Bronds bronds you know well ore fhot sell!

Bureau Elects Board

George R. Griswold of Dant & Russell, Portland, Or., was reelected president of the West Coast Lumber Inspection Bureau at their recent meeting in that city.

Other officers include H.H. "Bud" Moore, C&D Lumber, Riddle, Or., v.p., and G. Keith Voger, Hi-Ridge Lumber Co., Yreka, Ca., sec./treas. Added to the board of directors were: Dick Dahlin, Crown Zellerbach Corp., St. Helens, Or.; Roy Ashbrook, Brazier Forest Products, Molalla, Or.; and J.H. "Harvey" Bones, Mountain Fir Lumber Co., Salem, Or.

Griswold has been with Dant & Russell since 1947 and is now in charge of sales. He has been a WCLIB director since 1966 and is also 2nd v.p. of the Timber Operators Council.

The West Coast Lumber Inspection Bureau is a non-profit luinber grading agency representing approximately 200 sawmills in Oregon and Washington West of the Cascades and in California. The Bureau's member mills manufacture 5 billion feet of lumber-enough to build 500,000 homes-which is the bulk of the production within their area. WCLIB also maintains a technical staff working in wood research and with municipal code and insurance rating groups.

Why Salespeople Quit

The reason salespeople quit even when they are well paid can often be traced to one of two causes.

When it comes to doors, it's on open ond shut cose- they beller open ond shut smoofhly to keep your customer hoppy. Af Mollco, you'll f ind beoutiful Nicoloi hond corved entry doors, infroducing new Costlegote residenliol steel doors, Empire Metol decorotive screen doors, Acodemy oluminum fromed shower doors, Delden goroge doors ond Stroil commerciol fire relordenl doors. lt's your choice ond o profitoble one for you ond your customers.

(1) Lack of advancement in the company. When all territories are considered equal and there are more candidates than openings in management or higher positions bring more work, but, often, less money, salespeople tend to look elsewhere. If clear career paths are defined, the sales force will be able to focus on promotions rather than annual income.

(2) Management appears to put other priorities ahead of marketing needs. Often sales quotas are established on the basis of production capacities rather than market demand in each territory. The sales force is considered as a cost center with emphasis on cutting selling costs. When sales are seen as an important investment, the salespeople will be more stable.

New market for hardwood

A new market opportunity is growing for fine hardwoods with the current trend for unfinished furniture to come out of the discount store into elegant specialty shops.

Sales of ready-to-finish furniture leaped an estimated 2090 last year while overall furniture sales dropped 590. Sales added up to about $350 million, a figure that inspired envy in manufacturers and retailers sweating out the slow sales that were an off shoot of the bad housing market.

Expensive hardwoods such as oak, mahogany and rosewood accounted for a portion of that figure. The estimated 600 specialty stores selling only unfinished furniture have many handsome pieces retailing for more than $1000 and estimate that about 40qo of their sales are in such luxurious items. "People today are demanding longevity and quality in their purchases-and that means wood," reports a specialty store owner.

Although no one is predicting that the unfinished market will ever be more than a fraction of the total furniture market, many are en- thusiastic about its advantages in a lean economy. Raw pieces of good quality can be accumulated within the budget limits of a homeowner.

Retailers do not have to stock large inventories. most of the stock is shown on the showroom floor. They also can eliminate in-house credit departments and fleets of trucks since most of the business is cash and carry.

Manufacturers are moving to tap this emerging market with Heath Co., electronic kit pioneer, turning to wood with a l3-piece line of oak and mahogany furniture kits. Prices range from a $69 put-together and finish plant stand to a $995 colonial rolltop desk. After introducing kit marketing by direct mail and its chain of 56 electronic stores, the company now has opened a prototype store in Southern California to sell only furniture kits.

Zenith, which acquired Heath several years ago, has turned idle space in its television cabinet plants over to the unfinished furniture kits manufacture. Jerry K. Pearlman, Zenith senior v.p., explains, "We have two enormous furniture factories and have economies of scale in buying hardwoods."

