Merchant Magazine - September 1967

\A/e con get it to you fostl

Whether it's o speciolty item, or something run-of-the-mill, you get whot you wont when you need it. Whot's in it for you? No wosted shedding. No worry obout keeping on inventory or checking it. Best of oll, no idle invesiment. Big order or smoll, iust coll us for bigger sovings (ond bigger profitsl oll 'round.

Yes, mouldings do come from the log, but . . the vifol step in beiween is the lumber. Only the most suitobly textured ond uniformly dry is used by the mills supplying TW&J distribution yords.

Even then, however, TW&J further preconditions this lumberinsuring precise occurocy ond consistent sfobility in the finished millwork producfs offered to the trode.

Big Profits In Retail Paint Sales!

Let Pittsbrrglfshow You The Wqy We'll Put You In the Paint Business . . . Painlessly.

We con help you set up o new point deportment in your store or show you how to expond your present point deportment soles.

Reed Lowton's "Consumer Selling" feoture (poge 8l teUs yov why you should hove o point deportment in youT store ond whot percentoge of your gross profit you should be getting from point soles. let us show you how.

THIS tS HOW V/E'[[ DO tT:

We'll guide you oll the woy. We'll troin your employees to sell point. Bock you up with dynomic locol direcf moil progroms ond notionol odvertising (Life, TV Guide, Reoders

Digest, etc.) ond show you how to tie-in with q notionwide coupon compoign. Toke over your inventory control problems. Offer you o guoronteed lurnover, ond protection ogoinst obsolescence. Show you how to bring customers into your store.

You con hqve o high profit, no problem point deporfment with Pittsburgh@ Points.

FOR INFORIviATION-cqll (collect) or write your neorest Pittsburgh@ Points District Monoger. IO3

Western Lumber a Building Materials

SEPTEMBER 1967

YIITUME 46, ilo. 3

FEATURES

NEW YARD'S LOCATION TIES IN WITH AREA'S EXPECTED GROWTH

PUTTING IN A PAINT DEPARTMENT TO TEST POTE'NTIAL PROFIT

BLACK BART BARBEQUE IS A BOISTEROUS BASH

TIIOUSANDS JAM OPENING AS DISCOUNTER OPENS NEW YARD

SMOOTH SELLING SERIES ON "PLAYING THE SHORT GAME''

TWO PART SERIES'INTENSIVE STUDY O,F THE HO'USING MAR,KET

LEADING CONGRESSIONAL LEGISLATORS ON LUMBER STANDARDS

PERSONALIZED HOME IMPROVEMENT CAN MEAN PROFITS

GEORGIA-PACIFIC BUILDING 26 STORY HQ IN PORTLAND

ACTIVE SAN DIEGO CLUB HOLDS ANNUAL SPORTS NIGHT

SALES CALLS_WESTERN STYLE. PODNER SALT LAKE CITY CLUB'S STORM MOUNTAIN MEETING

D E PARTM ENTS

TWENTY-FIVE YEARS AGO

NEW PRODUqT PROFITS

NEW LITERATURE LETTERS

CLASSIFIED ADS

ADVERTISER.S INDEX

BUYER'S GUIDE

OBITI]ARIES

Publl3hor A. D. BelI, Jr.

Manaslnc Edltor - - David Cutler

Assoclate Edltor and Advertlslnc Production

Riahard Heckman

Circuloti0n l)eDartnrontAndiea Frlese

Publlshors B€prooentativet

NOBTHEBN CAIIFORNIA

anil

PACIFIC NONTIIIMEST

Mox Cook, advertislng and news' 420 Market Street, San Franclaco, Callfornta 94111, Phone (415) Yukon 2-479?.

SOUTIIERN CAIIFOI'NIA

itorry Hickey, advertlslng and news. 412 West Sixth Street, Los Anseles. California 90014, Phone (21B) MAdison 2-4ffi5 or MAdlson 2-0670.

crucaco

N.C. "Builil" Bollow, advertlsing and news. 11250 South Halsted Street, Chlcago, Illlnois 60628, Phone (312) 748-3351. NEW TOBtr, IIal I(. Poritz, advertising antl news. 246 Fifth Ave., New York, New' York 10001. Phone \272) Murray Hill 4-6?33.

EDITOIiIAL OT'I.ICDS

WESTERN LUMBER & BUILDING

MATERIAI.S MERCHANT i8 PUbUshed monthlv at 4LP W€st Slxth Stroot. Ios' Angelos, Callfornls 00014. Phono (213) MAdlson 2-4506 or MAillson 2-0670 by Callfornla Lumber Merchant. Inc. Please address all correspondence to olfice of publication. Second.class postass rates Dald at Los Angeles, CClifornla. Advertlsing rates upon request.

SubscriDtion Bates-U.S., Canada, Mexieo- anrl Latin Amerlca: S4one yeari $? - two years; $9 - three years. overseas: $5-one year; $8- two vears. Sinsle coDles 50 cents. Bacli copies ?S centri when avallable.

Change of Addross-Send subscrlp- tion orders and address changes to Circulation Department. Western Lumber & Building Materials Merchant. 412 West Sixth St., Los Anseles. Calif. 90014. Include adiiress label from recent issue lf posslble, plus new address, zone number or zip code.

Reprint ServicesReprlnts, preDrints. cover folders (in both black and white and coloi') on Merchant articles and advertisins are available on request within'the month of issue. Contact our editorial of- fices for information and pnces on any quantity.

THE MERGIIATII is an i,nilepend,ent ,tuago,zine publisheil rlonthfu f or those 'mernbers of the lumber and buililing materials inilustri,es who need, and, u)a,nt factual, oncur&te neus end a,n objectiae anafusis of euents and, proilucts of coneern to them in busi.ness.

Your New Productand Source Information gool is ready for delivery. lt's full of descriptions and prices on every item offered by Fountain. In addition, it is jammed with ideas on various uses of lumber, technical details on specifying and selling laminated timbers, codes on decking and hundreds of other useful bits of information. You'll find this handy, tabbed reference saves hours of hunting...and once you make selections, it takes just one stop to pick up practically any lumber products you need. Call for your free copy now!

Some Good News

qO FAR this year it has not generally been easy to v find any encouraging news about home'building. There have been bright spots in the picture, SeatdeTacoma as an example, but they have really been the exception that proves the rule.

Now, however, the picture is changing and it seems as if a little cautious optimism is in order. Nothing to cause wild rejoicing, but at least the recovery seems strong, well-fueled and apt to be with us for awhile.

The comeback of housing is especially encouraging as it has made the painful climb back against the obstacles of high mortgage rates, increasing construction costs, public reluctance to increased financing charges and ever-escalating land cost.

The timing of the starts shows good strength too as the starts in the last three months, up fifteen percent above the preceeding three months,.are during the peak building season, when it counts. The July figures show the increase in starts from June to July to be up eleven percent, to I.36 million on an annual ,basis,

While there will be the inevitable slowdown of building as winter approaches, there is nothing pres. ently showing its ugly head to indicate a reversal of the present pleasant uplift of housing start indicators.

Tight money, which has had a near death grip on starts at times in the past two years, seems to be a lessening factor. Savings banks and savings and loan associations, which presently furnish nearly all the money for housing, say their cofiers are collecting cash at nearly six times the rate they did at this time last year. Nearly nine billion dollars so

{ar this year. That's a good chunk of change even at today's prices.

On the other side of the s&l's ledger, the part that tells how much they owe the Federal Home Loan Bank, the picture is equally bright. Total obligations have been diminished by $2.7 billion.

If this recovery were just another case where the economic indicators hiccoughed a {ew points, only to drop the next month, we couldn't get very excited. But we don't think this is the case. From where we sit it looks as if those housing statistics have finally crawled up out of their pit for good. And for the good of us all.

Profits in Pqint

\f/E WISH we could be given a dollar for all YY the times we have encountered or heard of retail lumber dealers who don't want to make a dollar by putting in a paint department.

It is pretty hard to understand their reluctance, especially in view oI the excellent merchandising and inventory support ofiered by paint manu{acturers.

Not that selling paint and making a good return on your investment is as easy as shooting fish in a barrel. Let's face it, nothing in retailing is that easy or simple. But it is a proven way to jack up your gross and bring out a net return that can look pretty good when compared with selling dimension lumber in a tight money market.

Our resident expert on consumer selling, and we do mean expert, Reed Lawton has put his no-nonsense touch to blocking out the steps and how-to of making your own paint deparhnent a redity. See page eight of this issue, you won't regret the time you spend.

A Quarter Ton of Holding Power

Ten cartons of Deniston Triple-Lock Lead-Seal Metal Roofing nails. When it comes to taking hold of a roof; no nail is as dedicated as Deniston. With its built-in bump, lead under the head, and drive screw shank-you get real holding power with never a popped head or creep. These nails do more than hold. They lseal. At 50 pounds per carton, it's good sense for both you and your custonrers to stock plenty. You're stocking holding. power. Bulletin No. 750 on request.

Putting in a to test the paint depa rtment a good way the consu mer is profits in selling

shouldn't the buyer be a,ble to purchase that finish at your store?"

QunsuoN: Does every paint department make money?

By REED TAWTON monogemenl consultont

N-O QUESTION about it the sugr \ gestion that he should have a paint deparhent makes many a traditional lumber dealer t'see red,"

I asked several major paint companies guestions about the paint specialty. These companies command three-fourths of the lumber & building materials dealer's operations in the West, so their ahswers and attitudes are a good cross section.

You must bear with me iI I do not identify the companies. But by generalizinS I can guarantee that the problems and soluions cover the traditional 99 and zl4/l0oths of the cases!

The answers are a composite of ahswers given to these questions by six highly competitive exp€rts.

Qursrron: Why should a lumber dealer even think of having a paint department?

ANswrn: All six of the paint experts had an identical reply . . ooA good paint deparhent will make money for you." And . "Every stick of wood gets painted, stained, or finished in some form, why,

Arswnn: Of course not. But, second only to the plywood manufacturers, the paint industry has the most aggresive, highly trained salesmen calling on their customers to help every dealer make money. If you use the promotional campaigns available, and do a reasonable amount of advertisin& your department can be profitable.

Qunstlolt: I know of some lumber dealers who have put in a paint departmentagainst their will-and have later closed that department. Did they lose money?

Attswnn: Most major companies have a plan whereby the dealer can return slow moving items for merchandise that will sell, or even for cash. Two companies give this as a guarantee in writing!

Qunsuou: If a department is not successful, whose fault is it?

Axswrn: If a paint department in a good lurnber dealership is not making money, we blame the paint company salesman for not keeping the dealer on his toes.

Qursuolt: O.K., I'll consider putting in paint, just because my competition down the street is grossing about $15,000 per year in paint. I could use another 4O percent of $15,000 in my business. Ifhat do I do first?'

(1) How much will it cost to put in your paint department?

(2) What kind of added machines and so on will I have to buy and how much will they cost?

(3) Do you have a salesman who will live with me during the early period of introduction? One who can train a man or two in my placo to become paint specialists?

(4) What kind of sales promotion program do you have to get me started and to stay profitable?

(5) Do you recommend powder or liquid tint colors, or are you in favor of ready-mixed colors? Vhy?

(6) Can my salesman visit your factory to really learn the how and why of your brand of paint?

(7) Is your paint sold in discount houses? What assurance do I have you won't put someone else in close competition with me?

(B) Is your brand name widely advertised? IVill newcomers to the community recognize the name?

(9) Do you have a "second line" brand name which will allow the fellow around the corner to have the same line of paints with a slightly different name?

Qunsrron: How much arill it cost me to get into the paint business?

Axswrn: When it comes to personnel, space, signs, and so on every store will be difierent. However the very minimum inventory is probably $1500 to $2500, depending on the quantities required to meet Awswnn: Interview three good, well- the market needs. advertised paint manufacturers. Be sure to QunsuoN: Suppose I do settle ask tlem these questions. inventory of $2500. What assurance do I

sEftEtlGl, t9a7 :

have that I'll make money on that investment?

Answrn: Every paint co'tnpany queried reported that their salesman is charged with helping you turn your stock at least three times a year. When it sellg you make money.

QursrroN: How do I know I won't lose monev?

Ar,lswnn, Most major paint concerns have an initial /s -7/s and,Va type of payrnent plan. Some will carry initial inventory a lot longer, if you are a good risk. Almost all'have a plan which guarantees that items which aren't moving in three to sir months will be exchanged for products which are moving. A couple of companies even give you a written guarantee that merchandise which does not turn over in 12 months may be returned for full credit . . or even cash.

Quusrrox: Enough beating alout the bush tell me about the companies which bombed out!

ANswnn: I know of 'one dealer who took orr a little known brand, on consignment only. This means that he had no investment, little interesl and consequently his salesmen couldn't care less whether a gal. lon of paint was ever sold or not. Naturally, without any involvement and no financial interest the result was no effort and no sales.

One dealer sold over $20,000 in paint the first year, then less than half that

Story d] d Gfonce

A systematic, step-by-step approach to getting in and getting your share of the profits of selling paint. What you'll need to know to do it right.

amount next year. I believe that the retirqment of the only qualified paint salesman he had was the sirnple eSplanation. After Charlie retired, no one in the store realy knew what the paint department was all about.

QunsrroN: Do I have to go exclusively with just one brand? Should I hedge my bets with a couple of good lines of paint?

Answnn: I believe that the salesman who cannot honestly say toThis is the brand we sell because we think it is the BEST" is handicapped from tJre beginning. Perhaps some really large stores have reasons for taking on more than one line of paint, but other tlan spreading the debit accounts between two paint companies, I cantt justify having more than one, good accepted line of paint in a store.

Qursnox: Vhat percentage of my total business should be in paint sales?

ANswpn: Here we go again! Some good dealers just cannot get more'than five per-

cent of their gross in the paint deparmeat. A goodly number of others have consilt, ently sold in the 14-18 percent area. Thig means that in a million dollar a year yard, $f00,000 per year is not beyond expec. tations. But don't expect to leach that rate in the first few months.

Quesrroiv: How much of my paint de. partment sales will be in other things like brushes, rollers, and drop cloths?

ANswrn: If you have a good salesman on the floor, you should ring about L/3 ol t}e department?s sales in accessories.

Qursrrox: Describe the specific.s of going into the paint businesq. Is it reelly that different from my regular lumber business?

