Merchant Magazine - December 1967

Lumber a Building Materials

Fuerything fro,m grope,stokes to lofficied beoms

When you hove o customer thot wonts something in Redwood, we hove whot it tokes to help you get it to him fost. Whether it's o speciolty item, or run-of-the-mill o big order or smoll, you don't hove to keep o big inventory on hond. Just coll us for bigger sovings (ond bigger profits) oll 'round.

Soles ogents for leoding Redwood mills-olso represeniing producers of top quolity Douglos Fir, White Fir ond Ponderoso Pine.

33rd YEAR U

oFs ICE TO RETAILLUMBERDEALERS AND INDUSTRIAL USERS

We wish to thank our many friends who have made possible any success we may have achieved in our 33 years of service to the industry.

1968 will be our 4th decade of servicing the Southern California area. It is our sincere wish that we may be permitted to be of further service, not only to the users of wood products but also to our community, our state and our nation in following the teachings of The Golden Rule.

Brush Industrial Lumber Co.

Specializing :y epyl,yltian and' Nortbern Hard,nd,s - Hond,uras iVlabagany -

Philippinc MabogantTeakand otber Importcd llard.nmds

Qmlity Sugar Pine and Pondcrosa Pine

Seagon'B @reetingg to Dou g\[

Western Lumber a Building Materials

FEATURES

LEAD-OFF OF THE MERCHANT'S BUSINESS FORECAST FOR '68

WWPA TAKES A LOOK AT TT{E LUMBER MARKET FOR NEXT YEAR

LASC'S ANNUAL MANAGEMENT CONFERENCE "BEST EVER''

SHINGLE AND SHAKE SALES TO SOAR IN '68

INCREASED CROWDS AT ANNUAL MANAGEMENT SEMINAR

REDWOOD SALES ACTIVITY LOOKS STRONG IN'68

GROWTH FROM FINDING AND FILLING A MARKET NEED THI] AUTOMATED SALESMANSMOOTH SELLING SERIES

MATERIALS DISTIRIBUTORS OPTIMISTIC FOR '68

PLYWOOD ASSOCIATION FORECASTS UPTURN

NLBMDA CONTINUES ITS REORGANIZATION EFFORTS

NATIONAL FOREST PRODUCTS WEEK GETS GOOD HONK

FRIDAY THE 13TH CONCAT SPARKS BIG MEETING

STAG ANNUAL AT CLUB DRAWS A GOOD CROWD

WOOD MARKETING, INC., CONTINUES ITS SUCCESSFUL PLAN

MASSIVE MANUFACTURING PLANT SERVES ENTIRE WEST CONSTRLTCTION WILL PICK UPF. W, DODGE FORECAST

NEW PRODUCT PROFITS

Publiaher A. D. BeU, Jr.

Manrging Editor David Cutler

A$aociato Edltor anil

Aalvortisinc Proiluction

Riahard Heckman

Circulatlon Department

Martha Emery Publishers Representati vcs

NORTHERN CALTFORNIA & PACIFIC NORTHW'EST

Max coolr, advertising and news, 420 Market Street, San Francisco, Calilornla 94111, Phone (415) Yukon 2-4797.

SOU'I}II'RN CAIII'OIINIA

Jerry lltcl(ey, advertislng and news. 412 West Slxth Street. Lot Anseles, Callfornia 90014, Phone (213) MA 2-4ffi5 or MA 2-0670.

CHICAGO

N.C. "Budd" Bellow, advertising and news. 11250 South Halsted Street. Chicago, Illlnols 60628, Phone (312) ?48-3351.

NDW TOBK

Hal I(. Poritz. advertising and news. 246 Fifth Ave., New York, New' York 10001. Phone (2].2) Murray HiIl 4-6733.

EDITOI'IAL OT'FICES

WESTERN LUMBER & BUILDING

MAfERIALS MERCIIANT is published month.lv at 412 West Sixtb Street. hE Angeles, California 9t 0t4.'Phone (213) llAdison 2-4565 or MArlison 2-06?0 bY Californla Lumber Merchant, Inc. Please addiess all correspondence to office of Dubltcation. Second-class postage'rates paid at Los Angeles,.cal. Advertising rates upon request' Subscriotiorr ftates-U.S., Canada' Mexico- an(l Latin Amerlca: $4one year; $7-two years; $9-th-r-ee vears. Overseas: $5-one Year; $a- iwo vears. Sinsles copies 50y'. Back copieis ?51 when available'

Chance of Address-Send subscrip- tion orders and address changes to Circulation DePartment, Western Lumber & Buildins Materials MerChant. 412 West Sixth St., Los A4seles. Calif. 90014. Include adtiiess' tanet from recent issue il possible, Plu.s nelv address' zone number or zlp cooe.

The Merchont tllagazino serves the members of the:- Arizona Retall Lumber & Bullders SUPPIY Association. Phoenix; Lumber Merchants' Association of Northern California, Los Altos; Montana Buildins Materials Dealers Association.- Helena; Mountain States Lumbei Dealeri Association, Salt Lake Citv and Denver; Lumber Association of Southern California. Los Anseles: Western Building' MaterialS Association, Seattle' THE MERCHAIIT is an ind,epend,ent rn&gaz'ine published, rnonthlu for those nxernbers of the lttmber and builcling materials industries uho need and want factual, accurate news and an objectiue &nalAsis of eaents and products of concern to them i,n bustness.

fqnarly CAIIFORNIA LUrlBER MERCHANI

"The Nome of the Gome is living"

\f/E FIRST heard this expression from a re' Yv tailer at the Forest Products Merchandising Council meeting last month in Williamsburg, Vir' ginia. He was telling us about the upcoming nation-wide promotional program, instituted by the National Association of Home Builders (NAHB), to influence the public to aspire to a new home or apartment. This theme will be used:

By NAHB: The Name Of The Game Is LivingExplore a New Home Today.

By National Manulacturers: The Name'Of The Game Is Living-Explore New Homes Built with Materials from XYZ Company.

By Local Home Builder Associatiltns: The Name Of The Game Is Living-Explore California Homes Today.

By Associate Members: The Name Of The Game Is Living-Explore a New Total Electric Home Today.

See the possibilities? For the first time in history a program to ofier the buyer a better way of lifea new home-has come out of the lecture hall into real life.

The action? At the local level to increase real estate market activity-ad mats for local newspapers; counter cards; press releases; matchbook covers; bumper stickers; badges and buttons; banners; posters and bus cards. At the national levelmagazine, radio and television programs and ads.

Mr. Retailer, a program devised to bring traffic to your door will start this spring. Manufacturers will be coopelating. A highly placed stafi man of a national association remarked to the distribution section of the lumber industry at the Merchandis-

ing Council, ooWe got your message loud and clear," referring to their repeated admonition to 'osell the whole house" concept.

We think this breakthrough will benefit every' one connected with home building, and certainly the retailer. Need we suggest that an ofier by the retailer to cooperate with his local home builder association in the local aspects of this program should pay handsome dividends?

New Directions

fN A BROADER vein we note with pride and r pleasure what might be called "New Directions" in the Forest Products Industry.

Too long the industry has sufiered in virtual silence when certain individuals and organizations identify it as "despoilers," 'ocut and get out artists," oorobber barons."

At the recent meeting of the National Forest Products Association in New Orleans it became apparent that not only are its leaders aware of the danger but are taking positive steps to bring the industry story forcefully before the public and the body politic. Witness a first ever two day Legislative Action and Public Afiairs Seminar attended by 50 top legislative and public relations executives from all segments of the forest industries.

It was a think session and no action was taken. Good solid recommendations for improving the industry's image were evolved, however, and referred to appropriate committees.

Another long step on the road to "one voice for the industry." We pray this brain child continues marching.

J.H.Baxter rcally means business. . . foryou

Baxter pressure treated wood-chemically preserved to resist decay, insects, fire-can put extra profits in every dealer's pockets.

This segment of the lumber industry is growing fast. New uses, new and better preservatives, new building code acceptances are increasing the demand for Baxter pressure treated lumber every year.

J. H. Baxter has pioneered in the development of better preservatives, better techniques-so that today there is a right preservative treatment for every specific use. That's why Baxter is a leading producer

of Pyresotffire retardant studs and ptywood which are always kiln dried atter treatment; of Chemonitedo plywood a nd I umber for sil ls, porches, deckg fences, etc.-wherever protection becomes an economy.

Hundreds of lumber dealers now stock high-profit Baxter products. They like our dependable,fast delivery-mixed or straight cars-of kiln-dried material packaged for easy unloading. They like the growing sales.

Are you getting your share? lf not, call, write or phone our nearest sales office. We'll tellyou more.

In this issue, The Merchant Magazine has collected the best thinking available on what 1968 holds for our business. To do the always sticky job of forecasting, we have enlisted the help of the Western Wood Products Association, The California Redwood Association, the Red Cedar Shingle and Hand Split Shake Bureau and others. Additional business forecasts are scattered throughout the magazine. We hope this major collection of business information proves a real value to you in your planning for 1968'

The Editors

BUSINESS FORECAST '68

WWPA looks at the year ahead

CONSTRTICTION markets will be up v next year along with heavy military needs {or lumber, but raw material supply may limit production.

by WENDELL B. BARNES executive vice president Western Wood Products Association

HOUSING STARTS: Should be up about 100,000 over 1966. In tlre past two years there were only 2t/, million starts but at the same time there were 3[ million marriages. It is siqnificant that rental vacancies are at their lowest since 1959 and are headed lower. Housing shortages will develop in more of our major metropolitan areas even though there is expected to be an increase in private starts from about 1.3 million this year to about 1.5 million in 1968.

NON RESIDENTIAL BUILDINGS: F.

W. Dodge Co. has predicted a ten percent gain for stores and warehouses which slumped in '66 and '67, and. a three percent gain for religious building, generally , a s:eady year-to-year market. The most important structural uses for lumber in this area are in schools, churches and shopping centers.

MORTGAGE FUNDS: If funds are adequate, or even if they are tight, a crunching halt to construction, as in 1966 seems unlikely. Savings and loan associations have had a good inflow of funds. They

are both more liquid and less heavily committed than in '66. It seems likely that the Federal Reserve authorities will be more careful to keep home builders in business, especially in vielv of the increasing shortage of dwelling units.

MILITARY USES: The demand for lumber, partly for construction in Vietnam, but even more for use in boxes, crates and pallets needed to ship vast quantities of munitions and supplies has grown rapidly in the past two years. Military procurement o{ softwood lumber has increased from less than a half billion bfm in 1965 to around l)/2 billion bfm this year.

RAW MATERIAL SUPPLY: The supply problem is two-pronged: Adequacy of the total raw material supply to meet demands for lumber and other forest products-let alone log exports to Japan. Second, the adequacy of the share of the tctrl that goes tc each of these end uses.

Another unknown in the 1968 picture is the question o{ how many mills may run short of logs in the strong spring market I as a result of last summer's severe fire wea- | ther. If logging crews can get into the I woods early next spring, there shouldn't I be too much trouble, but if it's a lete I spring, the supply of lumber can get tight. I

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Perry AcuffBert AdomsPerry AdcockA. D.

AdkinsFloyd AdkinsonJock Allenbylen AllisonChorlie AmesDick AnowoltTed AndersonBob ArkleyRobin ArkleyOrville

Armstrong$qt6ft6o ArmstrongFronk tq{s; - Honk Boiley-Jock Boker-Rolph Boker-Ted Bornes

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Copt. Ernie BlissEd BluntHorry BoondEd

BoiesDick BoothPhil BornBill Broley -

Horold BrottenBud BrennonOrville lTgssee - Bob BrownHol BrownHerb BrownStonley

BrownAl BufkinJoe BugleyNorb Bundschuhl(sn Burkesl{e6E7 BurnobyJock lullgy -

Poul ConpbellPoul Conto -' Rolph Cordwell -

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J. O. ChiltonEsther ChongMerwin Clork -

Qfruck CloyBill ClemoFronk ClemensQgoygg

Clough --Herb CobbteBob CollierJim Colli-ns

Red CoonsFred CoutureBill CowlingBill Cowfing, t7.Oz CrenshowBing Crosbypuqns

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Dick EmisonRoy EngstrondErik Engstrom -

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Bob FremdBob FujimotoBob Gollegher -

John GonohlWoyne Gordnergsn Gord'iner -

Goy_ford-99or9. Geib- Peter Geib-Dungon Gibson

Mox GormonQgnE Gouthier _ Jim Gouthier _ Bob

-George GibsonPhil Gilbert-Denny Gilchrisr-Jim

Gilchrist-Gene Girord- Dole Goodwiri-John Gordon

-Jim Gormon- Richord Groy- Len Green

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Jqlln HomptonL. M. HomptonBill l{qnEn -

Ben HonsbergerBob HonselJ6fin l{qymEl -

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l9y -HebertAl HellerDon HelmigGordon HendersonLotty HendersonBill Heindonleu

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HirookoFred HitchinsRon Hite=_ Bert Holdr6n

Poul HollenbeckFred Holmesf,en Hopkins

Bill HormuthJim HormuthDick Hoskiris -

Jock HostetlgyRoss HostetlerSherm l{syf

Howord Hug_hesJock HugheyBill Hunter ' Cy

lwingDick JohrousJie JohrousChuck

JenkinsJim Johonsenpgnni3 JohnsonQge;gs

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J_ohn Kelley__- Russ KeltsA. L. KerperMeod

[!lb_"VChet King a J. C. KleinR6ger Knox - Bill KnudsenTed KnudsenBill KoffoidLowell

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Jim LindernonCliff LindholmJock Lindsov

Worren LindsoyWolly LingoQygnl Lovegren

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OlsonOliver OlsonWhitney OlsonFroniis

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Wholesole Lumber

LASC's 17th annual management conference called "best ever"

"D)ROFIT IS the name of the game" r was the topic for lumbermen and their wives who gathered {or a three-day work-play session at the Lumber Association of Southern California's annual Management Conference.

This year's conference-LASC's 17th annual-was labeled 'obest ever" by executive vice president Wayne Gardner.

