Merchant Magazine - October 1970

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

We both knorv warm, inviting appearances are essential to 4'x 8' paneling sales. That's r.vhy'rve've gone all out with Am-Ply. With fine handcrafted veneers fol 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, l/ responsible pricing, in-depth inventories and nearby distribution centers. That's really what Am-Ply is all about. Why we'd like to talk to you. Show you samples, price lists and handsome ne\v promotion aids to help you boost sales. Write us now at P.O. Box 3498, San Francisco 941 l9 or phone (4rp) 776-4200.

AM-PLY available at these AFP

/a\ ARCO

li

Dubllrhcr A. D. BeU, Jr.

Edltor Davld Cutler

Assocloto Eilltor ond

Advertlging Productlon Mgr.

Rlchard Heckman

Cir<rulltlon Marsha Kelley

RDPIII)SENTATIVES

NOIiTIII'RN CALII'ORNIA & PACIT'IC NORTIIWEST

Cel Wood, advertlslng and news, 5 Genoa Place, San- Franciscg, calif. 94133. Phone (415) 391-0918' Son Franclsco Bllllng Offtce' 2030 Unlon St., San Franclsco, Caltf. 94123. Phohe (415) 946-6000.

SOUTHERN CAIIFORNIA

Teal Tirr. advertising and new8, 5?3 So. Lake Ave., Pasadena, Callfornla 91101, Phone (213) 792'3rj.23 or (213) ?92-4098.

NEIV YONK

Bitllnsslea & Ftcke, Inc., U}? East 36th St., New York, N. Y', 10016. Phone (212) 532-1632.

MIDWEST Richard lleckler, advertlsing qnd news. P. O. Box B, Xenla, Ohlo 45385. Phone (513) 3?2-64?1.

EDITOBIAL OT'T'ICES

WESTERN LUMBER & BUILDING

MATERIALS MERCHANT IS PUbIished monthlv at 6?3 8o. Lako Ave.. Pasedenri, Callf. 01101' Phono (2r3i ?02-s02s or (213) 702-{006 6v Callfornla Lumber Merchant, Iic. Second-class postage rates pald at Pasadena, Calff., and addltlonal offlces. Advertlsing rates upon request.

SUBSCRIPTIONS

Chanco ol Aildrogr'-Send subscrlp' tion orders and address change to Clrculation Dept., Western Lumber & Buildlne Materlals Merchant, 5?3 so. Lake Ave., Pasadena, Csllf. 91101. Include address Iabel from recent lssue if possible, Plus new address and zip code.

Subscrlotlon Rates-U.S., Canada' Mexico-and Latln Amerlca: $4-one year: $?-two years; $g-three Year8. Overseag: $5-one vear; $8-two year8. Slngle copies 50i. Back coples 75, when available.

Tho Merchant Magazlne serves the members of the: Arizona Lumber & Bullders Supply Assoclatlon, Phoenlx: Lumberlvlerchants Association df Northern Callfornla, Log Altos: Montana Bulldlng Mate- rial Dealers Associatlon, Helena; Mountain States Lumber Dealerg Associatlon. SaIt Lake Citv and Denver: Lirmber Assoclatlbn ol Southern Callfornla, Los Angeles; Western Bulldlns Materlal A88ociatlon, olympla,-Washlngton.

IHE MERCHATIT

i,s an independent magozine, fot the lumber anil building mate' riale inilustrg, concentroting on merchand,ising, rno,n'og ement wrd, accuroto, foctua'l news.

Lumber for decking, siding, cabinets, millwork and paneling, material for fences, patio decks and planters.. .any application where the superior characteristics of Western Red Cedar are demanded can be supplied' from our 1/z million foot inventory. Standard stock includes 1x6,8, 12' and 2x6, 8, 10, '12'. lt is supplied in specified widths and lengths with many patterns, clear or knotty, smooth or sawsize.

Western Red Cedar is one of the lightest softwoods known, has high insulatilhg value, does not shrink, warp or check to any notable degree, is completely free from pitch and yet is one of the most economical construction woods available. ln addition to our vast local inventory, close to freeways for fast pick up; Western Red cedar can be delivered directly from the mill in carload shipments. Gall Fountain first and /asf/

More Thon Zeol ls Required

THE famed consumer advocate, Ralph Nader, r has of late turned his critical eye toward the forest products industry and those connected with it. If he and his 'oNader's Raiders" follow form, we are apt to see some headline-making'statements resulting from his investigations.

Which is not to say this is necessarily bad. On the contrary, we are firm believers in the periodic review, constructive criticism, and the general application of a lot of light into the dark corners.

What we hope will be avoided is the making of ill-founded, sensational charges that benefit no one and result in a black eye for the industry.

To say the least, the forest products industry has not enjoyed a favorable press. The publicity accompanying the establishment of the redwood national park is all too typical of the kind of public relations beating our industry has e.ndured. Should Nader be as sloppy with the truth as were the proponents of the redwood park, the industry will again be subjected to a public blood letting.

Nader's Public Interest Research Group has been meeting with the National Forest Products Association in a discussion of Forest Service poli-

cies. The consumer-oriented group has twelve lawvers on its permanent staff and is unrelated to the student-staffed Center for the Study of Responsive Law. The students are currently preparing reports following their investigations of the U.S. Forest Service.

The research group's discussions with NFPA are mostly based on a list of questions developed during interviews with the Sierra Club which contend that the industry is exerting undue influence on the decision making processes in the Forest Service.

Earlier this year, Nader's student crusaders investigated the pulp and paper industry in Maine. After previous studies, his groups publish their findings in book form, Their conclusions on the Forest Service are expected to be publishetl next Spring.

Because of the tremendous response to his earlier investigations, he now wields the ability to set vast segments of public opinion. If he should yield to the temptation to make news instead of making sense, his disservice to the industry and eventually to the public would have far reaching effects.

New showroom signals start of major

rFHE attractive new showroom at I Escondido Lumber Co. is just the first part of an improvement plan for their operation that will eventually bring major changes to the Escondido, Calif., yard.

In the near future they plan to build a combination stand-up finish shed that will handle receivine and storage. The 5d x l4C/ building will

be at the end of their 26 space parking lot, on the Santa Fe railroad spur. Eventually, by razing the other scattered structures in their 300'x 4O0/ yard, they will enclose the property, leaving the center open for parking.

Located in a town that is the center of a i5-20 mile trading area with about 80,0O0 people, the firm has annual gross sales of more than $l mil-

lion, with 7Uo/o in contractor sales and the balance in consumer. They calculate their net return as about two percent. Profit margin is described as being as much as competition will allow.

Bob [,ee, the vp., co-owner and general manager, says that about l0 years ago the business mix was 80/o20/o and, that he expects that in perhaps another l0 years the consumer side will continue to grow so that it will eventually be 5o/o-50/o.

Presently they have 23 employees; 6 in the store, 5 yard, 4 office, 4 administrative and 4 drivers. Employee turnover is very light. Hiring is done from applications made to them.

l{ElI displays do much to move merchandise. Extensive selection of tools ref lects semi-rural na ture of much of their trading area. Transit (top righ0 proved to be surprisingly good seller. Pegboardedtools are good use of comer wall space.

Personalized service is the key to their success, f.ee feels, and the oper. ating hours they keep reflect this.

Nominally open from 7:30 a.m.-5 p,m., six days a week, they more of. ten than not have someone at the location at 7 a.m., just as an extra service to the approximately 24 contractors who work out of the store. It is this kind of consideration for the customer's needs, they reason, that has allowed them to more than hold their own with the two other local yards.

The accounting is not broken down into lumber and non-lumber items as it was in the past. 'oWe never thought it provgd anything," Bob l,ee explaing "we know our costs to build a load of lumber, so our cost analvsis is basically figuring our costs to groes sales.tt

Their credit policy is the use of

Jhanges

Master Charge and Bankamericard on the consumer side. The contractors usually finance ahead through saving bnd loan companies or work through a voucher system.

Escondido mostly uses the local newspapers in spending the one percent of gross sales they allocate to advertising. This figure will probably be upped as more and more sales register on the consumer side.

Fifty years ago, the firm's predecessor was founded as the ALA Lumber Co. and was owned jointly by

Story qI o Glonce

Expansion starts with bright, new showroom, clean and well designed major yard changes will follow projections call for eventual 50-50 mix of contractor to consumer.

R. D. Lee, Bob's dad, and by Bob's uncle and cousin. In 1928, the elder Lee and Vern Jones owned it.

The depression took its deadly toll on the business and in December of 1933, they closed the doors. Next month, Amos Geib contacted Bob's father and by the following month they were back in business as Escondido Lumber Co. When Bob's father died in 1948, Bob bought out his share of the business. C,€ib also has an interest in a number of other yards in southern California.

They seldom use direct mail advertising, having found it did not benefit them. Their ad in the Yellow

Pages has been an asset in their program, however.

Their newspaper ads are laid out so that they stress two or three items in several merchandisins areas. These leaders are never literatly loss leaders. "We want to make money on everything," Bob explains.

The mild climate of the area has resulted in very little of their business beins seasonal. Winter rains

usually bring an upturn in roofing sales while the cooler Fall and Spring months may boost insulation sales, but basically, sales are level all year. Charges for cutting lumber vary with the request; $2 is the minimum. Delivery charges begin with a $3 minimum. When a carpenter's service is required by a customer, they try and recommend a local caryenter whom they feel will do a good job.

GE0METRIC look with lots of wood added sets note for modern showroom, (top). Bob Lee, vp., stands for quick confab at cashier's desk.

Good signing, clean, low gondolas feature store layout.

The Foresf and our Environment

by Lowry Wyatt vice president Weyerhaeuser Co.

despoilation of the environment, both physical and biological."

I would rephrase that and say,'oln the creation of necessary products, we must use the process with the fewest undesirable side efiects."

Obviously, a nuclear explosion is not the most desirable way to create light, even though it is uncommonly bright. There are more rational processes that don't have the undesirable side efiects. But any process does have side efiects.

All these things are a matter of balance.

When civilization began all men had to work to produce the necessities to sustain life: Food, clothing, shelter, and protection from whatever threatened. We now produce the necessities of life in greater quantity with less labor. But most men must work to produce wealth. They change something in nature to a more valuable form so that all men can live. This means everything from changing a chemical into a wonder drug to fashioning a special piece of the earth's crust into a tool.

Without prejudice- because we need all materials in some measurelet us examine, in terms of environment, the efiect of our efforts to produce the materials you must have to create buildings and the other kinds of shelter and amenities that 'men need.

A good deal has been said about the steel two-by-four as a substitute for the usual one made of wood. Consider this simple element in a structure.

of water and dispose of huge quan. tities of waste for which we have no use, Plastics? Petrochemicals? Masonry? Concrete? The story is the same. We must take away from the earth -we must use, once and for all, the treasures that were born with the earth and others it has taken the sun millions of years to store in the form of fossil fuels.

Story st s Glqnce

Excerpts from an excellent speech by Wyatt, telling how environmentalists who ignore the logical soundness of cutting and us ing the f orest's wealth, do so at society's peril.