ANswrn: No. Just like the lumber trade, paint sales require good merchandise, good sales promofion, and most of all a welltrained expert salesman or two who donrt stand around waiting to take a $10,00O order and just can't be bothered with any. thing less.

Qunsrrox: Should my paint departrnent be in the back room?

ANswnn:. The newest Sears stores 1iut their paint department right beside the front door for maximum exposure. It s bright, colorful and an interesiing department, why not put your paint in the center of things and make sure that every customer sees it.

Black Bart barbecue is a big boisterous bash

LIP TOP cans popped and steaks sizzled while nearly I00 lumber guys en'

joyed the 9th Annual Barbeque sponsored by Black Bart Hoo-Hoo Club IBl. It was hcld at the beautiful Ukiah, Calif., hillside home of Crawford Lumber general manager George Schmidbauer and once again diew lumbermen from Los Angeles to Eureka in the north and east from Sacramen' to. When they travel $1a1 far each year to take in an event you can bet it's good. 1

l.:V.i'. 1lql

The July event climaxed a highly suc' cessful year under the leadership of presi' dent Joe Bowman of Art Bond Lumber Co. of Cloverdale. Prexy Joe will officially turn over his gavel to Bill Chase o{ Nevada Timber Products at the club's September election meeting.

Other new officers who will serve with Chase include first vice-president Duke Douthit, Al Thrasher Lumber Co.; second vice-president Cordes Langley, Redwood

Coast Lumber Co.; and secretary-treasurer Joe Mayfield, Mendo Mill & Lumber Co.

New directors awaiting installation are: Bcb Jensen, Jensen's Truck StoP; Jack Harwood, Branscomb Enterprises; Roy Sjolund, Royal Wood Products; Louis Loo' sley, Diamond National; Bi Smith, J. H. Baxter; Don Michaelson, F. M. Crawford Lumber Co.; Ed Hamson, Hamson Lumber Co.; Ole Johnson, Pacific W'ood Preserv' ing; Floyd Holstin, Cutter Wood Products'

GLUE LAMINATEI)

AI BARBE0UE were (1) Perry Adcock, Supreme Nine's Larry 0wen and K. 0. Lukkasson. 0) Santa Fe Smith, Ed 0lsen and Harry Ford. (3) Bob Roberts and Art Bond. (4) Gil Sissons and Ole Johnson. t5) Dick Daniels, Duke Douthit and Eill Chase. (6) Elmer Padula,

0roville Breesee and Bill Strausser. (7) Barbeque host George Schmidbauer, Jerry Van Pelt, Ron Robbins and B'ob Glatt. (8) Paul Trjba, Sven Grrmmer and Ed Gillespie. (9) Bill Doyle. (10) Jack Harwood, Don Michaelson and Bob Baker. (11) Club president Joe

Bowman. Steve Yaeeer and Joe Mavfield. (12) Winston Sniith and Heriey Robb. (13) Clitf Smoot. (141 Jack Davies and Lloyd Webb. (15) Landis Morgan and Don Sundstrom. (16) Jack Davies, Rex Vowell and Hugh Pessner.

Thousands iam int<

THEFIRST two in line lor the opening t d.y hulabaloo at Angels Lumber and Hardware were, of course, a couple of teeny bopper types. You know, the kind who amply prove the old axiom, "fool's names and tleir faces oftimes appear in public places."

But the other two thousand or so (that's right, two thousand) in line were real people who canre armed with real money and when they finally got thru the gates at r'roon into Angels' new San Bernardino" Calif. store, they spent their real money enthusiastically enough to run the opening day take up to nearly $30,000. Before closing time that night, nearly 7,000 buyers had been in the store.

The new store, number three in a planned chain of twelve discount houses, is similar to the others in design, layout and general marketing philosophy. Surrounded by two

acres of paved parking the 72,000 sq. ft. concrete pre-fab building houses an almost bewildering variety of items all presented in a convincing aura of being the bargainhunter's paradise.

Sold in the store, which bills itself as part of the world's largest retail lumber and hardware shopping center chain, is paneling, roofing, plywood, dimension lumber, electrical, plumbing, paint, hardwarg hand tools, power tools, phonograph records, a fantastic variety of housewares, hard building materials, wall coverings and wall and ceiling fixtures, art supplies, and prints, a complete line of nursery and garden supplies, a complete garage, automotive type items, all kinds of doors, fences and light appliances.

The opening was heavily promoted in local area newspapers. Sidney Kline, youthful {ounder and seneral manaser of the

TllE SI0RE quickly filled after the opening (top left). (t-$ Llnes reformed at four check out points. Btimates put number of housewives at 60 percent of

crowd; somg lugged home their own fiberglass panels. Shoppers 'eye merchandise, note art prints in the background. The paint department proved a good

crowd puller. Lower left, women really do buy lumber! Generally, merchandise is grouped according to type, i.e., lumber, housewares, nursery, etc.

Dpening of discounter's third store

fast-expanding Angels' chain attributes their growth to local newspaper advertising, which, "used correctly, rings the cash register for us." he says.

The newspaper ads, full page as well as special tabloid sections, stressed three main points: price (both every day and opening day specials) variety of merchandise and the fact that o'we control our own mills, import divbion, wholesale and retail outIets our direct buying eliminates the middlemen and their profits."

Like the other stores, t}is one is patterned after the grocery store concept. Practically total self-service, each piece price-markeil, shopping carts and checkout stands up front. For the easily confused, an information stand is located at a central point and gold jacketed sales people are easily available.

The opening day bargains were really

pretty spectacular. Waltham watches with 17 jewel movement went for 25{; nine piece Teflon cookware set, 20f; genuine Eversharp ballpoint pen, lf; six-piece steak knife sets, 5l; and three-piece carving sets, I0d.

Story dt q Glonce

Gimmicks and giveaways prove a great success as mass merchandiser opens in 90 plus heatwave. Yard is close to well-known general merchandise chain stores.

To be eligible for one of the above, you had to be one of the first 500 in the store, hence that half-mile long line. Once in, each customer got a coupon with a number corresponding to the number of one of the above leaders. Result: a lot of publicity,

people and 500 hardy, but happy types who got unheard of prices. The cost of the giveaway was about $4,000-$5,000.

Probably the biggest order came from a man who had somehow heard of the opening and had driven about 200 miles. His bill was more than g1,0OO and it took seven carts to haul it all out to his truck.

Like all the Angels' stores, the new one on Orange Show Road sells both the public and the contractor at the same pricg a fact that appears prominently in rnany of their ads. The contractors buy from their wholesale division.

[,es Morris has moved over from managing the successful Pomona store to take over as head Angel at the new one. A native of Denver, Colo., Les said tle new store cost $l million. would do $5 million its first year and that the chain's total should be $I0 million.

behind white coated local mayor, Frank Denny second jam up for free gifts and linger to look over the from. left.with,.other {i8nitaries. ln.center,. even the bther 'merchandisE. Lower righl vacation cabin hlpptes dig sld's new "open-ln'." otner shots: crowds was nearly completed at opening.

CR0WllS bend metal gates waiting to get in (topleft). (L-R) General view of the new branch; Sid Klinil, far right and his wife, Beverly, manager Les Morris

SMOOTH SELL'NG

by George N. Kohn, Morketing Consulfont Cortight-Gcorgc N, Kahn

Ploying the Short Gome

Some salesmen are so dazzled by suc' cess stories that they confuse wishing for success with success itself.

If they aren't making $100,000 in their first year of selling they consider them' 'selves failures. Their idea of success is the big jump-the overnight transformation into a big ticket man.

There is nothing wrong with the sucCess story. It's part of the American tradition. Furthermore, the success is generally merited. Chances are good that a $100,000 a year salesman is worth every penny he makes.

But what the wishful thinkers fail to grasp is how the successful man got that way.

The top producer is a man who has learned his cra{t in stages, who through the years carefully built up his reputation and customers, and who, day-by-day, developed the fine points of selling. No miracle was involved. The same road is open to anyone who will concentrate on perfecting his techniques to a razor-fine edge.

Golf Lesson

When I first started playing gol{, my objective was to try to knock the cover ofi the ball. I took mighty swings, but it was largely wasted efiort; the ball usually landed in the rough. I concentrated strictly on the 250 yard drive. Nothing else would do.

One day in the clubhouse I casually picked up a book written by a famous golf pro. One thing he said caught my eye: "A well-hit golf ball is one that got in the way of a perfect swing."

Form and discipline, not brute strength, was the mark of a good. golfer, he explained further. He added that ii a player hit a ball fifty yards right down the middle, he would accomplish his purpose.

I was dubious but I gave the idea a try. I focused on the short shots-3O, 40 and 50 yards. At the same time, I worked on the finer points of the swing-proper balance, keeping my head down and my eye on the ball. I was not concerned with distance but only with a good swing. In a few months my game improved tremendously.

There is an important lesson for sales' men here. You must develop the fine points and techniques of selling before you can climb into the higher income bracket.

You may say:

"I get paid on orders only. Never mind the fine stuft."

The fine stufi is the essence of your selling. Without it, you are a mere visitor in a prospect's office. Your sales talk and presentation should be tailored to the buyer and his needs. To paraphrase that gol{ pro:

A big order is one that got in the way of a perfect presentation.

The sale isn't assured just because you brou,ght a body, a pencil and an order book into a prospect's office. You have to sell him and tlle only way to do this is by expertly and knowledgeably bringing him to the buying point-by arousing his interest to fever pitch.

How do you accomplish this? A step at a time. Short swings. A well-organized presentation covers each point in turn, each time making sure the prospect understands you.

A smoke screen of fast talk and intemperate boasting will never disguise a weak sales pitch. Give the prospect facts and more {acts.

When You Donri Know-Ask

A salesman, no matter how well prepared, cannot know everything when he calls on a prospect. Another of the fine points of selling is to learn to probe the Lruyer for any information essential to getting the order. This way, the seller can discover what the prospect's needs are and what are his likes and dislikes.

And don't worry if the conversation occasionally gets sidetracked. An informal chat about trivial things may pay.

Jerry Gibbs, a machine tool salesman, took a sales trainee along on a selling trip.

In one office, the young man was dismayed by a seemingly endless chat Jerry had with a prospect about water skiing. Both were enthusiasts.

As they were driving away two hours later, the trainee was asked if he had any questions.

REPRINTS F.OR YOUR SALESMEN each artlcle ln thls series ls ex- panded to approximatefy 2000 words-includes a self-evaluation qulz- l8 prlnted in 2 colors in a 4 page format, on white glossy paper and ls 3-hole punched to flt any standard 3-ring blnder , . prices are as folIows:

I to I coples (of each erticle) -...---...---.---50 cents each

lO to 4e copies."(of each article) ---...-.---.--37V2 centg each

60 to 99 eopi€s (of each artlclo)

cente each

t'Just one,tt the new man said, ttwhat was the point of that bull session with the guy back there? He didn't give you an order."

ooThat's righqt Jerry agreed, "But there is one thing you don't know. That man is one of my biggest customers-about $50,' 000 a year. When he feels like talking I talk. He's liable to call me on Monday and give me a whopping order. He's like that."

The trainee did not realize that Jerry had developed conversation to a fine artone that made him a top earner.

llony Ghoncer for ArtislrY

I've noted the acquisition of some of the finer points of selling, but actually there are many more. I mean step-by-step ways to improve yourself and become a polished salesman.

There is appearancg for example. Clothes may not make the salesman, but they go a long way to creating a good impression on the buyer.

The proper handling of a demonstration is another skill that aids your cause. A few practice sessions at your home will do wonders to iron out the wrinkles in your demonstration.

Managing your schedule and bookkeeping is still another technique that will keep you ahead in the selling game.

To make the golf analogy again, these are "short shots", but they are vital i{ you ever hope to be a successful salesman.

A short game will win for you in the long haul.

Try this little exercise to see if you are learning selling's fine points to prepare yourself for top earnings. A score of seven "yes" answers will be fairly substantial evidence that you are not stagnating:

l. Do you see selling as a learning process? Yes! No[]

2. Do you believe the really top salesmen honestly deserve their reward? Yes n No !

3. Can you learn from a prospect who turns you down? Yes n No n

4. Do you ever evaluate your performance after you have seen a prospect? Yes n No n

5. lf the evaluation is unfavorable to you, do you do something about it? Yes n No n

6. Have you learned something about selling in the last two weeks? Yesn Non

7. Are you conscious of your voice during your sales talk? Yes n No n

8. Are you conscious of your appearance all the time? Yes n No n

9. Do you feel failure in selling is more than "bad luck" most of the time? Yes ! No tl

10. Are you ke,eping a progress chart on yourself? Yesn Non

consultants, sales Tralnlng Dlvlslon, servlce Department, Empire state Building, New York, N.Y. 10001. Article titles are:

1. The Selesman is a Y.I.P.

2. Are You A Salesman?

3. Get Acoualnted Wlth Your Cirmoany

4. You're OnEtaie

6. Yon Are A Gooilwlll Salosman, Too

7. Closing The Sale

8. Ifow To Set UD An fntervlew

0. Roloxlne Detvioon Roundg

10. Tho Competttlon

l0O or more coDier (of eech artlcl€)

cents each The entlre serles may be pre-ordered or lndlvldual articles may be ordered by number. address orders to George N. trahn Co., Marketlng

5. You Can't FirC lVtthout Ammunitlon

When orderlng, please mentlon

11. Taking A-Rigk

12. Playine Tho Short Glame The Merchant.

Jessup Doors are made to protect your profits, to avoid customer complaints and service callbacks in the field. Any finished door that comes off the fully-automated Jessup assembly line and fails to pass the more than 30 quality standards we have set up, gets the old heave-ho!We don't ship our mistakes. We don't bury our mistakes. We grind these trouble-makers into sawdust. (After all. we have our own reputation to consider, too.) Compare Jessup design and construction with the make you're buying now: doweled and glued construction of rails and stiles; distinctive picture-frame styling; factory-finish sanding; factory end-trimming; the finest Western Pine. See if Jessup quality isn't really your best buy in the long run.

