Merchant Magazine - November 1967

\Ve con get it to you fost!

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

Stockton's complete line of construction materials includes: Millwork: mouldings, jambs, frames, etc., both solid and finger joint; Plywood: Douglas Fir and White Fir (Amtite); l)oors: Douglas Fir, Hemlock, and pine stile and rail doors, Mahogany, Birch and Hemlock louvers, and flush doors; 0ecking: specializing in BOND-DECK (White Fir), Ponderosa Pine and LOCK DECK in both lnland Red Cedar and ldaho White Pine; laminated Beams: both stock and custom made; Redwood: a complete line of PALC0 certified kiln drled, paper wrapped, Aye and Better.

Manager Nifty Gay inspects newly arrived shipment of wrapped Redwood

tuith aname like $uietenia lllaenophglla, gou'dnorn,too.

And with good reason, because Genuine Mahogany (that's what most people call it) is a noble wood with great traditions. A favorite of Cortez and of Philip ll, it is truly a wood fit for nobles and kipgs. lts beauty is exceeded only by its wood working qualities. Just one of 52 expertly selected hardwoods you'll find at l. E. Higgins Lumber Company, Northern California specialists for 87 years.

NIIVEMBER

FEATURES

WMBA INDUSTRY MARKETING CONFERENCE BEATS THE WEATHER

WESTERN WHOLESALER DIVERSIFIES INTO CHIP EXPORTING

L.A. CLUB TEMPORARILY FLEES ANGELS FOR APPLES

NtrWEST RI]DWOOD PARK PLAN BLASTED BY ARCATA REDWOOD

ARE YOU RUNNING A SLTTMBER YARD OR A LUMBER YARD?

R!]BUILDING BEGINS AFTER BIG CHEMICAL PLANT FIRE

PORTLAND CLUB HAS BIG CONCAT AFTER WWPA MEETING

WEST COAST LUMBERMT]N AT RECORD SETTING SHASTA MEET

BUYING COMMITTEES WILL STAY-SMOOTH SELLING SERIES

ST]'RLING LUMBER'S CHAIN OF FOURTEEN YARDS SOLD

NATIONAL AMERICAN SETS SI]RIES OF SIX MEETS IN WEST

VALLEY FROLIC ]S SWINGING zOTH BIRTHDAY PARTY

LI.S. PLYWOOD OI']'NS NEW, EXPANDED WARI]HOUSI]

PAUL BUNYAN'S BILLIONTH BOARD FOOT IS CUT

ARIZONA

WINS MAJOR AWARD

Publlsher A. D. BeU, Jr.

Manacins Editor - - David Cutler

Associate Editor anal

Advertisinc Production Richard Heckman

Circulation DepartmentMartha Emery

Prrblishers ltepresorttatives

NORTIIERN CALTFOR,NIA & PACII'IC NORTHWEST

Max Cook, advcrtising and neu's, 42O Marl(et Strcet. San Francisco, Calilornia 94111, Phone (415) Yukon 2-4?97.

SO U'f }IDNN CAI,IFOIiNIA

Jerry Ilicl(ey, advertlsing and news. 412 west Sixth Street, Los Anseles, Californla 90014, Phone (213) MA 2-4565 or MA 2-06?0. CHICAGO

N.C. "Dudd" flellow' advcrtising and news, 11250 South l-lalste(l Street. Chtcaso. Illinols 60628, Phone (312) ?48-3351.

NDW IOIiI(

Hal t(. Poril,z, advertising and news. 246 Fifth Ave., New York, New' Yorl{ 10001. Phone Qf2') I{Urray Hill 4-6?33. Dr)l'l'0lalAr, ()r,!'lcl.ls

WESTERN LUMBtrIt & BUILDING

MATERIALS MERCIIANT iS PUb. lished monthly ut .ll2 lVest Sixth Street. Los Angeles, California 9O0l+. Phono (2t3r l\lAdison 2-4565 or MAdison 2-0670 by Callfornla Lumber Merchant, Inc. Please addrcss all correspondence to office of uublication. Second-class postage rates paid at Los Angeles, Cal. A-dvertising rates upon request. srrbscriDtiou llutes-U.S., canada, \lexlc0- irr)(l l,aLin Ameri( a: $4one vear: $?-two years; $9-three vear3. Overseas: $5 - one Year; $8iwo years. Sing.les co.pies 50f. Back copies 75r uhen avallaDle.

Charrgc of AddreE$-Send subscrip- tion ol'dcrs and address changes to Circulation DeDartment, Western Lumber & Building Materials Merchant. 412 West Sixth St., Los Anseles.' CatiI. 90014. Include adiiress label from recent issue ll possible, plu.s new address, zone number or zlD cooe.

The trterchant ilfagazino serves the members of the: - Arizona Retail Lumber & Builders SUPPIY Association. Phoenix; Lumber lllerchants' Association of Northern California, Los Altos; Montana Buildins Materials Dealers Association.-He.lena; Mountain States Lumbei^ Dealers Association, Salt Lake City and Denver; Lumber Association of Southern California. Los Angelesi western Building Materials Association, Seattle.

THE MERCHANI

is an independent rna,gazi,ne publi,shed, rnonthllt f or those nxernbers of the lumber and build,ing materials i.ndustries usho need, and, want factual, a,ccurate nelus and an objectiae anafusis of eaents and, prod,ucts of coneern to tltem in bus'iness.

SPECIALIZING in-Douglos Fir Dimensions, Boqrds & Studs

Weslern Hemlock Dimension, Boords & Studs

White Fir & Redwood Studs

Pine ond Plywood

Redwood Posts & Redwood Speciolties

The All Ways In Demand Product

Remodeling or New Construction, interiors or exteriors, Lam-Loc Pecky Cedar is a wanted product. No other offers you so many chances for a sale with specialty item mark-up. Lam-Loc Pecky Cedar lives well with Spanish, contemporary, traditional, early American At home, it's a natural for entrance ways, planters, cabinets, den, family and living room walls. Commercial uses include store, bar and restauranr interiors, displays, f ixtures, picture frames.. anywhere a durable textured surface is desired. Cash in on this perpetual potential, call for one of our multiplex units today!

Smoll Deolers Con Compete

\I/HENEVER the talk turns to the problem of YV how the small traditional dealer can compete with the large operation, the mass-merchan' diser, all too many of the smaller dealers are inclined to think that they will automatically loose trying to compete with the larger, discount-type operation.

Nothing could be further from the truth. As a matter of fact, the two types of operations actually complement each other and many times can work to their mutual benefit.

Probably the main reason is that the traditional lumber dealer has something to ofier that the massmerchandiser does not. In addition, he is not burdened with the headaches peculiar to a large opera' tion.

All too o{ten, behind the massive facade and the multipage special advertising sections, the massmerchandiser is hampered by limited product knowledge. He may be a dandy merchant, but these shortcomings can hurt him both in buying and selling. In his efiort to compete, usually with price, he is sometimes forced to buy products that are not up to par. He may not even begin to rcalize that the customers know it until they begin to stay away by the hundreds.

In a discount operation there are seldom more than a handful that are experienced in either sell-

ing techniques or products. Too often that $1.50 per hour boy is much more interested in efiecting a "social relationship," shall we say, with the cute girl clerk, than he is with the business.

The big store razzle dazzle has proven in some cases to have the negative efiect of bewildering the prospect and making hirn unsure and uneasy. The end result being that he or she staggers away without buying only to seek a more com{ortable place to shop.

The hoorah has also been having less efiect as the public increases in sophistication and tends, generally, to buy quality more often than price.

The traditional dealer's strong points are many and he would do well to remember and capitalize upon them whenever possible. Strong product knowledge, experienced, interested help plus the friendly casual touch in selling by someone who is often known and respected in the community. A yard that sells not only price but good merchandise and a clientel that has creditability in what a dealer says when he or she asks advice for that do-it-yourself project.

The two types of operations are neither good nor bad unto themselves. Both have good and bad' strong and weak points. Both can exist and profit mutually when they realize each has its own unique tff,:::r"i.ofitable co-existence is just plain com-

People don't fall in love with the house.

They fall in love with something ahout it.

That something can be anything from a fine old tree in the yard to gold-plated knobs in the shower stall. Often it's the line o'f the house that gets prospects-the way it looks to them. And ar them. Red cedar shingles and handsplit shakes have a lot to do with line. Initially, their flexibility frees the hands of the architect to design, and the builder to build.

And once in place, these shingles and shakes speak a language of beauty and texture that homebuying prospects find easy to understand and difficult to resist. Solidly beneath the beauty lies the real sales cli ncher-red cedar's i ncredible wind - resistant

strength, insulative power and lifetime durability. lf you are now in an area where homes with red cedar shingles and handsplit shakes are being sold, you know what we're talking about, and if you don't, why not be the first in your area to find out?

Full Cetti-Split, Certigrade and Certigroove specifications and appli_ cation information appears in our Sweet's Light Construction Catalog listing, 3dlRe. Or write or call us: RED

Annual WBMA conference tops weather with talk

"I\TEITHER RAIN nor sleet nor snow I \ will stay them trom their appointed rounds." This familiar proverb, written for postmen, could also be applied to the almost 90 men and 70 women who at' tended the third annual WBMA All-Industry Marketing Conference at Salishan Lodge, Ore.

The 100 mph winds and heavY rains, topped ofi by a lS-hour blackout, did nothing to dampen the spirits and enthusiasm of the group.

Discussion sessions, evening bufiet, Iuncheon and golf tournament were all held as scheduled. Only the deep sea fishing trip was cancelled because of ll5 mph

winds that battered the Oregon coast.

'The nickname "stormy blacked-out con' ference" may describe mother nature. But it's far from the mark where the conference activities were concerned. The cooperation with which everyone entered into small-group discussions may easily have produced the best all-industry exchange of ideas of all the three recent conferences.

The ten discussion groups explored all five topics, to give participants a wide range of experience and opinion.

Sfory qf q Glqnce

Wild wind and rain at third WBMA marketing conference didn't keep participants from enjoying and cooperating in a fine all-industry exchange.

Here are the topics and the names of the men who reported on them:

(l) Improved product packaging to as' sure better, easier handling and more effective sales, Robert E. Bush;

(2) Efiectively using cooperative advertising programs, Frosty Koch;

(3) Recommendations to improve han' dling of orders by wholesalers and manufacturers, Richard Wasson;

(4) Increasing frequency and efiectiveness o{ dealer product meetings with wholesalers and/or manufacturers, May' nard Hoffmann: and

(5) The extent that manufacturers and wholesale distributors are involved in in' dustry financing, Ansel Hyland.

The luncheon featured small group discussion reports from leaders and the pres' entatiofl of golf awards. Roger Conrad, who'll have his name on the large Western trophy for 1967, won low net.

Second low net was won by WoodY Railey. Moe Moyer won low gross. Other winners were Al Richert, Ted Igl, Larry Knudson, Arnold Kirkebo, Dick Stoufier and Ross Kincaid.

Women's low net was won by Janet Conrad, second low net by Fran Kettenring. Other winners were Ruth Link, Lucille Clammer, Elva Vaughan and Mary Koch. Everyone who finished, nine holes for women, 18 for men, was awarded a golf ball.

lT OREGON C0I{FEREIIGE were fl) Vern Greer, at right, discussion leader with a group of manufacturen, wholesalers and dealers. o) Richard Wrson and Ted lgl (leader of recorder team) at right moderate a typical discussion group. (3) W. Stewart 0rr, chairman, marketing committee, WBMA, and conterence chairman. (4) Homer Greer, Sunnyside, Wash. WBMA

lirst vicepresident, W. Stewart 0rr, Moe Moyer, golf chairman, Ray Blackstone, chairman of all-industry advisory council of WBMA. 6) James C. Hayes, Boise Cascade Corp., WBMA president. (61 Mrs. Roger Conrad, winner of low net award, Mrs' Ray Blackstock and Mrs, Charles Link. (7) Art Lundgren, (facing camera, right-center) enjoying a coffee break'

West Coast lumber wholesaler into chip export diversif ies

tTtHE JAPANESE freighter Honshu

I Maru, on her maiden voyage, was greeted by the Port of Sacramento, Calif. recently with a colorful luncheon, kimono clad waitresses and a menu in the Japanese tradition.

The occasion marked the loading of the first 12,000 ton shipment of wood chips destined for the Honshu Paper Co. of

Story dI q Glonce

Tons of wood chips are destined for Asian market from western lumber firm via fabulous new loading facilities at port.

Tokyo which will be used in the manufacture of paper and paper products for con' sumption in Japan and its nearby Far East neighbors.

Key personnel of the Diamond National Corporation together with Ben Ward, manager of the export division of California Sugar & Western Pine Agency of Burlin' game, Calif., coordinated the long term wood chip export program.

California Sugar & Western Pine Agency in recent years has placed heavy em' phasis upon diversification and activities apart from the normal wholesale lumber

function. The 63-year-old firm, the first to urccessfully wholesale glue laminated beams through lumber dealers, is headed by A. C. "Bo" Aherns.

The 535 foot-long vessel, constructed re' cently in Japan, will ply between the Port of Sacramento and that country, transport' ing about ten million tons of wood chips under a seven year contract with Mitsui & Co. of Tokyo, Japan's largest trading firm.

Visibly pleased with the smooth-running loading operation, Ben Ward noted that "to our knowledge we are the only lumber wholesaler in the chip business at the pres' ent time and what we are doing makes it possible for small and medium mills to get into this field."

Under the contract between Mitsui and the Port of Sacramento, the Honshu Maru will make ten round trips between Japan and Sacramento each year. This contract provides the initial tonnage justifying construction of the 3.I million dollar bulk loading facility at the port.

Ben Ward, a former lumber broker and log exporter, joined California Sugar & Western Pine about two years ago and since that time has spent the majority of his time at the port supervising develop' ment of the project and contracting supply programs with nearby sawmills.

WIIH AUI0MAIIC truck dump (top), driver merely oushes button and releases tail gate and lift does the rest. General manager Ben Ward (center) checkins with bis Wagner sco='op operator. Machines handle so-me 30 tiuck -& trailer loads of chips a day and also feed the hungry conveyors when it's-loading time. Perhaps heart of operation is transter unlt tOottom) wh'ere incoming chips from left can. be diverted to storage converter (foregroundl 0r stralgnt throush to ship-(center righ0. Lower of two con' veyori in center is loading belt.

CHIPS FLY below lef0 as the Honshu Maru, starts io tate on its first cargo of 12,000 tons of wood chios. Shioside conveyor unit (cente0 telescopes and iwivels tri allow fleiibility of loading. Note hopper in front of bridge which divides incoming chips. l0 convevor belts which run along each slde 0T snlp' Hieh ielocitv blower (righ0 "stacks" chips com-pactly in-holds. Ttie Honshu Maru's first cargo was loaded six hours ahead of schedule thanks to days 0f planning and futuristic engineering of the big 3.1 million dollar installation.

