Lumber? Higgins has it.. wholesale!

One call does it all for hardwood and softwood lumber for every purpose. Higgins maintains complete inventories at its three distribution centers in Northern California. And Higgins' experienced personnel provides prompt, accurate shipment to help you keep your customers happy.

Higgins operates its own speciallydesigned dry kilns to assure proper seasoning. And a complete mill to run standard mouldings or special sizes and patterns. So next time call

THE increasing popularity of hardr woods is due to many factors, not the least of which is the manufacturers' and wholesalers' enthusiasm and pride in this specialized line of building materials.

Some do not realize the great influence they have at the retailer level. Because hardwood is unique, the retailer needs to turn to his source for advice and information on many things-from display to specific characteristics of an unusual piece of exotic hardwood. The answers (and the attitude) supplied mean the difference between selling hardwood and being a hardwood salesman.

To begin with, the retail hardwood line must be tregted as a separate line in its own right. That means the supplier is responsible for building a diversified inventory and new product ideas. Accepting and supplying re' tailers' orders is a start, but only a start. After that, a concentrated effort must be put forth to investigate what

Gary Stewart joined, Amerim.n Forest Proilucts in 1956. In 1971. he receioed, the Marketing Excellence Awaril lrom the North American Wholesale Lumber Assn. Since becoming hardwood departnent nmn@ger in 1969, AFP's harilwood .sales at iltat location h.aae tripled. AFP maintains an euetu rnore ertensiue harduood, inuentory at its southern Californi.a yard in Ceriitos, which is managed bv Dick Lambert.-Ed,itor.