World's largest maker of guality door products

An in-depth, comprehensive study of trends and problems in housing

Ttr-OME building, as is generally recogrr nized. has been more adverselv affected by the pressures of the war in Viet Nam than has any other major economic activity. Not only have military inductions disturbed the normal cycle of family formations, but even more strikingly mortgage financing has been sharply curtailed by the credit squeeze and run-up in interest rates that emerged in the economy after escalation started in Viet Nam. Last year housing starts declined to the lowest level in almost a decade. While a fairly pronounced rebound is now under way, reflecting the respite late last year and early this year from ,extreme credit tautness, it is difficult to foresee really pronounced strength in the housing field any time soon, particularly in view of reports that savings institutions-despite an enlarged inflow of fundsare still somewhat reluctant to make advance commitments to buy mortgages. Moderate continuing improvement for the remainder of this year is probably the most that can reasonably be hoped for.

LONG TERM LOOK

For the longer term, however, the outlook is considerably brighter. Principally because of population factors, economists generally agree that the potential is developing for a marked home'building upsurge in the United States in the late I960's and the early l970's-one that would have far-reaching efiects, direct and indirect, on the volume and composition of over-all economic activity, In its size and duration, the coming boom is considered likely to far outshine all its predecessors of postwar years, assuming that adequate mortgage financing is available. For the first half of the 1970's, a potential would appear to exist for something like an average annual total of 2 million housing starts, a third higher than the starts figure in the first half of the I960's.

This projection inevitably must be couched in the conditional, of course, in part because the financing challenge is

Our thanks to Milnn W. Hudson, ed,inr, Morgan Guaranty Survey, Morgan Guaranty Trust Co., Neut York, lor his kind permissian ta reprint this excellent article. -Editor.

enorrnous (suggesting a possible need for major efiorts to improve the liquidity of thrift institutions and the marketability oI mortgages) and in part because the arithmetic of housing demand is imprecise in a variety of particulars. Underlying the fore-

Sfory of q Glonce

A really detailed explanation that presents the background You'll need to understand this vital segment of the economY.

cast is an estimate not only of the demand for housing that will flo* from household formations and from the demolition of existing structures ,but also difficult calcu' lations that involve assessment of such things as the trend toward ownership of more than one dwelling by families and the increasing popularity of mobile homes'

A bulge in the formation of new households--the largest individual source of demand-is a certainty for the years ahead, reflecting the growth into adulthood of the large number of babies that were born after World War II. For at least a few more years, however, it is likely to be especially difficult to gauge probable marriage rates for this age group with precision because of the so-called marriage squeeze, a shorthand term for the fact that in the next few years girls of marriagea,ble age will significantly outnumber men. This imbalance will arise because on the average women marry three years or so younger than men. Thus, while approximately equal numbers of boys and girls were born each year in the late 1940's and early 1950's, the girls in many instances may have to wait some time before finding suitable marriage partners.

THE WAITING GAME

The waiting game may be extended furthermore, both by the increasing tendency of young men to prolong their education and by the uncertain duration of young men's military service occasioned by the war in Viet Nam. W'ith delayed marriage emerging as a likely pattern, it seems probable that the young will accentuate the trend of recent years for widows, divorced

Weslern Lurnbcr & Buildlng Mqterlolr ilEtCHANT

persons, and other single people of all ages to maintain their own households. And rising standards of affiuence in the economy tend to facilitate the establishment and maintenance of separate households.

Making alternative assumptions about the efiects of the o'marriage squeeze" on the coming generation of householders, the Census Bureau a few months ago published high and low estimates of household formation in the years ahead. Given the di{ficulties of choice between the extremes, many analysts think it safest to average the high and low proj,ections. This procedure suggests that household formations will increase from an annual average of 890,000 in the first half of the 60's to an average of 1,052,000 a year in the 1966-70 period, and 1,250,000 a year in l97I-75..

In the ten years from 1966 to 1975, according to this averaging procedure, the num'ber of family households will have risen from 48 million to 56.6 million, an increase of ITVo; the number of individuals maintaining their own residences, from 9.9 million to I2.5 million, a rise oI 26/o. Total households, the sum of the two, will have risen l9/o.

Besides the prod to home building emanating from household formation, replacement demand also will be rising. It is normal, of oourse, for hundreds of thousands of houses and apartments to disappear from the nation's housing inventory each year. They may be demolish,ed to make room for highway or urban-renewal construction, converted to other uses such as stores, or destroyed in disasters such as fires or floods. Since there is no regular count of o'removals," however, information on their number has been fragmentary and past estimates therefore have been based in large part on guesswork.

LESS GUESSING

Some of the guessing-but by no means all-was taken out of removal estimates with completion last year of the most comprehensive study of the subject to date Prepared by the National Association of Home Builders, the study undertook a cross check of such demolition records as are available-e.g., those contained in the housing programs of 3,000 cities filed with the Department of Housing and Urban Development and the Federal Housing Administration's studies of housine markets in 100 cities. The Association bel]eves that, although some of the records consulted were less accurate than others. it has substantiated an estimate that annual r.emovals attributable solely to demolitions were equivalent to almost .5/o oI housing stock in the first half of the 60's. It projects the figure to rise to a Iull .5/o in the first half of the 70's.

(Continued on Page 42)

Lumber and millwork from California's f-l- I

rI T-t' f\ tabulous !'eather River Llountry.

Feather River Scenes: Melting Spring snow swells the North Fork of the Feather River at a point near Indian Falls, twenty one miles northwestof the Feather River Lumber Co. sawmill in Sloat, California- The Feather River, named "Rio de Las Plumas" by Spanish explorer, Captain Luis Arguello in 18L7, winds its way on three separate "forksi' through California's Plumas National Forest. Annual softwood timber production in the forest exceeds two-hundred million board feet. lt is the prime source 6t Nikt<et Lumber.

Suppliers ol "Feather Solt Pine" and "Silver Feather White Fir"

Exclusively for California . .

Congress Hits Stqnd<rrds Squobble

Leading legislators from both Houses of Congress lead an all'out ofiensive last month to force the Department of Commerce to get out of the current softwood lumber standards squabble and allou' the lumber industry to determine its own fate.

"Standards should never be set ,by statute," declared Sen. John J. Sparkman (D-Ala.). His protest was seconded by Sen. Everett M. Dirkson (R-Ill.), Senate Minority f,eader, who urged that "the present standard should be withdrawn," and that the Department of Commerce "should disqualify itself from further consideration . and enable the industry to proceed to develop its own standard."

Bvllelin

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

n Old Growlh Fir Dimension from 1t F.S.P. Lumber Co., Port Orford, Oregon

Hemlock Studs from Worrenton Lumber Co., Worrenton, Oregon

Hemlock Dimension from Westport Lumber Co.. Westport, Oregon

- Following Congressional pressure, Department of Commerce Secretary Alexander Trowbridge said his department would publish a new standard, and drop his request to Congress to agree upon one. Rather than more industry voting, he would get advice from the American Lumber Standards Committee, publish the new standard in The Federal Register and hold hearings if necessary, Later the new standard would replace the old.

W'estern senators joining the Senate protest were Gordon Allott (R-Colo.), Len B. Jordan (R-Idaho), Frank Church (D'Idaho), Peter H. Dominick (R-Colo.) and Paul J. Fannin (R-Ariz').

"Consumers are not getting the kind of lumber they want covered by standards they voted to accept," summed up Rep. Arnold Olsen (D-Mont.), who spearheaded the House discussion.

Other westerners joining him in urging withdrawal of the standard were Representatives Catherine May (R-Wash.), C. NI. Teague (R-Calif.), Julia Butler Hansen (D-Wash.), James F. Battin (R-Mont.). George V. Hansen (R-Idaho) and Sam Steiger (R-Ariz.).

Abitibi Executive Promotions

John Bates has been appointed to west coast sales manager o{ Abiti'bi Corp., of Cucamonga, Calif., producers of plywood paneling and tileboard products.

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

Art Neth would appreciate an opportunity to tell you how you and your customers will benefitfrom using dependable D & R dimension and studs. You can reach him by calling 872-1280 or 783-05rf4.

Bates, who joined Abitibi nearly two years ago, replaces Larry Baugh who has been promoted to sales manager of Abitibi's Chicaeo district.

Joining Abitibi's western sales staff is James P. Conomikes, 32. {or the past four years a sales representative for Fibreboard's Pabco gypsum division in -qouthern California and Las Vegas. He formerly held a similar position with Kaiser Gypsum. Abitibi distributes their Miraply line to lumber dealers through independent wholesalers, including Globe International of Los Anseles.

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

PR0i|0IED to western sales manager at Abitibi Corp. is John Bates (left), replacing Lary Baugh (right) who will take over the firm's Chicago District. At center is nery sales staffer Jim Conomikes.

Bellwood spells it like it is...

A B C D E

F G H I J K t M N o P a R T T TJ Y W X Y 7r

*S is for S-T-l-L-E-S

Bellwood standard hollow core doors now have the widest stiles in the industry. Door-people are becoming mole stile-conscious. They know strong, straight stiles are important for reaily troubie-fiee doors. At Bellwood we've always insisted on stiles from only choice cuttings of high-altitude fir (produced by one of the country's finest lumber mills). And now, for added strength, *e'ue made the stiles on Bellwood standard hollow-core doors the widest in the industry. Not '1", or'l/'", or even 1s/e",but more than 2,,.We think this extra wide stile will be so important to you we've stained the ends bright orange to help you find them.

...One of the reasons why built-in door quality is spelted BELLWOOD. THE BELLWOOD COMPANY / 533 West Coilins / Orange, Catifornia

GUARANTEE Bellwood Doors are fully guaranteed by rhe Bellwood Company of California, as set forih in the Standard Ooor Guarantee of lhe National Woodwork Manufacturers Association. They meet or exceed the specilications set forth in Commercial Standard CS 171 -58 for Solid-core and Hotlow- core doors-

The deolet's Strpplierneaef his cottlPetito'f.

Werlern Lumber & Building l,loteriols ,iIERCHANI

GALENDAR

SEPTEMBER

Western Wood Products Assn.-Sept. 12-15, semi-annual meeting. Hilton Hotel, Portland, Oregon.

Redwood Empire Hoo-Hoo Club 65-September 15, monthly dinner, Green MilI Inn, Cotati, Paul Traba chairman.

Oakland Hoo-Hoo Club 39-September 18, Election Nite, Peluso's Restaurant.

Sacramento Hoo-Hoo Club l09-September 20, Election Nite, Robin Hood Caterers. 1314 Alhambra.

Black Bart Hoo-Hoo Club l8l-September 20, Election Nite, House of Garner, Ukiah.

Dubs, Ltd.September 22, Redwood Empire Invitational Santa Rosa Golf & Country Club, Chet Dennis chairman.

San Jeaquin Hoo-Hoo Club 3l-September 22, Annual Valley Frol!cs, Fort Washington Golf Club, Fresno.

Shasta Lumbermen's Golf Tburnament-September 22, Riverview Golf & Country Club, Redding.

Mountain States Lumber Dealers Assn.Sept. 27-28, financial management seminar, Writers Manor, Denver.

San Francisco Hoo-IIoo Club 9-September 29, monthly luncheon, Gino's Restaurant.

OCTOBER

Western Building Materials Assn.October 1-3, annual all-industly marketing conference. Salishan Lodge, Gleneden Beach, Oregon.

Albuquerque Lumber Merchandisers Assn.-October 4, steering committee, Village Inn Pancake House, Albuquerque, N.M.

San Fernando Valley lloo-Hoo-Ette Club G-October 11, monthly meeting. Place to be announced.

Southern Oregon Timber Industries Assn.-October 20, business meeting, Rogue Valley Country Club, Medford, Oregon.

Lumber Merchants Association-October 22-24, Top Management Seminar, Asilomar, Pacific Grove, Calif.

American Forestry Assn.-October 29-November 1, annual meeting, Dunes Hotel, Las Veg:as, Nev.

MEET RAY tlZ0IIE, purchasing manager at lnland, who's "on the horn" daily otfering dealers direct car shipments from the West's finest lumber mills. An l8'year veteran of the lumber business and current president of the Inland Empire Hoo-Hoo Club, Ray has been a rnember of the Inland sales staff for the past six years' Phone him with your inqu'ries. HE'S IHE DEAIER'S SUPPI-IER, IIEVER HIS C(lMPETII(IR.

INLAND BUILD:NG MATERIALS CO. Box 325 I Rialto, California 9237 6

Phone 714-877-20,01

DIRECT MILL SHIPPERS / WHOLESALE DISTRIBUTORS

BY JACK DIONNE

1882-1966

heaven and hell.

ooThat's silly," said St. Peter. "Have you ever stopped to think what the heavenly team would be like? Why, we've got every great player in baseball history up here, a thousand of them, rll f"-o.t. players for every position. What chances would your team have?"

And Satan roared pires," he said.

ATAN, so the story goes' called St. Peter on the telephone and suggested that they get up a baseball game iith th" teams to represent their respective places, with unholy laughter: 'oWe've got the um-

The following advertisement appeared in a Phoenix, Arizona, newspaper:

"io*boy wanted for dude ranch. Must be able to play guitar and canasta. We'll teach 1o" h:* to *ride."

The real measure of wealth is how much we would be worth if we lost our moneY. * * r

An elderly, grey-haired Quaker lady, whose car collided with that o{ u .o,tgh dtrrttk, who then proceeded to give her a shocking tongue lashing. She sat quietly until he ran out of gas, then she

MR. REIAII DEAIER:

D. C. ESSLEY dnd SON moinloins o well bolonced SHED INVENTORY of

O QUALIIY DRY REDWOOD

O AYE & CTEAR PATIERN STOCK

O BEVELED SIDING & S45

reody for immediqte delivery-or picl'.up

No Order Too Smoll

Just try us for PRICE & SERVICE

calmly said: "I hope that when thee returns to thy kennel, thy mother bites thee."

A story goes the rounds about an old woman with a foreign accent who told the banker she wanted to borrow some cash' He said, 'oYou'll have to see the loan arranger'" She said, "You mean da one who say, 'Hi-Ho Silver?"'

The Constitution guarantees you o'the pursuit of happiness." Whether or not you catch up with it is your own problem.

LOVE MAKING

Love making hasn't changed materially since the early cen' turies. According to legend, Greek damsels used to have to sit and listen to a lyre all evening, just as the girls do now.

On the back of a topless hot rod filled with teen'age boys, appeared the following large sign; "This car stops at all rail' roads, blondes, and brunettes, and will back up half a block {or a redhead."

