Merchant Magazine - August 1971

What's behind 0ur moulding?

lt|ore than meets the eye.

A lot more.

Like 60 years of dependable service.

Service based on a friendly understanding of our custome/s needs.

And some extras. Like pre-priming and cartonizing. Mitered casing. Jambs routed for hinges and bored for strike plates all to make your selling iob ju$ a little bit easier.

ihe finest millwork and moulding from kiln-dried western species. All available in standard and custom patterns.

That's what's behind our moulding. Give us a calland we'll putwhat's behind our moulding behind you.

Genuine Birch, Oak, Ash and Elm planked prefinished paneling at under $10 retail !

And that's at full profit! New Potlatch MASTERPIECE Prefinished Paneling offers the natural warmth and universal appeal of real wood, lovingly prefinished, in two grades to suit almost any need, at highly competitive prices. All are fully mismatched, shadow-line V-grooved, with carefree, maintenance-f ree satiny pref inish. Size 4'x 8'x 3/ro" or 1l+" .Other sizes on inquiry. Phone us your paneling needs collect. We've got the answers.

Genuine hardwood plywood with premium grade Ash, Oak, Birch and Elm faces in a full range of eight of the great color-tones of history. All hardwood construction.

Also available, Sterling Series at under $15 retail in exotic genuine Rosewood, Teak, Walnut, Cherry, Hickory and Cedar in natural finish rustic mismatch.

We give our dealer customers what they want, when they want it. at the right price

Inland prides itself in the quality of lumber it handles, the equipment for complete milling requirements, plus competent personnel of experienced lumber people. We are wholehearted wholesalers providing you, the luntber dealer, the finest service available fronr the forest to your yard.

Our inventory of competitively priced West Coast forest products is the largest in Southern California. We are direct mill shippers. We also offer a pre-packaging plan to our customers, called "Unitization." This method of packaging lumber into random length units reduces handling costs, thus effecting a ntajor savings to you.

For a wholesale lumber company that features customer servicenot competitioncall Inland.

"The Dealer's Supplder - Never Hfs Com petitor!"

Publleher A, D. BelL Jr.

Edltor Davld Cutler

Agsocia,to Eilltor anil

Advertl8tng lJoductlon Mgr. Richara Heckman

Circulation Marsha Kelley

REPRESENTATIVES

NORTHENN CALIFORNIA & PACIT'IC NORTHWEST

Cal Wood, advertislng and news, 5 Genoa Place, San Francisco, Calif. 94133. Phone (415) 391-0913. San Franclsco Bllltng Offtce' 2030 Union St., San Franclsco, Calif. 94123. Phone (415) 346-6000.

SOUTIIERN CALIFOTTNIA

Teal TisB, advertlslng and news, 573 So. Lake Ave., Pasadena, Callfornia 9u01, Phone (213) 792-3623 or (213) 792-4098.

NEW YORK

BllllnsElea & tr'lcke. Inc.. 137 East 36th St., New York, N.Y., 10016. Phone (272) 532-7632.

MIDWDST

Rlchard Heckler, advertislng and news. P. O. Box B, xenia, Ohlo 45385. Phone (5].3\ 372-647].

EDITORIAI OFFICES

WESTERN LUMBER & BUILDING

MATERIALS MERCHANT ls Pub- llshed monthly at 578 So. Lake Ave.. Pasadena,. Callf' 91101, Phone (2LS} 792-382$ or (21S) ?9P-409E bv Callfornla Lumber Merchant, Ific. Second-class postage rates pald at Pasadena, Callf., and addltional offices. Advertising rates upon request.

SUBSCRIPTIONS

Chdnco of Address-Send subscrip' tion orders and address changes to Circulation Dept., Western Lumber & Bulldlns Materials Merchant, 5?3 So, LaEe Ave., Pasadena, Callf. 91101. Include address label lrom recent issue if possible, plus new address and zip code. SubscrlDtlon Bates-U.S., Canada, Mexico-and Latln America: $4-one year; $?-two years; $g-three Years. Overseas: $5-one year; $8-two years. Slngle copies 50/. Back copies ?5/ when avallable.

The Merchant Magczlne serves the members of the: Arizona Lumber & Builders Supply Association, Phoenlx; Lumber Merchants Association of Northern California, Los Altos; Montana Building Mate- rlal Dealers Assoclation, Helena; Mountain States Lumber Dealers Association, Salt Lake Clty and Denver; Lumber Assoclatlon of Southern California, Los Angeles; Western Bullding Materlal Associatlon, Olympla, Washington.

THE MERCHAIII

is an independent rnagazine, for the lumber and building materials ind,ustrg, concentr&ting on merchand,isi,ng, m&na g ernent and accurate, factu,ol neuss.

No other source in the West can give you the quantity and variety of decking available right here in our Los Angeles DistribLrt on Yard. Fountain's inventory includes Douglas fir, Western reci cedar, white sprr-rce. incense cedar and hemlock in 2'. 3" and 4" widths in all thicknesses. YoLr can choose from clears. select strLlctrrral or seleci dex w th special patterns or sawn face. Specified lenqths provide economy in materral and easy installation on the job.

We can also give yoLr fast delivery on rail, T&T and cargo shrpments directly frorn the mills. On top of that, yoLr can scll the complete roof structure by including Forintarn laminated timbers and construction lLrmber.. everything you need, close to frecways for quick pick-Lrp Call FoLrnta l llrsl and /astl

Ask Yourself These Seven Queslions

HIS being August, when more people take vacations than any otht'r month of the year, we wondered how many of our readers are the kinds who spend all or part of their vacation thinking about business. Or maybe you are one of those who can turn off the worry machine when you head {or home.

lf you are part of the first category, and we bet most people are, you may even consider it a blessing, {iguring that the thinking you do under the pine tree or out in the boat is some o{ the hest long range planning you get done all y('ar.

If that is so, we think the following may be helpful to some of the grand strategy of August before it becomes the every day tactics of September. In a recent talk before the San Francisco Society of Financial Analysts, Dick Madden, the new president of Potlatch Forests, Inc., was speaking of his introduction to his new position and that it involved asking a lot of fundamental questions in an effort to do the best possible job in all the various "businesses"

in which they engage. We present them here as it seems to us that any company could benefit from the same analysis. They are:

What businesses are we really in?

In what competitive environment do these businesses erist?

'Vhat assumptions are we making about the {uture of these various environments?

Ale we {ully competitive in these businesses? Vhat are our strengths and our weaknesses ?

Are each of these businesses fully oriented torvard a gtowing profit and a reasonable rate o{ return ?

What specif ic new activities are programmed or need to be programmed ?

And, most importantly-

Do we have the people and the money we need to achieve our goals ?

Good questions all and ones that should be helpful to anyone wise enough to recognize the nced every business has for re-examination.

THE new Health and Safety Law

r that soes into effect on the 27tlr of this month in most of its provisions, has created more questions and confusion regarding its enforcement than any new law in recent memory. A landmark of social legislation, it has been described by some as the most important of its type since the Taft-Hartley Act. The National Association of Wholesalers says it "is going to be a real headache to all employers."

In the West, it is expected that California will have less trouble adjusting to its provisions than any other state due to the strict provisions of its present Workmen's Compensation law.

The following summary, and it is strictly that, of what to expect is from an excellent bulletin from the NAW.

POSTING OF NOTICE

Every employer is required to post a conspicuous notice (to be furnished by the Occupational Safety & Health Administration-Department of Labor) in a prominent place, informing employees of their protections and obligations under the act.

When the employel has received copies of the act and applicable sa{ety and health standards, he must make them available to any employee upon request on the same day requested and during working hours. If such permission is denied during working hours, the employer must supply the information requested after working hours on the same day or at another time suitable to the employee.

INSPECTIONS

Compliance officers are authorized to enter without delay, and at reasonable times, any place of employment to make a normal inspcction. They may inspect all pertinent conditions, structures, machines, apparatus, devices, equipment, and may review any records required under the act and any other such records relating to occupational safety and health.

The designated agent of the Health, Education. and Welfare Sccr(rtary is likewise authorized to make insp116;tions and question em.

A BRIEF LOOK AT

The Occu pationa I Sa

ployees and employers in order to carry out HEW's functions under the ar:t.

ADVANCE NOTICE

Only the area director can give advance notice o{ an inspection. Howevcr, advance notice may be given in the following situations: In cases of immincnt danger to give the employer an opportunity to abate the danger as quickly as possible or where the inspection will be conducted after regular business hours or in circumstances where special preparations are necessary for an inspection.

Advance notice also may be given where reasonably necessary to assure the presence of representatives of the employer and employees or the applopriate personnel needed to aid in the inspection.

THE INSPECTION

Compliance officers have the authority to take photographs and samples, and employ othcr rcasonable investigative tct'hniqucs.

When makirrg inspections, the compliance officer is required to present his credentials to the highest oflicial or employer available and explain the general nature and purpose of the inspection, and indicate those records he wishes to review and employees he wishes to question. Such designations will not, however, preclude access to addi.

tional records or questioning of additional persons if required.

WATK AROUND

A rcpresentative of the employer and a representative authorized by the employees, each subject to the approval of the compliance of{icer, may accompany the inspcctor during any inspection.

In places of employment where employees are represented by different representatives, a di{ferent employee representative for different phases o{ the inspection is allowed. In addition, more than one employee representative ma)- accompany the compliance officer during any phase of the inspection.

OONSULTATION WITH EMPTOYEES

During ar) ilrspection. dny employee may ,-ronsult with the compliance offi<r'r in privatc. Where therc is no authorized employee representative (no unior"r), the r:ompliance officer may consult with a rcasonablt: number oI employees concerning safety and health at their workplaces.

Any employee or employee representative may request an inspection by giving writtcn notice to the arta director. A notice should set lorLrr the grounds for the notice, w'hether it concerns an imminent daneer and whal steps the cmployee ha. taken to recti{y the condition. The notice shorrld be signed by the employee

fety and Health Act

lation, the good faith of the employer, and the history o{ previous violations. Employers receiving notice of a citation must post the notice on a bulletin board or prominent place in each working area for a period of 15 working days or until the hazard is abated.

CON,TEST BEFORE COMMISSION

Every employer receiving a citation, or notice of a proposed penalty. has the right to contest such proposals or citations before the OSHA review commission. The employer can notify the area director that he wishes to contest either the citation itself or the penalty resulting from the citation. He must do so within 15 days from the date of the citation or proposed penalty notification.

Story dl d Glqnce

af{ected employees and advise the employer that he (the compliance of' ficer) is recommending civil action to restrain such practices.

CITAIION NOTICE

If the employer fails to file a no. tice of intention to contest within the lS-day period, the citation and the proposed penalty will be deemed a final order of the commission and not subject to review by any court or agency.

or employee representative, and a copy must be provided the emPloYer bv the area director before the in' spection.

If the area director finds that a citation is not warranted, or that there are no reasonable grounds for an inspection requested by employees, he must notify employees or their representative in writing of the rea. son for not issuing a citation or not conducting an inspection. The employees may seek review by stating their views in writing to the regional administrator.

coNcrusroN oF rNSPEcTroN

Upon the conclusion of an inspection, the compliance officer will meet with the employer and informally advise him o{ any apparent safety or health violations disclosed by the inspection. In the case o{ imrninent danger, the employer is required to immediately abate the danger.

If he does not do so, the compli ance officer is requiretl to inform

Inspection reports will be re' viewed by the area director. [f a violation recommended by the compliance officer is upheld, the area di. rector will issue to the affected em. ployer a citation or notice of de minimis (minor) violation.

Citations will detail the conditions and circumstances of the violation and fix a reasonable time for abatement of the violation or violations. When a citation or notice is made against an employer, copies will be sent hy certified mail to the employ. ee or employee representative who requested the irrspection.

The issuance of a citation or notice does not constitute a determination that there is a violation unless the employer fails to contest it.

PENATTIES

After or concurrent with the issuance of a citation, the area director is to notify an employer by certified mail either that no penalty is proposed or the amount of the pen. alty or penalties (up to $1,000 per day for noncompliance).

In fixing the amount of any proposed penalty, due consideration will be given to the size of the employer being charged, the gravity of the vio.

FAITURE TO @RRECT A VIOLATION

If an employer fails to correct a violation within the period permitted, he will be notified by the area director of his {ailure to comply and an additional penalty may be fixed against the employer.

The employer has the right to contest an additional penalty before the review commission within 15 davs of receipt of the proposed additional penalty.

EMPTOYEE COI.IIIESTS

Within 15 working days following issuance of a citation fixing a time for the abatement of a violation, any employee or employee representative may file a notice with the area director alleging that the period of time fixed in the citation for abate. mcnt is unreasonable.

Following the issuance of any ci. tation, any employer or employee may request an informal confereni:e with the regional administrator for the purpose of demonstrating the need for reinspection or otherwise achieving a settlement of the issues.

A *Handy Relerence Guide n ilrc Occuptional Salety atd Hed,th Act, ol 1970' is published by the De. partment of Labor. It is must read. ing for every employer in the U.S.

Color, signing and lighting featured at new home improvement center

Incorporating many of the latest ideas in color and merchandise display, the seventh Ole's home improvement store has opened in Pasadena.