Norwalk, manufacturing readyto-finish oak, and Kroehler, which has acquired a small unfinished furniture manufacturer, Dawson, are others. Unf inished specialtY retailers are welcoming this new blood because it brings vigor to their inventorv.

Phone Answering Tips

Post these rules by your telephones for smoother phone answering and message taking.

(1) Say the person is out before asking who is calling. Some callers are suspicious when the routine is reversed.

(2) Don't say he's not in yet. This can imply that he is late.

(3) Don't say he's gone for the day. Again this has poor connotation.

(4) Don't say he's busy. Everyone is always busy.

(5) Do say he's with a visitor or he's in a meeting.

(6) Always try to give an answer that creates a good impression of the person being called and the company.

Lumberman Writing Book

Gage McKinney, a contributing editor to The Merchant Magazine and former manager of a Los Angeles hardwood distribution yard, left the lumber industry late last year to devote himself to writing a history of lumbering on the Pacific Coast. He now expects to complete the manuscript this fall and to see the book published early next year.

McKinney's manuscript, tentatively titled The Figure in the Grain, tells the story of lumbering on the Pacific Coast through a collection of seventeen biographical essays. The essays recount the lives of the industry's most influential leaders, relating those lives to the overall development of lumbering, forestry and conservation in the West.

Included in the manuscript are essays about such leaders as Thomas Larkin, a Yankee trader who organized a lumber trade out of Mexican California in the 1830s; John Mcloughlin of the Hudson Bay Company; A.M. Simpson, a sea captain and pioneer lumber baron of the Oregon coast; Frederick Weyer- ldi A haeuser, founder of the company that bears his name: and Mark Reed, president of the Simpson Logging Company and Speaker of the Washington State House of RePresentatives in the 1920s.

McKinney focuses upon such leaders of the redwood industry as A.B. Hammond. founder of the Hammond Lumber Company which became part of the Georgia-Pacific Corporation, and Emanuel Fritz, the forestry professor known as "Mr. Redwood." He devotes chapters as well to leaders in the fields of lumber journalism, hardwood lumber distribution and forestry.

"Originally I intended to simply write the 'lives'of some of the leaders

The Merchant Magazine of our industry," McKinney said recently, "but as the manuscript progressed it became apparent that I was making a statement about the development of our industry from the earliest days almost to the present."

From his home in Seal Beach, Ca., McKinney has traveled to Northern California and the Pacific Northwest and as far as East Texas, researching his book and conducting interviews. He has spent long hours at a number of university libraries and he has left half a dozen typewriter ribbons threadbare.

"My friends at the Forest History Society in Santa Cruz, Ca., have been especially helpful," McKinney said. ''They have a wonderful library there and the staff has both encouraged my work and helped immeasurably in my research."

Some of McKinney's material has developed out of articles that he originally wrote for The Merchant Magazine, including a biographical essay about R.A. Long, founder of the Long-Bell Lumber Company, and a chapter that focuses upon lumber and shipping interests in the late l9th century.

Wood Waste Replaces Oil

Few, if any, industries can clairn the degree of success in energy selfsufficiency reported by LouisianaPacific Corp.

While presently producing 74Vo oi its total energy requirements from uood waste, the company is forecasting an even greater energy self-sufficiency.

"We have new generating facilities under construction that will reduce our dependence on fossil fuels even further by 1982," says Dr. Ed Taylor, L-P's energy and environmental manager.

The company is now saving the equivalent of more than five million barrels of oil a year wirh its waste conversion systems. At currenl oil prices, the annual savings add up to nearly $164 million. The new generating facilities, scheduled to go on line in 1982, will save an additional half-million barrels of oil a year.

Bark, sawdust and sanderdust produced 74Vo of the energy re- quired for the building products division. This compares to an lndustry average of 7090 for the building products sector, according to a survey b1, the National Forest Products Assn.