"The strongest of all antipathies is that of second-rate minds for first-rate ones."-Madame de Stael.

Personqlize Home lmprovemenf

"Personalize it.t'

That's the advice offered director for Marlite Paneling, to dealers planning home improvement projects, especially room additions.

'oPeople like to see some of their dreams and thinking in a project. A fireplace, window seat, builtin or unusual accessory helps them feel a part of the new living facility," Hufi adds.

by Robert Hufi, home imProvement

Literature helps generate ideas, the home improvement expert says, and homeowners should finalize their thinliing before pro""iditrg with construction. If work begins too quickly, they will want to make expensive changes along the way.

New idea bookiets dramatically illustrate decorative themes and construction techniques.

It is also important to com'bine good appearance with easy maintenance. Thi washable plastic finish of Marlite's new textured panels, for instance, makes them ideal for heavy traffic areas. Th"y "un be used efiectively in major jobs, such as basement improvements or room additions'

Foster Moves to Colorqdo

The Foster Lumber Co. plans to move its home office to Boulder, Colo., after being located in Kansas City, Kansas, for nearly a century.

Foster has nearly I00 yards in Colorado, Kansas and Wylming. Thomas E. Hugunin, company president, said general offices in Boulder could better serve the firm's territory.

A truilding site is under negotiation. 'Cornpletion is scheduled for the end of this year.

WWPA Buyers' Mqnuql

Western Wood Products Assn. is distributing its new 1967 Buyers' Manual, which is the only lumber mill and products di' rectory compiled by the l2-state western industry.

The S2-page directory describes some 275 plants, with their various lumber productg facilities and capacities, species processed, shipping services, their addresses and names of sales managgrs. fL" gr""tt-"overed booklet has been mailed to 27,000 building materiais dealers, wholesalers, industrial users and others, re' ported Robert H. Hunt, WW-PA's product promotion, manag-er. Lopies may be obtained without charge from WWPA, Yeon Bldg., Portland, Oregon 97204.

Big Chonges ot Bqxter

J. H. Baxter has moved its headquarters location as well as making some important personnel changes, Alfred X. Baxter, president has announced.

Edward J. Riley has been named to the newly-created post of vice president of marketing. Robert B. Mossman is now secretary' treasurer of Baxter's re-organized finance department.

Willard O. Spies, with Baxter for 25 years, takes over as vicepresident of procuremenl Joseph T. Napier fills the office of vice' president of manufacturing.

The new home office is at 1700 South El Camino Real, San Mateo. California.

Family Room Additions

J.H.Baxter rcally means busines s. . .

forlpu

Baxter pressure treated wood-chemically preserved to resist decay, insects, fire-can put extra profits in every dealer's pockets.

This segment of the lumber industry is growing fast. New uses, new and better preservatives, new building code acceptances are increasing the demand for Baxter pressure treated lumber every year.

J. H. Baxter has pioneered in the development of better preservatives, better techniques-so that today there is a right preservative treatment for every specific use. That's why Baxter is a leading producer

of Pyresote@fire retardant studs and plywood which are always kiln dried atter treatment; of Chemonitedo plywood and lumberfor sills, porches, decks,fenceq etc.-wherever protection becomes an economy.

Hundreds of lumber dealers now stock high-profit Baxter products. They like our dependable,fast delivery-mixed or straight cars-of kiln-dried material packaged for easy unloading. They like the growing sales.

Are you getting your share? lf noL call, write or phone our nearest sales office. We'll tellyou more.

New GP Building

Ground has been broken for what is ex' pected to be Oregon's tallest building-the 29-story, $16 million, Georgia-Pacific international headquarters in downtown Port' land.

A variety of Georgia-Pacific building materials will be used in construction: decorative hardwood plywood and lumber panel' ing; overlaid fir plywoods; hardwood lumber; vinyl overlaid drywall; polymer-alloy overlaid flake-board cabinetwork panels; vinyl overlaid hardwood plywood paneling; hardboard; particleboard and other products. Elevator lobbies will be paneled.

Pioneer Hordwqre Firm' Folds

Dunham, Carrigan & Hayden, a Pioneer San Francisco wholesale hardware firm, has filed for bankruptcy after posting losses torunning t9 seven figuresr" accord' ing to August Rothschild.

It appeared that creditors would have to settle for about 25 cents on the dollar. Unsecured claims were $I.7 million.

In better times the company sold hard' ware, housewares and toys coastwide. Re' cently it has operated only in California' Oregon and Nevada. No details have been made available as to the firm's I50 em' ployees.

Lomon Sales Addition

Ralph Lamon, head of Lamon Lumber Co. in San Francisco, has added Jorgen ttJohn" Skov to the sales force o{ the longestablished wholesale lumber concern. Skov's territory will include the East Bay area as well as the San Joa' quin Valley territory, Lamon stated.

A native of Den' mark, Skov packs an impressive amount of lumber background for a 32 year old. He served a four year apprenticeship with A/S Odense Tommergaard (a large hardwood, softwood and building material company) in Denmark prior to joining Weyerhaeuser Timber Co. at Coos Bay, Oregon, in 1956. He later spent two years with Sun Lumber Company at San Pedro, returning in 1959 to Copen' hagen as coordinator of overseas sales for A/S P. Bork & Co. where his tenure also included a year and a half in Bangkolc, Thailand, as manager of the company's buying office.

Skov returned to the States in April 1962 and since that time has worked for MacBeath Hardwood Company covering territories in the Bay Area, Utah and Nevada.

Wectetn Lumber & Buitding Matcrlsls MERCHANT

"ln Recognition and Appreciation for Effective Promotion of Western Wood Products" reads the award beins received by James Coffman (left), executive secretary of W.0.0.D., Inc., Denver. Presenting is C. V. "Vic" Riolo, WWPA field services man.

C0MPLEIION scheduled for 1969

Continental lfioulding Adds lu 8th Treated Pole Building

c0l|I|1{El|TAtM0Utll|t|Gc0MPAl{Yof.0rang.er^C.alif.qIp-aq9e9the.irmi||workpro.|ighting.Nine^hu duction facilities with the addition of this 100 ft. x 200 ft. building, construited cibate-20,000 sq-. fi. of clear-span wirrrins s'pac€. Jttis is- ttrd eishth' buildiid byTreated.Po|eBui|ders.Theunique.V.shapedroofcre.atesaone.8[iterdrainageerectedaiContiirenta|l,toutoiniIJprinioiti5it.liiiriiiiiuiioErs-.5 system, and a row of fiberglass panels around the building allow ad-ditional interior to be a fine addition to Contiientiib wiienouJdi. - - -

Does your firm need more lumber storage facilities . . . milling buildings. . office space . . .all-weather lotd assembly center?

Only TREATED POLE BIil-,DERS offers you a somplete package of professional service that includes:

DESIGN3 We design large or small pole-type buildings to your needs . . obtain permits. . do engineering. .. construct.. turn building over to you completely ready for occupancy.

QUALITY: Only best materials are used. We are eualified Contractors for the Forest Produets Division of Koppers company, Inc.

WORKMANSHIP: Highly trained crews, including master carpenters work with preeision and speed.

SPEED: Need a building fast? TREATED POLE BUILDERS, rNC. can erect a 10,000 square foot pole building in as litfle as 10 days.

PRICES3 No other building is so economical. we invite comparison. why no1 colsult with us before starting your next expansion pro_gram? Juet fill out and send in the atiached coupon . . or call Leon Durham: (Area Code 714) 98G446f,

Here's Continentql Moulding's comment on our work:

"We're repeat customers-this is our eighth Treated Pole Building. I think this indicates the respect we have for Lee Durham and his firm. He was cooperative and fair with respect to changes during construction. His crew did a f irst-rate job using f irst rate materials. You can certainly count us among Treated Pole Builders' satisfied customers."

T. J. Hedrick

Continental Moulding Go. Orange, Calif.

621 Bast Princeton Street, Ontario, California Telephonez 986-4466 (Area Code 7t4)

Sports night at San Diego club

qAN DfEGO Hoo Hoo Club 3 honored L 't its annual solf tournament winners at a sports nighi meeting recently. Tournament Chairman Ron Angelo awarded trophies to Bill Seely, Hank Barber, Buster Stefius, Ray Lynskey, Gene Huckstead, Les Cassie, Charles Rupe, Louis Hahn, Mike Wexler and Milt Olsen.

About 50 members and guests turned out to hear Bob Breitbard, owner of the San Diego Rockets and Gulls, Jack McMahon, coach o{ the Rockets, and Max McNab, coach of the Gulls, review their teams' prospects for the coming season. The talk was followed by informal questions and answers.

Program chairman for the event was Bud Baker. Door prize winners were Bill Olm' stea,il. Max McNab. and Bob Baker.

D00R PRIZE Wlt{l{ER Bob Baker (center) (1) Merle Baker, Harold Morgan, Al Halligan and Bud Baker. (2) Guest soeakers Jack McMahon, Bob Breitbard and Max McNab. (3) Gene Huckstead reaching for his trophy. (4) Chuck Hampshire, club secretary. (5)

raffle winners Bill and Bob 0lmstead. (6) Ray Bell and Al McAlpine, club president. (7) Ron Angelo, goll tournament chairman. (8) Hank Barber, winner of a low gross trophy. (9) Bill Seely, another trophy winner. Event is always popular with club members.

Sqles Cqlls-Western Style

Longtime lum,berman George Hostler was out making sales calls last month-in true western style! He wheeled up to Squires Lumber & Hardware in Colton, Calif. on horseback and wearing his western get'up -replete with Stetson hat and chaps.

George, a salesman for Maple Bros., a Whittier, Calif. moulding firm, was in Colton to ride with an equestrian unit in a ,big celebration parade. As the parade passed Squires, George galloped ofi to visit his old friends Mary Squires, owner of the yard, and Jack Jones, manager. Mary was so impressed she snapped this photo.

George's home in Yucca Valley is filled with trophies he's won as a working west' ern rider in California and Arizona.

A lO-year employee at MaPle Bros., George's career includes stints with Patten' Blinn Lumber. C. E. Williams Lumber and Southern Oregon Moulding.

Club Elects Leonord

Dubs, Ltd., a hardy band of northern California divot diggers, has held its 213th consecutive monthly tourney and its an' nual election of new officers and directors.

Retiring president Ev Lewis received a deserved number of kudos for his leader' ship during the past year and Bill Leonard of Empire Lumber Co. was given the un' animous nod to head the organization for the 1967-68 year.

Serving with president Bill as vice-presi' dent will be Les Doddington, sergeants-at' arms Ray Teakle and Ralph Meyer, and secretary-treasurer Tommy Jacobsen, Sr.

New directors include: Bob Anderson and Bob Green, both of Jadco, Inc.; Harry Anthony and Jack Higgins of J. E. Higgins Lumber Co.; Chet Dennis of Seaside Lum' ber Co.; Bill Gilmore, Sunnyvale Lumber, Inc.; Pete Parrish, Union Lumber Co.; John Polach of Hobbs Wall Lumber Co.; and John Prime, Sawmill Sales Co.

Evqns Boy Areo Gonsolidofion

John Thompson, manager of Evans Products Co.'s San Francisco, Calif', distribution center, has been named manager of the newly consolidated Bay Area ware' house. The Oakland warehouse was merged into an enlarged Bay Area operation at San Francisco recently.

Al Mury, formerly manager at Evans' Oakland, will serve as sales manager, and George Garbers as credit manager. The sales forces of Oakland and San Francisco were merged.

fhqf's How lt Goes!

H0RSING AR0UND is Maple Bros.'s George Hostler as he puts his mount through its paces in the parking lot at Squires Lumber & Hardware, Colton, Calif.

Wectem Lumbrt & Building llotcriol: ,I^ERCHANT

Colorqdo Mqnqgement Seminqr

A workshop session on procedures of management designed to assist lumber dealers in increasing profits and net return on investment has been slated by the Mountain States Lumber Dealers Association.

The financial management seminar is scheduled Ior Sept. 27-28, at the Writers' Manor in Denver. Colo.

Grqde N<rme Chonges

Sap Comrnon is no more at least. not by that name.

Two grade name changes have been announced by the Calilornia Redwood Association and the Redwood Inspection Service. Utility grade redwood is Select. and Sap Common redwood takes the name Construction.

The new names are intended to give a more accurate description of the construction grades involved, to dispel the prevalent confusion of the qualities of redwood with those of similarly-named but lower-quality grades of other species, and to more closely associate the sapwood-containing grades with the equivalent heartwood grades.

Grow Chemicol Buys Boysen

A new factor in the western paint the purchase of the Walter N. Boysen Corp. of New York.

industry has emerged with Co. by the Grow Chemical

Walter N. Boysen, Iounder of the company bearing his name, stated that Grow Chemical will reinforce Boysen with management, markcting and manufacturing skills.

Clyde L. Smith, presideni of the -A,meritone Paint Corp. of Compton, Calif. and vice president of Grow Chemical, has been named the new president of the Bovsen organization.

l*ngths up to 18'. Fine grained old growth tim&er from our Yollahlla Tree Farm. ij.'

PtrRS@NALS

Clifr Chandler was named manager of Herr Lumber Co's. Burien-Five Corners, 'Wash., branch. George Thompson" fonnerly assistant manag'er of Herr's Harbor Ave. store, West Seattle, is assistant manager.

John A. Elorriaga, formerly vice president and commercial loan ofricer, United States National Bank, Portland, has been named assistant to the chairman of the board of Evans Products Co., Portland.

Joe Joyce, manag'er of the Mill Valley Lumber Co. for six years, purchased the Alamo Lumber and Fencing Co., Danville,

Calif., from Harry Owens. Alamo Lumber was established 11 years ago by Carl Maddox as the outgrowth of a small hardware store started by Ivan Smith.

Ilarl Crockett's daughter Carolyr\ after finishing school in Switzerland in April headed East, neatly just missed the Greek Civil War and the Arab-Israeli War, and then visited almost every country between here & there. She then rallied with her brother David in Hawaii, where he had been working and they arrive home together this month. Harl works for Tarter, Webster & Johnson's L.A. ofrice.

Clark A. Johnson has been named to a new management post, director of sales and marketing, wood products division, Pope & Talbot, Inc. by Cyrus T. Walker, president.

