Merchant Magazine - September 1970

Pacific Coast Yellow Cedar

(alaska yellow & port orford)

excellent for: marina decks . bleachers & stadium properties of Alaska Yellow and Port Orford cedar:

home decks . pool decks . dock boards seating . school & park benches

highly resistant to decay does not splinter does not require painting: low maintenance low shrinkage factor freedom from warping and pitch

forncr|yCA!|FoRN|ALUMBERI^ERCHANT.l,l'rchoodtllnrondNryrLcqdd'inc.1922

SEPTEMBER, I97O

Y(ITUME 49, II(l' 3

immilmmmmmmmn MAJoR NEWS and FEATURES lMmnueunnilrumtr

ARTWORK AND DECOR BRIGHTEN NEW ARIZONA YARD

LOOKING AT THE INS AND OUTS OF SELLING SAUNAS

HOW TO SELL PAINT_CONCLUSION OF A SERIES

R,UNDOWN ON A MAJOR NEW DISTRIBUTITON CENTER SMOOTH SELLING SERIES ON SALESMAN CONFIDENCE

SAN DIEGO CLUB HAS ANNUAL GOLF TOURNAMENT

WILLITS REDWOOD PRODUCTS' ANNUAL MEETING NEW DISTR,IBUT]ON CENTER IN METRO SEATTLE

NATIONAL-AMERICAN GAINING MORE NEW MEMBERS

MINI REMODELING PACKAGES CAN BE "PRE-SOLD''

ELECTIONS ARE HELD BY LOS ANGELES CLUB TWO

Arsoclato Ealltor anil Advertisinc Productlon Mgr. Richara Heckman

Circrrlation Marsha KelleY

REPRESENTATI\rES

NORTIIERN CAITTORNIA & PACIFIC NORTHWEST Cal lYooil, advertlsing and news' 5 Genoa Place, San Franclsco' caril. g4rss. Phdne (415) 391-0913. San Francleco Btlllng Offloe' 2030 Unton St., San Franclsco' -cilir. g+rzs. p6sns (415) 346'6000. SOUTIIERN CAIIX'OR,NIA Ted TIFF. advertlslng and news' 5?3 so. Lake Ave.. Pasadena, Caltfornia 91101. Phone (213) 752'3623 or (213) 792-4OgA. NEW YORI( Bllltnc.le& & Ftcko' Inc.' 137 East 36th St., New York, N' Y.' 10016. Phone (212\ 532-7632.

MIDWEST

Richeral Heckler, advertlsing and news, P. O. Box B, Xenla, Ohlo 45385. Phone (5a3t 972'6471.

EDITOBIAL Off'ICES

WESTERN LUMBER & BUILDING MATERIALS MERCHAIfT ls Pub- llshed monthly at 578 So. Loke Ave.. Pasadena. Callf. 91101, Phone (213i ?92-362$ or (21S) 702-4008 bv California Lumber Merchant, Iic. Second-class postage ratet paid at Pasadena, Calff., and addltional offices. Advertlslng rates upon request.

SUBSCRIPTIONS

Chanco of Addr€.s-Send subscrlp' tion orders and address changes to Clrculatlon Dept., Western Lumber & Bulldtns Materlals Merchant, 5?3 So. Lake Ave., Pasadena, Callf. 91101. Include address label from recent issue if posslble, Plus new address and zlp code.

SubscrlDtlon Rotee-U.S., Canada, Mexlco-and Latln Amerlca: $4-one vear: S?-two years; $g-three Years. Overseae: $s-one year; $8-two year8. Sinsle coDles 5Or. Back coples ?5t when available.

Tho Merchont Magazlne serves the members of the: -Arlzona Lumber & Builders Supply Associatlon, Phoenlx: Lumber Merchants Assoctation of Northern Callfornla, Los Altos: Montana Bulldlng Mate- rlal Dealer8 Assoclatlon, Helena; Mountaln States Lumber Dealers Associatlon, Salt Lake Clty and Denver: Lumber Assoclatlon of Southern Callfornla, Los Angeles; western Buudlns Materlal Assoclation, Olympla,-Washtngton.

TIIE I{ERCHAIIT

is an ind,epend,ent magazina, for the lumber anil building mate' rials i,nilustrg, concentrot'dn'g on mer chandising, mana g ement and accuro,te, fathtal newe.

We both knorv warm, inviting appearances are essential to 4'x8' paneling sales. That's rvhy'rve've gone all out rvith Am-Ply. With fine handcrafted veneers for our premium President series. And striking color-tone prints for our Mission and Castiliarz series.

In addition to beauty, rve know a profit-minded dealer, like yourself, also needs fast service, responsible pricing, in-depth inventories and nearby distribution centers. That's really what Am-Ply is all about. Why rve'd like to talk to you. Show you samples, price lists and handsome nerv promotion aids to help you boost sales. Write us now at P.O. Box 3498. San Francisco 941 l9 or phone (4r5) 776-4200.

the only prefinished line you need to stock from now on!

f.neL W.bstet t Johnson

On Beoting the Blohs

ITCONOMICS is widely described as being ! a science, but unlike mosi sciences, the conclusions people draw from the available data often tend to produce different answers. This strange state of affairs seems to hold true whether the prognosticators are highly learned professional economists or just the next two guys down the bar.

An economist we know describes his counterparts this way: "an economist checks the figures and explains what will happen in six months. Six months later he uses the same figures to tell why it didn't happen."

W'hen the forecasters all agree it often means what they guess will actually happen. Not always, but often.

So with that proviso, we suppose it is safe to relate some of the tentative optimism that seems to be perking and the reasons for it. The sources of this information, happily enough, are mostly those who can accurately report what they really think, unlike some whose business interests tend to cloud the accuracy of their forecasts.

The rate of new housing starts in July, the Department of Commerce tells us, was the highest in the past I7 months. The gain reflected a 15 percent increase over the previous month and on a seasonally adjusted basis, exceeded slightly the 1.5 million mark.

The United States Saving and Loan League has checked the till and found that their mem-

bers in July had posted a record in savings deposits. They say the Federal Home Loan Bank Board found similar record setting growth. This is especially significant because July has traditionally been the least favorable of the 12 months as far as deposit growth is concerned. The inevitable conclusion that more leirding money for housing is available, albeit at a high cost, is encouraging indeed.

One of the major aids the federal government has come up with this year to help the industry and its suppliers is the Emergency Mortgage Credit Act. As it has not even been funded yet by Congress, its undoubtedly helpful efiects will be added onto the present increases.

After making a survey recently of leading economists in this country, the Wall Street tournal said homebuilding finally showed signs of a sustained recovery. They cited the latest increase in housing starts and noted that "most economists expect this trend to continue and accelerate." While housing is the bright spot, they describe the overall national picture as The Blah Economy. Traditionally, housing has always led the general economy out of the economic lows, It's tempting to 6ee a period of sudden surges ahead in business activity, and some are already saying that. Calmer heads think it more likely that a slow but steady climb will characterize the balance of the year. Either way, it beats the banging so many have been taking during the first half of this year.

IDWAY Lumber Inc.'s building material center

Tucson. Ariz.. has an exterior sign in striking Spanish Mediterranean, complete rvith gas lights and ornamental iron gates.

The uniqueness of this lumberyard is further enhanced by an original oil painting of the Tumacacori Mission. Mexican tile entryway, and double, oversized, hand-carved Mexican doors.

The store area is 7200 sq. ft., with displays of hardware, plumbing, and electrical supplies, plus a complete line of paint and sundries. Space is also provided for many home improvement items such as custom vanities, decorator hardware, colored shelving, fixtures, paneling and hand carved doors.

All offices open to the main selling area with large picture windows.

The yard is tlrree acres in size with shed area for sack goods, roofing, plywood and lumber bins.

Store parking is provided for up to thirty cars and additional parking is provided in the lumberyard itself.

Store hours are 7:30 am.-6:00 pm. weekdays; 7:30 am.-5:00 pm. Saturday. Extended closing time was made necessary by the home handyman trade that has been attracted

Arfwork, decor brighten ne

to both Midway and Oracle Road Lumber Co. Jack Sullivan, president of both companies, is considering more evening hours for public convenience in the near future.

Since the opening of the new store, approximately 15% of total sales has been in consumer business.

They offer several charge plans. Thirty day accounts, bank charge cards and bank financing plans are all utilized. They have also instituted an ooinstant credit" plan for customers, the minimum being $50 and the maximum $I50. With any major credit card issued, they establish credit, then customers can take up to twelve months to pay, without any interest or carrying charges.

Midway Lumber employs thirty people, including drivers, yardmen, sales personnel and administrative staff. Four outside salesmen drive radio-equipped cars for prompt contact with customers in the field.

Tucson is the main trading area but their customers extend south to

the Mexican border and north to the major mining areas.

Contractor business still accounts tor 75-80/o of their business, with industrial accounts producing approximately 5/o.

Oraele Road Lumber is being enlarged by 3840 sq. ft., to a total area of 9000 sq. ft. It will be completely remodeled with all new fixtures.

Sullivan's new Jiffy Dor plant has just been completed. It occupies 12,000 sq. ft., of manufacturing area, and they've added more working area for a truss operation.

Sullivan also noted that he is now producing module wall sections for prefab homes.

Approximately 30 additional people work in the Jiffy Dor and Truss plant with 25 more being employed at Oracle Road Lumber Co.

Mobile equipment for the two lumberyards and door plant consists of 16 trucks, 6 lift trucks and 12 cars.

"Our competition is healthy, strong

CttAR Sl(lES of Arizona backdrop attractive store, note use of Spanish tile, ironwork, effective landscaping.

YAlllTlES, hardware, paint and all the jillions of other items that make up the modern building materials deale/s wide inventory are here. Note inside planters that carry through decorating theme.

rizona yard

and aggressive, and this is our great' est incentive for growth and succ€ss," observes Jack Sullivan.

He has 36 years experience in the building material field, the first 2l of which were spent in Oklahoma, Texas, New Mexico and Kansas. Dur' ing that time he worked as book' keepero salesman, manager and pur' chasing agent. He served as president of the Arizona Retail Lumber and Builders Supply Association, Inc. 196I-62, He also served on tJre board of directors and executive committee of the National Lumber and Building Material Dealers Association 19631969.

Sullivan went to Tucson in 1954 to stert Midway Lumber Inc. Sinee then he has established Oracle Road Lumber Co. and 'started Jiffy Dor Co. which produces pre-hung doors

Story sI s Glonce

Attractive new yard sets new standards in decor by effective use of a native and regional art and artifacts. Interior as well as exterior is designed to attract the growing volume of local deit-yourselfers. Longer store hours being considered.

and roof trusses. Jiffy Dor also produces pre-fabricated building components.

Retail advertising is aimed primarily at the built-it-yourselfer and home handyman, with most builder and contractor business being developed through personal contact and customer service. Basic media is newspapers, with radio and television being employed as promotional assists.

0FtlCES in ccnter rsar havs large windows which facc out on sales floor.

f]ANTHE building materials dealv er join, and enjoy a profit from, the happy little sauna boom that's rippling across the West?

More than 10,000 saunas, ranging in size from a phone booth to a small meeting hall in athletic clubs, will be built and equipped this year, a new U.S. record. And optimistic distributors even predict that within a few years one of every ten new dwellings will have a sauna or acc€ss to one.

As little as ten years ago, few Americans who were not of Nordic descent had more than the faintest knowledge of that ancient Finnish sweat bath ritual, the sauna. Today sauna suppliers say sales are leaping by 30 to 50 percent ayear.

Saunas are offered to the consumer in two basic ways: The,complete package--lumber-lined room, heater, con. trols and if desired carpeting, or just the heater and controls, leaving the buyer to have his room custom-built or to build it himself.

The second metho{ may offer more profit potential for the lumber dealer, because he can stock and sell all the room materials alone with other wood products and can a=dd the heaters and controls to his specialty lines.

SAUNA ,IIARKETING

How are saunas marketed? A score of companies are operating on more than a local basis. Eight buy space for their brochures in Sweet's Construction File. Several advertise in magazines.

