach, Calif., have

returned from a trip to Sarr Francisco.

Joe Minny of Delaney tSash and Door, Inglewood, Calif., took a week's sailing trip to the Channel Islands.

Jerry Hyink of \Mhisler Hardwood, Los Angeles, Calif., honeymooned with his new bride Barbara over the 4th of July.

Chuck McNall, adv. mgr. of Weiser Lock Co., South Gate, Calif., has returned frorn vacation.

Olin Peck, sales mgr. of Nordahl Mlg., Burbank, Calif., vacationed by visiting relatives in Oklahoma.

Bill Nickerson of Nickerson Lumber Co., Barrington Plywood, North Hollywood, Calif., has returned from a Mexico cruise aboard the S. S. Princess Carla.

Bob Smith of Sterling Lumber Co., Los Angeles attended the recent lumbermen's convention at Grass Valley, Calif. Just ask him his golf score.

Art Reeves, Fir and Pine Lumber Co., Burbank, Calif., has returned from a vacation in Mexico.

Oscar Furness, has joined the Far Werst Fir Sales organization of Glendale, Calif.

Freil Rhoades is Celotex's new rep. in the Tucson, Atiz., atea,

Pete Hawkins is now asst. mgr. of No. Calif. cement sales for Kaiser. Bob Murphy succeeded Hawkins as dealer sales mgr. for the area.

John L. Koepf has joined the sales staff of Seaside Industries, Willits, Calif.

A. Edward Wall has joined Timberland Lumber Co., Eugene, Ore., as plywood sales mgr, He had been Hult Lumber's sales mgr. for 20 years.

Glenn Axling has been promoted to vtrl. and

gen. mgr. of the Palmer G. Lewis Co. of Seattle, according to PGL chief Bob Peterson.

Ed Difani has joined the sales force of the mahogany importing div. of Potlatch in L.A.

Dave Seidner has returned to Summit Lumber Co. in Long Beach, Calif.' after b business/pleasure trip to Europe.

Jeanette Share is back at her secretarial duties at the Lumber Ass'n. of So. Calif after a vacation resPite.

Ratph Hodges is the new vp. & gen. mgr. for the Nt'I. Forest Products Assn.

Floyd Slagle, formerly of Homestead Lumber Co., of Big Bear, Calif., recentlY joined Stafford Lumber Co., Industry, Calif. as an inside and outside salesman.

William S. Ilart, western sales mgr. for DaCor Products, Los Angeles, has returned from a short business trip to Denver, Colo.

Frank Robertson, president, Woodland Products Co., Pomona, Calif., took his children on a recent visit to So. Carolina.

William S. Hart, DaCor Products, has appointed Kennedy Lee of Denver as their manufacturer's reP.

Jack Millikan of Lane Lumber, Los Angeles, and visiting business associate Bob Jones of SidneY, Australia have returned from a triP to the Pacjfic Northwest.

Ted Tillman, formerly with Miami Carey, has joined the Ingersoll-Humphreys Div. of Borg Warrrer as gen' sales mqr., operating out of the Torrance, Calif., facility.

Lee Moffett has retired as quality control supervisor for American Forest Prod-

ucts Corp. George Reinking moves up to take the job.

Duane A. Wolfe is the new mgr. of Northern Yards, Inc. of Portland.

John P. Dolan got a recent city hall OK for a new lumber yard and wholesale nursery in Hayward, Calif.

Walt and John Zeller opened a new building supply operation at Lincoln City, Ore.

Don Nellis and George Mefierd have been promoted to corporate vp. slots at Evans Products.

Norman Wendell is back at his Hallinan Mackin Lumber Co. desk in L.A. after a two-week vacation.

Ken Coleman and his Delores took an August vacation. Ken is with Eckstrom Plywood, Los Angeles.

Elliott Kaufman has joined Southwest Forest Industries as director of management training and development.

Bob Lightfield, mgr. of Gallup Yards, says their new yard in Moscow, Idaho, is nearly finished. It will be called Troy Lumber Co.

John C. Kenefick has been named exec. vp. of the Union Pacific R. R. by Edd Bailey, president.

Ruth Kemmling, the telephone voice of D. C. Essley & Son, L.A., recentlY vacationed with son Doug from Lriz. to the Bay Area.

Sharon Lember married Douglas Schmidt, July 1. Sharon is the daughter of D. C. Essley & Son's Chuck Lember.

Max Hill of O. M. Hill Lumber Co., Pasadena, Calif., has returned from a visit to the Pacific Coast mills.

Famowood

applies like putty - sticks like glue; dries I

New Products, promotions ond soles qids Fmodu@t you con use to build sales ond profits!

system in the frame draws the door shut like a refrigerator door with a magnetic seal.

Wqnt A [ift?

Light weight, detachable forks for shovel loaders are available from J. E. Coleman Co. Scoop Forks are 4" wide, replacing the previous 5" standard width. The narrower fork is 20% lig]lrter.

Construction is with cold rolled steel panels and vinyl end caps over metal or kiln dried fir railings. The core is a combination of small-cell urethane foam and honeycomb for light weight insulation.

An adjustable threshold eliminates subfloor notching and assures tight fit against weather.

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

Horder Thon Wood

Anchor Sale Corp. is marketing Americana paneling with a fumiture-like finish in a tough texture surface. Americana comes 5/32" thick, in 4' x 7' and 4' x 8, sizes.

The panels have a variety of applications and are available from warehouse inventories or direct mill shipments.

24" x 5116" blue adjustable tie-downs with hooks attached. Python tie-downs are made of duPont Nordel, a tough hydrocarbon rubber.

They are also supplied in 5/16" and,7 /76" rope and 5A" sttap on continuous reels for custom cutting to desired lengths and offered in a variety of floor and counter displays.

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

Eosily Hung Up

A wall hanging display of nine woodgrain hardboard panelings is available from Celo-

Scooo forks in action

The capacity is 4,000 lbs. per pair. The forks have 46"" carcying length.

They are temporarily fastened to the blade of a shovel loader by means of two large bolts on each fork clamp, acting as set screws.

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

Uhrosonic Power

The Branson Sonic Power Co. pistol grip hand tool is designed to spot weld plastic to plastic, stake plastic to metal and insert metal into plastic with ultrasonic energy.

The pressure and time span of the energy flow is manually controlled by means of a trigger switch on the handle. The tool weighs 6 lbs., is 20" long and is 3" in diameter. ft transforms electrical energy into vibratory energy at 20.000 cycles per second.

Thermoplastics such as ABS, PVC, acryl- ics, polyolefins and modified styrenes may be ultrasonically assembled. Energy output varies from 1?00 to 880 inch pounds per second depending on po\4/er supply.

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

Pre-Hung, With Steel

A pre-hung steel door line, available in 13 models, has been dweloped by GeorgiaPacific Corp's. weather-seal div.

A floating magnetic weather-stripping

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

Decorotive Murol Ponels

Gorgeous summer shades

tex. The 4' wide by 5' high display is assembled with C hooks.

It has a room idea panel in four colors. Other panels list sales pcints.

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

New Adhesive

Huron Adhesive Corp. announces a panel and construction adhesive. The material bonds paneling, plywood and drywall to studs or other construction surfaces. It is also used for general bonding..

It is available in .1 gallon or 1 quart cartridges and bulk containers.

