Merchant Magazine - November 1969

lGppers new classl.B" red cedarshingle roof systemsmovewood into the downtown area.

Now architects can design commercial and institutional downtown buildings for the inner fire areas of most major cities with natural cedar shingle roofs. Together, Koppers f ire-protected cedar shingles and Koppers special plastic-coated steel foil underlay comprise the first wood shingle roofing system to be as-

signed an Underwriters' Class "B" rating-a rating required for building in many densely populated urban areas.

By themselves, Koppers fire and weather-resistant shingles stifl rate a "C." You obtain the new "B" rating by using these shingles in conjunction with the special foil underlay, which is ap-

plied to a minimum r/2" untrealed plywood roof deck. Koppers cedar shingle roof slstems are today's newest, most sophisticated downtown look. For the whole story on our new Class "B" cedar shingle roof system, write for Product Folder W 262, Forest Products Division, 750 Koppers Building, Pittsburgh, Pa. 15219.

fcnrdy CAl,lFOlNlA tuf BEt litElClIANT Ac@n. onolnh otd todvol nov dnr 1922 N0yEMBER, 1969 Y0tUiltE 48, t{0.5

mmrmummrmm MAJOR NEws and FEATURES &milrlumumrmurlm

YOUNG PLYWOOD RETAILER GOES FROM RAGS TO RICHES 6

WHOLESALERS TRY TO PSYCHE OUT MARKET IN 19?5 8

GOLFERS VIE FOR SHASTA MEET LINK'S LAURELS I O

poNFERENCE TALKS OUT INDUSTRY'S VARIED PROBLEMS l2

MORE MONEY ASKED FOR NATION'S HOUSING SHORTAGI] 16

CONSTR,UCTION COSTS JUMP AT RECORD RATE LAST YEAR 15

FIFTH ANNUAI MANAGEMENT CONFERENCE UPCOMING 77

KNOW THE CUSTOMER'S NAME-SMOOTH SELLING SERIES 18

LEGISLATIVE ACTION GROUP ELECTS OFFICERS 25

HOUSING STARTS BREAK THEIR LOSING STREAK 25 ANNUAL FALL ELECTION AT OAKLAND-EAST BAY

The lawn Sprinkler Season Never Ends

when your customers know you stock and display

RICHDEL automatic valves and controls

urite lor current catalog . sales aid.s aoailable

Available through your jobber or deal factory direct

Aasoclrtte Edltor ond

Advortlelng Productlon

RiEhard Heckman

Clrcrrlatlon DepartmentMartha Emery

NEPN.EgENTATTVEg

NORTIIEBN CALIFOBNIA I PACIrIC NOI3THWEST

Cal Wood, advertlslng and new3, 5 Genoa Place, San tr'ranclaco, Caltf. 94133. Phone (415) 391-0913. Sorr Frsrrclsco Bllllnc Offlco. 2030 Unlon St., San Francisco, Carif. 94123. Phone (.[5) 346-6006.

S()IITIIIt:IBN CA LIFOIINIA

Ted Tlrr, advertlslng and new!, 5?3 So. Lake Ave.. Pasadena. Call- fornla 91101, Phone (213) 792-862:! or (21.3) 792-4008.

MIDWDST

Jerry Crobbe, advertlslng A4d news, P. O. Box B, Xenla, Ohlo 45385. Phone (573) 372-6477.

EDITOISIAL OEFICES

WI'STERN LUMBER & BUILDING

MATDII,IAI,S MERCIIANT i8 pub. llshed monthly at 57$ So. Lake Avo., I'asaalene, Callf. 9ll0l, Phono (tlg) 702-3628 or (213) 792-4008 by Callfornla Lumber Merchant Inc. Please address all correspondence to Dditorlal Oflices. Secondclass Dostase rates Dald at Pasadena. - calif,, and addltlonal of- fices. Advertlslng rates upon request.

SUBSCRIPTIONS

Clrurrgc ol A(ldrear-Send subscrlp- tion ordels an.l address changes to Circul.rtlon Del)artment, Western l.umber & l3uildins Materia.ls Merchant, 573 So. Lake Ave., Pasadena, CaUf. 91101. Include address label from recent lssue lf posslble. plus new address and zip code. Sub8criDtion Rates-U.S., Canada, Mexico- and Latin Amerlca: $4one year; $7 - two years; $9 - three years. Overseas: $5 - one year; $8 two years. Slngle coples 50d'. Back copies ?5r' when avallable.

Tho Morcholt Masazlno aerves the members ol the:- Arlzona Retall Lumber & Bullders SuPPly Assoclatlon. Phoenixi Lumber Mer- chants Assoclation of Northern Callfornla, Los AItos; Montana Bulldlns Materlals Dealers Assoclatlon.- Helena: Mountaln Stateg Lumbei Dealera Assoclatlon, Salt Lake Cltv and Denver: Lumber Assoclatio-n ol Southern Callfor- nla, Los Angeles; western Bulld- lng Materlal Assoclatlon, Seattle.

THE MERGHAIIT ie ctn indepenilent tnagazine published monthly for thoee members of the lumber ond build,ing materials ind,ustries uho need and want factual, accurate neuts and, an obiectbe analgeis of eoents and prod,ucta of concern to them in businese.

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There's a TW&J distribution center near you, part of California's most comprehensive source for all basic construction needs. Fast service. I n-depth inventories. Lumber, mouldings, plywood, ffiillwork. Specialties toofencing, hardwoods, beaffis, to name a few. . . .

FR ESNO , 1266 North Maple Ave.; LOS ANGELES, in Cerritos at 14103 Park Place (including hardwoods);

NATIONAL CITY, 1640T idelands Ave.; NEWARK, 5526 Central Avo.; R lALT0, 555 West Rialto Av€.; STOCKTON, Stockton Box Co., 1800 Marsha Il Ave.;

VALLEJO (hardwoods) 3020 Sonoma Blvd.; VAN NUYS, 15150 Erwin St. And out-of-state: PHOEN lX, Arizona Box Co., 3203 Grand Ave.; HURST and HOUSTON, Texas.

Destinotion: Obvious . Routing, Uncleor

THE first time in seven long months, the r Commerce Department's latest figures on housing starts sho* att increase. The increase of nearly ten percent over the previous month brings the annual rate up to 1,518,000.

The news, rather than bringing some com{ort and hope for the future, had the reverse efiect. The economists started by disputing the interpretation o{ the figures. Mortgage men and bankers moaned that the figures were meaningless as the spurt in starts resulted from a one shot infusion oI money into the market. Lumbermen emmbled that even with the increase, this year was still about twelve percent behind last year. The peep of light at the end of the tunnel seemed to brine no one cheer. Apparently, it served only to l,rin[ out everyone's pessimistic streak.

We don't share the gloom and doomer's outlook. The fact the starts increased, and it seems only leasonable they did, in the face of tight money and all the rest inhibiting the market, seems an eucouraging factor by itself.

Housing is the coiled spring of the economy. Demand increases by the day. Apartment vacancies continue to grow scarce. The bes't research concludes that the greatest part of the public still desires a home of their own. The population grows as the troops begin their return from Vietnam.

It is no time for gloom; houses will be built because the demand is there. Already new financing methods are being proposed as hints of a loosening in the moneysupplyare heard from thc government.

In testimony before a unit of the Congressional joint economic committee, Arthur M. Okun, former economist for the Johnson administration said he thought gradual relaxation of current tight money policy is coming. Observers of the federal government believe a greater supply of money for the short term is inevitable.

The recent Mortgage Bankers Assn. convention heard at least three new ways to bring morc money into action: (l) continually adjust the borrower's interest rate to reflect current interest rates. (2) short term mortgages, like those in the high interest 1920s, with terms of as little as I0 years, the balance to be refinanced at the end of the ten year period, (3) add the amount of inflation, measured by a consumer price index, to the Ioan balance annually.

The coming situation isn't going to be a picnic, but neither will it be a disaster. There are too many people, with too much involved, to allow conditions to deteriorate to the point where a well-run business cannot survive.

What is called for now is calm, deliberative plan. ning, not pessisism. Those who survived the bad old days of 1966-67 would do well to review the lessons so painfully learned then and adapt them to today's market.

When people want to buy and sellers want to sell, you can be sure most American 'businessmen wili find a way to make the sale, tight money or no. The business is there {or those nimble enoush to find the opening.

R ry Ever notice how .f the

Kimberly-Clark

line t tunnels through . . . faster

and more profitably

One thing about Kimberly-Clark lumber and millwork-it doesn't g.o around clogging u p d istribution channels. Given a choice, builders will ask their lumber dealer for the KC brand every time. They like the way it's graded, branded and end-waxed...the way it's packaged for easier storage and more efficient handling onthe job. And, they agree its quality is consistently higher. Retailers and wholesalers prefer KC

too, mostlybecause their customers do, but also because of KC's proficiency in order-processing, loading and delivery. Plus their broader product line. Remember this next timeyou pick up thephone to buy-anything that moves as fastasKimberly-Clark lumber and millwork has gof to be good.

66f STARTED out on a shoestring, a rack r on my car for deliveries, a desk of 2x4s and plywood and a hard-to-find location in an old Pepsi Cola Co. warehouse. All of my money was in advertising and stock. I thought opeople can find their way to me if the deal is great enough,' " recalls Dan Cohen, 30 year-old owner of The Plywood Co. of California in Culver City. "I came seeking warm weatherr" comments easterner Cohen, who in four years has parlayed his modest initial investment to a $300.000 yearly gross.

"I'd like to be in advertising if I wasn't in this business," enthuses Cohen. 'oSometimes we've spent as high as $4,000 a week on promotiono but we seldom exceed $2,000 per month now. I love selling. The first thing we do when we hire a new man is teach him how to sell."

o'We believe that service makes the sale." Cohen explains. o'When a customer comes in he's usually looking for one of our two specialties, prefinished paneling or sus-

Rags to riches with dynanl

pended ceilings. He doesn't know how to put up paneling or a drop ceiling so we explain it to him. We go over and over it, if necessary. We explain and re-explain."

"Old fashioned yards can't understand how we make a profit with so much adver' tising. I believe when good, clean advertising at excellent prices brings them in, they may see something else cheap. We boost our sales of accessories. When a customer buys plywood paneling he needs accessories."'

"Unlike other retailers, we're sales oriented. Most Los Angeles lumber yards are dead on *1gi1 _, relying on their 'good' reputations from 50 years ago. The sons of these retailers are the only competition for each other."

Cohen's last promotion was a plywood jamboree, when he offered a free vacation in Hawaii, Florida or Las Vegas for four days plus $I00 oash. He sold hot dogs with a Pepsi Cola for 151; had a Dixieland band and the former Miss Santa Monica, Calif., as Miss Plywood; gave away play money with the company name on it good for $I on any $5 purchase. Despite the expenses, he managed to break even.

Another time, they held a three-day Moonlight Madness sale, opening up for awhile in the morningg then closing and reopening at 6 p.m. The first night they made $1,000. By Saturday (the third night) B0 to 90 people were waiting outside by 6 p.*. They made $3,000. People went in during the morning, found out they could get what they wanted cheaper at night, and went back that evening!

Cohen, who makes up his own ads and brochures, asserts, "Most yards could up their revenue 50 percent with advertising, less the cost of tho ad."

"Plywood wholesalers sell direct. This makes it hard for the retailer to work up volume in the contractor trade. This is something they do on the Pacific Coast: walk into a wholesaler back east and they'd throw you out. Los Angeles is the dumping ground for plywood."

Sfory dl d Glonce

Advertising, salesmanship, service and plenty of moxie bring retailer a booming trade .75% of customers come back . . . 95o/o ot "lookers" become "buyers" customers drawn from 100 miles away.

o'I get no advertising support from lumber wholesalers. I get paint support, panel support, ceiling support. Lumber wholesalers are only for themselves," he avers.

Cohen claims a $30 average retail sale per customer! "Ninety five percent of the people who walk through the door leave with merchandise. We attribute this to service, communications between customers and sales people, patience with the customer and explaining how-to. The sawdust on the floor, sweaty body and dirty hands look is out. About 75 percent of our customers are repeats."

He offers customers ttcheaper deals" by cutting out overhead, i.e., a secretary, switchboard operator and cashiers. Seven employees move the merchandise out of the 60 x 100'showroom and 40'x I00' yard.

lluRlllc JAMB0REE SAIE The Plywood Co. invited neighborhood artists (toil to exhibit their work on the sidewalk in front of the store. Freq prizes every hour on the hour were offered along with a Dixieland Band and l5d for both a hot dog and coke (cented. Cars line up to plck up their loads of paneling (lower) while other customers look over yard stock.

lywood retailer

The comlianl' operates on ar I00 lxrrcent cash and calrr- basis with rt'tail" contractor and industrial accounts. Contrat'tor and industrial act'ounts are on tht' intrease. presently at'r'ounting Ior 25 ptrt't'rrt of thc

company's business with retail trade making up the remaining 75 percent. Minimum chargc for all delivery is $2.50 regardless of the size of the order. Delivery chargt' varies. depending on the distance involved.

In addition to promotion brochures, Th.r Plywood Co. carries an ad in the telephone hook Yellow Pages at $75 per month and advertises lull run in the huge. Los Angeles Iimcs. Ads draw people {rom as far a'way as 100 milt's. Cohen dot's these ads him-"elf, too.

He ran a series of ads he calk:d "joke ads" rvhich urrt'xliectcdly drew thc ire of some guilihle (:ustomcrs and had to lre discontinued. Ads jokingly of{cring a "pl}wood (:ar" and a "plywood bicyclt"' and drt'w the u,rath r-rI those who hone,*tly rvanted to purcha,.e the ploducts.

Preferring to lrt: known as thc "managt'r." not the owner, to hi-* customers. ht' givt.s the imprt'ssion thtrt the operation is only a branch stort'.

Ht' commented the onll items hc's had -.ome diffir:ultv selling ara 1A." paneling and c'ertain t,vpes oI ceiling tiles. ['ht'n he's out of stock on an itt'm and isn't t'x-

pecting a delivery that day, he refers customers to competitors. He long since stopped referring customers to yards that don't respond in kind.

Cohen was baptised in the plywood busint'ss when he helped his younger brother cstablish a successful chain o{ Plywood Companies in the ea-st. Hc would also likr. to build his operation into a chain and sa):s h(. is delaying only because he ha-"n't discovered the necessary managerial talcnt.

Hc got permission to usc his first location, the empty Pepsi Cola Co. warehoust,, by making a cold call on the vice president of tht' V'estern Lrranch office and asking for it. As Coht-.n puts it, "Hc must have rvantcd to help a guy trying to start his own busincss." At the end of trvo ycars The Plywood Co. moved to its present location. Cohen claims his was one of the first companies in Los Angeles to promott' Arm-.tron€! Ceilings and, as a top promoter of the product, ht' has received visits from the <:ompany bras,..

"I would also like to join {orces u'ith rt'tailers to form an adve'rtising-promotion group to inr:rease industrl. busincss." he dt't'lart'd. "I lovt' to sell,"

LADY CUSI()MER being helped by salesman Frank discusses plywood panel purchase with customers. displays and walls of store. The company's up-to-date Mahler (upper left) while store owner Cohen (center) Signs boasting specials and promotional ideas adorn me:chandising tecchniques make sales.

Wholesalers try to psyche out market in 1975

fDI Sl\ESS must I'e prt'llr good. cunD .i,l,.ring lhat crowd of t,5 ,rho paid $I2 a heatl to attend the National-American's first regional {all meeting. held recentlf in Los Angeles. NAWLA membership is also aheatl of last year arrd last year was a rccorrl. Thc three syreakt'rs at the evcning

tlinner meeting voit erl moderated confi(l('nce.

Er,cinomic forecaster Sanford Goodkin t'ar.rtioned that housing starts may tlrop to U00.000 per year iI interest rates don't decline. The t oming mobile horne and aDartment 'booms still lear.e lots oI room

for lumber wholesalers, he fet'ls. Lumberman John Weston of l-ar West Fir Sales Co. foresaw wholesalers as a still vital part o[ the market in 1975 as did fellou' speaker Ed Boies. TW&J. San l)iego, who urgt:tl wholesalers to tr\- a lint' o[ specialty produt:ts.