Marketing more units than all others combined is Viking Sauna, of San Jose, Calif. It works mostly through its own salesmen, but also designates independent dealers on a percentage basis.

More than half of Viking's sales are single-family and the complete package is gaining favor rapidly. A special locking device for speeding up assembly and knockdown helps complete-room sales, espe,cially to people who move frequently and to the military.

Florida, California, Texas and the Pacific Northwest are the leading markets in that order, says a Viking official. Commercially, motels are finding saunas a good investment, worth an extra $1 a night to many patrons.

Other sauna distributors generally want to establish dealerships and are more dependent on this system. Metos

The ins anl

Sauna, Inc. is looking for dealers in the West. And doubtless this is true of some of the others.

OREGON DEALERS

One lurrrber dealer who has had a Metos Sauna franchise for a year now, Neal Povey of Dallas, Oregon, finds it o'a real interesting and worthwhile sideline" on which he can ebrn around $300 on a typical sale of room materials and sauna equipment.

"Saunas are not like kitchen sinks, but if you have the literature and can speak with a little authority-like having one in your own house*-you can make sales," Povey avers.

"You can go to Rotary and all sit around talking alout your saunas."

Povey's sales have been residential entirely. Because of the variety of

Sfory d| q Glonce

How dealers and distributors can take part in the growing boom in residential and commercial saunas . western dealers tell of their experi- ences which methods hold greatest promise of profit for the dealer.

models and ease of ordering from the distributor, he doesn't stock the equipment. He sells I x 4 and I x 6-inch clear cedar for paneling, and recommends plenty of fiberglass insulation.

.Another Metos dealer. Three C's Lumber Co. in Grants Pass, southern Oregon, says a sauna sale usually goes with other remodeling. The cu+ tomer typically is middle-income and professional.

'oThe first one always sells more," explans Max Cain of Three C's. "In fact, a sauna owner is almoet too en-

IADY G0DIYA in this Viking Sauna Co. model helped win top readenhip rating in llouse & Home magazine when firm introduced this home unit with equipment installed in door.

DISPLAY is more complete than average dealer would be expected t0 set up, though signs could carry a more direct appeal. Two heater models, controls and buckets and dippers are in commercial-size sauna in new GeorgiaPacific building in Portland. Paneling is 1"x4" western red cedar.

uts of sauna selling

thusiastic in selling his friends. We don't build the room, though we do install any glass thatns ordered.

"We display one heater and it draws good interest. Equipnrent is easy to install. But only one sauna roorh so far has been homeowner built. For lumber we sell cedar, redwood and some $2 and Better knotty pine."

The current period of strong remo.deling activity in comparison to new home building favors the materials dealer. Home owners bring their desire to improve their present homes to the lumber retailer. because it's the one place where they can see on display the materials and literature with ideas for using them.

Many an owner will add a sauna to his remodeling job, especially after he hears it requires only a small space, ordinary wiring and no plumblng.

Metos Sauna has a full-time representative in Greater los Angeles, with sales also tlrough some dealers in health equipment. The way is open for building materials dealers in many suburbs and small cities.

"The integrated lumber dealer,tt says its presidento Dick Robinson, o.is in a good position to handle a sauna Iine and precut room materials. He has the personnel and equipment to do the job, along with local flexibility to supply any t)"pe of project, while avoiding the high shipping costs that apply to prefab units."

Sauna distributors furnish layouts for proper units, for both professional and deit-yourself application, he pointed out.

Finska's presidento John A. Mensik. regards lumber dealers as well situated to handle his Helo.line, though

H POnTUilD home is this architect desisn€d rmm of ryestern red cedar. Home sales -now exceed ggmmercial sales as units gain popularity with homeowners.

he does not allot exclusive territories. Up to now, his best local "reps'o have been remodelers, but dealers would have some advantages, such as display space and drop.in remodeling customers looking for ideas, and a builder's name.

DEATER DIS@UNTS

Distributors have different policies on dealer discounts. Viking allows 25 to 35/o off list price, depe.nding largely on the dealer's promotional effort. lVletos allows 50/o off list, and Finska goes as high as 6O/o; Ior example, heater and controls listed at $439 can be the dealers for $200. Admittedly, a home sauna doesn,t

rank with even a g&rage as a user of Iumber, but the high-grade or handselected board panel to line the room commands a profitable price. Markup on the hardware and insulation would be in line with other typeso iI not better.

SPECIES USED

Lumber is definitely the preferred paneling for the sauna. Most publicized species is redwoodo due to the combined promotions of Viking Sauna, biggest U.S. manufacturer, and the redwood industry.

But sauna people are far from unanimous. The Finns have made out rather well for centuries with their native aspen and spru,ce. U.S. distributors for Metos of Finland, which claims to be the world's largest sauna manufacturer, prefer *uJt"* red cedar, and they like Idaho white pine when they can get it.

Dick Robinson, president of Metos Sauna, Inc., of Seattle. states that cedar does not darken with age, does not water stain readily, does not shrink, is cooler to the touch because its softer texture more readily ab. sorbs heat, has a beautiful gradation of color and has a pleasant aroma.

C0t0R SELIS; many successful lumber dealers 'call their paint centers "color centers" or "decorating centers." Clerk helps customer choose from 720 colors in Pittsburgh Paints' Custom Color, Collection.

CONCIUSION OF A TWO PART SERIES

How to sell painf

by E. G. WILLIAMS

marketing manager, consumer products, coatings & resins div., PPG lndustries, Inc.

COMPLETE line of quality paints also builds customer confidence. Successful stores carry latex and oil base paints, stains, specialty paints and sundries. Specializing in brand of paint also can help b confidence in the store and product itself.

A lumber dealer's paint department also should display new products prominently. This technique usually impresses a buyer that the dealer is well informed about latest developments and techniques in the field, and these products are an important source of income from impulse buying and add-on sales.

Customers also like to know the prices of products before they ask for them. This is one reason why clearly marked prices on individual cans and sundries is often a good sales aid.

Paint customers, just like lumber customers, like to browse. A customer's visits to a lumber dealer or a paint dealer are infrequent, so he's probably unfamiliar with what's available. Gondola-end displays are proven, effective ways to increase

paint sales. Perhaps more important is easy access to paintscustomers like to handle cans rather than have clerks bring the cans to them. Holding and possessing a can before

Story sI d Glqnce

Effective ways to move paint and paint products . . . solid merchandising advice for building materials and lumber retailers.

paying for it strikes a responsive psychological chord in many paint buyers.

Careful planning is important to successful paint merchandising. Since there are five months in which the most paint is sold, the lumber dealer must plan ahead to exploit them. June is traditionally the biggest sales month, followed closely by May and July. September ranks fourth and April is a good selling month in the south and southwest. Augustdog daysis a poor selling month. Especially poor are the holiday

months of November and December.

During these poor retail sales months, however, an aggressive seller can maintain paint sales if he exploits his most important market -the commercial and industrial market in his area. Storeso ofr@s, restaurantso schools, churches and small industrial plants usually paint through the year. By developing this market, a lumber dealer with a paint department can level out sales volume and keep stock moving.

Selling paint successfully, then, is a lot like selling any other product line successfully. You must have a good product, and you must know how to advise people how to use it. You should advertise paint both inside and outside the store, for many great products were commercial failures because people never learned about them. The size, location and physical arrangement of the area in which you display and dispense your line should be impressive enough to show prospective customers that you know all that's worth knowing about paint.

New Distribution Yqrd

South Bay Redwood Co., founded by Harold N[. Frodsham in 1945, rccently opened their new 22 acre wholesalc redrvood and cedar distrihution 1'ard in Orange, Calif.

The ultra modern plant has spur {acilities for l5 box cars, fir'e li{t trucks, one twin and one single resaw, a high speed Stetson-Ross 610 matcher, which permits milling up to 4" thick by 1,1," wide, a new double-end automatic trimmer, a high speed gang rip and a 12" Vonnecut moulder.

The mill and yard, under the su-

pervision of Max Overton, has 20 men in the operation departmcnt plus thc sales and management stafi of James K. Frodsham, president, Max R. Barnette, vp. and gen. mgr., "Sully" Sullivan in charge of local sales, rvith Ken Schmidke in charge of eastern and cxport sales. Founder Harold M. Frodsham is a very active Chairman of thc Board.

A complete invcntor,v of upper grade and common redwood of all grades and sizes is carried, everything from "lath to the large timbers." A new 100x200 dry shed has

been erectt'd {or dr1' clear heart and clear S4S and other standard patterns. Thcy manufacture all patterns of redwood and also ofier a custom mil!ing st'r'r'ice. In addition to LCL yard deliveries, South Iluy direct ships rcdwood and cedar via rail and tru<'kand-trailer. They also maintain storage in El Segundo for stock itcms and loc,al pick up.

Inlqnd's Soles Seminor

A sales seminar for its employees u'as held last month by Inland Lumbt'r Co. in San l)iego, hosted by Inlnnd president Fred Thomson.

llore than ll5 were present for the sessions" which were broken into groups and headed by Bill Sharp, Don Derbes and Gary Thomson.

Stafiers Elmer Lewis of Grass Vallev. Calif.. and Joe Tidwell of Eugene, Ore., flew in for the meeting.

Comper-Troiler Deportment

A camper-trailer department has been added by King Lumber Co., the alert Bakersfield. Calif.. merchandiser.

March is the month the repair and remodeling begins according to Bob King. Business remains good, he relates until about this time oI the year. The department stocks a comprehensive line o{ rt'placement parts and supplies.

HUGE new 22 acre distribution center oro. vides backdrop for South Bay Redwood's Har. old M. Frodsham (left), chairman ,of the board,

and Max Barnette, vp. and gen. mgr. Checking load (in right hand picture) is Barnette and Jim Frodsham, president of South Bay.

LliLL.lLl

A. S. Plywood,-Chanpion Papers, Inc. says it plans to buy Roberts Consolidated thru an exchange o{ stock l'ith a minimurn value of $12.5 million . Samuel Cabot, Inc., the Boston, Mass., stain and paint mfgr., has moved to zear quarters at I Union St.

ScoviJl Mlg. Co. has purchased Ajax Hard,ware and Prestige Hard" ware in Los Angeles for an un' disclosed amount Ford, XIotor Co., which put in more than $1 million to buy Concept Envifonment Inc., a Laguna Beach, Calif., modular home builder, says it wants out; o'failure of the company," Ford said. was because "it was launched in a d,epressed, na' tional economy."

Salem Builders Supply, in the Ore. town of that name, has been bought for an undisclosed amoutlt by Handyman, accorditrg to Ronald Lethin, Handyman and C & R Builders president Vickes Corp. says it rvill spend $2 million on lactories to step up its capacity to produce lactory assembled, homes,

Am.erican Snndard steel beams are now S-beams, not l-bcams; channels and angles are norv identified 6y letters rath.er than sym'

bols follol'ing an American Iron and Stcel Institute decision to st r e amline nom.encl atur e.

Palmer G. Lervis Co. had a big granil opening carniual at their nerv Salem, Ore., branch; John Paust, Steve Parmley and Jerry Parish run branch Inland Lumber Co., Colton, Calii., rvill be Laking morc th,an 125 guests to Hawaii soon as a result of their third annual promotional contest (ah, how sweet it is!).

LMA says first choice so far for their '72 convention is Silverado, 2nd: Santa Cruz, 3rd: Yosemite; final choice will be made later CF&l Steel Corp. closes its City of Industry, Calif., oflice the middle of this month; no reason giuen Artesia Door is moving to a new $I.3 million plant in Carson, Calif., half again as big as its present facility.

Homer Hayward, Hayward Lumber, celebrated wi{e Nancy's 40th birthd,ay in grand style; he chartered three Air West planes and flerv 100 guests around on a '"mystery tour" that ended in Mouterey, 9 mi, {rom home town SaIinas; he then rvined and dined 'em at Del Monte Lodge.

The llandyman chain of d-i-y hardware and bldg. mtls. centcrs opened three new outlets during August in Orange County, the southern part of metropolitan Los Angeles fire destroyed about #50,000 ol lumber in a mid-August fire at Setzer Pine Products in Sacramento, Caiif., original damage estimetes had been higher.