Weslern Lumber & Building Msteriqls ,I^CRCHANT

Mabel P. Staser, formerly with O. M. Hill Lumber Company in Pasadena, reports that she is now part-time "Gal-Friday" with Blue Canyon Lumber Company in San Ra:fael. Calif. rilard Dobbins is the owner.

Elmer and Elinore Rau of Madera Lumber & Hardware, escaped the blistering San Joaquin Valley heat and vacationed along the coast from Santa Barbara to San Diego.

Bill Gretz recently became sole owner of Palo Alto Lumber Co., at 4173 El Camino Real, Palo Alto, Calif., when he bought out remaining partner Francis Murphy's interest in the business. Palo Alto Lumber was originally established in January 1960 by Gretz, Murphy, John Tietjen and Al llill, all former employees of McElroy Lumber company.

Former Hobbs Wall San Joaquin Valley representative Hal Rolff has been named salesmanager of Gualala Lumber Company, according to owner Jessie Alford.

Chuck Noble, ownel of Noble Lumber, Inc., of San Rafael, has opened a Eugene, Oregon, branch office with Vernon Gregg in charge. Gregg was formerly with Western Distributors in the same towrt.

Col. (Ret.) Paul McCracken, head of Tumac Lumber in Portland, has logged his annual two weeks tour of duty at Fort Lewis, Washington.

Elmer Miller has purchased the W. J. McCready Lumber Co., Eugene, Ore., from the Boise-Cascade Corp. Elmer and his wife, Mildred, will manage the new business, to be called Elmer's Building Supply.

Harry Bleile, of Kimberly-Clark in Anderson, Calif., announced the addition of Stuart A. Westlake to the wood products sales stafr.

William "Bill" Stauder has been promoted to the new post of west coast sales manager, W. E. Sawtell, of Deft, Inc., reveals. Stauder will handle sales in Arizona, Oregon, Washington, western New Mexico and California.

Robert A. Fonarow is a new sales representative for the Philip Carey Mfg. Co., announced Philip D. Shea, western division general sales manager. Fonarow will cover nothern California.

Dlmer Brock, manager of TW&J's Newark distribution yard, vacationed with the family at Sequoia, Kings Canyon and Yosemite National Parks.

Les and Suzy Doddington packed in to the Marble Mountains in Siskiyou County, Calif,, for a quiet week away from it all.

Larry Fresh, Dallas Lumber & Supply' DaIIas, Oregon, was hospitalized early last month, but is back on the job looking fit as ever,

Mammoth Lake country was the scene of a pack trip last month for Bill Gilmore of Sunnyvale Lumber, Ross Ingraham of Western Pine Supply and Palo Alto wholesaler Bill Bonnell.

Tom Dean, formerly with the Terry Lumber retail operation in Northridge, Calif.,

has joined the sales staf at Fir and Pine Lumber, Burbank.

Mike Esposito, who heads up San Antonio Construction's southern California operations, spent his vacation visiting relatives in Texas.

Fir & Pine Lumber's Bob Gaylord Phil Butterfield and Tom Dean spent a week touring various mills in Vancouver, B. C., and the Pacific Northwest.

Thomas M. Beatty has been promoted to succeed James M. Wilson as central Oregon sales representative for Kaiser Cement and Gypsum. B. F. Thompson Jr., cement sales manag'er, announced the chfinge.

Harold E. Sand, vice-president, announced three major management prornotions at Georgia-Pacific's Portland, Ore., Hq. John Prince, formerly hardwood plywood products manager, was promoted to marketing manager. Ken W. Guenther, special products manager, assumes the new post of general products manager. Stuart W. Cosslett, formerly import department assistant manag'er, becomes manager.

Joe Sodetberg has joined the Lumbermen's Buying Service, Eugene, Ore., as a lumber buyer. Joe's been in the wholesale lumber business for over 10 years.

Hollis Jones of Western Door & Sash Co., vacationed with the family in Colorado last month.

Yerlon McKinney, owner of MeKinney Hardwood Co. in Oakland. hosted the first

annual meeting of California ex-students of Stephen F. Austin State College of Nacogdoches, Texas, at the San Francisco Hilton last month.

John Skon who recently joined Lamon Lumber Company, spent two weeks getting acquainted with Lamon suppliers in Oregon and northern California.

Charlie Schmitt, his wife Yvette and their daughter returned home August 30, after a three weeks vacation in Mexico with particular highpoints at Mexico City, Taxco, Cuernavaca and Puerto Vallarta. Charlie is executive secretary of the Imported Hardwood Products Association in San Francisco.

Lloyd Carter, general manager of Sterling Lumber Company, has announced the promotion of Ronald Swanson to manager of Sterling's Red Blufr branch operation and named Don Smith as assistant managet.

Harry Merlo, now vice-president in charge of operations for Georgia-Pacific Corpora- tion at Samoa, recently spent two weeks in the Midwest and East on company business.

Larry Price, merchandising manager for The Pacific Lumber Company, has just returned to his desk following leg surgery which resulted from a slightly inaccurate dive into his swimming pool.

The gang at Sun Valley Lumber Co., in Lafayette spread out the welcome mat for Tom Jacobsen, Sr., on August 4th of this

month as Tommy returned to the gtind after a wonderful two months vacation in Scandinavia and Europe.

Forest O. Garrigus Jr., has purchased the C'ashway Lumber Co., Bend, Ore., from John Richards. Garrigus and his wife, Pat, have two sons, Forest, 16, and John, 12.

Dennes Coombs is the new manager, market development and specialty division' i for Tarter, Webster and Johnson in Fresno, ,-l Calif. Dennes has been with TW&J for several years.

Douglas K. Loth, Simpson Timber Co., is the new president of the World Trade Club in Seattle, Wash.

Harold lVlorgan will manage the sixbh new Westy's store. The El Cajon, Calif., branch recently had its grand opening.

Clyde Brummel and Al Parent, Home 1,0 Builders Service Center, Portland, Ore., "i celebrated their first anniversary by open- ,: ing an appliance section. In addition to ap- -.:l pliances, the section will have a complete ''-n line of Long-Bell cabinets. rr:si to Hawaii and finished ? very respectable lq 7th in his class and in the top half of the ;J

Bob Evju, head of Evju Products Co. in San Rafael, entered his good ship Punahele in the recent Trans-Pacific yacht race

overall finishers. Another former Californian, Fred Smales, now with U.S. PlywoodChampion in Hawaii, was one of the race officials and on hand to congratulate Bob on his two weeks crossing.

Wc:tcrn Lunbcr & Buildlng lflcterloh ilERCHANT

Monufoclurers Fund Home BuYers

Six major manufacturers of building materials who joined recently in forming Home Capital Funds to increase the supply of low down-payment mortgage funds for home buyers have reported a good reception to the plan.

The move was aimed at increasing build' ing material sales by making more mortgage money available to prospective home buyers in the current tight money market.

The nbw organization will finance a 15 percent add-on to a loan for 75 percent of the value of residential housing made by conventional lenders banks and( mortgage companies, bringing the total up to 90 percent.

The six firms are Anderson 'Corp., Armstrong Cork Co., Kaiser Industries, Masonite 'Corp., Reynolds Metals C,o., and U.S. Plywood-Champion Papers, Inc.

This is one of a number of plans aimed at increasing the available supply of mortgage money for home buyers.

f TTAH Hoo-Hoo Club 70 held its annual U outins at Storm Mountain, 20 miles out of Sait Lak" City. About 60 lumberguys and gals attended.

Honored guests at the meeting were Snark of the Universe Vaughan Justus of Albuquerque, New Mexico, and Supreme Nine member Larry Owen of California.

Wayne Guiver: Treasurer Bill Schauerhornmer, Snark Varishan Justus, Vice-President Eddie Buttifield, Presiden-t Lee Kaschmitter and Larry 0wen.

SAII tAl(E GIUB'S annual outing, top (L'0, Harold Cole: Jack Horne, Kav Newbold (partially hidden) and Jackis pretty gai; Ldonard Treft. Bottom row [-R),

DOORS

BY.PASS WARDROBE MIRROR DOORS

FEATURES GALORE

o Full lengih mirrors for "HER!" o Adds o feeling of spociousness io room o Overheod suspension o Conceoled guide -or floor trock C Jump-proof trock design C Mony sizes 6'8" or 8'height. Widths in foot modules from 4' Io 8' o Rollershighest quolity seoled ond pocked boll-beorings wilh smooth, silent nylon rifs. o Ample verticol honger odiuslmeni up lo % " o Slender sighr lines-but sturdy oluminum construction C Choice of colors. Anodized cleor, gold or block o No unsightly pulls o Ponels moy be glozed wiih 3/16" Cryslol or 1/a " plate mirror,

Monufocturers of Quolity SLIDING DOORSWARDROBE WALLSWARDROBE HARDWARE

DOUGLAS FIR

WHITE FIR

PONDEROSA PINE SUGAR PINE

ItrEl newsandviews

by BOB McBRIEN executive vice president of the Lumber Merchonts Associotion of Norlhern

TffHAT KIND OF a price tag can you put on dissatisfaction?

YY That's an important and most interesting question when it comes to our industry. For example, if your customers are dissatisfied with you or your service or merchandise . it's the most costly price tag you could possibly encounter for they will soon take their l"rt"":. elsewhere.

On the other hand, if the dissatisfaction deals with the customer's own home, then you stand to reap considerable benefit. And, you might be interested to know that fully 49 percent of the nation's homeowners are dissatisfied with their homes.

Recentry " ".,,"- aolni,,g

turer conducted a study which shows that improvement. almost seven out of every ten dissatisfied families plan to eliminate the concern via home improvements, either inside or outside the home. Only 28 percent of those interviewed plan to change by moving to a new home.

Looking carefully at these few statistics shows us what home improvement means today. Without it, I venture to say, many dealers would have been in very sorry straits over the past year when new housing starts fell across most of the West.

"Al Holmes, fost shipment is the nqme of the gome rqil or T&T" Production

Fred HolmesCqrl ForceJim Buckner

P.O. Box 665Fl. Brogg, Colif. 95437 Phone l707l 964,4058 TWX: 707'573'8259

It only follows that each of us should ask "What am I doing to get a bigger share o{ this market?" Or perhaps we should look at it another way and ask "What am I doing that causes home improvement customers to seek their help elsewhere at Sears, the local department store, etc.?"

Just about everything you do each day influences the emphasis and value you place upon home improvement customers. Your newqpaper advertising speaks loud and clear as to whether you even want such a customer to come into your store. And when the person does come in, your displays, your layout and your employee attitude furthers your interest or clearly shows the lack of same.

The old adage "you can't sell from an empty wagon" holds especially true in home improvement. You must have the products and materials on display and make it as simple as possible for the homeowner to visualize applications in his home. At thb same time, you have to get across the one easy-to-pay price involved.

Dissatisfaction is a great asset. It means that someone wants to do something. [t means that this person will not be happy until he does something. It means dollars are about to be spent. It can mean you will benefit from those dollars.

The final answer is up to you and your interest in home improvement. Take another look at this market and give some additional thought on how your business treats it.

manurac.

tf,|Fli*ill#i#,,'hl

Holnes

Your best bet reolly efficient of West Coost

for distribution lumber

Eureka Office Bay Area

lntroducing a rugged new roofing from Johns-Manville

The Hishlands Seal-O-Matid Shingles

Now there's a roof specially developed for that customer looking for massive, richly textured bea uty-a nd lon g years of trou bl e-f ree protection. The Highlands 300 shingles put the stamp of handsome individuality on homes of any style, in any part of the country. We build balanced strength and durability into the Highlands step-by-step. Strong, long-f ibered base felts are saturated and heavily coated with stabilized asphalt, fortified with asbestos. Then giant ceramic granules are deeply embedded in the coating. And the famous J-M Seal-O-Matic

self-sealing design protects the roof against hurricane-force winds.

The extra shingle thickness and modern two-tab design cast sweeping horizontal shadows, and the giant granules produce a surface of unusual depth. Vibrant, all new-designer colors complete the distinctive appeal of the Highlands -the rugged roof ing for your rugged individual ist customers.

THE AR'ZONA SCENE

By FRANK DAVIS SecretaryManager

A VEITY VALt ABI.E st'rri,t udded to f, th" mrrrrl senices ,,f tlrt, .{riz,,rra Re. tail I-umlrt'r arrd Iluildt'rs Suliplr' Associa. tion is tht' association's collection sen'ict-. which uas startt.d in May. 196(r. \Iany of our dealers, r'ho have signed up for thr. sen'ice" irar.e {ound it sut'ct'ssful in coller.ting old accounts and bad debts.

One dealer reports mort' lhan $2,000 collected since he has had thc servict. less than a 1'ear.

To help our dealers, a field r('pres('ntatile for the I. C. S-vstem. In<'.. is bast'd in Ariztxra. He makes reqular calls on our members. to aid them in their credit colIection st.n'ice. I would urgt: all the memhers o{ our association not taking advantagc of this 6nr.senice. to do so. Dir,.cl your <:alls to thc association office and ue rvill put you in louch u,ith thc I. C. Slstcnr's rt'pl',scntativt'.

Anothcr st'rvice. uhit'h is popultrr in ourassociation ofiict'. is our archit.ectural ser'.1'ice. \I'-r receile rnanl' calls lrom architects" uanting information on r'<xrd products and horu to use nood Properly. Wt' also maintain, in tht' association. u u'ood tcchnical library. Manr. architt.cts and t'ngirrr.ers ust' our technical librarr-for a rt'adl rt'[t'renc(' to rr ood lechnilal nrodrr,.ts. 'f his is jusl anolher scrr iee in orrr :lsso(.iutir)n s promotion o{ 'w-ood products in Arizona.

Pqrticleboqrd Hqs Good Yeor

The National Particleboard Association clt'ctt'd a nc,rv slate of officer-,. at its annual mtt'ling in San Francisco. Robert L. Brt'mholst. t,.S. Plr wood. was elected prt'sidentl Robert D. Pauley, Weyerhaeust'r (lompanr'. vict' president and Alan C. Coudl-. Collins Pine Company, secretaryI rt'astt rt'r-.

Outgoing lirt'sidt'nt Ronald G. Frashour said indu.try sales \\,ere up I50 million squar(' fect fol 1966 despite the severe slump in horrsing starts.