Highlight of the session was the election of John Sullivan of the Western Lumber Co. retail chain headquartered in San Diego, as president. He succeeds out-

going president Pete Speek of Fremont Forest Products.

Other officers are George Clough, Tacoma Lumber Sales, vice president; Robert Sievers, Fisher Lumber Co., treasurer; and Bill Hanen, Al Peirce Co., secretary. Re-elected were Wayne Gardner, executive vice president and Jeanette Share, executive secretary,

Keynoting the kickoff session was a speech by Bank of America's John F. Gensley, vp., real estate development, who urged con{erees to "start plnnning now

-but d,on't stampede." The speaker out' lined the recent sorry state of the home' building industry in southern California and offered some predictions as to the future of the business, gathered by what he called "the famous-or infamousGensley method which I developed when I got tired of quoting an endless array of statistics."

"The trend has changed," he concluded. "The turn about will be gradual atfirst, continuing modestly through 1968. Then there should be a fairly rapid acceleration to a two million plus starts per year."

Story qt s Glsnce

A flood of facts plus new and old ways to better manage your business were the fare at LASC's always good Management confer: ence.

"New housing starts in the nation in 1968 should approach I[ million units as compared to an estimated Il/+ million for this year. In California, however, the recovery is expected to be much sharper with starts approaching about 160 thou' sand units, nearly 40 percent above the Ievel of starts now expected to be realized this year, he continued."

The opening day's a{ternoon session featured a panel discussion dubbed "Profit This Year Because ."

Retailer William Wyland of Pine Tree Lumber, Escondido, emphasized return on investment and urged dealers to work with realistic figures in determining their costs.

"Put something relatively realistic on your property especially. It's easy to make a nice return on book value," he advised.

Lane Lumber's Skip Gregg outlined the pitfalls of selling high quality lumber products to industrial users. ooThere's no lien law to protect you in selling indus' trials," he said, adding that credit losses were his single biggest problem, amounting to about two percent of sales.

Lane Lumber, he explained, operates strictly on a cost system, ooour salesmen don't even have a price book," he continued. "We cost every invoice, tally every load, add unloading, milling and cartage costs, and from there take our markup."

Millman Tom Melin of Rainier Mfg. Co., Rainier, Ore., discussed the profit problem from a manufacturers point of view. He indicated that log supply is becoming an increasingly acute problem, with 74 percent of log production going (Continued on Page 44)

0UT-G0|N0 PRESIOEI{I Pete Speek (lef0 gets heatty "well-done" and handsome plaque from past presi' dent, Jim Maynard. 0) New officers (l-r) Bob Sievers, treasurer; John Sullivan, president; George Clough, vice president and (3) Bill Hanen, secretaty, and his wife.'Marsie. (4) Ralph Russell (r) was named senior director by past president Wayne Mullin. (5) Dorian Ficklins was inducted into Pioneer Lumbermen's Club, receive-d framed scroll from Wayne Gardner. (6)

Speaker Jim Shedden, NLBMDA president, with Wayne Gardner. (7) Another speaker, Art Masters, King Lumber. chats with Russ Fritchie of Palm Avenue Lumber. (8) Dealer John Mullin. discusses mutual problem with Ray Peterson. (9) The Pabco panel, (l-r) Ralph Heim, Gene Gear and Kirk Frederick. Other sneakers included (10) Don Swartzendruber, Davidson Industries and (11) Tom Melin (1 of Rainier Mfg. Co., shown with John Sullivan.

MEXICAN tIESTA drew high-spirited group of revelers (l-r) (l) LASC's Jeanette Share, association insurance man Forrest Faulk, Jerry Knight, San Fernando Lumber. (2) Tim and Priscilla Timmerman, Lorraine Lauderbach, of 0range Coast Lumber. (3) Gawain Logsdon of People's Lumber-Santa Paula and Verl Rhine of Peoples-Camarillo. (4) Pomona Lumber's Ken & Doje Dietel. (5) "Waiter, what's this fly doins in my drink," says MarquariWolf e Lumberrs Steiling Wolfe, Jr. "The back stroke," answers Jack Peterson of Clearwater Lumber as "maitre d'" George Myers looks on. (6) Golf champ Bill Sharp of Inland Lumber

and CHIP's Jim Williams. (7) Tennis Buffs Bill Hanen, Jim Mayna d, Don Sw:rtzend uber, John Sullivan. (8) Bill Murdock of Bayly, Martin & Fay with Tommy and Mary Poole, Carter Mill & Lumber. (9) "Twinkletoes" Dick Freeman of So-Cal Commercral Steel and Mrs. Ray Peterson. (10) Blanchard's Bus Blanchard; Hull B os.' Wayne Hull and Anawalt's Hal Anawalt. (11) Tennis champs Pete Speek and Daryl Bond, Fremont Forest Products. (12) Phil and Lois Gilbert of Coos Head. (13) Bus and Jean Blanchard. (14) Guy Barnett of Barnett Associates augmented Mariachi band, as did (15) Ralph McCulloch of J. H.

Baxter. (16) That's Pete Svenerud of Far West Fir Sales with Inge Swa,tzendruber. (17) Fountain Lumber's Ed Fountain with Lounsberry & Harris'stuart Harris. (18) Sun Lumbe:'s Larrv Quinlan and Tom Supple. (19) Scotty Mclntyre, -Rialto I umber and lVlrs. Dick Freeman.(20)Leon Lauderbach,0range Coast with Ward & Harrington bossman Larry Henderson. (21) Jim and Virginia Gibbons, Waid & Harrington. (22) Menacing The lVerchant's photographer is Stephen G. Fieeman Co.'s award-winnins salesman Steve Fteeman as Koppers Co.'s Beryle Chasteen looks on in delisht.

BUSINESS FORECAST '68

Shingles & shake sales to soar in '68

Ft' [roR THOSE wHo put their stock in # r' production curves, the top of the red $;, cedar shingle and shake chart may have S;i-' to be extended. After a nervous performbt". ance over the past 12 months, both shinF.J -gles and shakes have surged upward and

Pent-up demand, riding on the heels of easier money, has finally caught hold at the production level and inventory replacement has most mills working double shifts. In spite of volume, however, the strength of market demand is expected to put ,both shingles and shakes in short supply when the spring building season takes hold.

Although roofing and over-roofing still

constitute the big market for industry products, the big surprise in 1967 has been in the swiftly increasing use of both shingles and shakes on walls. One major factor in this upswing-the trend to garden apartments and other multi-family unitsis expected to continue through 1968, and industry marketers are tailoring specific advertising and merchandising plans on this premise.

A second wall market for shingles and shakes has materialized in light commercial construction, resulting from a combination of low cost application and the architect's continuing appreciation of de' sign flexibility.

In the West, the forecast is good in spite ofa mixed new residential start

by the Red Cedar Shingle and Hand Split Shake Bureau

picture. During the 1967 slump, heavy emphasis was put on over'roofing and reroofing and this helped substantially to tide the cedar roofing industry over what threatened to be an uncomfortably tight situation.

Among recent trends which have strengthened the picture is the popularity of shingles and shakes on Spanish and Mediterranean styles of architecture. This latter, coupled with already established markets in commercial construction and apartments, provides a stable base underneath the volume residential market.

The cedar-asbestos system for light commercial construction continues to have a substantial impact. From a standing start only two years ago, this new system -which combined cedar shingles and shakes with asbestos paper-has now ac' counted for over 3,500 new applications in California alone.

Designed as an improved fire-resistant system, the cedar-asbestos combination has provided the architect and builder with a cost advantage over the several "Class C" retardants now available. In fact, the availability oI both the cedar asbestos system and improved retardant formulas has substantially improved the market position of shingles and shakes, particularly in fire zones where the products were not previously allowed.

Industry officials have indicated that a otnew era" may well be just around the corner and are now researching for even further advances in fire-resistant roof applications.

SHlt{GtE UVAttS MUUIPLY with the advent of stylish garden apartment complexes. Although roofing continues to be the "bread-and{utter" of the ir dustry, a rash of eye-catching shingle and handsplit shake sidewalls have appeared, spurred on by low installation costs and modest maintenance.

Weslern Lumb'er t luilding Moteriqls ,IiERCHANT

Whether it's Tacoma or Timbuktu, you have a man on the job making the best deals possible when you include Penberthy in your operation, Our relationship can help you reach out for your needs anyplace. ..anytime. Chances are you can reach right into the seven million feet of hard and softwoods in our Los Angeles yard for your needs.

And, availability isn't all you get, A very efficient mill with every kind of

DELIVERED TO YOUR DOORSTEP

a machine you can think of will produce any detail you want. On top of this, we maintain one of the best and biggest dry kilns in Southern California for the man who needs precision lumber. We don't want to seem pretentious, but we also have a fleet of trucks ready to give your orders posthaste action, Or, should you send your vehicle in, there's no wait at all.

ln all modesty we must admit we have mountains of walnut, teak, birch, ash,

poplar, rosewood, wormy chestnut and many of the more mundane species waiting for your command, For a carload or a cupboard door, call us.

Increased crowds attend annual management seminar

TOP INDUSTRY speakers and an active r and dynamic membership combined to make the recent Lumber Merchants Association third annual Top Nlanagement Seminar a record breaker in every respect. ooour program was extremely varied this year and it's our belief each and every person took home some new money-making ideas for his firm," LMA president Art Masters commented.

Eighty dealers and suppliers participated in the two-day seminar held during late October at Beautiful Asilomar lodge on the Monterey Peninsula. The attendance was a 40 percent increase over last year.

' Marketing expert Paul Hollenbeck, executive vice president of the West Coast Lumber Inspection Bureau, was lead-off

man and in no uncertain terms told the group that pricing was one of the biggest

Story st d Glonce

Good information on management, its whats and hows draws record crowd. Speakers included real business pros. Program was varied to reacn greatest interest area3.

ills facing the industry today. "You must charge your customers for every service you perform," Hollenbeck stressed. He also told the northern California dealer group that some retail building material dealers in the U. S. are making nearly 35

percent, but that most dealers are making a disappointing six. o'There is plenty of room for a satisfactory profit in this business and you should have a minimum goal of 20 percent."

Weyerhaeuser's Carroll O'Rourke and an impressive team of advertising experts conducted the afternoon session on advertising and merchandising. Assisting O'Rourke were Bob Steinkamp of Weyerhaeuser, Houston Levers of Cole & Weber Advertising, and direct mail specialist Cliff Mayne. Perhaps the biggest jolt that came out of this session was when agency rnan Levers played some tape recordings as examples of how badly some dealer telephones are answered.

The company image is on the line when (Continued, on Page 62)

Weslern Lumber & Building Moteriols MERCHANT

AT ASIL0MAR-(I) Management counselor Bert Calvin and LMA vice-president Les Ley. 0) Marketing expert Paul Hollenbeck, executive vp of WCLIB. (3) Yaeger & Kirk's Dave Kirk taking coffee break with other "students" on beautiful grounds. (4) Speakers Cliff Mayne, Weyerhaeuseds Bob Steinkamp and Tom Jordan. Masonite. (5) The "Who's Who" of dealers and suppliers included Les and Martin Spitzen, owners of Tahoe City Lumber Co. (6) Howard McCulloch of

Yosemite Builders Supply, Cross Lumber's Dick Cross and Jim Webber of Hubbard & Johnson. (D Gordon Knott of Yosemite Lumber. Jim Duart and Minton's Herb Eaton. (8) John Ward and Burt Gartin. owners of Home Lumber, Turlock. (9) Hawyard Lumber's Jim Froggatt. (10) Jack Rose of San Joaquin Wholesale. (11) LMA prexy Art Masters. (14 Carroll 0'Rourke spoke on advertising and merchandising. (13) Yosemite's Ham Knott. Houston Levers. Cole & Weber

Advertising and Cliff Mayne. (14) Minton's Lyle Schafer and E. H. Haunschild, gen. mgr., C. Meek Lumber Co. (15) Lamon Lumber's Ralph Lamon and 0tto Egland of Egland Lumber Co. (16) Webber, Western Sierra's Tom Smith and Joe Helwig of Masonite Corp. (17) Santa Cruz Lumber contingent: Ralph Pike, Les Ley, Harold Carriger and Bob Presswood. The meeting, which dealt with the nitty-gritty of making a buck was held in the serene atmosphere of Monterey Peninsula.

BUSINESS FORECAST '68

Redwood sales activity should be strong in '68

by the California Redwood Association

E]OR The California Redwood AssociaI tion- 1967 has been a transitional year. there have been the beginnings of a change in markets and a general uptrend towards the end of the year, which can be expected to continue and increase in 1968.

While the slowness of new single-unit construction has had an adverse effect on redwood sales, as on all building products, there has been increased activity in multiple-unit dwellings especially of the lowrise townhouse or garden apartment variety-an ideal market for redwood. Progressive architecture's 1967 Report, {or instance, shows a 63 percent gain over 1966 in average dollar volume per architect's office for low-rise multiple units as opposed to a two percent gain for highrise.

Another excellent market for redwood -home improvement-has been active this year partially as a result of the inability of many consumers to buy or build new homes, The momentum of this trend towards remodeling, re-siding, room additions and garden improvements is expected to continue into 1968.

One notably bright feature of this year's market was that quality building, even in single-unit homes, continued stong. Certified kiln dried represents the quality market in redwood, and its sales have re{lected this building trend.

CRA promotion for 1968 will continue to seek and stress new markets, especially multi-unit dwellines and lieht commercial

construction such as shopping centers, small medical centers, restaurants, specialty stores.

In the multi-unit field, the most successful projects have been those which capitalize on more sophisticated consumer demands for residence-like apartmentseach with patios, decks, and central recreation facilities such as saunas, swim' ming pools and club-like recreation rooms.

The l[est can lead the way in this market for it is an extension of the outdoor living concept which captured the imagination of the country in single-unit con' struction in the 40's and 50's. Low-rise, open-plan apartments with redwood siding, decks, patios and recreation facilities create the luxurious home-like atmosphere which will sell the young: affluent, mobile, sophisticated consumer of the 60's and 70's.