And profit is just what lumber dealers are making (by the car-load) on fast-moving pressure-treated wood from Baxter.

Why are profit-conscious lumber dealers ordering more Baxter products than ever before? Because more and more quality-conscious architects, builders and engineers are demanding them.

Like Pyresote@, with its building code acceptances, when they want fire-retardant protection pressure-treated into wood studs, and plywood. Or Chemonited@ lumber, used wherever decay and insect resistance is needed.

In fact, from Baxter, there is a right preservative treatment for every need... so it's no wonder that wherever protection is desired Baxter pressure-treated wood is first choice. And the lumber dealers that stock Baxter products get the orders (they also get dependable, fast deliverymixed or straight cars-of material, kitn-dried and packaged for easy unloading).

Get on the J. H. Baxter bandwagon ...for your share of the profit.

Call, write or phone our nearest sales office. We'lltellyou more.

I/TOST EVERY year Los Angeles HoolVI go" Club 2 departs the City of the Angels for the Valley of Apples and their anrrual {amily weekend party at Apple Valley Inn, now owned by cowboy movie star Roy Rogers.

Uruuly reliable sources again noted that there were even fewer apples in Apple Valley than there are angels in LoJ Angeles, though that maY be a rumor b1 the Palm SPrings Chamber of Commerce.

Low gross honors in the golf go were

desert fline equals family fun

snagged by TW&J's Joe Contestabile with u" b5. Low net nod went to Lane Lumber's Jack Milliken.

First flight was won bY Ed Both, sec' ond flight by Stan Mago of Mt.-Whitney Lumbei Co. and third flight by Jerry McGuire of Cal'Forest Lumber Co. Bob Kalweit won the guest low net' Gal golfer honors went to Phyllis Mil' ler (Hugo Miler, Rounds Lumber Co.) and low net trophy winner was Delores Coleman (Ken Coleman, Eckstrom Plywood).

LOW GR()SSER ('l) Joe Contestabile and his Diann' Chlorita and Phil Butte'rfield. (2) Geny and Jack Milliken. (3) Delores Coleman and the first of the many trophies she's going to win. (4) George, Mary and

Rickev Cloueh. 6) Mr. and Mrs' Ray McKendrick smile. i6-i Cirt ;i;t tiuso Miller and hii Phvllis. 0) Diann contestabile. Cecllia and J. B. Latham. (8) Donna Reagan and'Fred Norton. (9) Bob and Judy Shannon

set an earful from Don Gow' (10) "Jinmie" ard Seitr pottei. (11) Pat Reagan and Mabel Norton. (12) giibara anO Frank Quattrdcchi' (13) Delores and Ken Coleman.

Redwood Pork Plqn Blosted

A hybrid plan for a 66,384-acre redwoods national park has been recommended by a Senate Interior subcommittee which embodies elements of park proposals that have been urged by Sen. Thomas H. Kuchel, R-Calif.; Rep. Don Clausen, R-Crescent City, and the preservationist Sierra Club.

The proposed federal park would encompass the Jedediah Smith, Del Norte and Prairie Creek state parks, but the State of California would not be required to turn them over to the federal government.

Byron B. Miller, vice president and general manager of Arcata Redwood Company blasted the proposal saying, "the bill is completely unacceptable to the Arcata Redwood Co. It removes 12,500 acres, or more than half of the company's total holdings. Our existence as a company would be seriously threatened and the economic well-being of the community, of which Arcata Redwood is a part, would necessarily be adversely affected.

ooThe Jackson-Kuehel bill," he added, o'as currently constituted: (1) offers no relief for employees dislocated as a result of the removal from private ownership of substantial quantities of commercial timber; (2) provides for no inJieu-of-tax payments to communities whose economies would be seriously irnpaired by the loss of significant tax revenues. Therefore, Arcata Redwood intends to use every means at its command to fight a bill that in no way serves the total public interest."

The bill proposed by the subcommittee would make available 14,000 acres of {orest service land that lumber companies with property within the national park could take in lieu of money for their property. Lumber companies own more than 28,600 acres of land within the proposed park's boundaries.

This is as close as the bill comes to the "swap" principle proposed by California Gov. Ronald Reagan, who has insisted that the federal government give up lands in exchange for the state parks.

UNITED T(| SERVE Y(|U BEST!

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

United in their effort to provide prompt, efficient service on wholesale orders from our

United inventory of prime softwood lumber maintained with the retail dealer's needs in mind.

up to l8'. Fine ned old groulth timfrom our YollaTree Farm.

.

White Fir , Sugar Pine

EIGHTH OF A SERIES

Are you running a slumber yard? Don't be afraid to sell unusual consumer items - they make money

By REED TAWTON mqnogement consuhont

fN TALKING with traditional lumber I dealers, the expression otten crops up' "What? We wouldn't sell thnt in our lumber yard!"

Pet supplies is a good example of what I'm talking about. When one yard began keeping reco.ds on what customers asked for- and could not find, dog leashes and collars appeared on the list two or three times a week. The dealer still doesn't carry a supply of chains or collars. Be' "u,r.L ooTh"y don't belong in a lumber yard."

In 1920 almost 95 Percent o{ all ma' terials which went into a house were lum' ber. In the 60's and 70's less than 40 percent of the materials and barely 25 percent of the value of an average house is lumber ! No lumber dealer in America can blame the building slump fior alJ his troubles today! A full share of the blame must be accepted by the dealer who has made little or no attempt to get his share of the home improvement and the do'it' vourself market. Yes, I said that bad word-DO-IT-YOURSELF.

[,et's face the facts of life in this day in which we live. For every dollar spent for new housing in 1963, (which was a top year) do-it-yourselfers spent 75$ on materials alone. To repeat? in 1963, for every $3 spent on new housing, another $Z was spent on home imProvement. Most of that money went to big discounttlpe general stores and specialty dealers in

1963 because the lumber and building materials dealer was too busy supplying the contractors. Incidentally, way back in 1950, the ratio was $l for improvement to $10 for new construction.

So, times do change. And if a retail dealer has any intention of staying in business, some major changes in thinking must be rnade" soon.

AREAS OF CONSUMER BUYING

! Awnings

l-l Bathroom Fixtures

n Brict<s

5 Carpets

l--l Cement

n Cement blocks

I Electrical Suplies & wlnng

l-l Faucets & Parts

n Fencing, all kinds

I-l Floor tiles

51 Flooring

l-'l Furnaces

I Garbage disposals

n Garage doors & replacement parts

l-l lnsulation

l-l Kitchen cabinets

I uigrrt fixtures

! Masonry supplles

l-l Towel racks

l-l Ornamental iron works

I eaint & supplies

fl Patio materials

I Paving stones

I Plumbing supplies

n Poured flooring

I Range hoods & fans

I Roofing materials

L-l Sheet metal supplies

I Shingles

I Siding, metal, too

! Sprinkler systems

[] Stucco & repair materials

! Swimming pool supplies

n Pre-cut shelving

fl Drapery hardware

fl Ceramic tile

l-l Hand tools

n Power tools -n Watt coverings

l-l Water heaters

I eipe & supplies

l-l Water softener & supplies

n Weatherstripping

l-l Screens

5 eet supplies

n Garden supplies & tools

ff Auto supplies

I I Formrca

! table legs

n Venetian blind rePairs

In speaking of lumber and building materials dealers in 1962-1963, Bank of America pointed out that profits were not very strong. ". Net Profit on Tangible Net Vorth before taxes was 4.84%. This places them second lowesl among the 14 retail lines examined by Dun & Bradstreet, indicating a need for better management."

And this was at a time when business was good! Good management is a niceto-have in good times. It becomes a haveto-have during a depression, Let's face it, while the rest of the nation is going through its greatest period oI prosperity, highest Gross National Product and hishest sales figures ever. the home building business and many Iumber dealers are in the midst o{ their worst depression!

For rhe past seven mont-hs, l've been writing in the pages oI The Xlerchant Magazine., telling various facets of what you can do to bring yourself out o{ the doldrums.

Rut too much o{ the reaction I have seen in too many yards has been based on personal opinion rather than on good market analysis and good salcs promotion.

A peculiar kind of prejudice is keeping many lumber and building materials dealers from being profitable today.

I{ you had a retail lumber yard just two blocks from the ocean. would vou re-

fusc to stock a supply o{ beach equipment? If you were on a main highway

Sfory clf q Glonce

Doing some tough talking in his hardest-hitting article to date, management consultant Lawton lances dealers for their reluctance to sell more kinds of things.

llear a major clam hunting area, would you re{use to rent potato forks at $3 to $5 per day? If there is no paint or wallpaper store in your shopping area, would you still 'refuse to stoop so low as to handle paint, because "it doesn't belong in a lumber yard"?

Maybe it's time to take off the kid gloves and find out the difierence betw.r)n a Iumber and buildine materials rk aler and a slumber yard.

Lu.mber business is good, People are

Gof o Queslion?

Drop u,s a line, and, we'll get Reed Lawtort lo giut: lou expert answers to your problems. No names will bc used. Just send them to The Merchant Magazine, 412 W. 6th St., [,os Angeles, Culil.90014.

keeping their homes a little longer and spending more than ever keeping them in good shape. In tht-' 14 southern counties of Cali{ornia one of the few western areas where accurate and uptodate figures are available, gl09 million has been spent so far in 1967 on additions and alterations for which permits were issucd. Some $200 to $300 million more has been spent on home improvemcnt materials alone by do-it-yourselfers, Security First National Bank figures show the total for single family dwellings has been $542 million for the same period. and this includes labor.

O.K. What do you have to do to get your share? Take a good look at the list on the opposite page and you should be ablc to meet most of the needs of anv customer in at least 45 of the 50 areas of interest.

Next month The ilIerchanr will publish its annual projection of business outlook tor 1968. You can do your part by preparing now {or a more prosperous year ahead by taking arrother look at your ability to serve better the consumer trade.

l)o you have a large, lighted sign? Do you spcnd 2lz-3 perccnt of your gross on advertising, sales promotion, and so on? Do yon have good professional advice on market analysis and sales training?

I)o you have the broad, in-depth inventory required to meet this trade?

MARKETS

WORTD We Bring You

lmported & Domedic HARDWOODS

Yord qnd Cqrloqd Soles

*Philippine Mohogony Our Speciohy

West Coqst Softwoods

Engineered Wood Products

Remonufocturers wilh ComPlete Millwork Focililies

Big Plont Fire

E. A. Thompson Company's manufacturing facilities in King City, Calif., which were completely destroyed by fire last month are being rebuilt and expanded, according to E. A. Thompson, president.

The fire started on one of the aerosol lines in operation and spread in a flash, fed by highly volatile solvents so the entire structure was a mass of flames, a loss of over $500,000.

"The new plant in Hollister, Calif., is planned to take advantage of modern technology in manufacturing processes, and will adopt newer materials handling equipment," Thompson said, in discussing construction.

"Capacity will be expanded, too. We were extremely fortunate to have a good inventory warehoused in strategic distribution centers, so we will be able to serve most of our customers until we can resume full production."

Bqrr Closes Sqntq Anq Yord

Barr Lumber Co. has revealed it is closing its Santa Ana yard and is moving the operation to their Los Alairitos, Calif., locuiion.

"Our decision to move the Santa Ana yard was not an easy oneo" George Barr, general manager explained, "we have been there for 46 years. The move was made to better serve their customers he said.

J. $IAilIoil

19300 South Alomedo Compton, Colif.

SPruce 4-2220

4770 Disttict Blvd. Vernon, Qqlifornio Phone: LUdlow 9-5581

Portland Club throws big Concat after WWPA Meeting

ORTLAND Hoo-Hoo Club 47 staeed a big golf tournament and Concat im-

mediately following the recent semi-annual meeting of WWPA in that Oregon city and the surprise guest of honor turned out to be Bob Johnson who was unanimouslv elected Snark of the Universe at Memphis just two days earlier. Snark Bob arrived just in time to sit in as visiting officer, his first official duty as head of Hoo-Hoo International for the coming year.

The tournament and Concat, both held at Forest Hills Golf Club at nearby Hillsboro, attracted nearly 60 combatants and kittens and was chaired by Pete Hall of Lumber Products Co.

Hal Greenman edged Rod Heestand by one stroke with an 80 low net to capture the first flight and Don Corkum took like honors in the second flieht with both Del Hesselgesser and Paul Stieight a mere one stroke behind him.

Gene Kuzman carded the third flight, Bob Reed and wrn Lex in the Taylor close on his heels. Long drive awards also went to Streight and Taylor.

Following the September 15 Concat at which seven new members were welcomed into the International Order and Club 47, a slate of new officers and directors for the coming year was presented to the membership and enthusiastically approved.

Rodney Heestand of Al Disdero Lumber

Co. was selected Bie Cat. the secretarv will be Ron Merrick oI Ci*urron Lumber & Supply and Joe Adair of Joseph Adair Lumber Co. will hold the green for the club until September of next year.

New directors are: Al Disdero. Al Disdero Lumber Co.; Ed Bolds, Bolds Lumber Co.; Welson Smith, Patrick Lumber Co.; and Hal Mayhew, C. C. Crow PubIications.

Erwin Winfield oJ Chap'man Lumber Co. and Crow's marketing Editor Paul Streight. Lex Taylor of Evans Prodlcts escaping the heat which seared Oregon clear into Fall. (Lower

row)

Rod Heestand, Al 'Disdero Lumber; newly elected Snark of the Universe Bob Johnson, Thomas Lumber Co., Klamath Falls; Al Kerper, Paul Bunyan Lumber Co.; Don Hill, Posey Lumber Co. and N-AWLA's west coast rep Pete Niebling. Standing: Earl Chalfin, Bob Kuhl, Carl H. Kuhl Lumber; Ed Bolds, Bolds Lumber; Don Corkum, Mount Hood Supply; Hank Granal Blasen & Granat Lumber; and Hale Greenman, Sun Studs concatenated a fine bunch of kittens.

and Concat. Degree Team

EilJ0Ylt{G MEET are (lefL left+ish0 Sterrre Musulin. 0regon-American Studs, Gene Kuiman. Kuzman Lumber Co., David Beber of Ruble Forest Products. (Top center, l-r) Ron Merrick, Cimarron Lumber & Suoolv. Bob McDonald, Willamette Industries. (Lower ceiiei. l-r) Lex Taylor of Evans Products, Robert Reed, Law-

rence Warehouse; Howard Vaeretti, Koch Lumber. Edwin J. Murken, Cimanon Lumber & Supply; Clair Richey, Blasen & Granat Lumber Corp.; David Beber, Ruble Forest Products and William J. Cary, Jr., WWPA. Rod. Heestand demonstrating energy and follovl thru ne'il De usrng as tne new prexy.