It is true that a logging site is unsightly. But the period is brief, in the life of the forest. Soon new growth takes over the plain or mountain. But no new mountain replaces the one that yielded its iron and it's hard to hide the scars of the open pit that once held coal.

The forest does not just produce wood, howevero or water, or wildlife, or a pleasant place to camp or walk or sit by a brook. While the steel mills-and you, and your automobile, and your furnace, and your electric plant-gobble oxygen and produce carbon dioxide, young forests utilize that carbon dioxide to make wood, and return oxygen to the air.

fT may sound obvious to say that r every product requires a process, but I would like to explain that statement in a context that may not be so obvious.

The President, several Congressional Committees, the Environmental Quality Council, and many authoritative sources are saying over and over in difierent ways that we must ooconduct our operations and activities in such a way as to minimize pollution of air and water to avoid the

Ore is mined. Heavy equipment, burning fossil fuels, is used to deliver the ore. The ore goes to the mill, where it is reduced by heat, again produced by fossil fuelg either directly or through the intermediary of electricity, which must somehow be generated. Waste products must be disposed of: on the land, as slag and ash; in the air. as soot and other particulates, and in the water, as acid and dirt. This process is dependent upon prior processing of depletable natural resources in monumental quantities.

To produce the gleaming structural member, we must gouge at least one hole in the earth-perhaps as part of the elimination of the whole mountain. We must generate enormous heat in some way, use large quantities

You are going to hear more and more about the environmental consequences of using certain products and processes; the engine in your car is front and center now. W'hat about the air pollution from heating and cooling your house and office? This consideration alone will emphasize the value of wood as a building product. In addition to the strength, versatility, beauty and other values you know so well" a wood structure insulates against both heat and cold. Wood has an important effect on protecting against environmental pollution through just that property. Heating a wood structure requires consumption of less energy-so does cooling. Obviously, by conserving energy, a wood structure conserves the fuel needed to produce the energy, and eliminates the undesirable byproducts of combustion. Building with wood is environmentallv sound.

What it rneans to you to handle Masonite Products

(In a word it means PROFITS!)

In a few more words it means QUALITY PRODUCTS, make sure the product will perform once it is in " nationally advertised and promoted to pre-sell your the market. Then we price it so our dealers can prospects; tailor-made LOCAL HELP to bring your make a fair profit without having to worry about -r, prospects into your place; powerful SELLING AIDS customer complaints. ',; to help your sales people change prospects into customers when they come in to shop.

No hardboard manufacturer invests more to support '-,,' dealers than does Masonite Corporation. you can 'i.:. Masonite Corporation produces many specialty setl with confidence because our products are ,{,i hardboard products. (There are many other hard- backed by the most dependable name in the busi- .: board products that are not made by Masonite even ness. ,.i though they may be passed off by some that way.) .",:, And Masonite Corporation stands behind its prod- Drop us a line, Masonite Corporation, Box 177, .:,' ucb in your behalf. lf it doesn't say "Mbsonite" on Chicago, 111.60606, Dept. W-10. We'llbepleasedtofill

the back it isn't a Masonite product! you in on famous Royalcote Interior Paneling, the ,;

we,re proud or our products because we

have invested heavily in research and de- 4=-r sories. iMasonite, Royalcote, x-go are velopment to make sure there is a market f f I registered trademarks of Uasonite Cor- tr need for the products we make and to f f lo pontion.)

DERSONAL selling offers retailers f a strong competitive tool. ManY use it, for example, to offset the ap' peal of lower price which some com' petitors offer.

However, some merchants throw away this opportunity. They let in' efficient or discoulteous personal sell' ing drive away customers.

The first step in revitalizing per' sonal selling is checking the quality of personal selling in your store. Is it helping to build repeat business? Observe your salespeople to see how their personal selling measures uP against the following questions:

Are your salespeople prompt in greeting the customer? fue they in' terested in the customer's problems? Are they courteous throughout the sale?

Are your salespeople eager to get the merchandise into the customer'b hands? Are they enthusiastic in suggesting related goods? Do they know the facts about the products they sell?

Keep in mind that face-to-face selling is becoming more and more a task oI informing and explaining. The efiective salesperson has to be a consultant to customers because they want to know how the products will meet their needs.

tinding Their lleak Points

When you exarqine personal selling in your store, you probably find things which can be improved. One salesperson, for example, may be slow in greeting customers. Another may fail to get merchandise into the customer's hands.

Perhaps you thought, "Our sales would increase if only I could hire some well-qualified people." Unfortunately efficient sales applicants are often not available, and the small retailer particularly has to do his best to develop his present people.

In trying to upgrade your salespeople, the best starting point is findout their weaknesses and strengths.

Look for a few moments at some of the personal eharaeteristics which help an individual to become a good salesman. By analyzing countless sales situations, experts have been able to list the qualitiee which are cpmmon

It can make or breal Personcr

to good salespeople. Certain characteristics, or traits, help a person to be a successful salesperson.

These traits are discussed under frve headings: (l) objectivity, (2) personal appearance, (3) sociability,

Story dI q Glqnce

What goes into making someone a really effective salesperson do Your People have these qualities? How to get them to sell more.

(4) maturity, and (5) mental alertness. After you have read about them, use the scale to rate each of Your salespersons.

. Are They (lbjective?

The trait of objectivity is important in selling. It is another way of saying that good salespeople understand peo' ple.

Such objectivity permits the salesman to put himself in the customer's position and to interpret the customer's wants and needs in terms of the customer's own interests.

On the other hand, subjective peoplc do not make good salesmen. They dislike meeting people. A subjective person looks at things in the light of his own reactions, He, or she, is concerned more with his own welfare than the customer's.

To be a good salesman a person should first be outgoing. He should like people and be customer-rninded -be able to put himsel{ in the customer's place.

. Are They Personable?

To make a good first impression on customers, and to continue to gain

their respect, the salesperson should be personable. [Ie should have the following:

Good, Appearance. Well groomed salespeople are clean, neatly dressed in appropriate business attire, with hair combed, and shoes shined.

Gooil Health. Healthy salespeople have the ability to work all day without becoming excessively tired, and they are on the job day in and day out.

Good, Bearing. Poised salesmen are composed and act dignified.

Cood Expre.ssion. Grammatical speech and a pleasant tone of voice add to the over4ll agreeable impression.

. Are They Sociable?

Certain personal qualities help a salesperson to create an atmosphere in which customers enjoy making purchases. To do this salespeople should have the following traits:

Enthusiasm, Enthusiastic salespeople have a keen interest in their job and impart this to their customers.

T act. T actlul salespeople handle customers without ofiending them.

Loyalty to P rod,uct anil Store.Loy al salespeople make the custorner feel a certain pride about the purchases he or she makes in that particular store.

Confidence. Confident salespeople reflect assurance that they are capable of helping the customer.

C ourtesy. Courteous salespeople are polite and well-mannered even under trying circumstances. They do not argue with customers. They agree with statements made by customers whenever possible.

Friend,liness. Make customers feel as welcome as they would guests in their homes.

I retail€r: iellins

Dependability. Dependable salespeople are on the job as assigned, and they carry out orders as direeted.

. Are They Mentally Alert?

The last group of traits which are helpful to successful personal selling can be labeled with the words "mental alertness." To be able to contribute the thoughts and ideas needed to complete a sale, thesalesperson should have the following qualities:

Interest. Enjoy the work they do and are proud of their ability to help customers in making buying decisions.

Encouraging lhem to lmprove

Revitalizing personal selling is largely a matter of encouraging your people to improve themselves.

You may want to have each one rate himself on the rating scale. Com. pare his rating and the one you

RATING THE TRAITS NEEDED IN PERSONAL SELLING

To rate one of your salespeople, or yourself, mark each trait on a scale from I for "very poor" to Sfor "su- perior." write the appropriate number for eachtrait in the ,'score" column and total that column. A score of 85 or above is excellent, 75 to 84 is good, 55 to 74 is average, and below 54 is poor. you may want to have each salesperson rate hifr-seu and then compare his ratingEith ttre one you made, -BTAi""u""ing Jifi"run"u" in ttu two ratings, you can encourage the salesperson to build on his strong traits while working to improvehis weaker traits.

CHARACTERISTIC

Objeccive

WelI-groomed

Healthy

Poised

Grammatical speech & pleasant voice

Enthusiastic

Tacrful Loyal

Confident

courteous

Friendly

Emotionally mature

Understanding

Industrious

Dependable

Good memory

Accurate

Imaginative

Knowledgeable

Interested in job

. Are They Mature?

Certain traits show that a person is mature. For instance, ernotionally ma. ture salespeople handle situations smoothly even when unpleasant. They do not pout or become bitter over the actions of other people within the store or with customers. They have the following traits:

Und,erstand,ing. Un derstandin g salespeople listen intently when the customer explains his problem. Industry. Industrious salespeople are willing to work hard to produce desired sales results.

Good Memory. Remember customers, facts about merchandise, and information about the store and its systems.

Accuracy. Handle the many details associated with the selline of rnerchandise with a minimum of errors.

Irnaginati.on. Interpret the custom. er's needs and wants in terms of the merchandise available.

Knowled,ge. Talk about topics of current interest and especially about the goods and related problems.

made. Together you and he can determine the weaknesses he needs to overcome. You can also point out strengths he can use to the best ad. vantage.

Then let each salesperson know that you plan to rate him again in a few months-3 or 6 months. You may want to rate beginne6 more often, perhaps once a month while they are in training.

Our thanks to the chiel ol the Small Business Ad,ministration lor lurnishing us uith this intormatiue qrticle.-Ed,itor,

noble lineogc

For centuries genuine Mahoganv has been imitated but never niatched. lt was specified in construction of a Santo Domingo cathedral in 1514-for shipbuilding by Cortez-for the magnificent Escorial by King Philip ll. Little wonder. lts beauty is exceeded only by its wood working qualities.

This is just one of 52 expertly selected hardwoods at J. E. Higgins Lumber Company, which offers Northern California customers 7 million ft. of kiln dried lumber and over 200,000 sq. ft. of warehouse.

A lumber for every purpose.

WBMA's new headquarters

The Western Building Material Association has now settled into its new headquarters office building in Olympia, Washington. Since 1953 it had been locateJ in an associationowned building in Seattle.

The new Olympia building is beautifully situated in the Evergreen Park section. It provides upto-date and functional space for offices, meetings, schools, a leaining resource and information center-a fine facility for dealer and associate members and stafi.

According to WBMA president Cameron A. Kyle, the attractive new building is a tangible expression not only of the strength of the association membership but also the solid cooperative relationship among all factors in the industry. He added

that it can be the focal point for all of this industry's activities in the Pacific Northwest.

Contributions of materials and services from several firms were very help{ul in making the building possible.

The following building committee members devoted much time and effort in making necessary decisions during the course of construction, Robert M. Slettedahl. chairman, Robert E. Bush, Carl Knoll, Wayne S. Mattson and A. H. Parker.