Pulping liquor and \\'ood waste gcncratcd 73oio of the energy needed in the pulp and linerboard division. With completion of the new boilers, the company expects to be generating 78 to 83ub ol its energy requirements in this division by 1982.

Samoa, Ca., division is already producing more than 90o/o of its energy. Three large boilers, fired with wood waste, drive two turbogenerators to producc electricity. Combined with the power produced by the turbine at the pulp mill, there is enough electricity generated to supply a town of 30,000. This handles the needs of the manufacturing complex, pius the townsite, and still leaves a surplus which is sold to the local utility.

Louisiana-Pacific is looking at ways to further reduce its depen- dence on non-renewable energy sources. One promising technology, rvhich has yet to be proven in actual operation, is wood gasification, a process which converts wood waste to a combustible gas.

M0UNTAINS of wood waste provide fuel lor Lou s ana-Daci'ic p ants and mr ls Nearly 75% of their energy requ rements is met w th waste wood and other byproducts of the ranufactuT ng pr0cess, savrlg an esltmaled f ve mil on barrels o{ oil a year.

Dave Cook, formerly of Georgia-Pacific, El Paso, Tx., has joined the sales staff of Capital Lumber Co., Albuquerque, N.M.

Hal R. Scott has been named mgr. of the New Norandex Aluminum Building Products distribution center in Salt Lake City, Ut.

Leonard J. "Leo" Mauro has joined Georgia-Pacific Corp., Portland, Or., as director of financial reporting.

Marie McFarland is new to the trading staff at Santiam-Midwest Lumber Co., Tigard, Or.

Ken Rirsmussen has joined the softwood traders at Atlantic Western Hardwoods Ltd., Portland, Or, a subsidiary of Wickiup Forest Products, Bend. Or.

Russ Britt, Britt Lumber Co., Arcata, Ca., has been seen tearing up the highways in his newest possession, a bright red '79 Ferrari.

Wayne Gardner, exec. v.p. of the Lumber Association of Southern California, vacationed recently at Cathedral Citv. Ca.

Frank E. Davis, exec. v.p., Arizona Lumber and Builders Supply Association, Phoenix, Az., recently attended the annual meeting of Sentry Insurance, Scottsdale, Az.

Allan Baker has joined Fullmer Lumber Co., Tigard, Or. as an industrial salesman working out of Redding, Ca.

Gene Bishop has joined the Mission Forest Products sales force at Hollister, Ca.; Randy Freeman and Melinda Petery are new at the Fresno office, according to Jack Smith, pres.

Rick Re is now sales mgr. at Seneca Sawmill Co., Eugene, Or., replacing Merle Waby who has retired.

Alan Brackett is heading the spruce and cedar dept. at Great Northern Timber Co., Portland, Or.; Steve Johnson is the new sales mgr.

Steven Stacy is now director of wood products purchasing for Anderson Lumber Co., Ogden, Ut.

Tom Cowart has been promoted to senior sales rep at Simpson Building Supply Co., Cerritos, Ca., reporting to Frank Stanger, sales mgr.

Bob Line has transferred from Louisiana-Pacific's old Whittier, Ca., office, to the Samoa, Ca., office, handling sales from the Ft. Bragg and Willits, Ca., stud mills.

Gene Sjostrand is back at Paul Bunyan Lumber Co., Anderson, Ca., after an Oregon business swing.

H.A. Roberts. Western Wood Products Association; Charles Caffall' Caffall Bros. Forest Products; John T. Casey' Jr., Sierra Mountain Mills; John R. Forresl, Boise Cascade Corp.; Peter Garrett, Merrill & Ring, Inc., Paul Kay, Weyerhaeuser Co.; Charles Manke, Manke Lumber Co., Inc.; Charles Spence, Pacific Lumber & Shipping; Phil Woolwine, ITT Rayonier; Robert H. Hunt, Western Wood Products Association, and Ikuo Yamaguchi, Western Wood Products Association. were members of the U.S. delegation to the second meeting of the U.S./Japan Lumber Trade Promotion Committee in Tokyo, Japan.