AI PORItAilll MEETII{G (top left) Bob Kuhl of Kuhl Lumber, Ruble Forest's Dave Beber, Doug Gremmel of the 3 G Lumber Co., Ray Replogle of Stimson Lumber, Chapman Lumber's Roland Chapman, Al Kerper of Paul Bunyan Lumber Co. and Blasen & Granat Lumber's Hank Granat who served as oresident of Portland Hoo-Hoo Club 47 durins the'oast year. Golf cart break for

Part of the big turnout for the Sept. 15 tournament

(seated

West Coast Lumbermen Hold Record Setting Annual

qHASTA COt'\TY lumbermen and railU loaders combined their respective lalents staqing a record'shattering fourth annual Shasta Lumbermen's Golf Tourna' ment in Redding, Calii. Bill Wells of the Southern Paci{ic did a masterlul job ol handling the big tourney and banquet which drew nearly 200 lumbermen, in' cluding visitors {rom Los Angeles, Port' land and Wisconsin. The huge success {irmlr establishes the tourney as part of

the yearly lumbermen's oopro" circuit in northern California which includes a spring tournament at Grass Valley, Calif., and a summer tourney at Medford.

Repeat winner of this year's tournament was Ralph Lamon who carded a 77 to tie Bud Frank, the cut of the cards going in Ralph's favor for the low gross trophy.

All ilights were run on a handicap sys' tem and Paul Flescher, Ralph Lamon and Bill Main drew first flight honors.

Second {light winners were J. Kelly, DeWitt Smith and Ed O'Kelly and in the third {light it was Dave Green, Don Sams and John Cole in the usual order.

One to three in the Calloway flight were Je.ry llolmquist, Don Clearwater and George Darling and both Pete Murphy anil Sim Chapman scored wins in the long drive division. John Polach and DeWitt Smith both shot sharp golf to win the accuracy contcst.

AI ANNUAL were (1) Bob Drennan and "Rocky" Smith of Kaibab in Los Angeles and lhe Merchant Maga' zine's Jerrv Hickev. (2) Portland's Simcoe Chapman, Chaoman Lumber 6nd Gil Bloechl of the Morgan Co' in Wisconsin. (3) Matt Ryan of Hedlund Lumber and Nikkel's Bob Bonner. (4) Cal-Sac's Elmer Lewis, Don Crane. Crane Mills, Scott Lumber's Erv Bartell. (5) Brovles Lumber's Lee Broyles, Ed Hall of E. H' Lov6ness and Bill Courtwridht. (6) From the City of the Aneels, TW&J's Seth Potter and Bill Bright, and Paul BInyan sales chief Al Kerper. (7) Ron Stevens,

Syskiyou

Coastal

Chuck Lewis. (8) Chas6 lsraelson, Dorris Lumber, Tom Beeson and Club Prexy Brad Broyles. (9) R. F. Nikkel salesmanaser Al Fdrslund. (10i Low gross trophy winner Ralph Lamon and South Fork Lumber's Luther Steinhauer.

(11) Kimberly Clark's Mark Foster, Clyde Crenshaw, Dier Lumber and Speckert salesmanager Jack Dasch.

(12) Medco's Bob Higgins, Brad 0'Neill and Medford Coro. salesmanaser Ed Nave. (13) Harry Finney, C' E. Klumb Lumber and Ron Helmcke. (14) Jim Barnes of Cal Forest and Main Lumber's Dutch Wiseman. (15)

Ed 0'Kelley, W. R. Sayre Lumber, Portland's Bill Ralston of G-P, and Larry Whittaker, Forest Products Marketing. (16) Dale Gustafson and Chuck Rose of North Pacific, Portland, and John Casey of Sierra Mountain Mills. (14) Bear River's DeWitt Smith, Bill Novak of Brunswick Timber and Cal-Sac's Del Pugh.

(18) KC's Keith Mason and Paul Bunyan manager Milton Schultz. (19) George Winter, Red Bluff Mldg., Stu Westlake of Kimberly Clark, Diamond National's Glenn Dietz. Ralph Lamon posted a 77 to repeat as winner of this year's lournament.

Mills,

Wholesale's

Nikkel's Quality Forest Products come from the fabulous Feather River Country

Three Nikkel plants producing "Feather" soft pine and "Silver Feather" white fir are located in the Feather River Country. The area is known for its high quality sugar pine, ponderosa pine, and white fir. Photo shows an early settler's cattle shed in Indian Valley in the northeast portion of California's Plumas National Forest. lt's near the site where pioneer Peter Lassen established the first trading post in the area in 1850. Just over Evans Peak in the background is Honey Lake, where Lassen was later shot from ambush while gold prospecting,

Suppliers ol "Feather Soft" Pine and "Silver Feather" White. Fir

MR. REIAII DTAITR:

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Just try us for PRICE & SERVICE

We represent in Southern Coliforniq

Willih Redwood Ptoducfs

Willits, Cqlif.

MonufqclureF of: Certified Kiln Dried Redwood r

Bevel Sidings Foctory Primed Wropping Lqfh

r Rough & Milled Commons r Timbers o Member of

c.R.A. & R.t.S.

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KING'S RIVER LUMBER CORPORATION

P.O. Box 227, Avbury, Colil. Phone l2O9l 855-2522

Socromenio Oftice: Phone (9161 455-7240

7227 fELEOEAPH ROAD

SMOOTH SELL'NG

by George N. Kohn, Morketing "cqfu rye N. Kahn

Buying Commiltees Are Here To Sioy

The traditional person-to-person selling is giving way in many instances to a per. son-to-people relationship.

Instead of a single buyer a salesman often finds himself confronted by a buying committee which at first glance is a rather awesome group.

Salesmen meeting this committee for the first time have been known to quail. Some become so flustered that their normally smooth presentation falls to pieces.

If you've been through this ordeal you know it's a little like being on trial and having a jury hear your story. You might convince three of the jurors but what about the other nine? It has been done in court and you can do it with the buying committee. When we cut this bunch down t<r size youoll find they are not so formidable.

Why A Buying Ccnnritlee?

First, Iet's find out about the reason for the buying committee. The committee is a logical step for industry. Orders involving hundreds of thousands of dollars are becoming routine. Many companies have decided that they don't want to place the responsibility for these big orders on one man. There's too much at stake.

So these firms have delegated a group of individuals to make the buying deci. sions. The committee is usually made up of experts in finance, production, marketing, advertising, etc. Individually they can really put a salesman through his paces; collectively they are even tougher.

When you engage a buying committee you don't have to drastically alter your approach to selling; you just have to be better prepared. You must develop answer$ and arguments to an array of questions in difierent areas. This means you must work a little harder, Iearn a little more and be a bit more versatile.

Win Over Onc llcn

The psychological factor of the buying committee is a barrier to some salesmen. They're afraid to face what seems to them a hostile ring of faces.

nEPnINTS FOR SALESMEN this is a condcnsed versloa. Bach lesson ic available in an expandcd forn, ln a tl-page brochuro, siE 8,rtrll, printcd in 2 @lors on white glossy pap€r snd i! 3-holc punc.hed to fit any st8ndrrd 3rhg binder. Each subicc in this cxpanded version is ftruy and completcly dcveloped in cmprchensivo detail and includes a splf4arnlnatiga qrri' for Sdesmen. Prices are as follows: I !o 9 coD|C' (of qd rd.lc)..-.....-.-...--..30 carr c..t l0 fo 49 coplc! (ot olet r{dc)..-....-..-.Cl+t c.ntr C.ct 50 !o

This stage fright is normal. There is usually some fear of the unknown. But it should not inhibit you to the point of freezing before the group.

One way of getting over the hurdle is to mentally pick out one member of the committee and concentrate on him. Pretend there is nobody else in the room but you and this man. You will find yourself warming up to your presentation. If you reach this man you'll usually get to the rest of the committee. If you watch your chosen man you will spot a reaction sooner or later. He may smile or nod at you. This means you're making headway.

Lawyers use this device quite often in addressing juries. They will single out one juror and play to him. The idea is that he might swing the others to the attorney's side.

Now carry this theory over to the buying committee. Suppose you make one friend on that committee. He may go to bat for you when it meets to make its final decision.

Tokc lt Eory

Some committee members may try to get you ofi balance with rapid-fire questions. There's no reason you have to adopt their pace. Take .your time. Think over each question and answer clearly and to the point.

Don't waste time in long embellishments after you've answered the question. These are busy men who are interested only in pertinent facts.

If matters reach a stand still you rfight invite questions from the committee. This will show your confidence in your product and company.

Molivotion lr Thc Somc

Purchases are not made on the basis of sentiment, personality or whim. Committee members are primarily interested in whether your product fills a particular need in their organization. Nexto your price has to be right and your company able to supply the product when it is needed.

'oW'ell," you say, "This is nothing new. Every buyer I've ever dealt with has thought along the same lines."

Exactly! Only now you have six or seven minds running in the same direction instead of one. Therefore your sales talkmust be that much more effective.

When talking to a committee your proposition must be angled to the buyer's point of view more so than when you are selling to a single purchaser. You must under. stand tlle needs and wants of the prospect firm and convince the committee that your product will satisfy its needs. Stress the buyer's point of view throughout your presentation.

Think Big

If you appear before a buying committee the chances are that you're dealing for big stakes. In a large order committee members are mainly concerned about the essential qualities of your product, not the trivial details. They want to know its performance, durability and maintenance needs. Don't dwell on secondarv issues that will only take up time witholt shedding much light.

You might also keep in mind that the committee appearance does not permit much of the easy, informal give and take that you experience with one buyer. Jokes, anecdotes and small talk should be kept to a minimum. Get on the track and stav there.

Your appearance before a buying committee may be a great success except for one thing: you did not get an order.

This can and does happen. When it does be sure that you get a rain check. Conduct yourself in such a manner that you'll be invited back.

Are you efiective before a buying committee? Hold up the mirror to yourself and see. If you can answer ttyes" to at least seven of the following questions you are probably at home before the committee:

l. Are you seriously intent on understanding the buying committee instead of rebelling against it? Yes fl No E

2. Do you stick to the main facts when appearilu before a committ'ee? Yes tr 'No ,EJ

3. Do you try and catch the attention of one committee member and convince him?Yes tr No E

4. Do you think over carelully each question tlmt is put to you? Yes El No 'El

5. Do you adopt the committee's point 0f view? YesE Notr

6. Do you understand the needs and wants of tre committee's firm? Yes fl No E

7. Do you leave a good impression with the committe order or no order? Yes I No ,f]

8. Do you keep jokes and small talk to a minimum? YesD Notr

9. Are you training yourself in knowledge about various facets of business, e.g. finance, production? YesD NoE

10. lre you able to talh intelligently about trem before a committee? Yes rE No D

Ar ldes

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22. Room At Iho IoD qd 4qtr,h.d Wflt Z. Clodnc_ftc,8+- rnr' P2. lot) n }Hi"*5il" * ffE''* sct up - y.I-olg c""1 I+

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s. ',oo c,"o,t Fh. wt&. o. nc.ttDr: Betwoon 17. TbG urcqectGd r.tt.r To Gct ifcc -- out-Aniltr|dd-- 6uird;. -r!. prrorpcct or pef,lrh 2'' R!trdlt rr[o lhc Rrde' When orderln& please mentlon The Merchant MagaslnC.

GALENDAR

NOVEMBER

Hoo-Hoo-Ette Club G-November 8, monthly meeting, place to be announced.

Pacific Logging Congress-November 8-11, equipment show, Coliseum, Olympic Hotel, Seattle, Wash.

Redwood Empire Hoo-Hoo Club 65-November 11, Dinner Dance, place to be announced.

San Joaquin Hoo-Hoo Club 3l-November 11, ladies and g'uest night, at Cedar Lanes.

American Hardboard Assn.-November 13-15, annual meeting, Ojai Valley Inn and Country CIub, Ojai, California.

Western Building Material Association-November 13-15, James Adams Advanced Estimating Clinic, Swept Wing Inn, SeattleTacoma Airport, Wash.

Black Bart Hoo-Hoo Club l8l-November 15, concat, House of Garner, Ukiah, Calif.

Sacramento Hoo-Hoo Club-November 15, concat and old timers nite, Elk's Club, Sacramento, Calif.

Shasta Cascade Hoo-Hoo Club l33-November 16, dinner meeting, Crystal Tavern, Red Bluff, Calif.

Lumber Assn. of Southern CaliforniaNovember 16-18. annual management conference, El Mirador Hotel, Palm Springs, Calif. Dubs, Ltd.-November 17, Annuai Turkey Shoot, Round Hills Country Club, Alamo, Calif.

Shasta Cascade Hoo-Hoo Club l33-November 17, dinner meeting, Crystal Tavern, Red Bluff.

Southern Idaho Forestry Assn.-November 17, semi-annual meeting, Owyhee Hotel, Boise, Idaho.

Southern Oregon Timber Industries Ass,n.-November 17, business meeting, Rogue Valley Country Club, Medford, Oregon, Oakland Hoo-Hoo Club 30-November 20, Annual Hockey Nite, Oakland Coliseum.

SaIt River Valley Hoo-Hoo Club 72-Novembet 21, monthly tour'nament and banquet, Scottsdale Country Club, Scottsdale, Arizona.

National-American Wholesale Lumber Assn. Regional MeetingsNov. 30 at Los Angeles, Dec. 1 at San Francisco, Dec. 4 Medford, Dec. 5 Eugene, Dec. 6 Portland, Dec. 7 Seattle and Dec. 8 Vancouver, B.C.

DECEMBER

Black Bart Hoo-Hoo Club l8l-December 2. annual Chlistmas dinner-dance, Grange Hall, Ukiah, Calif.

Albuquerque Lumber Merchandisers AssociationDecember 6, steering committee, Village Inn Pancake House, Albuquerque, N.M.

Western Forestry and Conservation Association-December 6-8, annual meeting, Olympic Hotel, Seattle, Wash.

California Redwood Association-December 11, directors meeting, CRA ofEce, San Francisco, Calif.

Redwood Inspection $s1vi6s-[gsember 12, directors meeting, RIS office, San Francisco, Calif.

San Francisco Hoo-Hoo Club 9-December 15, Annual Children's Christmas Lunch, Pavillion Room of the Fairmont Hotel, Reg Ricci chairman. HODKIIIS

Silw

Why did

7 out of 8 weSt coast builders and architects in recent survey* say "Wolmanized lumber" when they thought of pressure-treated wood ?