Koibob Finishes Move

Kaibab Lumber (lo. has finished movins its r'o4rorate o{ficcs lo Sky Harbor Airporf Phoenix. Ariz. President A. Milton "Mickey" Whiting said Kaibab would continue to operatc its moulding plant in Flagstaff. the formr.r corporatc hcadqua rlcrs.

Bnrce Hunl is thc nerl retail o1x'rations manager and A. V,-. "I)rrb" Saltcr r,r,ill be division manager in Flagstaff.

so'cryOw C'ST

By ROSS KINCAID executive vice president

tfrHE WBMA is continuing its efforts r' along ''grass roots" lines.

At its innual mid-summer meeting July 17-18, the board of directors carefully reviewed the evaluation of association functions expressed by members who attended the 196? spring district meetings. These evaluations will be pariicularly valuable to your association as a guide for future direction.

The four functions which received the greatest number of "important" ratings by members were:

( I ) Legislation.

(2) Education.

(3) Annual exposition.

(4) W,estern-sponsored district meetings.

It is interesting to note that the efiectiveness and success of WBI\{A in each o{ these functions depends directly upon the participation and efiort of its individual mem'bers.

In legislation, the individual member's expression of opinion and contacts with legislators is a most potent force and es' sential to the success of the WBMA permanent legislative committee and each state's committee. In education, WBMA' sponsored educational programs will be

effective only to the extent that members can and will implement them within their own organizations.

The annual exposition can be justified only if members support it by their attendance and participation in all events and product exhibits. District meetings will be worthwhile so long as members are interested in exchanging ideas and views and obtaining essential information to operate profitably and efficiently in a highly competitii'e business.

lineor Method Gels OK

By nearly two to ome, 670 lumber dealers said they would like to see linear methods used in selling lumber. The National Lumber and Building Materials Dealers Association took the survey.

Most dealers felt the linear method would help sell the consumer, but wouldn't help dealers buy.

Western Lumber & Building Mqteriql: ,TAERCHANT

S.

Arthur C. lohnson

WOOD SLIDING GLASS DOORS

Outstonding

W'ood permits doors to be finished noturol or pointed to mqtch interior trim.

welded SteelT-Sections on q|l Sides Prevent worping qnd Give slim Look.

Aluminum Sill Protects Exterior Side ogoinst weqr but prevents condensotion.

Sloinless SteelWeqtherslrip ond Polyuretho'ne Foom qt Interlocker insures

Weof hertightness.

Wood Pqnels in Lower Hqlf of Door ovoilqble when required.

Self-Closing Screen on Nylon Beorings Cqn Not Derqil.

Removoble Troditionql or Diomond Muntins Provide Multipone Efiect.

Doors ore Prepored to Receive r/a" Plqte or s/e" or I,, Insuloting Gloss.

Literqiure qnd Detoils on Requesl

7330 Modison Street Poromount, Colif. 90723 Phone (2t31 774-2400 FOR

Domestic ond lmported Hordwoods

Sugor Pine . Ponderoso Pine

Can furnish rough or S2S

Mlmond 3-3S0I

COMPREHENSIVE STUDY OF HOUSING PROBLE'I,IS

(Continued, lrom Page 16)

With respect to removals attributable to conversions and other losses, however, NAHB's chief economist, Dr. Michael Sumichrast, acknowledges that the data "are not very good" and that the study's esti' mates contain ooa lot of assumptions'" Based largely on such Census data as exist, they rise from wder .5/o of housing stock a year to a Iull .5/o between the first half of the 60's and the like period of the 70's. In round numbers, NAHB concludes that total units removed from the market (de' molitions and other losses combined) will grow from an annual average of 585,000 (.95/o oI stock) in the early 60's to 720,000 (L% of stock) in the early 70's.

UNOCCUPIED HOMES

In assessing demand prospects for hous' ing, the prevailing upward trend in the nation's stock of unoccupied homes also needs to be considered. In part, this is because one of the fastest growing com' ponents of housing stock-the category of vacation and "second" homes-falls within the Census Bureau's definition of unoccupied dwelling units. A second or vacation home will be classified as vacant by compilers if it is not the owner's usual place of residenceo even though the owner has no intention of selling or renting it. The upward trend of vacancies also is relevant to demand analysis because of the annual add-on to the nation's total of vacant dwellirg units constitutes inventory growth needed to accommodate the vast number of Americans (an estimated 20/o of the populace) who move each year.

This conclud,es pa.rt one ol this two Wrt leature. The second, segment wiJl appear in ncxt month's issu.e ol The Merchant Magazine.-Edinr.

Fires Strike Weslern Yo'rds

Five fires across the West have struck lumber yards for a total of nearly $1.2 million damage.

A five and one-half hour, $1I,000 fire hit J. L. Alewine's yard in Parker, Ariz., nearly leveling it. At Midway Lumber Co., Tucson, Aiz., a cosdy blaze was started by an electrical short and lasted 30 minutes.

The San Joaquin Lumber Co., Stockton, Calif., was totally destroyed. Damage totalled more than $I million including a Fibreboard plant nearby which also suftered severe damage.

Flames at Handy Andy retail lumber store, Sepulveda, Calif., leaped as high as I00 feet in the air. Firemen are seeking the cause of a $75,000 fire that destroyed near' ly half the property of Senter Lumber Co', Riverside. Calif.

Twenty'Flvefearc Ago

As Reporred in the September 1942, Isire ofThe Merchanr, Est. 1922

Jack Ivey, Los Angeles, field representative for the Red Cedar Shingle Bureau, spent two weeks in Northern California calling on the retail lumber trade.

Ilan Strite, .Hammond Redwood Company, Los Angeles, who entered the service, is now stationed at Fort Belvoir, Virginia, Roy Stanton Jr., E. J. Stanton & Son, Los Angeles, spent a few days of his vacation at Ensenada, Mexico.

A. G. Hammond, salesman for Christenson Lumber Co., San Francisco, enlisted in the Navy.

Benj. Ostlind, sales engineer, California Panel & Veneer Co., Los Angeles, will re- turn from a thrbe weekg' business and pleasure trip to the Northwest.

Mr. and Mrs. Robert P. Baugh are receiving congratulations from their m a n y friends on the arrival of a baby daughter,

Catherine Dix, born at St. Luke's Hospital, Pasadena on Sept. ?.

Sam Thomas, American Hardwood Co., Los Angeles, is back from his vacation spent at Santa Cruz.

EarI E. White, well known lumberman, is now a Navy lumber inspector at the Pacific Bridge Company's plant at Hunter,s Point, San Francisco.

AI Kelley, sales manager, Santa Fe Lumber Co., San Francisco, is back from vacationing with his family in the lligh Sierra.

Jas. E. (Jimmy) Atkinson, Atkinson-Stutz Co., San Francisco, is on a business trip to the Pacific Northwest. Don E. Coveney, salesman for the firm. was with him for part of the trip.

M. L. "Duke" Euphrat, Wendling-Nathan Co., San Francisco, is back in his office after vacationing in the Pacific Northwest,

Yfayne and Russell Mullin, Mullin Lumber Co., Los Angeles and Burbank, have purchased the Hayward Lumber & Investment Co. yard at Flagstaf, Ariz. Bitl Pruitt will continue as manager.

Mr. and Mrs. Frank Curran will celebrate their golden anniversary at their horne in Santa Ana, California, on September 6, ]'942.

T. G. Getz, store supervisor of the Whiting- Mead Co., San Diego, announces that the company has opened a victory garden department.

Charles L. Cheeseman, Jr., son of Charles If. Cheeseman of the Rockport Redwood Co., Wilmington, is now an aviation cadet at the Santa Ana Air Base, Santa Ana.

Robert R. Scrim, secretary of the Scrim Lumber Co., Van Nuys, has been commissioned an Ensign in the Navy and is now at Northwestern University.

Co/-So' Jn*[n* S'/"0, -9*;.

4616 EL CAMINO AVE., SACRAMENTO, CALIF. 95821

P.O. BOX 21-4597 . PHONE: (916) 487-7947

BON N T NGTON TUMBER co.

Wbo [era le l)istri bu ro r

TO CALIFORNIA RETAIL YARDS

430 40fh StreetOAKTAND

(Moiling oddress: P.O. Box 3041, Oqklond, Colif.)

PHONE: Olympic 8-2881

TWX: OA4IO

o Douglcs Fir

o Ponderosq qnd Sugor Pine

o Redwood

o Plyrrood

o Shingles qnd Loth rn-

ErEfirilicr

SPECIAIIZING in-Douglos Fir Dimensions, Boords & Studs

Weslern Hemlock Dimension, Boords & Studs

White Fir & Redwood Studs

CARGO-RAIL_TRUCK & TRAILER

Pine ond Ptywood Redwood Posts & Redwood Speciolties

A. W. IIEnH ruilBER SATES

t3625-C Venturo Blvd., Shermon Ooks, Colif.

Southern Colifornio Representotive for Dqnt & Ruisell, Inc.

Products, promotiions qnd soles aids New

Fnodu@t you cc,n use to build soles and profits! FnoffEts

assembled by one man. Parts are easily stored, none weiging more than 29 pounds. Access to lighting fixtures in difficult locations is easier, quicker.

Plastic-Finished Poneling

Among profitable commercial remodeling projects are office renovations and store remodeling. One of the simplest methods of renewing an old office or store is to cover the existing walls with plastic-finished paneling. It combines good appeara.nce and

'WRITD: The Merchant Magazine, 4L2W. Sixth St., Los Angeles, Calif. 90014.

Let's Shqke the "A" Frsme

Western red cedar barn shakes are novr available in 8', self-aligning 3-ply panels for "A" frame construction. These atttactive shake panels have a cross bind plywood core.

Allowing up to a 14" exposure, the barn shake panels come in a natural cedar finish or a variety of colors. Eleven panels cover 100 sq. ft.

Mitered wood corners are available. Color matching annular threaded nails are included.

WRITE: The Merchant Magazine, 412 W. Sixth St., Los Angeles, Calif. 90014.

New Ponel Debuts on TV

Porfitable Commercial Proiects easy maintenance. Once applied, the customer can forget about expensive maintenance. Plastic-finished paneling is washable, heat and stain resistant, and water repellent. Complete installation instr"uctions are included in each carton.

WRITE: Merchant Magazine, 412 W. 6th St., Los Angeles, Calif. 90014.

Armstrong Cork Co., will advertise a new line of paneling on the October 24 Armstrong Circle Theater production of "Kismet," a color spectacular. Colonial Chestnut simulates traditional wormy chestnut planks, deep embossed, with a roughtextured sur{ace.

The panels are 5/16-inch thick x 4' x 8'. Suggested retail price is approximately $15 per panel.

WRITE: The Merchant Magazine, 4I2 W. Sixth St., Los Angeles, Calif. 90014.

Elched Acousticol Ponels

New Fiberglas etched acoustical panel for suspended ceiling applications has been announced by Owens-Corning Fiberglas Corp.

The washable vinyl film ceiling surface of the new Fiberglas panels has a luxurious deep fissured appearance, Etched, it has a high acoustical efficiency, absorbing up to 75Vo of the noise striking its surface, and carries a Class 25 (A) fire rating.

The panels are available in 2' x 4' and 2' x 8' sizes.

TffRITE: The Merchant Magazine, 412 W. Sixth St., Los Angeles, Calif. 90014.

Vinyl Floor Coverings

Armstrong Cork Co. has added four new patterns to its Vinyl Quakertone rotovinyl floor covering line.

The four pattern additions bring the line to 35 patterns in 14 designs. T\ro patterns

have a ttmarblet' efrect and two a "stonett effect.

A1l four are in two, three and four-yardwide rolls and in 9' x L2', 12' x 12', and, 72' by L5' rug sizes.

WRITE: Merchant Magazine, 412 W. 6th St., Los Angeles, Calif. 90014.

Slofied Woll Pqnets

Built-in Slots for Brackets, Hooks

An adaptable and versatile wall paneling has been designed by Masonite Corp. and Kroehler Mfg. Co. Available in three popular grains, Royalcote Living Wall has slots to hold brackets for adjustable shelves or picture hooks.

Slots eliminate the need for vertical standards, nails or screws. A great variety of shelf and picture locations can be used.

WRITE: The Merchant Magazine, 412 W. Sixth St., Los Angeles, Calif. 90014.

It's the Woter thqt Mokes lt Good?

Portoble Scoffold

Allenite Products Co. has a lightweight, portable aluminum scaffold featuring a knock down design.

The scafrold is made to be carried and

AS A SALES B00SIER, a northern California developer compared his kiln dried framing lumber to green lumber. Salesmen filled a specially prepared 2" x 4" with water. Ihen, to show the surplus moisture found in green wood, the water was emptied in front of customers.

Stort o Weotherstrip Dept.

All that's needed to start a modern weatherstrip and threshold departmentincluding the most popular and saleable items - is offered by Pemko in its new 19" x 26" twoside rack.

A wa.lnut doorjamb-threshold working model explains opera- tion and installation, The rack holds consumer folders.

The rack is cornpact and yet, according to Pemko, it is complete and does the entire job for under $100, including free rack, free door display and free literature rack.

WRITFj: The Merchant Magazine, 4lZW. Sixth St., Los Angeles, Calif. 90014.

loquer Sproy Disploy

Deft., Inc., has introduced a counter-merchandiser for laquer spray stains. The three- tier plated wire rack is no extra charse with purchase of a star.ter. assor.tment,

A styrene header with actual stained wood chips and consumer brochures are included. The rack is 26" wide x l7r/2,, deep x 2lYz" }:^igh.

WRITE: The Merchant, 412 W. Sixth St., Los Angeles, Calif.90014.

Topestry Decorolor Pqnels

Marlite's new decorator paneling has an eye catching brocade flnish. The plastic tapestry surface can be wiped clean and is wear, heat, moisture and stain resistant.

design blends with any contemporary or traditional decor.

WRITE: The Merchant Magazine, 4L2 W. Sixth St., Los Angeles, Calif.

Sell Accent Wqlls

Distinctive interiors can be achieved with Marlite's Textured Travertine paneling, which can be cut into easy-to-fit pieces. Here the 4'x 8'square-edged panels were cut into L6" x 24" pieces and attached with an adhesive to the old wall. The joints

MATERIAL HAI{DtING

EOUIPMENT designed specificolly for lhe retqil lumber & building moteriqls deoler. Write or phone for our free cotolog todoy.