Single-unit home construction, now pre' dicted by George A. Christie to rise IB percent in 1968, will continue to be a major target for redwood promotion. Home improvement will also be an important part of this market with new ideas for deck construction and garden shelters now beine formulated.

Redwood plywood has become Part of the CRA family of products and will supplement and strengthen redwood lumber sales.

With these new markets and new products, the California Redwood Association looks to new and stronger sales activity in 1968.

t0W-RISE apartments at Santa Cruz, Calif. Redwood siding, decks and privacy screens create feeling of single unit home in an apartment. Six-unit building has always been full since being built five years ago.

Photo: Joshuo Freiwold

Growth from finding

"fr ROWTH is a matler of philosophy \-t vou can almost will it. We are set up to g.o* urrd prosper and we do."

The man talking is Herb Haimsohn, president and general manager of the Handyman chain of stores that in five years has opened six stores.

o'What we have done here is to find a need in the market and fillit. There

really isn't a term to describe our operation. We're neither a discount house nor a lumber yard, though we often outsell both. I guess you'd call it a lumber-building materials-hardware store for the do-ityourselfer."

Whatever you call it (and some old-line lumber dealers have called it a number of things) the public obviously likes it.

The first store opened in La Mesa, April 27, 1962 and was followed by stores in nearby Pt. Loma, Chula Vista and Escondido. This summer they opened one in Sacramento, the first outside the greater San Diego area.

LOCATION

This newest one, at Kearney Mesa, is well-situated on one of two roads that connect two new, big housing areas just north of San Dieeo.

It is a big, brilliantly-lighted, one story building that makes doing-it-yourself look good even to the an-handyman,

Carefully chosen store personnel contribute the needed know-how necessary to keep the home handyman coming back.

While some of the clerks are the mindless minimum wage type, most are experienced carpenters, builders and the like who have opted for steady work. Handyman also draws upon San Diego's large population of retired persons, many of them from the military for help.

Handyman stresses the home and how to fix it up in both in-store displays, banners, promotions and demonstrations plus in their newspaper advertising.

ADVERTISING

One 12 page' newspaper supplement, placed in the big metropolitan daily, and in two small local papers, was the only major means used to promote the opening. They have tried radio but found it did not deliver results.

The supplement devoted two pages each for housewares and hardware and one page each for decorator items, electrical, plumbing, paint, giftware, nursery and, oh yes, lumber. Only two specialprice coupons were used in the entire piece.

Handyman ads, while stressing price, do not claim to be the cheapest, nor do they get into competitive advertising, i.e., was 69{, now 39{. Their prices are, of course, highly competitive.

man draws buyer from nearby Naval base. (8) lmpressive clock display. €) Caldow Ceemless: live and in color. (10) Power tools display. (11) Ma and Pa look it over. Table saws (1? get attention. Lighting display (13) has each item tagged and priced. All stores are open seven days a week.

EllIlRE FAMIIIES (1) come to shop. P) Customer service booth inside fiont door is staffed by pretty gal. 6) Christmas displays create warm atmosphere. lVire baskets (4) hold wooden table legs. More than a half-dozen checkout counters (5) ar'e used, Freestanding fireplaces (6) are well-displayed. (7) Handy-

narket need and fi lling it

The consumer is their business and their entire business. As one store official put it, "as for the contractor trade, we'd just as soon they'd stay out of here."

Sfory dI d Glqnce

Rapidly growing chain of stores is based on the idea of constant growth. Store jealously guards its image as the one and only place a do-it-your-selfer can get anYthing he wants.

Much of their merchandising strength is in the width rather than the depth of their inventory. A good part of their lumber busint'ss is in fences, so they carry nine kinds of pre-cut fence packages. The same is true o{ as much of their inventory as lends itself to that kind o{ management. Their nursery department, situated outside with the lumber, carries one of the largest insecticide and pesticide stocks in the state. The variety of selection in baskets and fireplace equipment, for example, is also remarkable.

MANAGEMENT

The top management of the six stores is small, consisting o{ only Haimsohn, four buyers, a controller, an advertising manager and an operations manager. Each store has a manager and assistant manager who hire the help they need. Handyman tries to promote from within, even if it means considerable retraining, on the theory that if one of their men really wants to learn, he will.

Projected volume and turnover is figured by department. Lumber, lumped in for accounting purposes with all building materials, accounts {or about one-third the store's gross.

PROFITABILITY

If an item, or group of items do not tie-in with the image they are trying to create they drop it, even if profitable, as was the case with candy bar sales. They say they want to run a Handyman store, not a food store.

They tried a sporting goods department, but dropped it when it delivered too little pro{it for the space involved. It also needed specially trained people to staff it. A tropical fish department was also elimi-

natcd despite the potentially high profit. Seems that beside handling losses, too many customers indulged in the hanky pank.l of putting the seven dollar fish in with the four-bit variety.

The six handyman stores are open weekdays from ten a.m. until nine p.m. On weekends, the stores are open from nine in the morning until six in the evening. The number of employees varies with the day and hour the slore is open.

w.ffi

IARGE SlGt{S (top left) direct customers. Christmas trees and pictures of Santa (upper and lower right) promote s,easonal selling. Other shots show wide

inventory diversity in the partially covered outside sales area. Despite stated milling policy (center) Handyman usually will give one or two cuts free.

SMOOTH SELL'NG

by George N. Kohn, Marketing Consultont Colyight-Gcorgc N. Kahn

The Auiomoted Solesmqn

We hear a great deal these days about automated production; how work has been put on a more efficient and economical basis through the use of machines. This, of course, has brought an attendant problem of unemployment.

Today's salesman may wonder gloomily if he will not someday be replaced by a machine. He knows that white as well as blue collar workers have lost their jobs through mechanization.

I don't believe the salesman has to worry. There are elements of salesmanship which a machine could never duplicate. Factors like goodwill, servicing, etc. depend on the personal relationship between buyer and seller. The techniques of overcoming objections, presentation and closing are structured on face-to-face contact.

The salesman can also take heart from the fact that business and industry are still recruiting salesmen at a good clip and that marketing budgets are expanding.

Bewore of Complocency

But don't assume that the salesmanbuyer arrangement is beyond criticism just because it has existed so long. In business, anything that involves profit is sub. ject to review by management, There is no sentiment involved here. It's a dollars and cents proposition and the men up. stairs will dump any system not producing. The salesman should realize he is no more immune to change than the production line or raw material purchase.

Aulomole Yourself

For this reason, the salesman must, in a manner of speaking, automate himseLt. He must organize his paper work so it to get the maximum benefit for his efiorts.

He should plan the best and quickest route to his customers. He must make sure he sees the right people, the influentials, so he won't waste time with persons who are not empowered to make decisions. He must organize his paper work so it does not cut seriously into his selling time. In short, he must leave as little as possible to chance. There is far too much at stake

for sloppy, inefficient methods. He must have more hits than strikeouts.

If you are selling only two out of fifieen prospects, for exa-nple, you are not fully automated.

. Spur Yourself

Every so often the salesman must apply the spurs to himself ifit isn't done for him. One way to dn this is by setting your goals higher and working towards them.

Supposing you are seeing four people a day. Why not then make a list of fifteen prospects, with the determination to see at least five of them? Immediately you will start reoising and tightening your schedule to take care of the extra calls. You will find ways of squeezing out ten minutes here and a half hour there to give yourself more time for visits. The old adage that necessity is the mother of invention applies here.

Eventually you may find that you have time to call on six of the fifteen and perhaps even more. You have established a challenge for yourself. This is healthy for a salesman. It keeps him from being resigned to routine. It will open up new dimensions.

Influentiols Only

Whom do you see on your calls? Are you talking to the man who can buy or to some fourth string assistant who talks a good game but couldn't give you an order if his life depended on it.

So many salesmen waste time with the wrong man. They deliver brilliant presentations to a person who may appreciate the performance but cannot reward it.

A little investigative work before you call will eliminate this risk. You can find out the name of the influential and make your appqintment with him and with him alone. It's far better to go on to the next call than to spend an hour with someone powerless to make a decision. You'll find yourself having to make a date with the influential anyway.

Soles Soboteurc

Often a salesman is slowed down by things he never gives much thought to.

For example, a badly running automobile can cost you all kinds of good time. It may stall in traffic when you are rushing for an important appointment, Then consider too the time you spend in taking it to a garage for repairs.

How about the location of your home? It should be convenient to your territory. Why drive sixty miles a day just to get to your job? If you are inconveniently located perhaps your sales manager can help find you a difierent place. Besides, if you live closer to your work you'll feel better and have more time to spend with your family.

The Indispensoble Sqlesmon

Ifa salesman is indispensable to his firm he'll never have to worry about being automated out of a job. There is a saying that no one is indisoensable and that's true up to a point. Il a man dies or is incapacitated in some way the company will somehow get along. But some salesmen become so important to the firm, so identified with it, that they enjoy a unique position.

Take the matter of resignation. When some salesmen ofier their resignation management expresses polite regrets and says goodbye. When others quit, however, the boss will practically get down on his knees to induce them to change -their mind. He'll ofier more money, promotion, a better territory-anything to get them to remain. Why? Because these salesmen are so valuable to the company that their loss will be keenly felt.

The Leorning Process

Are you automating yourself? One way to find out is by taking this little test. If you can come up with ttyes" answers to six or more questions, you have little to fear from a machine.

l. Are you using the best and quickest route for your calls? Yes E No ,n

2. ls your car in top operatins mfjli5t n, O

3. ls your paper work organized to leave you sufficient time for calls? Yes ! No iE

4. Are you seeing the influentials when you make calls? Yes ,! No D

5. Do you set goals for yourself, even if they are not completely attainable? Yes .D No I

6. ls your home convenien, ,r rT;,lH,,Kot,O

7. Do you feel you have something new to learn about selling? Yes ,fl No 'E

8. Do you think that management would make a great effort to get you to stay if you offered your resignation? Yesrl No I

9. ls every day a new challenge lorrt3t no O

10, The Compeddon sion. Each lesson is available in an.expande.d form, in.a lng.Di_v_i1ion,.-Pe_partpent TP,-212 Fifth Avenue, N"- ii. ritnE--A-ntii- +P?q.brochure,.size8''xll,printedin-2colorsonwhitcY6Ik,.N.Y.i00l0.....^'__.---

REPRINTS FOR SALESIMEN . this is a @ndensed yer- peoryq N.. Krbr Co., Marketing -Coosultants, Sales Train-

Listed here are the titles of the first 24 lessons in the 6. S"iii""-.1"-fa." ring binder. Eac! supje.ct- ilt this exp-anded ve-rsio_4 is fully "Smorth Sjling" Sales Training Course. , md completely developed in comprehensivc detail and in'-

l. glossy pap€r and is 3-hole pugched to fit-any gtan4arq 3-

19. How To Dlslodgc A ProsDcc{ Fro|n An Edsdng S@pIcl

1. The Sole3Dsr ls a

14. Bulng Commltte€3 Are : 4q4es a self-examination quiz fof Salesmen. Prices are as V,I.P.

6, You Arc A Goodril ncre To Stsy follows:

2. Are Yor A SrlccDar? sdcrD.r, Too

15. Thc Automatcd Seles.

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3, Get Acqudntid Wfth

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20. MaHng Sdcsucn on Customcn

21. R€pc|t (hdcr! Are Not Accldctrtd

22. Room At Tho Top

4. Yontr On-8fage Intcrvlct

t. Eor -To sct Up An fc. ssmptet C.r,t TrI(

7. Clo6hs ft;-geh Eu

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17. The UncrDcctcd Lcttrr

23. You Muct. GIYG Morc To Get ltfiorc

' ThG G-ntirc 8cri6 lnay be _prc-ordered or individual artlclcs - o|rt Annunlilotr Roundi,

18. ProDGct or p€rlrh r Ely bc ordcr€d by numbcr addrccs ordc8 to tho When orderlng, please mentlon The Merchant Magaelnri.

24. Runnlng llto thc R[dc BqYCr

Weslem Lumber & Buitding lVloteriols mEnCllANT

DeDend,able .t-

6tD" rneans depend,able here at Dant . . . dependable source of quality lumber, millwork, moulfings and cut stock . . . manufacturers of Ponderosa Pine, Sugar Pine, \ffhite Fir, Hemlock, Spruce and Cedar. Dependable service in dispatching orders without delay try rail or truck and trailer.

NOW! Disfribufors of Colilornio Block Ook (Red). Kiln dried ond green 4/4, 5/4, 6/4, 8/4, up to 20' lenglhs, FAS, #l common ond selecf, pollel grodes, pollet shook, plonks ond timbers.

fDa,rrt Forest Prod-ucts. Inc.

135 Willow Road, Menlo Park, California Phone 322-lA4L (Area Code 415) Teletype: 4L5-492-9347

SmM '/effiHInfi$

DECEMBER

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

Hoo-Hoo-Ette Club 1-December 11, monthly meeting. Tahitian Village Restaurant, Downey, Calif.

Redwood Inspection Service-December 12, directors meeting, RIS office, San 'Francisco, Calif.

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

Los Angeles Hoo-Hoo Club 2-December 15, golf and dinner meeting, Walnut Valley Country Club, Walnut, Calif,

Oakland Hoo-Hoo Club 39-December 18, tour of National Gypsum Co. Richmond plant and dinner following.

Salt River Valley Hoo-Hoo Club 72-December 19, monthly tourney and dinner, Indian Bend Country Qlub, Arizona.

Sacramento lfoo-Hoo Club l09-December 20, Annual Christmas Party, Sherwood Room, Sacramento, Calif.

JANUARY

Albuquerque Lumber Merchandisers Association-January 3, steering committee, Village Inn Pancake House, Albuquerque, N.M. Hoo-Hoo Club 63-January 16, dnnual Railroad Nite, Ingomar Club, E rreka, Calif.

Los Angeles Hoo-Hoo Club 2-January 19, dinner meeting, Palos Verdes 'Country Club, Falos Verdes, Calif.