No mystery. Wolmanized lumber has been the leader on the West Coast tor 32 years, and it's just naturally the name that comes to mind when builders and architects think about pressure-treated wood.

Builders and architects (and lots of smart homeowners, too) know that this is the one that won't rot, decay, mildew or interest termites. Vital wood members in contact with the ground or masonry are safe when they're Wolmanized lumber. And Wolmanized lumber saves on construction costs because it handles just like regular lumber.

Koppers has never made a secret of Wolmanized lumber's outstanding virtues. All through its years

of dedicated research in the science of woodpreserving, Koppers has talked, through its advertising, directly to architects and builders about improvements and exciting new developments, telling them when and how to specify Wolmanized lumber over other products. Today, Wolmanized lumber is practically pre-sold for you.

It's the leader. lt can make you a leader too. Profitwise, that is. Prestige-wise, too. Find out for yourself. Get in touch with us. Write for Bulletin No. W579. Wolman Preservatjve Dept., Koppers Company, Ine, 800 Koppers Building, Pi,ttsbUrgh, Pa. 15219. w.,,. rResults

BY JACK DIONNE

r882-1966

VISITOR dropped into a small and unpretentious ffiffi church one Sunday morning, just as the preacher was WW announcing his text, and stood in the rear until the text was finished. The text was: "We have left undone the things we ought to have done, and we have done those things which we ought not to have done." The stranger smiled, found a seat, and sat down. "Thank the Lord." he said. "I've found my crowd at last." ***

ffilgn

God feeds the birds, but He doesn't throw the food into their nest-Greekproverb. * * *

"Blessed are they who have nothing to say and cannot be per' suaded to say it."-(0ipt.| * *

There is a famous story about the pastor of a church asking all those who wanted to go to heaven to please stand, and one man remained seated. The preacher said-"don't you want to go to heaven?" And he said, "Yes sir, but not with an excursion.n'

"Any car will last you a lifetime if you drive carelessly enough." --National Motorist.

OFF.THE-SHOULDER

It was the teen-aged daughter's first dance, and she desperate' ly wanted an ofi-the-shoulder dress. Her mother was doubtful, but her father settled it when he said: o'Let her try one on. If it stays up-she's old enough to wear it."

success Expert-"ffn"r'l r""J rru*Jr"

Greei Client-"Gus Poppapopupopulos."

Success Expert-"Get a job selling motorcycles.'o

Youth is not a matter*"| ,J? Itls a state of mind.

"Among wolves, one must howl a little!"-Voltaire.

An eccentric today, is " ;""- *; minds his own business.

MIDDTE AGE

"Middle age," said the old philosopher, "is that time of life when a man would rather go without a good time than have to get over one.tt

A B C D E F G H I J K t M N o P d R S T U V w X Y 7,

{<Q iS fOf Q-U-A-L-l.T-Y

At Bellwood Ouality Doors, Ouality is not just our middle name, it's built into our doors. Like doors with the widest stiles in the industry; the widest top and bottom rails; lumber from the West Coast's finest mills; and veneers of the first grades only. And after we build in all this quality we control it. Rigidly. (No wonder our quality control inspectors get eyestrain finding O.O1% defects out of a whole month's production !)

rhat's whv *0"' *iol,li'i,t"::;::il:v" at Be,wood "'

THE BELLWOOD COMPANY / 533 West Collins / Orange, Galifornia 92669

GUARANTEE Bellwood Doors are fully guaranleed by the Bellwood Company of California, as set forth in ths Standard Door Guatantee of the.National Woodwork Manufacturers Association. They meet or excsed the specifications set forth in Commercial Standard CS 171 -58 for Solid-core and Hollow-core doors,

B[11W000i[00n$

MADE IN ORANGE, CALIFORNIA

Bellwood spells it like it is..,

Sterling Lumber Yqrds Sold

; Negotiations for the purchase of the 14 yard Sterling Lumber Company chain in rlorthern California were finalized last month, according to usually reliable trade sources.

The purchaser, the G. M. Stewart Lumber Co. of Minneapolis, Minnesota, is considered one of the largest retail lumber and building material companies in the nation and has large holdings in Minnesota as well as the Cammeron and Acme outlets in Texas. The firm has also reportedly spread its operation into the Florida area with the recent purchase of 40 yards there. It is

understood that J. R. Hasty, formerly with the company at Waco, Texas, will move west to oversee the Sterling operation with Lloyd Carter remaining on as general manager o{ the Oakland-based firm.

NAWTA Regionol Meetings

National-American Wholesale Lumber Association members in the west will gather at six regional meetings during November and December.

Invitations for non-member wholesalers and persons in related industries are available from local chairmen. The meetings will be no-host affairs. Information on

nosBo PRODUCTS DIRECT(|RY LUMBER

DOUGLAS FIR WEST COAST HEMLOCK

DIMENSION {

TIMBERS T t

BOARDS J

FINISH ' J

SIDiNG { {

PANELING I t

CE]LING T {

FLOORING ' {

STEPPING { STUDS T

K.D. SMALL TIMBERS J

FABRICATION T t

GLU-LAM BEAMS J

All items in oll grades qre KD excepi iimbers All stock DET, grodemcrrked ond trodemorked. Mixed Cor Shiprnents qre orir speciohy.

PRESERVATM ond FIRE RETARDANT treolments lor Lumber ond Plywood

PLYWOOD

DOUGLAS FIR

Sheothing d Sonded

Exterior d Interior

Sizes up to 5'x l0'

Ask lor our

..THIS IS ROSBORO" booklef.

Wcrlcm Lumb* & Bulldlng ltorcrlob ,IIEICHANT

time and place is available from either the NAWLA office or the meeting chairman.

Subjects to be discussed include sales training, public relations, distribution trends, insurance programs, lumber standards, liaison between supplier and consumer, and the role of the wholesaler in modern marketing.

Dates, cities and meeting places are as appears in this month's Calendar.

Bernie Borber Appointment

Appointment of rancher Jack Piersall as Pacific Northwest representative for Bernie Barber & Associates of Fresno, Calif., has been announced by Bernie Barber. Jack will be callirg on retail yards and wholesalers in both a sales and service capacity for Barber's long established Market Report Book.

Of particular interest to our readers in Oregon and Washington is that, besides a successful background in both contracting and retailing, Jack is also the owner-operator of a thriving cattle ranch located at Fort Jones. in the far reaches of northern California, 16 miles southwest of Yreka.

Graduating from U. of Calif., he went home to Blue Lake, Calif., and started a contracting business. In 1949, Jack became co-owner and manaqer of Blue Lake Builders Supply with his d"ad, Ray Piersall, taking some time from his duties there to develop several tracts and build many homes in the BIue Lake area during the next ten years. He also served a term as Mayor of BIue Lake during this period. Thqf's

4700 Waysto Protect a Roof

That's the number of Deniston Tliple-Lock Lead-Seal Metal Roofing nails in every 50-lb. colorboard carton. When your customer drives in Deniston, he's protected against storms, sun, wind, hail, sleet, rain, snow-you name it. These nails not only hold. They seal. The lead under the head and the built-in bump make the difference. Roofs put on with Deniston nails stay on. They're the best protection your customer can buy. They're good business for you.

Bulletin No.750 sent uryn requ,est.

Drive Screw Shank preferred., but ring slwnk ouoilable,

Features: Lodi-Fab Cantilever Lod-Racks give you uninterrupted shelf length, tip-free noanchor installations with no height limits. Plus patented quick-change load arms. And no Ioose parts.

Call your nearest distributor for custom sales engineering to your exact needs.

Western Forest Fire Losses

The Forest Service reports that damage from forest fires which swept parts of Washington, Oregon, Montana, Idaho and northern California between mid-August and mid-September is conservatively estimated at 200,C{)0 burned acres.

More than 3,900 fires were reported and about three-quarters were caused by dry lightning.

The largest concentrated fir'e-fighting attack in history was mobilized to stop the fires. More than 900 aircrafg 22,000 men and hundreds of pieces of equipment were deployed for fire fighting. For,est Service personnel numbered 15,000, including 400 smokejumpers who made more than 2,500 smokejumps.

The Forest Service estimates that in the first two-and-a-half months of fiscal 1968, it has spent $30 million on fire fighting compared with $31.4 million spent in all of 1966.

IIEIIERS Att 0VER the West are being visited by this showmobile developed by Miami-Carey. Designed to present the firm's full line, it can either visit the dealer, or go with the dealer and a local rep to visit a dealer's customer.

20th annual frolic

r' sels s\^/rn9tn9 pace

THE Lt XIIiERME\ ot San Joaquin r Hoo-Hc,o Club 3 | had a swinging time at thcir popular 20th annual Valley Frolic. Golf was the oldcr c,I the day, with big. beauti{ul trophit.s being awarded to out-standing performels. high and low.

The fur-r event rvas c'hairmanned this ycar by allable Craig Caffnt'v o{ Bonnington Lumber Co.

Jim Duart of Tarter, Wcbster & Johnson \4.as entertainmt'nt chairman for thc frolics. Ilarion Snc-atl { no relation to Sam) o{ \orth Vallct' Lumber Co. managcd the golf tournament.

Vicegerent Snark Chet Harshnt r, meat carver and chef par ercellance at last month's barbeque, was in chargc of the outstanding (ioncat, which pla1,t.d to a packed housc. o

CHAIRMAN was (1) Bonnington Lumber's Gaffney. (2) Walley Kennedy of Kennedy & Sons. (3) Willard'Lumber's Bob Schlotthauer, iack Ferri and Jack Lawrentz of Paramino Lumber, and Fresno retailer Norm Cords. (4) Bob Lewis, recently elected to an unprecedented second term as president. and Don

Hendrickson, both of Madera Lumber & Hardware. (5) Standard's Bob Bolton, Duke Nelson of Kellner Lumber, Bill Holt, Schlotthauer and Hedlund's Gary Levi. (6) Dick Kennedy of Kennedy & Sons and Visalia Lumber's Ray Noble. (7) Yosemite Lumber's Ham Knott, Jim Duart and LMA's Bob McBrien.

U5 Plywood Opens New Son Berdoo Wqrehouse

HE U.S. Plywood Corp's. San Bernardino, Calif., warehouse has moved to larger quarters. The new location cost about $250,000 to build and contains over 70,000 sq. ft.

A four man staff opened the branch in 1958. Now, a staff of sixteen is headed by manager William H. Petersen. Oliver Chapman is sales manager and Bob R. Harrison is inside sales manager.

Dealers that came from a wide area to view the new facilities and sip champagne reported the new warehouse was a greai improvement over the old one.

GffiffitrFffi

Polco Scholorship Progroms

oriust call Hobbs Wall!

We represent over one hundred Western producers of Ponderosa and Sugar Pine... Redwood lumber and Redwood split products... Douglas Fir and White Fir

... Hemlock and Gedar lumber, as well as a complete line of Cedar fencing. Your one call to Hobbs Wall is a short-cut

The Pacific Lumber Company has started a new scholarship program for children of their employees, Edward M. Carpenter, executive vice president, has announced. Named the A. Stanwood Murphy Memorial Scholarship Program, it honors the memory of the late long-time president and chairman of the board. It grants $I,000 scholarships, payable over a four-year period, to all employees' children who enter a four-year college or university immediately after graduating {rom high school. The first $1,000 scholar' ships will go to graduates of the high school class of 1968.

In addition, in an unprecedented move, special A. Stanwood Murphy Memorial Scholarships will be granted to graduates of the high school classes oI 1964-67, iI' they are eligible.

Carpenter emphasized that the scholar' ships are not competitive, but are awarded to all eligible students. This is in contrast to the prior scholarship program offered to its employees' children by Pacific, which awarded one scholarship per year.

The new program is one of the broadest in industry. It gets away from the com' petitive aspect and rewards all good stu' dents who enroll in a four-year college or university in the fall after their high school graduation.

A. Stanwood Murphy Memorial Scholar' ships will be non-exclusive. Winners will be free to accept other prizes.

Weslcrn Lunbrr t Bullding

AI 0PElllt{G (upper left) Jim Quiggle, Al 0wen, Suverkrup Lumber Co. with unidentified guests; (upper right) Ted Cranford, Cranford Wholesale Co., Ray Sawyer, Sawyer Cabinet; Chuck Sutton; C. W. McKee, McKee Lumber Co., Bill Peterson, U.S. Plywood; flo'wer left) John Boone, Consolidated Products Co.; Dave Beauchaine, U.S. Plywood; Scotty Weatherby, Consolidated Products Co.; (lower righ0 Bob Harrison, U.S. Plywood; Tom Baker, Jim Gregson, Rick Adams, John Marmion, Joe Herowski, all of Rim Forest Lumber Co.

A. Stanwood Murphy

ANOTHET WESTERNER CHOSEN SNARK

Hoo-Hoo celebrates its 76th annual

[]OR THE second year in a row, a westr erner has been chosen as Snark of the Universe by the International Concate. nated Order of Hoo.Hoo.

Robert L. Johnson of the Thomas Lumber Co. in Klamath Falls, Ore., was elected at the 76th annual convention in Memphis, Tenn., to succeed outgoing Snark Vaughn H. Justus of Albuquerque, New Mexico, who moves up to become chairman of the board.

Next year's convention will be held in Albuquerque.

Elected vice-president was James Saarinen, Orlando, Fla.

Ben F. Springer of Milwaukee, Wis., was re-elected secretary. Later Springer was honored by being made a Seer of the House of Ancients. Clyde J. Haas, Kenosha, Wis., was returned to the post of treasurer.

Elected to the Supreme Nine to represent western districts were: Thomas Dolan" Dolan Lumber Co., Alderwood, Wash., jurisdiction III; and Laurence J. Owen, Simeone & Williams, Lafayette, Calif., jurisdiction VI.

A highpint in the 76th annual conaenti,on ums a" mouing tribute to the lnte C. D. LeMaster, lnng a Hoo-Hoo mainstay and, a mnmber ol the House ol Ancients, by Dee Essley, an old, lriend, and a lellout lurnberman. A portion ol his remnrks lollout.-Edinr.

Le was concatenated June 16, 1917, his number is L29727. He became a member of the Supreme Nine in 1921-the year I was changed from a kitten to a cat. He was there at my concatenation with Bolling Arthur Johnson 2, our founder. In 1922

he was re-elected to the Supreme Nine and in 1923 he became our Snark oI the Uni. verse.

"Briefly, I will quote just a few sentences from his acceptance speech: Number One-Our watchword is friendship; Number Two-Our Motto is Health, Happiness and Long Life; Number Three--We believe that true friendship is the basic foundation of the well-being of society and, Number Four-That friendship destroys and dissolves prejudicial hatred and turmoil.