AT F()RECAST session are (l) Roger Mackin and Bruce Gardner. (2 Seth Potter, Wayne Wilson and Dick Hoover. (3) Frank Quattrocchi, Bob Pallow and Frank lvanovitch. (4) Wayne Gardner and Jim Duart. (5) Bill Walker, Hugo Rath and Elmar Brock. (6) Pete Speek, Pete Niebling and Sterling Wolfe, Sr. 0) Jack Mul-

rooney and Steve Freeman. (8) Mac McAllister and Norm Wendell. (9) Jim Cooper and Johnny Lipani. (10) Ed Evans and Gordon Beach. (11) Pete Svenkerud and John Weston. (12) Bill Baugh and Dick Lambert. (13) Frank Maloney and Frank Bader. (14) Pete Niebling and Clint Rygel. (15) Gordon Beech and Alan Bufkin.

(16) Carl Poyner. (17) Denny Gilchrist and Ed Fountain, Jr. (18) Nifty Gay and Arizona Box's Bill Walker. (19) Dave Waterman and Pete Diggs. 00) Ted Privett and friend. (21) George Clough, Jim Rossman and and a vested Bill Connor. Wholesalers were counseled to keep traditional financing, other services.

N ONE of the most beautiful golf courses in the W'est, urider a bright and beaming sun.on a cool'October day, the northern California lumbermen put on their sixth annual Shasta Lumbermen's Golf Tournament with the same zeal and all out effort of preceding events.

Prizes totaling more than one thousand dollars were awarded and nothine but highest praisc was heard from the -many guests. :

One hundred seventy five stalwart and able golfers teed off, topping last year's

entries. More than 206 sizzling steaks were served at the evenings banquet.

George H. Sisterhenm of U.S. Plywood, who was pinch hitter as chairman last year, again handled the event flawlessly, aided by a capable committee. His right hand man was Bob Korn, also of U.S. Plywood. A virtuoso with the bull horn, Dutch Wiseman of Wisconsin California Forest Products was the voice of the starter for most of the tourney, being backstopped by Tom Beeson of Union Pa-

Golfers vil

Llt{KSTERS ('l) Dewitt Sm,ith. Elme'r Lewis and J. Iaurentz,

0]

Sargent, Ed Brow. Al

Al Foresland. R. F.

Co. (3) Jack Fisher, Gene Sjostrand and Al Forward. (4) Bob Smith, Sterling lumber, Pete Lane, Tim Mclndoo and Frank Winans. (5) Dutch Wisernan. Tom Beeson. Union Pacific RR. (6) Bob Karn and Bill Rvan. 0) James F. Rice, Ed 0'Kelley, Jerry McGuire ind Jim

Barnes. (8) Glenn Butler. (9) Nels Sandstrom, Lany Moore, Frank Clemens, Ray Williams. (10) Roy Dunbar, Dutch Wiseman, John Seaggin, UPRR, George Shays. (ll) Alex Shearer, Clipper Mills, Jerry Holmquist, N. Benedict. (12 Hugh Rosaaen and Ron Hoppe. (13) Jim Clark, Wayne de la Roche, Ralph Norum, MarquartWolfe Lumber, Paul Plescher, UPRR, (14 Bob Jensen and Marty Cooper. (15) George Sisterhenm with Peggy

Qye and lfuty Eggers, score keepers. (16) Ray Lunt, B. Hendrickson, Paul Radcliffe. (1il Lou Boudresu and Thomas H. Miles. (18) Bill Bonnell, R. F. Nikkel Co., Clyde Crenshaw, Glenn Butler, Simcoe Chapman, Harley Perdue and A L. Kerper, Paul Bunyan Lumber. (19) Harry Finney and jim Olson. P0) Bob Karn and Paulfleseher, UPRR. CIl) Kelley Galley, Bill Anderson and Tobey Moehnke.

Paramino Lumber Co.

Charley

Molan.

Nikkel

link's laurels

cific llailroad when I)utr:h took o[[ for hi. own rt'nrlrLable gamc.

\\'inrrcr-s wcre Simtrrtr Chapman, Chalrnran l,unrlrt'r Co., Portlanr[, low gross 76; ()colgt' (.orcr'. Poosrr [-urnlrt:r Co.. Sat'rarn('nt(). lun net 6u: Irirst f light: Johrr Hurrtt'r. fir-"t; (llipptr ]lills" sr:cotid; \t'ls Sarrtlst.r'onr" thirrl. l'arrl l'lcsch.-r. Iourtlr. Lloytl ()abbert. fifth.

Srt'ond flight: Joc l)asch. [ilstr ltill llvarr" seconcl t L. 1,. \{t}ritaker, third; De7"-!1. 1.."4

\\'-itt Srnith. fourth; l,rl l,rvin. fifth.

Third Irlight: Paul lladcliffe" first; Don Soins. second: Lec Broylcs. third; Rill Novak. fourth and llill Hcndrickson. fi[t]r.

Calloway l-light: Dcl Lehr. [irst: D. Lunclgren, second; Rc,r Zeiger. thir-d: Ron llt'lmcke" fourth: Ilav Willianr-s. filth.

First pro-rirnity or accurac,v rlrivc Pat I'-lvnn. sccontl. Ilill Fra-.er. llandicap Fliglit: Don Crane. first. lllrrct: Rair,

RESPITE from golf (1) Ed Fowler and Les Nedeau, Hale Greenman. (8) Bob West; Mike Webster and Joe both with Hedlund Lumber. (2) John Polach, Hobbs Contestabile, both of TW&J. (9) Renate Nanz, RiverWall, George Darling, Barbara Polach, Fred Hlchens, view Country Club's feature attraction, ministers to Jim Bowman, Wendling Nathan. (3) Ralph Norum, Frank Dancer, whose ailment was not disclosed. ('10) Marquart-Wolfe Lumber, A. L. Kerper, Paul Bunyan George Sisterhenm, John King, Brown Miller and Lumber, (4) John Bo.larques, Miland Reynolds, Paul Chris Snavely. (11) Bob Kilgore, Sam Witzel, Chuck Gabory, Golden Gate Lumber, Ron Stevens. (5) Norm Warren and Einar 0slund. (12) George Coe, Paul Wendell, Hallinan Mackin Lumber, Al Strom, Ron Trueb and Ed Fowler, Hedlund Lumber. (13) Leon Helmeke. (6) Bill Radcliffe, Bob Griffittr, Bob Jensen Hollyfield, R. H. Bradshaw and Lee Broyles. (14) and Marty Cooper. (7) Sam Baskins, Ted Barnes and William J. Ryan, Kenneth Walker, Paul Bunyan Lum-

ber, William R. Beatty. (1 5) Lloyd Gabbert, Larry Whitaker, Jack Dasch. (16) Bill Main, Bob McKean, Jim Speight and Bob Port. (17) M. E. Jones, F. G. Butcher, Charles Michelson. (1 8) Tim Mclndoo, Howard Fink, Frank Winans. (19) Gil Hannigan, Dave Greene and E. L. McGraw of R. F. Nikkel Co. (20) George H. Carey, Wayne Counts, Raymond Talbot, Charles KIugherz. The always popular event has continued to grow 0ver its year's of operation. lVlatty worked hard to make it a success.

Conference talks out industry's varied problems

EIOR THE fifth year in a row, the Westr ern Buildine Material Association's All Industry Markiting Conference has produced a slug of information for all levels of the industry and has also provided a forum for communication between those levels that is so vital for the efiective functioning of all.

In a change of format, two nationallyknown speakers related their thoughts at breakfast and luncheon meetings. With the three industry segments (manufacturers, wholesale distributors and dealers) meeting separately, each was addressed by representatives of the other two on problems and opportunities of marketing.

Those who discharged their duties in excellent fashion in this capacity were: Wendell Weatherly, Weat}erly's Inc., Eugene, Oregon; J. Cutler Lewiso Palmer G. Lewis Co., Inc., Seattle, Wash.; Cameron A. Kyle, Portland Road Lumber Yard Inc., Salem, Oregon; J. M. Bettis, Irrigators Lumber Company, Caldwell, Idaho; R. E. Trumbull, Owens-Corning, Toledo, Ohio; W. Dean Short, Boise Cascade, Portland, Oregon.

Following the initial day of talks and discussion, the chairmen of each group formed a panel on the second day for summaries and further questions and answers by the entire assembly.

Ray Hallberg, NAHB vp., Portland, was the kickofi speaker. Commenting on the current 1.3 million rate of housing that illustrates the crisis and the depression of the industry, Hallberg felt the rate would probably drop to one million by the end of 1969. The chief causes are money and manpower. He pointed out the unfairness of the anti-inflationary moves wherein the construction industry, which does 4/o oI the 'GNP, bears 9O/o of the crunch. Over the long haul, in his opinion, our greatest shortage would be in qualified workmen and that much more cooperation is needed from unions to bring in apprentices; per hour rates are becoming prohibitive.

He pointed out that to meet the demands of increasing population, the industry must provide by the year 2000 as much new housing as is now standing. This he felt could be done if the national priori-

ties will allow it. He said that the export in 1968 to Japan would have produced 300 million homes; that while we currently have no material supply problem, what again will happen if we begin to moveeven to I.5 million starts a year.

Richard Bullock, publisher and editor of B uildin g M ater ials M er chtnrd,iser, stirred up the listeners with a documented report on the inroads of mobile homes.

Sfory dI s Glonce

Suggestions and ideas on what's right and what's wrong in our business what to do and what not to do pour from immensely informative WBMA Conference.

This industry, which will produce 400,000 units in 1969, capturing an increasing share of the market, is L22,4o up in dollar sales in the past 5 years. Some reasons: ease of purchase and decision; low cost ($8.50 per sq. ft.); ease of financing; complete and now improved construction. Bullock also called attention to the research being done by large manufacturers in aerospace and autos in the development of manufactured homes.

He felt that market-oriented dealers could find sales opportunity in two areas; ( t ) join in the sales of mobile homes or (2) become a specialist in the repairing and service of mobile homes.

The Panel Reports began with Don Jaenicke, wood products marketing services operations manager for Weyerhaeuser Co., chairman of the manufacturers' group. The conclusions reached by his segment were:

(1) Recognition was given to the request for before or after hours meetings by dealers with manufacturer or wholesaler representatives.

(2) The WBMA form: Report of Customer Complaint was excell'ent and should be used by tlle industry.

Recognition of the request that manufacturers help train wholesaler sales personnel.

The success{ul wholesaler sells either to builder or dealernot both. Review proposed new promotions and/or products with wholesalers and dealers before launching.

Give wholesaler (and dealer) more lead time to prepare when droppingn introducing products or raising a price.

Manufacturers, wholesalers and dealers should all support the do-it-yourself instructional films now being prepared.

Jaenicke called attention to the bright future for the building material dealer with the northwest states, growing in population about I3-I4% above the national average. In addition, there is a tremendous market for home improvement. The future and profit lies with the forwardlooking dealers who will keep in tune with market conditions.

Phil Harris, sales mgr., Palmer G. Lewis Co., Inc., chairman of the wholesale distribution group reported that:

(I) There was need for increased advertising by dealers. (A later discussion concluded that manufacturers should direct more of their advertising budget to the local level in cooperation with dealers.)

(2) Stressed the "move or make room" formula for wholesalers and dealers. Turn times gross should equal 150 for dealers.

(3) The wholesaler must be loyal to both manufacturer and dealer and there is need for communication for understanding of problems.

(4) Encouraged compensatory pricingthe day of a flat markup is past.

(5) Need of assistance from dealers on product complaints.

Harris commented too on the bright prospects that lie ahead for our industryif we work at it.

I[ayne Mattsono president oI both WBMA and Logan Lumber Co., Inc., Burien, Wash., served as chairman of the lumber and building material dealers:

(Continued on Page 47)

BR[EtrS

Sears Roebucfr, which is opening its stores on Sunday during Nov. and Dec., where local law permits, *ys customer de' ma.nd, and, competition lorced' the moue the housing ind,ustry, which comprises only 3/o oL the gross national product, the plywood association points out, had to absorb 70% ol the tight money cutback in 1966 , mobile home seers see one million sales by 1975 ...

Formica is closing its Los Angeles warehouse, Nov. 20 Columbia Nyemat' ic Systerns, Portland, plans to buy Cas' caile Locks Lurnber Co., Cascade Locks, Ore.; no sale price has been revealed... Stringfield Lumbe'r & Buililing Supply Co., Eugene, Ore., has been purchased for an undisclosed amount by Lawrence E. Cieber, Hal F, Broughton anil Rupert H. An' d,erson

Dwight Parr is trying to get an OK from the zoning authorities in Lake Oswego, Ore. for a new yard Western Sierra Lumber is trying the same thing in Pleasanton, Calif. tlle Pasco, Wash. Tri-City Heralil editorializes that slimmer 2x4 sizes may bring bootleg yards where 'ofor a wink and a little under the counter" you could get a real 2x4

Bowm.an Lumber & Plurnbing had a big grand opening for its Albuquerque store last month; hardware and, paint are being stressed in their promotions high lurnber prices that bedeviled lumbermen this year meant twice as much money for the American Indians who owned the res' ervationtimber...

Smog dam.age to southern Calif. forests proved lour times arorse than previously thought; estimates followed an aerial suruey by the Forest Service ... Weyerha.euser is acquiring Par-West Financial, a Los Angeles-based, mnrtgage banking anil homebuild,er, for about $36 million in Big W stock

Forecasts see substantiaL increases in wood use in Europe by 1980; the APA says the present trend favoring panel products ouer lurnber is likely to continue Hayward, Lumber, Barstow, Calif., celebrated their 59th birthday last month mobile home shipments will increase 25/o in'70, the industry predicts; average home price; $6,000

The I'orest History Society has moved its HQ from Yale University to Santa Cruz, Calif.; Crown Zellerboch Foundati.on is contributing their new building .. Mitchell Lumber Co., Parowan, Utah, has closed its doors permanently; no successor will continue ... new sales, earnings and cash flow records were set by Ceorgin-Pacifc in the first 9 months of '69 ...

Weyerhaeuser's new corporate HQ, now abuilding on Interstate 5 near Tacoma, is a beautiful layer-cake of a structure 1300' long, 80' tall with 258,000 sq. ft. the gross national prod,uct (the total of all the nation's goods and services produced), in the 3rd quarter, bettered the $16 billion done in the second quarter ,..

Cashuay Lumber in Tempe, Ariz., had a $250,000 fire, Oct. 9...Calif. Cedar Products, Stockton, Calif., lost $100,000 in a fire that left one fireman hospitalized for face and neck burns Scott Lumber, Dayton, Wash., is closing up after 4I years in business Parker Lumber Co. is opening a new outlet on Washington's Bremerton Hwy. at the former location of Loltus Lumber. which closed last summer.

Weslern lumbcr & Building Mqteriols IYIERCHANT

Euans Prod,ucts' revenues and net earnings in the lst 9 months of '69 climbed to record levels; reoenue up 25/o, earnings 58%.,.nearly 37 mobile homes are being sold for every 100 single-family homes authorized for construction in So. Calif., says Security Pacific National Bank Blach & Decker plans to market a battery-driuen lawnmower.

The new research center for the American Plywood Assn. has been dedicated in Tacoma, Wash. . , Southwest F'orest Ind,ustries plans tobry Carolina Pacilic Plywood,, Inc., ol Medford, Ore., thru an exchange of stock...

The Scotia Band, is in its 35th season of entertaining in California's Eel River Valley...a group of Russi.an buililing construction experts have concluded a visit to the U.S.; no reports so far on what th"y thought Potlntch Forests, now traded on the Pacific Coast Exchange, wants to be listed on New York's BigBoard...

Eaans Prodrzcts plan to buy Selhirh Mills, Ltd., B. C. and Modern Plastic Laminating, Inglewooil, Colo.; both will be done by issuing more common stock ... Masonite's earnings were up 47.6% toa neu) record, Ior their fiscal year which closed the end of Aug. . an Albuquerque judge has fined Bates Lurnber Co. $200 and its president, W. C. Bates, $100 /or smolce emissaons from Bates' incinerator ,.

Home Lumber, I"as Vegas, and Double F Supply, Stanton, Calif., are new Formica distributors proposed Forest Service regs. preuenting substitution of federal timber for logs exported from private lands have been blasted as'ounlair" and "d,iscriminatoryo' by the plywood assn Mouldings, Inc., Lor the second time in '69, is splitting their stock 2-for-1.