Departrnent ol Commerce sur' vey says rlore consun't'ers plan to 6ay homes in the 2nd half of '70 than the Ist Nt'\. Assn. ol Home Build,ers {orecast the housirg turnaround occurring this month or next . overall build' ing activity in Los Angeles con' tinues to run about $100 million ahead of the '69 pace.

Arrnstrong CorA has been plaeing test vans at shopping centers to test women's attitudes on printed carpets prior to planning their marketing strategies . . urbon renewal has caused the razing of Alaska Build,ers Supply in Juneau; they decided to hang it up rather than move.

Conseraatian, gouernfiient and lorest prod,ucrs groups met again last mo. in Portland, Ore., to "exchange views," and begin work on common goals; we understand no one has been killed so for during the meetings latest lumber production figures show a 1.6/o d,rop lrom lune,'69.

Rocky the Goat, long the symbol of the Great Northern RR., is being phased, out alter the road's merger with the Burlington line; a stl,lized BN now graces Burlington Northern rolling stock

Basic hourly wage scale Lor 7 bldg. trades, including fringe benefits, zoomed up 10.6/o in tlre pdst yeer) Dept. ol Labor says; in the past f.ue years, construction rvorker's pay has increased 499/o; average hourly wage with fringes is $7.43 {or carpenters and brick Iayers and $8.07 lor plumbers,

P.O. Box 717-1]44 Mines Ave.

Montebello, Colifornia 90640

(2r 3) 685-404r

Featuring Quality Products From Pickering I'umher

Weslern Lumber ond Building Mcleriols MERCHANT

Floors!

FLINTKOTE' LUXURYfloors

VINYLCRAFTo flooring is the newest member of the FLINTKOTE family of Distinctive Floors. More than just a series of high-style patterns, VINYLCRAFT floors set a new standard of elegance in contemporary flooring (as can be seen by new WOODBINE'"). That's because all VINYLCRAFT tiles are made in impressive 1/s" thick, foot-square slabs. This allows for deeper embossing and deeper grouting to set off VINYLCRAFT tile's rich, Iavish colors. It also gives each tile the look of handcrafted quality. Made of vinyl and reinforced with asbestos, VINYLCBAFT is the custom-desiqn tile for custom-desion floors.

.-.t "'-':-'

FLINTKOTE CONTRACTTboTs

In nearly a half-century, Flintkote has earned an unmatched reputation as the quality leader in this market because of such widely known lines as CLASSIC'", FLEXACHROME", VINCORTM, TILETEX'and the newly introduced TRAVERTINE DELUXE (in exclusive 9" x 18" size.) Builders across the country know that whatever the contract needs in resilient f loors, Flintkote has it.

FLINTKOTE ECONOMYrbors

Vinyl Asbestos tile styles like PIEDRATM, RENDEZVOUSYH, STONE CHlPru and SALONTIT are proven favorites because of their good looks, versatility, low cost, and built-in ease of maintenance.

FLINI}A(JIE DECORATOR floors

Beautifully embossed to provide an overall floor design rather than the appearance of individual tiles; these styles range from the Spanish grandeur of MALAGENNT, to the baronial look of NORMANTT, to the romantic Mediterranean look of ADR|ANlru, to the cheery early American beauty of BRICK. Decorator Floors also come in DESIGNER SOLIDSTU and Accent Strips for custom-styling. That's why many interior designers consider their flooring files complete with just a full set of FLINTKOTE Flooring Sampler-Albums.

CONVENIENCE noors

This name has become synonymous with FLINTKOTE Peel and Stick* Tile. No one else has manufactured and sold more adhesive-backed floor tile than Flintkote. What's more each tile is guaranteed to stlck. But ease and convenience is only part of the FLINTKOTE Peel and Stick story. lt also includes the latest styles, colors and patterns p/us a selection of 12" x 12" or 9" x 9" tiles.

And now, any 12" x 12" tile in the entire Flintkote line (except Special Series) is available through special order with the adhesive on the back.

*Pat. Pend.

THE FLINTKOTE COMPANY

PRODUCTS

480 Central Avenue, East Rutherford, N.J. 07073

n Please send me more information on the FLINTKOTE line.

fl Please have a salesman call. NAME

FREE GUIDE TO BETTER LUMBER

It's easy to get into the same old rut of using one or two types of hardwoods for every purpose. Yet, there are hundreds of species that provide a more unique effect, available in better grades and priced below dwindling domestic stocks. This new lumber guide shows over 75 species from Japan, Africa, Thailand, India, South America and other important lumber centers of the world. lt also illustrates the unmatched facilities and exoerience of Penberthy in receiving, grading, drying, and milling these species for quick delivery any place in the nation. Call or write for your free copy today!

SNfl@@TH StrLLING

by George N. Kofin, Morketing Consullonf Ccrtnght-Ccoryc N. Kaht

Getting Up From A Foll

Abraham Lincoln suffered many defeats, both in his private and public life, before he became president of the United States.

The world of business is well documented with the stories of men who attained the heights over a route strewn with bad luck, bankruptcy and ruin,

For example, the first store of Frank W. Woolwortl, founder of the dime-store empire, was a complete fop. W'oolworth was already a man of middle-age but he believed in his idea and stuck with it.

ROIL WITH THE PUNCH

All of these men had one thing in common: they knew how to roll with the punch. Devastating as were their setbacks, they didn't count themselves out. They were hurt but not beaten,

This is the lesson the salesman must learn. The further you extend yourself in selling the more apt you are to take a tumble. It's the high achiever who runs the risk of a reverse.

ANALYZE THE FALI

A fall or reverse in fortunes should be an occasion for taking stock of the cause. Even if the reasin is beyond your control, you should attempt to gain some insight into the forces which triggered your tumble. The less mysterious the cause becomes, the more likely you are to fight your way back.

There is also the possibility that you cctn do something about it. After a sharp analysis, you may see all kinds of loopholes that should be plugged in your method of selling.

In each case, analysis is the key to knowledge. It can be your key.

SELF PIW IS SELF INDULGENCE

Self pity is one of the cheapest emotions. The time you spend in feeling sorry for yourself could be put

lCtnllTs Fol S^IE3ISX . this ls a condensed yersion. Each lesson ls avallablc in an sxpanded torm, In s 4.pege brochurs, slze 8y2xll, printed In 2 colors 0n whito Slossy paper and ls 3-holr punciad to fit any standard 3.ring binder. Each subrlct In thls erpandcd vorsion ls fully and completcly devsloped in comprehenslve detail and Includgs a sllf.ortmlnatlon qulz for salesmon, Prlces are as follows:

I b.t aatl.s (ot aach d101.1........10 c.rtr rrcl

to much better use. Some salesmen indulge in self pity so often that it becomes a kind of crutch for them. Instead of indulging themselves in this pastime, they would do much better to get back to work.

This reminds me of a young man who came home from World War II minus a leg. In the hospital he brooded so long that he was in serious danger of becoming a mental case as well. His depression was so profound that he refused to talk to members of his own family.

o'What kind of a job can a onelegged man get," he lamented to his doctor.

One day the ward nurse announced that the patients would be entertained by a show business personality. She then brought in a lively individual who told jokes. sang and danced with a female partner. The man then did a tap dance that drew big applause. A{ter the performance a doctor took the entertainer to the amputee's bed. The man then rolled up his pants leg to reveal an artificial leg.

'oI lost my leg in the first World War." the fellow said.

'ookay, but I don't want to be a dancer," the boy replied.

ooThat's not the point," the man said. "You can be anything you want to be if you'll stop feeling sorry for yourself. You have your whole life td lead."

The young veteran nodded thoughtfully. In a few months, he left the hospital and enrolled in college under the G.I. Bill. He became a brilliant architect.

This story illustrates that there is nothing to be gained by self pity and a lot to lose. Adversity is part of life and the sooner you learn to live with it, the sooner you will surmount it.

WATCH THAT TEMPER

Don't inflict your temper on your boss, your competition or your cus-

10 t0 /tg Goplr3 (0f rrdr rrtich)..31% Garts ..Gh

50 t0 99 c0ph3 (0t r.ch ertlcl.)......30 cent3 rrch 100 or norr coplo3 (0f r.ch rrticlr)..25 centr 0.ch

The entire series may be pte-ordered or Individual articles may be ordered by number , address orders to the Goorta ll. f,aln Co., Department TP, 212 Fifth Ave., Now York, ll. Y, 10010.

tomer', You will succeed only in lowering yourself in their eyes. I learned this from bitter experience.

Years ago, when I was a cub in selling, I got the idea that a good customer of mine had dropped me in favor of my competitor. The orders he gave me were getting smaller and smaller. I figured that most of his business was going elsewhere.

One day I charged into his office and accused him directly of trying to unload me. I was red-faced with anger and my whole body trembled.

toAt least," I shouted, 'oyou could tell me you were switching to somebody else instead of just nibbling away like this,"

The customer looked at me astonished. He was an elderly man and he got up slowly from his chair.

"George," he said sadly, o'I'm sorry you feel this way. You are wrong. The truth is that our business has slipped so badly that we are on the verge of liquidation. We're treating all our suppliers the same way. We're just not buying, except for a very few items."

I wished then that the floor would have opened up and swallowed me. I was humbled, humiliated and sick with shame.

I never lost my temper again before a customer.

In summary, remember that adversity, reverses, foul breaks, etc,, are handmaidens of selling. They will happen sooner or later. How you take them and bounce back is the important thing.

To see how you rate in this department, try this little group of questions. If you can answer "yes" to at least seven of them, you are doing nicely:

l. Do you expect at some time or another to suffer a setback? Yes E No tr

2. Do you feel you are capable of recovering from it? Yes EI No tr

3. Chances are you already have experienced a fall. Have you learned Ur1t,l t No tr

4. Do you take stock of the cause? No tr

5. Do you awid self pity in all these cases?

6. Do you avoid looking for someone to blame? Yes,E No tr

7. can you keep a curb rr /#tn13rg

8. Do you plug loopholes in your selling methods to avoid tu,urr Oy*trJrt no O

9. Do you regard a setback as merely an episode in your life? Yes ! No tr

10. Do you find inspiration in the examples of others who have gone down but came

When orderlhg, pleass' m0ntion The Merchant Magazine. up swinging? YesE Notr

'.'ji'::

You're in a bind. You needed the materials for the job yesterday and you're not even sure they'll come next week.

We can help.

Simpson offers a full line of redwood products,

specialty plywood and other supplies for every building need, plus a Speed Ordering System. lt's a service, sort of a panic service, and you can't get it anywhere else.

S.O.S. can't get your supplies to you yesterday, but it comes closer than anvone else.

SIMPSON BUILDING SUPPLY COMPANY

Fred Holmes o Garl Force o lim Buckner o Gary 0hleyer P. O. Box 665, Ft. Bragg, Calif. 95437 Phone 007) 96+4058

Bay Area

Phil Gosslin (Ooklondl Phone (4151 533-5326

Ed Thompson Uolleiol Phone lTOn 6/;24159

GALEN BAM]

SEPTEMBER

California Redwood Association-Sept. 8, annual meeting, San Francisco.

San Joaquin Hoo-Hoo Club 31September 11, annual sports day and bar-b-que, Sherwood Forest Golf Course, Sanger, Calif.

Los Angeles Hoo-Hoo Club 2September 11, Tree House Club golf challenge, OId Ranch Country Club.

Western \ilood Products Association-Sept. l2-ll, fall meeting, Camelback Inn, Scottsdale, Ariz,

Sacramento Hoo-Hoo Club l09-September 15, meeting, place to be announced.

Western Material Handling & Packaging Show & ConferenceSeptember 15-17, Convention Center, Anaheim. Calif.

International Fence Industry Assn.September 18, So. Calif. chapter meeting, Nob Hill Restaurant, Panorama City, Calif.

National Discus,sion Forum-September 21-23, review the public land law review commission recommendations concerning federal forest lands resources, Portland Hilton Hotel, Portland, Ore.