"In 1960, Le conceived and promoted

National Forest Products Week, and arranged the proclamation of thls week by President Dwight D. Eisenhower.

He was an association leader, and the editor of the Western Building Reoieu. He wrote an article in every issue entitled, "Reflections." In 1960 Le sold his maga. zine to Al Bell, Jr., publisher oI The Merchant Magozine.

'ol.e developed tle book I have her*it contains poems written by him-and covers his many moods and inspirations that shows the lifeand compassion - and the great dedication of this man - not only to his fellow men, but to his great industry.

'oAnd, may God rest his Soul!"

-Dee C. Esslev 31675

DON'T 'l^tss !r!

THE MERCHANT'S Big Annuol

Christmos ond

BUSIINESS FORECAST issue

The Merchant's traditional and always-welcome annual Christmas issue is on its way toyou...andasan extra, this year's edition is also aBUSINESS FORECAST ISSUE. packed with facts you'll need to know for '68.

BiggerBrighterBetter than ever, the Christmas andBUSINESS FORECAST issue will once again be the place to meet and greet old friends, customers and suppliers from throughout our scattered western lumber & building materials industry.

Exclusively for California . .

Simpson Enters Plqstics Field

Simpson Timber Co. has purchased Evergreen Plastics, 2l-yeatoltl molded plastics firm in Tacoma, Washington, as its- second step into the plastics business. Previously, the Seattle lumberoriented firm had purchased Gil-Wel Corp. of Eugene, Oregon, a manufacturer of extruded plastic pipe.

B.C. Goes Into Urbon Renewql

Boise Cascade Corp. is going into urban renewal, R. V. Hansberger, president, has announced'

A new department will explore ways o{ ofiering development, management, planning, consulting and other services for cities embarking on large-scale urban redevelopment programs.

to more ond more Coliforniq deqlers ond distributors. For yeor oround supplies o{ dimension lumber ond precision-trimmed studs, depend on D & R.

+ + +

Old Growth Fir Dimension from F.S.P. Lumber Co., Port Orfor,d, Oregon

Hemlock Studs from Worrenton Lumber Co., Worrenton, Oregon

Hemtock Dimension from Westport Lumber Co., Westport, Oregon

SANFORD.LUSSIER, INC.

DISTRIBUTORS AND WHOLESATERS

Ook Stoir TreqdsThresholds

Door SillsHordwood Mouldings ond Ponel-Wqll

ond Dome5ti6PhilippineJqpqnsss Hsrdwoods

Worehouse Delivery or Corlood Shipmenls

610I SO. VAN NESS AVENUE

Los Angefes 47, Colil. AXminster 2-9181

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

Art Neth would appreciate an opportunity to tell you how you and your customers will benefit from using dependable D & R dimension and studs, You can reach him by calling 872-1280 or 783-0544.

Billond

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

Doddington Moves to CBS

Ilay Teakle, head of California Builders Supply of Sacramento" announced the addition of well-known association lumberman Les Doddington to CRS's Greater Bay Area territory. Les brings to CBS more than 11, years t,f experience with retail and wholtsale contacts in the {ive western states for Bernie Barber' & Associates.

In fact, his sales arrd serr.ice Market lleport Book calls on dealers and the various other services offered b.v the Barber firm to both dealers and wholesalers have undoubtedly brought him closer to the five \uestern states trade than any other sinele individual. During a good part of tis tenure with Bernie Barber. he has also bt'en a part-time correspondent tor The ,llerchant Magazine.

Les is a charter member of Redwood Empire Hoo-Hoo Club 65 and is currently vice-president of Dubs, Ltd. He is an avid hunter and fisherman" a card player of thc first magnitude. and a dice shaker of considerably less prominence (dealers please note latter reference).

Rolff to Guqlqlq os Solesmonqger

Appointment of Hal Rolfi as salesmanager of Gualala Lumber Co. has been announced by Jesse Alford, owner of the mill complex on northern California's Mendocino Coast. Rolff had represented Hobbs Wall Lumber Co. for the past seven years. Gualala Lumber Co. production averages 100,000 bf a shift of both greerr and d.y redwood, green Douglas fir und dry sugar pine.

SALES:

Born and raised in the San Francisco Bay Area, Hal's solid backing in the lumber industry also includes l7 years of retailing with Madera Lumber & Hardware Co. at Madera. Calif.

Hal and his wife have gratefully bade farewell to the record high temperatures which have hit Cali{ornia's San Joaquin Valley this year and are now comfortal,ly settled in their new home at Anchor Bay or.erlooking the cool Pacific Ocean.

Shosto Coscode Elections

Brad Broyes, Broyes Lumber Co. has been elected president of the Shasta Cascade Hoo-Hoo Club 133 in Redding, Calif.

Other new olficers are Bill Harrison, first vp.; Iled Caylor, second vp. and Bill Berry, secretar) -treasuler.

Nerv directors are Al Boyce, Al Kerper, Erv Bartell, Lee Deering, Carl Allison, Joe Derrah, Roy f)unbar" Virgil Mastolotto and Glenn l)ietz.

Les Doddington

Hal Rolff

FOR HIGH QUATITY

Domestic ond lmported Hqrdwoods

Sugor Pine ' Ponderoscr Pine

Can turnlsh rough or S2S

CALL BRUSH !

Mynontl 5-5501

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OUR MOTTO: Qwlity & Qwntfiy GUARANTEED FOREIGN & DOMESTIC HARDWOODS

"Wholesale 0nly"

one to tuo million lootage und'er cooer

Riot Insuronce Bill

Riot insurance would be guaranteed to homes and businesses in urban centers under legislation recently introduced in the U.S. House of Representatives.

The bill would set up a $200 million corporation authorized to reinsure private firms offering property and casualty insur' ance in urban areas at reasonable rates on a non.discriminatory basis. The legislation is sponsored by Reps. Moss (D-Calif.), Dingell (D-Mich.), and Adams (D'Wash.).

Record Coqsfwise lumber Hqul

An all-time record in lumber shipments was set in October by Oliver J. Olson & Co., pioneer coastwise shipping line, when the vexlsel John C. Olson carried the largest single load in the com' pany's history. The rbcord haul consisted of over 6r/2 million b.f. of finished lumber loaded at Columbia River ports in Oregon and Washington for delivery to Ios Angeles and San .Diego, Calif.

when you build with wood you can remodel with waad!

(ever

THIS GRABBER of a counter sign for dealers is the lalest eltptt gt the energetic iii,bl]i1rifr?ioir eur;;-bi5ouitrern catit. Sized 34" x.24",.it is.another ol tniii

FHA Accepts New Lumber Sizes

The FHA will accept lumber produced to l7/2" dry size and also to L-g/16" green size, according to Charles Dieman, assistant commissioner fo-r technical standards. As in the past, lumber must be seasoned to 19 percent or lower m.c. before a building is enclosed. The new green surfaced sizes will provide -u t1Y material saving of about two percent compared with the old standard for green lumber.

DOUGLAS

&

Poul Bunyon's Billionth Boqrd Foot

E)At L BL'-\YA\. the legendarl' r lumberman, is busy at all iinres at the plant that bears his namePaul Bunyan Lumber Co. at Anderson, Calif. Kenneth R. and Blair H. Walker are the owners.

During the past three years. cxtensive new installations have been made. Thc first of these installations was in the planing mill. Automatic take away rolls were placed al each of the eleven pull ofi stations cf the planer chain. An over the end installation of lift hoist and take away rolls to handle the quantity item (grade and length) from thc planer rvcre added. All items are then handled by the overhead ..urr".

Next, the log pond was eliminated. Now logs are handled b1' a l7-ton Caterpillar 9668 wheel loader. This makes it pos-sible to make a complete sort of logs by species for storage-sprinkling when necessary-and primarily, to provide longer .uns nf arly spccies.

A Beloit Barker was installed to handle tp to 62,, logs. To complete this installation, a Sumner Chipper was also installed. Approximately 700 tons of bark are produced and sold each month {or resale as mulch and for landscaping uses. About 2200 tons of green chips are sold each month to Kimberlv-Clark Corp., {or use in their nearby paper mill.

The deoler's Sttppliernerref his cotnpetitot.

MEET B0B TURNER, a veteran of better than 30 vears as a lumber trader and assistant purchasing manager-at Inland. Bob spends most of his working day on the telephone keeping in contact with mills scattered throughout the West. By keeping his finger on the pulse of the industry, Inland is able to offer the finest values in prime stock-from studs to timbers. Phone him with your inquiries. He's the dealer's supplier-never his competitor.

The dry kiln steam plant was converted to the use of sawmill sawdust for {uel and now steam for the kilns is almost entirely generated by the burning of this rvood waste. A Rader Blower system moves this sawdust from the sawmill to a silo, a quantity of about 2000 tons per month, to provide the fuel for the WelIons Wastewood Fired Boiler. The bark, chips and fuel for the boiler totals about 4900 tons per month, waste that {ormally went to the hurner

Last month, Paul Bunyan took time out to witness the Billionth Board Foot of lumber produced by Paul Bunyan Lumber Co. The company was founded in Susanville. Calif. in 1945 and has been in operation in Anderson since 1955. This is about 32,000 cars and trur:k and trailer loads, It is also enough lumber to build 83,000 averagc homes-a city of 330,000 population.

Vith this type of plant and equipment and good supervision, there is no difficulty whatever to live up to the meaning of the company trade mark: "The registered trade mark stJnds for the quality and service that a customer has the right to expect from Paul Bunyan."

lu.mbe.r produced by Paul Bunyan Lumber is viewed by plant Earl 0liver, (left) owner Kenneth R. Walker and manager'Milton

PtrRS@NALS

Paul McCraken of Portland sPent an October week in the East on Tumac Lumber Co. business.

Duane Duff, formerly with Cal-Ida Lumber Co., has joined Georgia-Pacific's lumber division at Portland and will be working under salesmanager Tom Houston.

Bill Wiprud, manager of Boise Cascade's import-export division at Portland, retur-ns home later this month after six weeks of business in Japan, Korea, Taiwan, the Philippines and Malaysia. Joining Bill in Japan was Boise Cascade's trading manager Ed Stamm.

Frank Morrisette has added "Tack" Baker and Dave Schaller to Dant Forest Products Co's. Menlo Park sales headquarters. Baker comes from Georgia-Pacific in Portland and Schaller from Industrial Lumber, also in Portland.

Art Neth and his missus Helen drove to Oregon for the annual salmon run, snag- ging several big Chinooks. Now back at A.W. Neth Lumber Sales, Sherman Oaks, Calif., he's already planning a retum trip for steelhead.

After several years of specializing in the merchandising of laminated wood beams and roof structure components for California Sugar & Western Pine Agency, Jerry Griffin has taken the plunge and hung up his own shingle: Griffin Forest

Products, 520 So. El Camino Real, San Mateo, Jerry will continue to handle laminated beams produced by Rosboro Lumber Co. and Boise Cascade with sales to dealers in northern California. Prior to joining California Sugar & Western, Jerry had been salesmanager of Western Pine Supply.

'We erroneously had Gil Sissons working for Oregon Pacific in last month's columns when he is in fact lepresenting American International Forest Products in northern California. Jack McKinnon is executive vice-president of the Portland-based firm.

Sumner Preston. ownel of Atlas Lumber Co. in Las Cr-uces, New Mexico, had some jerk steal nearly forty pocket knives from the yard. Let's hope they all open in the thief's pocket at once.

Robert Soule is the new sales manager at Evans Products' Aloha, Wash., manufacturing complex. He'lI handle sales of their western red cedar shingles, shakes and lumber.

Bill Roberson, for the past six years associated with John Beckstrom in Los Altos, Calif. has joined the plpvood and door division of Simpson Timber Co. at Seattle.

Ken Schmidke has rejoined Independent Building Materials Co., Dorningtez, Calld., after a brief stint as a tavern owner. AIthough Ken is now selling redwood, he still or,l'ns the Downey, Calif, nitery, recently remodeled and renamed The Carriage Room.

Stan Pendley, manager of the Copeland yard in Holtville, Calif., was named Citizen

Western Lumber & Building Moleriols

of the Year at the annual banquet of Holtville Chamber of Commerce. He also headed the local carrot festival eight years.

the has for

Bob Horr, current prexy of the Arizona Retail Lumber & Builders Supply Association, recently returned to Flagstaff after vacationing in Alaska for six weeks.

Roland E. Chapman, head of Chapman Lumber Co., Portland, Oregon, celebrated his 55th wedding anniversary with his bride at Carmel, California, on the 8th of October.

Nils Hult has sold his Hult Lumber & Plywood Co. to American Can Co. for an undisclosed price. Included were 19,000 acres of timberland plus mills at Junction City and Horton, Oregon.

Earl Tatman is back on a slightly eased schedule at The Pacific Lurnber Co. after suffering a heart attack at home during late September.

Howard "Lefty" Page, assistant manager of Georgia-Pacific's export division, has returned to Portland after a five weeks sales jaunt through ten European countries.

Max Hill, owner and president, O. M. Hill Lumber Co., Pasadena, Calif., attended the three games of the world series at St. Louis, Mo. Max, a native of St. Louis, visited his mother at Ft. Smith, Ark. and called on hardwood mills in the South.

Lamon Lumber's Pat Tynan and his wife recently spent their two weeks vacation in Central Mexico.

Horace E. "IIo" Wolfe and his wife Nana are spending a few weeks in Hawaii at the new Poipu Beach Resort on the isle of Kauai. "Lovely beach-weather grand," reports Ho, who is major domo at MarquartWolfe Lumber, Newport Beach, Calif.

Jim Strait is back at his desk at Strait Door Co., El Monte, Calif., after taking-in a two-day meeting of the door standards committee of the National Woodwork Manufacturers Association at the Forest Products Lab in Madison, Wis.

Brannon 'T'ince" Yincent, stalwart at Fleming-Hightower Lumber, L.A., and his wife, Frances, are off for No. Calif., where they'll tour the Palco mill at Scotia among others. "After 40 years in the lumber business, this is ny first trip to the mill country," reports Vince.

Jim Conomikes is still making those dealer sales calls, despite a banged-up shoulder and assorted bruises suffered in a freeway smash-up during a recent rainstorm. Jim is the California roadnrnner for Abitibi Corp.

Ken Conway's back beating the bushes for Arcata Redwood in the southwest after a fall trip with his wife up the Calif. coast and then into Nevada.

The Lumber Merchants Association has welcomed Snyder Lumber Co. of Lake Forest (Tahoe), Calif. as a new regular member. Don Snyder will represent his firm and certain to be on hand to greet him will be Charlie Cross Sr., who sponsored Don's membership.