A DEATER TITUSI!

OUR COMPLETE SELECTION OF ACTUAL COLORED NAILS IS MOUNTED ON OUR NEW DISPLAY CARTON color seleaion and, matcbrng 'is simplifi"d

Customers no longer have to search through boxes of nails to find the color they want.

Display Carton occupies only 8" x 8r/2" of counter space.

Basic Colors are displayed in two nail lengths:

Beige Dark Brown

Bleached Oak White

Medium Brown Ebony

Light Brown Avocado

o SUPERIOR QUALITY-Tempered Hard SteelRing Shank-Small Heads-Needle Points,

o TWO LENGTHS: L" andts/{'.

o Packaged in clear, hard Plastic Boxes.

500 Pc. L" Nails per Plastic Box.

300 Pc. 1?6' Nails per Plastic Box.

Six Display Cartons per Master Carton.

One Display Carton contains 12 Plastic Boxes.

Weight of Master Carton is 35 lbs.

llfltililfft ttffitilll

LUMBER, COMPANY, INC.

Founded 1935

Fir Pine Redwood Spruce Western Hordwoods

Direct MiIl Shipments

Dishlbudon Yards-{an Francisco o Los Angeles

Los Angeles-7155 Telegraph Road 90022, Phone (213) 685-4506

San Franclsco-l485 Bayshore Blvd. 94124 Phone (41r 467-8440

More Money for Housing Asked

Members of the forest products industry from all parts of the country joined over I,700 home builders and members of allied groups in early Oct. in a housing action program urging Congress and the Administration to increase the credit flow into the housing mortgage market.

The emergency meeting was called by the National Association of Home Builders.

A majority of the members of Congress later voiced support for positive programs to reallocate funds for mortgage credit.

The cooperating groups urged Congressional and executive department action to realign credit resources to make the additional $I0 billion available to consumers for home and apartment financing.

Construction Cosl's Record Jump

Construction costs rose more in the last twelve months than at any other time in the past 24 years, McGraw-Hill has reported.

The construction authority reported that the cost of construction labor and materials j*p"d an average of 7.5 percent during the year ending September 30, the largest single-year increase since 1946.

The primary reason is average hourly wages for building trades craftsmen. Since their September 1968 survey, wages have gone up eight percent and building material prices have increased seven percent. Today's basic hourly wage rates are 4.3 times what they were in 1941, with material prices 2.4 times.

Futures Troding Sets Record

Trading on the Chicago Mercantile Exchange continued to shatter records in the first nine months oI 1969, says Everette B. Harris, the president.

The new contract in lumber, first traded Oct. 1, oois not expected to contribute substantially to total 1969 volume, even though the first-day total of 218 contracts traded was the highest for the first day of any new contract in the exchange's history.

Slight Rise in 6/ 4 Shop Use?

A slight rise in the use oI 6/4 shop lumber for millwork products this year is possible, according to John W'. Shoemaker, exec. vp. o{ the National Woodwork Manufactirrers Association.

His view is based upon a statistical sampling of millwork plants since 1967. The 6/4 shop size is considered a bellwether in that industry.

"Any improvement over last year," Shoemaker said, "would still fall noticeably short of the total volume used by the exact same firms in 1967." TEAR

Management Conference Upcoming

tTtHE l9th annual Nlanagement Conferr ence of the Lumber Association of Southern California will be held at Palm Springs, Calif., November 20-22.

The headquarters hotel this year will be the El Mirador, once again under private management, and considerably refurbished.

The conference officially opens at 10:30 a.m., November 20, with a greeting to the members by president George Clough of Tacoma Lumber Sales, Inc.

Following Clough's remarks and his annual report, Conrad C. Jamison, vp. and economis! Security-Pacific National Bank, will talk on projected construction activity in the early 70's.

In the afternoon, a wholesale panel will discuss distribution and marketing, each from the standpoint of their particular type of operation. Participants will be:

Ed Fountain, Jr., Ed Fountain Lumber Co.

Rick Pratt, Weyerhaeuser Co.

James D. Rossman, Twin Harbor Sales, Inc.

William Sharp, Inland Lumber Co.

John Weston. Far West Fir Sales.

Thursday evening there will be a cocktail party in The Starlite Patio, followed by a dinner-dance in the main dining room.

Friday morning the eye-opener will be o'lumber and plywood futures." Dick Break and others from Merrill LynclL Pierer, Fenner & Smith will discuss the activity of the market to date and what might be expected in the future

Following this will be a presentation by Seymour Kroll of Seyrnour Kroll & Associates, Chicago. Kroll is an outstanding authority in the field of research on residential construction and the supply of materials to the construction industry. He has worked extensively with the National Lumber and Building Material Dealers Association and other national associations in the building material field. He will talk on the changes necessary to meet the market needs of the years between 1969 and ]975.

At noon Friday, the big luncheon honoring the president will take place in a private dining room for association members and their wives. This year's luncheon will feature the president, rather than an outside speaker. And in deference to some, a delectable dish will be served, other than 'odesert owl", in spite of the fact that this might create poverty pockets in certain areas wherein, as legend goes, the teenagers make extra money catching these tough, speedy little creatures for the hotel menus.

Friday afternoon, a panel of retail lumbermen will discuss 'oThe market as I see it". Those participating will be:

Bill Bellmore, 'Ward & Harrington Lumber Co.

Hal Hamilton, United LumbelCo.

Kingston McKee, Forest Lumber Co.

Frank Purcell, City Lumber Co., Palm Springs.

Friday evening there is no planned function and everyone is free to enjoy dinner on the town.

On Saturdayo a golf tournament will be held at the new Desert Aire Country Club, Palm Desert, and tennis matches will be played on the e,ourts at the hotel.

Trophies for winners will be awarded at the "winners' circle" cocktail party at the hotel Saturday afternoon, immediately following the USC-UCLA football game.

Registrations are coming in daily for this meeting and attendance appears to be headed for a new record total. A good sign!

Construclion Conlrqcts Dip

The latest Dodge Index of contracts for new construction resumed its downward course in September, F. W. Dodge reports.

September construction contracts brought the seasonally-adjusted index to its low for the year. Compared with the same month last year, total contract value was down one percent.

ooThe month-to-month pattern of contracting so far this year has been highly erratic," noted George A. Christie, chief economist for F. W. Dodge. 'oNevertheless, the trend has been unmistakably downward since the beginning of the year," he noted.

Contracts for new residential structures in September fell eight percent below the year-ago total. The seasonally-adjusted resi' dential index dropped to 140, the lowest point since June, 1968, as tight credit continued to inhibit homebuilding.

In a reversal of the pattern set earlier in 1969, contracting for apartments de' clined more in September than ilid the value of one- and two-family housing. Until recently, most of the year's decline had been concentrated in one-familv homes.

SNN@@TTH SELLING

by Georse N. Kohn, Morketing co:::::::,,,r, N Kahn

A Customer Hos A Nom+Know lt

Ted Short, an industrial liquid petroleum gas salesman, was introduced at a distribu. tor's rnesting to one of his firm's biggest customers.

Three weeks later, Ted was assigned to the territory in which that customer's company was located.

At his first call on the man Ted sufiered the horrible embarrassment of forgetting ' the buyer's name. He had never dreamed it could happen to him. But it did and very naturally. Ted stuck out his hand and said, o'Glad to Eee you again, Mr. uh, uh -"

IThat made it even worse was that the customer had no trouble recalling Ted's name.

Ted got the order but the buyer was plainly unhappy about his mental lapse.

Later, Ted talked the incident over with his sales manager, Bill Murray.

"You were lucky," said Bill. 'oThere are some buyers who would have been so angry they wouldn't have bought a dime's worth of merchandise from you. A bad memory can really hurt a salesman,"

That was enough for Ted. That was not the first time he had forgotten an important name and he resolved it would not happen again.

Ted began training himself to remember names and associate them with faces. He succeeded so well that in six months he developed a most phenomenal memory.

r{0 ExcusE

If you can't remember names it means that you haven't tried hard enough to overcome the problem. You must teach yourself to improve this vital faculty.

Remember that a name is the only link between you and a prospect until you establish a closer relationship. How easy it is to break that link by the simple act of forgetting his name.

Y(lU DO]IIT IIKE IT EITHER

Nobody likes to have his name forgotten. You're no exception. Can you remember a time when somebody forgot your name or got it wrbng?

Chances are that you didn't like it at AEPRINTS FOR SALESMEN thls ls a coodenEed ve.don. Each lesson is available in an cxpanded form, in a +Dagc brochurc, Eiza 8r7rll, printed itr 2 colors on white dossy paper and is 3-hole punched to fit any standard 3slng bindcr. Each subjcct in this cxpandcd vcrsio! is fully rnd complctely develop€d in comprehensivc dehil and includca a eelf+xamination quiz for SalesmeD. Pric.s are ag followsl

1 to 9 copies (of each Mlcle)........-..-......50 ccnts cach l0 to 49 copicE (of cach articlc)...-....-...37h cents each 50 to 99 coplcr (of each articlc)........--.-.J0 ccnts each !00 or morc copica (of cach article)...-...-...5 ccnts cach lto ontire scrlcs may bc pro-ordercd or lndividurl articlcs tlrlt bc ordcrcd by number sddrcs ordcE to thc Ooorso N. Klhn Co., Martalnr Crnsultaots, Salcs Trai!g,Pxlr.il:,r8ffaftEcnt rP, 212 Fifth Avcnuc, New

all. On the other hand. do you recall how pleased you've been when ao*"on" remembered your name, even though he was only a slight acquaintance you hadn't seen for sometime?

In other words, it's only human nature to feel good when somebody speaks your name and to be annoyed when he draws a blank. And if it happens consistently you really begin to dislike the individual.

If you feel that way, just imagine how a buyer or customer feels when you goof on his name.

MEMORY HOME WORK

Improving your memory is not a difficult task. It's quite a common practice and the material to help you is easily available. There are a number of books and pamphlets on this subject. You can also devise methods of your own to cure yourself of a bad memory. Practicing can take place at home or on the job. Here are some proven techniques to aid you in remembering names:

l. When you first meet a person concentrate immediately on getting his name imprinted on your mind. Make sure you hear it clearly. If noq ask him to repeat it. He'll have no objection to that.

2. Associate the man's name with some personal characteristic or aspect of his appearance. For example, Mr. Morrison has shaggy eyebrows or Mr. Long wears a white carnation in his lapel.

3. After you hear a name, keep repeating it to yourself until you know it as well as your own. At home, write it out forty or fifty times.

4. Make a point of bringing up the man's name shortly after you hear it. You might, for instance, say to your supervisor that you had just met Mr. Blank. This is like adding a new word to your vocabulary. The more you use the word the quicker it will become familiar.

5. Carry around a little notebook with the names of persons you have met recently. Vhenever you have an extra moment, run over them, each time asso-

Wertern Lumber & Bulldlng Motcrlolr ,I^€RCHANT

ciating them with some feature of the individual.

M0TryATrot{ A]{D }lEliloRY

Selling is your bread and butter. When you remember a buyer's name it's not just a game. You should regard memory practice as important to your welfare as the development of a good presentation.

Jim Rarick, sales manager for a shipping container company, told me:

"Unless a salesman remembers a prospect's name the best presentation in the world will do him rio good. There is a crucial rapport that must be established between salesman and buyer; if it's not there, the interview is usually a failure."

GET IHE RIGHI I{AME

Make sure that you get tlre name right. This means knowing how to spell it as well as pronounce it. Many names are tricky and can lead to embarrassment for a salesmanjust as bad an embarrassment as forgetting the name altogether.

Suppose you hear the name Bixbee. You file it in your brain or write it down as Bixby. So a few weeks later you write him a letter or send in your card referring to him as Mr. Bixby. He's annoYed because most of us like to have our own name spelled right.

This is an easy mistake to make. For example, there are 15 spellings of the name Riley. Even Smith isn't always spelled this way'

Here's a chance for you to test whether or not you are taking steps to improve your memory. If you can answer "yes" to seven or more of the questions you probably have no problem in remembering names of procpects and customers.

l. Do you take pains to remember a ndne at an i-ntroduction? Yes,tr No tr

2. Do you have a method for.. remembering namei? Yes E No tr

3. Do vou make sure vou know how to spell and oron'ounce the name,? Yes D No tr

4. Do you associate the man's name with some characteristic or aspect " n't tYBSffintt*to I

5. Do you make a point of bringing up a man's name after you've heard it? Yes n No,n

6. Do ytiu take care to remember d prospect's name even thougtt he was rude or un- pleasant? Yes fl No,n

7. Do you believe that even a poor memory can be iinproved? Yes n No n

8. Do you study a man's face on being introduce-d to hiir so you can associate it with his name? Yes fl No.n

9, Do you remernber the names of.all your-.cus- tomdrs? Yes n No,n

10. Could you write them down now without referring to notils? Yes n No n

When orderinel please meutlon Thc Merchant

Magazinc, Listed here are the titl$ of tbe first 24 lessoas i! the "Smooth Selling" salee Training Coursc.

t. Ti". salcsman tu a ,. *f,ffi: Bctwcen

2.

Are You A Salesmar! 10. Tho CompetitioD

3. qet Acquainted Witl 11. Taklng A Rls& Your Company

4. you;rc-On'Stdec 12. Pl,aylnS Tho Shorr camc

5. You Can't Firo With- 13. Sctllng An ldor out Amnuaitlon 14. Buying Crnrmittcd Arc

6. You Aro A Goodwlll Herc To Stay Salcsman, Too 15. Tho AutoDatcd Salcs-

7. Cloditrs Tho Salo matr

t. How To Sct Up A! 16. Samplc| Cu't Talt IDtcavicr 17. Tho UttcsDcctcd LBGtr

\ilhenyoutre asked fora uhique panelingr'suggest lumber siding

All over the country builders and archilects are showing interior w-alls paneled with exterioi siding. (And lhat means a profitable nevi market for you!) They're using solid boards in nearly all eleven Western W-ood. species-and in a large variety oJ styles: rough-sawn, textured, V-grooved, flush, board and batten, board and gap, random length and full length.

It's a little unconventional. But lhat's the beauty of it. Siding makes a dramatic ahd wonderfu'ilv carefree wall treatment. (And tho6e aretwo very important sales points to the ultimate homebuyer.)'

For more dramatic ideas on how to move more lumber (by bringing the outside siding inside) just mail the coupon.

We'll supply you with full-color idea booklets on paneling, siding and other uses of Western Wood in lhe home. They're FREET

, White Fir Sugar Pine

GALEN DAtiI

NOVEMBER

Washington State Forestry Conference-November 7, annual meeting, Seattle, Wash.

Hoo-Hoo-Ette Club l-November 8, scholarship fund bake sale, Gemco, Downey, Calif.

Hoo-Hoo-Ette Club l-November 10, meeting, Tudor Inn, Norwalk, Calif.

American Ilardboard Ag5n.-I\evsmber 11-13, annual meeting, The Mark Thomas, Monterey, Calif.

Southern Oregon Timber Industries Assn.-November 13, logger's night, North's Chuck Wagon, Medford, Ore.

Inglewood Hoo-Hoo-Ette Club l0-November 13, meeting, Cockatoo Inn, Inglewood, Calif.

Northwest Hardwood Assn.-November 13-14, annual meeting, Portland Ifilton Hotel, Portland, Ote.

Los Angeles IIoo-IIoo Club 2-November 14, concat and past presidents' night, Los Angeles.

East tsay Hoo-IIoo Club 39-November 16, brunch, Peluso, Jr.'s'' and Oakland Raiders-San Diego Chargers game.

Western Buildins Material Assn.-November 17-19' manag:ement roundtables, Tyee Motor Inn, Olympia, Wash'

IIoo-Hoo Club lO9-November 18, monthly meeting, Gondolier, Sacramento, Calif.

Black Bart Hoo-IIoo Club l8l-November 19, concat, House of Garner, Ukiah, Calif.

Hoo-Hoo-Ette Club 8-November 20, monthly meeting, L'Omelette, Palo Alto, Calif.

up to l8'. Fine old growth timfrom our Yollalla Tree Farm.

San Francisco Hoo-IIoo Club 9-November 20, meeting, place to be announced.