The handsome gold, green and red planks are 8' x 16" x 7/+". Matching mouldings are available.

WRITE: The Merchant Magazine, 412 W. Sixth St., Los Angeles, Calif. 90014.

More Acousticol Tile

A new pattern has been added to the ceiling tiles marketed by Allied Chemical's Barrett Div. The Edgemont has a geomet- ric design blended over a soft white background that is highly light reflective. Its

Distinctive Background Walls

were "staggered" to create an eye-catching accent area.

Since the panels are 7/+" thick, they can be applied over any solid backing or new framing. This plastic-finished hardboard also is available in 16" x 8' planks. Matching moldings are available.

WRITE: The Merchant Magazine, 4lZ W, Sixth St., Los Angeles, Calif. 90014.

"The Haul of Fame" 2901 E. STAUSON HUNTINGTON PARK cAUFORNtA 90255

lUdlow 3.1056

New Wood Roof Decking

Tarter, Webster & Johnson is rnarketing a good looking, panelized, solid wood roof decking.

Designed to make any home more beau-tiful, Bond Deck is made up of four T & G

the window of the counter. For odd inches the face of the wheel is divided into segments of 12. At the touch of a button the counter resets to zero.

"Measure Meter" retails at $9.95.

WRITE: The Merchant Magazine, 4l2W' Sixth St., Los Angeles, Calif. 90014.

Quick Chonge Fence Brockels

C,olorful Ceiling Blocks

Washable Marlite ceiling blocks, a fine remedy for cracked and unsightly plaster, are now available in oyster and polar white with either gold lace or nugget patterns.

2" x 6tt nrns, netting a 2\" face. White fir, smooth or saw textured, in 24 lengths, is the main species ofrered. Other species are available.

WRITE: The Merchant Magazine, 412W. Sixth St., Los Angeles, Calif. 90014.

One-Mqn Meqssre Meter

Distances up to 999 feet can be measured by one person using a handy new device called "Measure Meter." Made of flexible and non-breakable plastic, "Measure Meter" is simply a wheel and counter on a long handle with a non-skip flnger grip.

As the wheel is rolled over the surface to be measured, the distance pops up in

Teco has taken the sPecial cutting, notching and other fltting out of fence making. A new 18-guage zinc - coated steel fence bracket Permits easy removal of entire fence sections, individual rails or louvers. The orecision made iracket comes in handy when making special "screeningtt louvers.

The secr:et of the bracket's usefulness is its special "slide intt feature.

WRITE: The Merchant Magazine, 412 W. Sixth St., Los Angeles, Calif. 90014.

The 16" square x V+" tlick blocks are especially resistant to heat and high humidity, claims Marlite. Tongue and groove edges simplify fitting. And matching cove mouldings can be purchased.

WRITE: The MerchanL, 4I2 W. Sixth Sixth St., Los Angeles, Calif. 90014.

Mobile Disploy Visits Deolers

EIGHI "Profit Cruisers," manned by representatives of the P & C Tool Co., are stopping at building supply dealers throughout the West. The vans carry tool displays.

Wesnem lumbcr I luildlng ltctcrlql: IIEICHANT

Sove Two Boords with One Bor

The t" & Y Bar Co. has brought out a new bar design called "Sav-In Bar." Its advantage is the bar head style.

Two four inch prongs reach under flooring, siding and sheeting to lift it free from wood joists and studding. The prong's straddle joists to grip flooring on both sides of the nail fastener.

Sav-In Bar dismantles a wooden structur€ without damaging the lumber, claims T & Y, hence their slogan ttSave Two Boards and Pay for the Bar."

Standard 74', 24" and 30" sizes come ready to use. A special reversre head, 26 bar enables men to stand on the down side of a roof while working.

Prices range from $1.87-92.37 per bar wholesale. Rates per dozen are available.

WRITE: The Merchant, 412 W. Sixth St., Los Angeles, Calif. 90014.

Solid r/2" Wood Poneling

Rosboro Lumber Company now has as standard, 1 x 4 and 1 x 6 paneling tk" thick, iri hgmlock or fir, in a small V-joint t & g pattern and in a small, rounded cased edge V.

Val Gardner, their sales manager, said, "The old philosophy that solid wood paneling must be Y*". thick is really ridiculous. Hardwood plywoods are usually only la" thick, as are most other competing panel products.

An additional benefit claimed for solid wood paneling is that it can be blind nailed. WRITE: Mercha,nt Magazine, 412 W. 6th St., Ios Angeles, Calif. 90014.

Woll-Mounred Cqbinet Disploy

Long-Bell kitchen cabinet and vanity lines are tastefully presented in a new wall-mounted display.

The 34" x 38" cl,osed display offers four styles and finishes: Shadowline birch, Med: iterranean, Colonial and Provincial walnut. The display opens to show: Srhite and gold vanity, Spacecraft Traditional and Spacecraft with provincial grooving.

A literature holder is included.

WRITE: The Merchant, 4L2 W. Sixth St., Los Angeles, Calif. 90014.

Frce Ponel Disploy

Forest Fiber Products Co. has a free com- ',1, pact wall display f,eaturing samples of ;) Forest Grain prefinished paneling, 16" wide I tongue and groove paneling, and their liner.

The display, 12!z' wlde, has six plastic ; pockets, each containing a six-inch deep sample.

The all-purpose liner is cut to show the smooth lower portion and the perforated area above wainscot height.

WRITE: The Merchant Magazine, 412W. Sixth St., Los Angeles, Calif. 90014.

Circuh'r Sown Redwood :

"Crescent-Sawn" redwood. with circular l saw-texturing for paneling, siding or fencing is available from Georgia-Paciffc Corp. $ Among patterns are board-and-batten, construction heart and other grades in either vertical or flat grain. Finger-jointed boards can be specified to any transportable length.

Fencing can be textured on both face and back.

WRITE: The Merchant Magazine, 412 W. Sixth St., Los Angeles, Calif. 90014.

Random Hemlock Pareling

Ncw Lltetratutr@

Room Dividers

Colorful free brochure illustrates 15 various ways Modernfold products can be used in light commercial and residential buildings to create rooms by dividing space and to close-off cluttered closets and utility rooms. It also explains how room

WRITE: Merchant Magazine, 412 W. 6th St., Los Angeles, Calif.90014.

Two Colorful Films

Pittsburgh Plate Glass Co. has produced two colorful films. "Adventure in Color," 14 minutes, shows the value of color in home, business and industry. "Accent on Color," five minutes, illustrates the creativity of using painted furniture in the home and for garden and patio.

WRITE: The Merchant Magazine, 412 W. Sixth St., Los Angeles, Calif. 90014.

Bqlhroom Innovqtions

The Cornell report, The Bathroom, is now available in a paperback.

to the general public by American-Standard, a joinf, sponsor of the study.

For these special copies, American-Standard has designed its own dust cover and complete index delineating and illustrating the newest innovations in bathroom fixtures.

WRITE: Merchant Magazine, 412 W. 6th St., Los Angeles, Calif. 90014.

Wood Moulding Guide

"Designer's Guide for the Use of Wood Mouldings" is an illustrated, color guide showing use of standard wood mouldings. Drawings portray applications. One side of the guide can be used for display. Pfice: 25q,.

struction techniques, merchandising ideas and other information on the use of hardboard as an interior and exterior construction and decorating material.

WRITE: The Merchant Magazine. 412 W. Sixth St.. Los Angeles, Calif. 90014.

Post Cops Sheet

A design and specification sheet on a line of post and jamb caps, has been introduced. a S";*;a'_'"**"

dividers and folding doors help eliminate disturbing noise and make doorways more accessible.

In addition to general information. the Modernfold brochure provides easy installation guides and specifications for all 21 Modernfold partitions.

The result of a five-year study of the bathroom by Cornell University, the report examines the social, cultural and historical customs and taboos of the bathroom as a household facility and reveals important data affecting our home and everyday life.

A limited number of copies of the book will be made available

\YRITE: The Merchant Magazine. 412 W. Sixth St.. Los Angeles, Calif. 90014.

Reporl lo Builders

An illustrated 16-page special report, "What Builders Should Know About Hardboard," is available from the American Hardboard Association.

It contains sections on types of hardboard, applications, con-

Post,iJamb Specs

The sheet has been prepared purposely for insertion in product reference files maintained by architects, engineers, builders and material dealers.

WRITE: The Merchant Magazine,4l2 W. Sixth St., Los Angeles, Calif. 90014.

Folding Door lnfo

CLASSIFTED ADVERTISII{cPosition Wanted 92.00 per line, minimurn $4.50. All other 93.00 per line, minimum $6.00. Twe lines of address (your address or our box number) count as one line. Closing date for copy is 20th.

POSITION WANTED

CLASSIFIED ADVERTISEMENTS

MANAGIIII or SALES MANAGER in Retail Lumber yard. Complete knowledge of hardrvare, sash and doors. 25 years experience16 years in California. Wr:ite Box 140.

HELP WANTED

ASS'T. ESTIMATOR wanted. Exp. in figuring prod. cost, order processing, use of calculator. Also need ADMINISTRATM CLERK, type, use calculator, general office. Hunter Woodworks, Inc., 1235 E. 223rd St., Torrance, Calif. 835-5621 or 778-2847.

PALLET SALESMAN exper. in selling pallets to industrial acc,ts. Salary plus commission plus auto allowance & sales expenses. Call for appointment. Hunter Woodworks, 1235 E. 223rd St., Tonrance, Calif., phone (213) SPruce 5-2544 or TErminal 5-b6?1.

EXPERIENCED retail lumber yard volume background. Give full history. this ad. Write Box 133.

Names of Advertisers in this Department using a Box Number cannot be released. All replies should be aS dressed to box number shown in the ad in care of the Merchant, 412 W. Sixth St, Los Angeles, Calif. 90014.

INSIDE SALES BUILDING IIATERIALS. Large manufacturer and distributor of plywood and allied products ha-s an opening in the Salinas area for a mature, permanent insirle salesman. Building materials experience and college clesirable but not essential. Outstanding retirement and security benefits, group insurance and corporate image. Please send u'olk experience, education and other pertinent information to Box 1788, Salinas, Calif.

BAY ARFIA WHOLESALER u'ants aggressive LCL salesman to buikl sales from inventory of softwoods and hardwoods. A real future fol right man. Box 128.

EQUIPMENT FOR SALE

HYSTER, used, 16,500 lb. capacity fork lift trrrck. May be seen daily al, Hunter Woodworks, Inc., 1235 E. 223rd, St., Torrance, Calif. (2I3) 775-2544 or (213) 835-5671.

BUSINESS OPPORTUNITIES

manager. Must have some Present manager knorvs of ONE-HALF INTEREST in deal for experienced man. Box 134.

FAST GROWING chain lumber & hardware discount stores seek- ing exper. retail lupber salesmen, manag'ers and asst. mgrs. Excellent oppor. for advancement. Top pay, penvions, profit sharing, insurance and other benefits. Send resume to Box 100.

EXFjCfITIVE experienced as manager of new comprehensive retail Iumberyard and building materials store. AIso taking applications for assistant manag'er and managers of satellite yards. AII Northern California locations. Repiies strictly confldential. Send resumes to tsox 138.

ASSISTANT TO SALFISI'IANAGER wanted. Must have moulding, millwor* and,/or cut stock experience. Substantial production as well as wholesale. Well established and progressive compatly. SaIary and other benefits. Location near San Francisco with national distribution. Send lesume with complete details. AII replies will be treated in strictest confidence. Our employes are aware of this ad. Box 139.

SANFORD,LUSSIER, INC.

DISTRIBUTORS AND WHOTESATERS

Ook Stqir TreodsThresholds

Door Sillsl{qydvvood Mouldings ond

Ponel-Woll

ond DomesticPhilippineJoponese

Hordwoods

Worehouse Delivery or Carlood Shipments

6IOI SO. VAN NESS AVENUE

los Angeles 47, Colif.

AXminster 2-9181

established retail lumber yard. Good Owner retiring. 920,000 down. Write

LU]UBER & BLDG. of opportunity. One

lumber yaxi in Burns, O.r:egon. Good locationhighrvay adjacent-plenty of room. Space for For details contact D. C. Joxlan Real Estate. Burns, Oregon, 9'i720. Ph. 573-2344.

MATERIALS STORES for sale in the valley main yard, one branch yard. Write Box 240. FOR SALE: Retail railroad and main implement dealer. 397 N. Broadway,

LTIMBER YARD FOR SALE. Armstrong Lumber and Building Supplies. All or part. Box 141.

SERVICES OFFERED

JOHNNY TIIE LUMBER LOAD SIGN PRINTER Specializing in paper danger flags, side-load signs, job cards, etc. John Weiler's Printing, 14417 Hawthorne Blvd., Lawndale, Calif. Phone (213) 676-7522 or 676-2293.

LASHIEY LUf,IBER, lnc.

WHOLESALE IUMBER O P.O. Box 546

Lq Conodo, Cqlif. ffiapman 5-8805

West Coq.t Wholoroh cnd llAill Rrprornlollvc AIL SPECIES '

LUMBER -- PTYWOOD -- AttIED WOOD PRODUCTS

GLU.IAM BEAMS

Vio Dirca Shlprnent -

RAIL -- CARGO -- TRUCK.&.TRAIIER

BUYER'S GUIDE

tOS ANGETES

IU'{BET AND LU'NBEN PRODUCT5

Amcricon Hordwood Co. .-..-..------..------.-:719'1235

Angclus Hordwood Compony .-----...-.tUdlow 7-6168

Arcqlo Redwood Co. (Ken €onwoy)--..WEbsler 6'4848

Acrociqled Rcdwood Mills .-.-----.OVerbrook 5-8741

Bough Foresf Producls Corp..--...-----.(2131 330'7'f5l

Bli* tumber Co., Inc. .-...---RAymond 3-1681-3-345'f

Brooks-Sconlon, Inc. -.----.----..---.....-(71 4) 529'21 19

E. L. &uce Co. (Jim McFadden)---.-.---.12131 622-9845

Brush lndustriol Lunber Co. .------.-RAymond 3-3301

Cotif. Door Co. of I'.A. -.----------.-----..---(2131 588'2141

Crswford, lumber, F. r\ "----.----.-------.. -------.-f7 1-2161

Dooley & Co. .---.----.----------.-.-----------EDgewood 6'1261

Ed Fountoin lumber Co. ---------.-----.-.-.tudlow 3-1381

Esrley & Son, D. C. RAYmond 3-1147

Evons Prodocls Co. --------------..----------------(2 I 31 253-6931

For West Fir Soles ----(2131 245'3131

Fir & Pine Lunbcr Co. ---.--.------------Vlctorio 9-3109

Fosler Foresl Producls -.(2131 681-2343

Fre-emon & Co., Stephcn G. --.----.--------ORiole 3-3500

Fremonl Foresl Producls ----------------RAynond 3-9643

Gollcher Hordwood Co. .--------------.-.P[cosonl 2-3796

Gcorgio-Pocific Corp. (lumbcr) ----.-.Mynrond 3-9261

Gcorgio-Pocific Corp. (Plyrood) -----Mynond 3-9261

Gcorgla-Pocific Corp.