In the 60,000 sq. ft. store, gondolas are 61" high. The ten major departments are clearly marked by use of

Sfory qt s Glqnce

Store "happifies" shopping for customer, says merchandise mgr. lrv Lande, by using soft, modern colors, colorful 3-D signs, complete bathroom displays and excellent lighting .

large, three-dimensional styrofoam signs. With white Iettering and brightly colored backgrounds, each sign contains a cartoon replica of an item representing that department, an antique car for automotive, a dripping faucet for plumbing and bright orange flowers for garden and nursery.

Lighting throughout the almost windowless store is excellent, while floor tile was carefully selected not to detract a customer's attention from the merchandise. A portion of the acoustical ceiling is raised to permit the lumber and building dept. to accommodate items up to sixteen feet in length. The largest department, it has its own separate entrance and exit to and from the parking lot.

Reaching the electrical dept., the ceiling is dropped two feet to display a large variety of ceiling fixtures and swag lamps. Ole's garden and nursery department is also very large and within easy access of the main entrance to the store. One of the factors which undoubtedly influenced the size of this department is that Ole's replaced a garden store which had occupied the site for 43 years.

Other major departments include hardware, plumbing, housewares, automotive, furnishings, unfinished furniture, and paint and floor coverings.

I|ARDW00DS

sell well from this display rack in the lumber dept. (top). Darker woods are items such as 16' solid walnut, other exotic species. Full, but not jammed, hanging lamp displays (cented in electrical dept. Note neat, well-stocked end displays on gondolas. "Hot tables" in foreground of lower picture promote special merchandise. "Plumbing" and "Automotive" signs in background are color coded for recognition.

sidings, paneling, trim, facia board, dimension Fir

q0METIMES even a marriage with v a major line supplier deserves a sicond look if they are not kdeping up with the times or carrying their part of the load to help sell the merchandise from your shelves.

Many fears enter into the dealer's mind wlien a suggestion is made or serious thought is given to considering changing the sciurce of supply of a major line that has been carried and sold {or many years.

How will I dispose of my existirlg inventory? What will be the reaction of presently satisfied customers? How much is the change-over going to cost us? How will we get the ndw line quickly introduced and promoted? What measurdment will we use in

Divorce: is it ever worth the cost?

choosing the new supplier and, hope. fully, avoiding the mistakes of the past ?

Sfory dt a Glqnce

The fears involved in making a change with a major line sup- plier proved unfounded with this retailer . . better service, a greater price brbdk plus more merchandising back-up were the factors in choosing the new supplier.

A good exlrmple occurred recently when Cooper Lumber Company merchandising manager Bill Grable decided that the big Los Angeles retail. er's paint supplier was not satisfactory and that the time had come to change this major sales volume item.

Grable said that within three months after the decision had been made, the changeover had been effected and caused "no problems.'o Better service and a greater amount of discount from PFG, the line they chose, were the deciding factors. As Cooper Lumber also qualified for jobber status as a chain with the opening August 2, o{ their second big store, they were able to both buy better and to be jobbers for other PPG lines, such as Rez.

"We must have a quality paint line," Grable points out, "thatns why we only talked to the majors. And PPG also is the only firm whose line is completely lead-free. Additionally, they are nationally recognized and are good advertising/merchandising spenders, an important factor with us.

Coopers didn't hem and haw around the change. They announced

it in their mailings to their customers. It cost them about $1500 in markdowns to move the majority of the old stock. They estiniate it will take about $I,000 to clear the rest of the old paint inventory.

"We think we can offset that with the additional lines, better price and service," Grable observes. They found that only about five percent of their customers were brand buyers and four of the five percent only because they were matching previously purchased colors.

The PPG line now accounts for more than half of the Cooper inventory. The other brands they carry are Sherwin-Williams and Consolidated Paint and their house label which Consolidated makes for them. Beverly Manufacturing's antiquing line has been a successful seller and profit producer. The department also has paint sundrieso stains and roofing adhesives.

Most fears experienced by dealers, it seems, are unfounded when really checked out.

Taking inventory, {or example - in paints, as in other materials, cats and dogs are bound to work their way into existing stocks. These items should be eliminated quickly by price reducing sales and other methods even if consideration is not being given to changing suppliers. Obviously, since they must be cleaned out no matter whether a change is made or not, these items should not be considered a problem if the supplier is changed.

In paint, most of the fast items are the very popular colors, and/or tinting bases from which any color a customer desires can be made, and these items can always be sold without any special problems or concern.

STACI(lllG shelves with the new PPG line are paint dept. boss John Smith and attractive employee Marsha Olson. Smith notes that the new line is selling well.

II'IIIIIIIIIIIIIIIII

Your customers are looking for do-it-yoursell ideas. And this collection of Western Wood ldea Books has 'em from simple benches to complete vacation homes!

T- The Ouldoor Room: A new merchandising kit teaturing a colLI lection of sasy-to-build ideas that give your customers affordabls living space. Each kit includes full color ldea Books and idea plans for your customer. You get an attractive display rack, plus window banner, stgtement stuffers, newspaper ads and radio scripts tor your store. A handy order blank l6ts you ordgr TV slides, newspaper mals, and extra material.

T- Th€ Elbow Room: A complete do-ii-yourself promotion pack- L-l agq, f1{-uring a room addjtion your customers cair build for under $600.

n Gleal f.ler. In Outdoor Llvlngt Complete merchandising kit. LJ ldea Eook features 14 colortul pagesof multi-purposeWeslsrn Wood outdoor amenities.

T-l We ll.€d lorc Roon: Mgrchandising kit promotes tive great LJ ways to add on to existing homss.

T-l Fencoa: More than 30 fresh now Western Wood fencing and U screening concepts are highlighted in this complets kit.

T-l The Soeond Home: ldea book features 18 easy living homes. t-J Ad mats and mailers are includad. Your customer can ordet complete plans for each home.

Sending your oustomer home with Western Wood idea b6oks is like having a salesman make direct calls. So order the "salesman" you nee{ while the supply lasts. Mail the coupon today!

r Western Woods include knottv and clear orades of Douolas Fir. I

I Ponderosa Pine, Western Red Cedar, lnEense Cedar, -Westeri I

: Hemlock, White Fir, Engelmann Spruce, West€rn Larch, Lodgs-

pole Pine, ldaho White Pine, and Sugar Pine. I

Selling the end - use idea

When distributor, dealer, and manufacturer work together on a special advertising campaign, results exceed what anyone can do alone. Simpson Timber Co. proved it this year with a spring promotion that literally brought local dealers into the picture.

The company supplied the printed paper for a 3O-sheet outdoor poster, a tempting four-color display of redwood fencing and decking. The poster design included plenty of space for the dealer's own imprint, fully coordinated through color and t1rye

style. They wanted to give dealers an opportunity to participate directly in the benefits of a spring campaign and to get in-store promotion outside where it could be seen by a vastly en' larged audience.

"In this campaign we weren't sell' ing two-by-fourg" stresses merchan' dising manager Doug [.pth. "We were selling a dramatic end-wse id,ea-a new deck, fence, patio, or entry way. We also wanted to identify the dealer closelv with that end-use idea."

Simpson offered to provide the sheets along with a comprehensive promotional package, including point of purchase literature, in-store dis' plays and direct mail material. Deal. ers were asked to arrange for their own outdoor space. Initial response brought orders for more than 130 posters nationally.

Knoll Lumber Co. in Kenmore, Wash., was the frrst in the Pacific Northwest to take advantage of the program. Owner Carl Knoll says that although it was hard to measure the precise effect, he noticed a definite increaso in customer interest in red' wood immefiately after installation of the board.

Knoll also was successful in pro' moting such special items as redwood siding, patio deckq deck furniture, paneling, and saunas-with Simpson's in store help.

Pretty red - head wins sales contest

ORE THAN a few of the oldtimers laughed when Bob Ryan, manager of O'Malley's Sunnyslope branch store in Phoenix, hired pretty red-head Caron Thorn as a salesman about two years ago.

There was no laughing when Caron (pronounced like Karen) was introduced at a recent O'Nlalley Company awards dinner for the top ten salesman in the entire organization as the third best of the lot! Bob Ryan, incidentally, won the award {or the best store in the chain.

Her sales average around $15,000 per month and the award was based on a percentage of profit. Contractor salesmen in the organization compete in a difierent category.

Caron has encountered no resistance to the idea of a girl waiting on customers, but finds the half of her customers who are contractors easier to wait on than the general public. She says there is no secret to her award winning sales pace, "just try to be friendly and act like you really uant to help them."

Like anyone in sales, she encounters the inevitable grouch. One busy day, after selling a man two bags of

cement, slte was unable to get any of the men to load the sacks into the back of Mr. Grouch's pickup truck. Whereupon he said he wanted his money back as he couldn't stand around all day waiting. With that Carol smiled nicely, picked up a sack and lifted it onto the truck. The customer smiled weakly, picked up the other sack, said thanks and drove away. As they say, never underestimate the power of a woman !

She says sex has been no advantage in her work. "Once you convince the men you can frll the order, there is no problem," Carol notes, adding however" "that some women think the men can do a better job of helpins them."

Carol learned the job on the job; "l just picked it up, asked questions, and checked with Bob or asst. mgr. Roy Gardner before any problems could develop." After she had been employed a year she attended a six weeks training course at a local Phoenix school.

The only problem now is that she finds she is alersic to sawdust!

AWARD-winning salesgal Caron Thorn, 3rd best in the entire 0'Malley operation, talks here to driver Charlie Anderson and Lee Sedler. Ever the saleswoman. Caron has convinced her husband to panel practically every room in their house.

A "rear guard action" is how Nt'l. Assn. of Home Builders rle. scribes its fight against pressures pushing up the current 7.5%, nt'I. mortgage rate orr residential housing & FHA/\iA insured mortgages . . fetls have made subsidies on some midde income housing

At presstime, what President NixonwoulcL do to uush the home building boom was unknorvn . money pressures compliccted matters as % of the Federal Reserve Banks hiked the cliscount rate to 5/o from 43/4/o, which diminishes bank lendine capacity

Homeowners Ernporium plans to open a second d-i-y center in Torrance, Calif. ; }le's plans to ope,n its Bth this fall in Riverside, (,.." rtrlatecl story, l). 8, of this issue) Fleetwood Lumber will erect an $82,000 office building in Lemon Grove, near San Diego

Fiberhoarrl C,orp., San Francisco, is proceeding in its plans to acquire Clear FirProducts Co.. a Springfield, Ore., wooden cloor mfg. Chicago Mercantile Exchange has upped the lumber futures contract to 100,000'from 90,000' as a result of the size standards; it becomes effective on h{ay, 1972, conlracts

A record gain for June savings deposits was posterl by S&l.s: thelr present high commitment level means a high lending leael during summer months Ceorsia-

Pacific has been hon,ored by The Business Committee for the Arts {or t}reir lavish use of art and artwolks in their new internaional HQ bldg. in Portland

The Distribution Number Bank Inc.,1725 K St., N.W., in Sl'ashington, D.C. 20006, is assigning individual firm and product nos. to those requesting same: D\B says it is the onl'y taar t'or the distribution system in the Ll.S. to cope with the tens of millions of items now produced Dept. of Commerce spri,ng sales figures showed lumber & h,arclware deollers' soles up I1/o over'7l .

Chicogo Mt:rcantile E.rchange has computerized for (among other things) improved accuracy '\lliecl Equities hascompleted tlu:ir acquisition ot' Siluey Producls. Phoenir, with an exchange of about ,!i2 million in stock: Bob Silvey continues as president . .

Western d ep artm en t stores are more often acceprine \laster Charge and BankAmericard in addition to their own cards; lrend is expecled t0 continue inventory shortoges in the U.S. now average an astonishing *98 million eoch. dny; it is rising about2}/o per year (how is your in-house security, by ilte way?).

$13 milLion is being inuested in a new waferboard plant in \1ich.; interior/exterior material sttid to haue aduantages of ply. rvood anrl particleboard, maker Blandin Paper claims it is strong, inerlrensive . Bayshore Lu,mber Co. has settled into 6/3 acres south of Soutlt Bay Redu,ood Co.. Orange, Calif...'.

A t'ederal grand jury has indicted four mfgrs. and two o{ their officials on charges of conspiring to fx prices on plostic

pipe rtttings; involved are BorgWarner, Celanese, Plastiline Inc. and R&C Sloane N'[fg. plus their Ilarent co., Susquehanna Corp.

Housing slarls inche d up 1.2/o in June f rom Nf ay'-* level; amount lar exceeds last year's pace . . rnobile homes are nearing an an,nual rate of 500,000 Commerce Secretary Stans says the Nixon admin,istration goal of 2.6 million housing units l)c'r year "is nola clearly echieua ltl c"

Vashon Lumber, Vashon, Wash., has been sold by Louise Ogilvy to her partner Ceorge Ilndlich Bob Schuette is the nerv= mgr. of the Copeland yard in Everson, Wash. . Economy Plywood celebratecl the opening of their store in, Twenty Nine Palms, Calif., with a big sale

C onstruction expenditur es wilL gain l5/o this year to hit a record $105 billion; more than 6/a of the I5/o, tho, is due ta cost increases, according to JohnsManville, which sees 1.9 million housing starts in '7L

A decrease of 9.5/o in May lumber production from April was reg;istered, it is 0.3/a below N{ay, '70; total May shipments on a seasonally adjusted basis zaere 10% aboae the preuious Moy .. a new $100,000 supermarket will fill the site o{ Standard Lumber's old Colfax. Wash.. yard. ..