Dubs, Ltd.-September 25, meeting, Santa Rosa Country Club, Santa Rosa, Calif,

National AssrL of State Foresters-September 2?-October 1, annual meeting, La Fonda Hotel, Santa Fe, N. Mex.

Forest Products Research Society-September 27-October 2, Pacific Northwest wood industry tour, starting in PorUand, Ore.

OCTOBER

Ace Hardware Corp.October 4-5, regional fall meeting, San Mateo Fairgrounds, House of Flowers, San Mateo, Calif.

National Association of llome Builders-October 5-7, sales production seminar, Flamingo Hotel, Las Vegas, Nev.

Dubs, Ltd.,October 9, Del Monte Country Club, Monterey, Calif.

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

Canadian Wood Council-October 19-20, annual meeting, Chateau Lacombe, Edmonton, Alberta, Canada.

National Lumber and Building Material Dealers Assn.October 25-29, Hollywood Beach Hotel, Hollywood, Fla.

American Plywood Assn.-Octob€r 26-27, Fall promotional meeting, Sea-Tac Motor Inn, Seattle, Wash.

Son Diego Club Tourney

San Diego Hoo-Hoo Club held their annual Member-Guest GolI Tourney July 19. Over 70 golfers played the course.

'Co-chairmen Gene Huckstadt, D & G Cabinets, and Ken Friz of Ameri. can Forest Products were assisted by Bud Brown, Bob Mullet and George Dill.

Bob Gauthier, Dixieline Lumber, won the portable T.V. on the drawing.

founder and president, Russell H. Ells, elected his son, Michael Ells, a senior student at Oregon State, to the board of directors. Also elected was Norman Kelley, recendy retired executive of Marsh & Mclennan, Inc., to fill a vacancy caused by the resignation of George K. Adams, who haJbeen disabled by illness.

Reelected to the board were J. Harold Robinson and Leo Hulett, of WRPCo., A. D. Bell, Jr., Hobbs Wall Lumber Co., Inc. and Fred Seimens, Sacramento realtor.

Elected by the board were J. Har-

old Robinson, president, chairman and treasurer; Leo Hulett, vp. and general manager and Mrs. Pauline Tyson, secretary,

Robinson announced no changes in operations, production of about 16 million feet of redwood and fir annually will continue without interruption.

The company's Plant B will continue producing end glued stock for an expanding market, as will the paint and prime department, which is currently working on an order for several cars of ping pong tables.

If s Your lnvenlory , .

Terry Carlton was winner of the best-dressed golfer award. Other golf winners were: Dale Constable, Bob Gauthier, Gary Bremer, Howard Payne, Ray Butcher, PhiI Sloan, piclc Miller, Ray Boice, Frank W'illiams, William Muris, Skeet Petrocellis, Ed Stratton, Bob Bossard, Bert Sutton, Pat Clowers and Ron Thomas.

Willits Redwood Elections

The annual stockholders meetins of Willits Redwood Products Co., Aug. 7, shortly after the tragic death of its

tOW GR0SS winner Hank Barber. Sullivan Hardwood, won with an 83. Dick Remp, Remp Cabinet Shop, springs off lst tee.

PHOTOS BY ,tII.T OISEN

Ccrtificrl

r

ura -

HARRY MENDENHATT executive vice president lumber Merchonls Associqtion of Northern Cqlifornio

Cqlafornio

A MEETING of the Code and -cL Building Products Standards Committee was called for August 27 ud 28, in Washington, D.C. (In the future at the time this column is written, but in the past at the time of publication).

On discussing the building code problem with LMA lumber and building supply dealers, it appears that not all the problem lies at the national level. All dealers with whom the problem has been discussed agree that standardization is a necessity. Although there are basic guidelines established these are frequently misinterpretedstretched-disregarded or complicated at the local level.

As an example, a dealer in a complex of communities who depends to a large degree on contractor trade faces many problems. Each community has a building code difierent than the neighboring community, although the two are separated only by a boulevard. Visualize twenty communities all bordering one another with Mr. Building Supply Dealer in the center. A contractor asks for a bid on a construction project; the dealer, if he does his job thoroughly, must be familiar with the building codes of the community in which the project will be constructed regardless in which of the twenty communities it may occur.

Simple tasks undertaken by a homeowner often require a building permit. To place screening around a patio in most cases requires a building permit. Before the building permit is issued, the foundation and support of the patio must meet specifications for an enclosed room. If there is anything consistent about building codes it is their inconsistency. A problem arising after the long dry period of little construction money is the fact that now it is difficult to get building permits approved without a long delay. This is caused, state the officials, by a backlog. Money has been committed for construction, contractors have been awarded jobs, but now another snag is created by backlogs.

It is apparent that the average homeowner is complete ly dumbfounded by a review of the building codes. He or she has difficulty in ordering lumber other than just saying, 'oI need some wood,o' A homeowner is certainly not expected to know grades and dimensions. At dealers' home improvement centers these problems are worked out. A conclusion one may reach from investigating the prob. lems of both the homeowner and contractor is that standardized building codes are required at the local level and should not be altered or revised at the discretion of the community.

Additionally, there should be a certain area of home improvements that are permitted to be made by the homeowner without filing for a building permit.

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

THE ARIZONA

SGtrNtr

By FRANK DAVIS executive vice president

THE Arizona association recently r formed a wood promotion committee to put into high gear a program that will emphasize to the builder and consumer that an all wood home is the most economical and best buy in today's home market.

This does not mean that the association has not been wood promo. tion minded in the past. A lot of

time and efiort has been put forth in his area. Many factors have prevented us from promoting wood as we should. Wood promotion requires a large amount of money and manpower. Associations are limited in budgets and with one executive vice president responsible for all programs, this has limited our promotion efforts in any one specific area.

For many years in Arizona, home construction has been predominately of masonry. The average dealer sales to builders in the wood area has

been mostly confined to roof trusses, roof sheathing and interior wall studs.

The main factor of masonry predominance has been the builder's attitude that a masonry home is cheaper to build than an all wood home.

Economics has suddenly changed this situation. Block prices have risen and in recent labor negotiations, labor costs for brick layers rose sharply. Now the home builders are leaning toward wood construction.

With these changes taking- place, our association feels that now is the time for an all out promotion campaign to be launched to take advantage of the situation so wood can get a bigger share of the home construction market.

(Cantinu,ed, on Page 35)

terested persons with the details of the rules and the provisions of the new standard. Assisting in this endeavor will be stafi people of WCLIB and WWPA.

By WAYNE GARDNER executive vice president

f)N September l, Voluntary Prod- V uct Standard 20.80 became efiective, replacing Simplified Practice Recommendation 16-53.

Seventeen years is seemingly a long life for a standard that was considered to be so inadequate and under open attack for at least eight of those years. Yet it served its purpose well.

A portion of VPS 20-70 provides for the development of National

Grading Rules. New grading rules have been made available by the rules writing agencies and now there is the arduous task of acquainting consumer, specifier, builder, architect and distributor with these rules and the grade nomenclature which they encompass.

On September 15 and continuing into early October, the Lumber Association of Southern California will conduct area meetings for all retailers and wholesalers in our area, to acquaint yard personnel, countermen" outside salesmen and other in-

There will also be literature available for reference and some hand. out material for your customers. And, o{ course, Wayne Gardner and "Rod" Rodriguez of LASC will be available to assist anyone with specific problems, as will the people representing the various rules writing and rules enforcing agencies.

On page 34 of The Merchant there is an article on the addition of "Rod" Rodriguez to the LASC stafi. Since A,ugust 3rd, "Rod" and Wayne have been making calls on members to introduce him, and acquaint him with the pleasures and

(Continucil on Page 35)

Arizono Lumber & Builders Supply Associqiion /a740 No. Ceniml Ave., Phonix, Ariz. 85012 (6021 n+d,d23

By R0SS KINCAID executive vice president

I)ECENT Western staff changes in' It clude the departure of two "old' timers" and arrival sf 1rve "newcomers.t'

Felix W. Johnson: a veteran of 14 years with WBMA whose excellent service to members has won him respect individually and for Western. Felix became a full partner with George Borgen at Gig Harbor, Wash. The firm will be known as Borgen

and Johnson Building Supply.

Dorothy Butcher: the move to Olympia for WBMA means the loss of Dorothy to our stafi. Since her husband's employment is in Seattle, she cannot make the transfer. She, too, has been with Western for some time . 20 years. Her cheery telephone voice and genuine concern in handling members' problems as well as'her wonderful attitude around the office will be sorely missed. We surely hope that Dorothy finds a business home soon in the Seattle area , she is a most competent person in general

office work.

Alice Hindman: from Olympia, to Seattle and now back to Olympia with the WBMA move, Alice has been getting acquainted with the myriad of details that are involved with association activity. She has been highly recommended by several of our members that have known her in business in Olympia. We are looking forward to her becoming a part of the 'oteam" that serves Western membership. Al. ice is handling insurance and pension office work as well as the accounting.

Pat Dyer: Pat has now been with WBMA for several months and is doing a good job with general office procedures.

We hope you will have the opportunity to visit Western's new head. quarters in Olympia and get ac. quainted with new members of the staff.

A HIGHLY successful series of n meetings, staged in co-operation with personnel from the Farmers Home Administration, made available to all dealers around the state the details of the low-income construction loan program of FmHA.

Rural homes are a prime market for builders and building materials dealers in rural areas and for those in larger markets who serve rural areas.

Since rural areas, by FmHA definition, include communities up to 5500 population the program offers opportunities to every dealer in Montana. W'ith mortgage money in tight supply,

and expensive, this well-funded rural construction program opens excellent sales possibilities. Meetings in Wolf Point, Glendive, Billings, Three Forks, Polson and Conrad brought the program within easy driving range of almost all dealers. Those dealers who did not attend these meetings and who have not learned the deiails of this program are urged to talk with their local county or area supervisor. He is a valuable contact to have.

The annual mid-summer get-togeth. er of salesmen and dealers provided an interesting weekend in Lewistown. As usual, both the salesman and dealer organizations used the oppor.

tunity for meetings of their boards of directors. Then, - business matters having been attended to, adjournment to tee or stream was in order. No record was kept as to the "biggest or most" trout so it can only be reported that the rainbows were bright and co-operative.

In the Hoo-Hoo golf tourney, the highlight was the men's bestball twosome competition, with Keith Schnurbusch and Jim Wilharm taking top honors. Al Clark paired with Joe Brooke to finish second, Dean Swank and Milt Sethre garnering third, and Arnie Nelson and BiU Ogle fourrh. On the distaff side Eileen Sethre took home top honors for low net, with Esther W'alter, second; Ruth Clark, third; and Barb Swank, fourth. As usual, Lewistown host dealers Al Gates and Arnie Nelson extended themselves to arrange a splendid outing.

New G-P Distribution Cenler

A new 90,000 tq. ft. building materials disribution center, doubling the original inventory space, has been opened by Georgia-Pacific Co1p. in Woodinvillg Wash., accurding to Clair E. Nieszo manager.

"The $800,@0 center is representative of the company's involvement and faith in the Seattle area," said Niesz.

The structure includes the offices of Alfred M. Wright, Nortlwest regional manager, distribution div., and E. G. Reynolds, district sales manager, gypsum div.

NAWLA Membership Gqins

The merger of the Forest Products Wholesalers' Assn. into National-American Wholesale Lumber Assn. has caused an unprecedented influx of new members.

Twenty-one FPW companies took advantage of the merger agreement. Seventeen other companies have also applied to NAIVLA since April 1. The 38 applications in just four months provide the l-righest membership gain in over a decade. It brings the NAWLA membership up to 404 individual companies.

The Deqler Knows Best

A survey by Masonite of consumers who purchased Royalcote panels indicates that 57 percent found the lumber dealer the most helpful source of information. He rated as the first source of information by 28 percent.

The paneling was used most often in the kitchen, 36 percent. Other rooms high on the list were family rooms, basements, dining and living rooms and hallways. UIIITED

BEST!