Globr lnternolionol

Hollinon Mockin lumbcr Co. ..-----.--.-.-.---.-..685-4506

Hexberg

Hufi tumber Compony --SPruce 3-4846 to:hley, Dovid E. --------.--.-.-------------.Chopmon 5-8805

Los-Col Lumber- ---(2131 LUdlow 2-5311

lrlorquorl-Wolle tumber Co. .------------.l2l3l 625-1191

Mulfcn Lumber Co., Floyd ----678-5334

Mutuql Aloulding ond lumber Co. -...--FAculry l'0877

Neth tumber Soles, A. W....-.--..--.-------.--.-872'l 280

Orgood, Roberr S. -...DUnkirk 2-8278

Pocifi c Fir Sqles .--.-..-.-----------..-.---------..MUrroy 2-3533

Pocific Lumber Co., The --------..---.CUnberlond 3-9078

Pccific-lrlodison Lumber Co. -----.-..-----SPruce 3'2292

Pon Asiqlic Troding Co., Inc. ------....-Rlchmond 7-7524

Peirce Compony, Al ---.--.--.--.----..-.--.NEvodo 6-1009

Penberlhy tumber Co. lUdlow 3-4511

Rounds lumber Co. .--..---..-.---..--.--------------------115-2896

Sonford-lussier, Inc. --..-------.-----.--AXninsler 2-91 8l

Simmons Hordwood Lumber Co. -------..-SPruca 3-1910

Soufh Boy Redwood Co. .---.---------.---.SPring 2-5258

Stohl Lumber Co. ----..----.-------.-.-----ANgelus 3'6844

Stondord lumber Co., Inc. ----------.(2131 685-4041

Stonton & Son, E. J. --[Udlow 9-5581

Summil lumber Co. --.-.-..-.--------------ANgelus l-2161 Superior Fireptoce Co. --.---.---..----- -----------626'U67

Sulfle & Keller Lumber Co. ------.------.----Gllbert 3'8909

Tocomo Lumber Soles, lnc, --------------.-.--MUrroy I -6361

Torfer, Webster & Johnson, Inc. --------ANoelus 9'7231

Twin Hqrbors Sqles Co. ..---.625-8133

Union tumber Co. .-..-----..-.--.--- -----------17 1 41 542- 5669

United Whlse. [umbar Co. .--------...OVerbrook 5-560O

Uniled Stofes Plywood Corp. ..--------.-..!Udlow 3-3441

U.S. Plywood Corp. (Glendole) -----.-..-.-.--Cltrus 4-2133

U.S. Plywood Corp. ([ong Beoch) .-.-..HEmlock 2.3901

U.S. Plywood Corp. lSonto Ano) .-..-.Klmberly 7-1691

Wending-Nolhon Co. ----..---.----."CUmberlond 3-9078

We3tern Hordwood [umber Co..-.------.--.--..----655-8933

Wcyerhocuser Conpony ----..--.-.-.---Rlchmond 8-5451

Wqrehourc (Anoheiml ------.-.-..-.PRospect 2-5880

Wholesole Foresl Producls ..583-6013

TNEATED TU}TBER_POIE5_P]II NGS-TIEs

Bsxtcr & Co.. J. H. -..DUnkirk 8-9591

Koppers Compony ---.(213) 830'2860

t\AcCormick & Boxter --V111 871-8971

Son Anlonio Conslruction Co. ----------UNderhill 5-1245

Treoted Pof c Builders---.--------- -----------17 1 11 986'U66

SASH-DOORS-| IIIWOnK-SCREENS MOUTDINGTBUITDING,IAATEUA$_PAINT

Associaled AAolding Co. --.----.--.-..---RAynond 3-3221

Colifornio Door Co. -.(2131 588-2141

Colifornia Ponel & Veneer Co, .-------MAdison 7-0057

Corlow Compony -------.-----.------.-.Pteosont 2-3136

Jessup Door Co.--.-..--------..----------------------(2131 685-4000

lAoplc Bror., Inc. .-.--------.---..--..-.OXbow 8-2536

Moron Supplicr, lnc. ---.-----..--.-..ANgclur 9-0657

Nordohl lrlon uf octurin g Co. .---..-.---..--- -------819'267 5

Peflo Architccturol Producls, lnc. .-..---.(2131 n4-24OO

Pitlsburgh Points ....----.---.-.....--.-..---.-.--(21 31 378-8373

Shokerlown Corp. -------..-....---.-.-----------.(71.11 529'2119

So-Col Conmcrciql Slcel.-.--.-.---.--------.(2131 685.5120

Stroit Door & Plywood Corp. .----CUmberlond 3-8125

Torlcr, Webclcr & Johnson .-.-..----.-.ANgelus 9'7231

Torlcr, Wcbslcr & Johnron (Spcciolly Div.) AN 8-8351

Woodlqnd Products Co. ------.(7l,ll Yukon 67981

SPECIAL SENVICES

Associoled Molding Co. ...-.---------RAymond 3'3221

Berkot Mfg. Co. --.---------...-. 875-1 163

Cotif. !br. Inspeclion Scrvice .----NOrmondy 5-5431

Chip Notionol ---------.-17141 982-9617

Coosl Ploning Mill --.-------.-..-----------lrlAdison 2-l I 8 | Hunler Woodworks ---.---------------.--------SPruce 5-254'f

Motheny Rent-A-Skill -.(2131 381-5255

Miomi-Corey Mfg. Co'----..--- -773-8511

NolPok Corp. 213) lUdlow 3'1056

Regol Induslries r31 23r-1033

IU'IABER HANDIING ATTID SHIPPING; CARRIERS

Grcenficld & Son, lnc.. H. l,L ---------NEvodo 6-1783

Sqn Bernordino - RiversideSonto Anq Area

Bellwooil Compony, The -.--...-....._-l7l4l 538-8821

Cofifornio Door Co. of [.A. ----.--------17141 825'7Sll

Corlow Compony ------------.-----------TAlbof 5-0672

Evonc Products Co. lPlpvoll Div.)----------{7141 737'0651

Georgio-Pocific Worchourc ----------OVerlsnd 4-5353

Horbor Lumber (Al Wilsonl---------------------Ov'f'8956

Hobbc Wqll Lumber Co., Inc....---.----------------511'5197

Inlond tumber Compony -.----------------IRiniry 7-20O1

Jessup Door Co..--.----------------..-....--------(2131 694'1965

Key Corporotion ------.--------.--------------------875-2060

Morqucrt-Wolfe Lumber Co. *-...-(213) 625'1191

So-Col Commcrciol Steel-----.-.-- --.--------V 1 41 825'6770

Torfer, Wcbrler & Johnron .--.--.------TRiongle 5-1550

Twin Horbors lumber Co.--...--..-----.------17 1 41 517

SAN

Lumber Compony ----------.-----GRidley 4-1583

Bros., lnc. -------.------.-..--.------Hlckory 2'8895

Co., E. t. ....---.--.-----.--.----------------17141 Gt 9-lt166

Soufh 8oy Redwood Co. (lor Angeles)--JEnith 2261

Torler, Webster & Johnson --.---.-------.GRidley 7'1171

Weyerhoeuser Compony ---..----.-----COngress 1'3312

BUITDING IIATERIATS

Georgio-Pocift c Corp' -.-..------ ---------V | 1l 262-9955

So-Col Commerciol Sleel.--.---.-.-.-.-.--.-.---17111 23'[-l 851 United Stofes Plywood Corp. .-.-...-.- --BElmont 2'5078

Woodlqnd Produclr Co. -----.-.-..-.-.(7141 YUkon 6-7981

NORTHERN CATIFORNIA

ARCAIA

Arcoto Redwood Compony .-.--.--.-.---.---Hlllside 3-5031

Associoled Redwood Mills ....-------VAndyke 2-2416

Col, Pocific Soles Corp. -.------------VAndyke 2-5151

t967

WASHINGTON

BUYER'g GU IDE

sAslt+oon-wnDow-noutDt Nc3

BUIIDINC ilATETIAIS_PAINr

Slofcrcn *-DAl.caloil 7.7O1

A'YIBOY

fnl'l popcrllong-Bcll Div---.----...-_-.(206t 217-2910

tol.tcvtEw

lnt'f Popor Co. (tong-Bcll Div.l-.---.*_{2061 123-2tt}

SEATTTE

U.S. Plyrood Corp. -.--.--.--.--..-.----.._--_-pA-2.6500

Tunoc Lumbor Co. ...-.--.-*---.-----.-._-AT 3.22@

Sinpron Tinbcr Co. --_--.MU 2-2829

Weyrrhocutcr Co. -.--_.--PA 2-70t5

TACO'IAA

Gcorgio-Pocicc Corp. .----.--..------.-.--.-FU 3-1528

Weyerhoeurcr Co. ----.-----------.-_._...FU 3-3361

VANCOUVER

Int'l Popcr Co. llong-Bell Div.).--.__----.-__(5031 28S-l3OO

wtNtocK

Shokerlown Corp, ..-------.--.------_-__-.SUnsct 5-350 |

SAN FRANCISCO

tUllSEt AND turruEt PRODUCIS

Arcolo Redwood Co. .-----.-----__-.._..--_-yUkon &.2067

Col-Pocific Soles Corp. -._933-0600

Evons Productr Co. -----.---.----.----_-___-_--_-_-926-241 |

Gcorgio-Pociftc Cotp. --------"-----____DOuglor 2-3388

Holl Co., Jqncc l. .-_---SU[cr l-7520

Hoffinon Mockjn lumber Co.-__.-...__..-_-.(41 q $7-gUO

Horbor lumbcr Compony -----..---.-...-_.-.yU kon 2-9727

Higgins lumber Co., J. E -.-.-----....VAlcncio l-8741

Hobbr Woll lunbcr Co., lnc. -..-..--.--Flllmore 6-6000

tomon Lumber Co. ...--..-----.--.-..------fUkon 2-4376

MocBcoth Hordwood Conpony -----...Jllcsion 7-0722

Pocific Lumber Co., Thc --.77117N

Sifmorco, lnlernolionol *Z612dj

Torlcr, Wcbrtcr & Johnson, lnc. .---.PRorpcct 6-4200

Union lumbcr Compony -..--.-.---....---.-.-SUttcr l-6120

Unilcd Slotcs Plywood Corp. .-.--..-..-JUnipcr &50O5 Wcndling-Nothon Co. --------------.-.5Uiler I -5363

Compony -----319-1114

Colovcroc Ccmcnt Co

OBITUARY

HAlls wAtt

Hans \[all, who once owned and operated the two biggest retail lumber yards in Berlin, Germany before World War II and later owned and operated a successfirl retail operation in Los Angeles, Calif., has died after a year long illness. He was ?5.

He was born in Tuchel, West Prussia, on May 26, 1892. His father, like his son after him, was a lumberman and Mr. \Mall first worked for his father.

In 1910 he made his first trip to America, working for a lumber company in New York. In 1912 his father's illness forced his return to Germany to take over the business. He ran the business, a retail operation and sawmill with his brother Martin until 1938 when he moved to Los Angeles and established General Lumber and Supply. He had married his wife, Felicitas, in 1928.

His son, Robert, who worked with Mr. Wall for twelve years before Mr. \[all's death, May 8, 196?, had run the operation for the past year. I{e is continuing operation of the yard.

Old Growrh Redwood, Shorts P. E. T. Green Commons, Dry Uppers

G ec R Lumber Co.

Kln-Drlcd PINE

wHm Flt

INCS{SE CEDAR

DON'T

CO'IIPLETE CUSTOM'IIILIING

Lorge Tinbers qnd Wide Sizes

Our Speciclty

Box 156 Fred Gummerson

Gfoverdole TWinbrook 4-2248

PTACERVITLE TUMBER COIIPANY

P.O. Box 752, Plagprville, Golif. Monufscturers

SPECIALIZTNG IN ROOF DECKTNG

Telephone: Phcewill*l.lAfionol 2-3385

rEr

TEAR OUT AIONG DOTTED I.INE

-l

Don'I be Left Ouf!

DON'T be left oul of whot's going on in your indusfry. Gel in on lhe inside. Gel in wilh lhe movers ond shokers in the business . be in on whoi's going on.

Hoo-Hoo puls you in direct conldct wifh olher lumbermen. Puls you in conlocl wilh men ond ideos lhol it mighl olherwise hove loken you yeors to conlocl. Lels you leorn whot il look others yeors lo leorn. Lets you give of yourself so thot you gel in relurn. Frolernol fellowship benefits oll who corne in contoct with it, Los

W

H00-H00

X?s^fQ keep

Heg Bhanlie

The mans hene rlith the Ouengus Hlba

Good news! Because Quercus Alba is just another way of saying White Oak. And we don't know of any wood that has such infinite grace and versatility. Or that's more easily worked.

For over 86 years J. E. Higgins Lumber Company has earned a reputation as specialists in fine softwoods and hardwoods. We stock Alaskan Yellow or Western Red Cedar, upper grades of Sitka Spruce, vertical grain Douglas Fir and clear heart Redwood. And hardwoods like Tennessee Cedar and Oriental Oak. Our selection is extensive. For the wood you want, plus matching plywood and mouldings, call Higgins today.

$[RA[TD00m$ thee,utity Leader '67!