The Western Association is in its 67th year of service to the Pacific Northwest lumber and building material industry. Address of the new headquarters is P. O. Box 1699' Olympia, Washington 98501.

0PEt{lNG DAY ceremonies (L-R) Bob Slettedahl, bldg. comm,ittee chairman, Cameron Kylg

WBMA prexy, Bob Bush, committee ard Ross Kincaid, assn. exec. vp. member

SPIRIL fountain keynotes hardsome entrance.

TheViking Duo Sauna is the hottest specialty item to hit your market since packaged nails. Because the little room sells itself. And the profits are high.

The Viking Duo Sauna goes up in '15 minutes, fits in a 4 x 3 1/3 foot

Itb only a small room. But imagine itfull of money.

space, and runs on ordinary 120volt current. All you do is plug it in and start bollecting the profits.

That's howto make more money. The easy way.

Mail the coupon and we'll send you complete details direct from the factory.

Western Lumber ond Building Moleriols MERCHANI

NTWS BR[ rrs

I|nited Lumber Co. has closed its Los Angeles area Yard; For' est City Enterprises, Parent o{ American In,ternational, o{ which United was a subsidiarY, saicl their 2d h,olf earnings uould be cut by #190,000 due to its liquidation .. . Benelix an'd American Forest Products have gottcn a favorable nod on their Proposed marriage

The ICC says their susPensiott ol the neru demurrage rule will be in ef{ect until }Iarch 31, 1971 . Connor Lumber Co. has moved from Pasadena to San Marino, Calif .; Ilobbs Wall Lurnber Co. from San Francisco to Terra Linda

Permits t'or f uture construction rose 5.3/o, while housirtg starts dropped l0%in August

S&B Supply, N{ontebello, Calif., plan a new plant in CitY of Industry

Ole's Hardware Centers have opened their 7th store, it's in Ha' cienda lJeights, Calif. Blitish Columbia Forest Products Posl' poned building their $5.3 million plywood and t'eneer plant due ttr law demand and depressed prices.

Lt.S. Commerce Secretary Mau' rite Stuns has predicted a return lo intercst rales of 6/o, tho he didn't say when . Nt'|. Assn. ot' Home Builders' president Louis R. Barba sees 1.45-1.5 million starts in '70, thinks 1.6 million is ottuinable in '7 I . .

Bel-Air Door, Alhambra, Calif., is the new rlistributor for Chicopee Mfg,, producers of fiberglass screen clothn and for Phelps Dodge aluminum screen wire div. Ford IVIotor Co. Pro' - posed a ne\{ super-cheapie car for Asian markets that may have a plywood body; possible selling price: $800-$900.... Feather River Lumber, one o{ the biggest sawmill operations in No. Calif., has been consolidated into R. F. i\ikkel Lumber Co., Sacramento.

U.S. Plyruood's net earnings are expected to drop sharply in the 3rd quarter, co. oflicers saY, citing soft demand, labor con' ditions . La Luz Lumber, Alamogordo, N.M., insists the Dresent sh,utdoun of their saw :nU. Otuntng mill is temporarY

The new standard for "hinged interior wood door units," PS 32-70, has been OK'd by the Nt'I. Bureau of Standards; the Nt'I. Sash & Door Jobbers Assn. had previously approved the home building ussn. has hired J. Walter Thornpson, the giant ad agency, to tell its story to an unenth.u siast ic public

The drop in the prime rate ta 7Yz% f.rom 8/o o'should pro' vide encouragement to the mart'' gage-baclted security issues that have been waiting for a break in the market." enthuses Robert II. Pease, head of the mortgage bankers assn. ., B of A now says "an early look at '71 sug' gests the year ahead will be one of restless resurgence" .. ,

Brooks-W illamette, Bend, Ore. has named Panel Tex its particle' boord distributor for the area from Bakersfield, Calif., to the N{exican border... the Ford Foundation has granted an un' disclosed amount to Harvard for a continu,ing stutly into construc' tion industry problems.. Northrop Architectural Systems has moved to a larger plant in Santa Clara,Calif....

Eaans Products has opened its new $9 million plant in Missou' la, Montana Less than 3/o of the 58.8 million U.S. households now own o second, or aaca' tion home . Lumber Prod' ucts had a big opening party in late Sept. for their new plant on N.W.20th, Portland

New simplified span tables for lurnber made under the new PS 20-70 have been submitted to FHA by the National Forest Products Assn.; FHA is nou distributing them to some 3,000 regional offices more than lA/2 acres are naw under couer at Penberthy Lumber's new Carson St. yard.

You're in a bind. job yesterday and next week. We can help. Simpson offers

":ii'j'

You needed the materials for the you're not even sure they'll come 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 anyone else.

BEL.AIR DOOR CO. MANUFACTURES PARTS FOR YOUR REPLACEMENT NEEDS

Pqlco Ups Scholorship Plon

Edward M. Carpenter, exec. vp., The Pacific Lumber Co., Scotia and San Francisco, has announced a signifi' cant change in the A. Stanwmd Murphy Memorial Schol' arship Program, effective with the class of 1971.

Tho cash award for each scholarship has been increased to $2,000, payable over a four year period, up from $1,000.

An unlimited number of $2,000 scholarships will be available to sons and daughters of eligible Palco em' ployees with the basic qualifications still being admission to and continued enrollment in an acceptably accredited four-year college or university.

As to the timing of this increase, Carpenter said that although some signs point to a more enc.ouraging picture in the future, the market for forest products is still depressed. .Despite this, Palco decided to increase the scholarships because of the rapidly increasing costs of higher education, and of the financial strains imposed on parents of col'lege students,

G-P Ponel Gets OK

The Good Housekeeping Consumers Guaranty Seal has been awarded to Rio Grand6. the newest decorative hardwood paneling from Georgia-Pacific Corp.

The Good Housekeeping Seal guarantees the paneling against delamination and othe4 structural defects for the life of the inslallation.

This well-known and respected seal provides an additional convinsing sales feature when talking to consumers and builders.

"zaZ:4.'/

Arcolo Redwood Sues Gov'f.

Arcata National Corp. has filed a suit for $121.6 mil' lidn against the federal government to compensate for some 11,000 acres of redwood land taken for the redwood national park in northern California.

Arcata Redwood has terrned an ofier ol 846.2 million Ior tle land as "grossly inadequate.o' Its claim is based on a recently completed appraisal.

The company has received $17.8 million from the gov' drnment in part payment of $33 million allocated to it by the Congress.

, Opportunity for litigation was provided by the public law creating the park if parties involved are unable to reach agreement.

Pqrficleboord Output Up 20%

Particleboard manufacturing in the United States has set another new mark. The U.S. Department of Com' merce, reports that particleboard production reached l,?05 million sq. ft. 1t/4-in. basis), eclipsing the 1968 output oL l,425 million sq. ft. by a margin of 20 percent.

The value was placed at about $208 million, some $66 million over 1968.

L.A. Club Chorges On

The active Los Angeles Hoo.Hoo Club concatenated an afternoon of golf, a session at the 19th hole and a dinner meeting and movie at their most rec€nt conclava

Honored with the Pr€sentation of the past president's pin was last yearos snark Don Stobaugh. Through rafle tickets, the qlub members contributed generously to a charity program being aided by Weyerhaeuser's Johnny Lipani.

John Eckstein, the ofrcial golf starter, gave out the links hardware to Jim Barnes for low gross and Bob Goetze for low net. Bob and Bill Hoaglund had tied, but Bob nlon the toss of the coin.

Earl Babbitt won the first flight, Don Bailey topped tte seond flight and Bill Hoaglund was fust in the third flight.

A film of the N.Y. Mets winning lsst year's World Series capped tle meeting.

llt0EtrY AUiltll actlng performance by Don Stobaugh of.Sun-lumber (lef0. overcome bv mock emotion on being prcented with $e past oraiCent's oin bv AFPC's Joe Contestabile, the neu, prexy. llfiile not

bn tltc menu, fidre was more han at flu meeting than anytning Elso.

#3060 0r,D MASTER

#2039-12 DIA LITE vALEl{C]A SR. X-BUCK

by George N. Kohn, Morketing Consuhonl Copynght-Curp N. Kaha

Whot About Poyolo?

A young salesman stormed into his supervisor's office one day and demanded a new territory.

"How come?" the boss asked.

"Everybody wants payola before they'll give me an order," the salesman replied.

"Do you mean that buyers have solicited you for a bribe?" he questioned.

"W'ell not exaclly," he said, "but I get the feeling that they'll give me an order if I pay them ofi. Besides, I've heard rumors that all the purchasing agents are on the take."

This salesman was not given a new territory. He was fired. He had had a very poor record of earning and the sales manager decided thai he used the payola accusation to cover up his failings.

LOOK AT THI FACTS

The famed Al Smith used to sav. "Let's look at the record." I think that's a good idea in selling.

Anyone in business knows that some unsavory practice exists. It must be admitted that there probably are some buyers or purchasing agents who work on a payola basis. But they represent a minute percentage of the total doing business with salesmen, From my experience in marketing I would estimate that less than one out of 100 actually engages in this kind of activity.

I have found that the payola bugaboo is most often merely an assumption on the part of the salesman and

nEPnlHfS Fon SllESnil , hls is a condensed version. Each lesson ls ayailable in an exoanded form, In a 4-page brochure, size grrxll. brlnted In 2. cotors on white glossy paper and is'3-hole punched to fit any standard 3.ring bindsr. Each suDject In this expanded v0rsion is fully and completely. developed in comprehensive -detail and includes a sglf.examinaflon qulz for sales. men, Prlces are as follows: I t0 3 copi$ (0f .adt rrflctrl.-......i0 Grntt laclr

even worse-an excuse for poor per. formance,

CASE HISTORY

A mechanical contractor, Joe Billings, once called his salesmen together and gave them the word: "Go out and show the engineers in the prospect firms a good time." The salesmen were told further that they need not spare any expense.

Well, even in our expense account economy this was quite a boon for the salesmen and they tackled the Lssignment with great enthusiasm. Never had engineers eaten and drunk so well. Joe Billings meanwhile sat back and waited for the expected orders to come in.

He waited a long time. He might have waited even longer had not someone straightened out his thinking.

Joe's benefactor was the owner of an engineering firm Joe had been trying to woo with his all out campaign in high living.

The owner got right to the point.

'olt's a waste of time and monev." the owner said bluntly. "Our engineers are college trained experts who recommend purchases on the basis of quality, performance and cost. I'd fire any one of them in a moment if I thought he was being over-influenced by a steak dinner,"

From then on Joe concentrated on training his salesmen to make sound presentations. His business improved considerably in a few rnonths.

The buyers who ask for payola are rare. If you should encounter one don't make the slightest move toward any negotiation.

!g !0 19 coDler (of r.dr rrtlclc)..37r4 G.||t3 .ach !g t0 99 cople3 (0t .fth rrflcl.)......30 ccnb !|Gh 100 or rnor. coDle3 (of a.ch rUclr)..2! crntr reh Ihe entire series nay be pre.ofdered or Indlvidual articles may be ordered by number adatress orders t0 the Ge0rgr il. l(|ln co., Department Tp. 212 Fifth Ave., Nsw York, N, Y. 10010. When ordering, please mentlon The Merchant Magazine, Pasadena, Calif.