A United statf of Yeteran lumbernen eryorionced in handling the requirements of the retail doaler

United in their etfort to pro. vide prompt, officient sen im on wholesale ordors from 0ur

United inventory of prime sofmood lumber maintained with the rutailol dealer's nccds In mind.

to more and more California dealers and distributors. For year arouid supplies of dimension lumber and precision-trimmed studs, depend on D&R.

(lld Growth Fir Dimension lrom

F.S.P. Lumber Co., Port 0rford, 0regon

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

Hemlock Dimenshn fiom

Westport Lumber Co., Westport, Oregon

Fast, regula ocean shipnenb by barga from Southern 0regon and $e Columbia River direct to Southern California.

l{ow, oyer 5,000,000 feet of dimension lumber and studs monthly manufctured especially for Southarn California construction needs.

Art tlefi would apprsciate an oppoilunity to tell you how you and your cust0me6 will benefit fron usinc demndable 0 & R dimension and studs.

Youianieach lrim by calling 812-1280 or 78$11544.

PERS@NALS

llugo Miller, Georgia-Pacific, Los Angeles, vacationed with his wife Phyllis in Monterey, San Francisco and Shaver Lake, Vince Besinque, president of LaneStanton Lumber Co., City of Industry, Calif., vacationed in the Big Sky country of Montana. Max L. Sauder is the new sec.-treasurer of the Mountain States Hardware & Implement Assn. Dr. Edward G. King, Jr., is the new director of technical programs for the National Forest Products Assn.

Dick Bullock is the new exec. vp. of the National Assn. of Building Manufaeturers, Mel Bush is a new area sales rep. in northern Calif. for Calaveras Cement, Bill Jeffrey, vp.-sales, has announced.

George Stow, inside sales mgr., Eckstrom Plywood, L.A., took his wife and daughter on a vacation to Western Canada and the Pacific Northwest.

Weslern Lumber qnd Building Moteriols I ERCHANT

Jim Chapel, Boand-Daly Lumber Co., Downey, recently returned from Ohio and Pennsylvania where he picked up several antique tools for the always-growing exhibit in the store.

Stuart Maus, marketing vp., Treasure Tones Paint, Los Angeles, has returned from a 2 week vacation.

Harold M. Frodsham, chairman of the board, South Bay Redwood Co., is back from another trip to the Orient.

Charles (Chuck) Jenkins of Boyd Lumber Co., Upland, Calif., and Jim Newquist, Eel River Sales, Newport Beach, recently won, over some 200 golfers, the Stevens Manning invitational golf tourney at El Niguel Country Club.

Milly Berrettini is the new exec.-secretary to Bel-Air Door Co. president Sam Fineman. Louise Dyer is replacing Darlene Fiori (maternity leave) at the order desk of the Alhambra, Calif., firm.

Lyle Seibert has been honored by Dixieline Lumber, San Diego, with a retirement party celebrating his 46 years with the firm.

Bill Cowling, Sr., the president, who has been with Dixieline for "only" 44 years, made the presentation.

C. Lemoine Blanchard, vp. Blanchard Lumber, No. Hollywood, has been elected president of the Los Angeles board of airport commissioners.

tsrent Crosby is the new sales mgr.systems products and Chuck Durant the new accessory products sales mgr. for Kaiser Gypsum.

Sterling Wolfe, Sr. and Jr. made a recent mill trip to Medford, Ore., and the surrounding area.

Paul J. Davis is the new vp., sales for Dap, Inc. Richard K. Mommsen is the new gen. sales mgr. and Joseph Fowler asst. gen. sales mgr,

Gene Burnett, Pacific-Madison, escaped from Smog CitY long enough to go north to Eureka, visit Faye Madison, and get away to catch seven fish.

Phil Benfield has been named new western region field mgr. for the American Plywood Assn. Burt Donovan, Donner Mfg., San Fernando, Calif., has returned from

Twin Harbors lNc.

a vacation and business trip in the Midwest.

Richard Snider, Mouldings Inc., Santa Ana, Calif., recently visited the home office in Marion, Virginia.

Jack Se Coy of Far West Fir Sales, Glendale, Calif., is home recovering from a recent operation.

Donna Clark, LPS Industries, L. A. had a 2 week vacation in Hawaii visiting friends and relatives.

Trudy Smith, Potlatch Forest Products, Los Angeles, gave birth to a baby girl Tina Dianne; mother, daughter (a future Hoo-Hoo-Ette), and father Jack are doing fine.

Bob Goetze, Hallinan Mackin, Orange, Calif., vacationed by visiting his daughters in Indiana and Texas.

Art Reeves of Fir and Pine, Burbank, and wife Frances vacationed in Hawaii. Boss Bob Gaylord did his 2 weeks on his boat in Newport Beach.

A.C. "Abe" \Millie, pres, of Charley's Fence, Baldwin Park, Calif., and wife Leona, recently visited their plant in Arcata, Calif.

Mike Altman has joined the sales staff of Cowan Forest Products, Santa Monica, Calif. Ted Cowan, the president, recently made several mill trips to northern Calif. and Wash.

Roy Henry, Chuck Paulk and Byron Crocker are new members of the sales force of Bel-Air Door Co., part of their expansion program,

Ted Pollard is the mgr. of Fremont Forest Products' spanking new Long Beach, Calif., dock facilities.

Cliff Rauch, sales mg"., Monier-Raymond Concrete Tile Co., svram, fished and hiked with his family on a two week vacation at Lake Powell.

Fred Branch, president of Pacifie Hardwood Sales,Co., Oakland, accompanied daughter Debbie to Nacogdoches, Tex., where she enrolled as a freshman at Stephen F. Austin State, a leading southem forestry school.

Fred R. C,ovington is Kaiser Cement's new northern Calif. mgr. of marketing Services for cement.

El W'ethmann, Western Dry Kiln, and his wife Sally have been getting in a lot of time on their new boat in the Sacramento Delta area.

David McKinney, 23, and his bride Claudia, tied the matrimonial knot Aug. 8. He's the son of Yerlon McKinney of Pacific Hardwood Sales.

lVally Swanson, Boand-Daly Lumber, Downey, Calif., vacationed in northern Calif. and Ore.

John Cameron, C-Q Trucking Co., Los Angeles, is recovering from a recent eye operation.

Phyllis Hawkins, Rygel Lumber, Long Beach, Calif., vacationed in Old Mexico.

Joe Contestabile, AFPC, Cerritos, Calif., spent a week's vacation at

home entertaining visiting relatives.

Frank Curran, retired southern Calif. lumberman and now an active freelance writer recently visited son Dwight who works for Evans Products, out of Fremont, Calif.

Jim Frodsham, So. Bay Redwood's president, expects to be a father for the second time about Sept. 16.

Jim Strait took a sales swing through the Middle West for Strait Door & Plywood, El Monte, and The Bellwood Co., Orange, Calif.

Mike Hunt is procuring studs for doit-yourself dept. mgr. Jack Hofi at Edsel Lumber, Glimax, Nev.

Al Taylor, Boyle Heights Lumber, Los Angeles, is tripping through the skies in a single eng:ine Mooney airplane.

Kurt Gelbard, Robert S. Osgood, Inc., Los Angeles, recently visited the good green of Portland on a business trip.

Arnt Nordahl, Nordahl Door Co., Burbank, Calif., recently vacationed in New Hampshire. Visiting friends and relatives in Bergen, Norway, is Audun Furnes, also of Nordahl.

Wally Lingo and his wife Katherine spent three weeks in Puerto Rico on a business,/pleasure trip. Hets an ex-L.A. Hoo-Hoo club president.

Dick Freeman, So - Cal - Commercial Steel, Los Angeles, is back at it after a vacation respite.

Mini Remodeling Packages

A S/ORD to the wise is sufficient. fI

For a relatively small additional expense, when a homeowner is remodeling a room, he can modernize the closet by installing a mothproof cedar wood lining. The alert building materials salesman can make the suggestion or plant the idea when the materials are purchased for the remodeling.

If the homeowner's wife is present when the salesman suggests the cedar closet, the sale has a better than even. chance of being made, experience has shown. Women enjoy the fragrance of a cedar closet and appreciate its effectiveness in preventing moths and their larvae from infesting valuable garments and other woolens.

So, a sale of aromatic red cedar clciset lining really is a bonus sale on many home improvement jobs.

"Even if there is no closet in the current recreation room project, the

salesman who mentions the value of a cedar closet has implanted an idea which may sprout sooner or later," said a spokesman for the Aromatic Red Cedar Closet Lining Manufacturers Association. 'oChances are, that home will acquire a cedar closet in a hall or ,bedroom and that the order will be placed with the dealer whose alert salesman saw an opportunity."

Salesmen know that cedarizing a closet is an ideal weekend project for the home-handyman. The iedar pieces are tongue and grooved on both sides and ends for easy fitting and quick nailing. 'Ihe'wood is easily sawn and the fragrance is an incentive for the craftsman.

Selling a number of cedar closet lining orders, of course, builds up a dealer's volume and profits. Besides, it's an easy bonus sale that is appreciated by salesmen, too.

Los Angeles Hoo-Hoo Club 2 elected Joe Contestabile of American Forest Products, as its new president for the '70-'7I year.

Others elected at the late August meeting were Ken Coleman, lst vp.i Guy Barnette, 2nd vp.; Jim Frodsham, secretary and Pete Diggs, trea. surer.

A raffie for a portable color TV set was won by Georgia Perrin of American Forest Products. A selection of sauce was also raffied to fortunate ticket holders.

Low gross golf winner was Spud Jordan. Low net honors went to Jack Berutich.

Settlement Pollerns Chonging

American Modular Systems, Los Angeles builder of pre.manufactured housing, has sigled one of the first tri-trades labor agreernents in the building industry.

The tri-trades labor agreeme.nt is new to the building industry. This is one of the first times that three unions, electric, plumbers and pipefitters, and the carpenters have en. tered into a joint labor agreement.

ffij i&;

SMltltlG 0le Johnson, Pacific Wood Preserv" ing, (l) Club S181 president, at their 14th annual BBQ. Held at Bill Crawford's home in Ukiah, Calif.,80 golfed, swam and boozed it up in 94' weather. (2) Lowell Ambrosini, Cliff Smoot, Molalla Lumber, Marion Ward. (3) Fred Holmes, Fred C. Holmes Lumber. (4) Larry 0wen, Supreme 9, Don Michaelson. (5) Cordes Langley, Redwood Coast, Ed Blunt, Simpson Wholesale. (6) Shirley Brown, Fred Gummerson, G & R Lumber. (7) Bob Jenson, Jenson's Truck Stop, Sam Wingate. (8) Bill Carter, Seaside Industries, Bob McFie, Georgia Pacific. (9) Carl

Force, Fred Holmes Lumber, Lowell Ambrosini, Crawford Lumber. (10) Jack Davies. G-P. Joe Gilley, Gilley Trucking, Lee Simpson, G-P, Marion Ward, Cagle Lumber. (11) Ed Hamson, Hamson Lumber Co., Hal Ahrens, Kern Valley Wholesale. (12) Fred Scaife, Crawford Lumber, Ron Robbins, Rossi Wholesale, Merle Tanner, Crawford. (13) Marion Ward, Cagle Lumber, Bill Gooch, Rounds Lumber, Cliff Smoot, Molalla Lumber. (What a soft Iifel) (14) Marion Ward, Landis Morgan. (15) Vic Roth, Triangle Lumber, Gil Sissons, Cal-Forest Products. (1 6) Perry Adcox, Crawford Lumber,0le Johns0n; Shirley

Brown, Billings Pacific. (17) Sam Wingate, Wingate Lumber, Jack Powell, Molalla Lumber. (18) Bill Crawfoi"d, Crawford Lumber, Bob Jenson, Hal Ahrens, Kern Valley Wholesale, Art Bond, West Range. (19) Joe Wheeler, Crawford Lumber. (20) Joe Bowman, West Range, Joe lt4ayf ield, Mendo Mill, Al Caldwetl, Pacif ic Wood Preserving. Paul Shogren, Shogren Lumber. (21) Paul Traba, Kilgore Lumber, Bob Kilgore. (22) Joe Bowman, Dick Trimble, Clover Lumber, Perry Adcox, Ctawford Lumber, Pete Stearns, B & M Lumber Sales, Shirley Brown. 03) lke Zafrani, Harbor Lumber.

in tbe good, ol' srrrnrnertince 'h,

New LASC Slaffer

The Lumber Association

Southern California has added to its stafi David F. o'Rod" Rodriguez, who is assisting Wayne Gardner, the exec. vp.