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

MURAL PAt{ELS, such as this shoreline scene from Marlite, fit the 5' width tub-shower recess, the plastic-finished hardboard panels also can be'used with other tub models. Colors are gold and brown on white. WRITE: The Merchant Maiazine. 573 So. Lake Ave., Pasadena, Calif.9ll01.

Conslont Tension

The Python tie-down counter display unit offered by Lauren Mfg. Co. contains a dozen

Fireploce Premiers

A gas fireplace joins the Heatilator line of wood burning fireplaces. The unit has a cantilevered base and raised hearth. The flare of the hood and receding lines reduce the visual size of the fireplace.

The fireplace is prime coated at the faetory and may be painted any color to match

AUGUST, r969

any decor. Realistic oak or birch gas logs slip over burner in fireplace hearth.

The unit is bolted to studding and vented through ceiling and roof, elbowed through the wall or into wall between 2 x 4 studding.

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

Rippling Rock

Cavrok Corp. now has Serpentine Castlerock dimensional masonry panels. The panel has several advantages over Cavrok's standard Castlerock design in eertain applications.

When an uninterrupted expanse is desired, Serpentine panels are more conve-

The siding can be left unfinished, stained or is available in standard colors. It conforms to 303 specialty siding requirements of the American Plywood Assn.

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

Free Reader Service

For further informolion on oll New Products ond New Literoture, wrile The Merchonl Mogazine, 573 So. Loke Ave., Posodeno, Colif. 9l l0l. Pleose mention issue dote ond poge number so we con process your request foster!

Top Seller in Reol Wood

Distinctive cawings that transform plain cabinets and furniture into custom units are available from Woodland Products Co. Classic Carvings plaques and orrraments are low cost, are made of real utood. and. can be painted, stained or antiqued to suit all tastes.

Precision Milled

Carved doors, available with deep etched, hand-rubbed finish in natural woods and

3D rock panels nient. They are irregularly shaped at the edges because the panel border follows the line between stones. This makes it possible to join any two panels side-to-side or erndto-end without cutting or sewing.

When the rnortar line between the panels is filled in, the butted panels become a solid, uninterrupted wall. Most Cavrok panerls come pre-trimmed of selvage.

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

Rough Sqwn Siding

A rough-sawn Philippine mahogany shingle siding is new from Boise Cascade. The siding has the appearance of wood shingles.

A plywood panel 4' x 16", the shingle siding has shiplap joints and offset butt edges. It gives full 4' exposure, It can be

Custom, expensive look

Available in a variety of styles and shapes, the carvings work well on doors, panels, walls, ceilings, bookcases, Iightswitches, cabinets, headboards and furniture of all types. The uses are limited only by your customer's imagination. A display rack is available for ease of customer selection and purchase.

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

Speciol Hond Corved Sign

Wide selection of patterns

wood grained vinyl, cost little more mass-produced entry doors and less custom doors.

Precision computer-controlled milling of Sculptured Wood Products allows wide selection of patterns. Doors are available in widths of 2'6",2'8", 3' and 3'6" in heights of 6'8", 7' and 8', ly"" thick. Variety of finishes include walnut, pecan, ash, birch mahogany and oak.

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

Tile Cut Up

The polycell ceramic tile cutter for the do-it-yourself installer is distributed by Burco Products, Inc. The base is molded of durable plastic and marked with dimension scales at top and bottom. Projecting just above the surface of the base is an internally mounted cutting wheel.

Special introductory offer

Imported from England, the cutter is designed to retail at $2.49 each. It's shipped 12 cutters to a carton and, for a Iimited time, Burco is making an introductory I0% extra discount for dealers on three carton orders.

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

Tile Somplers

GAF Corp. offers a line of floor

samplers to distributors as a selling tool for inhome and in-store custorners. The 14" x 14"

tile

Popular Philippine Mahogany applied to either sheathed or open stud walls, also mansard roof systems if the roof doesn't slope more than 30" from the vertical.

TWO SC()UIS inspect hand carved wood sign created especially for their 7th annual jamboree, Farragut State Park, ldaho. Potlatch Forests, Inc., commissioned noted wood sculpture to do carving.

sampler features mini-samples of standard gauge vinyl asbestos floor tile patterns.

In addition to the five samplers, a "decorator collection" displays the full standard gauge vinyl asbestos floor tile line.

WRITE: The Merchant Magazine, 573 So. Lake Ave., Ph.sadena, Cblif. 91101.

Suits

A l{EW UllE of woodgrain hardboard paneling is now available from The Celotex C,orp. Designed to match a full range of interior decors, the hardboard panels come in a range of colors from whitish, limed oak to a dark brown natural walnut. Finishes include avocado butternut, above; silver walnut, cherry, teak, golden walnut, weathered butternut, pecan, limed oak and natural walnut. WRIIE: The Merchant Magazine, 573 So. Lake Ave., Pasadena, Calif. 91101.

Convenienl Conversion

Attractively textured cedar closet panels are easy to cut and fit. They can be nailed to studs or applied to wall surfaces with adhesive.

Bug ou[ you

moths

Cedarline panels are 100% Tennessee red cedar. Moth-repelling fragance keeps woolens and clobhing fresh smelling. Basement or under the stairs storage areas can be converted to cedar closets.

Cedarline comes in Y+" t}aick panels 16" x 48", packed 12 pieces per carton, or in standard 4' x 8' sheets.

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

Fingering Innovolion

The Cawok Corp has an improvement in its dimensional masonry panels. The 4' x 8' panels, which previously had to be

Here is a good seller: a self-contained fiberglass unit that gives the look of a real rock waterfall complete

pump.

AUGUST, I969

trimmed prior to installation, now come with the selvage pre-trimmed.

As well as being pre-trimmed, Colonial red and Colonial white brick panels come

Resistont Strond

Armco Steel Corp. developed an aluminum coated wire strand that offers up to four times the corrosion resistance of conventional galvanized strand.

The strand, manufactured under strict quality control conditions, is available in a variety of forms: 7 wire strand, 7/32-%" in diameter; 19 wire strand, Vz-t" diameter; and 37 wire strand, l-lr/4" dianrreter.

The wire is hot-dip coated with commercially pure aluminum instead of the standard silicon-bearing aluminum alloy which is used to coat most convention strands.

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

Subtle Color

Conwed Corp. The siding blends with brick, stone and other materials.

Available in horizontal lap and plain panels, the siding is guaranteed by Conwed for ten years against blistering, peeling, cracking or checking visible by normal inspection, The siding is available in 8" and, L2" widths 16' long, in 4'x 8'and 4'x 9'sizes. The panels are installed with metal strips 16" on center, then covered and concealed by "snap-on" galvanized steel battens.

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

Lomp Lite Control

Snapping off half-bricks "pre-fingered."

The half-bricks on the pan- el end have been perforated so they can be snapped off. Two panels can be fitt€d and joined without cutting or sawing.

When it's desirable to retain the straight edge on the panel end, the perforations can be regtouted with Cavrok compound.

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

The Manchester-Pierce free standing fireplace from Condon-King Co. offers a new stipple enamel finish. The stipple, though semi-gloss, takes on a hand textured look, The unit is made of heavy gauge sheet steel with double wall construction and full insulation. It's availa.ble in nine colors.