PLAY IT DUMB

If he hints at or suggests payola, pretend you don't understand him; play it dumb. If he asks outright, tell him flatly that you do not do busi:ress that way. If he makes it clear that the only way you will get an order is by making a payoff, I believe you are justified in reporting this to your superiors. A wound that is not treated becomes infected.

Ron Howes, a loundry machinery salesman, had an interesting experience with a purchasing agent, who demanded a thrie percent cut on the orders he gave.

"I refused," said Ron, "and I left his office. Five minutes later I called my headquarters and informed them of the incident. My boss listened care. fully and then told me to return to my hotel room and wait for a call.

"It came in 45 minutes. My boss said I was to go back to the company where I would be given an order. I made a dandy sale but not with the same purchasing agent. He had been canned. The marketing manager of my company had phoned the president of the prospect firm and related my story. The president was so mad he fired the agent on the spot after the latter admitted my charge."

It's easy to make yourself immune to paydla. Simply ignore it. Have you built up the right attitude toward this unwholesome practice? Try this quiz and see. If you can answer ttyes" at least six times, you have nothing to fear.

l. Are you against payola in principle? YesD NoD

2. Do you condemn the practice publicly? YesD NoD

3. Do you refuse to engage in any discussion of it with a buyer? Yes n No D

4. Do you demand facts when you hear rumors about payola? Yes ! ilo !

5. Do you squelch ihose rumors?Yes,D No E

Yes,[ ! yourself

6. 0o you try to make yourself helpful and useful to the purchasing agent? Yes,i No,E

7. I4rould you report a solicitation of payola? Yes,E No tr

8. Are you awarc of the damage payola could do to your reputation and that ol your firm? YesD Notr

Red

Tbe jobs tell tbe story

Anofher first for TREATED POLE BUll.DEnSl incorporoling lhe ute of pole ond bcom contlruction givcr eose of consfruction, simplicity ond losfing bcouty to Word & Horringlon's new complelc homc ccnlar in Fullerlon, Colifornio,

wilh economy, simplicily, beoufy ond eose of conslruction in mind. Whelher it ir iust one building with the lotest concept- lhe noney scving Umbrello slruclure--or o complele lofol proiect. o "Turn Key" iob, coll or wrilF

THE COMPLETE JOB for Lane-Stanton Lumber Co. showing the office and the buildings.

Here ore bul o few sonples of TREATED POI,E BUIIDERS' unique melhod ond derign ol treolcd pole con3lruclion using Xoppers Cellon@ Pressure-lreoted polcr. let Treoled pole BuildJrs deliver the kind of iob you wqnt-builf by lunbermcn for lumbermen,

AMERICAN FOREST PRODUCTS CORP., Tarter, Webster & Johnston Division Cerritos, Calif.

SIMPSON BUILDING SUPPLY CO.

Exclusively for California . , .

to more and more Galifornia dealers and distributors. For year arrutd supplies of dimension lumber and piecisio+trimmed sfuds, depend on D&R.

0U Groutt Fir Dimension frun

tS.P. Lumber Co., Port 0rford, 0regon

Hemloct Studs lmm

Warrenton Lumber Co., Wanenton, Oregon

lhmloc* 0imenshn frum

$lestport Lumber Co., Westport, Oregon

OCTOBER

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

Western Building Material Assn., R€gional MeetingsOct. 13, Portland; Oct. 14, Olympia, Wash.; Oct. 19, Btemerton, Wash.; Oct. 20, La Grande, Ore.; Oct. 21' Ontario, Ore.; Oct. 22, Boise, Idaho; Oct. 26, Coos Bay, Ore.; Oct.27, Grants Pass, Ore.; Oct. 28' Rosebuig, Ore.; Oct. 29, Eugene, Ore.; Nov. 3, Albany' Ore.; Nov. 4, Salem, Ore.; Nov. 5, McMinnville, Ore.-

Pacific Southwest llardware Assn.-Oct. 18'21, annual management institute, Camelback Inn, Scottsdale' /:rtiz.

National Aesn. of Home Builders-oct' 19-21, land use and development seminar, Newporter Inn, Newport Beagl, Calif.

American Plywood Aesn.-October 26-27, Fall promotional meeting, Sea-Tac Motor Inn, Seattle' Wash.

San Francisco Iloo-Ifoo Club 9{)ct. 28, grade rules meeting, Bob's Restaurant, Burlingame.

Loo AnEeles Hoo-IIoo Club 2-Oct. 31'Nov. 1' family weekend, Massacre Canyon Inn, Gilman IIot Springs' San Jacinto.

NOVEMBER

National American Wholesale Lumber Asen, regional meetings-Nov. 2, Jonathan Club, Los Angeles; Nov. 4, University Club, San Francisco; Nov. 6-?, Viltage Green Motel, Cottage Grove, Ore.; Nov. 9, Windjammer, Seattle; and Terminal City Club, Vancouver, 8.C., date to be announced.

Northwest Hardwood Assn.-Nov. 12-13, annual meeting, Portland Hilton Hotel, Portland, Ore.

San Joaquin IIoo-Hoo Club 3l-Nov. 13, annual valley frolic, San Joaquin Country Club, San Joaquin, Calif.

l{ow. oler 5.m0.000 leet of dimension lumber and studi monthiv manufacturcd especially for Southern California constructien needs.

lrt lleUr would 4precide an opportunity to- tell vou how vou and your clst0mers will beietit lrom irsiru dedendable-D & R dimension and studs. iouian'rcoclt h'rm by calliog 872'1280 or 7834544.

hwpalWholpaala Lunbo, tlo*{od*ru

S p hl Dnfudt'&Sauro P,'odudt.

REOWOOII, FIR AI{D PITIE TUMBER SPUT nEDW00lr P0sls M0RTlsEo

RAtts, PAUil8 & ll0ttYw00ll sHAlGs

We Speciolize in Mixed Loodsl Cordes longley

Fast re[ular ocean shhmeflts by barge lrom Soufheri 0regon and dre Columbh River direot to Southem California.

o{ Rodil,ood,

Whqt's in q Nqme?

Lane-Stanton Lumber Co.. which recently opened a brand new seven acre lumber operation in City of Industry, combines two names wellknown in the soirthern California industry.

The old E. J. Stanton & Son, Inc., which supplied one of the names, dates back before the turn of the century and has had its story told several times in these pages. The Lane name, while well-known and respected, is oI newer origins.

It was in 1955 that Vince Besinque, the present Lane-Stanton presi. dent, joined with L. B. Gregg, Jr., to found Lane Lumber. The following year Jack Millikan joined the firm as an associate. Seven rnonths later, Vivian Fields became office manager.

Founded at the same time was Vance Lumber, then as now, specializing in carload sales of hardwood and softwood plus importing Burnie-board, the Australian hardboard. Vance also imports hardwood from Australia and the Far East.

Next year, Fred Jones and his son Ted, started Custom Mills, Inc. on the same premises, It was also at this time that Dick Field took over field operations and Hugh Speed the trucking.

F. M. Crawford's L.A. div. inven(Continued on Page 42)

SOUTH BAY RED says

TURIIIIG THE key on moving day (top left) is Vince Besinque, Lane-Stanton prexy, with (L-R) Skip Gregg and Jack Millikan. Top right: Lloyd Webb, Charles lVilson, yard chief Dick Field and Besinque. Art Ballou (lower left) confers with Jess Beristain. Lower right: Don Morland and Steve Mclemore work out order.

ooSome companies' trade mark is their serYice" others their quality or their produet. Our good reputation is based on all of these."

Gertified grade stamping available for redwood and white woods, along with custom milling.

]THtr ARIZONA

SGtrNtr

By FMNK DAVIS executive vice president

THE association is again conductt ing a building materials course in the evening division of Phoenix College.

The course consists of 16 sessions. They began September 17, and run to January 21.

The subject oudine of the oourse is about the same as the spring semester. APA, WWPA, AITC and a number of manufacturers are serving as instructors in their particular field. Original enrollment is 28 students with more expected.

AL & BSA is y'anning an all industry luncheon to honor the instructors to be held (probably) in November. At that time, they will be awarded a plaque in recognition of their support of our association's education program.

New Grqding Rules

The new grading rules o{ the Western Wood Products Association, appnrved by the American Lumber Standards Committee, are now being distributed to dealers, architects, engineers and other lumber users. The ALSC also approved the grading rules of the Redwood Inspection Servicq Iflest Coast Lumber Inspection Bureau and the Southern Pine Bureau. lhe new standard, which went into effect September l, established common sizes across the U.S.

The National Lumber and Building Material Dealers fusociation has issued the following note of caution:

"Retail lumber dealers and userg of l,urnber should be ayaro minimum sizes under Voluntary Product Standard 2070 vill regdt in reduced spans for franing members under nany local building codes. The manufadurcr under SridinC rulee slEo dective Septembor I ig required to indicate on ttre invoice actual thicknese and wid&. Rather than to indicoto simply nominal size, all dealers should take immediate steps to clarify in tho cas€ of each order pending with a manufacturer, or to be placed, actual thickness and wi&h degired for these shipmenb."

The board of directors at their first quarter board meeting approved the publication of an association 'Infor. mation Manual' for the membership. An attractive binder has been produced that will be indexed to provide a handy file on various regulations and information such as labor.

wage and hour laws, merchandising ideas, association organization and services, etc. This is being distributed m the membership this month.

The Arizona home building picture looks bright with the prime interest rate reduction and the final settlement of all construction trade contracts, with the exception of the mill. work trade. The bricklayers are the Iatest to setde their contract nego. tiations. They have been in progress since June l.

Stanley Lumber Co.o of Prescott, recently was sigaed as a new mem. ber.

We represent oyer one hundred Western producers of Ponderosa and Sugar Pine... Redwood lumber and Redwood split products. Douglas Fir and White Fir ... Hemlock and Cedar lumber, as well as a complete line of Cedar fencing. Your one call to Hobbs Wall is a short-cut to fast seryice and the right grades at the right prices, backed by a solld reputataon for dependable dealing.

m@\

& f RECENTLY attended a special r meeting, the NLBMDA Federated Presidenti Conference, in Washington, D.C. The meeting was called by national president Samson Weiner specifically to obtain the opinions of federated organizations concerning the model state regulation pertaining to dimensions for manufactured lumber.

The model regulation requires that the identity of individual pieces, or lots of individual pieces of lumber, subject to this regulation, shall include the grade of the Iumber and the species or species group in any advertisement, sales slip, bill of sale, invoice, or the like.

All lumber, subject to this regulation, shall be ofrered for sale, sold. and invoiced in terms of the number of pieces, the price per single piece, and the actual dimensions of width, thickness, and length of the pieces at time of sale; provided, that in the case of an individual piece and in the case of a lot, shipment, or delivery, the tolerance of deficiency on the length shall be | | 16" and the tolerance in deficiency on the width and on the thickness shall be one percent of the dimensions for each four percent moisture content telow*30 percent.