Rod has ten year's experience in the lumber industry. He has been active both in consumer and contractor sales and his working knowledge of the industry's strengths and problems will be a valuable asset to the association.

Rod will spend a portion of his time in the office, handling literature requests and building code inquiries. He will be calling on lumbermen and building officials in the northern part of the area served bv the association.

He will also assist Gardner with meetings and programs.

Low Moteriol Costs Shown

In a period of spiraling costs, construction materials are among the lowest-cost, major items in the price of a housing unit.

Construction cost figures from the Better Homes and, Gard,ens research department reveal that tl-re wholesale price index of construction materials increased. ll.57o from 1966 to 1968. In this same period, for example, the index of union wage rates in ,building trad e increased. 22/o

( 1957-59: 100)

"You said all that paint wouldn't sellso I threw it out!"

ARIZONA SCENE

(Continueil lrom Page 26)

Our association wood promotion committee will be working in cooperation with the American Wood Council, Southern Pine Assn., W-WPA, APA and manufacturers.

Yours truly will be attending the W'estern Building Materials Assn. marketing conference in Oregon this month to study their market programs. We plan to utilize some of these ideas in the Arizona Assn. market programs.

New members signed recently are

Wilson Laminates, Phoenix; Cactus Lumber Co., Phoenix; and Foxworth-Galbraith Lumber Co.. Mesa. New association membe rs siened are C. S. Leech Mfg.. Phoenix, For-A-Top.Counter, Phoenix and Wilson Laminates, Phoenix.

THE SOUTHTAND

(Continued lrom Page 26) problems o{ association activities. The pleasures have bcen numerous, the problems few. Among the pleasures have been visits made to three relatively new retail operations in northern San Diego County.

CUTTING SPECIAI.ISTS Plqnk

On timbers: sizes up to 30" x 30" lengths to 100'

DOUGLAS FlR . HEMLOCK

All standard yard items

SOUTHWEST DISTRICT MANAGER

Chuck Clay

P.O. Box 84, Inglewood, Calif. (213) 678-6s63

EUGENE HEADQUARTERS

S/. B. "Bill" Johnson

D. P. "Swede" Johnson Eugene-Willamelfe lumber (0,

Box 2708, Eugene, Ore. (503) 345-0141

Each operation is an excellent example of the progressive thinking soen so frequently today in the retail lumber and building material industry. It's a pleasure to be a part of this increasingly modernized industry.

Our Annual Management Con{erenceNovember 19-20 -- is beginning to take shape under the capable guidance of John Lipani, vp., and program chairman. The business program is balanced to take in. to consideration thc industry's different sizes and types of operations, both wholesale and retail.

New Products, promotions ond soles oids

Fnodu@t you csn use fo build soles ond profits!

Six Lines

Since the introduction of Vanply's six paneling lines, with 26 variations in grains, colors and textures, the Vanply prefinished div. reports that production has increased 1507a.

that function in sand, mud or heavily carved earth, the company claims. The new unit will handle a full 6,000 lb. load at 24' load center at the first stage approximately 10' high with reach extension retracted and 4,000 lbs. at full 30 height, according to the manufacturer.

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

Noil Disploy Rock

The Philstpne Nail Corp., has introduced a wire display rack for use with their 6 oz. plastic boxes of colored interior panel nails.

roof: one with samples of 'Filonstripes; one with sunguard panels; one with the new 410 series panels.

They range from genuine hardwood veneers of birch, pecan and walnut, to printed and embossed lauan, grained lauan, printed lauan and color-toned lauan.

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

Instont Skin

A series of moisture-cured, onecomponent polyurethane resins which convert to a tough, seamless "instant skin" for roofs and traffic areas-is available from Poly Resins.

When applied by spray, roller or brush to concrete and plywood deck surfaces, Urabond forms a waterproof, protective coating resistant to water, chemicals, abrasions and weathering. It can be built up to any desired thicliness, and requires no primer.

IVRITD: The Merchant Magazine, 573 So. Lake Ave., Pasadena, Calif. 91 101.

Four Feel Forword

A fork lift truck that will lift a 2,500 lb. load 30' and extend it four feet to a receiving platform has been announced by Champ Corp.

The rnodel is an-all-wiather unit eqtripped with 19.b to 1 planetary drive angle and 1?.5 x 26 drive tirei

The unit is msde of heavy duty wire, black enamel finish and is provided with a 3 color header identifying the product.

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

Corpet Tile Pottern

A printed pattern from Armstrong Cork Co.'s line of bonded fiber carpet tiles is being made available in roll goods as well.

The company said it made the move to meet a rapidly expanding market for patterned carpet.

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

Potio Roof Disploy

A hanging display, for wall or window use, enables the consumer to visualize the patio roof on his own home.

The unit displays full width samples of the panels in the same position as they would appear on a patio

Daylight your patio

Literature dispensers offer the consumer the Patio Planning Kit and Building Plans.

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

Murolwood Poneling

Weyerhaeuser Co. redesigned its Muralwood panelin3, updating the line with new groove treatments, a new species, refined colors and a prefinished surface.

The species is oak, available in three styles: Mediterranean, country English and Queen Anne English.

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

Solid Wolnut Shelves

A line of solid walnut shelf standards and brackets has been introduced by Dorfile Manufacturing Co. Marketed in conjunction with their line of walnut-finished shelves, the walnut shelf standards are offered in lengths of l',2',3',4', and the brackets in lengths of 8", 10", and L2".

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

Decorolor Series

A decorator series of three "staklean," oven range models by Monarch Range Co. features porcelain enamel oven parts containing a special chemical ingredient to cause soil to fade away.

No special controls or heating de-

Built to last

Display your nails

vices are needed to produce the cleaning action while you bake and roast at regular temperatures.

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

Keep lt Soft

been introduced by Weyerhaeuser Co.

Forestglo paneling/etched is available in Torino oak, a green tone; deep-brown Madrid oak; goldhued goldcoast oak; and Oxford oak, medium brown.

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

Symbol Chonges

Featuring a neril/ corporate symbol, the entire line of M & H Laboratories paint, automotive and floor care products has been repackaged and expanded with the addition of six new items.

With the exception of ready patch spackling paste, chrome and aluminum cleaner, and.hand groom waterless hand cleaner, the other decorating aids all carry the trade name of Room Groom.

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

It's Self Froming

A line of self-framing metal buildings has been introduced by VarcoPruden, Inc.

Featuring use of the same structural element for both roof and wall sections, the basic system employs panels which interlock at 16" centers and which result in a flat. smooth exterior and overhead surface.

"stick-built" (on site) and in factory- built modular houses and apartments.

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

Portqble Ofiice

"Customerized" units, adaptable to individual requirements, are available from Cabana Coach Co.

T00AY'S full package household appliances includes a water softener from Bruner. 0esigned to meet every household need, the 1970 line is appliance styled from its redesigned blue top to white base. Three fully automatic self-contained models; three f ullyautomatic 2 tank units and a compact manual water conditioner, offer a wide choice of models, WRITE: The Merchant Magazine, 573 So. Lake Ave., Pasadena, Calif.9l10l.

Corlon Exponds

Armstrong Cork Co. has added three designs to its Rochelle vinyl corlon collection, expanding the total offerings to 29.

The additions are custom parquet, a wood parquet design available in 4 colorsl Brandywine, an Early American leaf-and-floral effect offered in 4 colors; and "Valdez," Mediterranean styling in 5 colors, featufing Spanish tiles accented with an iron grille design.

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

Mognesium Lules

Goldblatt Tool introduced magnesium asphalt lutes that resist asphalt build-up and are designed to be strong yet light enough to be used all day without fatigue. The 4,, deep blade, extruded in one piece has a heavy center rib and additional pole braces for lasting use,

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

Glowing Ponels

An oak paneling, textured to high- light grain pattems in relief, has

Available as srnall as 5'-4" square or as large as 24' wide in any length of 4' modules, stability of the selfframing structure is obtained from the roof and wall panels which combine both the structural support and covering in one unit. Two basic roof types are available-gable style or single slope (shed) style.

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

lr Sticks

Miracle Adhesives Corp, has introduced SFA 66.

It's a sub-floor adhesive developed specifically for builders and module manufacturers who are glue-nailing a single layer of Ve" ot Ya,,' tongueand-groove plywood to wood joists in

A salesman whose working days are spent on road trips to customer after customer has combined office, motel, showroom and transportation in one of these unitsand he can drive it right to the customer's door.

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

Covering Cement

USE 0F 8' woodgrained hardboard paneling and l0' panels cut in half solved the problem uf paneling 13' high walls. The carpenter is shown placing 8' teak paneling in position. And to his right is the 5' panel. The paneling replaced the appearance of white painted ce. ment block walls. WRIIE: The Merchant Magazine, 573 So. Lake Ave., Pasadena, Calif. 9ll0l.

4O Yeor Guoronlee

Home builders and remodelers can get solid vinyl home siding backed with a 40-year guarantee made by the Shelter Industries Div., Certainteed Products Corp.

Covered defects in material or manufacture when installed according to instructions, the guarantee includes peeling, flaking, denting, blistering, chipping, corroding, abrasion from weather or fading from other than weathering.

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

The wheels of industry

Fast erection time

All the Roge

The rage in modern Igloo construction this year features the pointed roof design. The difference runs deeper than roof construction however... this Igloo is made of wood panels tt:

Wedern Lunbcr ond Duildlng totcddlr ,liElGHAlttt

by two "grainier" suede finish leathersantique calf and white calfwhich are larger in scale than any leathers currently reproduced in laminate.

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

Super Shqkes

By mating two weather-resistant plastics, Bird & Son, Inc. has achieved new colors in "the unshakeable shake," their wood textured solid vinyl t'shake" siding.

The decking has a face laminate of Ponderosa pine, Ehglemann spruce or Douglas fir/larch bonded to two additional layers of Ponderosa pine or other softwood species.

The laminated construction and relatively constant moisture content of the product minimize in-place twisting and cupping.

WRITE: The Merchant Magazine, 573 So. Lake Ave., Pasadena, Calif. 91r-01.

Eosy Core Floors

Each Dacor Miracle Brick is individual in the same length and height as real brick but actually is a polyester brick-like facing. Each weighs four ounces, is Y+" thick, and, is so lightweight you can install it yourself.

not ice blocks, and is inhabited by U. S. Naval personnel at McMurdo Station;

The "warming hut" as it's called, is primarily constructed of BondDeck, a new panelized wood decking manufactured by American Forest Products Corp., Tarter, Webster & Johnson Div.

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

One-Piece Post Cops

A one-piece post cap to accommodate a 4-way beam intersection has been developed by Simpson Co. It eliminates the need for custom-fabricated caps.

There are three basic models to fit a variety of beam types: QQ-44 for 4" x 4", and QC-46 for 4" x 6", and QC-66 for 6" x 6". The line also includes corresponding end caps for perimeter applications. These are designated with an E prefix.

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

Lominote Additions

Formica Corp. has announced the introduction of seven colors and patterns into its standard collection of decorative laminates.

This summer series is highlighted

Pure acrylic Korad@ is fused, or color-bonded, to a solid vinyl base, Korad@ is the trade name for pure acrylic plastic. The results of this process have produced sidings with colors that were not available in solid vinyl.

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

Lqminoted Decking

A laminated decking is being introduced by Boise Cascade Building Products for roof and floor decking.

While the styles used for the facing wall and side partition shown here have a raised surface, the design of the floor bricks (which go on walls also) is smooth topped.

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

Twist Strop Conneclor

Strong-tie twist strap connectors from Simpson Co. provide savings in fastening joists to strongbacks.

Joists are seeured with 16-gauge steel twist straps which feature a positioning prong to simplify installation.