The Imported Hardwood Products Association held its annual board of directors meeting in Chicago the week of October 2, and attending from the west were IHPA manager Charlie Schmitt, Jack Baser of Baser & Co., TW&J's Silmarco manager Gunter Silmar and llans Rainer of Rainer Trading Co., San Franciseo.

Friends and customers attended a surprise party for Allen and Carulyn Gray on October 29th at the Napa digs of Jin and Betty Jones, the occasion being Al- len's transfer to the eastern sales div. of Union Lumber. They will live in Omaha, Nebraska and Allen will work out of Union's Chicago office. A native of Fort Bragg, Calif., Allen trained at Union's Fort Bragg and Willits plants before entering northern California sales in January 1966.

Arcata Redwood sales veep Lloyd llecathorn and the Diablo Transportation gang spent an early October week hunting (?) in the Elko, Nevada region.

Frank Timmerg of Van Arsdale-Harris Lumber Co. recently vacationed with the family in New York, Boston and \[ashing- ton, D.C., thereby severely damaging the ol'sock for another year.

Veteran lumberman Art Penberthy is recuperating at home following a recent lung operation. Report is that he's fine and anxious to return to his chores as bossman at Tacoma Lumber Sales, Arcadia, Calif.

John Jones, vice-president sales of Union Lumber Co., has named Bill Wessner to the northern California teritory replacing AIIen Gray who transfened to Union,s eastera sales office. 'Wessner is a graduate of Humboldt State College and was doing graduate work at the University of Cali-

fornia Forest Products Laboratory until signing on with Union.

Bob Smith and Fred Turkheimer gelected the l1th day of the 11th month to' move their Santa Fe Lumber Co. offices to ?tL D Street in San Rafael. Add a mailing address of P.O. Box 7 to complete the picture. Looks to us like these guys are holding the house dice.

John Nelson, formerly with the Long Bell kitchen cabinet div. of International Paper Co. in the Bay Area, has joined Scott lumber Co. at Burney, Calif., as assistant to salesmanager Erv Bartel.

Robert If. Koehler has been named general manager-northwest region of Evans Products' building products division by executive vice president Lawrence II. Flahive, general manager of the building products

group. Koehler then named Bdward M. Prim as product manager-specialty products for building products division.

The lumber industry was profoundly saddened last month when it received the news that a Giant Timber had fallen. The Black Day occurred on the last day of September when San Francisco wholesaler Frank Billings became the latest fatality of the Marrying Game. Frank and his bride, the former Lila Desrnond of Atherton, spent their honeymoon at La Jolla in southern California.

'Wes Marshall is finishing up a new store front on Elsinore Pioneer Lumber in Elsinore, Calif.

Western Pine Supply's Glen Hale is re. ported recovering nicely after suffering a stroke during the middle of September.

1xl7

SPEC'ES

surenrowN coRp. lT,tmnSULL SHINGLE CO., lNC.

22OOB MEEKLAND AVENUE

HAYWARD, CALIFORNIA 94541

Western Building Material Association

Nodiln#sr=hffi NEWS

By R0SS KINCAID executive vice president

whose lines are becoming increasingly di versified, this will be a show worth looking forward to and attending.

Weslern Lumber & Building Moteriols iiERCHANT

tion of Hawaii which includes a tour of construction and industry operations.

(2) An opportunity to spend a delightful time with industry friends. Those who have participated in our W'estern tours enjoy particularly having WBMA people around to make the tour highlights even moreexciting.

I7[ORE

THAN fifty percent of the availlYI u51" exhibit spaces at our 1968 Western exposition in Portland, Ore,, have al' ready been reserved. We anticipate the same high caliber of exhibits that have characterized our past Expositions with perhaps a greater variety of products.

The WBMA stafi is making every efiort to build the strongest and largest array of building, hardware, repair and maintenance products, equipment and services ever shown in the Pacific Northwest.

For lumber and buildins material4rms

If your suppliers and manufacturers have not yet reserved exhibit space, encourage them to do so. There are many excellent spaces available; the WBMA office has complete information.

Make vour reservations earlv for the R""onv"rr"d Exposition and Hawaiian Tour, sponsored and conducted by WBMA. While anyone repeating an Island visit can think of a thousend reasons to return, this tour emphasizes at least two:

(I) A two-day exchange meeting with members of the Wood Products Associa-

Coming January 1, 1968, changes in the self-employment tax act will provide some definite tax advantages. Contact the WBMA for "Tax Fax," especially if you're operating as a proprietorship or partnership.

A bulletin tided "Further Refinement of Construction Enterprise Coverage Un. der Federal Labor Standards Act" pertains particularly to retail firms with construction operations. We suggest that all members file this bulletin with their Status and Analysis book on Wage and Hour Division interpretations previously received from WBMA.

o Douglqs Fir in sizes 24" x 24" o Plqner copocity for surfocing lo 24" x 24"

l!!e -

newsandviews

by BOB McBRIEN executive vice president of the Lumber Merchonls Associotion of Norihern Colifornio 45,16 El Comlno Reol, Suits 0 lor Aflor, Colif.91022 (ill5) 941.1617

HE LUMBER MERCHANTS Association's fine educational r program, Mr. Gotrocks, is taking on even greater importance these days. It's been accepted as a major promotional endeavor of the National Lumber and Buildine Matt'rial Dealers Association and will soon be seen in more than 20* states.

Naturally, we are delighted that this program has developed such importance. It's the most concrete example we can show of the good that can be realized when manufacturers and dealers join together for a common goal.

In the more than thirty presentations I have conducted of Mr. Gotrocks, management and employees alike have been quick to comment on the important message presented. Each has fully realized that change must be made and improvements instituted.

LMA's educationa-l committee is quick to point out that thinking this way is great-but action is more im,portant. Committeemen believe, and rightly so, that Mr. Gotrocks is the vehicle for closing the communications gap between owner-managers and their employees.

Thc Gotrocks program includes a suggested meeting betwc.err the -qtore manager and each employee. This meeting should be a two-way street, not just a "talking to" session. We strongly urge every manager to sound out each employee not only about his own specific job with the firm, but also about the companv in general.

And this is a very easy thing to do. Few people are hesitant to give their opinions especially when they are asked point blank. And in the case of the dealer employee, it's amazing how much they see and know that they can contribute to the conversation as well as the actual store improvement.

Don't be Left Ouf!

DON'T be lefi oul of whot's going on in your industry. Gel in on the inside. Gel in with the movers ond shokers in lhe business . . be in on whol's going on.

Hoo-Hoo puls you in direct contqct with olher lumbermen. Puts you in contoci with men ond ideos thot it might otherwise hove loken you yeors lo conlocf. lels you leorn whot il look ofhers yeors lo leorn. lels you give of yourself so lhol you get in relurn. Frolernol {ellowship benefils oll who come in contocl with ii.

Los JOIN NOW-DON'T DEIAY Anqeles

H00-H00

Club Two

"Be where il's hoppening" llit,Xr, %r-]t;or,.o. oooto

lF Y|JU haven't seen the s uccessfu | "Mr. Gotrocks" program, give Bob a call. lt's a fine oresentation.

THE AR'ZONA SCENE

By FRANK DAVIS SecretaryManager

THE ARIZONA lumber dealer is oper- r ating with a handicap under the present Arizona mechanic's lien law.

In order to correct this situation, association president Bob Horr appointed a lien law committee to work with the association attorney to draft changes in the present law and present a bill to the 1968 session of the Arizona state leeisIature.

The committee is made up of Charles Mann, Arizona Sash, Door & Glass Co. as chairman; Harold Spotts, The O'Mall"y Companies; Morris Turken, Thrift Builders Supplies; Frank Hennesseyo The

Arizonq Associqfion Wins Aword

The Arizona Retail Lumber and Builders Supply Association has won a special Western Wood Products Association Award in recogaition of its sponsorship of the recently completed Heating and Air Condi. tioning Study conducted by Arizona State University.

Wendell Barnes, executive vice president of W.W.P.A., said "This auard lurilrcr represents ottr u)estern lumber industry,s expression ol admiration lor your spirit ol lree enterprise and, your solid achi,euernea in stimula;timg a utider use ol lumber and wood, prodwts in the Southwest."

Howard Hofmann, field representative for W.W.P.A., presented the award to Bob Horro association president, at the Salt River Valley HooHoo Club's annual For. est products Pow-Wow.

Ponderosa Lumber Co. and James Killen, Foxworth.Galbraith Lumber Co.

The committee held its first meeting in October with the association attorney to review the present law and discuss proposed changes. The committee's decision was to propose two changes in the present law

(l) A notice of delivery clause and

(2) A penal clause.

The committee felt that these additions would be of great help over the present law to the material man and would give protection to the lending institution and homeowner.

The association, realizing it must have support from other groups, is presenting the proposed changes to the sub-contractors of the building industry and financial institutions.

I am asking, as executive vice-president of the association, all non-member dealers in Arizona to join our association menrbership, in order to get the full support of_all Arizona dealers in this very important le3islation.

F.

R-EC!!T Ho+Hoo Club 181 get-together in Btue

Lake, Calif., were Jack Tarasonl ftoiicinC LumUii qo.t -Ed Gillespie, Crarvford Lumber Co.f Al Rueger, Crawford and Adolph Wagner, a guest.

Weotherstrip Booklet

Low cost waYs to keeP out drafts, leaks, dust and fumes are illustrated in Pemko's do - ityourself homeowners' guidebook on weatherstriP and thresholds.

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

Kitchen Cobinets

A new brochure describes Long-Bell Luxuria kitchen cabinets and has 20 color Photographs.

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

Where to Buy Directory

The l{ardwood Plywood Manufacturers Association has issued their "Where to Buy" Directory.

The directory lists the man responsible for sales at each company, plus information on special equipment at each plant.

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

tratutr@

Hordboord 'How To'

"Painting Hardboard,, describes the characteristics and different types of hardboard and suggests methods for both interior and exterior painting. A special section deals with re- painting hardboard surfaces. The brochure is by the National Paint, Varnish and Lacquer Aesociation and the American Hardboard Association.

Millwork ond Doors

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

Instolling Pqnels

Directions for installing Royalcote living wall panels and accessories are detailed in technical bulletin P-115.

WRITE: The Merchant Mag- azine, 472 W. Sixth St., Los Angeles, Calif. 90014.

A listing of the firm's doors and woodwork is in a new 16-page, free, full+olor catalog. New are their recently intro-

duced decorator doors, featuring moulded, hand-finished carvings and individual carvings.

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

New Wqtl Honger

The Carlow Co. has introduced a wall hanger and a variety of catalogs which are free for the asking.

The wall hanger features doors and decorative glass. There is a catalog for rretailers and one for architects.

WRITE: fire Merehant Magazine, 4L2 \M. Sixth St., Los Angeles, Calif. 90014.

LUMBER ( pine, fir, red,utood, )

PLY$7OOD: Pallets

STUDS E C'JT STOCK

REDSTiOOD E DOUG FIR TIMBERS

REDSTOOD FENCING

Products, promotions qnd sqles oids

Fn@du@t you csn use to build sqles qnd profits!

ash white, ash black, fruitwood, limed oak and teak.

New Rust Prevenlive

Arnett Associates announces Manganesed Phospholene ff7, a ehemical process for dissolving and preventing rust and corrosion on both ferrous and non-ferrous metals. It combines chemically with iron, steel or zine to form a moisture and water-proof coating.

This coating is suitable for either rust-free storage, plating or painting. The material is not harmful to Your skin, and conforms with APCD rule 66' It will chemically clean aluminum, and when used on galvanized steel, prepares the surface for painting without a primer coat.

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

Suspended Ceilings

Owens-Corning Fiberglas Corporation's fiberglass suspended ceiling system has been expanded by the addition of 2' x 8' Fiberglas Sonocor ceiling panels installed w'ith 8' cross tees. They are available in several patterrrs with washable vinyl film surface.

This ceiling concept gets the job done with fewer panels, main tees, and cross tees. The reduction in the number of panels and. grid allows for faster installation.

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

Four-Fool Floor Disploy

A colorful floor display merchandiser has been introduced by Barnes Manufacturing Co.

The display occupies four sq. ft. Its steel base and frame can display products weighing over 50 pounds.

The merchandiser has a pegboard back panel for product arrangements and features a plastic sign with electric outlet. A light kit, an adjustable steel product shelf, 1A' by 24", and two 10" diameter feature shelves with bracketd are available.

WRITE: The Merchant Magazine, 472 W. Sixth St., Los Angeles, Calif. 90014.

Tool Offer

P & C Tool Co. is having a wingding. And they're ofering a free gift.

During P & C's Wall-ette wingding a free Wall-ette display complete with tools is given with each ten Wall-ettes purchased at regular dealer prices. Dealers can choose from any of seven different free units rang- ing from those displaying flat wrenches to snips or hole saws.

Dealers can see 44 different Wall-ettes from P & C.

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

Wood lighting Devices

Lamar Lighting Co. now ofrers oil wood finished florescent lighting devices.

The Glomaster, features even distribution of low brightness lens lighting in a shallow unit. The unit is available in walnut, ash white, ash black, fruitwood, limed oak and teak, in 2 and, 4 lamp 40 watt, 4.6, and 8 lamp 20 watt, 6 and 8 lamp 30 watt sizes.

Deeorlume has a tapered natural wood frame. The Plasticube version offers a selfilluminating plastic cube louvre.

Blendwood combines crossed V splines of black ebony together with a diamond shaped prism lens inlaid in wood, Domewood Series provides a milk-white acrylic lens with a prism lens ofrering low brightness illumination.

Walnut book shelf has a birch shoji front panel in walnut. In 1 lamp 30 and 40 watt, 2 lamp 30 and 40 watt sizes. Comes in 38 and 50 inch lengths.

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

Fissured Minerql Ponels

Fissured acoustiform mineral fiber lay-in panels have been added to the line of ceiling products by Celotex.

Tapered Paravex provides a non-luminous shielding combined with controlled downlight. It's available in copper, aluminum or gold louwes and frame finishes of walnut,

New Light Weight Panel

The medium density panels feature light- ly fissured, finely perforated travertine-like painted surfaces. Available in 2'x2' and, 2'x4', tt,e 7s-in. thick panels are rated Class A (incombustible) and weigh approximately .60Jb. per sq. ft.

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

Plostic Lominote Edging

Conolite announces the addition of ConoBand, an edging accessory.

Cono-Band is a t6/e" wide (by 12 lineal feet) roll of plastic laminate. It is in a variety of popular colors and patterns, including woodgrain.

Each roll of Cono-Band is skin packed in clear plastic on attractively printed cardboard. Simple instructions are on reverse side.

The card is punehed for pegboard hooks. Cono-Band is available in cartons of 24 rolls.