Bob Harris has been promoted from controller of the DG Shelter Products moulding and millwork div. to v.P. and div. controller; Art Ramey' v'p., sales; Carl Hastings' v.P., western operations; Don Walerr v.P., southwestern operations; Woody Ames, pres., Donner div., according to Larry Davis, div. Pres.

Jack Price. Far West Fir Sales, Huntington Beach, Ca., was recentlY in Portland, Or., on company business. Paul Boyle, Koppers Co., Sacramento, Ca., was recently at Hq. in Pittsburgh, Pa.

Don Weber and Ron Deuden, Weber Plywood Co., Tustin, Ca., were recently in Or. on a mill triP.

Robert F. Reid, Reid & Wright, Inc., has moved for the summer to Huntington Lake, near Fresno, Ca. He'll return to the firm's Hawaiian office this fall. His son, Bob, recently spent a week at the lake while brother Richard, from the Boulder, Co., office, filled in at Arcata, Ca. Hq.

Jack Butler has joined Kelleher Lumber, San Rafael, Ca., selling in So. Ca.

Ray Harlan, 50 year employee and mgr. of Lakeview Building Material, Lakeview, Or., has been awarded the Paul Harris Fellow award by Lakeview Rotary.

Jim S. McGahey has been appointed mgr. of field marketing operations for Kaiser Cement Corp., Oakland, Ca., according to John P. Rohrer, v.p., marketing.

Ed G. Young has been named marketing mgr. for doors and John White, marketing mgr,, panel products, for Simpson Timber Co.:, Seattle, Wa., according to William W. Ruddick, marketing development mgr.

Pete Speek, Fremont Forest Products, Whittier, Ca., and his wife, Phyllis, are back from a vacation trip to Thailand, Burma, Nepal, Singapore and India.

Lee Driver has joined Fallbrook Lumber Co., Fallbrook, Ca., as home center mgr.; Bill Evans is new lumber mgr.

Donald E. Johnson is the newly elected chairman of the board of Cedarwood Products, Eugene, Or.; John P. Bcardsley, pres.; Richard G. Farris, exec. v.p.; Mchael S. White, v.p., operations; Psul Larson, V.p., finance and administration; Dennis J. Morgan, v.p., research and development; Wsyne Hill, Jean Martilla, and Joe Chauran. viD.s.

Norm Cords, long-time California lumberman now selling glue-lam beams with his son, Doug, at Cords Lumber Co., Inc., Fresno, Ca., and his wife, Ruth, recently celebrated their 46th wedding anniversarv.

Jim Ferreira and Peter Koch have joined Brazier Lumber Co., Los Angeles, Ca.; Art Burke and Bruce llines are new at the Tacoma, Wa., operation.

Dan Reeve is in charge of the Rogue Pacific Lumber Co.'s new wholesale operation in Medford, Or.

Bernard "Buck" Meile is gen. rngr. for the Saginaw Div. (Aberdeen, Wa.) of Cedarwood Products, Eugene, Or.

Steve Carrillo is new to sales at Lacy Forest Products, Redmond, Or.

Larry Armstrong is now with Boddington Lumber, Albuquerque, N.M.

Lynn Sexton has joined the Carpinteria Valley Lumber Co., Carpinteria, Ca. Witlism J. Haas has been named national sales mgr. for Elk Corp., Dallas, Tx.; Elmer C. Belssner, director of corporate commercial development.

Holmes Pooser, Pooser Lumber Co., Sacramento, Ca., is back from an Alaskan fishing trip.

Doug Lashmett has joined California Cascade, Inc., Sacramento, Ca., in the sales dept., according to Hank Feenstra.

Ken Rainey, Setzer Forest Products, Sacramento, Ca., recently got in some at-home vacationing.