Shasta Cascade [Ioo-Hoo Club 133-January 19, Annual Celebrity Nite with The Snark and Supreme Nine Members, place to be announced, Al Kerper chairman.

Mountain States Lumber Dealers AssociationJanuary 25-28, annual convention, Denver Hilton Hotel, Denver, Colo.

FEBRUARY

Wegtern Building Material Association-February 2-3, 65th Annual Western Exposition, Portland, Ore.

Albuquerque Lumber Merchandisers Associationpshuapy J, steering committee meeting, Village Inn Pancake House, Albuquerque, N. M.

'Western Building Material Association-February 10, reconvened exposition, Hawaii tour.

New Plon to Sell Mortgoges

The securities market can be tapped to increase the flow of funds into home mortgages, Raymond H. Lapin, the Federal National Mortgage Association president said recently.

He explained a proposal now before Congress which would make FNMA a catalyst in bringing security-minded investors, like pension funds, into the mortgage market. The proposal authorizes Fannie Mae to sell participation certificates against pools of mortgages held in its secondary market portfolio.

T}IE KEY CORPORATION

I9l No. Lilac. Box 189. Ri.dn, Cal.il. Telephone Area Cod,e 714 875-2060 the

MR. REIAII. DEAIER:

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ROAD

ERHAPS THIS year we can't do the things we are accustomed to doing at Christmas time; suppose economy DOES dictate restrictions on your spending and distriseason have got to be curtailed.

But there's one thing neither panic nor financial restriction can take away from you, and that's the opportunity-the privilege of being'owondrous kind."

To restore the original idea of celebrating the Christmas season, would be a great and good thing for the sake of mankind. For we have turned what was originally a day of peace and happiness into a pagan holiday; we have substituted gorging sousing and an orgy of foolish spending, for simple, kindly and inexpensive joy.

Let's practice the {ollowing things in preparation for the holidays: exercise our grin; lubricate our smile; mellow our laugh; soften our expression; mobilize our friendliest words; make our handshake more genuine and warm our hearts.

Let's have a kind,ly Christmas.

W'hen Christmas time comes and the choristers sing, With voices fresh, lilting and true, I'd like you to know that the fond words they fling,

BY JACK DIONNE

| 882-t 966

Are things I am thinking of you. I'd like to join in and sing carols to you, But it's not as easy as that, I am forced to report (don't you think I'm a sport?) That my voice is horribly downright, deplorably FLAT. So just let me say, In my slap-happy way, "Good luck without end, To you, my good friend,"

God rest ,"* t"tl, Ir,,lo""r,t., While innocence endures, A sweeter Christmas than we to ours, May you bequeath to yours.

,rG -ogden Nash

The turkey was almost a nervous wreck, A sad and disconsolate creature. Thanksgiving was always a pain in the neclc, And now it's a double feature.

-Georse E. Phair

SEASON'S GREETINGS from Bill

Johnson

John Polach

Larry Hansen

Walt Hiort

Gary Simmen

Ruby Spoor

Ethel Vizzard

Lori Rucker

Cook

Senqte OKs Redwood, Other Pqrks

The United States Senate passed the bill to establish a 61,654' acre redwood national park in the Mill Creek and Redwood Creek areas of northern California, November l.

After extensive, and at times, emotional floor debate, the Senate approved the provision for the exchange of the Forest Service-managed federal Northern Purchase Unit for private land. The amendment to eliminate the land exch,ange provision was defeated by a vote o{ 51 to 30. Southern senators lead the fight against land exchange.

The bill was approved by a vote of 77 to 6 and sets an authorization ceiling of $I00 million for the park. The lumber industry has estimated that the park will cost at least d,ouble that figure. The House Interior Committee is not expected to consider the measure until field hearings are completed next year.

Moving hastily, the Senate also passed a bill creating a federal recreation area of some 1.25 million acres in the State of Washington. The measure would establish a 503,000-acre North Cascades National Park, a 62,000-acre Lake Chelan National Recreation Area, a 105,000-acre Ross Lake National Recreation Area, a 520,000-acre Pasayten Wilderness Area, and increase Glacier Peak National Wilderness bv 10.000 acres. House action is unlikely until next year.

Higher Interest Rotes?

Interest rates are likely to edge higher in the next three to six months, predicts the Mortgage Bankers Association of America. Mortgage men feel that Congress' probable rejection of a surcharge will mean government borrowing to finance a record deficit, pushing up interest rates and restricting loans that might go into housing. Then, the Federal Reserve Board might tighten credit as it did last year.

The light construction industry generally favors a tax rise now, fearing a tight money economy might touch off similar devastating consequences as occurred last year when the construction industry was clobbered.

Northwest Distributors Convene

Distribution and management were the prime topics at the eleventh annual Northwest Building Materials Distributors Association convention held recently.

Jack Parshall, editor oI Build,ing Supply lVeaus, Robert D. Peterson, president of Palmer G. Lewis Co. and Jack Epstein spoke to the group.

Clay Blackstock, Blackstock Lumber Co. in Seattle m.c.'d and Phillip Harris o{ Palmer G. Lewis was program chairman.

Distribulors Optimistic for '68

Addressing the first general business session during the l6th annual meeting of tfre National Building Material Distributors Association, Joseph F. Dillon, president, stated, o'seoeral manulacturers haue ind,icated, a three to lour week backlog is d,eael,oping and I am hopelul tlwt we haue now turned, the corner and, lace a resurgence in our markets."

On this note of optimism, NBMDA's largest convention began.

The first day featured a session on data processing. A panel, consisting of six distributor members, reviewed their firm's equipment and systems thoroughly; samples of forms and printouts were distributed to the audience so they could easily follow each presentation. In addition, each panelist showed colored slides of their operation and equipment rooms. The panel was moderated by William J. Salmon, Associated Building Centers, who has extensive background in EDP. Panelists were: P. W. Marks, Tulane Hardwood Lumber Co.; P. G. Lewis. Palmer G. Lewis Co.: E. D. Grojean, Cape Supply Co.; A. M. Ewing, Wm. Cameron & Co., Wholesale; and J. F. Jentis, Newark Steel Products Co.

That afternoon was devoted to concurrent sessions of the five NBMDA Product Councils, viz general commodities, specialties, lumber, plywood, and millwork. Each reviewed problems and discussed ways and means to improve the sales of the product group.

The delegates spent the second day attending a general busi. ness session featuring three top industry speakers during the morning, and visiting over 100 D/M Comcen (Distributor/Manufacturer Communication Center) suppliers' booths during the afternoon.

An informal 'oTown Hall for Distributors" on the last morning of the Convention completed the busy schedule. During this session, 25 tables were designated with 12 warehouse operational problem areas. Those attending were free to sit at the table of their choice for a round-table discussion of their particular area of interest. The session was then summarized by each table's discussion leader.

Total attendance was over 850. This exceeds the last year's record breaking convention by about 100 persons.

Membership of NBMDA consists of 500 wholesale building product distributors operating approximately 800 warehouse locations.

Plywood Upfurn Forecqst

Plywood production in the United States is expected to reach 14.7 billion sq. ft. in 1968, an increase of about eight percent over 1967 levels, the executive vice president of the American Plywood Association, James R. Turnbull, forecast.

He based his prediction on the assumption that there will be a tax increase early next year and a curtailment of government spending for domestic programs and foreign aid.

Turnbull said his projections are also based on the probability of 1,500,000 new housing starts in 1968, an increase of about 400,000 over 1966 and 1967.

"Back in the I950's, we considered 1,500,000 new starts a normal housing year," he said. "But on the performance of the past three years, it can be considered a modest boom year.oo

Discussing the shortage of mortgage money that has been responsible for dropoffs in housing starts, Turnbull said he believes that neither Congress nor the administration will permit a repetition of recent monetary policies in an election year.

toHowever," he added, "sins of omission can be just as deadly as sins of commission, and unless our national fiscal poliry is wisely developed and prudently administered, the tight money problem will remain with us."

Turnbull lauded the plywood industry for "refusing to sit down and fret about the woes that beset the housine market in recent months.tn

Chlef of fhc Rrdvoodr

Dealer's national is reorganizing

The National Lumber and Building N{atelial I)ealers Association, meeting in Williamsburg, Va., recommended enhancing the image of building material dealers befort: Congress, federal agencies, industry groups and the consuming public.

Presiding thloughout the alrnual meet' itg was President James Nt. Shedden. There rvere 320 persons at the {our'day fall meeting.

Prt'sident Shcdden remarked that the National's internal problems had been interpreted and solutions for them worked out by a €lroup o{ dedicated dealers who

participated in the N[ay Congress in Washington, D.C. "With this task now complete," he said, "the association will commit its thoughts and devote its energies to serving its members in a manner they expcct and deserve."

Election o{ a new executive vice president, in addition to other officers, saw Loren F. Dorman selected by a special committee appointed by President Shedden. Prior to his appointment, he was director of plans and programs for the National Forest Products Association.

Other officers elected {or 1968 were:

Western Lumber t Building Mo.tericls MERCHANI

president-D. C. Dawkins, Jr., Jackson' ville, Fla.; first vice presidenl-(llalsnss

A. Thompson, Champaign, Ill.; second vice president-Earl S. Robinson, Jr., New Or' leans, La.; third vice presidenl$a65on Wiener, Dallas, Tex.; treasurer-Villiam E. Norman, Gaithersburg, Md.; vice president-Raymon H. Harrell, W'ashington, D.C.; secretary-Edward H. Libbey, Washington, D.C.

Five western associations sent represen' tatives.

Representing the Arizona Retail Lumber and Builders Supply Association was its executive manager Frank Davis; Jay O'Mal' ley, The O'Malley Companies, Larry Ham' man and Jack Sullivan.

Ross Kincaid of the Western Building Matt:rial Association represented that group along with Mel Bettis, Irrigators Lumber Co. The Lumber Merchants Association of Northern California was represented by their exec. vp. Bob McBrien, Bob Rutcher. San Lorenzo Lumber Co.; Homer' Hayward, Homer T. Hayward Lumber Co. who replaced Terry Mullin as executive committeeman for District 7 (Calif. and Nev.) ; and Art Masters, The King Lum' ber Co.

The Lumber Association of Southern Cali{ornia's exec. vp. Wayne Gardner represented his group as did Kingston McKee. Forest Lumber Co.; and Terry Mullin, Tarzana Lumber Co. The Montana Building Materials Dealers Association sent Bill Ogle, Kenyon Noble Lumber Co.; and J. Brooks Robinson, Grogan-Robinson Lumber Co.

STANDARDS REPORT

A report on the current progress in de' termining a new voluntary industry standard for softwood lumber was given by Wayne Gardner, one of the two retailer' renresentatives on the American Lumber Standards Committee. Gardner, exec vP. of the Lumber Association of Southern California reported a ncw standard is expected to be issued during December by the Secretary o{ Commcrce.

I)ucs lor mr:mbership will now be paid on an equitable graduated scale, based on an individual yard's sales volume ratltt'r than on a straieht fee.

The Arizona Retail Lumber and Builder's Supply Association gave a short briefing on results of a cooling and heating study spon' sored by thcir association (See The llIerchant, Oct. p. 12).The study revealed that an all wood home is 42 percent more economical to heat and cool. Two identical sized wood and masonry structures were built and tested in the study, each containing 188 thermocouples-a temperature sensing device-placed at various positions in the structures.

President Shedden announced that the annual meeting next year will be held in New Orleans- La.. at the Roosevelt Hotel.

DORMAN NEW CHIEF

National Forest Products Week Celebration

ATIONAL Forest Products W'eek, which is sadly ignored by all too many who earn their living from forest products, was happily given a good honk this year by Shasta-Cascade Hoo-Hoo club 133 of Redding, Calif.

In what could well be a guide for other clubs to follow in 1968, they elected a oolumberman of the Year," had representatives appear on TV, staged a joint meeting that drew 450, got space in the local papers and presented programs for local service clubs.

Joe Derrah, president of Dee Lumber, Inc., was presented the award as "Lumberman of the Year" at a big joint meetine held with a local trade club by fellow luirb".*un Virgil Mastelotto.

Long active in Hoo-Hoo, Derrah, whose firm specializes in pre-cut timbers for building tunnels, started his firm with two employees in 1959. It now employs 45 and has a two-year contract to supply timbers to San Francisco's rapid transit project. He has been in the lumber industry since the early 1930s.

LUMBERMEI{ Al Kerper and Les Cody with Joe Derrah who was named "Lumberman of the Year" at a club 133/Redding, Calif., Elks Club meeting. Enjoying Na-

tional Forest Products Week dinner are (l-r) Al De jlTtlrl,?rn. Dunbar, Carl Thomsen, Carl Allison and

tl,0RKlt{G at Doe Lumber, Joe Derrah's f irm, are Paul Well (left) machine saw operator, Leland Hartwell, tail man at center and Dale Petit, tie-up man.

Presidential grouping at right is (l+) Al Boyce,.immediate past- presid-ent, Roy Dunbar, past president and Brad Broyles, current chief exec.

VISIIING Suoreme Nine Member (1) Larry Owen, Foster Lumber's Jim Jones and club secretary Roger Hansel. (2) Redwood Empire prexy Bill Doyle, Cal Redwood's Pete Sharp and Len Viale of Simpson. (3) Kittens 8. l. before initiation), front row, Glen Haskins, Haskins Lumber; Clifton McGarr, Rice Supply; and William Dieckmann, Rice Supply. Standing: iohn Lundberg, Lundy's Wood Products; Perry John-

son, Simpson; Bill Wessner, Union Lumber; and Ken Milton, Indian Valley Lumber. (4) Degree Team, seated: Burt Wheeler, Pete Parrish, Bill Doyle, Tom Gray and Berrt LeBeck. Standing: Larry Owen, "Stoney" Stonebraker, Charlie Wiggins, Jim Lewis and Pete Sharp. (5) Rolando Lumber's Bob Strahle and Doyle' (6) Bill Wessner, Burt Wheeler of Larkspur Lumber, Union's Pete Parrish and Perry Johnson.