Lumber Assn. of Southern California-Novernber 20-22, ann.ual management conference, El Mirador Hotel, Palm Springs.

DECEMBER

Wood Products Assn. of llawaii-December 1, board of directors meeting, Honolulu, Hawaii.

Rogue Valley Hoo-Hoo Club 94-December 3, meeting, Rogue Valley 'CootttO "-oO' 'Western Forestry & Conservation Assn.-December 2-5, conference, Ridpath Motor Hotel, Spokane, Wash.

Medford Hoo-Hoo Club 97-December 3, meeting, place to be announced.

Southern Oregon Timber Industries Assn.-December 5, annual meeting, Rogue Valley Country Club, Medford, Ore.

California Redwood Assn.-December 5, board of directors meeting, San Francisco.

Hoo-Hoo-Ette Club l-December 8, meeting, Thistle Inn, Los Angeles.

Loi Angeles Hoo-Hoo Club 2-December 12, meeting, Lakeu'ood Country Club, Lakewood.

San Francisco Hoo-Hoo CIub 9-December L2, Christmas party for Columbia Park Boys Club, Fairmont Hotel, San Francisco.

Hoo-Hoo-Ette clubs 3, 8, l4-December 12, joint rChristmas party, place to be announced.

Ilast Bay Hoo-Hoo Club 39-December 15, surprise Christmas party, place to be announced.

Black Bart Hoo-Hoo Club l8l-December 20, annual Christmas dinner-dance, Redwood Valley Grange.

JANUARY, I97O

East Bay Hoo-Hoo Club 39-January, San Francisco night, North Beach dinner, place to be announced.

Medford Hoo-Hoo Club 97-.Ianuary 7, meeting, place to be announced.

Rogue Valley Hoo-Hoo Club 94-January 16, concat, Redding, Calif.

Sacramento Hoo-Hoo Club l09-January 20, meeting, Gondolier, Sacramento, Calif.

Black Bart IIoo-Hoo Club l8l-January 21, sports night, The Encore, Cloverdale, Calif.

FEBRUARY, 1970

'Western Building Material Assn.-February 6'7, 67th annual western exposition, Seattle, Wash.

- c0R1{r1{G .PASKE}ITA

MILL worker who lost a finger in a woodworking machine one morning, came back in the afternoon with his hand all bound up to talk to the boss about it.

'oHow did it happen?" asked the foreman.

"Well," said the mano o'I started the machine like this, threw down the gauge like that, then as the board came through I reached for it like this. Damn! t"t" to*.t another."

Reporter: "I've got a perfect news story."

City Editor: 'oThe man bit the dog, I suppose."

Reporter: "No, the bull threw the con*Bressman."

Visitor in jail: "What terrible crime has this man committed?"

Warden: "He didn't commit any crime. He was going down tlle street a few d4ys ago and happened to see one man shoot another and he's held as a material witness.t'

Visitor : "And where is the man who committed the murder ?"

Warden: "Oh, he's out on bail." &

There is no cutting the Gordian Knot of life; each must be similarlyunraveled.

The world is full of cactus" but we don't have to sit on it.* Will Folev.

BY JACK DIONNE

1882-1966

"How much does that lawyer pay you?" asked the lawyer's office boy's friend.

"$50,000 a year," replied the kid, "Ten the rest in legal advice."

t*tt

a week in cash and

The Congressman's wife awakened him at midnight, whisper' ing that there were robbers in the house.

o'Impossible," he replied; "There may be robbers in the Senate, but in the Housenever!"

"Is the boss in ?"

"Are you a salesman, a bill collector or a friend?"

o'All three."

"All right then; he is in conference; he is out of town; step rightin," * * *

The cracker had gotten a pair of shoes on "credick" by guar' anteeing the storekeeper that he would pay for them the very next time he came in the store. Some time later the storekeeper met the cracker on the street.

"Jethro," he saido "you haven't paid for that pair of shoes yet."

"But, Suh," replied Jethro, "dat debt ain't due yet."

"What do you mean, it isn't due?" asked the storekeeper. "Case ah ain't bin in de store yet," said Jethro.

Ense the S0llffzf on barlding mats,ials pr,ffits

The causes of profit squeeze on the building materials dealer and merchant wholesaler are many. The cures are few. But one cure is sule - Lumberjac-|, the new electronic data processor developed in cooperation with building materials trade associations.

Based on Clary's highly successful Datacomp DE-600 computer, it automates all your accounting tasks, and eases profit squeeze by solving these common problems:

COMPTAINT

Continual price changes

Out-of-stock lost sales

lrrecoverable insurance tlaims

Unrealized buying power

Low turnover items

Missed market trends

High sales overhead

High accounting overhead

High cost of automation

IUMBERIAC-! SOTUTION

Makes current cost and profit data always available, item by item

True perpetual inventory capability

Fully documented inventory

Daily cash flow reports

Itemized sales volume reports

Itemized sales volume and gross profit reports

Automatic lumber calculations and pricing extensions free sales staff to handle more customers, faster

One operator handles all daily activities, all regular and special reports, a'll general accounting

Ends dependence on computer service bureau or time-sharing.

Why pay the middleman's profit? Do your data processing in house,

As the I3-year pioneer in small-scale computers, Clary Datacomp Systems has sold more than'1,000 machines throughout the United States. Hence, Lumberjac-l is supported by a nationwide sales and service organization.

404 JUNIPERO SERRA ! sAN CABRIEL, CALITORNIA 91776

Please send me full information on LumberJac-1.

Please have my local Claryman phone for appointment.

To automate your accounting with the only system that knows your business, contact our national headquarters today:

THE JOB TELLS THE STORY

Next time you plan to expand or relocateo call for the best:

Lobby Group Elects Offlcers

' New officers have been elected by the Western Building Material Dealers Assn., an amalgam of 15 different associations with an interest in the building materials field.

Paul Butler, Hubbard & Johnson, Red' wood City, is the new president; Bob Reed, Barr Lumber, Los Alamitos, Ist. vp'; Richard Cross, Cross Lumber, Merced, 2nd. vp.; and Kenneth McGilvray, managing director. The meeting was held in Sacramento.

Western Building Material Dealers Association was formed in 1961 to inform members of developments in the mechanics lien law, to interpret and disseminate information regarding other laws on the building material field within the state, or national legislation afiecting building material.

Members have been involved in legislation on the lien law, oothe 20 day notice" as a part of the lien law, and tax reduction measures such as the recent I57o change to 3O/o adjustment on inventory evaluation for tax purposes.

Those interested in more information on WBMDA are invited to contact the officers.

Stqrts Breok loosing Streok

Housing starts rose 9.8/o in September from August's level, the first monthly increase since February.

On a seasonally adjusted annual rate, the single family starts figure hit 1,518,000 units, according to the Commerce Dept. The increase was the first since the downturn started seven months ago.

Despite the figures, Michael Sumichrast. economist for the National Association of Home Builders, stuck to his prediction that starts would drop to an annual rate of I million by the end of the year. He and the Census Bureau disagree about the adjustment of the figures. Starts increased in the West and South, decreased in the Northeast and North Central region.

Moteriols Shipper's Troftic Meel

Industry members recently have united in forming the Plywood, Hardboard and Particleboard Traffic Conference. [t was created as a result of mutual industry problems afiecting the shipment of these commodities; such as: unrealistic packaging requirements, unjustified freight increases, inconsistent commodity descriptions, etc.

At conference meetings, mutual transportation problems are discussed and. where necessary, plans are made for concerted industry effort to correct the situation.

Plyvt/ood Fulures Corching On

Plywood futures trading, launched on the New York Mercantile Exchange in early September, is ofi to a strong start, averaging over I00 contracts a day traded in the first month.

The basic unit of trade is a carload of 70,000 sq. ft. of r/r" plywood. Exchange officials are quick to note, however, that the purpose of futures trading is primarily for protection o{ values and not as a merchandising vehicle.

Currently there is trading in all the months of 1970, giving industry members a chance to buy or sell as much as fourteen months ahead.

tlEW tltlEUP at WBMDA fi-r) Paul Butler, president; Bob Reed, 2nd vp.; Dick Cross, 3rd vp,

fIAKLAND-EAST BAY Hoo-Hoo CIub

\-t #39 met recently to elect new officers. They are Eldon Werthman, president; Dwight Curran, vp; and returning for the third consecutive year as sec.-treasurer is

Hoo-Hoo Election

Werfern lumber & Building Molcrlols ,YIEICHANT

Dave Mensing. Sergeant-at-arms is Bill Merrin.

New appointments to the board of directors are Ron Delisle and Verlon McKinney.

INCTUDE fhe soleoble glomovr oi .CINDERELIA' BY.PASS WARDROBE DOORS

Pre-flnished "Cinderella" doors sell themselves with full length mirrors for her wardrobe, chalkboard for the kids' room, smart wood grain paneling or painted to fit in with every decor. The decorator look is completed by sturdy aluminum framing in anodized clear, gold or black finish.

Outstonding functionql feolures: overheod suspension

rFeolher-touch opening with no unsightly pulls 'Conceoled

Guide----or fioor trock with iump-proof design rBoll-bcoring roflers with silenf nylon rifs ttL" vetlicol honger odiustmenf

'Mirror gloss is premiurn t/a" plole, 'Anlique "mirrors," ponelled wood, pre-pointed ponels cvoiloble ond inlerchongeoble ofter instollotion.

Choose 6'8" or 8' height, width to any dimension lrom 4'. Write for full details.

Monufoclurers

QUATITY STIDING

DOOR POCKETS

WARDNOBE WAITS

WARDNOBE HANDWARE I80 W. ALAMEDA, BURBANK, CALIFORNIA 915O2 PHONE (2131 848-6631

I0ASTlllG the club (l) Lew Godard, Hobbs-Walh John club prexy; and Verlon McKinney, Pacific Hardwoods. effervescent Manuel Lavrador, MacBeath Hardwoods. Primg &wmill Sales; Vic Roth, Triangle Lumber and ($ Frank Timmers, Van Arsdale Hlrnis; Bill Merrin, [5) Gene Campbell, White Brothers, and Bill Elledge, Joe Casella, Casella Trucking. €) Dave Jopes, Higgins Welsh & Bresee; and Ron DeLisle, TW&J. (4) Al Mury, Evans Products. (6) Dwight Curran, Leon Stoneking, Lumber; El Werthman, Western Dry Kiln, and new Evans Products; Jim Stewart, Piedmont Lumber; and both TW&J; Bob Macfie, Oeorgia-Pacific; Gary Stewart.

G-P delivers all species of Western Lumber throughout this area.

excellent for: marina decks . home decks o pool decks o dock boards bleachers & stadium seating . school & park benches

highly resistant to decay

properties of Alaska Yellow and Port Orford cedar:

does not splinter

does not require painting: Iow maintenance low shrinkage factor freedom from warping and pitch distributed by

Big Woshington Wqrehouse

St. Regis Paper's new building materials distribution yard near Marysville, Washington, hosted some 700 guests recently to mark its official opening.

The million dollar operation is located on 3O-acres north of Everett.

In full production, the yard will have between 80 and 100 employees generating a new payroll for the area of over $600,000 annually.

St. Regis operates two other similar yards in the Puget Sound Basin. One at Issaquah is three years old. The other yard, at Tacoma, has been in continuous operation since before l9@.

The Marysville yard has 80,000 sq. ft. of warehouse space including facilities to manufacture pre-engineered parts, Henry Hewitt, Jr., who oversees the three yards,

Mltll0t{ dollar distribution yard at Marysville, Wash., has recently been opened by St. Regis. Pre-engineered

stated. Contractors in the Pacific Northwest are rapidly moving toward the use of building components. Roof trusses, prehung doors and panelized walls are more often being made under factory specifications and trucked to construction sites where carpenters quickly assemble them.

Hewitt said the St. Regis distribution yards are the largest producers of components in the Pacific Northwest. The

building components are an ,important part of their bus iness.

company believes it is the world's largest roof truss manulacturer.

The Marysville yard also has a pre-cutting department. The yard can cut lumber for contractors with such accuracy, Hewitt said, that carpenters seldom if ever need to use saws on the construction site.

Norman Irons has been named manaser of the lVlarysville operation. and Ed Mason is assistant manager.

@@W[sB67w@,**ffi-ffiCI

SecretaryManager

tfrHE association has formed a marketr ing and marketing trends committee' Virgil Hunt, director of marketing for the O'Malley Companies is serving as advisor for the committee.

The balance of the committee is represented by cash and carry, consumer-contractor, wholesale and manufacturing oper' ations. Hunt outlined the four areas the committee should be involved in:

(I) Serve as an advisor to the exec. vp. on marketing matters regarding both the local and the national associations.

(2) Define and initiate marketing programs that will be of mutual benefit to our dealer membership and the building material industry.

(3) Work with the National Lumber and Building Material Dealers Association in helping to sell marketing pro' €irams designed by national that

would be of benefit to our local membership.

(4) Serve as a source of new marketing ideas that could help our marketing counterpart at the national level. The committee has had several meetings and has come to the decision that a cost of doing business survey should be conducted in order to get a financial profile of the Arizona building material industry. This would enable the committee to build programs that would be beneficial to the association members.

Approval was given to the marketing committee to conduct such a survey by the board of directors at their first quarter board meeting. The association office is now in the process of polling its membership for participation in the survey.

The committee also is going to partici' pate in the association's annual meeting by sponsoring a seminar on some timely subject of interest to our industry.

Ake-Woolford Builders Supply, Inc., Phoenix, was signed up recently as a new member.

We had a fine first quarter board meeting in Phoenix. Our marketing and marketing trends committee, chairmanned by Ace Mason, presented an outline of a cost of doing business survey which was endorsed by the board. Questionnaires were later sent to our members for membership support. The board elected the following members to the National Executive Cornmiftee: Larry Hamman, alternate committeeman, Morris Turken; national dealer directoro Dean Drake; alternate dealer director, Sam Hauert,

CREWMEN slip a purlin into hangers attached t0 threefoot-deep Weyerhaeuser beams during construction of 67&150' roof on new 1ffi,000 sq. ft. warehouse in Tacoma, Wash. Roof system is panelized plywood. Structure is highly earthquake resistant.

Exclusively for California

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

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

Hemlock Studs from Wqrrenton Lumber Co., Worrenton, Oregon

Hemlock Dimension from Westport Lumber Co., Westport, Oregon

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

Now, over 5,000,000 leet 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.

NETH, Lumber Sales

JIM NORTON execulive vice ' president of the Lumber Merchqnls Associotion of Northern Coliforniq

4516 Et

A T THE moment, most everyone in the r r construction industry is preoccupied with the money situation. Home builders from across the country have been to Washington en masse to attempt to free mortgage money for their operations. Oth. ers who didn't make the trip are keeping in close touch with their local bankers in hopes the situation will change for the better'

Come the end of November. it's a safe bet that the construc. tion industry will be preoccupied with another topicthe major firms who will be entering the housing field via the much-publicized Operation Breakthrough. Sponsored by the Department of Housing and Urban Development, this program has already attracted low-cost housing O*-OY" from over 500 firms.

Among the firms who have their eyes set on the future housing market are some very successful companies including Iockheed Aircraft Corp., Arthur D. Little, Bechtel Corp., Gruman Aircraft, Republic Steel, Union Carbide, Dow Chemical, Alcoa and AllisChalmers. Even Harvard University has submitted an Operation Breakthroughproposal.

When all the sifting has been done, it's expected that 15 to 20 contract winners will be announced in late November. These firms will then use some I50 sites across the country to show the industry and public alike how to meet the need for low-cost housing. Certainly their efforts will affect the retail building materials dealer in one way or another and it will pay us to keep in touch with this activity.

Most retail building materials dealers in northern California have been in business for quite some time. Many trace their founding to the very early days of their town. During their business lifetime, these same dealers have seen many builders come and many builders go. But never has there been a time like the present when so many major American business firms are getting into the act.

At the same time, the mobile home industry is making tremen. dous gains in manufacturing techniques and sales. Just the other week Grolier Inc., one of the nation's largest publishers of encyclopedias and other reference books, entered the mobile home field. The {irm has begun construction on a 140-acre project contain. ing 600 or 800 units.

As the president of Grolier says, "We have a policy of diversi' fying only into businesses that make sense. Housing now makes sense." Let's hope it continues to make sense to the retail building materials dealer also.