It was the suggestion of the group that all softwood lumber, subject to this regulation, shall be identified on each piece of lumber at the time of manufacture as to the actual dimension of width and thickness, grade, and the species of lumber, and that retail dealers continue invoicing in nominal sizes. It was agreed that the days of the board foot are lurnOT"U. *

EFFECTIVE DATE: The requirements of this model regulation, with respect to advertising, would become effective on Januarv l. 1971.

Pacific

191 No. Lilac Box 189 Rial,n, Calil. Telephone Area Code 714 . 875-2060

By WAYNE GARDNER executive vice president

rFHE area meetings held for the I lumber industrv in southern California have been completed. But by no means does this complete the educational activities of the Lumber Association of Southern California and the various rules writing agencies that have been assisting with the area meetings.

The changeover to the sizes and complete familiarization of everyone using the rules will take some time. And there will be some problems, but any change almost inevitably creates problems. The maturity of the industry should be reflected in its ability to assimilate the ,necessary inventory changes and the nomenclature changes embodied in the Voluntary Product Standard and the National Grad. inq Rules.

Before attending a recent meeting of the product standard and building code committee of the National Lumber and Building Material Dealers Association, I asked for comments from other federated members, regarding their particular code problems, feeling that the answers would afiord the committee some guidelines within which to work. Of all the problems relayed to us, the most common was lack of uniformity.

This problem is not a new one by any means, but certainly it has been considerably diminished over the past few years by the efiorts of the National Forest Products Association, W'estern Wood Products Association, West Coast Lumber Inspection Bureau and, in soutlern California, by the LASC.

People from these organizations have spent many hours reviewing

codeso introducing ehanges, attending meetings of committees from within the regulatory bodies seeking uniformity.

One such group was the city' c.ounty uniform code committee, made up of representatives of Los Angeles City, County and industry rnembers. A great deal was accomplished by this body in bringing the city and county codes into agreement with each other and the Unifonn Building Code.

NAWIA's New Directory

The new I970-7I Distribution Directory of the National-American Wholesale Lumber Association is now available Lo producers, retailers, and oiher important wood products users upon request.

The annual publication, known as the "Who's Who" of forest products wholesaling, has been distributed to almost 4,000 firms. Manufacturersn wholesalers, retailers and users of lumber, plywood and related products have found the directory to be a handy guide to better sales and purchasing.

A MILLION BOARD FEET OF HARD. WOOD AND SOFTWOOD LUMBER IN INVENTORY, A MILLION AND A HALF LINEAL FEET OF HARDWOOD AND SOFTWOOD STOCK MOLDINGS IN INVENTORY, THE ABILITY TO MANUFACTURE HARD AND SOFTWOOD

MOLDINGS, BUILT.IN & SURFACE MOUNTED IRONING BOARDS, DO. MESTIC AND EXPORT BOXES AND OTHER QUALITY MILLWORK PRODUCTS, BACKED BY OVER 35 YEARS OF EXPERIENCE.

Timber Buyers Voice Goqls

The first annual meeting of the Federal Timber Purchasers Association has called for'othe creation of sound economic methods of appraising and selling federal timber, thus, in the public interest, fostering a healthy forest products industry capable of contributing to the nation's housing goals; and the establishment of some form of transferable quota system in timber sales procedures which will insure security and continuity of supply to federally dependent operators."

Mort Doyle, Southwest Forest Industries, was eleqted president. Other officers are: vp., R. J. De Armond, Idaho Forest Industries; treasurer, Ira Liberman, Duke City Lumber Co., Inc.l secretary, James S. Witney, Kaibab Industries; and exec. vp. Nickolas Kirkmire.

S.F. Grqde Rule Meeting

San Francisco Hoo-Hoo Club's October meeting will be devoted to the new national grade rules, relates Ted Little, club president. (See Calend,ar, p.20, lor tirne anil date.)

Produclion

Fred Holmos o Carl Fotce o lim Bucknel . Gary Ohleyer P. O. Box 665, Ft. Bragg, Calif. 95437 Phone (707) 96+4058

Bay Area Phil Go:rlin (Ooklondl Phone l4l5l 533-5326

Ed Thompron Uqlleiol Phone 17On 6,4;24159

George Thompson of the Redwood Inspection Service and Vic Riolo of W'estern Wood Products Association will speak. They will discuss the new rules as they relate to redwood and the western species. A question and answer session will follow.

Don't Miss The Merchant's Big December Forecast lssue

A United statf of veteran lumbermen experienced in handling the requirements of the retail dealer

United in their effort to provide prompt, efficient serv. ice onwholesale orders from 0ur

United inventory of prime softwood lumber maintained with the retailsr dealel's needs in mind.

Horoce Wolfe Sterling Wolfe, 5r. tlerling Wolfe, Jr. 4533 MacArthur Blvd. Newport Beach, Calif. 92664

Hg*i-wcsr M

By R0SS KINCAID executive vice president

A T LEAST 150 industry representa- A tives recentlvattended our official 'bpen houoe." Members, manufacturers, wholesalers,. trade associations and other industrv friends were delighted with what they saw.

All join with us in the satisfaction and realization of a facility that not only can do a better job for members but with its location and beauty is a real credit to the distribution industry. (see p. 12)

The ooopen house'n allowed recog-

nition and credit to those who made contributionq ' through material signing and bronze plaques.

Special recognition- is due the building committee and officers who spent innumerable hours in planning and follow through. Typical of the leadership always found in WBMA membership, these men readily accepted their responsibilities and in the -discharge of their duties assured Western of a fine facility: Bob Slettedahl (chairman), Bob Bush, Wayne Mattson, Carl Knoll, Ike Parker, Cam Kyle.

"Wow! This is the day!" Oregon members who have received a

V/BMA rrrailing with this notation on the envelope will have tangible reason to believe in the benefits of association membership and particularly in participation in the workmen's compensation group program.

$58,089 was the total of all divi' dends earned. $36,643 of this represented the added group dividends, the bonus that was realized through the WBMA group participation.

You know about Regulation Z and 'oTruth in Lending." You are aware of the additional cost of operation and the confusion involved in trying to conform, As expected, the cost to the {ederal government will grow, too. as the Federal Trade 'Commis' sion policies comply. Recently, for ex' ample, the F.T.C. dispatched 77 con' sumer protection specialists to vari' ou, .""iiorr. of the country (Seattle was included) to explain, interpret, detect and correct.

rather trade with local merchants, all things being equal, certain strict pol' icieJ have been established and are rigidly adhered to:

( I ) Completely control the sale.

(2) Advertise direcdY to the con' sumer.

(3) Contract directly with the con'

I7[ANY of our dealers would do lvl *"11 to take a page from the operating manual of a small-town (1601) dealer in Iowa.

Working in a small, modern store, the dealer carries an inventory ranging from "a package of screws to a full line of carpetingo" including a full measure of friendliness. The dealer knows "most of his customers by their first names and they know his. He knows their families, their problems and financial status, their likes and dislikes." The problem or project,

he discusses with them becomes 'oour" project, not just "theirs."

The store and its operation is neat and friendly, attractive to peopleespecially to women who account for X)/o of. its business. "Rural people," the dealer says, "have the reputation of being hard bargainers. But they are quite aware of other values besides price. We give them service, quality, know-how, absolute integrity, and the assurance of lasting satisfaction."

On the basis that local people would

Sell the complete packagethe new homeo home imProve' ment, etc.

Design when necessarY. Hire a construction crew, in' cluding supervision and labor. Handle financing. Honor every commitment made.

Make every effort to be sure the custqrher is haPPY and is willing to tell others.

Monlono Euilding lrtqteriql Deolers Associotion i25 trtfcr Avcnue, Hclsno, Montqnq 59601, la06l 112'2120

PERS@NALS

Ace Mason, president of the Arizona Lumber & Builders SuPPIY Assn.' has named Marty \Yist as convention chairman for their 50th annual, upcoming next sPring. Others named are MeYer Turken, Dick Fretz and Mike RaY.

Joe Tardy of Phoenix and LeRoY Stanton of Los Angeles, two octogenarian lumbermen still going strong, recentlY visited Guadalajara, Mexico. They are both in such good shape that Joe ventured, "old Roy will make Seer of the House of Ancients Yet."

Keith Swaner, president of Swaner Hardwood Co., Glendale, Calif., recently returned from a worldwide buying trip.

E. S. Anderson is the new vp.-finance for Speedspace Corp., a Potlatch subsidiary.

Jim McGahey is the new mgr.-marketing services for Kaiser's So. Calif. cement div.

Sheldon Kaplan, vice chairman of the board of Evans Products, has revealed the election of William C. Finkenstaedt as corporate vp.

Leon Durham, Treated Pole Builders, Inc., Ontario, entered his prize Brown Swiss and Holstein cows in the L.A. County Fair.

Wostera Lumber ond Bulldlng llloterlob liEfCHANt

Kenneth L. Patrick is the new director of safety for WWPA. He held a similar job for the Air Defense Command at Colorado Springs.

Wallace N. Cory is a new environmental engineer for Boise Cascade in Boise.

Jack Banton is the new regional sales mgr. for Noblecraft Industries, Hillsboro, Ore.; Clifr Peterson has been named rep for Ore,, eastera Wash., No. Calif., and So. Idaho.

Russ Wood is the new asst. controller at Evans Products' prefinishing group.

Lee Kent Jacquay, Foothill Lumber, Glendora, Calif., joined the ranks of the newlyweds with his recent marriage to the former Miss Patty McGrane.

Glen Chasteen, Koppers Co., Wilming- ton, Calif,, recently combined business with pleasure by attending the ICBO convention in Portland, and then touring the Pacific Coast.

Dick Lambert, American Forest Products, Cerritos, Calif., recently returned from vacation.

Louise lfays, L. H. Eubank & Sons, Inglewood, Calif., and Mildred I)utton, Penberthy Lumber, who. is also new national president of Hoo-Hoo-Ettes, are spending two weeks in Hawaii.

Paul Bordiwich, has joined South Bay Redrvood Co., Orange, Calif., as inventory supervisor. Recovering

from a recent operation is Ruth Paldanius, office manager of South Bay.

John Kirby of Swaner Hardwood, Glendale, Calif., recently took a 2 week vacation.

Bob Reed, president of the Lumber City stores in greater Los Angeles, says paint sales were especially good this summer.

Chuck Lemben D. C. Essley & Son' Los Angeles, recently returned from a vacation in the East where he attended the Hoo-Hoo inter' national convention in Boston, Mass.

John Gray has joined Lumber SPe' cialties of Los Angeles. FormerlY he was with W. B. Joneg and E. K. Wood Lumber Co.

Paul McCusker became a first time grandpa with the Sept. 6 arrival of Meredith Ackley, daughter of Dr. and lVlrs. Ifarry Ackley. McCusker is the president and owner of Douglas Fir Lumber Co., San Francisco.