Big retail cLtains showed strong sains in June for the 4th mo. in " ro* .Vz ol t% of the nation's 100,000 home builders account for more than 207o of all new housing produced . a maioritv of homeowners who have lualuated various bldg. mtls. prefer wood in most applications, an American Wood Cuncil sur\,ey proves.

The new measure gf qu-ality i n ru |gs.

;1illliiii;t:ffii';iilt'ii:,dp:ln r":","',:n11ls,

lllsslOll ALt-f{EW I0]{G-UFE URE-GLAD STEEL BlAllE. Each Disston rule features a newly-developed blade, covered with a tough, urethane plastic coating. Withstands continual wear and tear. Won't blister or peel. Resists oils, acids, and alkalies. Printed with super-accurate red and black markings. Available in white or yellow. The finest blade on the market.

O|SSIO[{ PREClSl0l{ RULE. Another choice of professionals. It has a comfort tested, triple chrome case with rounded corners. Self-lubricating guides for smooth action. Long-life Ure-Clad blade. Free belt clip and exclusive swing-tip for greater accuracy.

lllSST0l{ SURE t00l( RUIE. Has a "sure-lock" system to lock the blade precisely where it's set. A simple flick of the thumb locks and unlocks the blade. Precision power return mechanism retracts the blade quickly and smoothly. The Sure Lock has Disston's exclusive "swing-tip," long-life Ure-Clad blade, belt clip.

For information on Disston's expanded line of tapes and rules, call your Disston distributor. All rules are carded in a display package that sells the product. H. K. Porter Company, Inc., Disston Division, P.O. Box P, Monrovia, California 91016'

Service keynotes maior wholesaler's new division

W0ODtAilD Forest Products. the new division of Woodland Products, lnc., the Pomona, Calif., manufacturer of decorative wood products and trims. uses unique mobile sales truck (lef0 to serve custdmers: Ted Tiss.

Merchant Mogazine, notes features with WFP's Bob Shuey and Phil Johnson. Beautiful new WFP warehouse (top center) El Monte, Calif., continues company tradition of con-

tributing to envir,onment thru tastefully done landscaping and exteriors (see lower center) of manufacturing plant. Phil Johnson and Bob Shuey kight) examine firm's remarkably complete moulding line.

Same Old Growth Measure!

No compromise in sawing, drying or grading standards. ARCO continues to Old Growth furnish the finest in Redwood

by George N. Kohn, ^"rU"r,::nr,?ri::!:::: *. .,0,

Leoming From The Sqles Cqll

Buyers are not sticks of wood or characteristics. They are living human beings with distinct behavior patterns that the salesman must study for his own good.

Some prospects favor the breezy approach to selling and others the dignified way. Some buyers can and want to be dominated bv the salesman while others will bitierly resent and resist domination. Some purchasers insist on a detailed presen. tation of facts and others want the salesman to take shortcuts to the main point.

Only by studying numbers of buyers can you work out a sales method for their individual quirks, habits and idiosyncrasies. This isnnt as complicated as it sounds because most people fall into certain categories as far as their behavior is concerned. This may vary within the same industry.

The clever, thinking salesman will Iearn from each type. He will study their manner, gestures and even their clothes for clues to their reaction to a sales story.

That's why no call, dry-run or not, need be wasted. You may not always walk out with an order but you can gain valuable insight into human character that will increase your income in the long run.

STUDY HUMAN MAKE.UP

Mel Parrish was a run-of-the-mill building materials salesman until he picked up a book on psychology one day at his local library. He learned that individuals react differently to objective situations.

Now Mel was unable to conduct lengthy psychological tests to determine behavior patterns of his prospects, but he began to study them much more closely. He also made it a point to learn more about their

nE nlilIS fon SALESiIEII Thls is a condensed vorslon. Each lesson is avallable ln an exDanded form, in a 4.page brochure, size 81axll, irinted In 2 colors on white glossy paper and is 3-hole punched to fit any stsndard 3.ring binder. Each sublect in this sxpandsd verslon ls fully and conpletely develoDed In comprehensive detail and Includos a selt examlnation quiz for salesmen.

Prlcr! 8rs as follows:

I t0 c coplu (0t .roi .rilcl.)........t0 cmtr r|ch

background, education, social status and so forth. Gradually, he was able to group his prospects and customers into specific categories. This enabled him to plan his approach and to avoid mistakes and miscalculations that often mean lost orders.

On every call, Mel studied the prospect as he talked to him. He made mental notes which he later wrote out for a file he kept at home. He found out that particular references irritated certain prospects while others welcomed them.

Mel was able to predict, for instance, that rhy, hesitant buyers wanted their minds made up for them by the salesman; that a man who talked often about his wife and children was unlikely to react favorably to being wined and dined; that a buyer who owes his position to family connections wants to be told how sapJacious he is.

He learned to cope with and understand common buyer types such as the impulsive, the self-opinionated, the taciturn and the hostile. He also developed techniques to motivate them. He knew which buyers thought only in terms of material gain and those who responded to more subtle stimuli such as pride, fear, envy and curiosity.

In a few years, Mel .became such an astute observer of human nature that he became one of the three top earners in his company. He was also asked to conduct the course in sales psychology in his firm's training division.

LEARN BV OBSERVATION

Almost everything can be a learning experience for the salesman. Go into a department store and watch the interchange between clerk and customer. Take a trip sometime out to a model home and observe the

10 to 49 cople3 (0t s.ch iltaclr)..37r4 contr €rch

50 to 99 coplls (ot.ach rrtlclr)......311 cdrb o.dr 100 or more coplr3 (ot r|ch $lclc)..2t o3ntr c|Gll lhe entire serles may b6 pr€{rdered or indlvldual articles may be ordered by number . address orders to the Geor3o 1{. l(drn C0., Department TP, 212 Flfth Ave, Now YorI, il. Y. 10010.

when ordering, plaaso montlon Tho Msrchant Magazine, Pasedonr, Crllf,

way visitors react and the questions they ask. Think of yourself as a buyer and list the factors which prompted you to purchase your car, home or boat.

A salesman's observation should also extend to the objects in the prospect's office. A particular picture, souvenir or plaque can reveal a world of information about its owner. An "8-ball" paper weight might mean the buyer has a sense of humor about himself. Early American decor might indicate the man is a traditionalist and not receptive to new ideas and products.

I once noticed that a prospect wore a miniature gold football on his key chain. A question or two dis. closed that he had been an All. American tackle at a midwestern university. It so happened that I had a pair of hard-to-get tickets for a pro-ganre that Sunday.

I ofiered him the tickets, a gesture which delighted him. So he would not consider them a bribe I left im. mediately without pressing him for an order,

GRIST FOR THE MIIL

There's more to an interview than an order blank and pencil. Go into a prospect's office with the idea of selling him, of course, but also try to learn something at the same time. Here's is a little sel{-evaluation chart to see if you are a student of human nature. A score of nine ttves. es" is promising.

(l) | can remember the color of the suit of the last prospect I saw. Yes ! No tr

l2l I try to oqnparc the behavior of one prcspect with that of another. Yes E ilo tr

(3) | try to motivate prospects on the basis of what I've learned about them. YesE Notr

(4) I always remember that I'm dealing with a human personality as well as a ptos- pect. Yes rE No ,E

6) | keep some kind of file on the different prospects I contact. Yes tr No rE

($ | try to open the intenriew on a note that will please or ar(ruse the brryer. il' tr

(7) I mentally catalogue the objects in the buyer's o fice for what advantage they can bring me. Yes tr No tr

(8) | listm to the prospect for clues as to his desires. Yes E No tr

(9) I always leave a buye/s office having learned something. Yes E No tr

(10 | am courteous and considerate of recep tionists and other seoondary peltonnel. YesE NoD

(ll) | study myself to give me a better insight into tfte buyer. Yes E ilo tr

(12) | find out from older salesmen their psychology of selling. Yes ! No tr

At Presstime

As this issue went to press. two of the three strikes that plagued the West last month continued. Only the telephone strike, the least serious in terms of effect on our industry, was settled. The rail strike and the dock strike continue. more disastrous and costlv as each day passes.

Twenty-four ports on the Vest Coast were struck July I by the International Longshoremen's and Warehousemen's Union, the first coast wise strike in 23 years. James Herman, president of the San Francisco local, said they were prepared to stay out as long as necessary to achieve their demands, which include a two-year contract with wage and pension hikes. More than 150 ships currently have been idled.

Officials at the state and federal level have been making major efiorts to begin voluntary labor/management negotiations in both dock and rail strikes. Federal mediation in both disputes seems likely.

The United Transportation Union began in mid-July to "selectively" strike roads across the U.S. Western carriers hit so far by the strike are Union Pacific Railroad, Atr:heson. Topeka tt Santa Fe and the Southern Pacific.

In an effort to encourage both sides to reach voluntary agreements, the White House convened a gathering of top railroad and union officials in hopes discussion between them might lead to earlv settlement of tlre complex workrules dispute.

Shortages o{ lumber and building materials began to appear soon a{ter the beginning of each walkout. Predictions now are that by mid-August, the construction industry will be -qhutting down for lack of materials.

Gory Reed New Simpson Chief

W. G. 'oGary" Reed, Jr., has succeeded his father as chief executive officer of Simpson Timber Co., the firm his great-grandfather founded in Washington State in 1890. His father, William G. Reed, remains chairman of the executive committee until his retirement in 1973.

WEST'S NEWEST DISTRIBUTION CENTER

Fishing is great sport \rnrn you've got the time. But tishi\S around for lumber is somethin{ else I \ So why not use our line\One call to Hobbs Wall can save ybu time I and money. lt's a faster way to land the right grades at the right prices with delivery right on schedLle, whether you order a unit

phone: (415) 454-8861 (415) 45+8862

GALEN DAR

AUGUST

San Joaquin Hoo-Hoo Club 31-Aug. 13, annual meeting' bar-b-que and concat, Dante Club, Fresno, Calif.

Los Angeles Hoo-Hoo Club 2-Aug. 20, election of officers, California Country Club, Industry, Calif.

Rogue Valley Hoo-Hoo 94-Aug. 28, installation of officers, ladies night, Rogue Valley Country Club.

Black Bart IIoo-Hoo Club-Aug. 29, family barbeque, Harwood Park, Branscomb, Calif.

SEPTEMBER

Northwest Builders Conference-Sept. 7-12, Hotel Vancouver, Vancouver, B.C.

Lumber Merchants Assn. of Northern California-Sept. 9, selling skills workshop, Fresno.

National Home and Apartment Week-Sept. 12-19.

National Assn. of Home Builders-Sept' 13-15, systems building and breakthrough seminar, Senator Hotel, Sacramento. Calif.

Lumber Merchants Assn. of Northern California-Sept. 13, selling skills workshop, San Jose.

Black Bart Hoo-Hoo Club-Sept. 15, installation of officers, Manor Inn, Ukiah, Calif.

Lumber Merchants Assn. of No. Calif.-Sept. 17, executive committee and board of directors meeting, Santa Cruz' International Concatenated Order of Hoo-Hoo-Sept. 19'23' 80th annual convention, Honolulu. Hawaii.

Western Wood Products Assn.-Sept. 25-29, fall meeting, Newportel Inn, Newport Beach, Calif.

OCTOBER

Hardwood Plywood Manufacturers Assn.Oct. 17-20, Fall meeting, The Broadmoor, Colorado Springs.

1971 Western ]Iaterial Handling & Packaging Show-Oct. 25-27, Brooks Hall, San Francisco.

ANY SPECIES WITH ONE

rtra ut@ws

&

HARRY MENDENHALL execulive vice president

Lumber Merchonts Associotion of Northern Colifornio

.15,{6 El Comino Rml, Suitc 0 Loi Afr6, Calif. 91U22 (4t51 94t.t6t7

& VISITS to member firms in the past ' two months have brought smiles from the owners and managers as they hurriedly glanced up from amidst a swarm of customers. Business is good, Can we keep it at this level? What are you doing now that will insure continued good business after the summer seasonal rush has

Monufqcfurers of Quolity Foresf Producfs

l-.

slack period ? Have you organized your displays to indicate that as soon as the outside patio, yard ind home repairs are completed it is time to start on the interior?

There are many angles that can be played this year and you can reap the benefits of the major manufacturers' national advertising by preparing your follow-up campaigns. Don't let the vaiue of the national advertisinE pass you by without getting your share of the market.

A new federal agency has been born... the Federal Occupational Safety and Health Act (OSHA) is law. To administer this new law the Department of Labor gave birth to a new federal agency, the office will soon be some 3,500 employees strong.

We all recognize that in many areas it is beneficial to the welfare and safety of employees to have standard United States minimum safety and health codes. The problem is that it provides penalties for the employer who does not comply in full with the standards, and at the same time does not provide a penalty to the employee who ignores the safety standards in his daily employment. The new act is complex and adds another adminisirative burden to you and your staff.

This act is important in its application since the federal government has placed top priority on the enforcement of this act and assistance to the five target industries. Keep a sharp u.atch for association bulletins which r.r,ill give ; ou the times, dates and locations of the coming dis_ cussions and briefings.

Lengths up to 18'. Fine grained old growth timber from our Yolla Bolla Tree Farm.