Hg*i*tffiE.#m

By R0SS KINCAID executive vice president

(-r REAT weather greeted golfers and \J fi.h".*"n during the mid-September prelude to our fifth annual All Industry Marketing Conference, Salishan Lodge, Ore. More than 70 men and 30 women played golf ; almost 20 fished on Depoe B"y.

Ed Cunningham took the prize for the super-long drive of the d"y. His ball lodged in a trailer en route to Alaska!

Men's golf awards went to Frank Coen, low net-handicap; Bill Sobo, low net-Calloway; Clint Spear, low gross.

Other special feats won prizes for Woody Anderson, closest topin; Moe Moyer, Iong drive; John Slothower, short drive; Matt Mattson took first prize for putting; Cam Kyle, second and Stew Orr, third.

Those winning golf balls for birdies were Phil Bowman, Zack Brandon, Ed Cunningham, Cam Kyle, Russ Long, Moe Moyer, Bob Olson, Woody Railey and Bill Sobo.

The womenos golf tourney produced these award winners: Barbara Kyle, lowest score; Norma Slothower, low net; Frances Hylando second low net; Gladys Mattson, closest to pin; Frances Hyland, longest drive.

The day was wonderful for fishing but the salmon had apparently migrated to other grounds. Rozanne Beil won the trophy by catching the only salmon of the day. Nellie Higgins caught the most fish (other than salmon), and Felix Johnson the biggest fish, a cod. AII three were awarded raincoats as prizes.

The drowing of golfers at the first tee following the dinner, Sept. 16, with WBMA's newly acquired TV production equipment was highly entertaining, at least to the golfers. Although many golfers are un' doubtedly going to do some practicing af' ter seeing themselves on TV, this was only a demonstration of the equipment which will be used primarily for industry educa' tional programs. It was a good test of its versatility and it will be an effective tool in developing future programs.

Welcome to our new members; Retail: Jolley Building Supply, Inc., Shelley, Idfio. Associate: Mount Baker Yards, Inc., Mount Vernono Washington.

Welcome also to other recent new mem' bers: Knox Building & Farm SupplY, Wedderburn, Ore. I Carlton Lumber Yard, Carlton, Ore.; Gene Stringfield Lumber & Building Supply, Eugene, Ore.; Superior Building Supply, Inc., Kenaio Alaska; Zeller Bros. Building Suppln Lincoln City, Ore., Marsing Building Center, Inc., Mar'

sing, Idaho; Boyd's Building Supply, American Falls, Idaho; and associate member Cascade Warehouse Co., Salem, Ore.

The WBMA committee on education (Vern Greer, chairman) met recently. Discussed were (I) products to be included in the fall and winter quarters at Green River Community College and (2) selection of top,ics for the management roundtables to be held November 17-19 in Olympia, Wash.

In addition to those listed here in the October issue, the following are going on the South Pacific Tour, Feb. I4-March 9, 1970: M/M Robert E. Bush, M/M Carl Knoll. and M/M Charles B. Youns.

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 Cedar lumber, as well as a complete line of Cedar fencing. Your one callto Hobbs Wall is a short-cut to fast service and the right grades at the right prices, backed by a solid reputation for dependable dealing.

Western Building Material Association

PERS@NALS

Dave Mackin of Hallinan Mackin has returned to San Francisco afler visiting their Los Angeles facility.

Ken finkler, vp. of Stahl Lumber Co., Los Angeles, recently attended the National Ilardwood Convention, Bal Harbor, Fla.

Skipp Gregg of Lane Lumber Co., Commerce, Calif., has returned from the National Hardwood Convention in Fla.

Ted Cowan, Cowan Forest Industries, Santa Monica, Calif., has returned from a business trip to the mills.

Robert J. Royd is Calaveras Cement's nelv controller,

Glen Hayden is now in sales for the construction hardware div. of Cal-Roof Wholesale, Portland.

Tom Paarmann, NW div. mgr., Pioneer div., Flintkote, says his div. has assumed marketing responsibility for gypsum products.

Cal Wood, The Merchant Magazi.ne,recently did 2862 miles in three weeks and ttrree days, covering his northern Calif.-Pacific Northwest teritory for the magazine. Go-Go-Go, Cal!

Robert H. Fletcher is now marketing mgr. for Simpson Timber. John J. Connors has moved up to gen. mgr. of plywood and panel doors.

Richard N. Berg, is the National Hardwood Lumber Association's new L.A. district inspector.

Weslern Lunber & Bullding Moteriols ,IURCHANT

James E. Cradit is Long-Bell's new salesservrce rep. for kitchen cabinets and vanities in the Northwest

H. II. Warnaca is the new vp. and gen. mgr. of the Simpson Building Supply Co. He replaces R. O. Phillips.

Stan Mago is a new outside salesman for Fir & Pine Lumber in beautiful, downtown you-know-where.

Wayne E. Brand is the new sales promo- tion and advertising mgr, for White Trucks.

Dave Daviq Noble Lumber, recently visited "Swede" Sawyer and Frank Surbaugh at Noble's So. Calif. office.

E. A. "Andy" Anderson has joined the sales staff of Cowan Forest Products, Santa Monica, Calif.

Frank Robertson, owner of Woodland Products, has returned from his honeymoon, he was married Oct. 18. Congratulations, Frank!

Susan Cabe is a new office staffer at Woodland Products, Pomona, Calif.

Jim Frodsham of South Bay Redwood, Hawthorne Calif., and his wife Sylvia are the proud parents of a baby girl, Laura Elizabeth. Harold M. Frodsham (Proud Grandfather) has returned from the Middle East where he visitcd the home of Sheik Aziz Alghanim of Kuwait.

Bill Soper, mgr. of P.H.I. div. of Sta-Lube, Compton, Calif., has returned from a vacation.

Tommy Poole, mgr., Carter Lumber Co., Los Angeles, has his son, Thomas, home on leave after finishing Army training at tr't. Ord.

Donald J. Moreland is Kaiser's new Southern div. credit mgr. for cement and g:ypsum'

Rene Lester, Fir and Pine Lumber Co., Burbank, Calif., and her husband have returned from a vacation in Spain, Leon Caldwell has been appointed the new mgr. of the California Building Materials Dealers Association.

Phyllis Sykora, Nordahl Door Co., Burbank. and her husband have returned from a one week trip in the Sierras panning for gold. No, they didn't strike it rich this time.

Kris Durham, daughter of Leon Durham, Treated Pole Builders, Ontario, Calif., recently took a 1st in the All Calif. Holstein Calf competition.

Chuck Lember, D. C. Essley & Son, Los Angeles, recently returned from a vacation in the Southwest.

Norm Wendell of Hallinan Mackin. Los Angeles, recently participated in the Shasta Golf match at Redding. Lovey McCarthy, also of Hallinan Mackin flew to their main office in San Francisco on business.

Harold M. Stilson is Evans Products' new western Washington area mgr. Ward }Y. Kerkmann is Evans Products, new particleboard products Dgr., Svend A. Jensen is now mgr.-group planning dept. for Evans.

Don Philips, Jr., So. Calif. mgr., Hedlund Lumber Sales, Thousand Oaks, Calif., flew to Hedlund's home office to finalize expansion plans for his office.

N. .A. "Nat" Thompson recently joined Hedlund Lurhber Salesl Thousand Oaks, office and will be calling on the trade.

Harry Bleile, Kimberly-Clark, is resting up after wrenching his back doing some heavy gardening at home.

Don Jaenicke has been promoted by Weyerhaeuser to wood products marketing services operations mgr. The new post rtras announced by marketing services mgr. L.A. Flora.

Jim Gaither has been named asst. mgr. of TW&J's Fresno, Calif., lumber distribution center.

Lloyd Webb, sales mgr., Vance Lumber Co., Los Angeles, and his wife Sue, took a 2 week vacation touring the Hawaiian Islands.

Arthur A. Pozzi, Arthur A. Pozzi Co., Lake Oswego, Ore., has visited their Santa Ana office, preparing to open up their Orange county distribution Yard.

John Kirby of Swaner Lumber Co., Glendatre, Calif., and wife BettY have returned from a vacation in EuroPe.

Vince Besinque' president of Vance Lumber Co., Los Angeles, recently attended a Rotary golfing weekend in Palm Desert, Calif.

Jim Augustine, former owner of Mid Coast Lumber Sales, Los Angeles, has joined the sales stafr of Hallinan Mackin, Los Angeles.

Don Brown, No. Calif. sales mgr. for Loveday Lumber, flew in from S.F. to L.A. for their recent party celebrating the yard modernization.

John Weston, Far West Fir Sales, Glendale, Calif. and his wife Marge, vacationed recently in Hawaii for a week.

Jim Thatcher is the new mgr. of Better Homes Lumber Co., Coos Bay, Oregon. He had been with Portland Lumber Co.

Warren Flinchpaugh is The Pacific Lumber Co.'s new mgr. of lumber operations. Joe Michlig succeeds Flinchpaugh as mill sales superintendent, with Ray Dvenson as his assistant. Lawrence Bryant has been promoted to superintendent of production.

Emanuel Fritz, professor emeritus of Forestry at the U. of Calif' and widelY known as "Mr. Redwood," has received the Col. Wm. B. GreeleY award from the American Forest Institute.

Bud Rousseau has joined Pope & Talbot's wholesale dept. in Portland.

R. D. LaRue is Weyerhaeuser's new mgr., residential merchandising, C. W. Masterman, their new non-residential merchandising mgr., G. D. Lahey, mgr. of generai merchandising and J. A. Keyes, promotion services mgt.

Fran Dreazy is the new gen. mgr. of Evans Products' creative services div. Dorman Dane is novr on the sales staff at Arthur A, Pozzi & Co., Santa Ana. 'Wayne Gardner, Lumber Assn. of Southern Calif., attended the Nat'I. Lumber & Bldg, Mtls. Dealers Assn. meeting in Phoenix.

llalph Hill is the new president of the Owens-Parks Lumber Co., Los Angeles. Ray Melin moves up to be chairman of the board and chief executive officer.

Max Hill is back at his Max Hill Lumber Co. in Pasadena, Calif., after a southern and eastern bu3iness trip, during which, he watched the Mets win the World Series.

Gerald Y. Beggin is the new gen. mgr. of Marlite's Modesto, Calif., paneling plant.

Kathleen Baugh has joined the public relations firm of Feldman & Associates in Los Angeles. Her dad is Bill Baugh, Baugh Forest Products.

Bill lfanen, Al Peirce Co., Newport Beach, Calif., took a drift trip down Oregon's Rogue River. Pierce's Bob Pallow recently fished the High Sierras.

Joe Clements is Marquart-Wolfe's new accounting mgr. in Newport Beach. Sharon lfarris has joined the office staffers.

"Sti" Stibich, Lamon Lumber Co., and his wife, vacationed by flyingito Vancouver, boating up the Inland WaterwaY to Skagway, then trained it to Lake Bennett.

Don Bennett is Arthur A. Pozzi Co.'s new yard foreman at Orange, Calif.; Wendy Lee has joined the office staff; HarrY McCall is on outside sales.

Dlmo Cole has joined Sterling Lumber Co. in Los Angeles. He was with Bohnholi I-,umber Co.

Harold Sand, G-P; Bob Wells, TW&J; Jim Ilayes, retired from Boise Cascade and Boss Kincaid of the Western Bldg' Mtl. Assn. were speakers at the national dealer convention in Phoenix.

Chet Bratsch, ex-owner of Rancho Lumber, Westminster, Calif., and now a Carlsbad wholesaler, is on a South America grand tour.

Erik Flamer, ex-Lumber Assn. of Southern Calif. staffer, says he is taking it pretty quiet in. retirement.

Ron Manolovitz, a former Navy man, has joined the Hallinan Mackin operation in Los Angeles as a sales trainee, mgr. Alex Chubak reports.

Montqna Building Moteriql Deolers Associotion

325 Fuffc Avrnu., H.l.na, llonlona 59601, l105l {.|.2-2120

By R. U. PETERSEII executive vice president

f\USTOMER good will cannor be v boueht. It must be earned. It is earned bly pleasant, helpful, efiicient service. It is maintained by unremitting attention to the desires, needs and whims of the customer.

In today's retailing business, products are almost universally available. "Exclusives" as such are rare. What your competitor can offer in building products you can offer. The prices that you can develop for the product can be met by the competitor. In fact, your competitor may decide he can operate on lower margins than you can, and so he has a price advantage. But one advantage is uniquely yours-your customer's good will. That is, providing you have made and are continuing to make every effort to develop permanent, profitable, pleasant relations with your customers. Permanent relations

which keep those customers returning to your store next week, next month, next year.

Good customer relations depend basically on service. Service which is not confined or limited to providing and delivering such merchandise as the customer may require. It is the service of learning and understanding the customer's needs, his desires, his problems. It is the service of providing new ideas, creating new desires, suggesting new concepts, stimulating new dreams. It is the service of sincere, personal interest in the customer's plans, ideas and wishes. It is the development of a relationship which offers you continuing opportunity. Opportunity to compete against distracting appeals and influences, To compete for the customer's interest and develop his demand for your product. To lead him to the decision for home improvement instead of a new car. To develop the sale of new kitchen cabi nets instead of the purchase ofa new boat.

Customer good will results from the selling of intangibles as well as the product. The projection of personal interest into impersonal transactions.

The dealer who wants to be around next year and the years following is making every effort to assure that this year's customers will be returning next year-and, the years following. With every sales transaction he is building a reserve of good will.

Evons Reoligns Groups

Evans Products Co. has appointed Lawrence M. Flahive senior exec. vp. and director of marketing. Announcement was made by Evans chairman and president Monford A. Orloff.

Flahive assumes overall marketing re. sponsibility for all of the company's forest products and building materials ac. tivities.

They also have formed three new op. erating groups and named executives to head them. Peter H. Koehler has been named vp. and gen. mgr. of the forest products group. Donald L. Gardner is now exec. vp. and gen mgr. of the new pre-finishing group and Walter C. Jennison is the new exec. vp. and gen. mgr. of the international group.

Western Lumbcr & luilding Motcriols ilEICHANT

Son Diego's New Slole

San Diego Hoo-Hoo Club recently in' stalled officers for the coming year. Leading the club are: Bill Harvey, Tarter, Web' ster & Johnson, president; Ron Angelo, vp. and Bud Baker, sec.-treasurer.

Other officers are: ]\Iilt Olsen; Bob Croy, Georgia-Pacific; Wayne Raney; Harold Morgan; Ralph Smith; and Ken Fritz, Tarter. Webster & Johnson. The installation

dinner dance was held in nearby La Mesa, Calif.

Program chairman Bud Baker was assisted by Bill Harvey, Bill Olmstead and Milt Olsen.

Another New One for BE

The 24th Builders Emporium opened in San Bernardino, Calif., with the traditional ooboard cutting" ceremony, presided over by Everett E. Yount, president. Yount was assisted by Robert G. Sackett, vp-merchandise and Ted Scott, vpoperations,

plies, garden and nursery items and equipment and furnishings for pool and patio.

Vonce Wins Industry Aword

For their community service, leadership and business accomplishments, the Vance Lumber Co. of Los Angeles, has been hon' ored in a ooSalute to Industry" by the City of Commerce,

In addition to an industry luncheon honoring Vance, a display o{ their products was on view in the Hyatt House lobby for two weeks.

sold through lumber dealers exclusively prompt delivery to your customer's jobsite

full truck loads or small lots

we dothe job plan "take-offs"

firm quotations

FOB jobsite

no inventory problems for you

The 35,000 sq. ft. facility, opening in time for the Christmas season. offers home improvement and maintenance merchandise including tools, hardware, lumber, paints, plumbing, electrical sup-

IAKltlG the reins are (top) Ron Angelo, vp., Bud Baker, Sec.-treasurer, and Bill Harvey, Tarter, Webster & Johnson, president. At installation (lower) Ken Fritz and Bill 0lmstead.

The manager is Jerry Strempek and the asst. mgr. is Carl Wirstlin.

ACCEPTIiIG industry accolade are (left+ight) Linda Stanfield, Vince Besinque, Lennie Sibley, Tom Hall, of the Industrial Councih Bruce Hraba and Jack Millikan.

24th store in 24 years

3 Carlow Company Warehouses

To Serve All Southern Coliforni'q Deqlers *

l7O3 N. 8th Street

@[TON, Colifornio

l7l4l 825-0,672

ll38l Brqdley Ave.