Friday 13th

Cool Concat Sparks Big Meeting

NTEWLY reactivated Redwood Empire I\ Hoo-Hoo Club 65 held a highly success' ful Concat on the very appropriate day of Friday the 13th of October in Santa Rosa, Calif., and was rewarded by the initiation of seven fine new members. Travelling up to Sonoma County for the, Concat was Supreme 9 member Larry Owen who sat in as visiting officer and Club 65 prexy Bill Doyle presided as Snark.

Nearly 40 local retailers and wholesalers turned out for the dinner event leaving no doubt that Club 65 is once again on the howl.

Former members who have not received their meeting notices are urged to contact club secretary Roger Hansel, Mead Clark Lumber Co., Santa Rosa.

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Bellwood spells it like it is...

A B C D E

F G H I J K t M t{ o P d R S T U V w X Y Z

*Q is for Q-U-A-L-I-T-Y

At Bellwood Ouality Doors, Ouality is not just our middle name, it's built into our doors. Like doors with the widest stiles in the industry; the widest top and bottom rails; lumber from the West Coast's finest mills; and veneers of the first grades only. And after we build in all this quality we control it. Rigidly. (No wonder our quality control inspectors get eyestrain finding O.O1o/o defects out of a whole month's production !)

That's why when we spell "Q for Quality" at Bellwood... you can bank on it.

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

GUARANTEE Bellwood Doors are fully guaranteed by th€ Bellwood Company of California, as set forth in the Standsrd Door Guarantes of the.National Woodwork Manufacturers Association. Thay maet or sxceed th6 specifications set forth in Commercial Standard CS 1 71 -58 for Solid-core and Hollow-core doors.

Stags Stage Success

A TL-RNOUT OF 50 dubbers and nearly 'if' 125 lumbermen for the post tournament banquet attests to the continuing popularity of the Humboldt Hoo-Hoo Club 63 annual Stag Day golf tourney. This year's big event was again held in Eureka with R. E. Emmerson's Sam Witzel chairing the annual outing.

The Stag is the oldest and largest clubsponsored event of its kind in the producing region of northern California, all the more reason to circle your new calendar for next year's big production.

Some very fine cards were turned in at the 19th hole, the best being Art Bravo's 78 low gross and Dave Davis's 67 low net totals. Other low net cards good for prizes included those of Don Nolan

Nolan Trucking, Dant & Russell's Hank Dreckman, Jack Ivey of Paci{ic Fir Sales, Ed Brattin of Fortuna Wood Products and Art Bravo and Herb Peterson who shared 6th place money.

In the Calloway play Joe Costa of Costa Trucking walked off with first place, CalPacific's Jim Maclnnes and Harold Hess of TW&J close on his heels in the backstretch.

STA0S WERE {l} Art Bravo, Pacific Lumber Co., low gross winner. (2) Dave Davis, Van De Nor Lumber Co., first low net. (3) Denny Hess & Phil Kelty, Simonson Lumber Co., S. Brown, Coast Forest Products. (4) Henry H. Sarvinski, Palco. 6) T. J. Long Jr., G-P, out on the green. (6) Bob Fleming, Tacoma Lumber Sales,

Phil De Baldi, Arkley Lumber. (il Sam WiEel, chairman, R. H. Emmerson & Son. (8) Standing, Rudy Langer, Simpson International, Jim Maclnnes, CalPacific Redwood Co., Ed La Mae, U.P.R.R.; seated, Pete Kepon, Arcata Redwood Co., Doug Clayton, G-P. (9) 0rville Bresee, Ed Brattin, Fortuna Wood Products.

WMI continues successful program

Wood Marketing, Inc., has voted to con' tinue its successful program of increasing sales o{ wood and wood products by expanding its program of promoting build' ers to use more wood in the homes they construct.

More than 100 lumber and wood Producers financially support WMI, Inc., whose 1968 budget has been increased to $764,000. The WMI program concen-

trates on builders of single family homes and apartments as sixty percent of all wood sold yearly goes into such construc' tion. Their annual convention was held in November in Coronado, Calif.

Denver, Colorado and Phoenix, Ari zona are the only two western cities that are included in the twelve city program. The program started in 1966 in four cities.

Re-elected chairman of the board A.L. Baxter said, "The clearest evidence Iof the program's success] is the number of WMI promoted model homes sold, the number of duplicate houses sold from these and the influence of all these successful homes in other builder's use of wood in each market."

Two of the westerners on the four man discussion panel held during the report to stockholders discussed WMI activities in their market areas.

Bill Olson, of Alpine Lumber Co., a Denver retailer, related that Denver is changing from mainly brick homes to those that include much greater use of wood. Some now use brick only as trim.

Joe Lessard, of Phoeni*, who operates a millwork and mouldings business, explained that WMI's efforts has created a wholly new market in wood windows. Previous to WMI campaigns, aluminum windows had monopolized that phase of the market.

Thqf's How It Goes!

Weslern Lumber & Building Mcteriols

NEWTY EIECIEII Wood Marketing, Inc. officers: ([-R) Philip E. Frankfort, exec. vp. of Southwest Forest Indultries, elected WMI viie chairman; Alfred X. Baxter, president of J. H. Baxter & Co., re-elected chairman of WMI board; and M. J. Huetter, vp. of Diamond National Corp., secre'tary-treasurer. Reelected were Boyce P. Price, WMI president; and Paul R. Beattie, assistant secretary-treasurer.

What we're after are smiles of satisfaction-something you just don't get by shipping defective, off-grade lumber. That's why, at Kimberly-Clark, we take quality control seriously. in the woods and in production. Long before the WWPA inspector stamps his approval on a piece of KimberlyClark lumber it's been checked and re-checked by a whole raft of demanding people who figure you're buying our lumber for its quality-not for laughs. Perhaps this explains why more and more lumber buyers are switching to Kimberly-Clark. They know it's pr$duced by conscientious technicians dedicated to keeping those smiles where they belong.

(California Lumber Division)

Lumber that faughs back is no joke.

lumber, nothing smiles but the customer.

When you buy Kimberly-Clark

PERS@INALS

Bob Dickinson, formerly in charge of Plywood Sales for Timber Products Co. at Mcdford, Oregor, is now with North Santiam Lumber Sales, Inc., of Salem, Oregon.

Fred "Fritz" Page has joined Hal Saltzman at American-International Forest Products. Portland, Ore. Fritz was formelly sales manager at Menasha Plywood Corp., who recently closed their No. Bend, Ore., plywood plant.

Norman B. Peterson will represent the Filer & Stowell Co. in Washington, Oregon, Idaho, Montana and California. Home base is Portland, Ore.

John A. Wood is now San Diego territory manager for Certain-Teed Products Corp., serving Arizona plus San Diego, Riverside and Imperial Counties in California'

Arcata Redwood's western sales chief, Paul Ward, has spent two weeks calling on customers in Colorado, Utah, Montana' Idaho and the Pacific northwest.

Warren Charlot recently resigned as lumber salesmanager of Publishers Paper Co. in Portland to open his own business.

C. C. "Smokey" Pittman, formerly with Bohemia Lumber Co. and Elkside Lumber Co., will fill the vacancy.

Congratulations to Jay O'Malley, John O'Malley, Jr., Ralph Heisser and Dean Drake, all of whom have gained promotions in the O'Malley Companies. Jay O'Malley

has been named seniol vice-president, O'Malley Companies; John O'MaIleY, !':, president of O'Malley Companies; Ralph i{eisser, general manager of Mallco Distributors; and Dean Drake as general manager of O'Malley's retail division. AII men ar:e headquartered at Phoenix, Arizona.

Dick Osmundson has been named manager of Atkins, Kroll & Company's imported wood products division, according to Lon Ashman.

Popular Yic Roth, owner of Triangle Lumber Co., celebrated his 20th year of business Nov. 1. Vic was ol'iginally in Oakland, Calif., until buying his own building in Kensington, a small community in the nearby Berkeley Hills, where he also seles a dollar-a-year post as Mayor and Chief of Police. Vic is an active Hoo-Hoo, a past president of Oakland Hoo-Hoo CIub 39, a member of the N-AWLA and an energetic FPRS worker.

Stanley G. Kendall, formerly western regional manager, Rockwell Manufacturing Co., will be southwestern regional sales manager, power tool div' He'll serve eastern Arizona, southern Nevada and southern Calif.

Otto Arotik. has been hired to be the do-it-yourself expert at Hugh N. Cry's Edsel Lumber Co. in Climax, Nev.

Stan Ilulett recently returned to Willits Redwood Products after a business trip to Montreal and the East Coast just in time to trade desks with his dad, Leo, who then made his semi-annual sales pilgrimage through the deep South and Southeast. All this traveling is pretty much routine at

Western Lumber & Building Mcteriols ,I^ERCHANI

Willits Redwood this year what with prexy Russell Ells jetting around the country in his important role as president of NFPA.

Phillis Fry, who started in the plywood business in 1959 when she was 20 years old, has been named sales manager of PIywood Marketing Associates, the sales arln for nine independent softwood manufacturers in Washington and Oregon.

Bud Groom leports business has been good at his newly opened Groom Building Supply in Snoqualmie, Wash. Assisting Bud are Jim Mitchell and Oliver Olson.

John E. Crandall has joined Michigan California Lumber Co. at Camino, Calif., as shipping coordinator and assistant salesmanager, according to general manager Bob Kohn. John was with Redding Pine Mills for nine years and later with EIk Lumber Co. at Medford, Oregon, as assistant salesmanager. He has many years experience in production, distribution and sales and has been a certified grader since 1938.

John Collinsworth, Portland, Oregon, has been named "Rep of the Year" by his company, Ekco Building Products, and given a loving cup and a check for 500 bucks.

J. R. "Jerry" Kohnke has been appointed assistant manager, building materials distribution centers, fcr Evans Products Company's building products division.

Griffin Forest Products, scarcely a month old, has started off on the right foot by joining the Lumber Merchants Association as an associate member. Jerry Griffin, formerly with California Sugar & Western Pine Agency, is owner of the San

DECEIIBER, t967

Mateo, Calif., firm. LMA has also welcomed another new regular dealer member - Mother Lode Lumber Co. of Mariposa, Calif. Vice-president Allan Smith will represent Mother Lode.

Gregg Barnette, 21-year-old member of the "Kids Next Door" singing group, opens December 22 at the Frontier Hotel in Las Vegas. The group recently completed a tour with Ernie Ford and appeared on Don Knotts and Dean Martin TV specials. Gregg is the son of lumberman Max Barnette, sales manager at IBMC Redwood. Dominguez, Calif.

Sid Chattler, general manager at Globe International, Los Angeles, toured several Pacific Northwest mills, ineluding the Mouldings, Inc., plant in Harrisburg, bre.

Gene Burnett of Pacific-Madison Lumber Co., Downey, journeyed up to the redwood gountllr for a pow-wow with his partner Fay Madison and a look-see at theii Eureka mill.

John Kiner, former field man with the Lumber Association of Southern California. has been appointed administrative assis- tant to the congressman from the Tbth District, encompassing Riverside and Imperial counties.

Mahlon S. Munson has been made a member of the "Plywood Hall of Fame." for his lifetime of industry contributions. Bob Goodrich of Portland presented the award at the building mateiials distributor's annual convention,

Union Lumber Company's agency man supreme, Marty Salan, slipped away fronn the advertising mill for most of October and vacationed in England, Denmark, France, Germany and environs:

A. L. "Gus" Hoover, major domo at A. L. Hoover Lumber, San Marino, Calif., re- cently visited the Pacific Lumber Co. mill at Scotia and ventured on to San Francisco where he conferred with his son Bob Hoover, Palco's salesmanager.

Parley E. 'Bill, Cherry has joined the Pacifie marketing dept. of potlatch Forests, Inc. Bill will cover the intermountain region from Denver, Colo.

Art Ballou is back at Los-Cal Lumber, Los Angeles, where he had worked for five years before leaving to join Commercial Lumber. Art's minding the store for ailing Doug Gerard, who hopes to return soon.

Strait ,Door & Plywood's Charlie Strait is just back from a European business jaunt, He and the missus stopped off in Toronto to take in Expo ,6? beiore leaving for_Stockholm, Sweden, to tie-up a business deal.

John Osgood took a swing thru the Midwest and Southeast on a selling trip for Robert S. Osgood, fnc., Los Angelei importers.

Jerry Hyink and Chuck McKeon are back at their lVhisler Hardwood Co. desks in L.A. after visiting the company mill in Eugene. Both also got bucki while deer hunting during their travels.

Wedding bells for Marge Brooks and John Weston of Far West Fir Sales who were married November 25, at the Church of Religious Science. John is bossman and Marge is lumbergal-bookkeeper at the Glen-

dale, Calif. wholesale firm. ,The newll'weds are now honeSrmooning in Hawaii for a couple of weeks before returning to their lumber chores. Our congratulations!

Congratulations to dealer Bob Dominick, owner of Mission City Lumber Co., Santa Clara, who recently exchanged "I Do's" with Martha "Muffy" Wall of Honolulu at a large Los Gatos wedding.

Duanne R. Duff has been named national sales rep for G-P's western lumber sales group at Portland, according to manager Thomas C. Houston. Duff had been woodwork division sales mgr. for Cal-Ida Lumber Co,

Some 75 friends and relatives attended a surprise parby for Jerry and Genevieve Bonnington at the Orinda Country Club,

October 18, to help the happy couple celebrate their Golden Wedding Anniversary. However, the biggest surprise came when Jerry and Genevieve discovered that all their "children', were therethree ,,boys,, and two "girls' to be exactas well as the "young" fella'who started Jerry on his lumber career, Wendling-Nathan's Duke Euphrat,9l years young and still enjoying a good party.

Jim and Fran Ramsey spent a week last month in San Francisco visiting friends and Union Lumber Co. headquarters for an annual sales meeting. Prior to joining Union at Chicago, Jim spent several years in the Bay Area with Weyerhaeuser and Cheim Lumber Co.