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

A display board has been announced by Philstone Nail Corp. The l4t' x 20t' board shows actual samples of over 20 different sizes and types of annular and spiral thread nails included as a part of the Philstone Line. It's available free.

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

Fencing Soles Aids

Noyo Redwood Fencing gets a sales promotion boost in two sales aids from Union Lumber Co.

in with the new color folder.

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

New Bi-Fold Door line

Herets the recently introduced. full size working model of the new Tenneco Chemicals bi-folding door line. Within a floor space of only Lt x 2,, display contains a full size model, full color room setting, illustra- tions of 3 additional decorator inspired bifolding door designs and literature pocket with illustrated fact folders. All furnished f ree to dealers with nominal sampling order from the company, TilRITE: The Merchant Maga"zine, 412 W. Sixth St., Los Angeles, Calif. 90014.

Exposed Grid Ceiling System

Pre-Stressed Metal Systems is ofrering an exposed grid ceiling system.

"Fire-Flext' employs a torsional locking feature that permits cross tee installation without tools and eliminates any passthrough element at the main tee.

"Fire-Flex" tee sections are produced fyom .025" cold rolled steel. Both standard and heavy duty construction are available.

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

Weslern Lunber & Building

Moferiqls MERCHANT

4' x 8' panels. Both sizes are finished with P12 and carry a lifetime guarantee.

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

Fostener Chort

Fastway Fasteners' new wall chart is a handy guide for pipe straps and clamps.

Redwood Fencing Promotion

A full color folder illustrates Noyo Fencing in the preassembled weave style. The folder is "bill stuffer" size.

Union produced a newspaper mat to tie

Cooted Decorotor Wd lboqrd

Jardin, a new pattern, has been introduced to the Panelboard line of permanent finish wallboard. It is coated with melamine.

The pattern is available on 4' x 4' and

Shown in full size on this 1812" x 24" chart are the 31 different sizes of pipe straps and clamps and conduit hangers designed to fit 1/2" to 2" electncal mechanical tubing and Yt" to 2" rigid pipe, tubing or conduit. Illustrated across the bottom is their line of construction and suspension fasteners, Ham-R-Tools and powder-actuated fastening guns.

Copies of this wall chart are being distributed to Fastway stocking wholesalers and contractors.

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

Ceromic Bothtub Edging

The Decro-wall Corporation has introduced a bathtub edging and seal made of specially molded sections of ceramic tile.

New Wall Chart

NOVErtlEEt, t967

Included in each kit of bathtub edging and seal is a tube of Silastic@, caulking made by Dow Corning.

Bathtub edging and seal is available in seven standard ceramic tile colors. List price is $9.98.

WRITD: The Merchant Magazine, 4\2 \M. Sixth St., Los Angeles, Calif. 90014.

Textured Ook Poneling

Marlite has added an oak grain in two tones to its textured paneling.

T}lris Yx" thick plastic-finished hardboard paneling which is available in light or dark tones, comes in 16"x8' random grooved planks, and 4'x8' ungrooved panels. Tongue-and-grooved edges conceal the joints.

New Lighting Fixture 7,1_'

Grid Suspension Lighting

"Gridlumertt an economy-priced recessed lighting fixture for installation on any exposed-grid suspended ceiling system, has been added to the Celotex line.

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

Dome Skylighr Model

Designated Model t'AT," meaning "acrylic tiara," the skylight units feature an acrylic outer dome and fiber glass inner dome permanently set in an extruded aluminum.

Available in white only, the new Plasteco "AT' Skylight Model comes in sizes from !4" x 14" to 30" x 30" in the square shaPe; and from !4" x 30" lo 22" x 46" in the rectangular shape.

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

Woodgroin Trim Extrusions

Silvatrim Mouldings has introduced a new trim design.

Made by extruding butyrate over foil, while simultaneously overlaying 7-mil photographic, woodgrain vinyl, the finished mouldings look close to real wood. Since printing is on the underside, the scratbhand chemical-resistant plastic protects the trim.

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

PHONE: ANgefus 1-2161

TYRITE: The Merchant Magazine, 412 A low silhouette dome skylight has been W. Sixth St., Los Angeles, Calif. 90014. introduced by Plasteco, Inc.

Wood Grained

4 Carlow Gompany Warehouses

To Serve All Southern Cqlifornio Deolerc *

l7O3 N. 8th Street

COITON, Cqliforniq

TAlboi 54672

ll38l Brodley Ave.

PACOIMA, Cqlifornio 899-5208

750 Ecrsi 59th Street

tOS ANGEIES, Colifornio

Pleqsont 2-3137

680Z McKinley Avenue

tOS ANGELES, Colifornio Pleqsqnl 2-3136 *

iloncAil ttooRs for Every Use

M400 Interchangeable Panels Entrance lloors-All Types *

SEIIORC0 Louven & Golonlal-Modern Hardwood Flush Panel Doors *

ttuslt ttooRsASH-tAfl08A1tY JtRCilMASONITE-BEECH *

FIR PTYWOODIAPANESE PTYWIIOD *

NORDCO DOORS

TOUVER DOORS

3 PANEI DOORS F.3

FOUR PANET RAISED F.4,1

X.BUCK FRONT DOORS

sAsH DOORS F-13

RAISE PANET TOUVER DOORS

SCREEN DOORS

FRENCH DOORS

DUTCH DOORS

FANCY FIR DOORS IENTRANCEI

TOUVER BTINDS

MONTEREY TYPE DOORS ..SOUTHERN AIRE'' DOORS

CARVED DOORS

|rS OUR PTEASURE

Dear Mr. Cutler:

The National Home fmprovement Council sincerely appreciates your use of our industry service ad in your.publication this year. We have called your assistance to the attention of the industry via announcements at our National Board of Directors meetings, in our newsletter and in the enclosed report of Council activities.

We want to advise you that a resolution will be introduced at our fall directors meeting authorizing a special award to the Merchant Magazine for your assistande this year.

Cordially, Edgar Y. Ilall

11 East 44th St. New York. New York

UTAH HUNTING

Hello, Dave!

Here at Henefer, Utah, with rancher friend and having a good deer hunt. Good weather Saturday and SundaY. Then rain, hail and snow on MondaY. 18 degrees yesterday a.m. UP to 30 degrees today and cloudY.

I got lucky first day with a nice four pointer.

Ken Conway

Arcata Redwood Co.

HOUSING TRENDS

I was particularlY interested in Milton Hudson's article on Trends and Problems in Housing in your September and October issues.

It occured to me that this type of thing could be useful to all of our members in gaining an understanding of the real outlook in what is so widelY publicized as a market potential that implies assured prosPeritY.

I have no quarrel with the estimates of an ever-growing market but I do fear that lumbermen generally are apt to be caught napping because they anticipate automatic prosperitY to result.

I am interested in having them aware of a realistic viewpoint of this situation and I wish I had the means of getting through to the manufacturers to impress upon them the need for first rate promotion and sellilg to insure that we get our share of this wonderful market. I haven't missed any opportunities to do so, and I hope these articles will help me.

Sincerely yours,

AIR-DRIED KITN.DRIED GREEN

STUDSPOSTSSPLIT PRODUCTS

DOUGLAS FIR

WHITE FIR

NDEROSA PINE SUGAR PIN

"Al Holmes, fost shipment is the nome of the gome. rqil or T&T"

Mambrr

Nstionol Soh ond Door

Jobbcrr Atroclollon

J. J. "Jack" Mulrooney Executive Vice-President

180 Madison Avenue New York. New York

Homebuilding's Shorp Recovery

A sharp recovery of home building in the west has been predicted by the lournal ol llomebuild,ing, a magazine published by the National Association of Home Builders.

Forecast are 1968 increases of 26 per cent in apartment construction to 71,460 units and 8.5 percent in single family homes to almost 93,000.

In addition to the general survery of regional prospects llomebuilding estimates starts for this year and next in both types of housing in 28 western cities and summarizes the outlook in reports on each of the ll states covered.

Leading city in the forecast for 1968 is Seattle. There the outlook is for single family starts of 10,500 homes and 13,000 apartment units.

Following closely with starts predicted at 10,000 houses each are three California cities: Anaheim, Los Angeles and San Francisco.

The same California cities are expected to be very active in construction of apartments. The number of units predicted is 5,000, 12,000 and 13,000 respectively.

Other metropolitan centers where major production is predicted by "Homebuilding" include:

Phoenix. Ariz.. 6,000 homes and 3.000 apartmenrs; San Diego, Calif., 5,000 and 3,500. and San Jose, Calif., 8,000 and 2.500.

Just as its slump was more severe than those in other western cities, so Los Angeles is expected to pace the recovery, and the magazine quotes Ben Deane, a southern Calilornia builder, as source of several reasons for its optimistic view:

Early in 1965 more than 22,000 ncw homes were vacant in Los Angeles and Orange County. For the comparable 1966 period the figure dropped to 12,000 and is currently estimated at 9,000.

THE KEY CORPORATION

CtlSSlFlE0 A0VEnnSlilGPosition Wanted 92.00 per line, minimum $4.50. All other 93.ffi per line, minimum $6.00. Two lines of address (your address or our box number) count as one line. Closing date lor copy is 20th.

POSITION WANTED

CTASSIFIED ADVERTISE,IIEI.ITS

RETAIL LUMBERMAN, 20 years experience in building materials, 10 years in California, seeks manager or assistanf manager position. Wish to relocate. Write Box 144.

GOOD #2 MAN for dealer or wholesaler or SPECIALIST in (a) sales, (b) credit, or (c) buying (lumber, hardware, paint, building materials). Young, alert. Prefer Bay Area. Phone 848-b861 or Write Box 14?.

HELP WANTED

EXPERIENCED REDWOOD SALESMAN with So. Calif. following to serviee industrial and wholesale lumber acc'ts. Good pay and excellent potential for aggressive salesman. Write Box 151.

TWO GO-GETTERS to start as sales trainees. Good pay and benefits. Prefer college background,2S-33, for large Los Angeles wholesaler.

Send complete resume to Box 153.

ASSISTANT MANAGER with good counter experience for leading North Bay Area yard. Position ofers exceptional managemenl opportunities. Salary open. All replies confidential. Write Box 149.

WIIOLESALD LUMBERMAN: Established Calif. wholesale firm seeting representation in Bay Area. The man we want is currently selling to retail and industrial accounts and is able to handle much of his own purchasing. Successful applicant will have proven record of volume sales and be able to justify substantial salary and/or commissions. Replies will be held strictly confidentiai. Send resume to Box 150.

SERVICES OFFERED

l{ames of Advertisers in this Department using a 8or Number cannot be released. All replies should be aG dressed to box number shown in the ad in care ol the Merchant, 412 IY. Sixth SL, Los Angeles, Calif. 90014.

EQUIPMENT FOR SALE

IIYSTER, used, 16,600 lb. capacity fork lift truck. May be seen daily at Hunter 'Woodworks, Inc., 1235 E.228rd' St., Tonance, Calif. (ztg) 775-2544 or (213) 835-5671.

Phone (916) 673-79-73, or write P. O. Box 101?, Yuba City, Calif. 95991.

FORD F-800 lumber roller truck; 10 wheeler, in excellent condition. A Good buy. Call: Ralph lrwin, (213) 323-9100.

Call: (213) GE 0-7581.

GRD 214 International engine. Call (714) 477-3!OL.

BUSINESS OPPORTUNITIES

FOR SALE: Lumber and Bldg. Material Yard. Excellent Location. Good trade area. Established 1931. Do-It-Yourself and Contractor trade. Owner desires retirement. Neal B. Waugh Lumber Co., 4729 E.22nd Street., P.O. Box 6044, Tucson, Arizona 85716.

FOR SALE: Rough Hardwood Dunnage 3x3-3x4-4x4

Afso r/w boards 3/e" to Lr/+'. Will cut to any length. Lumber Specialties, 7L59Tz Telegraph Rd., Los Angeles, Phone 685-8558.

FOR SALE: Part or all of retail lumberyard mainly serving contractors. Fast growing No. Calif. area on SP spur. 1966 sales $550,000. Fully equipped with lift trucks, roller delivery trucks and pickups. Ample shed space for dry storage. Surfaced 3 acre yd. Will need reasonable down payment with terms for balance to experienced and responsible party. Write Box 152.

FOR SALE: Builder's Supply Co. on Beautiful, fast growing Oregon Coast-20 Miracle Miles area on Highway 101.

Inventory at cost approximately $40,000.00. 2 acres of property with chain link fence. 50x180 foot modern building with show reom reasonably priced @ $50,000, or will lease @ $500 per month. For more information, write A. Baller, 1128 Poplar Place So., Seattle. Wash. East 4-4042.

FORMER LUMBER building material dealer partner will buy into progressive firm. Highest character & business references. Resourceful. Age 41. Northern/Central Calif. Write Box 148.

JOHNNY THE LUMBER LOAD SIGN PRINTDR Specializing in paper danger flags, side-load signs, job cards, etc. John Weilet's Printing, 1441? Hawthorne Blvd., Lawndale, Calif. Phone (213) 676-7522 or 676-2298.

