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(Continued front page 44) son, sales manager, explains what they call pull marketing strategy. "The basis for this strategy is simple," he says. "We make a quality product that we're proud to Put our name onwith the result that satisfied customers ask for Diamond Wood Products by name through their supplier."

"Alder and maPle are our bread and butter," he explains. They are the most abundant hardwoods in the Northwest. This is important because Diamond Wood uses between 25 and 27 log truck loads of them per day'" Production averages out to be 8090 alder, l59o maPle and 590 a mixture of Oregon white oak and California black oak.

Sales are handled bY Harrison with the assistance of Pat Barnes, sales rep. They use a combination of telephone and personal calls to contact customers. Both feel that the response to the identification program is fantastic' "lt took about three months after it was started to begin getting feedback," Harrison saYs, "But we soon had people both domestically and in export demanding lumber with the DW logo on it."

Strict quality control is necessary to produce a product good enough for customers to demand. General manager Jerry Van Dorn puts his 20 years of hardwood experience to good use in applying the Program. He makes sure that Greg Felker, timber man- ager, obtains the finest logs available and that Diamond practices what they call the best milling procedures within the industry.

After the sawmill produces rough green lumber, the next step is drying the wood to the proper moisture content at their dry kiln facilities. Then the dried lumber is surfaced by a multiple knive Oliver Strato Planer. Careful inspection by certified graders before application of grade-stamp assures a superior product, Harrison emphasizes.

A modern bandmill with an 8 ft. double-cut bandsaw headrig and a 54 inch resaw backed up with the appropriate equipment, the mill produces over 35 million b.f. of grade-stamped hardwood lumber and pallet stock annually for gross sales exceeding $lO million.

The company is emphatic in administering its preventative maintenance program. Almost a dozen millwrights maintain a constant check on the mill. Stethoscopes are used to locate bad bearings for worn parts before they cause a problem. They also operate a complete saw filing shop. Down time is virtually eliminated with their stringent procedures.

The company originated in l97l as a cedar shake mill and was later purchased by interests including the Willamette Valley Co., a major producer and supplier of chemicals for the industry. As the cedar market declined. they picked up the slack with alder and maple. Updating of equipment has been continuous since the switch to hardwood.

Robert G. Harrison, principal owner of the Willamette Valley Co., and the father of Jim, bought the company completely in 1982. Surrounding property for expansion was purchased at that time. It is thought that Diamond is the largest single privatelyowned hardwood sawmill in the U.S. Management is committed to making Diamond Wood Products a solid factor in the hardwood business and it looks as if they are succeeding.

Newspaper Ad Rates Climb

Retailers are paying about 890 higher space rates for display ads in metropolitan newspapers this year than last, according to Pinpoint Marketing. Biggest price increase (l8go) is in Dallas, Tk.