Douglas Fir, White Fir, Incense Gedar, Sugar Pine, Ponderosa Pine

Interstate 5 Freeway comes practically to our door. FAST shipment is made easy by our location.

Why take a chance on a transit car from Brand X or Brand ?

Next time ask your favorite wholesaler to try Crane Mills first.

Burlingome 415-592-3330

Sscromento 9l 6-927-O544

Oroville 9l6-533-6535

Wilmington 213-830-2860

Office: Corning Plant: Paskenta

THtr ARIZCINA

SGtrNtr

By FRANK DAVIS executive vice president

pLANS are underway for the asso- I ciation's first quarter board meeting to be held in Flagstaff at the Americana Motor Hotel on Friday and Saturday, August 27-28.

A new format is planned for the first board meeting extending it to a two day meeting in order to incorporate committee meetings. All committees will meet the morning of the

27th to plan their programs for the fiscal year.

Two of the hi-lites of the two day meeting will be the presentation of the association's 1970 "Cost of Doing Business Survey." Dr. Ted Hoff of NAU will handle this part of the prog:ram.

In another feature of the meeting, The Valley National Bank is demonstrating their EDP program that is available to dealers. Bill Martin of VNB will handle this portion of the

program. They are also hosting a cocktail party for members and v'ives on Friday evening.

Effective July 1, Ben Boldt Le' :me executive assistant to yourry" nuly. Our association is fortunate' dd to our staff a man with the e,.',erience of Ben. He was associateC =vith the Northeastern Retail Lunc5Sq -' t Association for 17 years andstranger to association work. A large portion of his time is being spent in the field calling on members, kee;ing them in touch with association activities and services,

New members of the association are:

Sagebrush Sales, Mesa, and Handling Equipment Co., Mesa, are new associate members. Prcfit Door, Inc., Tucson, and Sunset Lumber Distributors, Sierra Vista, are new regular members.

By R. V. PETERSEN executive secretary

fHE Williams-Steiger Occupational r Safety and Health Act of 1970 became federal law on April 28, 1971.

Its purpose and policy as defined in the act is "to assure so far as possible every working man and woman in the nation safe and healthful working conditions and to preserve our human resources." Provisions of the law apply to every employer in business affecting commerce-which, of course, includes the retail lumber industry. The provisions of the act are effective August 27.

Under the OSHA, each employer is required to comply with the require-

ments of the act, ineluding reporting and record keeping, and furnish employment and places of emploYment free from recognized hazards causing, or likely to cause, death or serious physical harm. It is each employee's d,uty to comply with these same requirements.

Responsibility for administering and enforcing the act is in the Department of Labor and a newly established agencythe Occupational Safety and Health Review Commission. Inspections will be made by agents from offices to be established in many communities across the country. The act has highly punitive provisions by which willful or re-

peated violations of its requirements may subject the employer to monetary penalties of up to $10,000 for each violation. Failure to correct a cited violation within the time limits prescribed could result in penalties of up to $1000 per day while the violation persists.

The regulations involve many prob-, lem areas for lumber dealers-power tools, material handling equipment, paint storage, stairs-ladders-catwalks, electrical systems, sanitary facilities, etc. Those dealers engaged in construction operations will have construction standards to comply with. Standards are likewise spelled out for truss and component manufacturers, for milling and fabricating operations. In brief, practically every aspect of retail lumber operation is affectedstorage, material handling, housekeeping, transportation, equipment, plant facilities.

Dealers by this time should have received in the mail a packet of information from the Department of Labor outlining the requirements,

Arizona Lumber & Builders Supply Associotion 47,{0 No, Conlrol Av.., Pho.nlx, Ariz. 85012 16021 /71-U23

ffioRrffiW'86#-'thiffi|Biilltqm\/].<

By ROSS KINCAID executive vice president

fN Seattle alone, 47 firms have been ^ investigated by Ttuth-In-Lending checkers with 26 of them found in violation of the act. Twenty-six firms have signed assurances of voluntary compliancc.

We urge that you check your procedures tc be sure yo';r are putting in the key figures and in bold print as required.

Thanks to the many members who have been turning in to Representative Halpern the signed petitions req -es';ing action on H. R. 802, the Home Improvement Tax Deduction. I(eep up the good worl< and reqnest

more blanks when you need them (see the JulU Merchant ed.itorial, page 4.)

Another bill has been introduced called the Casey bill, H. R. 7836. The rnajol differcnce is that Halpern will permit deduction of 91000 rather than $750, but the Casey bill also inclr.rdes rental property.

WBMA has sent letters of support also for the Casey bill to our legis- lators. We understand that this bitl now has 110 co-sponsors and Wilbur Mills pro:nises to hold hearings. TVenty national associations, including oul own, al'c supporting passage.

A warm welcome is extended to thc follorving new membcrs of WBMA: (Rcgula,r)

Da'las B"ilding Su1:plies, Inc.. Dallas, Ore.l Siuslarv Building & Hardware, Inc., i lcrcnce, Ore.; Bales L- mber Co., Inc., Caldwell, Idaho; Hantlvman S'.ores, Inc., Salem, Orc.; Biles-Coleman Lumber Co., Omak, \y'ash.: I(enai Korncrs, Kenai, Alaska; Superior Building Supply, SoIdo5na, Alaska; Langlcy Building Sup- ply, Langley, Wash.; Mat-Su Supply, Palmcr', Alaska; Valley Lumber & Building Supplies, Juneau, Alaska.

Our seventh annual marketing conference, which occurs just after this iss e goes to press, again is using a small group format for discussion. Somc of the topics scheduled are: effective sales incentives, cooperative advertising, the importance of communication to management and from rnanagement to sales personnel on products and application; motivation, understanding and training, effective methods of inventory control, the futl'r'c of distribu'ion, dealer selecticn of distributors and vice versa. dealeroriented wholesale distributors and their competition with discount wholesale houses.

Longshoremen's strike, and the rail strike, onc concludes that perhaps the lumber and building material business is not one that most people who want tr be entrepreneurs would go into rvith pleasure and forethought.

By WAYNE GARDNER

executive vice president

fHE southern California lumber and - building material dealer has a br".sy schedule to look forward to this Fall.

Naturally, on completion of our area meetings, where the Occupational Safety and Health Act is being explained, implementation must begin.

Meeting the provisions of the act will not be difficult for most lumbermen in California, since the present ccdes are among the strictest in the country. Nevertheless some changes are in order.

Record keeping will be one of the new provisions. All businesses should

have received, by this time, an information packet from the Department of Labor with the forms, a notice to be posted and some instructions on compliance.

Naturally, any questions that come to mind can be referred to the association.

If they are unanswerable, locally, a crll to the office of the National Lumber and Building Material Dealers Associaticn can be made to secure the correct answer'.

.A dd to the above any problems that may be engendered as a result of the unsettled labor conditions affecting tho lumber industry; such as, the

But all is not bad. In October, the National Lumber and Building Material Dealers will hold their annual meeting in Coronado, at the beautiful DeI Coronado Hotel. Mark your calendar now for the dates, October 24-28. A big program of business and social events are being planned. And October has to be one of the finest months, climactically, in the San Diego area.

Foliowing that is the Annual Management Conference in Palm Springs, for LASC members. Nov. 1.1-13.

Plan now to attend these meetings. They are just another one of the ways the association functions to assist you in your everyday endeavor as a busincssman in the building materials industry.

Di Giorgio Buying Heorin

Di Giorgio Corp., San Francisco, has entered into an agreement to acquire Hearin Products, Inc., Beaverton, Ore., a manufacturer of prefinished plywood, printed and em. bossed paneling, as well as flakeboard and related items. No price has been revealed.

Founded in 1969, Hearin Products has grown rapidly as a supplier of specialty finished, printed, embossed and vinyl-coated lauan plywood and flakeboard. Sales in the first six months of l97I exceeded the prior

twelve months' results. Principal customers are mobile home manufacturers, plywood distributors, and cash and - carry lumber yards throughout the U.S., with a small but expanding volume of sales to modular home builders.

ooHearin is not yet two years old but its record of sales and earnings is enviable," Di Giorgio president Robert C. McCracken remarked. We are pleased that its very competent management group, headed by president Richard Reiten. will remain active in achieving the company's

Whxlanlphillg

ambitious goals for expansion."

Di Giorgio is a diversified com. pany active in the production of consumer goods and shelter products

the development of land re-

AIS New Koppers Distributor

Koppers Co. has appointed American Lumber Species Co., Sacramento, Calif., as a distributor for its laminated beams in the state.

Koppers produces the laminated beams at its Sumner, Wash. plant and will ship them to its Oroville, Calif., plant which will serve as a distribution center for ALS. Beams of 14 different dimensions, and up to 72 feet in length, will be held in stock at Oroville by A,LS at all times.

ALS is one of California's leading lumber wholesale firms and now will be able to 6a[s prompt shipment of the Koppers laminated beams to lumber dealers throughout the state.

Hufcor Adds Vent Vue

Hough Manufacturing Co., makers of Hufcor folding doors has appointed Vent Vue Products Co., Inc., Los Angeles, as a new distributor.

Popnntntiilg'.

N'AAAC IUMBER CO., INc.

LA,MFORD CEDA& TTD.

DEITA CEDAR PRODUCTS, TTD.

,tlcDONAtD CEDAR PROD., LTD.

SEATTIE CEDAR TUMBER MFG.

SHAKERTOWN CORP.

,riARSHAtt SH|NGIE CO., lNC.

Z2WE MEEKLAND AVENUE

HAYWARD, CALIFORNIA 9454I

Vent Vue Ploducts, manufacturers and distributors of building productso now ,stocks and maintains the complete line of Hufcor vinyl food grain, wood panel, wood slat, vinyl fabric, tape and slat and accordion folding doors for residential and light commercial building use. Custom sizes and colors are also available.

Shosto-Cqscode Elections

Shasta-Cascade Hoo-Hoo Club 9133 ended an active year with a June meeting aboard the Silaerthorne Queen on Shasta Lake, electing new officers.

President .--.--....John King lst vp. ......--.-.. -Dave Schaller 2nd vp, .....-.....George Lucas

Sec..treas. .......-.-...A1 Kerper

Directors: George Bailey; Harry Bleile, Brad Broyles, [,ee Deering, Al Forward, Kelly Galley, Glen McDonald, Carl Thomsen and Larry lVhittaker. Directors at large: E. C. Brandeberry, Glen Dietz, Joe Derrah, Roy Dunbar and Virgil Mastelotto.

PERS@NALS

Richard A. Ilicks, Sacramento, and Ed Walden, Riverside, have won honors in G-P's salesmen of the quarter contest, reveals StanleY S. Dennison, vp., distribution div.

Thomas B. Malarkey, Jr. is the new gen. sales mgr. for lumbep & plywood for Pacific Lumber Co.

Dave Thomas, AFPC, San Francisco, took his vacation recently in New Orleans, Baton Rouge and other Louisiana spots.

Hugo Miller, Boise Cascade wood products div., is settled into his new office in Arcadia, Calif.

John Bister, John II. Graham Co., is repping Sudbury Lab. soil and pet products in Washington and Oregon.

Neleon Rust is the new mgr. at Suiter's Building Supply, Tri-City, Ore., says owner Chet Suiter.

Art Parkins has left PM Mfg. Co. to become mgr. of the Texas Sash & Door Co. in Houston.

Hans Rainer has been named managing director - European operations, a new post at Evans Products, according to Walt Jennison, group vp.

Vern Thomas is the new sales rep. for Ridge Tool Co. in Oregon

and parts of Montana and ldaho, according to vp.-sales H. L. Palmer.

Bingham Kirk is now. div. mgr. and Dick Nishikawa asst. mgr. of AFPC's Silmarco International div., according to mng. director Gunter Silmar.

Frank Robertson, Woodland Products, Pomona, Calif., and his wife have returned from a 2 weeks fishing triP'

Torn \fhelan, sales mgr., Glen-Mar Door Mfg. Co., Phoenix, recentlY visited the Los Angeles area.

Keith Swaner, president of Swaner Hardwood, Burbank, shot an Alaskan bear on a vacation with family to Alaska.

Dick Sering is retiring from American Wholesale Hardware Co., Long Beach, Calif., after 25 years with the company.

Manuel Lavrador, MacBeath Hardwood, Berkeley, Calif., is the extra proud papa of a baby boy' Manuel Joseph, born July 6, weight 8 lbs. 6 oz; The fifth child, the rest are, you g:uessed it, all girls!

K. E. MacBeath, MacBeath Hardwood, Berkeley, Calif., flew to Seattle recently on a business trip.

Bill Berkhout, a salesman at MacBeath Hardwoo4 is the new mayor of San Pablo.

Frank Jacobs, CBS Plywood, Fremont. vacationed with his fam-

ily in the Santa Cruz Mountains for a week during early summer.

Con llIangum, Big B Lumber, Oakland, took his family to Idaho for a big family reunion.

Leo \ilofford, Fremont Lumber, Fremont, reports that his son, Ken; is taking his summer AFROTC training at Vandenberg AFB.

Hank Monje, Rounds Lumber, Cloverdale. had his son home on leave after a tour in Vietnam.

Ken Vlurtz of Georgia-Pacific has transferred to the Fresno branch and move-s to inside sales after a stint at the Berkeley warehouse.

Nick Elardo is the new sales rep in Alameda County (Oakland and San Leandro) for G-P, BerkeleY.