(Continued on Page 52)

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

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

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

IlEEI -

newsandviews

by BOB McBRIEN executive vice president of the Lumber Merchonts Associotion of Northern Colifornio

fT'S NOT OFTEN that a trade association managing officer I ""r, attend two top-notch meetings in the same month, one on the East Coast and the other on the West Coast. But that's what happened in October and I'd like to share a few of the highlights with you.

The first meeting took place at Asilomar and was billed as LMA's third annual Top Management Seminar. Better billing might have been, "How to make more money and enjoy it." Four half-day programs all boiled down to one pertinent fact: that is, the only person who can improve you is you. And, if you want to compete successfully with those who are improving themselves, you better join the grouP'

You'll find a more detailed rundown on the Top Management Seminar elsewhere in this issue of The MerchanJ, but the real message I want to get across is that you should be at the fourth annual Top Manage- mentSeminar.

The second meeting was at Williamsburg, Virginia where the National Lumber and Building Material Dealers Association gathered for the annual fall session. It was announced here that national has a new executive vice president, Loren F. Dorman, of the National Forest Products Association. Loren is well versed in our business and has been working for us full time since Dec. I.

Another highlight .f th: tutiln"t i."ting was the refreshing attitude expressed and shown by our national officers. They have worked long and hard in recent months to resolve a tremendous number of problems facing the national. And in many instances, they haven't had much support from the troops.

This we believe is history. Now the association will move forward as a leader of those who wish to partake of its services, rather than a fire department that runs to put out inconsequential brush fires while someone is burning down the station house.

LMA president Art Masters, past-president Homer Hayward, treasurer Bob Butcher and myself left Virginia most satisfied that we are moving in the right direction. Now it's up to all of us to see that we continue in this direction despite the roadblocks which are certain to appear along the way.

lmportont Popers Preserved

The personal papers of Professor Emeritus Emanuel Fritz, leading authority on the redwoods, have been placed in the Ban' croft Library of the University of California for permanent preservation and scholarly research.

The gift was announced by Donald Coney, University Librarian who said that they constitute one of the most important primary sources of forest products, industry and forestry history for scholars and writers.

Wcstcm Lumber & Bullding lllcleriolr ,I^ERCHANI

TRAYE[Llll' Bob took in meetings from East to West Coast and reports things look good and are getting better.

NEWS

By R0SS KINCAID executive vice president

A N ALL-INDUSTRY luncheon in the A por11un6 Coliseum Convention Hall on Friday, Feb. 2., featuring an outstanding speaker and surprise entertainment will be a new event in the '68 Western Exposition.

Registration and reservation information will be mailed soon. Mark the dates on your calendar NOW! Thursday eve' ning, Feb. I, is the opening preview of exhibits with a colorful Hawaiian atrnosphere and Friday and Saturday, Feb. 2 and 3, two full days of business programs? exhibits and social

":"",:.

ooMr. Estimator" Jim Adams was in W'estern territory recently presenting his new approach in advanced estimating to a full class of 28 students. The value of his system has been proven throughout the country and we're certain the group found it a great help in the preparation of estimates, quickly and accurately,

The o'new look" open house at Ernie Nailor's Nailor Lumber Co., Port Angeles, Wash., attracted more than 3,000 visitors in September. Conducted tours were shown a new woodworking plant and the newlyremodeled departments of their store.

Ernie distributed about $I.000 in door prizes in addition to free cofiee, cookies, balloons to the kids and other favors. He says the open house was a big success, and the costs, including an extensive advertising program, broysh! profitable results.

Our most recent information on the secondary boycott bill: H.R. 100 appears dead for this session of Congress. Strong reaction from our industry as well as others was undoubtedly instrumental in postponing action. We'll keep you posted on future action. Manv thanks to thbse of you who expressed opposition by letter to your legislators.*

A group dental expense insurance plan is now available through WBMA. Member firms may obtain coverage for owners, employees and their dependents. Complete in. formation has been mailed to all members. If you have questions or would like additional information, contact the WBMA office or any staft member.

owner-manager of Home Lumber Co., Lewiston, Idaho, who addressed the Clarkston, W'ash. Chamber of Commerce recently. Harold, a member of Lewis-Clark Hoo-Hoo Club, acted as spokesman for the group during the observance of National Forest Products Week, emphasizing that wood is here to stay for building despite attempts to imitate forest products with synthetics.

lorge Door Compony Sold

Rudiger-Lang Co., Berkeley, Calif.n one of the west's largest makers of aluminum screens and. screen doors, has been purchased by Richard C. D. Bell. Bell has been elected president and chairman of the board; Gale Murphy executive vice president and general manager and W. Donald Fletcher was elected to the board.

Gale Murphy started in 1946 as con. troller. In 1952 he became secretary. treasurer. W. Donald Fletcher, industrialist and co-founder of the Coro Foundation is an experienced marketing specialist.

Rudiger-Lang annual sales are in excess of $I million.

When you drive a Deniston Tliple-Lock

Lead-Seal nail into a metal roof, the hole around the nail is plugged with lead and the break in the metal is completely covered. Because the nail has lead under its head and down its shank, a perfect double seal is formed. Now the owner doesn't need a mop every time it rains. And he need not climb upon the roof to pound the nails back in every time the wind blows.

Triple-Lock

THE AR'ZONA SCENE

SecretaryManager

Sign of the Times

ECENTLY I have received in this office, Cost of Doing Business Surveys, as conducted by many associations in the federated associations.

In the surveys, the average net profit for lumber yards was 3.5 percent before taxes. The reasons given for this poor return were:

1) Poor Management.

2) Inadequate Turnover.

3) Bad Pricing, based on old-fashioned, outmoded suesswork.

4) Too Little Advertising.

5) Lack of Trained Selling Effort.

Businessmen who do not recognize their costs are in for financial difficulties. Costs include many things: drayage, return of merchandise, costs of carrying over-due accounts, cutting lumber and many others, not the least of which are: labor" taxes.

social security, equipment and interest. All are increasing under the pressure of inflation.

Another area of concern to our industry is the lack of trained personnel available to lumber yards. The lumber industry must seek ways to train qualified people within their own lumber yard and people outside the industry, so that trained people will be able to fill the gap that exist; today.

The Arizona association, through its marketing and education committees, is trying to fill the gap that now exists in the marketing and education areas.

The hour is growing late-join the association now and help your building industry solve the many problems that exist todav.

Soles Arrongement Chonged

British Columbia Forest Products, Ltd. will sell their own production in the U.S. rail market as of January l.

MacMillan Bloedel Ltd., who used to

handle these sales, will continue to handle the sale of BCFP production in other markets, including the U.S. cargo market.

Dolbeer & Corson Nome Revived

A famous old lumber name has been exhumed with the reopening of Dolbeer & Carson Lumber Co. at Eureka, Cali{.

H. Robert Halvorsen, the new owner, has purchased about 20 acres of the old redwood operation and will manufacture redwood fencing material, cut stock for furniture as well as operating custom dryine and remanufacturine facilities for otf,er plants in the area,

The plant has 210,000 sq. ft. of covered space with a sprinkler system and is located in deep draft water just two blocks off Highway I01 with NWP tracks fronting the entire length of the plant. Initially, approximately 100 men and women have been employed and as operations move along other products will probably be manufactured, according to Halvorsen.

The colorful past of Dolbeer & Carson Lumber started about 1863, when William Carson and John Dolbeer built the origi' nal mill. According to records, Carson cut the {irst tree that was felled for a sawlog in Humboldt County. In 1864, he shipped the first load of redwood out of Humboldt Bav to San Franeisco.

Wostern Lumber E Building Molerlcls MERCHANI

Arizono Retoil Lumber & Building Supply Associolion 4740 No. Cenlrql Avo., Phoenix, Ariz. 85012 (6021 271-6123

Plqnt Serves Entire West

Philip Carey Mfg. Company's first West Coast manufacturing plant, now completed and in full production at Santa Fe Springs, Calif., was built for their Miami - Carey Div. and serves the 13 western states.

Production facilitieso warehouse capacity and general offices are in a plant between Santa Ana Freeway and a Santa Fe RR spur.

Miami - Carey is known nationally for its quality line of bathroom cabinets, kitchen range hoods, and ventilating fans, bathroom mirrors and accessories, door chimes, access doors and home radio-intereom systems. oolVe designed this facility to quickly serve West Coast cus. tomers with standard-line items as well as special western products," explains Philip D. Shea, western div. general sales manager. "Already we have introduced several new western products and more will soon go into production."

With completion of the planl Philip Carey has expanded its original S-acre lease to 8 acres with a view to future expansion.

The plant includes the latest in manufacturing equipment required to turn out an ever-expanding line of products. Overhead conveyors feed a continuous flow of range hoods, bathroom cabinetg and other Miami-Carey products. Superintendent of the plant is K. E. Steele.

Lumber Products Council Meet

The newly formed,Lumber Products Council of the National Buildirrg Material Distributors Association met as part of the I6th Annual Convention of the National Building Material Distributors Association. Lumbermen representing literally the four corners of the U.S., participated in the meeting which was led by Fred S. Thomson of Inland Lumber Co., Rialto, California.

Primary subject of discussion was the basic one of selling more lumber products profitably through retail lumber dealers, and a number of recommendations were made.

TOP EXECUTIYES at Miami-Carey West Coast plant are P. D. Shea, general sales manager; T. D. Tillman, sales manager; and K. E. Steele, plant superintendent.

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

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

NFPW Industry Forecqst

At the Willamette Valley Hoo-Hoo Clu'b annual observance of National Forest Products Week, John Aram, vice president, Weyerhaeuser Co., said the forest products industry is about to enter "an era of vastly expanding markets."

The success of the industry in cashing in on these new markets depends on its ability to change, said Aram. The industry is still based on production rather than marketing, oogrinding out sticks of certain sizes rather than building materials desigrred for specific engineering performance," he noted.

Aram suggested the industry should make more use of the modern, computer sciences responding to consumer needs rather than producer habits. He predicted the "d,a,y ol the lumber superrnarket is upon us."

Summing up, Aram said the lumber industry can o're-emerge" as a dynamic force, ooquite a difierent business from what we have known."

Refurning Sho rIIy

Reed Lawton's highly praised column on consumer selling does not appear in this Christmas and Business Forecast issue. His column will resume next year

New t&C Merger Plqns

In a last minute change of plans, L & C Limited, Honolulu, Hawaii, voted to merge into Dillingham Corp., also of Hawaii. Previously, L & C and Georgia-Pacific Corp. had announced a merger.

L & C, Ltd.; owns approximately 14.6 acres of business and industrial property in Honolulu. They were one of the Islands' leading distributors o{ building materials until that division was sold in 1965.

Possible Johns-Monville Buy

Johns-Manvill,e Corp. and Fibreboard Corp., San Francisco, have been holding discussions on the possible cash purchase of Fibreboard's gypsum division. Results of the talks are expected to be announced shortly.

Inlqnd Empire Club Elects

Los Angeles television personality and sportscaster Lee Giroux entertained a recent gathering of the Inland Empire Hoo-Hoo Clu,b in Beaumont, Calif.

New president John Dal Broi of Builders' Supply of Palm Springs took the helm for '68 at the meeting. He succeeds outgoing president Ray Lizotte of Inland Lumber. Other new officers are Tom Cobb, T. M. Cobb Co., vice president; Ron Pugh, Don Oakes Lumber, Hesperia, secretary and Glenn Berry, Mason Supplies, treasurer.

The club has gathered a group of new kittens who'll be run through the concatenation ceremony at the January meeting.

The deolet's Sttppliel"neaet hris cottrpetitot.

IASC MANAGEMENT SEMINAR

(Continueil lrom Page 8)

to foreign markets. Many mills have curtailed their operations by one shift be' cause of the log shortage, he added.

Don Swartzendruber, southern California sales manager for Davidson Industries, Mapleton, Ore', capped off the afternoon ,o.iott with a discussion on 'oThe K"yto Prolitable Purchasing." Don, whose background includes l0-years as purchasing agent for the Rossman Mill & Lumber chain, concluded that 'othere are no instant buyers. You have to serve an apprenticeship to develop the sense o{ timing tt"""*.*ty to produce a good buyer."

Ki"ki"g off the second day's session was Lumber Merchants Association o{ Northern California President Arthur E' Masters, who encouraged dealers to o'Help Yoursell to Greater Prolits."

Masters, general manager of the l0' yard King Lumber Co. chain headquar' iered in Bakersfield, outlined LMA's o'Operation Bootstrap" program which has en' joyed real success with northern Californiu d"ul"t.. Mechanics of the program, he explained, involve inviting a two to fou-r man team of non'competitive dealers with similar interests to help you evaluate your operation and determine how you can im' piove it. The sessions usually run several iayr attd the host dealer picks up the tab {or hotel and meals.

"We're creatures of habit," he continued. "sometimes we don't even see problems that we pass every day. But an outsider will notice it."

Masters also urged cooperation between the northern and southern Cali{ornia associations in presenting the lumber dealers' story to the highway patrol regarding regulations governing tying-down loads.

"We'd better get our stories straight and know what we're talking about before we go to Sacramentor" he concluded.

National Lumber & Building Materials Dealers Association President James M. Shedden flew West from Chicago to offer (Continued' on Page 60)

Boom in Vocotion Homes Seen

A surse to $5 billion by I97S has been predicted for the 'ocomplex but booming vacation home industry." More than three million families now are believed to own second homes valued at $1.5 million.

Don Donelson, chairman of the task {orce and a developer o{ vacation home sites, cautioned against confusing leisure homes with log cabins or Permanent camps.

"Vacation home buyers want to rough it," Donelson said, o'but they want to rough it in a home that is heated and equipped with automatic dishwashers in the kitchen."

Construction Will Pick Up

After two years of meager gains, the construction industry is erpected to lebound during 1968 with total conlract values climbing to a lecord $56,950,000,000. according to tht. F. \\/. Dodge Co.

Tht' anticipatcd gain in construction activitl' would rt'pr-t'st'nt a t('n pelcent increase over 1967's total contracts for fulur.t' r'onstmction-estimated by Dodge to be $51.875.000.

