J out, for Arizona firm

(lontractor business accounts for 75-80% o{ the trvo stores' busincss, rvhile industrial accounts producc approrimatelv livc pcrr:ent.

Oracle Road Lumbcr cmploy.s a working force of 36 pt'ople. including sales personnel. drivers. yardm{rn and admini,strativt' stafi. Approximately 44 peoplc arc employed at l"lidrvay Lumber and an additional -X5 at Jiffy-Dor Co. and Jilft-Tmss.

The nt:w roof truss plant u,ill occupy an additional 12.000 sq. ft. and will be cquipped rvith the latest automated equipment.

Outside salc-.men drivc radiocquipped cars to assure propel' contact rvith customcrs in the field.

The compctilion in Tucson is stl'ong and aggrcssive. However', Sullivan observes, "this is our greatcst incentive lor glorvth and succcss,tt

A vcteran of 37 yt'ars experience irr thc building matr:rial fit'ld" Sullivan sl)('nt his first 2l yt'ars in Oklahoma. Tesas, New Mt:xico and Kansa-.. I)rrring those ycars he l orked as bookkccper. salesman. manager ancl purr,hasing agent.

He went to Tucson in 1954 to establish X{idrvay Lumbcr'. Since that time, he has started Oracle Road Lumbcr Company and Jifiy-Dor and Jifiy-Truss Company.

"Our retail advertising is primarily aimcd at the do-it-your-"clfer and the home orvner handy mtrn." Sullivan said. The majority of the buildcr ancl contractor busincss is developed through personal contact and customer service by the sales force.

The primary advertising medium is new,qpap('r. Radio and tclevi..ion are employe,l f61 ,special sales and promotional assists.

EASILY

HEN it recently became more profitable to sell the logs from American Forest Products' lands to nearby Oregon mills, than to run them through the antiquated mill pictured here, the sad decision was made to close the operation.

Sentimentally, it was a hard thing to do, but economics ruled. The mill was AFP's first and better represented a link to lumbering's past than any other of the firm's mills. Situated in the little California town of Dorris, it fell victim to its own outdated and expensive-to-operate mainery.

1931 was the year the idea of a company owned and operated sawmill was conceived. At that time they had a box operation at Dorris, the first outside Stockton. Dorris manager Lau'rence Wilsey, and AFP president Walter S. Johnson had the notion that it would be advantageous to cut logs into lumber in their own sawmill for the box operations and thus reduce dependency upon outside suppliers. Others in the company, including Bert Webster, felt that this would be overstepping the legitimate boundaries of company inter-