Mike Bozich, Capitol Plywood, Sacramento, Ca., and his bride, Bonnie. have returned from a Hawaiian honeymoon.

George Little, Union Forest Products, Stockton, Ca., got in a recent week of Lake Shasta, Ca., camping.

John Hull has joined Philips Lumber Sales at the Redding, Ca., office.

Dean Holt is new to the sales force at Knollwood Corp.'s Portland, Or., office, according to Mike Parli.

Bill Jacobson has joined the sales dept. at Reid & Wright, Inc., Arcata, Ca., according to Robert F. Reid, pres.

Lynn Shurtliff, formerly of Valley Wood Preserving and Fontana Wood Preserving, has joined Pacific Wood Preserving of Bakersfield, Ca., according to Steve Ryan.

Dave Walton has joined the sales team at Paramino Lumber Co., San Francisco, Ca., according to Jim Pierce, pres.

(Continued on next page)

(Continttetl Jrom page 41 )

Dennis Zan, field sales mgr. for Celotex, has been named regional sales mgr., Oakland, Ca., according to W.H. Jones, gen. sales mgr., Tampa, Fl.

John D. Price has retired from the American Plywood Association after more than 32 years in the quality services div.

Gene Brewer is the new pres. of the Plywood Pioneers Association; Larry St. Onge, v.p.; Robert H. Ripley, sec./treas.

Mel B. Mountain, gen. mgr. of Louisiana-Pacific's container products div., Antioch, Ca., is adding the duties of gen. mgr., Ketchikan div., replacing Merle Mosar who has resigned, according to Lee C. Simpson, v.p., operations; Martin Pihl, Ketchikan div. controller. will be his administrative asst.

Earl Stelle has joined MaywoodAnderson Forest Products, Eugene, Or.

George Kovich, v.p., lumber manufacturing, Weyerhaeuser, has been named Eastern Oregon region v.p., at Klamath Falls, Or.

Jerry Edwards, California Sugar & Western Pine Agency, is back in Sacramento, Ca., after a week in Los Angeles, Ca., on business.

Bob Martin is the new gen. mgr. of the specialty products div. (formerly Snider Building Products) of the Nikkel Corp., according to Bob Nikkel.

L.L. "Stub" Stewart has been elected pres.; Jack Meadows, v.p.; and Edmund Hayes, chairman of the board, at Western Forestry Center, Portland, Or.

Kenneth Clarry is the new pres. of the National Kitchen Cabinet Assn.: Richard Blake, v.p.; Glenn lllig, treas.

Tom Conway and Mark Dippel have joined Ampac Forest Products, Portland, Or.

Robert McHale is new district mgr. of building material centers in Ut. and Wy. for Anderson Lumber Co., Ogden, Ut.

Dennis Heet and Mike Buford. Heet Brothers Handsplit Redwood Co., Baldwin Park, Ca., are back from a very successful fishing trip to Rancho Buena Vista, Baja Mexico.

Curt Kehoe, sr. v.p. and mgr. of Lumbermen's, Lynnwood, Wa., has retired after 16 years as mgr., and 35 years in lumber and building materials.

Sterling Wolfe and Sterling Wolfe, Jr., Marquart-Wolfe Lumber Co., Orange, Ca., were recent Portland, Or., business visitors.

Thomas M. Rogers has been named wood technologist for the Western Wood Products Association. Portland, Or., according to Malcolm Epley, Jr., v.p.

Bill and "Val" Evans, Fallbrook Lumber Co., Fallbrook, Ca., recently spent a weekend in Acapulco, courtesy of Georgia-Pacific.

Rod Lindquist is now operations mgr'; Dale Munson, production mgr. at the Champion International PlYwood plant, Gold Beach, Or.

Les Douglas is now an outside sales rep for American Wholesale Hardware Co., Long Beach, Ca., covering the Bishop and Ridgecrest, Ca., area.