Ron Bretzing has been transferred to Sacramento by G-P to be trainee asst. mgr.

Bob Matthies, AFPC, Newark, vacationed for a week with his family in Reno and Davis Lake.

Bob Armstrong, CBS Plywood, Fremont, is bragging about Young Bob who made the Newark National All-Star team; went 7 for 1 pitching and batted.387.

l[arty Rubino, vp., Bel-Air Door Co,, Alhambra, Calif., is back on the job after a recent operation.

Vinco Besinque, president, Lane Stanton Lumber, Co. Industry, Calif., has been honored as the outgoing president of the Vernon, Calif,, Rotary.

Wcrlrrn Lurnbor ond lulldlng ilotcrlqh tltEtGHAilt

Donald B. Biehardson, Richardson Lumber Co., Denver, and Fred Oringdulph, Jr., American Lumber Co., Portland, have been named to marketing committees of the N'tl. Sash & Door Jobbers Assn.

Les Jockson has been appointed n'tl. director of sales for Ideal Brushes, Inc., Larry Lynn is the new salgs mgr.

Ed Stoner, Jr., owner of Sawtelle Lumber, Santa Monica, Calif., is celebrating the 50th anniversary of the yard started by his grandfather.

R. Burnett Miller, Burnett & Sons Planing Mill & Lumber, Sacramento, is a candidate in the Sept. 21 City Council race.

Robert G. Ilagemeister is now sales mgr. for Kaiser's So. Calif. cement sales.

Morris Tropp, west Los Angeles wholesaler and his wife Mimi, are on an Austrian farm near Vienna, doing the rural bit for 5 weeks.

Ralph Norum and his wife Lillion, Marquart Wolfe Lumber, Orange Calif., vacationed for 3 weeks in the Scandinaviran Countries. Sterling lYolfg Sr. .attended the rainy Humboldt Hoo.Hoo Golf Tourney.

Harold M. Frodghom, world traveler and chairman of the board, South Bay Redwood, is at it again, visit-

ing such places as Togo, Johannesburg, South Africa, Philip- pines, Rome and Alaska. Max Overton, yatd foreman, visited family and friends in fowa. Joining the office staff of the Orange, Calif., firm ere Msrlyn Bail and Carol Quick. Paul Bordewich reports that son Paul, Jr. is flying "choppers" in Viet Nam.

Bill Baugh of Baugh Forest Products, div. of SFI, gave the speech "Preparing Professional Salesmen for Profits" at the 8th annual Forest Industries Marketing Conference, Eugene, Ore.

Len lfolman, Bel-Air Door Co., spent his vacation fishing in the High Sierras and the Colorsdo River.

Glen iohnson, Double J Lumber Co,, Orange, Calif., has i'etunred from a month's vacation in Minnesota.

Mike Gunn has joined the staff at Pacific Wood Products, Salem, Ore.

D. L. McNeeIy has been named chief exec., Wickes Corp. after serving as pnes. Daniel M. Fitzgerald is chairman of the exec, committee. John Y. Drum is the new exec. vp., operations. George W. ODair is exec. vp., administration. I)s- vid J. Primuth is now senior vp. and chief financial officer.

William S. Andereon is U. S. Plywoodts neur California lumber sls. mgr., McCloud. Robert M.

Korn is the new mgr. of the Shasts lumber and box ope'rations.

Lee Louder is new on Alpine Veneet'8 sales staff in Portland, Ore.

John Anderson is the neur ptesident of the America,n Wood Council. He is also preg. of Olympic Stain. Horold D. Dsgg, MapMillan Blo' del, Vancouver, is vp.

Jerry Higmen, Reliable Lumber, Rosemead, Calif., is sporting a, jazzy new moustache,

E. Iloward Gatewood has been hirpd by the Natl. Hardwood Lumber Assn. to take over from sec.-mgr. M. B. Pendleton when he retires after this year's convention.

Bronson J. Lewis, exec. vp., American Plywood Assn., has accepted a three-year term on the board of the Washington State Internetional Trade Fair.

Erlward A. Thompson, pres., E. A. Thompson Co., San Fra,ncisco, announced key advancements: Lynn J. Johnson to exec. vp.; Glenn Thompson, Yp. and gen. els. mgr.; and Dorgan Steiner, Hollister, Calif., plant mgr.

Gordon Knott has been elected exec. vp./gen. mgr., Yosemite Lumber Co., in Fresno. Howard Ladd remains YIr., Ihm Knott continues as president, working less, enjoy- it more. "It's time tbat lumber lets one of ite Knotts become a little loose," Ham puns.

New Rules Meqn More Soles

Owens-Corning Fiberglas Corp. says the new FHA insulation standard requires a substantial reduction in heat loss compared to the old standard for all FHA single family and two-family units.

The old standard specified one rate for all singlefamily homes and another for all two-{amily units regardless of size while the new standard assigns each home a maximum allowable heat loss rate based on square footage.

Owens-Corning predicted the new rules will result in the use of additional insulation to reduce fuel consumption by one-third, r'hich is the chief intent of the new standard.

Comparison of New & Old FIIA Minimum Srandards

Total maximum allowable heat loss Coilinge: maximum allowable U-value With heating panels Without heating panels Walls: maximum allowable heat loss

Exclusively for California . .

Foresthill operation. Peterbilt trucks have Cummins NTC350 (335 h.p.) engines and General AST-104HD trailers. Each unit is expected to cover 35,000 miles yearly with a projected life expectancy of 3 years for the truck and 6 years for trailer.

THE KEY CORPORATION

WHOLESALE LUMBER

191 No. Lilac Box 189 Rialn, Calil.

Telephone Area Code 714 ' 875-2060

to more and more California dealers and distributors. For year around supplies of dimension lumber and Drecision-trimmed studs, deoend on D&R.

4 +

Hemlock Studs from Warrenton Lumber Co.. Warrenton, 0regon

Hemlock Dimension from Westport Lumber 00., Westport, 0regon

Fast, regular 0cean shipments by barge from Southern 0regon and the Columbia River direct to Southern California.

l{ow, over 5,000,000 feet of dimension lumbel and studs monthly manufaotured especially for Southern California construction needs.

Art t{eth w0uld appreciate an 0pportunity to tell y0u how you and y0ur customers will benefit from usins deDendable Il & R dimension and studs. You-can'reach him by calling 872-1280 or 783-0544.

A. llV. NETH, Lumber Sales

Southern California Representative for DANT & RUSSELL, Inc.

General Oftices: 1", Portland, Oregon 91201

60 Years Marketing Pacific Coasl Forest Products

l{EW FTEET of 17 trucks and trailers for American Forest Products' Stockton div.

Zenith Lumber Re-qctivoted

The yard of a San Francisco East Bay firm with seven decades of history behind it is being re-activated by Ike Zafrani, the president of Harbor Lumber Co. The firm is Zenith Lumber Co., now a division of the

San Francisco-based Harbor Lumber Co.

L. R. "Andy" Anderson, the manager, began in 1936 with Lincoln Lumber Co. Office manager is Mrs. Zelda Sousa.

The property, 4l/z acres, is a concentration and distribution center, serving the northern San Francisco Bay area. Plans are underway for activating a re-saw, planer and moulder. The yard can stock twelve million feet of lumber.

Clyde Spear, founder oI Zenith, with the true traditionalism of the old-time lumberman, moved his original, small office building from Oakland when he launched the Zenith yard. Spear was active into his eighties.

G-P Ups New Growlh Output

Expansion of plywood sheathing production in the Western fir timber region and a related cutback in r"nd"d plywood ou@ut has been announced by Georgia-Pacific.

The move is based on the increased growth of new timber replacing stagnant over-age timber, according to

Harry Merlo, exec. vp.

It also coincides with increased company production of particleboard, made from once wasted wood chips, that is replacing sanded plywood in some markets, it was explained. New G-P particleboard plants will add nearly 200 million square feet of capacity this year.

SFl ond Riegel Plon Merger

Southwest Forest Industries and Riegel Paper Corp. have reached agreement in principle under which the paper and real estate activities of Riegel would be merged into Southwest. First, Riegel's packagins and industrial divisions would be spun-off as a separate company owned by Riegel's present shareholders.

The transaction would replesent a consideration estimated at $l12.3 million, including assumption by Southwest of a portion of Reigel's senior obligations of $32.5 million. Southwest's name would be changed to Southwest Riegel Corp. oration. SFI is headquartered in Phoenix, Riegel Paper in New York.

PlAlllllllc session in yard between (top left) "lke" Zafrani, president, and mgr. "Andy" flfrT:tt 0ffice mgr., Mrs. Zelda Sousa, seen

Ncw Producfs, promotions e,nd soles oids Fn@d U19ft you con use to build soles crnd proiits! News

A Defl Hond

A "master merchandiser" display has been added to the retail marketing program offered retailers b y Deft, Inc. Deft's line of decorator colors, in half-pint and pint sizes, is highlighted in the expanded "selfsell" fixture.

A fifth shell brings the fixture height to 65". The entire unit takes up 6 sq. ft. of floor space. Offered to dealers on a no-cost basis, the dis-

exterior facings and curtain wall applications.

WBITE: The Merchant Magazine, 573 So. Lake, Pasadena, Ca. 91101.

Poneling Disploy

A convenient technique for distributors to display BrucePly Paneling is available from Cook Industries. Called the BrucePly Sampler, the display will hold as many as 50 panel-

Look Out Below!

A boon to ladder safety and a significant improvement in the ladder is the Levlok safety ladder.

It will automatically level and lock into the compensated position by your weight on the first rung. This

play fixture is designed to feature Deft interior semi-gloss clear wood finish, vinyl wood stains, a counter assortment of Deft Dandy Daubers and lacquer spray stains.

Shipped with the u n i t, at no charge to the dealer, are how-to-do-it brochures, window banners, a set of wire hangers and a header board with finished wood samples.

IY'RITE: The Merchant Magazine, 573 So. Lake, Pasadena, Ca. 91101.

It/lodulqr Systems

Exide Insulrock building systems, modular construction panels for interior, exterior and combination applications, have been developed by Atlas Minerals & Chemicals and The Flintkote Co.

The system gives builders a total wall unit, with both interior and exterior surface finishes, and includes doors, windows, trim and miscellaneous hardware. The wall system is also slitable for interior partitions,

ing samples using approximately four square feet of floor space.

The sampler is less than three feet high, including the samples. It is construOted on a metal frame with the message silk screened on wooden rvalls.

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

Pre-ftnished Windows

Wood windows and patio doors from Marvin Windows are pre-finished. All the installer does is take the window from its packaging, fasten it in the wall opening, and supply the interior trim (also available prefinished).

The inside of the windows and doors are factory-finished in walnut, fruitwood, or white. The walnut and fruitwood finishes are applied as a 3-coat system. Interior white is applied in a 2-coat process.

WITITE: The Merchant Magazine, 573 So. Lake, Pasadena, Ca. 91101.

is a steel, tooth-on-tooth ratchet mechanism in %" increments that unlocks after the weight is removed. The ladders are made of heavy gauge aluminum extrusions.

WRITE: T'he Merchant Magazine, 673 So. Lake, Pasadena, Ca. 91101.

Surfoce Sover

Harvest gold and avocado green have been added to the Vance Surface-Saver line. Introduced a year a3o, the Surface-Saver was orginal- ly offered in a black and gold decorator zodiac design and solid ice white.

The Surface-Saver is a counter-top insert, providing a work surface and

AUCUSI, l97r

food preparation area. Ultraceram, the material used in the insert, is processed by an affiliate of 3M Company.

It is available in a 16" x 20" size, with stainless steel frame.

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

Built-ln Steom Boths

Individual, private Thermasol steam baths are easily installed, The installation is made in conjunction with the bathtub or shower. A patented mini-electronic steam generator is hidden (fis. 1).

Free Reader Service

For further informotion on oll New Products ond New Literofure, wrile The Merchant Magozine, 573 So. Loke Ave., Posodeno, Colif.9ll0l. Pleose mention issue dole ond poge number so we con process your request foster! Thonks.

Skin Pqcked Tools

The Indestro Mfg. Corp. has introduced the Classic hand tool line to the hardware field.

There are more than 30 modular display units available, They are all adaptable, interchangeable and can be combined with socket displays or promotional sets. Each of the individual tools is skin packed for protection and cleanliness.

\ilRITE: The Merchant 'Magazine, 5?3 So. Lake, Pasadena, Ca. 91101.

A Reql Dummy

A decoy TV "camera" with continuous sweep motion and an electronically controlled flashing "on-the-air" light is available from Safeguard Sectirity Systems.

Plenty Of Action

FastrM Action Cement is a multipurpose repairing and anchoring cement that expands as it sets. The cement is packaged in illustrated, self-

Moist heat fills the bathing area through a specially designed steam outlet head. There is no interference with normal bathing functions.

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

Stoir Treqd

Mercer Plastics Co. has introduced solid vinyl Starlight stair tread, economy priced and specially packaged for over-the-counter sales to the do-it-yourself market.

The tread features a decorative embossed three-dimensional design skid-resistant with li ght-reflective safety advantages.

A dummy with real looks, it helps stop shoplifting and pilferage. The Model 200 is priced at $99.

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

Remole Control Sprinkling

A remote eontrol key switch from Melnor Industries will electrically operate the Melnor underground sprinkler systems. The switch, turned to different positions to select watering zones, will automatically start the water sprinkling process in the selected area.

selling plastic tubs, clean and neat to display.