I)uring l9(rB the seasonally-adjusted Dodge lndt'x ( 1957-7959: 100) ol l'utult'constr-uction contract values is t'xpected to jump to 165 [r'om this ycar''s anticipatcd 150.3.

Ar:cording to its l968 folecast. tht'v see improvemtnt in all sectors of tlrc industly rr('\r ]'ear:

o Expansion o[ c,ommcrcial building activity will spark a four pel'c('llt gain in the business-rt.lated segment t'ven though manu[at'tuling plant t'orrstmction will be lagging lor a timc. Institutiorral building u,ill benefit from renewed activity in hospital ct.rrrslnrt.tion as st'hool building levels off.

o Ifighlal corrslnrr'tion antl publir: works will support a five per'{'('nt inclt'ase in t.ommunity buil<1ing.

a Att upsulge in contlat:ts fol ont' and two-iamil1. houses and al)al'trnent buildings will spurk a 20 pt'r.cent inr.rt'ase in r.esitlt'ntial contracI valut',..

'"1-helt"s g.encral agreem('trt that tht. ('(,()nomI is urtt,r.ing u peI'iotl of lt'trt'rtt'd t'rparrsion duritt- lltr' .-llsing motrtlrs o[ 1967." expluirrt,tl Christie.'l'hc big question. he poirrts orrt. is /roa..s1rorr{ :ln a(l\an(e will lrt'. "Tht're's an unusuallr rritlt'rarrgt,oI opinion ',rt lltr' -ttl,.i,', 1." lhr. elorrorni.l rr,rlr.rl.

S{)rn('al)illvsts lt'al an anemic erpansion that r.rrns tlrc r.isk of faltt'r'ing at tlrt' [ilst withdrawal of motrctar\. and fisr.al suppor.ts. otlrt'rs arrti.iPat. s, lrt'er)'a s,rgr,,f tl,marrl that it *,ill i,'qr,ir',' delibt'ratt' r'estlairrt to l)rlv('trt lampant in{lation.

Holmes

Your best bet reolly eff icient of West Coost

AIR.DRIED KIIN-DRIED GREEN

STUDsPO5T5SPTIT PRODUCTS

DOUGLAS FIR

WHITE FIR

PONDEROSA PINE SUGAR PIN

"At Holmes, fost shipment is the nome of the gqme . roil or T&T"

Fred

Fn@du@t

Antique Oil Finish

Minwax antique oil finish is available in a handy aerosol spray can.

This clear material produces a hard finish, soft in appearance. Especially designed for use on furniture, paneling, cabinets, bar tops, shutters.

Minwax is easy to ap- ply. Just spray on and wipe off.

Minwax comes in a brightly decorated, easy to use, cylindrical can. Minwax adds luster and body to antique oil finishes.

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

Free Disploy Unit

Roxite Fiberglas brick and stone panels and accessories come in a steel display unit 48" x 26L/2" x 54" high that is free with the assortment from Bolen International, Inc.

Dealer cost on the merchandise is about $265, freight prepaid. Suggested retail is $352.

The assortment includes seven panels

Products, promotions and soles oids

you csn use to build sqles crnd profits!

each of Palos Bufr and Terra Red brick colors, and 8 panels of Antique Red and Colonial White; 12 panels each of the stone colors, Sierra Blend and Georgian White Marble; 5 pieces each of Edgestone trim; 24 stone corners; 20 pieces of aluminum starter strip; 28 assorted jars of touch-up; and 24 tubes of Roxium mortar for stone panels.

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

Guqrqnleed Point Brush

PPG Industries has introduced a Nylon paint brrsh guaranteed for the lifetime of the purchaser, providing the bnrsh is given reasonable care and maintenance. The lifetime brush has "locked in" Nylon bristles, epoxy bonded.

High Coliber Coliper

On sale at $3.98, the brush works with latex and water based paints as well as with oil based finishes. It is made in six sizes, ranging from one-inch to four inches in width.

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

Epoxy Sproy Adhesive

"Leal-Lok," an all purpose, non-mix, epoxy spray adhesive, has been introduced by Leal Co.

Leal-Lok is a one part material, supplied in 6 oz. aerosol containers. Resulting bonds have lap shear strength from 2000 p.s.i. to 4000 p.s.i. Curing takes 8-16 hours. Baking in an oven for t hour at 150'F speeds curing.

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

Long-legged Caliper

scales, this caliper can

A new time-saving direct-reading caliper, used for taking linear measurements, both outside and inside to six inches is available from Indicating Caliper Co. The long curved legs reach over 'obstructions to measure the thickness of sections four inches from the edge of a flat object, Measurements can be taken acrossrecesses inside hollow objects. By locking a pointer at any reading on the be used as a fixed gage.

The spaces between graduation marks on the scales are amplified to permit easy reading.

The caliper is constructed of heavy gage steel stampings finished on all edges and chromium plated for long service.

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

Solid Stote Door Conlrol

Wall-mounted radio controls for automatic garage door operation are designed for quick and easy servicing.

Both radio receiver and transmitter are available in dual channel models. The dual receiver uses two circuits and can operate two separate garage doors, or a garage door and a separate floodlight system, alarm signal activation, monito rin g applications, etc.

The door operator, from Radio Control Berry Doors, comes with integral receiver, transmitter and push button, or utilizing Satellite "27" controls. Working mechanism is enclosed for safety and appearance. Heavy duty motor capacitors and electrical components are engineered for durability.

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

Tight-turning Yordster

Designed to maneuver in narrow aisles, the Taylor Y-8WS "Yardster" has a lift capacity of 8,000 lbs. and an outside turn-

Guranteed for a Lifetime

ing radius of 125 inches. Capacity is rated at a 24" load center.

Standard features include an 11' telescopic mast, four-foot forks, heavy-duty 300 cubic inch displacement industrial engine, and powershift transmission with inching control. Maximum tractive effort of the Y-8WS is 13,800 lbs.

Forklift trucks are also available in capacities of 10,000 and 12,000 lbs.

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

Wolerproof ,Adhesive

Marsh C-375, a waterproof adhesive for fast installation of paneling, is available

Instqnl Attic Insulotion

Instant Attic insulating batts make reinsulating of attics a simple do-it-yourself project.

Instant Attic, developed by Owens-Corning Fiberglas Corp., is an unfaced batt 4" thick, 15" wide and 48" long which fits between standard attic joists and is easily cut to fit. The product is packaged ten pieces per bag which covers 50 sq. ft.

In addition to the merchandising tools, Owens-Corning provides a point-of-purchase floor display, consumer handout brochures and advertising mats, The insulation bag itself has been designed for use as a display, complete with three-color artwork.

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

Corpet Over Heqd

Why not put carpeting over your head ? Conwed Products say it's easy when you work with Conwed (R) Nu-Wood ceiling board. You choose the ceiling carpeting. Match it to the floor. Or just put it overhead.

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

Plostic Lqminqte Edging

Display Ready Carton in cartridge form. For display, 12 cartridges are packed in an orange, black and white carton.

A die-cut lid folds tc serve as header. The adhesive is useful in furring-strip and direct-stud application. The 12-cartridge display units are shipped four to a master carton.

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

Slim-line Lighting

The Mercer Plastics Co. introduced "Friction-Grip," designed to improve functional stair nosing and tread.

"Friction-Grip" design consists of closelyspaced pyramidal "points" which grip effectively where maximum wear and poten- tial danger lie. Made of vinyl, "FrictionGrip" stair tread comes in seven colors.

"Friction-Grip" Top-Set stair nosing eiiminates the need for metal strips. Available in six colors, including gold and silver, its wear-resistant vinyl surface retains its finsh.

WRITE: The Merchant Magazine, 41,2W. Sixth St., Los Angeles, Calif. 90014.

Teflon-S Snow Tools

Speedline Products has a winter line of snow shovels and pushers coated with Teflon-S, a non-stick, super-slick finish.

The winter tools are backed by a merchandising program. Included are a store display and a window banner.

Carillon Series Lighting

Lamar Lighting Co. announces Carillon, a new fluorescent lighting series. Available in 2 or 4 light sizes, it is only B" deep and 11 or 16" wide. It has choices of three end plate accents.

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

ALL DOLLED UP in carnival regalia, a salesman in building materials showroom gives his pitch on Masonite Royalcote paneling to an audience drawn by the dealer's ttCamival of Values" promotion. A complete promotional package

The shovel features a blade 18" x 15'/ that has a carbon steel ribbed wear strin. The 40" ash handle with weather nrotected clear lacquer has a steel D-top.

Speedline's snow shovel and pusher have carbon steel wear strips. The Pusher blade is curved and ribbed to give it added strength. Handle is 43" long, of good qual- ity ash.

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

is offered by Masonite Corporation, in addition to other promotional packages such as paneling bonanza and, t ru c k load sale.

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

White Pipe ond Fitiings

Evanite Plastic Co. has introduced white PVC-DWV (polyvinyl chloridedrain, waste, vent) pipe and fittings.

The line is the first white PVC pipe and fitting line that meets NSF requirements for DWV applications, says Evanite. It is low cost, easy-to-install and is available in a variety of pipe sizes and fittings.

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

Rough-Sown Siding

"Sonora," a plywood siding, has been introduced by Vancouver Plywood Co. The siding will be marketed under the Vanply ts03 Speciaity Rough Sawn Siding label. Initially, the siding will be offered in a

Wcstern Lumbcr E Building Xlcrteriols ,|IERCHANI

single rough-sawn texture, two groove patterns (reverse board & batten and StriGruv), and three panel sizes (4' x 8', 4' x 9' and 4' x 10', all 3A" thick and available in six colors.

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

Vinyl Wqll Bose

Vinyl wall base received a boost with the launching of pre-packaged display cartons of Mirror-Finish base with a perforated "flip-top." E,ach 52' unit contains 13 fourfoot interleaved lengths of base. Packed with each shipment is a color:ful display illustrating the many uses of Mirror-Finish base. The wall base is in 8 colors.

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

Multi-colored siding

Woll System Cuts Noise

An advanced noise control idea is new Y+" sound deadening gypsum wallboard developed by Georgia-Pacific. Wood stud wall partition has G-P /2" Firestop type "XXX"

Sound Deadening Walls g:ypsum wallboard over new sound deadening board.

The board has a strong, glass-fiber-reinforced gypsum core. It is made in 4x8' panels.

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

Cedor Closet Winter Promotion

During the winter months, try promoting aromatic, moth repellant cedar-lined closets as do-it-yourself projects.

Nearly everyone can afford the approximately $50 of material cost to build one.

Installation instructions come in every package of cedar closet lining.

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

Soldier Lom Beoms

Soldier Beams from Potlatch Forests, fnc., are designed to be installed with lami-

nations vertical rather than horizontal. Soldier Beams, made from nominal one-inch laminations of genuine Idaho White Pine, are available in premium, architectural and industrial, Soldier Beams, either smooth-surfaced or saw-textured, are available in lengths up to 36".

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

Low Priced Poneling

New Weyerhaeuser Woodhue paneling has the appearance of hardwood, yet each

Particleboard Paneling

4x8' panel retails at less than $5. The wood-grained particleboard paneling comes in four colors.

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

Cedar Lined..Closet

Three Grades of Beams

WHOLESALE LUMBER

Bob Pollow

4252 ATLANTIC AVE., SUTTE C o LONG BEACH, CALTFORNTA 9OBO7 Bill Honen, Mgr.

Phones GArfield 4-8149 o NEvodo 6-1009

Eve

We Would Appreciate Gustom Milling Facilities Avaitable Receiving Your lnquiries. Fast, Efficient L.G.L. Service from Both Yards, and Direct Shipments

Tbanks for lnur husirus in 1967

REDTY(I(ID, FIR A]ID PI}IE TUMBER

DECEMBER, I967

Boker ond Scholler fo Dont

G. W. "Tack" Baker and Dave Schaller have been namcd to sales posts .rvith I)ant Forcst Products, Inc., according to Frank Morrist'ttc, ert:cutive vit.:c-prcsidcnt of the l{enlo Park, Calif.-based {irm. Raker takt's ovel as as-sistant salt'smanager oI Dant's millwork and moulding division and Schaller will be active in thc Cali[ornia industrial market as rvcll as eastcrn salcs.

A native of Coeur D'Alenc. Idaho, and a graduate of the University oI Oregon, Raker bcgan r.ith Diamond National Corp. at Chico, Calif., rising to the position of salesmanager prior to moving to the Northwest during the early 60's. For the

Dave Schaller

pasl iour years he rvorked with Ttim Hou-.. ton, salcsmanager of Georgia-Paci{ic's w('stern lumber department, at Portland.

Schaller also comes to Dant Forest from Portland where he was active in eastern sales for Industrial Lumber Co. Born in

Paradise, Calif., he is a graduatc oi Chico State College and originally joined Indus. trial Lumber at Reddins when thc Iirm hld a brrying officc there.

Moclnnes Elected Club President

Flumboldt Hoo-Hoo Club 63 has installed Jim Maclnnes of Cal-pacific Redwood Co. as president oI the Eureka-Arcata, Calif., based club. He succeeds Arcata Redwood sales veep Lloyd Hecathorn. Elevated to vice-president is Fran Holmes of Fred C. Holmes Lumber Co., and Michael Bailon of Georgia-Paci{ic Corp., Samoa, who replaces Del Slone as secretarytreasurer,

PERSONAtS

(Continued, lrom Page 37)

Bill Leonard, head of Emprise Lumber Co. in Richmond, Calif., cancelled his trip to Europe last month and made a fast trip to Merritt Hospital instead. Although completely mended now, Bill still wishes that he had saved some dough by going to Europe instead.

Bill Williams, head of Interbay Lumber Co. of Marin. has named "Oz" Grimes manager of the Sausalito, Calif., yard. Oz was formerly assistant manager of Indian Valley Lumber Co. and prior to that put in a number of years with Christenson Lumber Co. in San Fancisco.

George Coe, formerly t-ith Tarter, Webster & Johnson in eastern sales, has accepted a similar berth with Sequoia Forest Industries at Dinuba, Calif., according to salesmanager Bert Dennis.