Edward S. Evans. Jr.. director for 46 years, chairman, pres. and c.e.o. of Evans Products Co., Portland, Or., has been designated director emeritus of the firm. He is the son of the founder.

Thomas B. Speer is the new national sales mgr. for Frostex II pipe heating cable, Menlo Park, Ca., replacing Karen Biddick who is returning to school for a business degree.

Richard J. Honrath has joined the Therma-Tru Div. of LST Corp. , as an account mgr. in No. Ca., Nv., Wa. and Or.

(Please turn to page 44)

Retailer Profits

(Cr,tntinued from page I t )

(a) How are model stocks developed?

(b) How frequently are they revised?

(c) How frequently are stock counts performed?

(d) Are stock counts frequently compared to model stocks?

(e) Is there a timely writing of orders to maintain model stock levels?

(3) Is the propriety of basic stocks tested by a correlation with:

(a) Record of customer walkouts?

(b) Available open-to-buy?

(c) Turnover?

(d) Stock investment?

Departmental basic stocks should be determined after management has established the level of customer service.

(4) Does the merchandise reporting system alert buying, merchandising and management personnel to significant departures from plan for sales and stock on hand?

(5) Is the age of merchandise on hand taken into account when a selling department is significantly off plan?

Duplicate Merchandise

(1) Is the merchandise frequently edited to eliminate excessive duplications?

(2) Is the merchandise regularly reviewed to eliminate manufacturers' discontinued lines? This review should deal not only with quantities, but also with the relotive profit contributions of items. Consider:

(a) Relative turnoyer experience (which is affected by good backup snangements with vendors and the extent of preselling done by manufacturers)

(b) The amount of handling required before merchandise can be delivered to the customer

(c) Experience with returns and merchandise adjustment costs

(d\ Relative markdowns

(e) Applicable advertising allowances.

Branch Stores Operations

(1) Are these periodic comparisons made on a departmental basis within branch stores:

(a) Units of classifications sold?

(b) Inactive items or classifications?

(c) Stock-to-sales relationships?

(2) Do department managers in branch stores advise appropriate main-store personnel about:

(a) Fast-moving items?

(b) Out-of-stock items by classifications?

(c) Meetings with store personnel?

(d) On+he-floor selling experience?

(3) Do central buying personnel make interstore comparisons to spot best-sellers, problem items and regional sellers?

12 ACRES OF SELF.CONTAIi{ED CONSOLIDATION, STORAGE, TRUCKII{G, MANUFACTURING, AND WHOLESALE DISTRIBUTION FACILIT|ES o 24 YEARS 0F GROWTH AND EXPANSI()N . PR0FESSt0i{ALS tr{ CEOAR SPECIALTY ITEMS r FAST RESPOilSE r FLEXIELE MANUFACIURING AND SATES POLICY o 1x2, 1x3, 2x2,2x3 - COMMON ANO CLEAR, GREEN, SURFACED AND/OR ROUGH CEOAR M0ULDINc STOCK - TIcHT KNOT ANO CLEAR o FENCING BOARDS. GRAPE STAKE TYPE PALINGS BENDER EOARDS GARDEN - NURSERY. DEALER . INOUSTRIAL ITEMS o RAND0M WIDTH ANt) THICKNESS R0UGH GREEN BARNEOARl)S

CALIFORNIA FOREST PRODUCTS

436 14tb St., saite 404 Oartland, Ca. 94612 (415) 465-2658

John Wilton

Redwood and Douglas Fir Lumber. Cedar Shakes and Shake Felt

Plywood Siding and related items

More Personals

(Please turn to Page 42)

Jeff Squires and Yince Vierra are now affiliated with Sunrise Forest Products, Modesto, Ca., as inside salesman, according to John Souza.

Mike Carter, Deschutes Pine Sales, Bend, Or., and John Diederich, Stockton Wholesale Lumber Co., Stockton, Ca., are back from a float trip on the Deschutes River in Or.