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

Resembles Wood

A vinyl-clad siding, like wood but having no structural or surface grain, is offered by

Home Equipment Mfg. Co. announced the Hemco-Matic indoor lamp lite control, a photo-electric-eye operated lamp regulator that automatically turns the lamp on at dusk and off at dawn.

Through a system of automated engineering, Hemco is able to mass-produce the unit at a low price. Lamp lite control is blister-packed on a black and yellow package die-cut to resemble a house.

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

Blind Rivets

Scovill Manufacturing: Co. announces a special nosepiece which can be used to

set blind rivets so that the resulting rivet will permit two pieces of material to revolve.

This is accomplished by using a void opening in the front of the nosepiece, slightly different from the height of the rivet flange, thus controlling the space between the two pieces of material. Instead of applying pressure on the flange, the outside diameter of the nosepiece is pressed against the work and when the rivet is set the resulting joint has a loose fit.

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

Keep on Eye Out

Technically mass-produced to sell at a low price, Hemco introduced "Light Guard,"

an outdoor, automatic light control that operates by photoelectric eye, The unit is aimed at the vast private home and commercial demand for effective, inexpensive protection against burglary and vandalisn.

To add to the product's saleability, Hemco blister-packed light guard on a houseshaped, die-cut package, highlighted in yellow dnd black, which stands by itself, or can be racked.

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

Time Mochine

Acroprint Time Recorder Co. announces the Model 125 payroll, job cost, and special application time recorder available with

Westorn Lumber & Bullding lloteriob ,Y|ERCHA},IT

any one of eighteen standard typewheel combinations. Also, the recorder may be equipped with a year wheel or a special synbol wheel for denoting a certain location in which the machine is being used.

The recorder is furnished for either right or left side of card registrations. Uniform and legible time registrations may be obtained on card or paper stock of any size. The recorder is small (10'7n" * 8Y+" x 6)h") easy to install, and designed for wall, table, or platform mounting.

The unit operates on regular 115 volts 60 cycle power, and is simple to set after a power failure. The recorder features a one year factory guarantee and sells for $145.

\MRITE: The Merchant Magazine, 673 So. Lake Ave., Pasadena, Calif. 91101.

Standard, Lumber Compan), Irrc.

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

A Night Our-1926 Style

In going through some old records, Fred S. Buckley Jr., of tlle Fred S. Buckley Door Co., San Francisco, turned up a rare memento. In his father's papers he found a menu for a dinner dance given by San Francisco Hoo-Hoo Club 9 on February 25, 1926.

The afiair was held at the St. Francis Terrace Room. The committee consisted of Harry Gaetjen, chairinan, J. E. Peggs Jr., A. B. Johnson Jr., Fred Roth, A. J. Nolan, J. A. Stroud, C. C. Stibich and J. E. Martin. The menu was printed on a thin redwood slab, compliments of the California Redwood Box Co. The price for dinner and dance five dollars, and the menu was as follows:

HOO-HOO CLUB Number Nine DINNER DANCE

. Terrace Ball Room St. Francis Hotel

February 25, 1926

Menu

Oysters BIue Points Half Shell Imperial Ripe Olives Salted Assorted Nuts

Cream of Celeri (sic.) Aux Croutons

Pampiettes of Filet of Sole a L'ltalienne Roast Spring Chicken with Dressing Giblet Gravy

Garden Peas Potatoes Chateau

Romain Salade Fines Herbes

Glace Fontaine Melba

Petit Fours

Cafe Noir

Opinion Moulders Con Help You

Word of mouth recommendations from influential persons are topflight advertising that builds sales. And the cost is extremely Iow... even free.

Who are these people? T. J. Boucher of the Masonite Corp. suggests clergymen, school executives, heads of large organizations, top government officials, industrialisti, teachers, leading socialites.

People in positions of prominence are talkers and influencers-two vital ingre dients in developing word-of-mouth sales for the aware dealer..

tUtBERMAl{ Norman Avansino (center). Eveleth Lumber Co., Reno, lrlev., is presented with mini W as winner in Knape & Vogt's national sweepstakes. Gary Smith, K-V, makes presentatiqn while Gordon Kent, The Charles McMurray Co., Fresno, Calif., K-V whole saler, looks on.

PACIFIC HARDWOOD SALES CO.

Feds Effect on lumber

The policies of the federal government will play a significant role in the market outlook for lumber in the 1970s, Dr. John Muench, Jr., forest economist for the National Forest Products Association, W'ashington, D. C., has said.

"The federal government has established housing goals; the government regulates the economy, including the availability of of mortgage and c,onstruction money, and the government controls the largest source of tim'ber needed to supply the market."

At the annual meeting of The Forest Products Research Society in San Francisco, Muench noted the irony of the situ-

ation where the alleged bastion of conservatism, the lumber industry, is heavily dependent upon the federal government at both ends of its production process.

He said the forest industries are dependent largely upon the federal government {qr raw material and for the market climate in the housing and construction industries which use the bulk of the lumber and wood products produced.

Muench cited forecasts by four authorities representing different interests who independently projected an optimistic market potential for lumber in the decade of the 1970s.

"In almost any way it can be figured,

the market outlook for lumber in the next decade appears bright, despite present temporary disclocations," he said.

However, he noted that the "potential market" will be strongly influenced by the mortgage credit situation and the tight timber supply situation.

Feds Drug on Stondords Count

Best estimates on the acc€ptor balloting results for the propoaed new revision of the softwood lumber standard are that the Bureau of Standards will not receive the complete return from the Census Bureau before the middle of August or possibly later.

Streqmline Nqil S<rles

'What

"piggy back" has done for the movement of freight, "pick-a-pack" is doing for the sales of nails, according to Richard Freeman o{ So-Cal Commercial Steel.

Packaged nails streamline sales through modern, self-service, adding efliciency to the store's operation by eliminating the expense of a salesman's time in filling thc order, Freeman pointed out.

"Besides," he added. "the customer is not waiting while his order for nails is hand-weighed and placed in a bag by the salesman." He also reminds management that a salesman nerer underweishs and generaljy over-weighs which cuts m!ny dollars off the profits when this operation is multiplied hundreds of times over a year.

So-Cal Commercial Steel has been marketing all types and sizes o{ nails in one and five pound packages nationally under its Double Grip brand. Recently the firm launched a new "pick-a-pack" product of

color-matched nails for paneling, packaged in clear, hard, plastic, see-through boxes in self-selling, attractive display carton under the Double Grip brand.

SMI[tS reflect good second quarter for Upton Enterpnises, parent company of Coast Redwood Products, sales arm of IBMC, No. Long Beach, Calif. Shown are Max Barnette (left), office gal Jeannie Marti and oldest employee Bill Hale.

Tw@mfty- [=Eve Year's Ago

As Reported in the Augusr. L944 lssue of The Merchant, Est. 1922

John Morley, Homestead Lumber Co,, Sacramento, visited Portland and other Northwest points,

O. L. Russum, No. Calif. rep. for Carl H. Kuhl Lumber Co., Portland, returned from a 10 day business trip to the Northwest.

N. B. Bowden, Pacific Manufacturing Co.' Santa Clara, Calif., visited Portland on business.

A. J. "Gus" Russell, Santa Fe Lumber Co., San Francisco, returned from a two week business trip to the Northwest.

Owen Dalton, Dalton Lumber Co., Los Angeles, with Mrs. Dalton, visited San Francisco and Portland on business.

Jason C. McCune, J. H. Baxter & Co., Los Angeles, visited the company's San Francisco office.