Fast becomes hard in about 15 minutes. It is available in 12 ounce, 3% pound and 10 pound containers.

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

Grit-Coqted Plywood

Weyerhaeuser has added more traction grit to its Grit-Coated outdoor plywood for slip-resistant decks on manina floats, houseboats, scaffolding, porches and for use around above-ground swimming pools.

The textured-finish coating contains more and harder abrasive particles applied uniformly to the surface and locked between two coats of polymeric resin.

WRITD: The Merchant Magazine, 573 So. Lake, Pasadena, Ca. 91101.

Rolling Stones

Dacor Manufacturing Co. are now producing Dacor stones. As with Dacor bricks, Dacor stones are a tough, high density polyester product, light in weight, which duplicate real sf,ones.

Available in three colors, the tread measures 24" long with a L0Vz" otterall depth (9" tread area).

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

Installing the remote switch outside the building provides a quick method to activate the water sprinkling systen after easy visual inspection indicates watering is required in a particular area.

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

Desigrred in many sizes and shapes, they vary from an irregular-shaped "round," to rectangular, oblong and

cylindrical. Measurements vary from 2\h" x 6" up to 11" x 15". Thickness varies from a quarter inch to three quarters of an inch.

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

Air Chonnel Diffusing

Type P,D air channel supply difrusers designed for use with integrated air handling ceiling systems, and featuring flexible desigrr and 180' pattern adjustment, are being ofrered by Tuttle & Bailey.

fire PD air ehannel diffuser fits between open parallel tee bars, on extruded or slotted ceiling runners on flat or coffered ceilings.

\YRITE: The Merchant Magazine, 5?3 So. Lake, Pasadena, Ca. 91101.

Bock-Up Alqrm

An electronic back-up alarm meets specifications of the Occupational Safety and Health Act. Mounted on any wheeled or tracked vehicle, the alarm automatically sounds whenever the vehicle moves backward.

The warning signal, a 1600-cycle tone, sounds within the first three feet of backward travel. Depending on vehicle speed, duration of the tone is 0.2-0.5 seconds. Maximum

sound intensity is concentrated within five horizontal feet of the horn.

IilRITE: The Merchant Magazine, 573 So. Lake, Pasadena, Ca.91101.

Repoirs Roofs Fqster

A nonpolluting roof and flashing repair material in a pressure sensitive tape form has been announced by Parr, Inc.

Wood Floor Borders

The t'lost artt' of creating wood floor border designs has been recap- tured with assembled oraamental borders available from Bangkok Indrrstries. Borders are a combination of teak, karpawood and karuni.

Requiring no special skill to install, the paper-faced, assembled border sections come in 28" sections together with cerner blocks and are adhesive applied. T\no geometric patterns are offered.

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

Molded Moldings

Do-it-yourselfers, who've been dismayed by seeing their thin wooden moldings split just when they've finally been nailed into plaee, may welcome a product of the plastic age: wood-gtain moldings made of Cycolac plastie reinforced with a tNn metal core.

Called Flash - Pateh this L00% solids material is made from hydrocarbon and plasticizing resins. It's available in 25' rolls - 8" wlde and 16" thick packed 4 rolls to a carton.

WRITET The Merchant Magazine, 573 So. Lake, Pasadena, Ca. 91101.

They can be nailed, stapled or applied to the wall with adhesive, and they will not split, cragk, warp, rot or peel, according to Glass Laboratories, Inc.

The wood grain is not simply printed, but is applied with the grain on the under side of a vinyl film.

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

Two New Prornotion Pockoges

Two additional sales-building pack. ages designed by Masonite to give the dealer o'what he requires to meet his customer needs" are available. They are "The Remodeling Clinic and Demonstration Program" and "The Sales Training Program Pack. age."

These detailed programs are complete with rhovies, literature and directions.

The rernodeling clinic and demonstration is a consumer.oriented program that answers fo[r important questions; Wha! to do with a room, how to do ito what.to use, who will help.

It mav be used with an in.store sales program to build traffic, independently during regular business hours, as an in-store evening event for keyed, selected prospect groups, as an off-premises program to extend the dealer's trading area, or to bring the contractor closer to the dealer.

Two color films may be shown: "In Praise of Living at Home" and "How to Panel a Room."

The sales training program is designed to increase dealer salesmen's selling skills.

Reprcsentatives wanted to sell the world's most unique and unusual professional ladden

mulff-ladder

The six-in-one ladder that practically sells itself to the up and down trades when you demonstrate it. There is nothing else like this fantastic equipment in the world.

Send for complete information in Multi-Ladder and how you can profit by selling it.

HEiE'S a fancy-patterned fence any hohe craftsman can build, using long I x 2s horizontally with short 2 x 2s as spacers, mcording to WWPA,

21 Raised panels boldly enhance this versafile and popular deslgn.

Wesl€rn lumber ond Building Maleriols MERCHANT variations for three typical lighting installations: (l) table and/or floor lamp, (2) ceiling fixture only, and (3) a combination of both.

more than one-half of WWPA's promotion dollars, or $842,000, while less than one-fonrth, some $376,200, will be trained on the multi-family housing market.

Reseorch on Unsqfe lighting

Claims that most bedrooms in existing homes and those under construction are dangerously underlighted are being investigated by the Illuminating Engineering Research Institute.

WWPA Bocks Up Retoilers

Residential construction and home improvement are lumber's biggest market, and Western Wood Products Association plans to invest threefourths of its $1,240,000 marketing budget for the next 12 months in that area, reports vp. G. Cleve Edgett.

Single-family construction, plus remodeling-areas of greatest sales interest to retailers-will command

The American Home Lighting Institute asserts that lighting standards have degenerated dangerously since many builders started eliminating fixtures from bedrooms and FHA minimum standards were revised to permit that practice.

Studies by the National Safety Council indicate that there are more accidents in the bedroom than in any other room in the house (as any parent can, tell you-ed,ittor), and inadequate overall lighting may be responsible for many of the injuries and deaths.

The new study project will examine illumination and brishtness

SAFETY award for Fairfax Lumber, Fairfax, Calif., for 200,000 man-hours without a losttime accident. New owners 8ob Langbehn and Clyde Strouss are flanked by (righO Bob Griesche, Wood Products Industry Fund, who made the presentation. Plaque recognizing five years without a lost-time accident is happily accepted by Mill Valley Lumber Co. mgr. Lloyd Creemer (lower riglt0 from State Fund's Clem Slater.

l()E TARDY, one 0f the all-time tigers of the West's lumber industry, has been honored by the Phoenix Hoo-Hoo Club at a meeting held at the Playboy Club. Gifted with a life membership, a plaque and many tributes, Tardy, 84, relived a fraction of his 53 active years in the business. Also recounted was his prowess as a deer hunter.

Ncw LEtetretutr@

Kitchen Cobinet Designs

Solutions to planning a kitchen can be found in a portfolio of ready-to- install cabinets offered by Georgia- Pacific Corp. Illustrated wall and base cabinets with sizes and specifications, a sample layout, directions for a kitchen plan-graph, and a cabinet job order form are contained within the woodgrained cover of this portfolio.

Ghqrqcler Siding

Horizontal cedar siding on walls and balconies, and mansard-style fascia in cedar shingles lend charactcr to three-level Executive Estates

decorative finishes and field ihstallation, plus panel core design data.

Metol Building Systems

A catalog explains the range of Armco metal building systems available to house most business operations. Sections are devoted to framing systems, wall and roof systems, rang€ of sizes and critical dimensions. Photos show typical ihstallations.

Free Reader Service

For further informqtion on qll New Products ond New litero. fure, wrile Tlrc Merchont Moga. zine, 573 So. Loke Ave., Poso. deno, Colif. 9l l0l. Pleqse men. fion issue dote ond poge number so we con process your request fosfert

Metol Buildings

apartments in Seattle. The project is one of seven cited for tenant-luring amenities in the Apartm,ents bro' chure offered free by the Western Wood Products Assn.

Alqrm Literqture

An electronic back-up alarm for vehicles, designed to meet specifications of the Construction Safety Act' the Oceupational Safety and Health Act of 1970, and the Society of Automotive Engineers'criteria frir such devices, and state codes, is describ€d in a spec sheet from Warn Industries.

Fuel Sqving Tips

Two free booklets describing ways to conserve energlr, increase comfort and cut fuel bills have been prepared by the National Bureau of Standards. Satsen Waga To Reduce Fuel Connimption in Heating . through energA conserautinn and, 77 Woye To Bed.uce Energy Coneumpt'ion Anil Increase Comfort In Cool:ing show methods of reducing fuel consumption during heating and cooling seasons.

Prefcb Woll Units

Atlas Minerals & Chemicals has published a brochure describing Exide 'Insulrock building systems-prefabricated, total wall units with interior and exterior surface finishes. The brochure provides information on

Guide specification for metal building systems takes you step-by-step through the selection of appropriate design eriteria and. building elements. Specifications, instructions, and beneffts are listed in adjacent columns. For quick reference, suggested wording of specifications is printed in contrasting type.

Vinylhue Cotolog

A free catalog of Weyerhaeuser Vinylhue industrial panels for furniture, cabinets and fixtures has been issued. The folder shows standard Vinylhue grain patterns and solid colors, provides product data, and lists stain-resistant properties of the vinyl surface.

Dop lr Up

DAP Inc., offers dealers a folder on DAP and Derusto fix-up and paint-up products. You Can Do It Yoursell is designed to stimulate paint sundry and specialty paint sales to do-ityourselfers and home handymen.

Millwork & Molding

American Forest Products has a brochure available describing the com- pany's millwork, moulding and cut stock.

Registers & Grills

40 pp. of product descriptions and specifications, leference tables, charts, engineering and performance data are available from Standard Stamping & Perforating Co. The

Begieter anl, Grille Catalng, No. S-?, shows styles, sizes, and shapes of registers, grilles, diffusers and frames for residential and commercial installations.

Stimuloting Reoding

To help the building materials dealer stimulate interest, WWPA has publibhed The Second, Home depict- ing 18 plans, bracketing the design spectrum from modest but expandable retreat to primary residence. Several plans include alteraates. Dealers may order up to 50 copies free.

Up Ago,inst the Woll!

Dismar announces their "Back-toSchool" and Fall catalog of promotional posters, decorative displays,

and selling aids to increase retail sales. Themes such as "Headquarters for "Back-to-School" and "Fall Value Jamboree" are two of the many featured promotions.

Bothing Bequties

Pre-cut bath recess kits are described in a folder released by Afco Industries, Inc. Three Afco kits fea- ture moisture-resistant, Melamine coated panels and mouldings for use in any bath decor.

Springboord To Sqles

Ways to stock, display and sell springs are described and illustrated in a catalog isgued by Select-ASpring Corp. For users of springs.or for suppliers who sell springs, this catalog gives hints on creating sales, and making the storage and handling of this basic hardware item simple and profitable.

Fqlher-Son Relotionship

A book that analyses the ramifications of a son entering his father's business and advises how the situation should be evaluated to insure a successful parental and business relationship has been published by B. Klein Publiiations, lnc. Your Bucineee, Your Son and, Yoa sells for $10.

Sports Day

Annual Sports Day of San Joaquin Hoo-Hoo Club cuncentrated on golf at their meeting at the Kings River Club.

Low gross was won by Charles Shaefier, low net by Dick Keefie' Gordon Knott nailed high gross; closest to the pin, Charles Shaefier. Ken Gorton hit the longest drive and the team trophy was won by Yosemite Lumber. Don Johnson won blind bog.y.

REPnESEtlTlllG Sequoia Forest Industries, Bert Dennis (too left)'presents Team Trophy to Hamilton ahd Gordcin Knott, Yosemite Lumber Co. Ken Gorton, A & M Lumber Co., receiving the orize (top rieh0 for longest drive from Bernie Barber. Jr, Aldon Munson (lower left) of Gang Nails'Truss Co., Ray Noble of Visalia LumbeiCo. lYally Kennedy and John Montanya (lower righ0 of Sequoia Forest Industries.

Dishibutors Convene

Rugged Camelback Mountain in Arizona's Valley of the Sun was the setting for the 20th annual sPring meeting of the National Building Material Distributors Assn.

More than 500 distributor and manufacturer members sPent three days in Scottsdale in vigorous busi' ness discussions on incentive com' pensation plans for inside person' nel; use of EDP in inventorY control; competition with mass mer' chandisers and factory outlets; cop'

ing with concealed damage and unpaid freight bills; minimiaing inplant damage; efiective use of catalogs as sales tools; and identification of tomorrow's customer.

NBMDA president Robert D. Pe. terson, Palmer G. Lewis Co., Seattle, announced that dates for the Fall convention have been changed to November 8-I0, 1971; site remains the Shamrock Hilton, Houston.

Roger L. Hancock, president and

801[ co-chairman ll) Don l{olan, Nolan Truckins. (21 Joe Costa, Costa Trucking; Ed Tomich, Ioinich Lumber, tv set winner. (3) Sam Witzil, Sierra Pacific Industries, honorary chairman;

Al Bell, former vlce snark. (Q Ru.ss ^!in1Oso.1, Sierra Pacifiq, won a patio furniture iif ilrl,''ffiir''ini',*'l|,,rT'l?lS

set and Ed romich, romich Lumber chairmani.(6) Patl |Yard, Arcata Redwood Co. Uo., won a tv set'

SPECIAITY PR0OUCIS group meeting at NBMDA meeeting. At head table are cemodetators (from lelt). V. L. Pipes, Building Material Dis' tributors. 'lnc.. Stobkton Galif.; NBttOA di' rectgr, A. C. Gershon, l{ew Jersey; and John lngran, Arkansas.

gen. manager, Arizona Millwork Co., Phoenir, served as program commit. tee chairman.