Gary Rush and Fred Harris have been added to the sales force at Ed Fountain Industrial Lumber Sales, Los Angeles, Ca., according to Ed Fountain, Jr., pres.

Gwen House has been promoted to salesperson from sales trainee at Simpson Building Supply Co., Kirkland, Wa., distribution center, reporting to Ray l0osterhoff, senior sales rep.

John Fery, chairman and c.e.o., Boise Cascade, has been selected as "top chief executive officer" in the forest products industry for 1980 by The Woll Street Transcript, a New York financial publication.

Jim Psloma is now mgr. of Crown Zellerbach's Northwest sales dept., Portland, Or.; Don Lewis will assist him; Larry Fitzgerald is now gen. sales mgr. for the inland lumber mills and plywood plant at Omak, Wa.; Clarence Young is gen. sales mgr. for the mills at Columbia City, Rainier, and Estacada, Or.

Ron Lewman, North Bay Forest Products, Healdsburg, Ca., and his wife, "Mel," plan a Sept. trip to Oklahoma for a family reunion.

Ron Dybas has joined Nizich Forest Products, Philomath, Or., as a sales mgr.

Frederic L. Purtill, Owens-Corning Fiberglas Corp., is the new chairman of the executive committee of the Asphalt Roofing Manfacturers Association; Edward L. Mongold, CertainTeed Corp., pres.; John A. Hixon, Bird & Son, v.p.; Sam E. Brasher, The Celotex Corp., treas.; Joseph G. LaCroix, CertainTeed Corp., vice chairman, executive committee: John A. Brennan. GAF Corp., executive committee; Joseph G. Hall, GAF Corp., chairman emeritus.

Jack LaBelle is now mgr. of consumer product sales, and Paul Bolt, mgr. of export sales, for the American Forest Products Co., San Francisco, Ca., reporting to G.B. Sloop, gen. mgr. of the national sales div., Stockton, Ca.

Bernard H. "Buck" Meile has been appointed gen. mgr. for the Cedarwood Products, Saginaw Div., Aberdeen, Wa.

Dick Rising, mgr., Simpson Building Supply Co., Kirkland, Wa., has been elected pres. of the Kirkland Chamber of Commerce for the second term.

Tom Hauptman is the new gen. mgr. of Lakeview Lumber Products, Co., Lakeview, Or.

Rob Kincaid, American Hardwood, Los Angeles, Ca., recently backpacked into the Grand Canyon including a visit to Havasu Falls at the bottom of the Canyon.

Gordon Gerretsen, Gerretsen Building Supply, Roseburg, Or., participated in a "Splitting the Banana" (eating a 100-ft. banana split) project with Roseburg High School students.

Bob Slettedahl. Lumbermen's of Washington, Shelton, Wa., recently hosted a group of five French men from a similar firm in France.

Bob Loeffelbein has joined Norell Forest Products, Milwaukie, Or., as a trader.

TV Spot Shot at Yard

Ganahl Lumber Co., Anaheim, Ca., was recently the set for a pair of television commercials.

A crew of 23 filmed for two days at the 16 acre lumber yard. The producers moved into the store early each afternoon and worked at setting up until closing time at 6 p.m. Then they filmed until nearly midnight before dismounting the set to clear the way for the store's traffic the next day. The set was put back up again the second day.

"I thought it was real interesting," said Lori West, a Ganahl employee. "I had never realized it would take so much time to do, like, a five-second portion of a commercial. And I couldn't believe the effort that went into keeping Mary Ann Mobley's hair right."

Speed Up Payment

Five ways to succeed in collecting an overdue bill by telephone.

(I) Call the person who signs the checks.

/2/ Address by name, being as personal as possible.

(3) Ask the reason for the late payment and give the person a chance to explain.

(4) Find out the real reason for nonpayment. If they are dissatisfied, be sympathetic and offer prompt adjustment. This will often speed up payment.

(5) Don't hang up until details of the payment are worked out, date to pick up check, next time to call back, whatever.