George B. McGill, Eugene office manager for Pope & Talbot, visited the firm's Los Angeles and San Francisco offices.

Lieut. Commander R. TV. Caldwell, USN, son of R. E. "Bob" Caldwell, Hammond Lumber Co., San Francisco, visited home recently.

A. W. "Bates" Smith, manager, Los Angeles office of MacDonald & Harrington, recently spent several days at the head office in S,an Francisco.

William Swindell, asst. to the president, Willamette Valley Lumber Co., Dallas, Ore., recently spent two weeks in San Franeisco.

Carl R. Moore, president, Cape Arago Lumber Co., Empire, Ore., returned from a two week visit to his Oakland office.

Ed Schafer, sales manager, Schafer Bros. Lumber & Shingle Co., has returned to Aberdeen, Wash., from a visit to Calif.

F. A. "Pete" Toste, So. Calif. manager, Kilpatrick & Co., Wilmington, is back from a trip to San Francisco, Portland and Eugene, Ore.

George R. Kendrick, sales manager, Pope & Talbot, Inc., San Francisco, returned to his desk from a week's trip to Portland and Seattle. He attended a meeting of the West Coast Lumbermen's Assn. in Portland.

John L. Todd, Western Door & Sash Co., Oakland, returned from a visit to Boston, Mass.

Frank Brown, Pope & Talbot, Inc., San Francisco, spent his vacation at Brookdale, in the Santa Cruz Mountains.

E. E. Abrahamson, Hammond Lumber Co., Samoa, Calif. visited Los Angeles, Dale Burns, ,assist. sales manager, Medford Corp., Medford, Ore., made a trip to San Francisco and Los Angeles.

Adolph E. Wanke, Wanke Panel Co., Portland, Ore., was elected a director of the National Plywood Distributors Assn.

Charles R. West, Phoenix, Ariz., lumberman, was in Los Angeles recently.

Kenneth Shipp, owner, California Builders Supply Co., Oakland, returrred from a trip to Washington, D. C., and Chicago.

Lewis Jennings, Jennings Lumber Co., Safford, Ariz,, was in Los Angeles on vacation.

B. O. Leftwich, Phoenix, Aiz., wholesale lumberman visited Los Angeles.

J. W. Copeland, J. W, Copeland Yards, Inc., Portland, Ore. visited Los Angeles recently.

Al Nolan, Western sales manager, The Pacific Lumber Co., San Francisco, returned from his vacation in Lake County, Calif.

Don E. Coveney, sales manager, AtkinsonStutz Co., San Francisco, will spend several weeks calling on northern California and Oregon mills.

Martin W. Parelius, owner, Parelius Lumber Co., Portland, Ore. vacationed in Aetna Springs, Lake County, Ca1if.

Sam Wilcox, general manager of O'Malley Lumber, Phoenix, Ariz., visited San Francisco.

Les Harris, Hoover Lumber, Los Angeles, recmtly vacationed in San Francisco.

Ed Tietjen, salesman, Sudden & Christenson, Inc., San Francisco returned from a vacation at Camp Rose, near Healdsburg, Calif.

N. II. "Ifawk" Huey, Phoenix, Ariz., recently visited Los Angeles.

D. E. Liggett, Liggett Lumber Co., Santa Ana, recently visited San Francisco on business.

Floyd Elliott, manager of Schafer Bros. San Francisco office, is recovering from the effects of a fall.

Bob Anderson, M. J. Murphy, Carmel, Calif., has been in Sutter Hospital recovering from a fractured leg.

C. E. Perry, manager of Timber Products Co. lumber dept., Medford, Ore., was in San l'rancisco recently.

Fred Lundblade, owner, Salmon Creek Redwood Co., Beatrice, Calif., recently visited

San Francisco and Hobbs Wall Lumber Co. Tomrny Tomlinson, Wholesale Lumber Distributors, Oakland, has recovered from an automobile accident.

C. Ilexburg, Union Lumber Co., San Francisco, returned from a vacation at Seiglers Springs, Lake County, Calif.

II. M. Schaur, Jr., recently joined South City Lumber & Supply Co., So. San Francisco.

Art Penberthy, Tacoma Lumber Sales, Los Angeles, has been on a business trip to the Pacific Northwest.

Fred B. Smales, mamager of California Div., U.S. Plywood Corp., Los Angeles, made an air trip to San Francisco.

Francis U. Mandis recently joined W. B. Jones Lumber, Los Angeles, as salesman.

George C. Phillips, Tacoma Lumber Sales' Los Angeles, recently completed a 30 day trip through northern California, Oregon and Washington.

F. A. "Pete" Toste, Toste Lumber Co., Los Angeles, recently called on sawmills in the redwood region.

\M. B. Wickersham, manager, Pope & Talbot, Los Angeles, spent Iast week in San Francisco.

A. B. "Bert" McKee, general manager, San Pedro Lumber Co., Los Angeles, was in San Frrancisco on business.

Carl Ilornibrook, sales manager, and Fred Schallock, president, Ewauna Box Co., Klamath Falls, Ore., were in Los Angeles recently.

E. Normen Cords, manager, pine dept., Wendling-Nathan Co., San Fnancisco, returned from calling on pine mills in northern Calif. and southera Oregon.

George F. Gerlinger, president, National Lumber Manufacturets Assn,, and of Willamette Valley Lumber Co., Dallas, Ore., was recently in San Francisco.

Frank Parkinson, shipping clerk, San Pedro Lumber Co., Los Angeles, recen'tly vacationed in the Bishop district.

Bill Davis, Pope & Talbot, Los Angeles, is back from two weeks vacation in northern Calif. 'Wayne lVlullin, Mullin Lumber Co., Los Angeles, is on a three week business trip to Chicago.

Jack Mulcahy, O'MalIey Lumber Co., Tucson, Ariz., recently visited San Francisco.

Co-op House Effort for | 970s

The California Design '70 house is one of five houses being built to demonstrate the findines of the National Lumber and Building Material Dealers R"search Committee on the preferences and needs of tomorrow's home buyers.

The architect gave attention to traffic flow, storage, children's activity center, clothes care, dressing area, indoor and outdoor relationships and a family living center.

The parent's wing has a small sitting room for quiet reading and conversation. For flexible family use, a long living-dining area is located in the activity section, opening to the main entrance, kitchen, children's rooms and rear patio area.

The sink area overlooks the breakfast room where most family meals will be enjoyed overlooking the entrance court garden.

DESIGt{ 70 home built by Hayward Lumber Co. recently in conjunction with NLBMDA research council and Masonite in Salinas, Calif. House incorporates many ideas expressing preferences and needs of buyers in'70's.

A Bigger lVhrket For Spruce

Tests that could result in expanded markets for Englemann spruce have been concluded recendy by the Associated Home Builders of the Greater Eastlayo Inc.o in Berkeley, Calif. The results will be presented to the ICBO September meeting in Salt Lake City. AHB says the tests prove that Englemann spruce can do the work of Douglas fir as dimension lumber, all though it is only half as strong.

Tests showed that utility Englemann spruce can be safely placed 24lt o.c., rather than the conventional 16" o.c. and that this 25/o reduction in studs can save $200$300 per house.