Dave Mackin has resigned from Hallinan Mackin Lumber Co., San Francisco, to enter the securities business. His brother Roger Mac' kin remains with the firm.

Evelyn Steed, ex-E. J. Stanton stafrer, has come out of retirement to go to work for Lane-Stanton Lumber, Industry, Calif.; she works for Vivian Fields, office super.

Anne Murray, Roy Forest Products' girl Friday and Hoo-Hoo-Ette

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

extraordinalre, is getting over a broken bone in her foot.

Frenk Davis, exec. vp., Arizona Lumber and Builders Supply Assn.' Phoenix, was one of many who visited the highly successful, annual all-industry marketing conference in Oregon staged by Western Building Material Assn. exec. vp" Boss Kincaid.

Bob Maple recently rejoined Maple Bros., Inc., Brea, Calif., after a successful stint with Accessory Products, a div. of Textron.

David Penning left L.A. for Minneapolis after being promoted to vp., marketing and merchandising, home products div., Minneapolis-Honeywell.

Chuck Stone, marketing mgr. for Wint/co, a Brea, Calif., mfgr. of extruded plastie valves and fiL tings, had a combo vacatiort/ business trip to the midwest.

Boes Escalette, marketing vp., Ajax Hardware, won an award for his firm from Securitg World Magazine tor Ajax's series of crime prevention billboards.

John Richards is now sales mgr. of Potlatch's wood products group, according to R. M. Steele, corp. vp., wood products group.

Doug Kennedy, Colony Paints, L.A., vacationed with his family in Hawaii and included a visit with \ilallace Lai of Midpac Lumber Co.

Kris lVales, prez. of the Spokane, Wash., Hoo-Hoo Club, attended the international convention in Boston. His father is Ernie Waleg, Wales Lumber Co., and Rsmeses #50 in the order.

Tom Mock is now distributor s,h, western prefinishing, for Evans Products.

Jim Frodsham, president of South Bay Redwood Co., Orange, Calif,, is the proud papa of a new baby girl, Lisa Marie; the 6 lb. 9 oz. bundle was delivered Sept. 21.

William S. 'Bill' Ifart, western sales mgr., DaCor Miracle Brick, ls recovering from a recent oireration.

Dick Taylor, ex-Jamb Dandy Lumber warehouse foreman, is now with G-P in Des Moines, Iowa.

Harry Jordan, president, Jordan Companies, San Francisco, and his wife, combined business and pleasure on a recent trip to G.B., Scotland, Germany, France and Switzerland. In Ireland he saw plywood being made from peeler logs from African and the U.S. Paul Ward, asst. sales mgr., Arcata Redwood Co., was a recent business visitor to southern Calif. Doug McClellan is now Calif. Central Valley sales mgr. for Kaiser Gypsum.

Robbie Robbins is now iri sales for the new Fountain Industrial l-rumber Sales Co., a new corporation headed by Ed Fountain, Jr. An

independent corp., it is not a part of Ed Fountain Lumber Co, though both share ttre same L.A. location.

YauEhan Justus has taken over the operations of Revko Forest Products, Albuquerque, N.M.

Ted Cowan, president, Cowan Forest Prodrrcts, Santa Monica, Calif., and Paul Charbonneau recently attended the Cedar Shake Bureau Convention in Seattle.

Gerald Burden has moved to Corona, Calif., to work in the wafehouse div. of Evans Products.

Dick Davis, formerly with Evans and Abitibi, is now in charge of sell- ing mobile home mfgrs. for Maple Bros., Inc.

Bob Goetze has joined S & B Supply Co., Montebello, Calif., as lumber and plywood buyer.

Frank Robertson, Woodland Products, Pomona, Calif., is back at it after an extensive business trip.

Ken Kristy is the new outside rep for Lancaster Products, El Segundo, Calif.

Janet Caldwell is the new sales secretary for Treewax, Culver City, Calif.

Tom Cavanaugh, president of LPS Industries, L.A., recently returned from an eastern and midwest business trip.

Al Friedman is a new inside salesman for Academy Door, Gardena, Calif.

We don't know of any wood that makes a smoother milled finish than clear heart Redwood. Higgins carries other selected softwoods too. Like Alaskan Yellow or Western Red Cedar, upper grades of Sitka Spruce, and vertical grain Douglas Fir.

Hardwood or softwood, you'll find the right lumber for every Purpose at J. E. Higgins Lumber Company.

A lumber for every purpose.

Hl,G"$l$l"s

The Skyhook

A tool to fasten a gallon metal paint bucket securely wherever it is most convenient to the painter has been introduced by Equipment Components Co.

New Fmodu@t Ncurs

handle which provides for control of the saw over its center of gr4vity. All controls arb operated from the

Designed for use on either side of a stepladder or extension ladder, or on scaffold or bosun's chair, the skyhook paint bucket holder keeps the paint bucket off the center rung and out of the way of the painter's feet, yet at finger-tip convenience.

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

New Gqbinet Finish

Vanity cabinets with a new style and finish-Latina-are being introduced by Long-Bell.

right hand position and the trigger is designed to protect the operator from accidental acceleration.

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

Modulor Shelving

Espana wall decor from Woodland Products Co. gives your customers all purpose modular wall shelving systems of solid wood, finished in dark walnut and trimmed with solid brass nail studs, according to Woodland.

Styling features include the handcarved appearance. of Italian craftsmanship, and specially designed antique brass-finished hardware. The wood grains are finished with a subtle hint of Mediterranean olive.

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

Homeowner's Choin Sow

McCulloch Corp's. Mini-Mac 6 weighs 6Yz lbs., plus its standard 12" bar and chain, a4d costs $139.95. A companion model, the Mini-Mac 6A, priced at $159.95, offers automatic chain oiling and, a 14" bar and chain. Both are powered by a rugged, durable 30 cc two-cycle engine.

Cost savings wene made possible by design innovations and by lightweight, durable materials.

Safety is served by the master grip

A single nail or screw holds each support bracket in place. Single, double and triple backets with shelves from 3 to 8' make a wide variety of design and re-arrangement possibilities available.

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

Rusl Remover

The Flecto Co.'s rust removal kit comes complete with brush-on remov-

Producls, promolions and soles oids you

con use fo build sqles c,nd profits!

er and spray-on rust preventive. If the metal surface is to be painted, another kit contains Varathane oxide primer to be applied after the remover.

The rust remover brushes on and rinses off vrith water. The rust preventive is crystal clear. The oxide primer seals the surface in a coat of protective plastic, and dries within three hours to take a finish coat of enamel or lacquer.

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

It Swings

The Stanley Monopack electric operator is a low-price, compact, all-inone packa3e, with the durability for long, trouble-free operation.

Its simplicity of design and its 35 lb. compactness sharply cuts cost of installation, rvhich takes one man only about 172 hours to complete.

The Monopack is a ready-to-install unit lrith a 7/+ hp., 3450 rpm, high torque electric motor; hydraulic

pump/accumulator, control panel and operator mechanism contained in a single, compact aluminum header case.

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

Monsord Corners

Factory assembied cedar shake and shingle corners for finishing Mansard roof lines ,have been introduced by Shakertown Corp. Corners eliminate cutting, matching and lacing of individual courses at the corners.

Measuring just over three inches at the butt line by 17" in length, they are mitered and tapered.

The corners are bundled in packages of 20 units, and are available in natural or eight semi-transparentfactory finished colors.

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

Nonshrink Grout

By eliminating the early shrinkage of settlement common to all cements, Five Star Grout represents a major breakthrough, according to U. S. Grout Corp.

Five Star Grout uses a chemically inert aggregate to produce a cement group r,"'hich never shrinks be-

Weslern Lumber ond Bullding Molerlolr ,ftERCHANt

low its initial placement volume. No metals, chemicals or plastics are used.

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

Selection Merchondiser

A compact, self-service merchandiser, called the "mini-selectorr" has been introduced by DAP, Inc.

The display unit is designed to stock a wide variety of caulking, sealing and adhesive products in a minimum of space.

The fixture measures 36" wide x 14" deep x 15" high,

WRITE: The Merchant Magazine, 573 So. Lake, Pasadena, Ca. 9110L.

Wood light Stondord

Wherever exterior illumination is required the wooden light standard, produced and distributed by Permapost Products Co., ofrers advantages.

Each pole has an internal central raceway for wire access and predrilled holes for electrical fittings. During manufacture, all wood parts are pressure-treated with preservatives,

WRITE: The Melchant l\{agazine, 573 So. Lake, Pasadena, Ca. 91101.

Quick Wedge

Single-Packs of "quick-wedge" screw-holding screwdrivers, manufac-

tured by Kedman Co., are being safeguarded with skin packaging.

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

Cut Shipping Costs

A lightweight expanded polystyrene pallet designed for use with all types of fork lift trucks has been developed by Pacific Foam Packaging.

The 40"x48" four-way entry Falcon Foam pallet weighs 5 lbs. Raw material used for molding them is "Dy- ite" expandable polystyrene.

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

Pets get the swing of it in as little as five minutes. Save their masters a lot of trips to the door. No more barking, mewing and scratching at the door. [] Swinging parts of the Pet-Dor are flexible rubber for pet safety. Permanent magnets keep them shut when not in use. No drafts or dust. Frame is sturdy, anodized aluminum. A locking panel is provided for security. The Pet-Dor can be installed in door panels or walls. Two sizes accommodate those small cats or even German Shepherds. n For pet owners who want quality, and dealers who want profitable sales, the Johnson Pet-Dor really swings. f, For brochure and price schedule, write to Johnson Pet-Dor Inc., P.0. Box 643, Northridge, California 91324 Dept. WM

block rnogic

Black Walnut's unique color and character are bringing it back as a favorite for furniture, paneling and wood carving. Little wonder. Its combination of workability and beautiful grain are hard to beat. This is just one of 52 expertly selected hardwoods at J. E. Higgins Lumber Company, which offers Northern California customers 7 million ft. of kiln dried lumber and over 200,000 sq. ft. of warehouse.

A lumber for every purpose.

Hl,Go$f[,r"s

New Literqture

For information on literature items printed below WRITE: The Merchant Magazine, 573 So. Lake, Pasadena, Ca. 91101.

Drywoll Cotolog

Goldblatt Tool Co. released their 1970 drywall catalog. This 16 p., free, color catalog includes drywall tools; Flex Corner@ drywall tape to hammers, saws, lifters, texture machines and hundreds of other time saving tools and equipment.

Bumper Brochure

A 6 p. brochure detailing the Flex-O line of shock absorbing rubber bumpers is available from Bumpels, Inc. It describes standard bumpers, lists each type and its applications, sizes, and features typical bumper installations.

Coloniol Homes

America's heritage of colonial-style homes is recorded in an 8 p., color booklet offered by the Western Red Cedar Lumber Assn. A description of each style covers the period, region of popularity, structural technology, and basic characteristics.

Ook Floor Core

A simplified chart providing instructions for wood floor care is available from the Oak Flooring Institute. The chart tells housewives what to do, how to do it, and when to do it, in order to keep their wood floors beautiful almost indefinitely.