Posltlon8 wanted 25, a word, mlnlmum z} words (2,, words : E5.5O). All others 85/ a word, mln. 20 words (20 words : $'lI.0O). Phone number counts as one word. Boxed ads $1 extra. Fancy headllne or borders $2 extra. Box numbered ads add S1.

HETP WANTED

YAB,D BOSS, Tucson, Arlzona. Growlng yard ln actlve market needs worklng yard boss. Thls man must know materlals and the lumber buslness. He must know men and how to handle them. Spanlsh speaklng deslrable. Outslde work. Good pay. Benefits. Future. Irv Manspeaker, Mldway Lumber, 4OO1 East Speedway, Tucson, Arlz. 85712.

rNOIIrLEDGEABT,T! lumber and plywood salesman to work ln wholesale broker ofllce selling entlre country. Salary and commlsslon. Send background and expe- rlence to box 14, c/o The Merchant Magazlne.

A,TATERIAIS WANTED

REWARD

For lnlormation leading to plne stud mllls whlch wtU puu thelr clears for a premlum price, g10O cash money pald upon acceptance flrst order. Steady source of 8, clear 2 x 4s needed. Reply to Box 6, The Merchant Magazlne.

IUMBER WANTED

Twlsted and weathered Douglas flr. 3 x 4 and wider by random lengths S4S. 4 x 4 and wlder by random leneths S4S. CaU Hunter Woodworks (2731 775-2544 & (213) 835-5671.

Attention Pine Dimension Mills

Premlum paid lor your clear, 2x4 and 2 x 6 pullouts. Accumulatlon basis, full truck and traller lots. For company name and address, wrlte box 5, c/o The Merchant Magazlne.

GlassEffied Advon"tfiscm@rDts

P{OSITIONS WANTED

DESInE POSITION in lmport/export trading, buylng, selling and/or admlnlstratlon. Over 12 years experlence lumber and plywood. Famlllar most U.S. and imported specles. Reply to box 13, c/o The Merchant Magazine.

PBOFIT MINDED former employee/par- tlclpant ln retall lumber yard wants posltlon wlth responsiblllty Bay Area/ northern Callfornla. Well educaled. ex- perienced all phases lncluding supervls- lon of employees and credit, materlal handling, take-off, buylng, merchandlslng, product schools, 44 years of age, bondable, resourceful, marrled, Presently ln another field. Rtedle, 15? Colusa Ave.. El Cerrlto 94530 (4Ld) 526-27aA.

SERVICES OFFERED

i'OIINNY TIIE LUMBEB II)AI) STGN PnINTEB

Speclallzing ln danger flags, sideload sl8ns, Job cards, etc. John Weller's Printlng, 1842 W. 169th St., Gardena, Callt. 9O247. Phone (213) 676-7522 or 323-7606.

LUIfiBER, IIAUIING

c-Q TRUCKTNG CO., (213) RA 3-6557 and RA3-2138,7125 Telegraph Road, Los Angeles, Caltf. 90022.

MIITING - FABRICATTON - PRESSUNE treating. Flnest custom milling equip- ment in the San Joaquin Valley. Phone (2Og) 722-5703, Ed Thiner, PritchardEco., Inc., Merced, Callf. 95340.

NameS of advertlsers uslng a box number cannot be released. Address all repues to box number shown In ad ln care ol Tho trfierchant trfiagozlne,6?3 So. Lake Ave., Pasailen&, Celtf. 01101. Desdllne for copy te the 20th. To call ln an ad: (213) 702-109t.

BUSINESS OPPORTUNITIES

tr.On SArn-Wholesale, retall bulldtng materlal warehouse located tn the San Fernando Valley area of Los Angeles. Wrlte box 75, c/o The Merchant Mag- azine.

nETAIL IIABDWARE, lumber and build- lng materlal buslness for sale. Established over 20 years, ln agriculture area. $125,000 lncludes store building on main street, storage yard, sheds, land and lnventory. Arvln Lumber Co.. 416 Bear Mt. Blvd., Arvln, Calif. 93203.

ORANGE OOUNTY RETAIL LI'MBER yard for sale. Owner retlring. 3.8 acres, RR lease. Opportunlty for straight retall operatlon or volume building supply. on busy thoroughfare with good tiontage. Favorable terms. Sale lnvolves flxed qssets, lnventory and a pfofitable, golng buslness. Write Box 72, c/o The Merchant Magazlne.

FOR SATE

FOR SAtE F(lRI( TITTS

Clark 15,000 lb. pneumatlc tlres, 20, llft, good engine, good tlres, 93,950. Clark 6,000 lb. pneumatlc, 14, \f.t, 62" forks, excellent condltion, 92,750, Clark 10,000 lb. rough terraln pneumatic. 1600 x 24 tlres, 1? lift, 4-wheel drlve, 4-wheel steer, $4,?50. Contractors Parts and Equlpment Co., P.O. Box 6234, Bakersfleld, callf. 93306, (805) 327-0988.

FOR RENT

FOR RENT TAIIOE CITY new 4 bed. room, 8 bed,, 2r,t2 bath, laundry, walk beach. $175 week. Box 34q Berkeley. (415) 524-3111.

NNtrRGHANT NNAGAZINtr tsUVtrRS2 GUIDtr

LOS ANGEI.ES

I.UMBER AND IUTABER PRODUCIS

Al Peirce Conpony .....-..----.....--.--------(2131 680-087a

Americon For6t Prodr., bld. ml, div..-(2131 773-9200

Americqn Fore.l Produ<ls, blds. ntl!. div. (Von Nuys)--..-..-...(213) 786'7056

Americon Lunb6r Spcciei, Inc...----..--(213) 830-2860

Boush Fo.ert Produc|t qqrp.-----........,..(213) 330'7'15l

Boirc Coscodc, Union lunbc &glon..(7|,1) 511'0611

Connor !umber Sql$ --..--...-..---.--.---....f2f3) 287'll82

Coo Hod Lumber & Plywod --..-......-.(2131 834'5261

Cowon Forrlf Indutiriq ---.......-----.--..--..(213) /a5l'5601

Dooloy & Co. ---.--.....-.....----.-..------.....(213) ED 6-126,|

Eckrtrom Plywood Corp. ......-....---:...(2131 233-1228

E$lcy & Son, D, C. .....--.----.-........(2131 lA 3-ll,a7

Eubqnk & Son, !. H. -....----.-.(213) 628'3887

Eusenc-Williomctle !umber Co. .......-.(213) 678'6563

tqr Wast Fir Soler --------..---.--...---.-.-.-....(213) 2,15-3131

Founiqin lumbsr Co., Ed..-.-........--......(213] lU 3-1381

frcmonl Forc3t Productt ---..-...---.....---(213) nA 3'96'13

Gollchcr Hordwood Co. ...-...--...-.----..(2131 PL 2'3796

Gcorsio-Pocific Corp. (lumbcrl ..--..----(213] 686-0917

GGIoio-Pocific Corp. (Plywodl .....-....(2131968-5551

Gorgla-Pocific Corp. ...........-.....-.--.---(213) 686.1580

HaxberlL Iumber Sqles ........--.......-.-..-.--(2131 775-6'107

Huff Lumber Co. .-.........-......................(213) 5P 3-4846

Hushcr Lumbcr Soler Co.-.(213) 2,15-5553 & 211-5810

fnlond lumbcr Co. (71,1]877-2001 &(7111 511-1151

tone-Stqnton Iunbcr Co. .....-............(213) 968-8331

Mqrquqrt-Wolfo lumbcr Co, ...-....--..---.(213) 625-1191

Mutuol Mouldins ond lvmbcr Co. .---.-(213) tA l-0877

Nclh Lumbcr Sqlo, A, W. .--------.--.-t213) 872-1280

Orsood, Inc.. Robcrt S. --..--...------.-----.--(2131 382-8278

Po<ifi( Moditon Lumbcr Co. (2131773-2292 e (2r31 86r-6701

Pqn Ariotic Troding Co.. lnc. .....-.-------l2l3l 268-2721

Penberthy Lumbcr Co. .-.---.--....--...-..--.(213) tU 3-,151 |

Phitipr Lumbrr Sqlc-.....-....-.-.-.---.-.-..(805) 495-1083, (2r3) 889.33,10

Pollotch Forerlr, Inc. ..-..--..-----..-.-...--(213) 628-9102

Rolondo [unbcr Co., Inc. .---------.-(213) ZEnirh 9-88,(3

Roundr lunber Co. -------------.....--.---...-..(213) 686-0917

Rcaf L!nb.r 5eryice ----..---.-.--..--....-...12131 232'5221

Simpson Building Supply Co. ..--.-.--..-..(213) 773-8178

South Bqy Rcdwood Co. .--..-..............(2131 860-7791

Soufh Boy Radwood Co. ...........-...17111 637-5350

Stohl Lumbsr Co. ------.--...........--.-..----(2131 AN 3-68't{

Siondo.d Sttu€tures .-....-....-.....-..-......-l2l31 728-5780

Sunmit Lumber Co. ...--.........-.-.-..-..-.....(2131 636'5715

Swonqr Hqrdwood Co. ---....-...-...--.......12131 215-5761

Sun Iunber Co. -..-.--.----....--"....'.-..-.-..(213] 83,|-0711

Tqcomq Lumbcr Sqler, Inc. .--........---..(2.|3)MU l'6361

Twin Horbors [umber Co. -....----..--..-.(213] 625-8133

Voncc Lumbcr Co. ..--.--................---.(213) 968-8353

Wcndlins-Nqthon Co. --.-....--.-..-..-...-..(2131 CU 3'9078

Wcycrhoeurer Compony ..--...---.--..--....{213} Rl 8-5'l5l

Worchouse (Anohcim) -.........--.........(7I'l) 772'5880

IREATED TUMBER-POIES_PI I.INGs_]I E5

Koppcrs Compony .---(2131 830-2860

Treted Pol€ Buildott, Inc. .-..-.---.--.-....(71'1) 986'1166

Mr r.lwoRK-DooRS-r OULDl NGS--

8UI TD I NG A.TATERIATS_PAI NI-HARDWARE_ETC.

Anericqn For6l Produ€lt, fW&J Div...(213) 773-9200

Eel.Ait Door Co. ......-......----.......-..(2131 CU 3-3731

Bcllwood Co., Thc .........-......--.....--..(2131 694'3601

Bcycrly ilqnufocluring Co' ----.--.---.-(2131 755'8564

Corvcd Doorr, Inc. ..--..-.-.-.----.-....--(2131 576'2515

Cuslom A{llb, Inc. ..--.-.............--......(2t31 330-06'{9

Deff, lnc. .-..............(2131 775'2376

Divcrrificd Enlcrpritq ..----------.---.--..(21 3l 112'2833

Johnron P.l-Dor, Inc, --.-----------..(2131 349'1971

lr{utti-Corp ..-.....-'....(213) 87/'8O3O

Poly D6ti9n. In<. .---.......-..-.------...---......(213) 391.3712

Roin Jct Coro. -....12t31 849-2251

Vcnt Vu€ ..--............(2131 2i25-2288

SPECIAT SERVICES

Bcrkot Mts. Co. .....-....-..........--........-.(21 3) 875'l I 63

Cqlif,orniq lumbor Intp€ctlon Scryicc (21 3l NO 5-5431

Coqil Plonins titill .---..........--....-..--.....(2131 MA 2'l t8l

Cryrlol lqmp Pqrt5 .---..--..---.....-.--.........(213) 938-3756

Hunfq Wo€dwo.kt, Inc. .---..........-....12131 775-2511

NolPok Corp. ....-...(2131 tU 3-1056

loth Young Pmdnd Scrlcc .---.-...(2131 386-6102

So.Col Commcrciol Sr..l .....-........---..--(213) 685-5170

TUIAEER HANDI,ING AND SHIPPING, CARTIEIS

C-Q Trucking Co. .......................-.-.......(2131 723-6557

SOUTHERN CATIFORNIA

RIVERSIDE E ORANGE COUNTIES AREA

Advonced D.oinogc Syitcm!, lnc. --..-.(71,1) 627-1115

Amori@n Dccqrolivc Products ...-..--.."---(71 11623-8317

Anericon For6t Prcduch, building molcriqlr div. ---..---.-.---.-(213) TR 5-1550

Am6ri<on Forgrl Products, Euilding rrloteriok Div., (Cerfiforl--(2131 773-9200

Amcricon torgsl Produclt, Mt. Whitnsy Div.. (Cerrilos) -.-----.(2131773-9200

Amoricon Forcsl Producli, Sifmorco lnl. Div., (Cerrito:) ..-..-..(2131 926'1321

Bollwood Co., Tho --------.-----.-..--.-.--...(714) 633-921'l

Eoire Cprcodc, Union [umb€r Ragion..-.(71,t) 511-0611

Frcmqn ll Co., Steph.n G. --..---.----(Zl4l OR 3-35q)

Gorgio.Pocific Worehouse .-..--..-....-.-(714) OV4-5353

Horbo? Lunbcr (Al Wihon) --.---.-....----l7l1l OV 4-8956

Xobbr Woll.Lumber Co., Inc. ....---.-....-(7l,ll 511-5197

fnfond lumbsr Cp. l7l11783-0021 & 17111 511'U5l

lrlopfc Brot., In<. -.----.---..---.....-.---.--.-..(213) 691-3771

lr{qrcuott-Wolfe lumbr Co. .....-.-....--.(213] 625-1 191

SAN FRANCISCO

SASH-DOORS-W I NDOWS-MOU tDl NGS

BU I IDI NG MAIERI AI,S_PAI NT_HARDWARE-ETC.