William T. [,eonar4 exec. vp. of the AHB, said sand bags weighing more than 19,000 lbs. were placed on a 12 foot wide roof section and subjected to hurricane force winds. "If sprue,e can hold that load in that wind," Leonard said, "it can hold anything,"

June C.onslruclion Drops Bock

A lack of, unusually large projects and sluggishness in some credit-sensitive categories of building pushed the value of construction contracts in June back to the level of early Spring, F. W. Dodge reports.

The number of single-family housing units contracted in June fell below the yearago level for the fifth straight month, while

multi-family units continued to gain. For the first six months of the year, apartments accounted for almost 42 percent of all housing units.

Get Results With

All that's needed is a phone call or a short note to your friends at The Merchant.

Let us help you write it.

We're here to serve you.

Call: (213) 792-3823 or (213) 792-4098

3 Carlow Gompany

Warehouses

To Serve All Southern Coliforniq Deqlers *

t7O3 N. 8lh Streel

COLT9N, Gollfomlc 7t+825-0672

ll38l Brqdley Ave.

PAGOlllA, Cqllfornlo 21 3-899-s208

750 Eost 59th Slreet

tO3 ANOll,tt, Gsllfornlo 2r3-.-2334291 *

Scn Diego Representolive

W. H. "Bill" Pruilt

3133 Mt. Miguel Dr. Son Diego, Cqlif. 921l4 l7r4l 4744126 *

iloRcllt 000Rs for Every Uso

M400 Interchangeahle Panels

Entrance Doors-All Typcs Stair Parts *

$ED0RC0 louvsrc & Golonlalilodern Hardwood Flush Panel lloors *

ttusfl 000RsASH-Mill0GlllY -BIRCH_ HAROB(IARII_BEECH *

FtR PIYW00DIAPA}IESE PLYWO(lDt

NORD DOORS

LouvER Doons

3 PANEI. DOORS F.3O

FOUR PANET RAISED F-4,1

X.BUCK FRONT DOORS

lF-2035 Seriesl

sAsH DOORS F-r30

NAISE PANEI. IOUVER DOORS

SCREEN DOORS

FRENCH DOORS (F-1500 Seriesl

DUTCH DOOTS

FANCY FtR oobns (eNrmNcel

LOUVER BUNDS

MONTESEY TYPE DOORS

(F-23O0 Sericsl

..SOUTHERN AIRE'' DOORS

CARVED DOORS

SPINDTES-POSTS t

Esroblished 1896

WHOLESATE ONIY t

Mcmbrr

Nollonol Scrh ond Door

Jobbrr Agoclqllon

Lett@ rD s

, A LEGAT WARNING

David Cutler, The Merchant, 573 South Lake Ave., Pasadena, Calif. 91101

Dear Dave:

In other years our stories of merchandising appeared quite often in The Merchant, but the following should be of greater interest to the retail business'

We apparently originated the name and use of the word "Lumberteria" many years ago and upon application the Secretary of State of the State of California has awarded us the Certificate of Registration of Service Mark for the word "Lumberteria." The Service Mark Registration is #388 as of March 11, 1969, and is good until 1979.

It is not our intention to crucify others that maybeusing this word but as the legal owners we expect to restrain others from using it.

It would appear that you would be serving the trade the better with this announcement and frankly, possibly reduce the blood letting from legal confrontation where necessany.

For those that do not care for the bloody news it might be of general interest to many to know that this company was founded 65 years ago in Boulder Creek, in this location for 60 years and the writer starts his 31st year since purchasing the company. We are both eligible for Medi-Care.

Yours trrrly, &lwin \il. Pohle

President Southern Lumber Company 1402 So. 1st at Alma San Jose, Calif. 95110

WIB PROGRAM

David Cutler

The Merchant Magazine 573 S. Lake Ave. Pasadena, Calif. 91101

Dear Dave:

The recent Lumber Employer's Council and Local 2288 of the Lumber and Sawmill Workers' IJnion contract negotiation for a new contract ended, as you know, utithout including the clause for wood promotion. Thus, the funds which made possible the "Wood Informa,tion Bureau" have been shut off, and the "Bureau" is closing down its functions. It may be informative to your readers to know what WIB's activities were:

(1) WIB maintained a complete library of both general

and technical information,which was furnished to architects, designers, builders, schools, government agencies, etc.

(2) WIB maintained an advertising schedule designed to (a) promote lumber and wood products usage, and (b) to stimulate inquiries for informatio'n from WIB's library.

(B) Considerable publicity was cr'eated in local and regional publications on various uses of lumber and wood products (a recent example was the July 22 story entitled, "U. S. Urged to Release More fimber to Ease Shortage of Housing" in the Los Angeles Tim,es.).

Essentially, the prime service of the bureau was to supply specifiers with a central "clearing house" of information which was readily available to them. Secondly, the publicity which was generated gave exposure to wood usage heretofore not seen in important media.

We have several projeets currently underway which may be completed as they may be funded by remaining funds in the WIB account. They include preparation of leasing brochures for a proposed Construction Industries Center Building currently planned for a site adjacent to the Horne Furnishings Mart in Los Angeles, Another project is a series of Lumber Industry Seminars for architects and builders. We will do what we can on these projects until funds run out, and we then hope someone else, perhaps the Lumber Association will pick up this work and run with it.

I believe the reasons why the wood promotion fund has ceased to exist are these:

(1) As I predicted four years ago, the fund would not continue unless other managementunion contracts in this area would also include similar promotion clauses. I was told by a union spokesman that their men were not in favor of sup- porting wood promotion any longer as men under other contracts "didn't have wood promotion, but did have sick leave."

Specifically, I think that the failure of the big harbor yards, and the Orange County yards, to include wood promotion in their contracts was the fundamental reason union leadership of Local 2288 could not convince their men to continue the fund.

(2) A second reason is that many owners of lumber and wood products businesses do not think "promotion" is necessary.

Incidentally, I was also told by a union spokesman that he believed that another factor was that the negotiator for management, for personal reasons, wasn't inclined to want the promotion clause to continue and

consequently never really supported it in negotiations.

Personally, I am sorry to see the fund discon'tinued, as I be lieve promotion is necessary if the industry is going to broaden usage of its products and increase its profit margins. But, it is quite evident that most retail lumber yard operators do not agree with me. I am also happy to say that there are some substantial people in the business-like Bob Wells, George Ryan, Ed Stoner, Al Newkirk, Stu Harris,-to name a few, who do think promotion is beneficial.

Sincerely, James W. Cooper

J. W. Cooper & Co. 1111 Wilshire Blvd. Los Angeles, Calif. 90017

CUT, NOT ROT

Dear Dave:

We were inspired to read Wendell Barnes' letter in your' last issue.

Surely, the most pressing need confronting this country is new housing-both suburban and in low cost urban projects. But with high interest rates and fluctuating lumber prices the 26 million new unts' goal recedes further and further into the sunset.

If only the government would release certain of its timber areas to cutting rather than letting millions of bf. rot away annually. This would lower costs and impart a substantial boost to lumber supplies.

Certainly it's time our government began serving its citizens rather than acting as a hindrance to good business and a drag on necessary housing construction.

Sincerely, Bob Sheridan Albuquerque, N. M. 87101.

succEssFur r.ooK

Dear Editor:

In sales or in anything else you can't beat a successful appearance. You can't sell home improvement to a customer without first selling yourself and the clean, up-to-date appearance of your retail display area.