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

"A" frame igloo

Mating turo strong plastics

;.: i'l Brick your floors and walls

Solid decks of laminated wood

Door Gotolog

Simpson Timber Co. has a new 12 p., color catalog featuring its international door series. Doors include those crafted with carved panel designs as well as other specialty entrance doors. Difrerent installations of these doors in homes and apartments are shown.

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

Potio Poving

Pati,o Paoing With Eedwood, data sheet from California Redwood Assn. includes illustrations of applications, diagrams for installation of the classic parquet type design, and new ideas for redwood use in paving surfaces such as end-gtain blocks.

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

Amendments Stondord

Amendments 3, 4, 6, and 6 to Product Standard PS 1-66, Softwood Plgwood,, Conatruction and, Industri,al, have been published by the National Bureau of Standards. The amendments were requested by the American Plywood Assn.

'lilRITE: The Merchant Magazine, 6?3 So. Lake Ave., Pasadena, Calif. 91101.

Founlqin Cololog

Showere of Diamonds, a 4 p., color summarized catalog describing patented fountains is available free from Rain Jet Corp. These fountains form sculptured patterns from rotating water droplets rather than from the customary straight water streams.

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

Equipment Vqlues

Used construction equipment Values ere published in volume I of the 1970 Ca$h Value Guid,e, from the Used Construction Equipment Research Corp. In a pocket-sized format the guide features 226 p. of used equipment valueg. Included are crawler dozers and loaders, wheel dozers and loaders, motor scrapers, motor graders, and portable air compressors.

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

lominoting Specs

Stanilaril Specifwotione for Structural Glued, Lam,inateil Timber of Douglas Fir, Weetent Larch, Soutltern Pine o,nil California Reilwooil has been:published by the American Institute of Timber Construction. The 24 p., illustrated publication contains

information on lumber, adhesives and design gtresses for structural glued laminated timber.

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

New Stufier

An envelope stufrer covering the 1970 line of exterior produets has been made available by Masonite Corp. to dealers for direct mailing to prospects and as an insert in the company's siding displays having a literature pocket.

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

Corpet Guide

A pocket reference guide on carpet fibers and construction is being offered by Armstrong Cork Co. for individuals who complete the carpet consultant training program. The training program familiarizes retailers with aspects of tufted and bonded fiber carpet production.

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

Housing Guide

Publication of a 56 p. Guid,e To Fed,eral Programs in Low anil Moilerate Income Family Housing has been announced by The Retail Lumber Dealers Foundation. This is the second edition of the guide. It strips away the usual bureacratic language from approxirnately 30 government assisted housing programs.

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

Bothroom Cotolog

A line of bathroom cabinets, range hoods, heaters, and ventilating fans, is described and illustrated in a new 1970 catalog from Miami-Carey I)iv., Philip Carey Corp. The 12 p., color catalog features photos and descrip- tions of decorator cabinets, conventional design cabinets and ensembles.

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

Fireploce Focts

The Art of Screming Yotn Fireplace, an 8r/2" x 11" 8p. folder with color photographs of firescreen installations, is available free from Portland lMillamette Co;

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

Lood Systems

A 10 p. brochure describing servo load simulation systems is available from Pegasus Div. of Koehring. No.

LS-550 covers the 550 gerieg of control units and is designed as a handy reference for the selection of complete systems tailored to speeific test applications.

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

Portqble Power

Portable electric power tools appear in a catalog from Stanley Power Tools. Described are sabre saws, screwdrivers, belt sanders, laminate trimmers, routers, circular saws, planes, router bits and cutters and allied accessories.

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

Vopor Borriers

A roof deck vapor barrrbr information kit, containing specifieation data, an application guide and an adhesive selection chart, has been prepared by the laminated and coated products div., St. Regis Paper Co.

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

Free Rodio Scripts

Building products dealers can put more punch in their radio advertising campaigns with the free 4nnouncing More Salee radio script kit from Conwed Corp. Writtpn by professional copy writers, the packet contains eight 60 sec. and ten 30 sec. spot scripts. Products featured include suspended ceilings, acoustical and vinyl clad ceiling tile, wall paneling, blowing insulation.

WBITE: The Merchant Magazine, 6?3 So. Lake Ave., Pasadena, Calif. 91101.

Registers & Grills

A 40-page illustrated catalog of registers and grills for heating, cooling and air control, is now available from Standard Stamping & Perforating Co. Standard's catalog No. S-7 contains descriptive information, specifications and prices on its line of registers, grllles, diffusers and frames.

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

Merchondising Muscle

A free kit of newspaper ad reproduction proofs is available from Conwed Corp. The kit contains 85 one and two column mats of various lengths. Many are complete requiring only the dealer's namel others are designed for a combination of adg showing several types of merchandise.

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

Positions wanted 251 a word, minimum 22 words (22 words : S5.50). AII others 351 a word, min. 20 rvords (20 words : $7.00). Phone number counts as one word. Boxed ads $1 extra. Fancy headline or borders $2 extra. Box numbered ads add $1.

Gflassflfffied Adventfisememts

HEIP WANTED SERVICES OFFERED

POSITION OPENING Wood Products Associatlon of Hawaii. Executive director to make home in Hawali. Good salary, fuU benefits, including car, insurance, medical and expense account. Job requlrements: administrative ability with background in wood technology for pro- moting use of wood. Mail resume to Wood Products Assoclation, 1150 South King, Honolulu, Hawall 96814.

SALESMAN-Experienced outside retail lumber with e.tablished following of contractors. Car, salary plus commission. Excellent working conditions. Volume yard. Our 70th year. Barr Lumber Co., 10742 Los Alamitos Blvd., Los Alamitos, Calif. Robert L. Reed, (?14) 52?2885, (213) 596-4475.

MILL MAN for lumber yard, capable of setting up stickers and resaws, overseeing men and estimating costs. Our 70th year. Barr Lumber Co., IO742 Los Alamitos Blvd., Los Alamitos, Calif. Robert L. Reed, (71,4) 527-22a5, (2]..3) 596-4475,

EQUIPMENT WANTED

WANTED-radial arm cut off saw or simllar saw. 12 inch or 16 inch blade. Telephone (213) 849-3109.

JOIINNY THE LUMBDR LOAD

SIGN PAINTER

Specializing in danger flags, sideload signs, Job cards, etc. John Weiler's Printing, 7A42 W. 169th St., Gardena, Calif. 90247. Phone (213) 676-1522 or 323-7606.

POSITI,ONS WANTED

MANAGER, assistant manager or administrative. Orange or Los Angeles counties. Twenty years experience in wholesale and retail building materials. Write Box 51, c,/o The Merchant Magazine.

20 YEARS EXPERIENCE retail lumber and building materials. Seeklng position in, Northern Californla. Phone (209) 229-5813, W. Ashcroft. Fresno. California.

EQUIPMENI FOR SAIE

FOR SALE

1963 PETERBILT-flat bed, truck and trailer. 250 Cummins engine, dual drive, 4x4 transmissions. Equipped for hauling and roll-off of lumber. Excellent condition. Contact Dan Guerin, Guerln Transpor- tation Co., 1348 No. Grove Ave., Upland, Calif. 91786 or phone (?14) 942-9944 (evenings).

Names of advertisers uslng a box number cannot be released. Address all replies to box number shown in ad in care of The Merchant Magazine, 573 So. Lake Ave,, Paraalene, Callf. 9U01, Deadline lor copy ts the 20th. To call In an orl: (213) 792-4098.

BUSINESS OPPORTUNITIES

FOn, SALE-Retail building materials yard and hardware store. Central Montana county seat town. Real opportunity for individual operation. Open for nego- tiations; may assist. Write Box 50, e/o The Merchant Magazine.

I1OR SArE-Wholesale, retail building material warehouse located in the San Fernando Valley area of Los Angeles. Write Box 49, c/o The Merchant Magazine.

ALL On, PABT ol complete LUMBER AND KILN DRYING tsUSINESS. Specializing in high grade clears and timbers. Business grossing $200,000 annually. To settlC estate. Complete kiln and equipment available for lease to good cornpany. Contact Lyle Van Patten, 321 W. 135th St., Los Angeles, Califorilia 90061 or call (213) 321-3681.

SArr! OR LEASE-Retail redwood lumber buslness, fence contracting, hardware. Established 1949. Excellent location, growing population center: Belmont, California, CaIl (415) 593-?543, 593-4181.

MERCHANT ADS GET RESULTS!

rtfllllP

Personnel Service of los Angeles

MAIfACEMEI{T PtACEilEl{T SPTCIAUSTS

BUYERS-Hdwe., Sptg. Gds., Hswes., Paint, Elect. to $15M

GEN'L. MERCHANDISE MGR.-. Hard lines & Lumber Pro. to $25M

LUMBER BUYER-Major chain needs pro with retail exp. to $20M

GENERAL MANAGER-Do-it-yourself to $30M

STORE MGR.-Hdwe./Lumber to $17M

ASST. MGR.-Small Chain to $12M

PERSONNEL MGR.

CONTROLLER

ADVERTISING MGR.

WAREHOUSE MGR.

to $14M to $20M to $lEM to $l9M

Roth Young is the nation's leading retail executive placement agency. Your one call or letter to our office will provide you with the completo industry picture,

Cedar Spedalties cedar €l pine mouldings;

Ponderosa Pine White Fir selccted furking and otber specialties

Also now producing kiln dried meranti, a product of Malaya. random length drawer sides and other furniture products

SniJ* Jr*[n, p-Ju'to Co.

" Selected Quclity Lumber "