BUYER'S GUIDE

LOS ANGELES

IU'$BER AND IU'IiBEI PNODUCTS

Amcriccn Hordwood Co. .-.--------..---.-.719-4235

Angclur Hordwood Compony ..-.-----.-.-LUdlow 7-6168

Arcofo Radwood Co. (Xcn Conwoyl---.WEbsfer 6-,1848

Agociolcd Rodwood lrtillr ...-----OVcrbrook 5-8741

Bough Forerl Product3 Corp..-.-.--.-..-.-12131 330-745I

Elir Lunrbcr Co., Inc, .-----.-RAymond 3-1681-3-3454

&oo ks-Scon lon, nc. ..--------- ---------17 1 11 525-353 I

E l. Brocc Co. (Jirn t\AcFodden)----.-.-.l2l3l 622-9815

Brurh Industriol lunbcr Co. .--------RAynond 3-3301

Colif. Doot Co. of t.A. .--.---------------.(2131 588-2141

Crowford, lunber, F. rvL---*---------.--------f74-2161

Dooley & Co. .------.--...------------EDgcryood 6-1261

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

Erlcy & Son, D. C. RAymond 3-1147

Evons Prodocfs Co. -----------------------.---.----(21 31 263-6931

For Wesl Fir Soles ..--(2131 245-3131

Fir & Pine Lumbcr Co. -------------------Ylctorio 9-3109

Foster Foresl Producls --l2l3l 681-2343

Frcemon & Co., Stephcn G. ------------.--ORiole 3-3500

Fremont Forert Products -----.-----RAymond 3.9643

Golleher Hordwood Co. -..--.-------.---Plcosonl 2-3796

Gcorgi.o-Pocifi c Corp. ([unbcr] ------RAynrond 3-9261

Gcorgio-Pocific Corp. (Plyroodl -----RAymond 3-9261

Gcorgio-Pocific Corp. .------..-------.TRiongle 7-5643

Globc lnlernotionol ..------------------------..UPton 0-6.456

Hollinon Mockin [unbcr Co. .-.---------....-.....685-4506

Hcxberg lumber Soles ---..--.SP 5.6107

Hill lumber Co., O. lrt. --..---------.(2131 MUrroy 4-2610

Hufi lumber Compony .-SPruce 3-4846

lorhley, Dovld E. --.Chopmon 5-8805

los-Col lumber -.-l2l3l tUdlow 2-531t

Morquort-Wolfc lumber Co. -----------.(21 3) 625-1 491

Muflcn lumbcr Co., Floyd ..-.678-5331

Mutuol ,$oulding ond lumbcr Co. -----FAcully l-0877

Nclh lumbar Solor, A. W--.*--..---..---.--..872-124O

Oqood, Roberf S, --..DUnkirk 2-8278

Pocif,c Fir Soles .-..--.-.--.....----------------.-.MUrroy 2-3533

Pocific lumber Co., The ----.-----.---CUmberlond 3-9078

Pocific-Modiron lumber Co. ----.--.-.----SPru<c 3-2292

Pon Asiofic Troding Co., Inc. --------.--Rlchmond 7-7521

Pelrce Compony, Al --..-----..-----.---.---NEvodo 6-10O9

Peoberthy Lumber Co. LUdlow 3-4511

Rounds lumber Co. -..---.. -.. -.--.----------.----415-289 6

Sonford-Lussier, Inc. -...--.-----.-------AXminslcr 2-91 8l

Simmons Hordwood turnber Co. .-..----.SPruce 3-1910

South Boy Redwood Co. .-..-.-..-._---SPring 2-5258

Slohl lumber Co. --.*--------------------.-ANgelus 3-6844

Pcflo Architeclurol Products, lnc. ------..(2131 774-21OO

Pitfsburgh Poinlr .---.-----------.--.-.--.----(21 31 378-8373

Shqkerlown Corp. -...---.-...---.---.----------..(Zl 4) 525-3531

So-Col Comncrciol Slcel...-..-.--..--J213) 685-5170

Strqit Door & Plywood Corp. --.--CUrnberlond 3-8125

Tsrlcr, Wcbcler & Johnron ----.----..ANgclvs 9-7231

Torlcr, Wcbcter & Johnron lSp.cio[y Div.l AN 8-8351

Woodland Produclr Co. ..-.-..-7141 YUkoa 6-7981

SPEC|AI SAV|CES

Asrociofed Molding Co. ..--------RAymond 3-3221

Berkol Mfg. Co. .-.-.-.----.---.-- 875-1163

Collf. [br. Inrpection Scrvlce .---NOrmondy 5-5431

Chip Notionol ._.17111 982-9617

Coosf Ploning r{ill --------...-.--.-.-.--.-tlAAdison 2-l l8l

Hunlcr Woodworks .------------.------SPruce 5-2544

AAotheny Renf-A-Skill --(213) 381-5255

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

NotPok Corp. -------J213) tUdlow 3.1056

Regol Industries ----.----..-(213) 231-1033

Repco Induslries, f nc.------.--.---------------.-..---------639-2552

LUTYIBER HANDIING An|o SHIPPING, CARRIERS

Grecnfield & Son, Inc., H. ,rL .---------NEvodo 6-1783

Son Bernordino - RiversideSonta Ano Areo

Bellwood Compony, Thc -----..-.----.l7l,f) 538-8821

Cofiforniq Door Co. of [-A. .--------------l7l4l 825-7811

Ccrlow Compony ..TAlbot 5-0672

Evons Producls Co. (Plywoll DivJ-.---...-.171,{) 737'0651

Gaorgio-Pociftc Worchourc --------.OVerlond 4-5353

Horbor Lumber (Al Wilronl.-.-..-..-......-...Ov 4-8956

Hobbr Woll lunber Co., Inc.---------------541-5197

lnlond lumber Compony ..-----.---.-..--....TRinity 7-2001

Jessup Door Co.---....----.--.---.....----.-.--...(2131 691-1965

Key Corporolion ...----..-----.-...-.-........----....-875-2060

Morquorl-Wolfe lumbcr Co. ----....(213) 625-1494

SAN

Stqndord Lumber Co., Inc. --.----..--(2131 685-/tgl

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

Sumnil lumber Co. .-...----.--------.--ANgelus l-2161

Superior Fireploce Co. .--..-.-.---------------.526-U67

Sultle & Keller Lumber Co. .---.--------.-.-Gllberf 3-8909

Swoner Hordwood Co.-...-,......--.--..--------.-.--....245-5761

focomo Lumber Soles, lnc, .---------.--.-.--MUrroy l -6361

Torler, Webster & Johnson, Inc. --.----ANqelus 9-7231

Twin Horborr Soler Co. ..--625-8133

Union Lumber Co. --..---..---.----- ---.--.----V | 11 512.5669

Unlted Whlse. lumber Co. -.-.--..----OVerbrook 5-560O

United Slotes Plywood Corp. ..------.-...tUdlow 3-3441

U.S. Plywood Corp. (Glendolel -----.------..Cllrus 4-2 | 33

U.S. Plywood Corp. (tong Beochl ..-.--HEmlock 2-3901

U.S, Pfyqood Corp. (Sonfc Ano) .--.-.Klmberly 7-1591

Wcnding-Nothon Co. .-.--...-..--..-CUnbcrlond 3-9078

Werlcrn Hordwood tumber Co.---..--.----.-.......655-8933

Wcycrhocuser Compony ...---.---..----Rlchmond 8-5451

Worehousc (Anohciml ..------------PRospect 2-5880

Whisler Hordwoods, lnc...---.-.---.----------------------753-4521

Wholesole Forest Producls .-583-6013

TNEATED TUMBER_POIES-PILI NGS_TIES

Boxler & Co., J. H. --.-DUnkirk 8-9591

Koppcrs Conpony --..(2131 83G2860

Mccormick & Boxler --17111 S7l-8971

Son Antonio Construclion Co. ---------UNderhill 5-1245

Treolcd Pof e Builders.------------ ----------17 1 1l 986-4156

SAS!{-DOORS-m| LIWORK-SCREENS

}IOUII'INGs_8UITI'ING MATER.IAI.-PAINI

Associoted A,iolding Co. --.------------RAymond 3-3221

Colilornio Door Co. --(2131 588-21.{l

Colifornio Poncl & Veneer Co. --------A,tAdison 7-0057

Corlow Compony -.-----------------..Ptcoront 2-3136

Jesup Door Co.--.-."---...-.--.---.--------.-.----(2131 685-.f000

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

IlAoron Supplicr, lnc. --.-----------.ANgalur 9.0657

Nordohf AAonufocluring Co. -.--..--..-..----.--819-267 5

TUMBER AND LU'YTBER PRODUCTS Independenl Bldg. Moteriols Co. .-.---(2131 636-8345

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

Mople Bros., Inc. .-------------.----------------.-Hlckory 2-8895 Reitz Co., E. f.. -.--.-.-----.------..-----...-.-.-.-(7111 Gt 9-4166

South Boy Redwood Co. (lor Angelesl---ZEnifh 2251

Torler, Websler & Johnson --.---..--.-..-.GRidley 7 -117 4

Weyerhoeuser Compony -------.----COngress 1-3312 BUITDING IAAIERIAIS

Georgio-Pocifi c Corp. .-..--.---.----.------(7 1 11 262-9955

So-Cof Commerciql Sleel---....--...-..-----..171 1'l 234-l 851

Uniled Slolcs Pllruood Corp. ----........BElmont 2-5078

Woodlond Products €o. -----.---.-----(714t YUkon 6-7981

NORTHERN CATIFORNIA

ARCATA

Arcolo Redwood Compony .--...--------...Hlllsidc 3-5031

Ascocioled Redwood Mills .....-.--.---.-VAndykc 2-2416

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

Holmes

A'I,IBOY

WASHINGTON

lnl't Popcrllong-Bcll Div---.--..t206) 247-2310

toNGvtEw

lnt'f Popcr Co. ltong-Balt Div.)---------.-.(20 61 123-21 tO

SEATTTE

3AS]l-JoOts-WlttlDOWS-ilOt tDlNGs

BUltDrl€ ilAtElA]3+AnrT

Calqvoror Crmcnf Co. -.--_.-_DOoglos 2"1221

TNEATED IU'$BETJOIES

loxlcr & Co, J. H. ..,YUkon 2-0200

U.S. Plywood Corp. ---.----.---*---.-tA-2-65q)

Tunoc lumbcr Co. ...-----.-----------AT 3.2260

Simpson Timbcr Co. --.-J at 2.2828

Wcycrhoeuser Co. .--..---------------.---PA 2.7015

TACOXIA

Gcorgio-Pocific Corp.

Wcycrhocurer Co. .FU 3-336t

VANCOUVER

lnl'l Popcr Co. (long-Bcll Div.l.-.--...------(5031 285-t300

wtNtocK

Shokcrtown Corp. .-.------..-..--.-...---SUnscf 5-3501

sAlt FRANCTSCO

IU,VIBER AND LU'VIIER PRODUCTS

Arcolq Redwood Co. .-.:__--__.-__-._...._-yUkon &2067

Evqns Produclc Co, .----.-------------.---_*._-826-24 | |

Georgio-Pocillc Corp. ----_.-__-_.....DOuglos 2-p3gg

Holl Co., Jonrct [. -*----*.--.*.5Ufter l-752O

Hoflinon A{ockin lurnbcr Co---...(,tl q $7-A1/rO

Horbor Lumber Compony --.--*...yukon 2-9727

Higgins f.umber Co., J. E ---_.--.VAlcncia 4-8741

Hobbs Wcll lunbcr Co., lnc. -..-..-..-Flllmorc 6-6000

lonon Lumber Co. --.----.-...----.----.--.-.YUkon 2-4326

MocBeoft Hordwood Compony -------.Mltioa 7-0772

Pocific lumber Co., Thc ,. ----- -- TIl17@

Sifmorco, Internolionol J7U2@

Torlcr, Webstcr & Johnson, lnc. ----pRospcct O-42OO

Union Lumber Compony ---.---*-._--_SUiler l-6lZ0

Alkinson-Slutz Co. ...-..---.-.----.-...-. .345.1621

Boldl-Beocon iumber Co. -.--.---....---t4 | 51 527 -31 | |

Bonnclf turnbcr Co. ;--#l5l 328.1770

Bonninglon lunbar Co.

Col-Pocific Soles Corp.

Colif. Sugor & Wcslcrn Pinc ------Dlomond 2-1178

Dqnf Foresl Producls, lnc. -----(4151 322.1841

Gcorgio-Pocific Corp. .-.-----..--------.8,{9-0561

Gcorgio-Pocific Corp. lScn Jorc)-----.CYprcsr 7-7800

Goldcn Gote lumber Co. ...-----...THornwotl t-473O

Higgins lunber Co. lSon Joscl ..-----.CHerry 3-3120

Hill Whsle. Lunber & Supply Co..--.tAndscopc 5-1000

Holmcr, Fred C. .--.------..--..-..-.----KEtlog 3-5326

K-D

Unltcd Stotes Plyrood €orp. ------JUniper 6-5005

Wondling-Nothon Co. ----.----------.--..SUttcr l-5363

OBITUARIES

R0BERT ll. All0lls0ll

Robert If. Atkinson, owner and operator, Atkinson Mill and Manufacturing Co., Oak.land, Calif., for 40 years, died October 2 of a heart attack. He was 71.

A native of Oakland, he was a member : of the Oakland Chamber of Commerce and

the Lumber and Mill Employers Associa-

tion.

Survivors include Mr. Atkinson's widow, Grace, nieces Janet Bowman, Betty Grifrtb, Phylis Meek and MerilYn Burnham.

ll0llAul t. Hl0HrowER

Donald L. Hightower, co-o'wner and president of the Fleming-Hightower Lumber Co., Los Angeles, Calif., died of vasculararterial complieations. He was 66. '

Mr. HightowerVorked for Fox-Woodsum Lumber Co. for 24 years before entering his own business. He started Fleming-Hightower Lumber with Tom Fleming shortly after World War II.

He was a member of the Elk's Club; Verdugo Club and the Kiwanis. He was a native of Georgia.

Mr. Hightower is survived by his widow' Marie; J. W. Hishtower and Julian Ilightower, brothersl and sisters, Mrs. Mary Watkins, Mrs. Leslie Le Compts and Migs Elizabeth Hightower.

DAVID F. WAGI{ER

David F. Wagner was killed instantly during the opening day of deer season in northeast Trinity County in Northern California by a single accidental shot fired by another hunter 250 yards away. The man who fired the bullet, Earl Dewald, of \[illow Creek, was not charged, pending fur' ther investigation of the accident.

'Wagner was 20 years old, lived in Eureka and was the son of ttMitcht Wagner, manager and one of the owners of Eumbolt Fir Company at HooPa.

ll. G. "lllcl(" G0R0!L

N. G. "Nick" Cordil, president of the California State Council of Lumber and Sawmill Workers and a business representative with the Los Angeles District Council

of Carpenters, died of a heart attack October 1. IIe was 54:

He had helped to organize Union Local 2288 and had been with the Los Angeles District Council some 28 Years.

Mr. Cordil is survived bY his widow, Pauline; a brother, Ted; five sisters, Marie, Connie, Edith, Jane and Louise; a daughter' Judy, and son, Mikel and two grandchildren.

MARY B. SOUNES

Mary B. Squires, the owner of Squires Lumber Co. in Colton, Calif., and widow of Roy Squires, died of cancer' September 30. She was in her late 40's.

Born and educated in Shanghai, China' she met Roy Squires when he was a lumber dealer there. They went to Colton in 1940 and startetl in business in 1946. After he died in 1969 she continued to nrn the business.

She was a member of the Colton Womens Club, Zonta Club, and a director of the Colton Chamber of Commerce. Mrs. Squires is survived by her mother, Constance Brewerl a brother, Peter; and sister, Peggy Jones.

HEXBERG LUilBER SALES, rNc

Eric Hexberg

Don Gow

Dcle Storling

Chqrlie Schumocher

Sugar Pine-Ponderosa Plno-llhlta FlrJlouglas Fir and Inmmr Cedr Truck ond Troiler or Direct Roil Shipments

5855 NAPTES PTAZAIONG BEAC}I, CAIIF.

From los Angeles Coll: SP 5-6107

Beoch Areo Cqll: 433-2472 ot l7l4l826-0696

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