PACOIMA, Colifornio (213) 899-5208

75O Eost 59th Street

tOS ANGEIES, Cqlifornio l2r3l 233429r *

Ted Howerfon

lllT W. Sycomore St. Oronge, Calii. 92668 (7r4) 533-8919 *

toRGAlt ttoons for Every Use

i1400 Interchangeable Panels

Entrance Ooors-lll Types Stair Parts *

SED0RC0 Louvres & Golonial-Modern llardwood Flush Panel ltoorc *

Ftuslt D00RsASII-MAH(lGAI{Y -BtR0ilHARDBOARIL-BEECH *

FtR PIYW00DJAPAI{ESE PTYWOOII*

NORD DOOR!; TOUVER DOORS

3 PANET DOORS F-30

FOUR PANEI. RAISED F.44

X-BUCK FRONT DOORS (F-2O35 Seriesl

sAsH DOORS F-130

RAISE PANEI IOUVER DOORS

SCREEN DOORS

FRENCH DOORS (F-1500 Series)

DUTCH DOORS

FANCY FIR DOORS IENTRANCE)

IOUVER BTINDS

MONTEREY TYPE DOORS (F-2300 Seriesf

..SOUTHERN AIRE'' DOORS

CARVED DOORS

SPINDTES_POSTS *

Estoblished 1896

WHOLESAIE ONIY *

trlember

Notionol Sosh ond Door Jobbers Associotion

New LEtctratutr@

Rigid Members

A four page brochure covering series "S" sectional steel garage doors is from Raynor Mfg. Co. The doors are 2" thick and feature heavy-gauge stiles and members. External joints are riveted and internal joints welded.

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

Advertising Advice

Retailers facing decisions on how and where to advertise to get the most return from their dollar investment should consult Selecting Adaertising MeiLia: A Guide for Small Business, small business management series No. 34 from the Small Business Administration. The publication points out advantages and disadvantages of each medium and suggests criteria to judge the usefulness of each media.

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

Wood Decking

Elevated wood decks made with western woods can quickly change a flat, dull backyard into a place of beauty. Interesting deck building ideas are contained in a free, color brochure from the Wood Products Industry Fund.

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

Xmos Tree Retoilers list

Christmas tree growers have available to them a retail outlet directory. The directory was developed to encourage growing of plantation trees and intensive management of forest-grown trees in California. More than 1,100 sales outlets of a non-permanent nature and choose-andcut tree firms are listed.

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

Steel Buildings

' A new school, shopping center, office building. , are some of the buildings illustrated in Stuiliee in Design witlt Armco Joists from Armco Steel Corp. Color photos illustrate the individuality which can be at-

tained with steel joist construction for both low profile and multi-story structures.

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

Free Service

For further informotion on oll New [iteroture ilems, wrile

The Merchdnt Magozine, 573 So. Loke Ave., Posodeno, Colif. 9l I 0l Pleose menlion issue dote so we con process your request foster!

Progrommed Leorning

More than 100 programmed instruction training courses applicable to the lumber and paper industry, including 25 on safety, are available at a small cost from the industrial training service of Du Pont's petroleum chemicals div. Courses include everything from reading schematics to bookkeeping.

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

Shuffle the Deck

Homeowners tired of cutting the grass can quickly turn a portion or all of such area into a full time patio using 3' sq. western wood sections. Quick- ly assembled with precut lumber, sections are easy to put in place atop a level sand and gravel sur{ace. This idea and other deck suggestions are available in a free booklet frorn the

Wood Products Industry Fund.

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

Spot Fire Hqzords

Recom,mended, Sgstem for the Identification of the Fire Hazards of Materials (NFPA #704M) has been published by the National Fire Protection Assn. The system explained in the 28 page pamphlet is intended as a guide to safeguard lives in an industrial plant or storage location where fire hazards of materials may not be readily appaTenl.

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

Clory Accounting Syslem

A six p., color brochure on an automated aceounting system for the building materials field is from Clary Datacomp Systems, Inc. The system, Lumberjac-l, was developed with the cooperationof dealer and wholesaler associations. It automates dealer's building material documentation and accounting, Prepackaged, industry-tested plugin programs do the work.

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

Wholesqler Directory

The 1969-70 National-American Wholesale Lumber Assn.'s annual Distribution Directorg is available. The 68 p. directory Iists 319 wholesale wood products firms and 56 associate member firms. The book lists wholesale companies whose com-

bined annual sales volume is well in excess of $2 billion.

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

Ceiling Sqles Stimulotor

Two special product brochures for mailing from Conwed Corp. stimulate susp en ded ceiling sales. One brochure features walnut grained grid, the other

emphasizes the installation of Conwed grid lock lighting fixtures. Both are available in quantity.

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

Hordboqrd Uses

The Wond,erful World of Hardboard, ls a 28 page brochure packed with color illustra-

REDWOOD

FOR PROMPT, EFFICIENT SERVICE CA[[:

RAymond 3-1147

RAymond 3-2746

PArkview l-758O

Holmes

tions of residential and commercial applications. Among the topics covered are home interiors and exteriors, doors, furniture, radio-television, toys & games, signs & displays and commercial interiors. A full product description is given along with suggested aPPlications.

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

Los Angeles ICL Yqrd

o Dry Aye E Btr

Fence Moteriqls

Sloroge Plonning

Bernard Franklin Co. offers a 104 p. Storage and, Work Area Equi,pment Catalog on storage planning in warehousing:, manufacturing, stock room or Production areas. The manual is full of ideas on how to laYout new storage areas' showing types of equipment.

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

DIRECT RAII or TRUCK & TRAILER SHIPMENTS

. Gqroge Door Siding o Speciol Grade

D. C. ESSLEY ond SON

Green Gommons, Dry Upperc

Lorge Timbers qnd Wide Sizes

Our Speciclty

Tirnbers

BEST!

Your best bet for reolly efficient distribution of West Coost lumber . REDWOOD

AIR.DRIED KILN.DRIED GREEN

STUDS

DOUGTAS FIR

SUGAR P|NE

PONDERO5A

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 wholesaleorders from our

I ll7

Production & Home Office

HOLMES I.UMBER COMPANY Bay Area Phil

Gosslin (Oqklqndl

UNITED WHOTESALE TUMBER CO. l2O0 llilnes Avenus, Montebello Colifornio OVerbrook 5-56O0 Gomplete milling facilities-Electronic edge glueing & sanding

New Products, promotions snd so/es oids Fnodu@t you csn use to build sqles and profits!

T\fr LJU@WS

Efticient Sierrcl Sofiit

Simpson Timber Co. Sierra soffit redwood is available nationally. The soffit is suited for use as soffit on roofs, archways and cornices,

It is a 96" solid r.edwood panel manufactured from certified kiln-dried California

Powered by a rear engine, 190 hp V-8, the Safari hauls a 6,000 lbs. payload up to 19 mph. A driver and six passengers can be- transported in the enclosed, weatherized caD.

It is steerable with either a hydraulically operated system or mechanical steering arms. A tandem suspension system and double-width rubberized tracks are featured. The carrier has a turning radius of 15'.

The vehicle is just over tL1b' long and is 87" wide. The cab is 55L/2" high and 80" wide.

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

Whew! A Relief Volve

An improved A.G.A. certified automatic relief valve that meets USA Standard 22L.22-1964 for temperature-pressure protection is from Mansfield Sanitary, Inc. Designated 8-503, it has a !r/+" slimline thermo element which permits direct mounting into special tapping of hot water tank.

Flooring Merchqndiser

Flecto Co. has a floor merchandiser for Flecto Varathane which displays four large samples of clear, gloss, black and white and Humicure. A dramatic headline and a photo of Miss Varathane skating

Redwood soffit

redwood in 4" and 6" widths with a special t & g milling on the ends and edges which permits random end-matching.

End-matching does away with most of the trimmings and fitting and all but eliminates waste trims, Sierra soffit can be installed with either the smooth face and hairline joints or rough sawn face and groorred end and edge joints exposed.

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

Sqfori Cqrrier

A "go anywhere" Safari tracked personnel carrier, developed by Bombardier, Ltd., transports men and equipment in off-road

Automatic relief

The valve operates between 200"210"F and resets automatically. It also has a standard pressure setting of 125 p.s.i. with other settings available.

When furnished with Y+" inlet and outlet, it has a 70,000 BTU/HR steam temperature rating. The same valve, with a Yz" inlet, carries a 16,000 BTU/HR rating. Valves are individually boxed, 24 boxes to a master carton.

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

Skate over plastic finish across the hard varathane surface are atop the merchandise to catch the customer's eye,

When purchasing the merchandiser, dealers may receive any combination of varathane products they wish. The dealer also gets free two one-gallon cans, 6 quart cans and 12 pint cans of f 66 plastic oil.

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

Repousse' Tile

Kentile Floors, Inc., has introduced Repogss6, an index cut, vinyl asbestos tile. Index cutting allows embossed patterns to be repeated indefinitely.

The Repouss6 design is taken from a door panel executed by Italian sculptor Benvenuto Cellini. The tile, in 12" x L2" x 1/16" thick size, comes in eight colors.

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

Problem Solver

Pemko has solved weatherstrip and threshold display problems with a revolving rack that is said to support heavy items that other racks cannot carry.

0ffroad t

areas where rugged

tions limit travel.

travel vehicle terrain or soil condi-

NOYETBER, 1969

It requires a 20" diameter of floor space to display 25 sq. ft. of merchandise. The customer can turn each of the four pegboard display sides toward himself.

Each face of the display is pre-labelled according to which assorLment the dealer

is 1V16" thick and has a high quality wood gtained plastic surface that provides an excellent presentation surface for photos, drawings, lettering or products. Ileadline titles and a variety of stain colors are available.

WBITE: The Merchant Maga4ine, 573 So. Lake Ave., Pasadena, Calif. 91101.

Figures Fosl

A calculator from Industrial Scientific Instruments solves rapid conversions between inches and millimeters. The calculator converts inches to millimeters or visa versa up to six decimal Places.

The precision dimension section will convert into millimeters any value from .0001" to 99.999", or converts into inches

and air-cleaner, weighs 120 lbs. With the addition of an electric starter and alterna-

Revolving rack selects. There is no charge for the rack when ordered with any of the assortments. Delivery is immediate.

The rack comes assembled but for two faces and the sign; it is said to take only 15 minutes to complete.

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

A Thousond Fqces

Shorr Oftce Interiors has a line of displays with interchangeable face panels that permit speedy copy or product photo changes virtually eliminating obsolescence in the display.

Conversion calculator any value from .01 mm' to 999.99 mm. It also has a separate additional section for rapid conversions between millimeters, inches and fractions of an inch with a range from 1164" to 100".

The calculator is 5" in diameter and made from high grade opal white acrylic material with fully engaved scales and is supplied complete with plastic case. Price is $6.95.

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

Block Power

H. B. Fuller Co.'s Black Stuff adhesive for use in drywall housing instgllations without requiring nails in the wall field has been approved by FIIA. Black Stufr is desigaed for laminating drywall, polystyrene foams, urethane foams, fiberglass, asbestos cement board, plaster board, wood paneling and furring strips to a variety of supports.

The adhesive is easily applied with trowel and hand caulking guns; It's available in 10 ounce tubes, one gallon cans, five gallon pails, 30 and 55 gallon drums.

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

Lightweight Engine

Onan Div. of Studebaker Corp. has added a lightweight engine. The 26 hp. model "NH" operates materials handling equipment, construction machine$, lawn and garden tractors, rough terrain vehicles, portable pumps and truck refrigerator units.

A heavy duty birch frame, 48" high x ll\h" wide x 5Y*" deep, can hold internally lishted displays if required. The display face

The engine is heavy duty, air cooled; is a two cylinder opposed 60 cu. in., 4 stroke, "L" head model. The manual start model (standard), complete with cooling system

Model

hP engine tor (optional) the weight is 135 lbs. and the height 20Ve".

A number of optional accessories are available.

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

Effective Bockfires

A lightweight backfire ignition device developed especially for forest and brush fire fighting is available from Explosives Engineering Corp. Called the Burnol backfire device, it eliminates the need for drip torches since it actuates without flame ignition.

Launched a variety of waYs

It consists of a canister filled with a gel material actuated by a rip cord and burster. The device can be placed, dropped, thrown or launched into position.

They come in haU pint, pint and quart sizes. They are shipped in case lots and can be stored indefinitely without deteriorating.

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

Portoble Power Oullet

A high watt source from trucks or cars for electrical tools, applianees or lights has been introduced by Fairbanks Morse, Inc. An advantage claimed for the Dynamote GS is high wattage at a price of approximately $200.

"NH" 25

Simple installation of the 8" x 4" x 4" unit under the dashboard provides one 120 volt, 1800 watt (15 amp) receptacle plus outlets for 72 volt appliances and battery charging. Larger capacity models are also available to deliver 2400 and 3600 watts.

Dynamote units feature a bypass system which eliminates any drain on the vehicle battery. An automatic throttle control is also provided. Available is an accessory auto-start device which gives complete remote control.

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

Tough Hide

Pacific Hide and Leather Co., decorated its new Los Angeles office and warehouse with its product. The interior of the 40,000 sq. ft. building is covered with ,Cohyde brand vinyl wallcoverings. Twenty patterns totaling nearly 1,000 lineal yards cover the walls.

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

Economicql Shelfwore

Deco-Panel trim for wall mounted shelf standards is made from molded poly- st'rene. The plaques accessorize baked enamel, anodized aluminum and woodgrain

vinyl shelf hardware. be fitted together to length from 2'-6'.

Modular panels can match any standard

Westem lumber & Building Molcrlols MERCHANT

machine can handle two units of loose lumber and eliminate the necessity for carrier blocks.

Rough lumber at the end of the green chain is picked up by the machine and rotated 90". It's transported to the storage

Pizazz in shelfware

Modular units are joined and the standard at wall is mounted with set screws. End or center unit panels come in walnut, antique white and antique charcoal. They go with most furnishings.

WRITE: T"he Merchant Magazine,573 So. Lake Ave., Pasadena, Calif. 91101.

Beep, Beep, Lood Runner!

Eliminating the need for two machines and saving yard space can be accomplished with the Load Runner. The Skagit Corp.

It can handle your load area and stacked by the Load Runner. The need for a straddle carrier and a lift truck is eliminated.

The Load Runner has a 25,000 lb. capacity at a 30" load center. Diesel, gasoline or LP-gas engines and a three speed power shift forward and reverse will move the loaded unit at 25 mph. The load is clamped

Blvd., COMPLETE MILL FACILITIES AT OUR I O Soulhern Cqlifornio Represenlolives for

Downey, Cqlif. P.O. Box ACRE WHOLESALE Col-Pqcific Redwood Co.,

243 (213) TOpoz l-6701

DISTRIBUTION PLANT Arcoto, Colif.

INVENTON,IESDO}VNEY & L.A. HAR,BOR FOR LCL PICKUP TR,UCK & TR,AILER, _ WATER.R,AIL SHIPMENTS

TnEl otildA Lu|NilBEi R SinLEi s, ]Nr rE.

IO45 W. HUNTINGTON DRIVE ARCADIA, CATIFORNIA

Telephor€s: 6El-5361 and 446-3347

BR,ANCH OFFICE: IOIO G. STREET, ARCATA 822-3601

from the top as it is picked up, for stability.

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

Cqre Products Merchondiser

The Care-taker Guide to Profits, a full line display rack, has been developed by Benson Chemical Products, Inc. This free standing merchandiser stocks a complete line of aerosol maintenance products. A point of purchase header illustrates products in use.

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

A Husky Sheor

Skagit Corp. entered the competitive tree shear market with a husky unit capable of

Snips butts up to 40" snipping off trees with butt sizes up to 40,.

The shear is powered with a GMC 6V53 diesel. The cutting blade gets its push from

4t

a pair of 10" hydraulic cylinders. It has four speeds each in forward and reverse. Ground clearance is two feet.

The main frame is constructed of high strength steel. Total weight is 36,000 lbs. A pusher apparatus keeps pressure on the tree as the cutting is underway.

The four wheel drive unit is articulated for a short turn radius; and the chassis is capable of an oscillating action to take care of ground irregularities. Tires have steel protected tread.