When my wife and I were touring the country recently while on vacation we savr many run down yards. Needless to say, the impression was terrible. I wouldn't use a yard like that for raising chickens much less buy something there.

Your July editorial on the look of success is great advice to everyone.

Sincerely, Charles Hannon Portland, Ore. 9?201.

The National Home Improvement Council was created for the sole purpose of expanding the remodeling market. As the representative of all segments of the industry-builders, dealers, contractors, manufacturers :ind associations-it encourages home owners to enjoy better living through home improvement.

N.H.I.C. meets with FHA, congressional committees and industry leaders on your behalf to recommend programs to stimulate home. improvement.

. It holds management clinics for local businessmen to help them create successful home improvement promotions.

It publishes remodeling training manuals, reports industry trends with anewsletter and has distributed thousands of training courses to remodelers by mail.

Through a comprehensive public relations program, it reaches national magazines and countless newspapers with feature stories on the advantages of remodeling.

. It distributes booklets by individual industries directed at increasing the total home improvement market.

In cooperation with you, N.H.I.C. can set up a program to stimulate home improvement in your area. N.H.I.C. will provide full details on such promotions as a home improvement school, special newspaper sections, a Home Improvement Time and many other promotions. By displaying the National Home Improvement Council sticker on your door, you reap the beneflt from a nationwide program which directs home owners to N.H.LC. members as reliable home improvers.

Fill out the coupon below for further information about the N.H.I.C. ... and your free copy of "The Challenge of the Great Society to the Home Improvement Industry."

The aclivities ol N.H,I.C. are suppoiled by the Jollowing organizalions, among olhers:

Alcoa Building Producls, Inc.

Aluminum Slding Assoclation

American Gas Associallon' Inc.

American Plywood Association

Andersen Corporation

Bird & Son, Inc.

C€raain-Teed Products Corporalion

Electric H€ating Assoclation, Inc.

Evans Producls Company

The llintkote Company

Forest l'iber Products Company

Formica Corporation

GAF Corporation

Gas Appliance Manufac(urers Association

Georgia-Pacifi c Corporation

It helps you make more sales and profits by giving you an opportunity to work with other leading firms on the industry level. You can use the Council as an advisory service to keep abreast of developments. ,. participate in education, publicity, promotions and public service programs. In short, it is the quickest way to develop more sales and profits in the multi-billion home improvement market.

IIome Improvement Marketing Consultants, Inc.

Ifouse Beautiful Magazlne

IDS Credit Corporation

Johns-Manville Sales Corporation

Kaiser Gypsum Company, Inc.

Masonite Corporalion

Middle Atlantic Lumbermens Association

National Gypsum Company

National Lumber & Building Mat€rial

Dealers Associalion

Owens-Corning Fiberglas Corporation

Philip Carey Corporation

Sears, Roebuck & Company

'Standard Screw Company

The Tappan Company

United States Gypsum Company

U.S, Plywood-ChamDion Papers Inc.

I'vestinghouse Electric Corporation

Weyerhaeuser ComDany

Whirlpool Corporation

ln 1968 approximately $12,000,000,000was spent for home modernization. Sources indicate a $69 billion backlog of modernization exists in the United States, with an additional $16 billion developing each year.

Foduont waated 25t a word, tnlnlnun 2 wordr (ul wordr : 0450). All others 85/ a word, mln. A) words (20 words : $i|.fi)). Phone number counts as o4e word. Boxed adr tE extra. Fancy headllne or bordem li2 extra. Box numbered ad8 add $1.

HELP WANTED

ESTABIISHED CAIIFOTBNIA lumberand wood products wholesale dlstributlon company has openings in the San Franclsco and Los Angeleg areas for experlenced and ambltious men, Salary plus commission and fringes. Average salesman earns $20O0 per month alter one year. Write box 6 c/o this publicatlon. (Our people know of thts ad.)

ACCOUNTING IiIA1\IAGER. Dynamlc growlng publlc company requires accountant to assume responsibiuty for entire accountlng duties of West Coast dlstrlbutlon centers. Submlt resume to box 5.

GIassfifffied Adventflsemn@mts

HEIP WANTED

ASSISTAI\IT MAI|IAGEn, wanted, salary open. Charles Hayward Lumber Co,, Post Office Box 5?6, Escondldo, CaUl. 92025. Telephone: (213) 745-5555.

ESTABIISHED IIIMBER company ln Orange County has openlngs for one outslde salesman and one counter man. Send experlence and expected salary to box ?.

EXPERIENCED OUTSIDD contractor salesman. lumber and roof trusses, truss take off. Salary open commensurate with experlence. Mail resume to Solana Lumber ComDanv. P.O. Box C' Solana Beach, Calif. 920T5 (San Diego County).

IIIIMISDIATE OPENINGS6 managerE to S20,mO per yn; 6 asst. mgrs. to E15,0O0 per yn Rapldly expandlng chaln of lbr. & hardware dlsc. rtores ln So. Callf. Tremendous career opp. ln our moderar, new storeS. send resume now! Wrlte Box 2t4 c/o thls pub.

FOR SAIE

TWO LIEI TRUCrS for sale: 1956 cerlinser. rated 16,000 lbs., $2,500.00 and 195? HysTer, rated 16,000 lbs., $9500.00. May be seen at Tarter, Webster & Johnson, 15150 Erwin St., Van Nuys, Caltf., (213) 786-7056 or 873-1348.

I}IADISON 274 moulder modifled for roller and/ or chain feed with short stock hopper---6'bed and O,/B bearlngs. Excellent condition, now ln operation, available approximately August 15. Also: frequency changer V,/B drive, 10O cycle, Z2O-44O volts, 35 KW., mounted, ready to run. Amerlcan Hardwood Co., 1900 E. 15th St., Los Angeles, Caltf. 90021, (,2a3) 749-4235.

FOn SALE car damaged-must see-make of- fer. One y4l sandalwood (tempered Masonlte) two pieces 1/8" lamlnated together. Slze 46Vail x 64 9/76", Over 2,000 sheets. Stock at Lumber Specialties, 1759r/2 Telegraph Rd., Los Angeles, Calif. 90022. (213) 685-8658.

Namer of advrrtlsen ullng a box number can- not be released. Addrers aU repUas to box number shown ln ad ln cdre of TbD Ucrohant tr[agazlno, 6?9 So. Ia,ke Ave., Porodcaa, CallL 91r01.

Deadllne lor colry ts tho Zoth. To call tn a,n ail: (21$) 702-409t.

FOSITION WANTED

]IfANAGEB, 10 years experlence retail lumber and buildlng materlals, wants posltlon as manager. Experlenced ln all phases of personnel, retall and contractor operations, Wrlte: 725 MiIl St., Apt. 1, Snohomish, Washlngton 9829O.

SERVICES OFFERED

.'ON|INY TET

LI'![BTB II}AI)

SIGN PilIflIEB

Speclauzlng ln danger flags, slde-load slgns, Job cards, etc. John Weller"s Prlntlng, 1842 W. 169th St,, Gardena, CaUf. 90247. Phone (213) 676-752,2 or 3il3-7606.

LIJMBEB f,AI'IING

C Q ?RUCKING @., (213) RA 3-6557 and RA 3-2138, ?151 Telegraph Rd., Los Angeles, CaUl. 9O@2.