Amcricon For6l Prcductt, buildins nqtcriolr div. .-....-.....-..-(415) PR 6-,0200

Aneri@n Lunber Speci*, Inc. ..-...-.-.(415) 692-3330

Bcl-Air Door Co. ---....-.-.-.-.-..--..-.-....--(415) 697'1897

Boise Co:code. Union lumber Region (415) 157-3115

Coned Doors, Inc. ......--..-----,-----.-.---...(,115) 697-1897

Dougfos Fir tumbcr Co. -...---..-.----.--.(,(15) DO 2-6027

For:yth Hordwood Co. .---.....---..----------.(,ll5l 282-0151

Gorgio-Pocific Corp. .-.....-.---.-----.------(,ll 5l 871 -9678

Horbor Iumbqr Co., Inc.-..-----.--------..-..(415) 982-9727

Hissin! Lumbor Co., J. E. ........-.-----.(4151 VA 1-8711

Ketlehq lumbcr Sqlcs ...-..-.-------.--.---..(415) 45,t-8862

tonon Lumber Co. "..-.-...---.-.--.....-.-.-(1151 YU 2-1376

Poromino Iunber Co. -------....-.---..--.--..-(,115] 421-5190

Pottotch Fqatt, In(. .--.-.---...-.--.....-..(,115) 981'5980

Rolqndo lumber Co,, Inc. ----------.-.-.---..(415) 467.0600

Silhorco Inttrnolionol (AFPC) ...-----...(/rl 5) 77 6-1200

\i/endling Nqthon Co. ....-------..-.-,-...-.(/tl5) SU l-5363

TREATED IUrrlBER-POtEs

Koppcr: Co., Inc. -.-----------....----.-..(/tl5) 692-3330

Wendlins-Nothon Co. ..--.-....---.---.-l/tl5) SU l-5363

SPECIAL SERVICES

Redw@d lntD.ction Srryice..--.-.-.......-.-.-..----EX 2-7880

GREATER BAY ANEA

IUMEER AND I.UMEER PRODUCTS

Amcricon For6t Product!, building mqteriolr div, ....--.-......,.(,115) SY 7'2351

Arcoto Rrdwood Co. (Burlinsome) .-..--(,tl51 342-8090

Atkinlon-Stutr Co. .......--.--.---..........--(415) 315-1621

Bcllwood Co., The --.....----.-----.----------.---(408) 356'2600

Bonninslon Lumbcr Co. --.-.-.-...-...(,115)

AREA

BAKEISFIEID Gcorgio.Pocific Worehourc

SASH-DOORS-Wl NDOWS-MOU LD I NGS 8Ul tDl NG l,lATERlALS-PAINT-HARDWARE-ETC.

Amcri<on For6l Prod., bldg.

NNtrRGHANT NNAGAZINtr BUVtrRSP GUIDtr

PACIFIC NORTHWEST STATES

EVERETT Simpson Building

KIRKTAND

WASHINGTON Suppfy Co........... .12061 713-1222

Simpson Euildins Supply Co.........-.-.--(2061 622-5098

AAOSES LAKE

Simpson 8vilding Supply Co.........-..-..(509) 765-5050

SEATTU

Kofer & Arsoc., Clydc P. --...-....----------(2061 525-7936

Georsio-PoGific Corp, ...-..--.-........-..-.-{2061 MA,a-6838

Lewir Co., Polmer G. .-..--.-..--.-.-.-.--.-..-(2061 621-6661

Simpron Tinbcr Co. -....---..-..-.....--. ----(2061 MU2-2828

Tumqc Lumbcr Co. .--.--....-..--..---.-.--.----(206) Al 3-2260

Weycrhoeurcr Co. -.......-..-.--..-....---..---(206) PA 2-7015

SHELTON

Simplon Suif d in9 Supply Co.....-........-(2061 126 -267 |

SPOKANE

Gcorsio-Pqcific Corp. .....--------...........(509) KE 5-29117

lundsran D.olcrt Supply, Inc. -.-.....--(509) t A7-2126

Wcycrhoeura Co. ---...--...-....-...-.----.....-(509) KE 5-2162

IACOiAA

Georgio.Pocific Corp, -.-.....--.-----.--....-..{206} 383.4578

Wcyerhoeurer Co. .,--....-..--.-..---,-----....--(206) 383.3361

wtNtocK

Sholcrlown Corp. ---..-..-...-......-..--..-.....(206) 5U 5-3501

BEND

ONEGON

Erookr-Sconlon -..,..(5031 EV-2-251 I

COOS BAY

Coq Hcod lumbcr & Plywood....----....(5031 267.2193

coRvAu.rs

Con.Fob Equipmcnt Co. -.........--.-.-.-..--.-15031 752-2955

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

cotoRADo

COTORADO SPRINGS

Colorqdo Springr Supply Co. ......-.-...--(303) 632-6691

DENVER

Denyq Rcicrye Supply 6, .....-..-..--...(3O3) 892-5588

Gorsio-Pocific €orp. --..--.-...-.-..--..-.--..(303) 623-5101

Kopper Co., Inc. -....-....-.-..-.-.,........---.(3031 53,{-61 9l

Pollotch For$tr, Inc. -...--.-..---.------..-.(303) 238-,4323

Wcyerhocurcr Co. ....----.-.-.---.---...-.-------(3031 433-8521

RYE

Duke City Iumber Co.. Inc. -.....-.......(303) 489-2169

Eugcne-Willionette Iumbsr Co. --..----(5031 345.0141

fremonl Forert P.oducfr ....-.---..-..--.-.--.(503) Dl-3-9267

Georsio-Pocific Corp. .-...-..-.-....--....----.(5031 345-4356

nfond Iumbqr Compony...-...-.-..--.---.-..(5031 312-8211

Populor Ponqli, Inc, -..-............-.-.......-.(5031 686-9626

Twin Horbor. Iumbcr Co. .----...........--(503] 312-6579

WHITE CITY

Americqn Foreit P,oduclt, TW&J Div.--(5031 3,12-5128

Weycrhoeuser Co. -.---.-.-..-.-.-..-------......-(5031 3/12-5531

GRANTS PASS Twin Hqrborr Soler Co.

179.1656

IAKE OSWEGO Arthur A. Pozzi Co. (503) 636.8133

Potlqfch Forerts, Inc.

635"3541

IIEDFORD Founfqin Iumbcr Co.. Ed -....--...-.--..--..(503] 535-1526

Wsndlins-Nothqn Co.

772-7063

PORTTAND Boire Coscqde, Union lumbsr Rcg.-...(503) 221-7250

Dont & Ruiiell, In<,

CA 6-231 | Eneinored Soflwood Produ<lr --------15031 228-2356

Evons Produclr Co.

For€el Fib.r Producti Co.

Georsio-Pocific Corp.

lqromino Lumber Co.

Potlotch Forette, Inc.

Pubfirherr Poper-Tim.r |linor

Twin Hqrborr tuDbcr Co.

Tumoc lumbcr €o.

Weyerhoeurer Co.

NIDDTE C & D tumber Co.

SPRINGFIETD

222-5592

Ml 4-9158

222-5561

223-l3ill

292-9105

771-1161

228-1112

CA 6-6661

226-1213

871-2211

Pets get the swing of it in as litlle as fiua mlnutss. Savc thcir nasten a lot of trips to thc door. llo morc briling mming 8nd scratching .t the door. D Srvinging parts of the Pet-Dor arc fluible rubber tor pct satety. Permanent nagnots fteep them shut when not in usc. llo drafb or dust. Frame is sturdy, anodized aluminum. A locking panel is proyldcd lor secudty. Ihe Pet-Dor can be installed in door panels or walls. Two sizes acoommodate those small csts or even German Shepherds. E For pet owners who want quality, and dealers who w.nt profitable sales, the Johnson Pet-Dor really swings. D For brochure and price schedule, fiite to Johnson Pet-Dor Inc., P.0. Bor 643, Northridgg Calllornia 91324

This is Higgins' new Union City facility, the most modern and efficient lumber distribution yard in the industry. Almost two acres of warehouse, with over a quarter million feet of paved yard, for proper storage of a tremendous variety and quantity of lumber for every purpose, So for fast, friendly service and accurate delivery of properly selected and seasoned lumber, phone (4I5) 824-87M or write J. E. Higgins Lumber Co., main office 99 Bayshore Boulevard, San Francisco 94119. Branch sales offices and warehouses in Union City @l5\ 471-4900 and Sacramento (916\ 927'2727.

OBITUARItrS

Stephen Austin McKinney, retired general manager of McKinneY Hardwood Co., Los Angeles, died July 19 in Lufkin, Texas, where he had resided for the past 20 years. He was 76.

In 1926, he was chosen sales manager for Mobile River Saw Mill Co., Mt. Vernon, Ala., where he worked until coming to Los Angeles. A Scottish Rite Mason, he was active in Hoo-Hoo and the old Los Angeles Hardwood Club.

Mr. McKinney is survived by his sister, Mrs. Guy Whitting, and nephew, Verlon.

PAUI

! *r", ltf onyt.................-...

| $r""t...........

I D Roymcnt Encloscd E Bill Mc tof.r E Blll Compony

! szs

So. lokc Arr. Porodeno, Cd|f. gll0t | ___.-__ ADVtrRT[StrRSz INDtrX ADVANCED DRAINAGE SYSTElvt5 ....--....-..........-.. l2 At PEIRCE CO. .-........-.................................-...,..... ?5 AAAERICAN fOR€ST PRODUCTS CORP. .....,COVER I AMERTCAN LUI{BER SpECtES ..........................20, 2l ARCATA REDWOOD CO. r7 BEr.-AtR DOOR @. .....................-.......................... 35 BEt twooD co., THE ....covER tv SEVERtY l{ANUfACTURtNG CO. 39 cAsEf.f.A TRANSPORTATTON ......-........................... t2 CRANE Mltls ...,...................... 21 c-o TRUCKTNG ._.............-........ 39 DANT & RUSSEI,I ......................29 DrssToN Dtv., H. K. PORTER .......................".... l5 DtvERStFtED ENTERPnISES ...--....-.............@VER lv DOOT EY & CO. ............................-.......................-. 28 ESSf.EY & SON, D. C. 22 EUBANK & SON, t. H. 3l FOUNTATN tUr SER CO., ED. ....-........-.............. 3 FREMONT FOREST PRODUCTS -.................--.......... 28 GAttEHER HARDWOOD CO. .........................-....-. 23 c e r ruMEER cO. ......................-..-.......---......... 12 GEORGTA-PACtFtC CORP. ..............-..................... 9 HARBOR IUA,IEER -....................- 26 HExBERG LUl EEn SAIES /12 HIGGINS tUMBEn, J. E. ...........-...............-............ /tl HOBBS WAil. LUA,rEER CO., lNC. ........-..,............ l9 Complete Custom Milling Facilities' We like them BIG! two timber sizers . large timbers & wide sizes our specialty latge matcher with profiles . resawing, fenc e cutting . himming timbers: square, bevel GEcR FRED GUMMERSON KILN DRytNG. AIR DRytNG. DRy sroRAGE Lumber Co. P. 0. Box 156, Gloverdale' Galif. (707) 894-2248 Don't Just Sit Around . . . Gall HEXBERG LUIIBER SALES INC. tugan pine - ponderoca pine - white fit - douglat fit - incente cedat llluck and trailer ot ilhect rail thipmenu 5855 Nopfcr Plozo, Long Bcoch, Colif. l2t3l 775-6107 l2l3l 493-2472 l7l4l 826-0636 Specialists in Quality lmported Hardwood Plywood IAUAN ;*:ilJ';'#J sHrNA Doorskin Specialists PAN ASIATIC TRADING C0ltiPANY, ll',lc. flfP0RIElS:2735 East lltt St. o LOS AtIGE[Eli. CAL|F.90023 o PH0llE tZlg 26V2721 e Cable Mdress "PAilASlA"

CO. o Ponderosa Pine o Sugar Pine

There's qnother side fo our"COlN"

Our computerized Complete Operofion lNformotion system

-COIN for short-does more thon pinpoint cor locotions, deportures ond orrivols, including reroutings, os they hoppen.

COIN's up-to-the-minute informotion ot our fingertips olso helps us to olleviote cor shortoges by keeping cors on the move to where they ore needed most, os well os to

better supply quontities, types ond sizes to meet seosonol needs.

lndeed, eventuo I ly shippers moy even order cors, or request diversions, directly into the computers for outomotic hondling !

lf you'd like to know more obout COIN, ond how it con put tronsportotion sovings in your pocket, iust osk your Union Pocif ic Troff ic Representotive.