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. 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-

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."