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

Quickie Cut Ofr

"Quick Stop" saw gaug:es are said to eliminate measuring, jigging, clamping and

B@NNTNGTON t8##R+

Desired cut length is dialed on the gauge and the stop lever is locked. Gauges control notching, grinding, gEooving and mitering.

Desigaed for use with radial arm, swing arrn or chop saws, the gauge can be installed permanently or adapted to portable for cuts up to L2'. Special gauges and longer gauges can be produced to specifications.

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

Tqndem

Space-O-Mat tandem parkers meet city zoning requirements in the City of Santa Monica, Calif.

Space-O-Mat doubles available parking by raising a car overhead and locking it in po-

Harbors sAtEs, tl{c.

sition so that a second car can park underneath. The entire operation takes 15 seconds and can be done by the pull of a handle by an attendant or apartment tenant.

They are currently installed inside and outside a variety of buildings all over the world.

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

Aerosol Cleqner

Tile 'n Tub Care, from Benson Chemical Products, is designed to provide a solution to cleaning shower stalls, sinks, tubs, and tile walls. A chemical action ejects the cleaner as blue foam which turns white as it dissolves dirt, film, scum and stains.

When wiped away, the foam leaves a silicone protective shield. Tile 'n Tub Care comes in a self-service counter tiisplay.

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

Get A Stqin Job

Tight money and the growing youth rnarket are creating a demand for unfin-

ished furniture and To cash in on this refinishable antiques. market, U.S. Plywood

wood, mahogany, maple, avocado and driftwood. Suggested list is $4.95.

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

Supported by advertising campaign

developed Weldwood Stain N' Finish, a kit that does a complete stain job, Components include aerosol stain; disposable brush and refills. instruction brochures and clear, low-gloss finish.

The kits are available in walnut. fruit-

MARIIIE'S SH0REtlt{E mural can be used as an :rccent panel. lt features muted gold and deep brown tones on a white background. This plastic finished hardboard is heat and moisture resistait and can be damp wiped clean. Satin finished gold moldings are available with the mural. The five foot pane'is come in 5' and 6' heights. $/RIIE: The Merchant Magazine, 573 So. Lake Ave., Pasadena, Calif. 91101.

Salesmen for DOORS lNC. initiate a rack program with dealers and customers. Following salesmen's calls, the new van service arrives regularly to maintain the racks. Items carried by the van include a full line of specialties! plant-ons, sculptured legs, finials, spindles, posts, as well as stocks of adhesives, vinyl outside carpeting and filigree hardboard and components. Let us bring this

Cedar Specialties

cedar ef pinc mouldingt; Ponderosa Pine White Fir sleaed doki"g and, otber spciahies

Also now produoing kiln dried meranti, a product of Malaya. random length drawer sides and other f urniture products

SniJ* J**[n* p,"J**o Co. "

Selec ted

TURIOCK, CAUF. (2091

Effective Trode Booster

A money saving item for the plastic laminate trade is ofrered by Double Grip Fasteners, a division of So-Cal Commercial Steel. The joint fastener, used for mitred areas of laminated plastic sink tops, etc., is of high quality and priced well.

Zinc plated, measuring V+" x 31y'2", washer and nut attached, the joint fastener is packed 500 pieces per carton.

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

Exlerior FR Lumber

Fire retardant lumber suitable for exterior building applications has been developed by Koppers Co., Inc. The company is offer-

Quality

6924441 (q privote

ing the treatment for most available species of lumber used for building construction.

Lumber "

line for Chqrles Dickl

commercially and plywood

Free Reader Service

For further informotion on oll New Products ond New literoture, wrile The Merchant Magozine, 573 So. Loke Ave., Posodeno, Colif.9ll0l. Pleqse mention issue dote ond poge number so we cqn proce3s your request fosler!

Non-Com Exterior carries the UL, Inc. (FR-S" label, the highest grading for fire

retardants. Primary markets for the treated material will be fascia, siding and soffit applications on commercial and institutional buildings. Some interior uses are expect- ed in high humidity environments and for high-finish architectural applications.

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

Fiberglos Filters

A disposable glass fiber air filter for residential warm air furnaces and central air conditioning systems has been announced by Owens-Corning Fiberglas Corp.

Dust-Stop III is designed for improved filtering performance with the resilient glass fibers encased in a one-piece, non-

Sryiolists in Quality lmported Hardwood Plywood

TAUANtrSENtrBIRCHDSHINA

DEPENDABLE DELIVERY

Doorskin Specialists

PAI,I ASIATIC

metalic frame. This frame has no sharp edges and can be folded for easy disposal when dirty.

The filters are available in polyethylene packaqes of four each.

' Wnitp, The Merchant Magazine, 5?3 So. Lake Ave., Pasadena, Calif. 91101.

Double Strenglrh

Combining the advantages of nredium density and high density overlay plywoods, plWood/high resin overlay is being mad-e by Weyerhauser. It has a hard, smooth surface that is resistant to abrasion or impact.

A heavy fiber sheet, with a high Percentage of resin solids, is bonded to sanded exterior plywood. Ttre strength of ex-

TRADING COTJIPANY, INC.

terior plywood is combineil with a surface 1? mils thick after pressing.

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

Corpet,Adhesive Disploy

A color, 16Yn " wide by 18" high, Pointof-purchase display describing Scotch Brand Spra-Ment multi-purpose adhesive for bonding carpet squares and floor tile is available from 3M Co.

This display shows a 16 oz. aerosol can of adhesive, illustrating the easy and economical steps for installing carpet squares and tile, and has a pocket for free "how-to" literature.

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

Be A Firemqn

The ladies will have no trouble operating the Sentry dry chemical fire extinguisber, introduced by The Ansul Co. Weighing less than 12 lbs. fully charged' the Sentry contains 6 lbs. of Foray, multipurpose dry chemical, efrective on Class A, B and C fires. An easy to read pnessure gauge tells at a glance that the unit is ready to operate.

Decorator stylinggold enamel with a contrasting black anodyzed nameplate bandwill help the Sentry complement most interiors. The unit meets local codes and packs fire killing power: 2-A:10-B:C Underwriters' Laboratories rating.

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

FOR 20 YEARS

TOP OUALITY BUILDINGS for Lumber

Politicos Hit Lumber Stqndqrds

The Secretary of Commerce has been asked to reject the proposed new lumber standards by two House sub-committee chairmen, Reps. John D. Dingell (D.-Mich.) and Benjamin S. Roeen. thal, (D.-N.Y.) and by Paul Rand Dixon, chairman of the Federal Trade Commission.

Dixon said the proposed standards would result in the consumer "paying a premium for lumber of inferior quality.', Dixon has also termed tlle proposal "a great disservice" to the public. Dixon says his views reflect the entire FTC.

The congressmen charged that o'a group of lumber manufacturers" were using the Commerce Department to ttimpose upo.n the consumer an apparently deceptive scheme for the manufacturing and marketing of lumber.'

Most factions in the lumber industry, after years of fighting, now support the proposed new standard. As currently proposed, 1l/r't dry lumber could be used as nominal 2i4s.

Approximately L/3 the cost of conventional buildings

Regulor | 60' x 6O' shelter built in 4 days

Wood Fences qnd Fire Protection

Solid wood fencing with a deft touch o{ architectural design and a built-in factor of fire protection has been used to surround parking and recreational areas at two large Menlo Park, Calif., apartment complexes.

Building officials required that fences attached to parking structures be of non-combustible materials. They approved, as fully meeting this requirement, use of otNon-Com" exterior-grade fireprotected wood, a development of the forest products div. of Koppers Co., Inc.

Wood pressure-impregnated with fire-retardant chemicals has been widely used for many years, but it is only recently that a leach-resistant treatment has been developed which allows its use outdoors.

BC Buys Western lumber Co.

Western Lumber Co. of San Diego, Calif., has merged into Boise Cascade Corp. through an exchange of stock. No price for the sale was released.

Included in the transaction were the five Westys retail yards and tlte Sullivan Hardwood Lumber Co. Western Lumber is primarily a contractor operation. John Sullivan is Western's presi. dent.

The merger followed a series of discussions held over a five month period. No changes in management are planned.

Miller Re-elecfed to Heqd CRA

Harold A. Miller, president of Miller Redwood Co. has been re-elected president of the California Redwood Association. Philip T. Farnsworth, exec. vp. and Peter Johnson, Jr., sec..treasurer, were also re-elected.

Pets get the swing of it in as little as five minutes. Save their masters a lot of trips to the door. No more barking mewing and scratching at the door. I Swinging parts of the Pet-Dor are flexibli rubber for peisafety. Permanent magnets keep them shut when not in use. No drafts or duit. Frame is sturdy, anodized aluminum. A locking panel is provided for security. The Pet-Dor can be installed in door panels or walls. Two sizes accommodate those small cats or even German Shepherds. I For pet owners who want quality, and.dealerc who want profitable sales, the Johnson Pet-Dor really swings. ! For brochure and price schedule, write to Johnson Pet-Dor Inc., P.0. Box 543, Northridge, California 91324

The board of directors includes: Russell H. Ells, C. Russell Johnson, Harry A. Merlo, Byron B. Miller, Stanwood A. Murphy and Gilbert L. Oswald.

GN'P s Trillion Dollqrs in 1970

The gross national product will reach one trillion dollars a year before the end of 1970 and will jump to $2,000,000,000,000 annually by 1980, predicts Standard & Poor.

Only about three-fifths of the gain in the GNP will be real growth, however, since inflation will have become a way of life in the seventies. Standard & Poor's projects a three percent in. flation growth rate during the coming decade compared with an average 2.I percent for the last 20 years.

W.cteh Lumbcr & Bullding Malcriols ,flElCHANt

AII.INDUSTRY ,TAARKETING CONFERENCE

(Continucd, lrom Poge 12)

(l) Great need for dealers to assist customers on how-to; so many customers today tlat have no knowledge of how to use a hammer or paint brush.

(2) Dealers have just as much opportunity to make substantial ROI as the mass merchandiserhe must, however, use compensatory pricing.

(3) Markets such as plasterboard, flooring, roofing have been lost to dealers because of inattention. Perhaps one dealer, at least, in an area should carry stock.

(4) Most dealers too busy to keep up with changethey determine nrizimum number oI employees required and then lay off one.

(5) Dealers can't support all wholesalersmust select some but not all and then cooperate for best results.

At the close of the panel presentations, some brisk questions and answers developed the following:

(1) Joint sales meeting with another yard produced good results.

Small dealers must have employee training films.

In answei to the complaint that manufacturer's people no longer call on tJre dealer, it was felt that the high cost of keeping men on the road would preclude the availability of many field

(4) Regarding cooperative advertising on a local basis, it was felt that matching funds may provide best solution. (Clip sheets preferred to mats)

(5) In cooperating on advertising, dealer requires more time to prepare for tiein.

Those dealers with men out calling on contractors feel that this practice is good advertisitrgand profitable. Mixed opinion on the value of incentives; some feel the practice produces more sales while others find it difrcult to apply fairly.

It was felt by most that the dealer could compete with mass merchandisers by studying the market for their niche; strengthen home improvement efiort and ties with do-ityourselfers. It rvas suggested that manufacturers. wholesalers and deal' ers should join in a team efiort to tell the public what service was avail' able with the full service dealer.

In closing the conferencg panel moderator Richard Bullock had this to say:,

(f ) The second fastest growing element in the housing business is the dealer

building material retailer sales are ap 57'/o in the past. 5 years.

(2) The ietailer has the flexibility to meet changing conditions.

(3) The wholesaler and dealer should use what the manufacturer has or can supply in sales aids.

(a) The retailer must find new ways of training people. Bullock was most enthusiastic about WBMA's demonstration of their new video tape equipment and plans for training.

(5) This conference is one of the finest things that ever happened. It is most important thatwe get together. WBMA's Conference is ahead of the

industry. If held on a college campus, we would call this an "inter-face.t'

Congratulations and thanks are in order for the Marketing Committee of Westernwho spent many hours in planning sessions both before and during the Confer. ence. -[n addition to the business end of the Conference, over 100 men and women enjoyed a beautilul golf day and another 18 took a salmon charter out of Depoe Buy.

The marketing committee members who helped plan the meet are: Ansel E. Hyland, chairman; James C. Hayes, Idan Iverson, Curtiss Kehoe, W. Stewart Orr and E. P. Railey.

ls This Your Copy of The lterchant?

If it isn't, wouldn't you like to have your own copy of The Mer' chant delivered to your home or office each month? Donot

f

The

Posltlon3 wanted 25/ a word. mlnlmum 22 words (2 words : S5.50), All others 3ti/ a word, mln. 20 words (20 words : S7.00). phone number counts as one word. Boxed ads 81 extra. Fancy headltne or borders lt2 extra. Box numbered ads add S1.

HELP WANTED

GBOWING Southern Californla wholesale lumber dlstribution company, servicirig industrlal accounts, needs aggresslve sales personnel. Good opportunlty lor the rlght person. Reply box 15 c/o The Merchant Magazine.

EXPERIENCDD COIINTEB SAI,ESMAN foT salaried lob. ith days per week. Chances for advaneement, good frlnge benefits, working conditlons, Call BtU Doherty (2Lg) AT 2-1W.

IMMEDTATE OPDNINGS---6 managers to $20,0OO per year; 6 asst. managers to 915,000 per yn Rapidly expandlng chain oi lumber & hardware discount stores ln So. Calil. Tremendous career opportunity in our modern, new stores. send resume now! wrlte box aL c/o The Merchant Magazine.

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GIassfifffied Advcntfisem@mts

Weslern Lurnbor E Bulldlng Molerlolo IIERCHANT

Names ot advertlserr uslng a box number can- not be released. Address all repUes to box number shown in ad ln care of Tho trferchalt lfagazlne, 573 So. Iako Ave., Posadona, Cellf. 91101. Deadllne lor copy ls the 20th. Io call b on od: (218) 752-4058.

HEIP WANTED POSITION WANTED

COMBINATION FOBEMAN, moutder, set up man. Good opportunity for rlght man. Call or write Accurate Planing Milt, (213) 926-2307, 14103 Park Place, Cerritos, Calif. 90701.

FOR SALE

USED EQUIPMENT for sale: two C-40-B Clark forklifts. 4,000 lbs. capaclty, 1966-196? models. One '64 Chev seml truck tractor. Alr brakes, flve speed transmlssion, 900-20 ten ply rubber, ten stud wheels, 4Og cubic inch V8 ehglne, twin saddle tanks. Good condition-ready to roll. Hunter Woodworks, Inc., 1235 East 22grd St., Carson, California. (2AB) 775-2544, (219) S:t55671.

FOB SALE, complete bu[ding supply-fuU line-ln Northern California. Owner -r6tirine. Business showing over 10 percent Drofit. In-- cludes lands, buildlngs, lnv-entory, aU equip- m-ent, Immedlate occupancy. Write Box 1g, c7o The Merchant Magazlne.

LIIDIBEB YARD, IIAYWABD, California. Four acres..Complete. Spur, sheds, machines, sprink- lers, etc. Call (415) 982-6996.

I'OR SALD OB rrlASE. Lumber yard, Contra Costa County. Annual sales $B0O,O00. Fullv stocked and operating. Calt McKie lrtr/. Rotir (415) 934-3350.

BIIIII)ING SUPpLyOregon Coast-glFO,OoO volume. Situated on excelleht fishing rlver ind adjacent to air strip. Booming c-ommunltv. N_ear_e_st competition 25 miles. Write box 19, clo The Merchant Magazlne.

ll|0 ilil|0

ca]|$ uill| ils ll0Pn0flffi!

FAMOWOOD

i$ ths pn0FE$$t0m['$ il p|Jtp0$E pH$tc

Boat builders, furniture makers, cabinet makers, etc., have found rt tne one sure answer to correcting wood defects, filling wood cracks, gouges, covering countersunl nails and scriws.

ca|| Ds ffied uil0r ll[0ru|a$$. dffi*.

llet';[if.:. 18 m.tching wood coto]s

rtntu mrurmr||flr0 c0tPttl

BIiILDING MATDBIAL and lumberman, sober, industrlous, 20 years experience, seeks employment ln either retall or wholesale operation, Excellent background ln purchaslng and sales. Prefer L.A. basln area. Resume on request. Write box 14.

