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all levels of the industry and by greater rcgionalization of supply.

Inflation has led producers and carriers to emphasize economy of scale. Individual production units orient their efforts towards higher output with an inevitable decrease in customer service. Railroads must continually push for larger unit shipments. At the customer end. inflation erodcs the capability of handling largc inventories. There is a widening gap between what thc producer wants to supply, how the lransl)ortallon coml)any wants to ship and what the customer wants to obtain.

The age of the computer has ushered in a scientific ntethod for slicing up the log and has led to incre ased sophistication by management at every segment ol the industry. There is now tight inventory control, continued analysis of productivity and daily reports on the costs of' doing business. The mill operator knows ii it is profitable or not to make T&G widgets. The wholesaler knows if this product or that provides an adequate margin. The retail dealer can easily weigh the cost ol'a direct shipme nt versus an lcl shipment.

In addition to a proliferation of new industry products and systems, thcre has been a regionalization of supply over the past decade. Today, there is species compctition where it didn't exist a few years ago. Markets have been gained or lost. The nrarket for a specific product may have declined in volume. but is still desired.

All of thesc factors have resulted in oppcirtunities for the wholesaler of forest products. He is in the posi-

(Pleose turn to page 45) look first to the leader. NORFIELD'S Model NORFIELD Manufactures a complete line of 1020 double end trim saw is the fastest, safest precision pre-hung door making machinery.most versatile casing and brick mould cutter Two decades in the business have brought available. lt's hopper fed and fully automatic. aboutthe standards by which all pre-hung door The 1020 cuts up to 30 pieces of pine and other machinery is measured. Our engineering exsoftwoods per minute. lt's engineered for high pertise is reflected in every unit we manufacperformance and minimum maintenance. Op- ture. tional features like kerfing and jamb dadoing capabilities make the Model 1020 the most Call or write lor details on our full line of cost flexible double end trim saw made. efficient pre-hung door machinery.

KENT MOXEY executive secretary

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HE BEAUTIFUL and talented

I Patricia Coleman, editor of Building Supply News, will be the first speaker at the 86th Annual Mountain States Lumber Dealers Convention. Sept. 9-l I, Teton Village, Wy.

Her presentation on Monday morning, Sept. 10, will illustrate the importance and power of advertising and display.

Pat, who has a Master of Science degree in Journalism, has been with Building Supply News l5 years. She is a practical expert in the areas of public and consumer relations and merchandising psychology.

Lumber dealers who wish to improve their sales will not want to miss this opportunity to pick up ideas on proven methods to attract selected buslness.

Main speaker of the convention will be Robert D. Peterson, chairman of the board and c.e.o. of the Palmer G. Lewis Co., a building materials distributor headquartered in Auburn, Wa.

He will speak on "What is Your Future in This Business?" following the mid-day banquet on Tuesday.

Bob has written abook,Most People Have The Capacity Within Themselves To Do Much Better If They Really Try. He is a strong believer in optimism and positive thinking and has a great ability to inspire others to believe the same.

President Carter has ordered the U.S. Department of Agriculture and the U.S. Interior Department to increase significantly the timber harvest in the National forests. The President's instructions were issued Junel I, and announced by Alfred E. Kahn, his inflation adviser.

According to Kahn, the move is "an important contribution to easing the rising cost of housing." The new policy, billed as "a limited and temporary departure from the nondeclining even-flow policy," is expected to increase cutting in the National forests by one billion to three billion board feet a year within the next two years.

Congratulations to Dan Green of Reed Mill & Lumber in Denver on his presidential appointment to the prestigious Cooperative Forestry Research Advertising Committee which has to do with allocation of forestry research grants to colleges and universities.

Stop Shoplifting

Retail store employees can use a code word or sentence to warn each other of a suspected shoplifter.

A key phrase as innocent as "Did Mr. Black pick up his saw?" can alert the staff to the possibility of a person attempting to lift merchandise.

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FRANK DAVIS executive vice president

HE Arizona Lumber and Builders

! Supply Association will hold its first-quarter board of directors meeting on September 9 and 10. lt will be at the Poco Diablo Resort Hotel in Sedona, Arizona.

The meeting will commence early on Sunday in order for our officers and directors to enjoy golfand tennis prior to dinner on Sunday evening.

A new pamphlet has been developed to help explain how the new law works. Entitled "Mechanics and Materialmen's Lien Laws of Arizona," it is a comprehensive look at the provisions of the law and tells how dealers can comply with it.

Copies of the new publication are available for $10 f,rom the Arizona Lumber and Builders Supply Association,5717 North 77th Street, Phoenix. Arizona 85014.

We welcome Builder's Millwork of Phoenix, as a new member of the association. They joined us in June.

Yours truly has been visiting our northern area members durins the last week of July.

The suspicious character can be discouraged by a clerk approaching promptly and offering service. A novice shoplifter will usually leave quickly or make a purchase.