NNtrRGHANJF NNAGAZINtr BUVtrRSz GUIDtr

tOS ANGCTES

IUMBER AND I.UMBER PROOUCTS

Af Pcirc. Com,pony .-----.-...--.....--.-.--(21 31 625-5601

Americqn Forql Produck, TW&J Div..-(213) 773-9?00

Am"ri@n For6i Prod., TW&J ..........Vqn Nuys (2131 786-7055

Boirc Coscqde, Union lunber Reeion--(7|,t) 5U-O64

Connor Lumber Sqler -------.-..-.-----(2131 684-2102

Coc Had lunb€r & Plywood ---.........--(2131 834.5261

Cowon Foreit Indurfriq ..-.--..----....----...-(2131 451-5601

Dooley & Co. -.----.....-..-..................-..(213) ED 6-1261

Es:lcy & Son, D. C. -...................-.......(213) RA 3.1147

Eubonk & Son, L. H. ...-...-.....-..............(2131 678-3887

EueeneWilliomcttc Lumber Co. .-.-.-----(21 3) 678-6563

For Wsl Fir Solc --.-..-..-....-..-.-.--........(213) 215-3131

fir & Pinc Lunbar Co. --...-..--..--.-...--.--(2131 Vl 9-3109

Fountoin lumber Co., Ed..---..---...--..--..(213) LU 3-1381

Frenoni Fd6t Prcductr .--..-.-.---......-.(21 3l RA 3-9643

Gcf lehor Hordwood Co. --.-----.--....--...-(21 3l PL 2-3796

Gorgio-Poclfic Corp. (Lunbcrl .......--.(21 3) 686-091 7

c@rsio-Pqcitic Corp. (Plrwodl ------....(213) 968-5551

Goreiq.Pqcific Corp. ----.---...-.--.-.---.-.-(21 3l 686-l 580

Hrxbers 1!nbtr Sola --..-.-...-.--...-.------l2l31 775-6107

Hill Lumbcr Co., Alor -.----..--.-..----..---.(2131 MU,t-2610

Hover Co., A. t. -....-.................-........(2131 283-9078

Huff lunbor co, --....-..-.----.--...--.---..-.-.(2131 sP 3-/t8,t6

Hushcr Lumbcr Solcc Co...(2131 2,15-5553 & 211-5810

lone.Slqnton lumbcr Co. -...---....-....-(213) 968-8331

Morquqrl.Wolfc lumbcr Co. -.-.--...-..--..(213) 625-1191

lr{utuqf Moulding ond Lumbcr Co. --...-(213} fA l-0877

Ncth [umbcr Solc, A. W. .....-.......(213) 472-1280

Orgood, Inc,, Robsrl 5. -..-..--...---..--..--.-(213) 382-8278

Pqciflc lumbsr Cr., Thc .--.--.----...-...--(213) CU 3-9078

Pon Aiqtic Troding Co,, Inc, ....--..---..-(213) 268-2721

Penberthy lumbcr Co. .-.---.---.----.........(213) tU 3-,151 I

Rolondo lunber Co., Inc. -.----....--(213) ZEnirh 9-8843

Rosnd: Lumber Co. .---....--..----..----..----..(213) 686-O917

R*f Iunb;r Ssryica ----.-.........-.--,.--(213] 232-5221

Simmons Hordwood lunber Co. ..-.--.--.(2t3] 723-6156

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

South Boy lsdw@d Co. ............-.......(2131 860-7791

South Bqy Redw@d Co. -.......-..,...-(7111 637-5350

Slahl Lumbs Co. ..................--.........(2131 AN 3-6844

Slondord Lumber Co., Inc. ..-.....--...-....(213) 685-40,11

Summit Lumber Co. --.----.....-.--..---...--...-(2131 636-5715

Tqonq Lumbcr Solq, Inc. ....-.-...-..---(213l MU l -6361

Twin Horbon Soler Co, .-.......-.......-.-...(213) 625"81 33

United Whlse. lumbcr Co. ...-....-.....--(213) OV 5.5600

Uniled Stqtlt Plywood Corp. --..-...--.--(213) LU 3-34/tl

U.S. Plywood Corp. (Gladole! ......-...(213) Cl ,0-2133

U.S. Plywod Corp. (long Broch) ..--....----...-HE 2.3901

Vocc Lumba Co. .-...-.....-...........-..-(2131 968-8353

Wondlins-Nalhon Co. -.------..--.-.-........(2131 CU 3-9078

Wcycrhceurcr Compqny --..--....-.-..-..-.--(2131 Rl 8-5{51

Worshoure (Anohcim) .-------..-------.----l7l 11 772-5880

TREATED IU}ABER_POI.ES-PI IINGS_II E5

Kopperc Compony ...-(213) 830-2860

Trcotad Pofc Bullden, Inc. ------------------l7l11 986-1166

Mr u.woRK-DooRrMour.Dr NGs-

8UI I.DING AIATERIAIS_PAINI_HARD\MARE_ETC.

Amoricqn Forst Produclr, TW&J Div.--(2131 773-92OO

Bel.Air Door Co, .....................-.-.-....-.(2131 CU 3.3731

Bcllwod Co., Th€ ..-...----.-..-.....-...(213) 69,a-3601

Baverly lilon uf qctu ri ng Cr. -.--.-.----..- - ---l2l 31 7 55 -g 561

Corv.d D@rr, Inc, ----"..-....-.-.......--.---(213) 576-2515

Cu:tom Milb, Inc. -.-.-.--....-.-----..-..-..(2131 330-0649

Johnson Pct-Dor, Inc. --...---..........--..--.(2131 3/t9.1971

Mople Bro:., Inc. --.--..-.....---..-...-...-...--(2131 OX 8-2536

Strcit Doq & Plywood Corp. .............-(2131 CU 3-8125

Stroit Door & Plywod Corp. -.--....-...(2131 4,l,1-1511

SPECrAr. SERVTCES

Bcrkot Mfs. Co. ...---....-.................-.-...(213) 875.1 163

Cqliforniq lunbor Inrprctlon SoRlca (21 3) NO 5.5431

Choriey'r Fcno Co. (2131 338-1529

Co6l Plorins l ill .........-.....---.......,(2l3l rttA 2.1l8l

Cryrtol [qmp Porl3 -----.---......--.--......--,-(?l3l 938.3756

NolPok Cwp. --......(2131 tU 3.1056

Roih Ydng Psdnd S.nlc. ---.......(213) 386-6402

So-Col Commqciol SLal -.----.....-.---.---.-(21 3l 685.51 70

I.UAABER HANDTING AND SHIPPING, CARRIERS

C-Q Trucklng Co. .........-............,....-......(213) 723-6557

[x lumb.r lloullng .....-................-...(2131 5t6-1555

SOUTHERN CATIFORNIA

RIVERSIDE & ONANGE COUNTIES ANEA

Aneri@n Docorqlivc Producls .-..--..------(71 11 623-8317

Amcri<on Forsl Productr, TW&J Div,-,(213) TR 5.1550

Scllwood Co., Thc .-.-.-----.---.-------.---(71l+) 538-8821

Boirc Carcodc, Union lumbcr lagion-.--[7] 4) 511-0611

Fromqn & Co., St+han G. ------------l7l1l OR 3-3500

Gorgio-Pociflc Wqrchourc -----.----------I7l 1l OV,1.5353

Horbor lvmbq (Al Wibonl .--..-----.-----l7l1l OV,l-8956

Hobbr Woll lunb4 Co.. Inc. ---.----------(714) 511-5197

Inlqnd lumbcr Compony ----------- -----.-(71 1l IR.7-2001

l{orquqri-Wolfa [umbcr Co. ----------.----.{21 3) 625-1 191

Ponona Ploning Ailill --.--...-..-.--.--...--.-.171 11 629-2563

Soulh Bqy Redwod Co. --.--.-----.-.--17111 637-5350

Souih Bqy Rcdwood Co. ----....----.-.-l2l3l 860-7791

Twin Horbor lumbd Co. ----------------l7l11 517.8086

U.S. Pllrood Corp. (Sonto Anol----.-----(7141 838.7000

U.S, Plywood Corp. (Son Bcmcdircl-.(7'l41 885.7563

Pozzl Co., Adhur A-.(7l,ll 637 -7 l7O & l2l 31 621-7987

SAN FRANCISCO

Americon Foresi Productr, TW&J Div...(,ll5l PR 6.4200

Boire Coscodc. Union lunber Reglon..(,115) SU l.6lZ0

Douslos Fir lumber Co. ---,..-.--.--.-.----(,ll5l DO 2-6027

Foruyth Hordwood Co. -.-.---..-..--....-.-.-...(4151 282-0151

Georsio-Pocific Gorp. .-....-.-.--.-.--.----...-(41 5l 871 -9678

Hqff inon Mockin lumbcr Co. ..-.-.--..-.-.(4151 167-SUO

Hissin3 [umbcr Co., J. E. -......-...-..-..-(,ll5l VA 1-8711

Lonon Iumbcr Co. -...---..-.-.-.........--....-(415] lU 2.1376

Pccific Iumbqr Co., The .-............-.-..-..(/al5] 771 -1700

Poromino Lumbcr Co. -...-.-.....-....----.....(415t,[21.5190

Rolqndo Lumber Co., Inc. -...--....-...--..{415},167-0600

Silmoro Internqlionol (AFPQ -.-..-..(415) 776-1200

Unitcd Stqt6 Plywod Corp. -...--.......-(415) iU 6.5005

Wendling-Noihon Co. .....-...............(415) SU l-5353

SASH-DOORS-Wt NDOWS-I OUtDt NGS

BUI I.DING MATERIAI.S_PAI NT-HARD\MARE_ETC.

TREATED IUMBEN_POTES

Kopperr Co., Inc. -.--.-.---.-----.----.-.--.(4t51 692-3330

Wondline-Nqthon co. ..--.............-.(4151 SU 1.5363

SPFCIAT SERYICES

R6dw@d Inrpection Scnicc --------..--.----.----..--EX 2.7880

GREATET BAY ANEA

IUA,IBER AND tUI BER PRODUCTS

Amori(qn Forst Produclt, TW&J Div.,-(,(l5l SY7-2351

Arcqtq Redwood Co. (Eurlingomel ------{,115} 342-8090

Afkinton-Stutr Co. ------.-.---...--------.--(/al5l 345-1621

Bollw@d Co., The -.................-.....-.-.....(4081 356-2600

Bonninston lumber Cr. -..----.-------.(4151 Ol, 8.2881

Colifornio Iumber Soles -.-.---.-.-----..----.(4151 53/t-1004

Colifornio Plywod Corp. -.-.--------..-....-(415) 652-5153

Col-Pocific Sol* Corp. --..t33-0600

Georsio-PociIic Corp. --.-..-.---...-.-.---.-.-.-.---.--.-8f9-0561

Gqorgio-Pocific Corp. (Son

Pocific Solcr Corp. ----..------17071 VA 2.5151

Hofms Lumbt Co., Frcd C. ----..--.-.----.17071 113-1878

Jqmc Rcdwood So16 .--..-.-.....-...-. -------l707l 822-1611

Simpro Buifding Supply Co, --------------(7071 822-0371

Simpron Tinbqr Co. -.------.--..,...-.-.,----,-l707l 822-037 |

Tocomo lumber Solc, In<.

NNtrRGHAN]T NNAGAZINtr BUVtrRSz GU[Dtr

PACIFIC NORTHWEST STATES

WHITE CITY

Amcrlcon For6l Product!, TW&J Div.-.(5031 U2-5128

U.S, Plywood €orp. -.----....-....-.........-.-{503} Dl 2-lItI

Wcycrhocuscr Co. .............---.....-------.---(5O31 312-5531

GTANTS PASS

Twin Horbort Soler Co. ---------------...-.----(5031 179-1656

I.AKE OSWEGO

Arthur A. Pozi Co. (503) 636-8,|33

}IEDFORD

Fountoin lumbc Co., Ed .....-.-..--..-.-..-(503) 535-1526

W.ndf ins-Nqthon Co, .................-........(5031 772-7063

FORTI.AND

@BITUARItrS

HERBERT I.AIIG CROilM

Eerbert Lang Cromar, president of Cromar Lumber Co. and former vice president and general manager of Morrison-Merrill and Co., died in a Salt Lake City, Utah, hospital of a heart ailment. Ife was ?7.

He founded Cromar Lumber in 1957 after retiring from MorrisonMerrill. A member of Hoo-Hoo International and former chairman of the Utah Committee, American Forest Products Industries, he also was ac-

Kiln-Dried

tive in the Ambassador Club, Bonneville Knife and Fork Club and t,Le Church of Jesus Christ of the Latterday Saints.

Surviving are his widow, Sarah, whom he married June 10, 1914; son, Earl; daughter, Mrs. Milton Hintze; 10 grandchildren; two great grandchildren; two brothers and five sisters.

RoDMAil flEliltRtCKSoll

Rodman Hendrickson, lumber broker for many years in San Francisco. died July 20 in New York City after an extended illness.

He promoted radio station KTAB at the 10th Ave. Baptist Church in Oakland, Calif. And gave Lew God-

P.O. Box 752, plocewille, C,olif. Monufqclurers SPECIALIZING IN

Telephone: plqcervill*.-(213) NA 2_33g5

ard, Hobbs Wall Lumber Co., his first job in the lumber business.

J0H1{ W. RltoDA

John Rhoda died August 14th, in Walnut Creek, Calif. He was ?g.

He was a native of San Francisco, Calif., and was plant superintendeni of the old Hobbs Wall Lumber Co. distribution yard in San Francisco for ovei 25 years.

He is survived by his widow, Caroline; sons John M., Lafayette, Calif.; {ames and Ralph, Orinda, Calif.; George, Monterey, Calif.; daughters Rrrth Roskelley, Pleasant Hill, Calif.; Marilyn Essick, Moraga, Calif.; 2g grandchildren and 15 great-grandchildren.

complete cusrom Milling Facifiries: we like them BIG!

two timber sizer large timbers & wide sizes our sDecialtv

lrrrge matcher with profiles . resawing, fence cutting ;

and Inland continues

With more than 100,000 square feet of protected storage area on its 20 acre service center in Colton, Calif.

Fresh, clean materials along with "good tallies" ate a result of an extensive inventory control program.

Prompt and courteous delivery culminates the effons o{ over I75hadworking Inland employees.

The company that gave you the successful pre-painted Navaho White Hardboard Doors

NOW INTRODUCES

Completely Finished, Printed Hardboard Doors with our Exclusive " Diamond Clad " Finish

All "Diamond Clad" doors stocked and sold in this package: 3' Bevel on 2 sides and l/8" undersize in width. Four edges stained to match the faces. Plastic bagged for added protection.