MILL SITPDBINTENDENT capable of teklng complete charge of custom or productlon mllling. Orange County or South Los Angeles. Write box L7 c/o The Merchant Magazlne.

EXTDNSII1E EXPERIENCE sales management and promotion of specialty building materials. Excellent knowledge of all phases of dlstribution. Top local references. Wrlte box 16 c/o The Merchcant Magazine.

SERVICES OFFERED

JOIINNY TET LI'TIBEB LOAI' SIGN PRINTTB

Speclallzlng in danger flags, slde-load stgns, Job cards, etc. John Wellefs mnthg, LUt2 W. 169th St., Gardena, Callf. 90247. Phone (213) 676-1522 or 323-7606.

WANTED TO BUY

WANTED: Any edltion of Jack C. Dionne's works "Cullud Fun" or "Lotsa f'un." Publlshed in the early 1930's. Must have original cover. Wrlte box 69, c/o The Merchant Magazine.

N,dtrRGHANT NNA(HAZINtr BUVtrRzS GUIDtr

LOs ANGELES

I.UMBER AND TUAIBER PRODUCTS

Amcricqn Hqrdwood Co. -...-..-.--.---.-12131 7 19 -1235

Arcqtq Redwood co. """"""""'-""""-""'(2131 936-'t8'18

Bough Forct Productr Corp. -.--...-.-.....(2131 330-7,(51

B@m Indusfrlor (H.wnrifel ..----.---.--..-.....(213) 968-/t601

BoirE Cq:codc, Union Lumber Region .---..(7141 511-064

Connor lumbcr Sqlcr .-....:..............-.........(21 3) 681-2102

C@3 H6d Lumber & Plvwood ...-....-.....{2131 83,L5261

Cryon Forgl Indutlrisi ...-............-.....-.-.--(2l3l,a5l-5601

D@lcy & Co. -..--..--.-.*-..*.-..t213) ED

Erlry & Son, D. C-.**.-.--..-...1213) nA

Eubqnk & son, l. H...-..-..-..........-..'...-....(21 3) 67e4887

Eugcnc-Willomctlc lumber Co. ...----..---..-(2131 678.6563

Fqr W.tt Fir Solot 3) 245-313r

Fir & Plnc lumbcr Co. ........-----..-..-t213) Vl

Fountoln lumbsr Co., tu

Framonf Fororl Prcducl3 Gollchc Hordwood Co.

csrslo-Poclflc Corp. .........-...-......-...(2131 ln

Hcdfund Lumber 5ole..(213) 8e9-2O26 & (805) 495-1083

Hitl lumbor Co., |lqx----.-.................--..-(21 3) tr4u,l-261 O

SOUTHERN CATIFO

Ssn Bcrnqrdino - Riversido - Sontq Ano Areq Ador,/Hillte .........-........(Zlltl 525-1781

Arthur A. Polzi Co. -...17111 637-7170

B.llvcod cc., Thc ---.-.--.-...(7141 538-8821

Boire Cqlcodo, Uaion lumber R€9ion ......(7141 511-064

Cqrfor Co. ..................(71,{} 825-0672

Frinot & Co., Slcphon G. --...-.l7l4l OR 3-35q, Gorrlo-Pocifi€ Wcrehour ..*--...(7141 OV 1.5353

Hqrbor Lumbcr (N Wll$nl*---(7141 OV /a-89511

Hobbr Woff lumbc Qc., Inc-.(7111 511.5197

Tl 7.2001

Ind.p.ndant Building l qtcrlolt Co. ........(2131 636-8345

Huff lumbcr Co. -...-*...--..--..12131 SP 3.4816

tonc Lumbq Co. .........-....,,-..........----.-(2t31 AN 9-0624

[orhl.r, Dqvld E. ---.--*---.-l2l3l CH 5-8805

Morqso.t-Wolfe lumbcr Co. ....--.......-.----(213] 625-1191

Muluof Moulding ond Lumbcr Co....-...12131 tA l-0877

Ncth Lumber solq, A. w........-..--..--(213, 872'1280

Otrood, Rob.rt S. .......--...-..--...-..(2131 W 2-8278

Pocific fir Soles .-.--.--..--....-.---..---.-----.-------..(2131 682-3533

Pocific lumbcr Co., fhc...-............-...(2131 Ct 3-9078

Pqcific-Mqdirco tumb* Co..,..-.-.*...-..(2131 SP 3-2292

Pon Asiofic Trqdins Co., Inc......-.----.-.--..(21 3l 268-2721

Peirco Compony, Al .........-....................-.-(21 3) 626-5601

Paberrhy tumbcr Co. ..-...-.*-......-...(213) LU 3.4511

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

Rounds Iumber Co...---..--------.....-.-.. ---....----l2l31 723-9261

Reel Iumber Soryi€o ..-..-.-------...---..---..---...(21 3) 232-5521

Sonford-lurlcr, Inc. -.---.*-.l2l3l AX 2-9181

Simmons Hordwood lgmbsr Cr. ....-.-.....(2131 723-6156

Sinpson Buildins Supply Co....-..........-.....(21 3l 321 -9202

Soulh Boy Redwood Co. .....-......-..-......-(213) SP2-5258

Stohl Lumbct Co. ....-.--.-*(2131 AN 3-6844

Stdndord Iumber Co., Inc. ..................,...(213] 685-40,{l

Slorlins Lumber Co, .---..---------,.-...--..-----.(21

3) MA 7-6353

Summit Iumtbcr Co. ....----.---.----........-.-...--(21 3) 636-571 5

Ssn lumbcr Co. ..-..---.......(213, 775-1251

focomo Lumbcr Solai, lnc. .......-......-...(2131 MU l-6361

Tqrler, Wsb3ter & Johnson, Inc..........-...{213) 773-9200

Tqrtcr, Wcbslqr & Johnson, Inc. (Von Nuy:l .-....-..-.(213)

...-....-..-.......t2131 583.6013

TREATEDIUMBER_POTES_PII,INGS_TIES

Kopperj Compony ...---(2131 830-2860

Son Anionio Con3lrucllon Co..-.-.....-.....-.--(21 3l n3-1503

Trcqted Pole Bulldcrr, lnc....-.......-..-*..-..(714) 986-1166 Mt ttwoRK-DooRs-t outD I NGs-

BUI I.DI NG MATERIAI.S-PAI NT_HARDWARE_ETC.

Bellmod Co., The .....-....-....-....-.....-.....(21 3) 629-351 |

Bevsrft Alonufocturlns Co. --..--..,(2131 755-85U

Corlow Co. (l.os Angelq) ............----..-.....(2131 233-6291

Corlow Co. (Pocoimol (213) 899-5208

Curry & Soranrcn ..-.....(2131 118-1115

Docor Monufociuring Co., Inc.-..,.-.---.--..(2131 680-9926

Daft, lnc. ...--.-....-.......t2131 775-2329

Griffin Forst Producf3 ....-.-......-......-...(7141 193-1519

Hofmct Hordwore ond Sqles Co. ............(213) 685-7750

Johnson Pcl-Dor, Inc, ....-..-....---..........-(21 3) 349- l 971

Moplo Bro3., Inc. .--..-.......,--..-..........-.(21 3) OX 8-2536

AN 9.0657

iloquort.Wolfe

Inlond lumbrr 6moy -l7l/al

Corp. ..-.-...-....-......-...(41 5l 871 -9678

Hqffinon Mockln Lumbcr Co. ...-...........(4151 167-84,40

Higgin: Lumber Co., J. E. .:....................(4151 VA 1-8711

Hobbr Woll lumbcr Co, Ina-..-...(4151 Fl 6-60(X)

Jordon Compqnics .......----......-..........-..-(41 5l 312-6081

lomon [unbff Co. ...-.--......-...-...-........(415t YU 2-1376

Poclflc lunb.r Co., Thl*-..-ll|l5l 771-170/J

Pqrqmino lumbar Co, ..(,ll5l /t2l-5190

Rolqndo Lunber Co,, Inc. ...........-........---(41 5l 47-0600

Sif motco. ntcmqtlonol ....--........-..... -...{11 5l 776-1200

Torler, Wab.lsr & Johnson, Inc. .........-(,tl5l PR 6-4200

Unit€d Slotot Plywood Corp, ...........-.....(4151 JU 6-5005

Wcndllng-Nclhon Co. -..-..-...--.-...-(4151 SU l-5363

SASH-DOORS-W| NDOWS-ilOU t Dl NGS

BUI TDING IAATERIATS_PAINT-HARDWARE_ETC. TREATED TUMBER_POI.ES

Koppcr Co., Inc. ...-......-....-..............-...(4t 5l 692-3330

Wendling.Nothon Co. ...-.--...-..-....-......-.-.-SUtter'l -5363

SPECIAI SERVICES

Rcdwood In3pccfion Scillo *-...**-..EX

GREATER BAY AREA I.UMBER AND IU'*BER PRODUCTS

2-7880

Alklnron-Stulr Co. 3,15-l 621

Bqllwood Co., Thc .........-....--....-...........(4OB) 356-2600

Boldt-8{com lumber Co. ........--...-..---(,tl 51 527 -31 | 1

Bonnloglon lunbor Co. ..-..O1 8-2881

Cqlifornio lumberSolcs ...----------(415) 534-100/t

Coliforniq Plywood €orp. ..--------..-------------.(/tl 5) 652-51 53

Cql-Pcific Solcr Corp. ......--933-0600 Doorr Inc. -----.-...........(415) 961-9200

Gcorglo-Poclflc Corp. ...-----.---.-.--.849-0561

Hill r,Vhb!. lumbc? & Supply Co.,*-...-...14

ANCATA

Arcqta R.dwood Co. ....-..--.*.--..--..17071 Hl 3-5031

Cofifomlo Pqclfic Solcr Corp.--*.---(7071 VA 2-5151

Hofnsr lumbcr Co., frcd C.*--.*.1707,

819-2675

Sto-lubo, lnc, .-----------.--.--...-..---..-.(2,| 3) 77 1-l 571

Stroll Doot & Plywood Corp.--1213) CU 3.8125

Torler, W€bster & Johnsn ....,-...----.-....-...121 3l 773-92OO

Morcn Suppllc, Ine ----...(213,

Nordqhl Monufoslurlng Co. --..-..(2131

Tlmbcrflnc Forst Prcducb, In€.--*-..12131 860-3872

Woodlond Producls-..-............-....-....-...(71 4l NA 4-5678

SPECIAT SERVICES

lctkol rrlfs. Co. -.....-....-..*.-.-.-...(213) 875.1 .|63

Cqltfornlo lumb.r lmpcctlon Srillcc..-(2131 NO 5.5/$ll

Corf Plolng l lll .**---l2l3l MA 2.ll8l

,{qlh.ny R€nt-A-Skill .....-......-..........-.....{21 3) 381.5255

77i1.85t1

NolPol €orp. 1213, LU 3.10t6

So-Col Commcrciql Stal ...-....-....-.*.(2131 685-5170

Sunmorbell-Speed3pcc. ...--....-....-......-.(21 3) 923.0686

l{lcnl-Ccrcy llfs. Co. ---l2t3l

tUI BER HAflOtlNG AND SHIPPING; CARRIERS

C-Q Truckins Co. .....-.........-.........-....-..-...(213) 723-6557

Io tumbsr Houling.-..........-,...---.---.---------(213]596-1555

MNtrRGHAN]T NNAGAZINE BUVtrRzS GUIDE

Pcircc lsmbcr Co., Al .....-....*.......-.....(503) 342-2663

Tqrt.r, Wabtler & Johnron ...--...-..--.....(503) 312-5128

U.S. Plywod Con. .-.-.-_...*(50ill Dl 2.llll

Wcyerhoeuscr Co. .....-...............-.-----...(503) 342-5531

Willqm.tte VollEy r{ts. Co. ....--........--..(503} 689-l {,10

GRANTS PASS Twin HorboB Sql$ Co. ....------..(5031 179-1656

LAKE OSWEGO Arthur A. Pozzi Co. .--.(503) 636'8133

MEDFORD Founloln lumbct Co., Ed.--*-.-...*15031 535-t526

Wcndllne.Nothoa Cc. _..-*.--_l503l

,A 7-2126

Wcyorhocurcr Co. ........--..--..-....-....--.-..(5091 KE 5-2162

TACOTIA

Go6lo.Poclllc Corp. -.-..-.*...*.(2061 383..1578

Wrycrhourrr Co. -*-.*..-....-...-..-...(2061 383.3361

VANCOUVEt

Inf'1. Pop.r Co../l,one.Bcll Dlv. ..........--.(5031 285-1300

wrNrocK

Shokcrlown 6rp. OREGON

BEND

lmk-Scanlon

coRvAtus

Con.fob Equipmcnt Co. ...-.-........-.....--.----(503) 752-2955

EUGENE

Eugene.Willqmotte lumber Co. ---...--.-...---(503) 345-0141

Fnmont tffit troduct -.---..-..-...(5031 Dt 3.9257

Gcorgiq-Pocific Corp. -------.-......-.....(5031 3i15.4356

WHITE CIIY

Aldor A onufocturins Co.-..-.--..-..-..----.-.---..-(503) 826.4088

Rcrerve Supply Co. .....--..-..-........(303) 292-9090

Corp. ...............--.-..-.--......(303) 623-510t

Koppqr Co., Inc. -.--.-.-----.---..-......-{3O3) 53,t-6191

Weyorhccuser Co. .-.................---...........-..(303) 133-8571

Pfywmd Corp. .--..*.--.*--(503 CA 7-Oa37

SPNINGFIEID Ro!boro Lumbcr Co. ...-.-....--...................-(5031 7 16-811 | Weycrhocust Co. ---.--..-.---.....1503 226.1231

VENETA fnf'1. Popqr,/Long-Bcll Div. ...-..........--...(503) 935-2215 IDAHO

BOISE U.S. Plywood

IDAHO FATTS

U,5.

3315 WEST 5th STREET, AT VERMONT AVENUE P. O. BOX 75735, STATTON ',S", LOS

IMPORTED & DOMESTIC HARDWOODS I I t

\THOLESALERS

IMPOR,TERS

MILL REPRESENTATIVES

ffiD

WESTERN RED CEDAR

ALASKA YELLOW CEDAR

REDWOOD ,ffi>

ALL WEST COAST FOREST PRODUCTS

OBITIUARItrS

J(IHAT{ V. IANSSE

Johan Y. "Jack" Jansse, Kaiser Cement & Gypsum Corp., died September 29 at Merritt Hospital, Oakland, Calif. He was 64.

Jansse had been hospitalized 21 days following an operation. He planned to retire at the end of October after 26 years with Kaiser.

A native of Watsonville, Calif., he joined Kaiser in 1943 as a salesman following 15 years with Central Supply Co. and United States Gypsum.

He served as district sales manager for Kaiser Cement from 1945 until becoming ready-mix concrete dealer sales manager in 1963. At the time of his death he was an executive assistant to the vice president for cement sales.

He is survived by his widow, Janet Celestine; two daughters, Mrs. Richard T. Breuner, Orinda, and Mrs. John A. Fritzenz, Moraga; and eight grandchildren.

F. W. Dodge Forecqsl fior l97O

After some early months of weakness in 19?Q, a late spring recovery and a second half expansion will carry next year's total value of construction contracts to $66.6 billion, according to the F.W, Dod,ge Construction Outlnolt. As a whole, 1970's contracting total, they say, will remain close to the record 1969 amount.

Dodge economist George A. Christie believes the opening quarter of 1970 will be the weakest, with improvement shown in each successive quarter. With the easing of credit, which he expects by spring housing will be the first segment of the economy to advance; following an adequate flow of mortage money, homebuilding will continue to gain throughout the year.

The contract value of residential building is expected to rise seven percent'to $26.9 billion, with most of the gain coming in the second half of the year.

Telephone:

SANFORD.LUSSIER,

Ook

TreodsThresholds

Door SillsHordwood Mouldings ond Ponel-Woll

Domesric

Joponese

Worehouse Delivery or Corlood Shipmenrs 610I SO. VAN NESS AVENUE

I'UMBER ORRITRS

lrom Berkof y' rsprctlttv ADApTABIE TO CUSTOAAER NEEDS y' screxngcltrY DESTGNED FOR ALL TYPES OF WORK y' sltAl.tcro FoR EASE OF HANDtllilG

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