House Conslruction

How to build houses better and save money is described in Wood-Frame House Construction. The 228 n. volume, issued as U.S. Dept. of Agricul- ture handbook #73, costs 92.25. The book presents research-tested principles of sound wood-frame construction and suggestions for selecting suitable materials.

Voluntory Door Stondord

A new voluntary product standard, PS 32-?0 Hinged, Interior Wood Door Units has been approved for publication by the National Bureau of Standards. The standard, available about November, establishes nationally recognized quality and construction requirements for prefabricated door units.

Doug Fir Price Chonges

An Analgsie of Recent Fluctuati,one in Douglas-Fir Lumber Prices reviews the monthly prices of four categories of Douglas-Fir lumber (dry clears, green clears, dry commons, and green commons) which were analyzed using econometric models covering the period January 1954 to June 1969.

Posltions wanted 25y' a word, minimum 22 words (22 words : $5.50). All others 351 a word, min. 20 words (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.

Glassfifffled Advcn"tfiscmD@nts

HELP WANTED HEIP WANTED

YOUNG, AGGRESSM company looking for salesman with some pallet, lumber, carload or LCL experience. Call or write Production Pallet Co., 8821 Etiwanda Ave., Etiwanda, Calif. 91739, (714) 9874624.

NEEDDD-hardworking lumber, plywood or lr.ardwood salesman. Industry's highest earnlngs paid. Southern California area. Wrlte box 52, c/o The Merchant Magazine, wHor.ttsAr.rir LII]IIBERMAN for Southern California area. Should be experienced in softwood, LCL and truck and trailer selling. Excellent opportunity for right man, Send resume to box 55, c,/o The Merchant Magazine.

SALES TRAn[DE-opportunity for aggresslve young man to learn hardwood lumber business with large, established firm. Salary commensurate with experience. Penberthy Lumber Co., 5800 So. Boyle, Los Angeles, Calif. 90058' (213) 583-4511.

SALESMAN-Experienced outside retail lumber with e tablished following of contractors. Car, salary plus commission. Excellent working conditions. Volume yard. Our ?0th Year. Barr Lumber Co., fO742 Los Alamitos Blvd., Los AIamitos, Calif. Robert L. Reed, (714) 5272885, (213) 596-4475.

Rth{iung

Personnel Service of Los Angeles

MAIIAGEMET{T PTAGEMEI{T SPECIATISTS

BU'fERS-Hdwe., SPtg. Gds., Hswes,, Paint, Elect. to $15M

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

LUMBER BUYER-Major chain needs Dro with retail exP. to $20M

cTI.rRAT, MANAGER_

Do-it-vourself to $30M

SronE MCn.-Hdwe./Lumber to $l7M

ASST. MGR.-Small Chain to $12M

SAT.RS ITNGINEEB-Large, progressive company in Northern California needs man for sales and promotional work in the field of pressure treated wood products. Knowledge of construction and engineering desirable. Car furnished and expen:es. Salary commensurate with experience, All replies strictly confidential. Write box 56, c/o The Merchant Magazine.

MILL MAN for lumber yard, capable of setting up stickers and resaws, overseeing men and e-timating costs. Our 70th year. Barr Lumber Co., 10742 Los Alamitos BIvd., Los Alamitos, Calif. Robert L. Reed. (714) 527-22a5, (2L3) 596-4475.

SERVICES OFFERED

JOHNNY THE LUMBER, LOAD SIGN PR,INTER

Specializing in danger flags, sidetoad signs, job cards, etc. John weiler's Printing, 1842 W. 169th St., cardena, Calit. 90241. Phone (213) 676-7522 or 323-?606.

LUMBER IIAULING

c-Q TRUCKTNG Clf,., (213) RA 3-655? and RA 3-2].3a,7a57 Telegraph Road, Los Angeles, Catif. 90022.

Names of advertisers using a box number cannot be released. Address all replies to box number shown ln ad in care of The Merchant Magazine, 5?3 So. Lake Ave., Paeadena, Caltf. 91101. I)eadline for copy ls the 20th, To call ln an ad3 (213) ?92-4098,

POSITI'ONS WANTED

WHOT.ESAT.E1 LUMBER sales, aII specles and atlied products. Acquahted with numerous rnills and productlon plants. Presently employed, deslre change. Wrlte box 53, c/o The Merchant Magazlne.

}'[I'TEEN YEARS experience ln the lumber industry in wholesale, retail, mlll level sales and management, plus soud merchandising background with chain retailer. Prefer wholesale situation. Serious, responsible. Prefer Orange county, Calif., but will consider relocating. Wrlte box 54, c/o The Merchant Magazine. 20 YEARS' EXPER,IENCE TEtAiI IUMbCT and building materials. Seeking position in Northern California. Phone (209) 229-5813, 1580 W. Ashcrott, Fresno, Callfornia,

Your classified ad in the Merchant Magazine will be read by decision makers in Arizona, California, Colorado, ldaho, Montana, Nevada, New Mexico, Oregon, Utah, Washington, and Wyoming.

PERSONNEL MGR.

CONTROLLER to tril4M to $20M

ADVERTISING MGR. to $lEM

WAREHOUSE MGR. to $19M

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

18 Offices coast to coast

3960 Wilshire, L.A. (213) 386-6402

100% Employer Retained

COMPANY lNQUIRIES INVITED

NGE C()RP

CLOVERDALE, CALIF. P.O. Box 537

Art Bond ' Joe Bowmon vo7t 894-3326

Wholesole Only

MIXED REDWOOD AND FIR LOADS SPLIT AND CUT R,ED\MOOD PRODUCTS

NNtrRGHANT NNAG AZINtr ADVtrRTIStrRS2 INEtrX

I.IEXBERG I-UMBER SAI-ES HIGGINS TUMBER CO. ............................12, 34, 37 Hil.t r-UMBER CO., MA\.-........,.._,.....,,......._....,_....

tog ANGEIES

TUIABER AND IUMBER PRODUCTS

Af P.irco Compony .......-...----.-..........--(213) 626-5601

Americon Foreil Producls, TW&J Div'--(213) 773-9200

Americon forest Producti, TWU Div., (Von Nuysl ................(2t3) 786'7056

Boio Coscode, Union [umber Region..(71,1] 511'0611 Connor Iumber Solq -..-..--....-...........12'l31 289-6169

Coor Had Lumb€r & Plywood..........-..(213) 83'l-5261

Cowon Forstt Indusltie3 ..-..----.....-.........(213) 451'5601

Dooley & Co. ...........-...................----..(21 3l ED 6-1261

Eglcy & Sqn, D, C. ............................(213) RA 3-ll'17

Eubonk & Son, t. H. ..................-....-.".(213) 628-3887

Eugene-Williomell. Lumber Co. --........(213) 678'6563

Fqr West Fir Sqles ............--..........-.......(21

G&rsio-Pociflc Corp. (Lumberl ".-....-.(2131 686'0917

Gsrslo.Pqciflc €orp. (Plywod) .......-..(2131 968-5551

Georgio-Pocific Corp, .......-...-.....--......(213) 686-1580

Hgxberg tumber Soles .--.......................12131 775'6107

Htll Lumbsr Co., Mox ...-...................(213) MU 'f-26,|0

Hovcr Co., A. t. ........--........'.............(213) 283-9078

Huff Lumber Co. .'.....................-'........-(21 3) SP 3-48'{6

Hush* lumber Soler Co...(2'13) 215-5553 & 211'5810

Lone-slonton Lumber co. ......--...-.....(2131 968-8331

Morquorl.Wolfe [umb€r Co. --..........-...(213] 625-1191

Mutuof lloulding qnd Lumber Co. ...-.-(213) FAI'0877

Nelh tumber Soles, A. W. ..............(213) 872'1280

Osgood, lnc., Roberf S. ....--...'..'.....-..'--(2131 382-8278

Poclflc !umber Co., Tho .........-..........(213) CU 3'9078

Pon Atiolic Troding Co', l^c. .....---......12131 268-2721

Penberthy Iumber Co. .---.-........----......(213) LU 3-451 I

lolondo !umber Co., Inc. ----..--....(213) ZEnilh 9-8843

Rounds Lumber Co, ..--...---.........-.........(213) 686-0917

Rmf Lumbef Saryicc ........................(213) 232-5221

Simmons Hqrdwood Lumber Co. ----......(213) 723'6156

Simpson Suilding Supply Co. .......-......(2,|3) 773-8178

Soulh Boy Redwood Co. .................-..(213) 860'7791

South 8oy Redwmd Co. ...........-...(71'l) 632'5350

Stohl lumbsr Co. -.......-.------..----.-(213] AN 3-6844

Stsndord !umbcr Co., Inc. ......---.........(213) 685'40'll

Summil !umber Co. .................'.....-...-..(213) 636-5715

Swqner Hsrdwood Co. .....'.........'.....-..(21 31 215' 57 6l

Sun tumber Co' ..........-..............-'-......(213) 831-0711

Tocomo !umb6t

(tong Bsoch) .-.-....--....--HE

TREATED I.UMBER_POI.E9_PI TINGS_TIES

Kopperr Compqny ...(213) 830-2860

Trslcd Polo Builderr, Inc. --------..-(7141 986'1166 l,lt tTWORK-DOORS-r OU lDI NGS-

8UI !DI NG MATERIAIS_PAI NT-HARDWARE_ETC.

Amcricon For*l Productr, IW&J Div...(213) 773-9200

8el-Air Door Co. ..................'............-(213) CU 3-3731

Scllwood Co., Ihe ................---........-(213) 694'3601

Bcvdy Monufocluring Co. ..............'...(213) 255'8564

Ccned Doorr, Inc. -.----------.........(21 3) 57 6-2515

cuttom t{lllr, Inc. --.--------.....-.(213) 330-06'19

Johnsn Prl-Dor, Inc. .....----.--..--.-.'.(213) 349-1971

Slrclt Door & Plwood Corp. .-...........-(213) CU 3'8125

Strclt Door E Plywmd Corp. ............(2131 111-1511

sPEclAt SElvlcEs

Ecrkof iifg. Co, .....-....-...'...................(21 3l 875'l I 63

Colifornlo !!nbsr In3peclion Scryicc(2131 NO 5-5'a3l

Chorlcv'r Fena Co. ....--......"'...-...'.-...--(213) 338-1529

Coort Plonins l ilt .........-...................(213l MA 2'l|8l

Cryrtol !qmp Porl3 .......-...-......-...........(21 3l 938'3756

NolPak Corp. .--.----:--..-----.......(213) tU 3'1056

Rolh Young Pcnonnrl Senlcc .........-(213) 386-6402

So-Col Commcrciol sf,eel .................-....(213) 685-5170

I.UITEER HANDIING AND SHIPPING, CARRIERS

C.Q Trucklne Co. ...................-..-........--(21 3) 723'6557

!.. lunb.t Houllnr ....-........-......-...12131 596'1555

SOUTHERN CATIFORNIA

NIVERSIDE & ORANGE COUNTIES AREA

Americon Decorqtive Products ...-..-.---..-(7111 623-8317

Americon Forest Products, TW&J Div..-(213) TR 5-1550

Americon Forest Producls, TW&l Div., (Cerrilos) ....................(213) 773-9200