BUSINESS OPFORTUNITIES

LUMBDn & BITIIDING MATERIAI.S business. MaJority stockholder wishes to retire. Will sell controlling lnterest ln small, well established and thriving lumber and building materlals buslness located in Ventura County. For further particulars, write box 3 c/o Merchant Magazine.

RETAIL BI'III)ERS SUPPLY located in Southern Los Angeles county with gross annual sales over $300,000 F\)R SALE. In center of growing lndustrlal area and on well traveled boulevard. 2O/o lncrease in sales each year. Write box 4.

Sewing All Southern Colifomio Lumber Yodr - Gobinef ShopsFurniture Monufocturers ond Wholesole Lumber Dirtrlbutors

o Dougfqs Fir in sizes 24" x 24"

. Ploner cqpqcity for surfocing to 24" x 24"

o Re-Mfg. fqcilities for resowing lo 34" x 34"

ffiJtrRGHANJT NNAGAZINE BUYtrRzS GUIEE

tOS

Corlow Co. Fromon & Gorglo.Poclfic

oR 3-3500 ov 4-5353

Hqrbor lumbrr (Al Wll Hobbr Woll tunbl C,o., ov a-8956 11 51r-5r97 ,l Ir 7.2001

Inlcnd Lunbrr Morqoqrt-Wolr. ,{orqoqrt-\tyolt. Lunbcr Cr. ....-...........(2.|

Twln llalbor Lumbcr Cc.

Unlon lumbc Co. -.-..-..-......-----..-(71

U.5. ?lvwood Co.p, lsanta Ancr-.*..(Zl Woodfond Productr....--......-----....-.-------l7l a1

Dqvld E. ---**.-*l2l3l CH

lumbcr Co. ...-......----...-(213) 625.1191

l ouldins cnd lunbc Co...-...(2131 lA

Nrfh tumbrr Solc, A. W.-..--...-..-...1213) 872-1280

Osrocd, lcb.d S. ....-*-.--...-...12131 Dlt 2-8218

Poclflc fir Solc .---.......--.-....- (213) 682.3533

Pcclllc lumbcr Co., fhr-.-...-......-...(2131 Cl, 3.9079

P.cfflc.l{odlsn lumb.r Co....-.*-.--l2l3l SP 3-2292

Pon Atiotic Troding Co., Inc...................(2131 268-2721

Pclrcr Conpqny, Al ...-....-.-..................--(21 3l 626-560t

P.nb.nht Lunfcr Co. ...-...-*---.(2131 lU 3-a5lt

Rolondo Iunber Co,, Inc..-.-.......-..-(213] ZEnirh 9-8843

loundr lunb* Co. -..-..-*-*1213) 4,15-2896

R€f Iunb.r Soryice .-....-..........--.-..-.-....---(21 3) 232-5521

SAN FNANCISCO

Arolc R.dwcod C,c. ---(al5l YU 6.2067

Fonyth Hqrdwood Co. ...-..-....---.-.---.---....(41 5) 282-01 5l

GcorslcPoclf ic Corp. -.-..-....---....-...(/al 5) g7l -9678

Hoffinon llaclln lumbq Co. -.-..--.--.(4t51 167.814

Hisglnr lumbor C-., l. E. .-..-.*..........(4151 VA 1.871/

Hobbr Woll lunbor Co- Inc.*-....-...1{l5l Fl 6-6(Xr0

lmported Hordwood Producfr Asn,........-.(415) 433.,{878

Jordon Componic .-----(415) 3,12-608/t

Lonor lunbcr Co. .....................--......--(41 5) YV 2-137 6

Pocfflc [umbrr Co., lhr.-.*-...*l4l5l 771-1700

Pormino lumbcr Co, -.(41 51 421 -519,1

Rolmdo lumber Cp., Inc. ......--...----.---..-(4151 {17-0600

Slnnonr Hodwod Lunb.r Cr. .......-.....(2131 723-U56

Sontud.lu|rl.?, lnc. --.-.-*.l2l3l AX 2-9lEl

Sf npron Buildins Supply Co....-..........-.....(21 31 321 -9202

South Boy lcdwood Co. .....--.....-..-.......(213) SP 2-5258

Sfohl lunb.r Cc. --.-.*l2l3l AN 3.68/t4

Stcndord Lunbcr Co., Inc. ...-....-..,....,...(213) 685-,a0,ll

Summit Iudbcr Co. .--..-..--.

Sun lcnbr Cc.

Icono lrnbor Sclcr, Inc. -.---.-..-...(t3l MU l-6361

TottJ, W.brt. & Johnton, Inc.....-...-...(2131 773-92@

lcrfar, W.bth I Jchnro, Inc.

lYon Nunl ---.-.l2l3l 786-7056

Twla Hclbcn Solrr Go.--l2lrl 625.t113

Unf on Iunb.r Co. .........--....-...-...........(71,a] 512-5669

Unlbd Whlr. lonb; Cc.--(2131 OV t-560O

Unh.d 3tot6 Plrvood Ccrp._*-l2l3l lU 3.la4l

U.S. ?lrrcod Ccrp. (Ol.ndcl.l..-..-(2131 Cl 4.Zr$

U.S. llyvood Gorp. llong !G€bl-.--*.--.HE 2-t901

Voao lcnb* Cc. i--*.*.*...(2131 AN t-0607

Wodllng-Nothon Co. ...-......-..-..,.....-.(213) CU 3-9078

Wrrrhorunr Contont -*.-..--.-(2131 tl t.5atl

Worchou:c (Anohclml ....,.............--.-.(71 11 772-5A8O

Wholaol. forxl Prcductr ...--*...-l2l3l 583-6013

W€dlqnd Producfr.....-....-...--...--.........(71{l NA 2-3456

TRE TED I.UMBER_POTEs_PI TINGHI ES

(oppcr Compony ..-..,[213] 830-2860

Son Antqio Conttruclion 6....--........-...(21 31 773-1503

Tmtcd Polc Bulldcr, Inc............-...-.....(714) 986-1,1,66

ttwoRK-DooRs-MOU tD NG$-

^,il

Bcllmod €o., lh. ...--....-....-..........-...-(2131 629-3511

Lv.rh llonufodurlry Co. *.--...12131 755-85U

Corfor Ca. (Lc Angclcl .........-.............(2131 233-6291

Corlry Co, (Pocoimol (213) 899-5208

Cuny & Somsm ....-...-(213) 118-1115

Docor l,{onufocluring Co,, Inc.--.-.-......-.-.(213) 640.9926

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

Griffin Forat Products .......----...-......-...(714) 193-1519

tlofmcr Hqrdworo ond Soles Co. ............(2131 685-7750

Johnbn P.l-Dor, Inc. ---*.---...-..-...12131 3/a9-1971

Mopb ln., Inc. -....-.-..-.----....-.t2l3l OX 8.2536

AN 9.0657

Nordohf ltcnriscrudag Cc. -..-....-*l2l3l U9-2675

Sf,o-f,ubr. lnc. ..-.--.....-.-..-.------.....121 3) 77 1-l 571

Slmlt Dor & ?ltvood Con.-.-_l2l3l CU 3.8125

Jrlann Supplb, lnc. ---...*l2l3l

Torter, Websler & Johnon ----.------..-.-..-,--..(2,| 3l 773-92OO

llnbcrllar For.d Producb. Inc--,-...(2131 86O-t972

Woodlond Produclr...--..........-.........--.--(7l,ll NA 4.5678

SPECIAT SERVICES

lertcf ltfg. Co. ----l2l3t 87$1163

Cclltcrnlc lsnb.r Inrprctloa SdlcJ2ttl NO 5.!t{ll

,*A 2.lltl

,{ofhsy R.nf-A-Sklll ...--....--..-...*...-(21 3} 381 -5255

Slf morco, lni.motionol -...-........-...- -.(11 5l 776.1200

Torfsr, Wcbttar E Johnra, Inc. ...-....(4151 PR 6-a200

Unlon lunbor Compoat -.-.....*.lll5) SU l-6t70

Unllcd Stotct Plywood Corp. .....-....-..-..(415) JU 6-5005

Wrndllng-Nofho Co. ....--.--.._l4l5l SU l-5363 SASH-DOORTW|NDOWF {OU tDt NcS BUI IDING'TATERIATS-PAINT-HARDWARTETC. TREATED IUIISEI_POIES

