Altvantages Aduertising System

Hammering Away

An eye+atching hang tag is being supplied with all True TemPer hammers in a new merchandising program from the Allegheny International Hardware Group to help consumers select the most appropriate hammer for their needs.

o 36 Feature ltems o 36 Sub-Features c 432 Generic Product lllustrations

All in a sensational line drawing technique that makes it easY for you to adapt to your own advertising image.

'and you gel 2 sets of atl art work!

GUARANTEED! lf you're nol fully satislied we'll refund your money and pay the shipping costs both ways.

The informative hang tag illustrates and describes four important features in the construction of a hammer, balance, striking face, claws and heat' treating.

Thermostat for HandicaPPed

A thermostat for the visually impaired, the modified T87 round thermostat from Honeywell features an enlarged cover ring with raised temperature graduations every 2 degrees; enlarged raised numbers on the thermostat cover; and an enlarged raised pointer to determine where the thermostat dial is set. In addition, the thermostat clicks every 2 degrees when the dial is turned.

Wood Products

(Continued from page 45) have been at a show in Dallas, Denver, Albuquerque or Atlanta.

Exhibits reflected the broad approach of the expo. Local and region- al forestry groups told of their impressive glanagement of French forests while building products companies presented systems, techniques and products that appeared able to hold their own in any marketplace. Parquet flooring, paneling, molding and wood preserving firms comprised a sizeable proportion of exhibitors.

Associated groups included architects, designers, real estate and finance companies, home furnishings, woodworking tools, insurance and decorating firms. Retail dealers were much in evidence during the show, dutifully walking the aisles in search of new products to sell their customers and to be aware of all the new developments affecting their business.

An accurate show attendance figure was not available at this writing, but observers estimated that it was in excess of 20,000 including all facets of the entire show and related events.

Deemed a success by the organizers and many of the exhibitors it appears that the international show calendar has a powerful new addition with Batibois International.

U.S. EXHIBITS

(Continued from page 44) both southern and western forests. what they produce and how they are reliable sources of quality wood products for Europeans.

VerHorst told of specific plywood applications in France and the Bene_ lux countries, (Belgium, The Nether_ lands and Luxemburg.) Included were examples in shuttering, Sturd-I-Floor, use. of CDX and plywood in crating and construction situations. He also gave an outline of the American plv_ wood Association's quality testing program.

The well-received seminar was just one more wave in America's widening beachhead as it seeks to wrest a size_ able portion of the rich European market away from well+stabliihed competitors.

Marketing Plan

(Continued from page 48)

The association plans to employ comparative cost data now being gathered to show a definite advantage in using Permanent Wood Foundations over concrete slabs. According to association figures, a joisted floor system adds approximately 2,2N board feet of lumber to each house.

WWPA also is cooperating with the mobile home industry in an effort to put more pressure-treated wood foundations under manufactured homes in the future. The Permanent Wood Foundation enables buyers to qualify under HUD Sec. 203b for mortgages with long-term loans and usual loan interest rates when they place doublewide models on their own lots.

Barrett emphasizes that lumber retailers are the key to the effective distribution of Western lumber, and the retailer-oriented portions of the WWPA marketing program have roles connected to virtually all other userrategory audiences-builders, remodeling contractors and consumers.

PauI does not rest on his fame as the lumberman's symbol of accomplishment. New requirements and changrng conditions keep him alert to progress.

Payless Growth Problems

Lumberjack Stores in Sacramento, Ca., have not been absorbed into the parent corporation, Payless Cashways, without some problems, but we feel good about our company and we're positioned for the future," said Stephen Lightstone, a v.p. in the Kansas City-based building materials chain.

The fast growing company, which incorporated the privately owned 15 store Lumberjack chain in January 1983 for $26.2 million, has 147 stores operating under five names in 17 states. Plans are for the corporation to open 20 more stores this year and another 20 in 1985.

Sales for the company are projected to reach $1.2 billion this year, compared to $300 million in 1980. But the rapid expansion has its price, Lightstone said. Attributing the flat performance to internal reasons, he

Payless found it wasn't easy to mesh a formally organized public company with a privately held firm whose personnel have an informal outlook, Tom Stanton, Western regional vice president, explained.

He said there were "some screwups, some outof-stocks." Personal problems hpve been solved, he added, and "customers are very forgiving to the Lumberjack name."

Lightstone said, "We're still making money in Sacramento, but not as much as we'd like." He estimated the problems wiih Lumberjack have cost Payless shareholders "several pennies" of their earnings per share.

HomeClub, a high volume warehouse operation scheduled to open a 100,000 sq. ft. outlet in Sacramento next spring, will be four times the size of a Payless Cashways outlet, but

Payless Cashways stores, according to Lightstone, have an edge over their warehouse brethren with the on-site. full-line lumberyard at each store.

"We believe something like 6090 of all remodeling, repair, rehabilitation and maintenance projects start first in lumberyards," he said. "Our competitors don't have them. We get the customers first and if we serve them well, they will come back."

Payless, long aimed at the d-i-y trade, now is targeting the tradesman group which they define as individuals who earn at least l9o of their income from home improvement work. This category which represented l79o of the Payless customers three years ago, now comprises 3090 of their customers and 4090 of their sales.

Dale Pond, another Payless vice president, estimated that the home improvement field is a $60 billion a year market that is growing at ll-120/o a year during the company's recent presentation to a group of 70 Sacramento stockbrokers.

New Medco Owners

Medford Corp., Medford, Or., acquired by Amalgamated Sugar Co., Ogden, Ut., after a two month takeover battle, will be headed by Harold C. Simmons, Dallas, Tx., financier and Amalgamated chairman and ceo.

Amalgamated appointees also are filling board vacancies created by the resignations of Alger Chaney, James Fentress, James Holland, Russell Hogue, Eguene Fife and David Peterson.

Amalgamated, which has purchased 749,128 shares of Medford Corp. for $44 each, currently holds about 1.5 million or 61.690 of the outstanding shares.