Anericon Foreil Producls, Mt. WhitnEy Div,, (Cerrilos) .....-..(213) 773-9200

Americon Foresl Products, Silmorco Int. Div., (Cerritoi) ........(213) 926.132I

Betlwood Co,, Tho ..-....-.-....-.............(7141 538-8821

Boise Cqscqde, Union Lumber Region.-..(71,1) 511-OU1

Fr*mon & Co., Sfephen G, ...---.-..-.(714) OR 3-3500

Georgio-Pocific Worehouse ---..----.......(7111 OV,1.5353

Horbor lumber (Al Wilson) .....---...-....(714) OV 4-8956

Hobbs Woll [umber Co., lnc. --.......-...-(714] 511.5197

Inlond Iumber Crmpqny ----.--....-....-..(714) TR-7-2001

Mople Bros., lnc. .........-..-....-..-. ---.----.-l2l31 691-3771

lrlorquorl-wolfe Iumber co. .-.....'.....-..(21 3) 625'1 19 I

Pomono Plonins Mill ..-.-.-.......-.-.........-.(7141 629-2563

Sourh Boy Redwood Co. ................(Zl41 637-5350

BAY AREA

SAN FRANCISCO

Americqn Forest Products, TW&J Div.--(,ll 5) PR 6',1200

Boise Cqscode, Union Lumber Region.-(,|15) SU 'l-6170

Douglos Fir Iumber Co. .-..--..--...-.....-(,115) DO 2-5027

Forsyih Hqrdwood Co. ...........-....-.......-.(415) 282-0151

Georsio Pqcific Corp. -......--.-..-...-..-.....(415) 871-9678

Hollinon Mockin Lumber Co. ......-.-.--..(,t15) 167-8110

Hissin. lumbor Co., J. E. -.----............(4,|5) VA +4711

lomon Iumber Co. .----.-....-.---......---.....(4,|5) YU 2-1376

Pocific Iumber Co., The .-.-.--...-------...--(415] 771-170O

Poromino Iumber Co. .--,...-...........-....-.(,115) 421-5190

Rolondo Iumber Co., Inc. .....-.-........-.(415),167-0600

Silmorco Inlernotionol (AFPCI ----.-..(415) 776-1200

United Stotes Plywocd Corp. ....-..-......(415) JU 6-5005

Wendlins-Nqthon Co. ....--,..-...---.....(,{15) SU 1.5363

SASH-DOORS-W NDOWS-MOU tDl NGS

EUIIDING MATERIATS-PAINI_HARDWARE_ETC.

TREATED I.UMSER_FOIES

Koppers Co., Inc. ..-..-..-..-.......-.--...........(41 5l 692-3330

Wendlins-Nothon Co. -..-.......,...-..{,{15) SU l'5363

SPECIAT SERVICES

Redwood Inspection Ssryic6 ---.-...-......--....--.-.EX 2-7880

GREATER 8AY ATEA

IUM8ER ANO IUMBER PRODUCTS

Americon Foresl Produclt, TW&J Div.--(,4.|51 SY 7'2351

Arcqlq Redwood Co. (Burlingome) -.-.--(415) 3'12'8090

Atkinson-Slutz Co, --...........--....-----.--(,115)

NORTHERN CATIFORN

82?-0371

Tocomo Lumber Sqles. Inc' .--..........-.-l707l VA 2'3601

ANDERSON

Kimberly-Clork Corp. .....-............'-.......(916) 369'7661

Pquf Eunyqn Lumber Co. ...-............-..-..(9161 365'2771

BAKERSFIELD

ceorsf o-Pocific Worehoutc .......-........(8051 F A 7'7171

U.S. Pfyw@d Corp. .-.---.----..-.-..-.(805) tA7'7736

CAIPEITA

Throshar !umber co., At ......---...-....---..1707J. 185'8731

CtOvERDALE G & R Lunber Co. -......-.....-.....--..17071 lw '-2218

Procf iion wood Product3 .------.-.-..-....(7071 891-571 | Rounds Lumber Co. ...................-...17071 lW 1-3362

Wett Ronge Corp, .....-..........-. -..--.....17Of1 891'3326

CORNINC

Crone lAilb .."...---.--.{9161 821'5127

NiltrRGHANT NNAG AZINtr BUVtrRS' GUIDtr

PACIFIC NORTHWEST STATES WATHINGTON

EUGENE Al P.lrc. Compony .....................-.....-..(503) 312-3663

Eue.n..Wllllon.tl. lunb.r Co, ........(503t 345-0141 ft monf foot ?rcducb -.---.---.-.....--(5{t3l Dl-3-9267

Gorglo-Poclflc Corp, ...............-..-...--.(5O31 345-,a356

WHITE CITY Amrlcon Foct Productr, TW&J Dlv...{5031 342-512A

U,S. Plywood Corp, ..........-..............-..(5031 Dl 2-l I | | Wcycrhoocrr Co. ..-..--.--.........----......--.(5031 3/a2-5531

GNANTS PASS Twin Hqrbors Solcr Co. ....--.-.-...-......(5031 179-1656

LAKE OSWEGO

Arihut A. Porzi Co. (5031 636.8133

MEDFOTD

Founloin lumba Co., Ed -............-......(503) 535-1526

YV.ndling-Nothqn Co. .....--..............----.(5031 772-7063

PORTI.AND

Dont & Ru:rll, Inc. .-..-.........,.............(5031 CA 6.231 | Ensins.d Softwood Productr ........(5031 ?28.2356

Evon3 Producr. Co. ..........-....-.............-(5031 222.5592

228.1112 Tumoc lumbcr Co. -...--....-...-..--..-.....-.-(5031 CA 6.6661

U.5. Pfyrcod Corp. .....-......................(5031 CA 7-0137

Woycrhqruror Co,,.-..-.-........-.......-..-..-.(5O3) 226-1213

NIDDI.E C I D lumber Co. ............-.......-...........(503) A71.2211

SATEM

U.S. Plywood Corp. ..................,.........(5031 CA 7-0137

SPRINGFTETD

DOJIE DIEIEL

Dojie Dietel, the wife of Kenneth Dietel of Pomona Lumber Co., Pomona, Calif., died suddenly Sept. 9 at their vacation home in Bermuda Dunes. She was 56,

Born in Denver, Colo., Jauuary 6, 1914, she had lived in California for 45 years.

With her husband, she had taken an active part, in Inland Empire HooHoo and Lumber Association of Southern California'activities. She

was also active in community theater, dancing and fashion and was an enthusiastic go fer.

She is survived by her husband; a son, Kurt J,; a brother, Howard Arbenz; and her parents, Mr. and Mrs. Carl Arbenz.

TANE.STANTON LUMBER

(Continued lrom Page 22)

tory was purchased in 1967 and Lane was fortunate to also secure the services of Lloyd Webb, a veteran lumberman well known in Northwest industry circles and his asso-

ciate, Jess Beristain. Art Ballou also joined the firm that year. In 1969 Steve Mclemore came aboard, specializing in hardwoods.

The growing firm had seen Oscar Bark join Lane in 1958, Lou Wilford in 196I and Don Moreland in t966.

The consolidation of Lane--tanton this year added Charles Wil'r" and Al Creide.

The trio of firms at the new Yard, Lane-Stanton, Custom Mills and Vance, is well-equipped to perform a wide varietY of services.

Phones: 0141 827-5900, (213) 596-1555 Res. (213) T0 1-0881 9258 Muller, Downey, Calif.. 90211

Rates cover CaliforniaNye & Glark Co., Nevada

UPC(|MINO

The Merchant's BIG Decembe,r forecast issue

Statement of owncrship. manasement and circulation (Act of October 23. 1962; Section 4369, fiile 39,lnited Statcs Code). 1,-Date of filing Scpt. 28, 1970i 2, Title of oublication, Western Lumber & Buildine Materials Mirchanti 3. Freouencv-of issue.'monthlv: 4. l,ocation of known o6ce of publication. 573 Sd. Lai{e Ave,, Pasadena,'Calif. 91101r 5. Ipcationof the headouartei's or sencral businiss ofices of thc publishers, 573 So. Lakc Ave,,- Pasadena. ealif. 91101: 6. Names and addieses of publisher, cditor and hanasins bditor: A. D. Bell, Jr.. oublisher, 573 So. Lakc Avc,, Pasadena. Calif. 11101. David Cutkir, edi-mr. 573 So, Lake Ave., Pasadena, Calif, 9110r. 7. Owner. (If omed by a corporation, its name and address must be stat€d and als immediatelv ihereunder the names and addresscs of stmkholders owninq or holdine 1 percent or more of total amount of stock. If not owned bv i corporatioi. tlie names and addresscs of the individual owners must be- eiven. -If owned bv a partnenhip or other unincorporatcd fim. its name aid address, as well as that of -each individual must bc eiven), California Lumber Merchant, Inc., 573 So. Iake Ave., Pasadena, Calif. 91101. Name, A. D. Bell, Jr., 573 So. Lake Ave., Pasadena, Calif. 91101: Name, David Cutler,573 So. I:ke Ave,. Pasadena, Calif.91101, 8. Knbwn bondholders, morigagees, and other security holders mning or holdine 1 p€rcent or more of total amount of bonds, mortgagca or other securities ([f there are noDe, s state), none.9. Not applicable. l0. Ext€nt and nature of circulation. A. Total number of @pi$ printed (net pres run) . averase no, copies each isue durine the precedinq t2 rcnths. 5.00o: actridl num5er of cdpies of single issue- publiihed ncirest to filing date, 5.000, B. Paid.circulation, 1 sales through dealers and carricrs, str€ct vindors and counter sales. none,2. Mail sribscriptions. averaqe no. coDics each issue durine precediis 12 months. 3.900: aitual'numbeiof opici of sinsle isue pubiish:ed nearEst to 6line'daie,4,000. C. Total paid dirculation-. averasi no, copies each issue aurini precedine l2 months, 3.900: actual number of coiies of sinele issue published riiarest to filins date, 4,000, D. Free distribution (including samples) by mail, carricr or oiher mean$ average no. @Dls each issue- durine preiedine'12 months, 900: actual numbei of copiis of sinele issue published nearest to filinq datc, 800. E. Total distribution (sum of C aid D) avcraee no. cooics each issue during preceding l2 mdnths, 4,800i actual'number-of copie-of sinqlc issue published nearest to filins date. 4,800. F. Office use. left-over. unaccounted, spoiled after printingl averhge no. copies each isue durinq precedinq 12 months.200: actual number of cooies of sinele iseuc oublishcd neareit to filine dite, 200, G. Total (sum of E & F+hoild equal 'net Drcss run shown in A). averace no copies each issue durins prrcedine t2 month!. 5.000: actual nuirber of-ainsle i6sue published nearci -o filine-date. 5,ooo. I'certifv that the statementimade bi me abovc are corrert -and comilcte, (Signature of edior) David Cutler,

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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.