Crllfcnlo lumbcr Hodklil Glovc Co, IntD.cllot Sonlcc...ll08l CY

lcnnlntlcD lcnb.r Co. .-Ol t.2t8l

Colifomio lunbrr Sclcs ..................--.....--.(al 5) 53a-l 004

Colitomiq Plywod Corp. ......-.................-.(41 5) 652-51 53

Col-Poclflc S.h Corp. ........933-0600

D@rt

,7t.8511

Ncllol Corp. (?l3t tU 3.lolt6

Socol Conmrciol Slsl .--...-....-...--(213) 685.5170

Cool ?lolnr fllll -(2131

illctl€orrr ntr. Cc. -(2t3)

Summrrbcll-Spccdrpoc. --...-...---..-.121 31 923-0686

IUfOER IIA}IOI.ING AND SHIPPING; CAITIERS

Gnafiild I 5or, lm., H. f.-..--.l2ltl NE a-1783

NNtrRGHAN]I NflAGAZINtr BUVtrRzS GUIDE

PACIFIC NORTHWEST STATES WASHINGION

AMEOY Int'1. Pqp€r Co.,/Long-Bcll Div. .---.-.-.-.-..(2061 123-2llO

toNGvrEw fnl'f. Poper Co./tons-8oll Div. .-............(2061 123-2llO

SEATT!E Keefer & Asso<., Clvde P.....-.-..-...-....------,-(206) 525-7936

Georgio-Pocific Corp. .........-------........(206) MA,l-6838

lewir Co., Polmer G, 12061 621-6661

Simpson Tinrber Co. --...-.-.-.....-.-----..-....(206) tAU 2.2828

fumoc Lumber Co. ...-..-.-....-..-..1206) At 3.2260

U.S. Plywood Corp. .--.......--..---.-..-.----..-.(206) PA 2-6500

Wcyorhooura Co, ...........-....-...--..-....(206) PA 2-7Ol 5

SPOKANE

Gorgio-Pociflc Corp. ..-...---.---.--...-..-.--..(509) KE 5-2917

lundsren Dcofcrr Sspply, Inc....-...-.a509l MA 7-2126

Weyerhoeurer Co. .-.,.--...---.-.---------...---.-.--(509) KE 5-2462

TACOMA

Geo6io-Poclflc Corp. ...-..-..-.--..-....-...(206) 383-,1578

Weyerhoeurcr Co. ...--..............-.--.-.-....-(2061 383-3361

VANCOUVER

Int'1. Pqpcr Co.,/tons-Bell Div. ..-..-.....-.-(503) 285-1300

WINTOCK

Shqkertown Corp. ...-....-..--..............-...(206) SU 5.3501

BEND

OREGON

Srookr-Sconlon ---.....(503 EV 2-2511

coRvALus

Con-Fob Equipment Co. --.-.-.-.--..---..-..-.--....(503) 752-2955

EUGENE fnmont Fotsf Productr ..--......-...........1503) Dl 3-9267

Georgio-Pocific Corp. --.--.----...,---...-.t503) 315-4356

WXITE CITY

Alder Monufocturing Co.

cotoRADo

COTORADO SPRINGS

U.S. Plywood ...........-....1303) 636-5021

DENVER U. S. Pfywood ............'303]. 222-1751

Denver Rererve Supply Co. .....-..--..........-(303) 292-9090

Georsio-Pocific Corp. ...............-.....-.--...-..(3031 623-51 01

Kopperr Co., Inc. .-.-.-.-..--...-...--.-.-...-..-(303) 53,1-6191

wcvcrhoeuser co. .........---..-....-.-...-----.-..'.(303) 433'8571

Pcirce Iumber Co., Al .....-......-........-..---(503) 312-2663

Tqrlsr, WGbiter & Johnron ...--.....---.....(503) 3,12-5128

U.5. Plywood Corp. .*..--.--15031 Dl 2-llll

Weyerhoeuser Co. ...............-........-..--...----{503) 342-5531

Willqmstto Vqlley Mfg. Co. .......-.-..--..---.(503) 689-l 4/t0

GRANTS PASS

Twin Horbori SqlB Co. ......---.-....(5031 179-1656

MEDFORD

Fountoln lumbet Co., H.-.-....,.-..-..-...15031 535-1526

Wcndf lns.Nothon Co. -*...-.......-..,-...(503)

OBITUARIES

SIDI{EY T. I{ARSHATL

Sidney T. Marshall, co-owner of KingMarshall Lumber Co., also known as Civic Center Lumber Co., Bakersfield, Calif.' died July 1 in a Bakersfield hospital from a lingering illness. He was 63.

Born in Akron, Ohio, July 21, 1906, he moved to Bakersfield in 1910. He began his career working for Union Lumber Co., a Bakersfield retail yard later bought out by Hayward Lumber & Investment Co., Los Angeles. Mr. Marshall continued with Hayward until starting King-Marshall in July, 1941, with Larry King.

He was a member of Security Lodge 581 F.&A.M. One of his favorite sports was deer hunting; he enjoyed packing in yearly to his favorite hunting ground.

Survivors include his widow, Velma; sons, Wayne and Jon of Bakersfield, and Roger of San Luis Obispo; six grandchildren; two sisters, Margaret McCral of Chico and Louise McAuliffe of Bakersfield; six brothers, Howard of Arlington, Va.; Milford,

Berkeley; Bob, Porta Mirado; Frank, Santa Margarita and Don and Grant of Bakersfield.

RE0M01{0 L: DAGGETT

Redmond L. Daggett, sales manager of the Penberthy Lumber Co., Los Angeles, died June 25 of cancer. He was 49.

A San Marino resident for over 15 years, Mr. Daggett graduated from the University of California, Los Angeles, where he was Phi Delta Theta fraternity president. He served in Europe with the 82nd Airborne division during World War II and was a Lt. Col. in the Air Force Reserve.

He was a member of the board of Deacons and the board of Elders of San Marino Community Church. He was also a member of the City Club.

Prior to joining Penberthy Lumber he worked in sales for Delta Airlines for 15 years.

Surviving is his widow, Martha; two daughters, Lucy and Leslee; his mother, Mrs. Gladys N. Daggett of Santa Monica; two sisters, Mrs. Philip O'I.Ieil of Beverly Hills and Mrs. Carlton Appleby of Escondido, Calif.

contoct us for donestic and inported woods

$TRAffiD00R,n" e," tity Leader in'6s