Indian Valley Lumber Company's Bert LeBeck surrendered his gall bladder in a recent operation, but was back on the stick in time to take in the big Redwood Empire Hoo-Hoo Club dinner dance on November 18.

Jerry Vild has been appointed sales representative, Miami-Carey Div. of Philip Carey Mfg., for most of southern California,

Former Ukiah, Calif. wholesaler Marion 'Ward has been named manager of Rossi Wholesale Lumber, a division of Rossi Transportation, according to owner Joe Rossi. Rossi Transportation also operates Fort Bragg Building Materials.

Hal McGee, a 22 year man with Diamond National and manager of their Chico retail outlet, has left to join Carl Dietz at Longfellow Lumber Co. in Chico.

Frank Kleins is back on the job at Diamond National in Petaluma after recently undergoing successful surgery at the U. C. Hospital in San Francisco.

Steve Paquette, 22, rounded out an Army Ieave with a tour of Las Vegas. Picking up the tab was his dad, Yern Paquette, bossman at Jamb Dandy Lumber, Whittier, Calif. Steve is bound for Fort Eustis, Va,, for a brief tour of duty and then Vietnam.

Bill Bittenbender, Bittenbender Lumber Co., Ukiah, Calif., is building a new store next to the present one. The old building, constructed by Lloyd Bittenbender in 1933, will be torn down for parking.

Chuck Moore, general manager, North Santiam Lumber Sales, Inc., Salem, Oregon, has named Bob Dickinson as ply'wood, particle board and industrial clears salesman. Sy Bailey will be buying and selling inland species, nationally and locally.

Robert "Bob" W'enzel is the new manager of the Skyway Branch, Herr Lumber Co., Seattle, Wash. His assistant manager is Monte Axtman.

Several Los Angeles area lumbermen gathered with Crawford Lumber's Lloyd Webb to welcome his son, Sgt. Tom Webb of the Army's Green Berets. Tom is on leave from front line duty in Vietnam. Included were Jean Parrish and Jess Bernstain of Crawford, Charlie Wilson of E. J,

Weslern Lumber & Building Mqteriols MERCHANT

Stanton & Son and lumber trucker Lee Anderson.

Dick Nishikawa has resigned as manager of imported wood products for Atkins, Kroll & Co,, San Francisco, to become chief of imports for Lifetime Door Co., Livonia, Mich. Lifetime is one of the largest door manufacturers and also operates plants at Newark, N.J., Denmark, South Carolina, and Sacramento. Calif. Nishikawa's 30 years of plywood and door manufacturing experience started with his own plywood plant in Japan in 1938, one of three in that country, He later was with Japan Plywood Co. in the Philippines and Japan.

Dick Lloyd is now vice-president of the Speedspace Corp., a subsidiary of Potlatch, working as the general manager of the glulam div. known as Summerbell Structures. Now based in Santa Rose, Calif., Dick was with Ed Fountain Lumber Co. in Los Angeles for twenty years.

John W. Kirby, formerly credit manager at E. L. Bruce Co. in Los Angeles for 20 years and for the past 5 years credit manager at Angelus Har:dwood Co., is now credit manager at Swaner Hardwood, Glendale, according to bossman Keith Swaner.

Ralph and Simone Norback were hitting all the Paris nightspots including the Moulin Rouge and the Follies, according to a welcome reeent postcard. Ralph, who is one of the stalwart Strable men, had to cut the trip a bit short tho' when notified that his Bay Area home had been broken into by baddies-and we sure seem to have more than our share of those these days.

Twenty'FiveYears Ago

As Reported in the Decemberl942,Issue of The MerchanqEsr L922

Jas. E. (Jimmy) Atkinson, Atkinson-Stutz Co., San Francisco, returned from calling on Fir and Pine mills in Southern Oregon and Northern CaliforniaFrank J. Connolly, vice-president and general manager of Western Ilardwood Lumber Co., Los Angeles, left on a business trip to Washington, D.C.

Robert Meyer, son of Ilenry Meyer, 4an: ager of the Oakland Lumber Co., Oakland, left recently for Camp Crowder, Missouri to take a three months' course with the Signal Corps.

John G. Ziel, lumber importer and exporter in San Francisco, has closed his office and is now a Lieutenant in the NavY.

Clem Fraser, well known East Bay lumberman, is now associated with Hogan Lumber Co., Oakland.

James L. Hall, Jr. and Roy E. Hills, Jr.' sons of James L. Ilall and Roy E. Hills' San Francisco wholesale lumbermen, were graduated from Stanford University, June L4.

Mason E. Kline, general sales manager, Union Lumber Co., San Francisco, has returned from a four weeks' business trip to the Eastern states'

Art lVatl has been transfened from the sales department of Union Lumber Co', San Francisco to the mill at Fort Bragg.

Art Williamson, California Builders Supply Co., Oakland, and his family have ,returned from a vacation spent in Yosemite National Park.

Bill llaskin, formerly employed in the office of U.S. Plywood Corp., San Francisco recently volunteered for defense work with Pacific Bridge Co. at Pearl Harbor.

Ilollis J. Nunneley, sales manager, Associated Plwood Mills, OlYmPia, Wash', made a business trip to California.

H. B. "Chad" Chadborne, Salinas Lumber Co., Salinas, returned recently from a vacation tour of the Southern states.

Bob llales of The Pacific Lumber Co., San Francisco is a Cadet in the Army Air Force, awaiting a call to rePort.

Don Philips, Lawrence-Philips Lumber Co'' Los Angeles, and his family, are vacationing in the Redwood EmPire.

'Wayne Mullin, Mullin Lumber Co., Los Angeles, is back from a business trip to Arizona.

C. R. Nelson and Leo llulett, Hobbs Wall Lumber Co., San Francisco, visited the company's sawmill at Beatrice, Humboldt County.

James L. Ilall, San Francisco wholesale lumberman, and Mrs. Hall returned from vacation spent at Feather River Inn.

Gene Rutledge, district sales manager of California Redwood Distributors, Chicago, is spending several weeks visiting the metttb"" mills at Samoa and Scotia, California.

Mr. and Mrs. L. til. Blinn II of The Pacific Lumber Company, San Francisco, recently moved into their fine new Redwood home, "Blinnacre," in the Sleepyhollow Tract, San Anselmo, Marin CountY.

Tom Alzina, Santa Cruz Lumber Co., Santa Cruz, recently spent a pleasant vacation at Lake Tahoe.

John T. Bryant, Strable Hardwood Co', Oakland, has been inducted into the Army' Carl R. Moore, Jr., son of Carl B. Moore, Sr., vice-president and general.manager. of Scott Lumber Co., Burney, Calif., is in the Army Air Corps, in training at Tucson, Ariz.

lnsuloii,on Focts

Insulating against noise between rooms is of rising concern to builders and remodelers -and building material dealers

Ncw Lntctratutr@

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

Pointing Porticleboqrd

Practical advice on how to paint particleboard surfaces is in a free new manual bY the National Paint, Varnish & Lacquer Association in cooPeration with the National Particleboard Association.

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

New lVlochine

A new brochure describes how the automatic Panel Patcher routs defects, glues, and inserts plugs in various kinds of plywood paneling.

"Sound Control" can advise them with a booklet entitled "Sound Control," bY Western Wood Products Assoc.

T\renty different sound insulating partition systems are described.

The brochure contains Pictures of the tool, its dimensions, and drawings of Possible plant layouts utilizing the natcher.

- TtrRITE: The Merchant Magazine, 4!2 W. Sixth St., Los Angeles, Calif. 90014.

Weotherstrip Cotolog

"Thresholds and M etal Weatherstrips" is an illustrated catalog of products designed to minimize heat loss, dust, drafts, and afrect sound proofing.

Illustrations show product aP plications and recommendations for commercial ,and residential buildings. Also a caulking estimating guide and specialty items. A price list is included.

IVRITE: The Merchant Magazine, 4L2 TV. Sixth St., Los Angeles, Calif. 90014.

New Moulding Book

A nevr standard moulding book for the softwood industrY -"WP Series Moulding Pattems,"-1n4t'Ls a major steP forward in establishment of a national standardization system for mouldings, according to Westerrr Wood Moulding Producers, of Portland, Ore.

Prior to revision of the pattern book for mouldings, WW MP conducted an analysis of actual shipments from its mem-

bers to determine the most popu- lar pattern that is currently being produced. As a result of the survey, many of the least popular patteras were deleted and a few patterns which have come into existence in the last few years were added.

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

Truss Folder

Teco has a folder with four scissors truss designs using their split ring system of construction. Engineering details, lumber and hardware requirements for spans of 30', 40'and 50' are nresented.

&issors Design

Spaced 16'on centers, the designs are particularly well suited to construction with an ex-

posed wood truss. Split ring connectors are used in the scissors truss designs to increase the strength of joints in wood construction.

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

New Hordwood Mqrket

The huge untapped potential market of 5 to 8 million dwellings in r-ural America is described.

Emphasized is the use of lowgrade, locally-produced hardwoods for low cost housing. This is seen as an alternative to the usual pallet market.

WRITE: The Merchant Magazine, 4I2 W. Sixth St., Los -{ngeles, Calif. 90014.

Brochure

Avoiloble

Valuable facts for painting galvanized steel used in a variety of buildingsin homes, farms and in business and industry-are now available in a brochule produced by the committee of gah'anized sheet ploducels of Amelican h'on and Steel Institute.

WRITII: The Melchant Magazine, 4I2 W. Sixth St., Los -\ngeles, Caiif. 90014.

Four New Ponels

Four colorful panel illustlations show hol'r' u'ashable plastic-

finished hardboard can be used to create distinctive and practical interiors in a new catalog.

Product lines included in the 1967 catalog are textured wormy chestnut, travertine, tapestry and leather; random plank and woodpanel; Marlite murals; plank and ceiling block; hi-gloss panels; designer colors; Marlite peg-board; decorator and marble patterns.

WRITE: The Merchant Mag- azine, 412 W. Sixth St., Los Angeles, Calif. 90014.

Choin Sow Monuql

The release of the second edition of a chain saw serwice manual, a uliversal ser.vice manual on the repair/replacement/ad-justment of more than 360 models of popular chain sarvs, has been announced,

This 216-page manual covers all service data necessary to tear-down and reassemble all makes, all moclels.

WIIITFI: The Mer.chant Masazine. 412 W. Sixth St., Los Angeles, Calif. 90014.

Redwood Plywood

A ne\v full-coloi' brochure illustrating surface textures, glades and patterns of PalcoPly redr.voocl plyrvoo<I, along with detailecl I'ecommendations for flnishinq is norv available.

This versatile paneling combines redl.ootl charm r.vith the advantages of plyil'ood for. extelior ol interior use.

WIiITII: The Mer.chant MaEazine, 472 W. Si-xth St., Los Angeles, Calif. 90014.

Plywood Help

The "Guide to Plys'ood Ploperties and Grades" published by the American Plywood Association provides in 12 pages a complehensive summal'y of plyrvood grades, theil uses and hovr to rvolk them.

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

4 Carlow Company

Warehouses

To Serve All Southern Cqliforniq Deolers

l7O3 N. 8th Street

COITON, Colifornio

TAlbor 54672

ll38I Brodley Ave.

PACOIMA, Colifornio 899-5208

750 Eost 59th Street

LOS ANGELES, Colifornio Pleosqnl 2-3137

68O7 McKinley Avenue

tOS ANGELES, Colifornio Pleosont 2-3I36

M()RGAN DOORS for Every Use .

M-400 Interchangeable Panels Entrance Doors-All IYPes

SED0RC|) Louvers & Colonial-Modern Hardwood Flush Panel Doors

FLUSH D|)ORS_ ASH_MAH()GANY

-8tRCHMAS()I{IIE_BEECH

FIR PI.YW()()DJAPAIIEST PLYW|)()D

NORDCO DOORS

I,OUVER DOORS

3 PANET DOORS F.3

FOUR PANET RAISED F-44

X.BUCK IRONT DOORS

sAsH DOORS F-13

RAISE PANEI TOUVER DOORS

SCREEN DOORS

FRENCH DOORS

DUTCH DOORS

FANCY FIR DOORS (ENTRANCEI

TOUVER BTINDS

MONTEREY TYPE DOORS

..SOUTHERN AIRE'' DOORS

CARVED DOORS

Estoblished 1895

WHOLESALE ONIY

Lcftftctrs

OLD FRIENDS

Dear David,

I missed you at the Memphis Hoo-Hoo national convention rvhele u.e all had a u'onderful time. The tlip thru the Bruce plant and the Nationai Distillers Whiskey Barrel plant was very educational, the only thing missing was what went into the barrels.

Just lead of Jim Mclntosh of Stockton, Calif., passing away. Jim and I joined the Hoo-Hoo on Jan. 22,7921 in the Stockton Hote1. Chas. LeMaster helped at the initiation. Jim and I 'w'ere good competitors and remained good friends all our lives. I saw him at the Phoenix convention in '65, the last time. He was out of town when I was in Stockton last year. Our plants, Roberts & O'Keefe and the Electric Planing Mill, were only two blocks apart.

Rill O'Keefe

2::171 N.E. 136th St., Miami, Florida

LOYAL READER

Merchant Magazine

Gents,

My eyes have gotten so poor that I cannot do much reading, so please cancel my magazine, Have enjoyed it for many yeaTS.

Sincerely,

Fred Yost Milford, Nebraska

HIPPIES GET 86'd

The other day a couple of Hippies came into my store. They stood around and fingered my merchandise but didn't buY anything. When theY got tired of this they tried to touch a customer for small change. Needless to say, the customers left 'vvithout completing their purchases.

Now, I didn't want to be rrde but I threw the hippies out. I think everyone should.

Sincerely, Name witheld Los Angeles, Calif.

DISCOUNT STORES

Dear Dave:

We sure enjoyed reading the article on page 12 of your September issue. The one on the discount store. More yards ought to be thinking about doing this kind of thing.

The do-it-yourselfer is always on our minds when we're stocking, buying and selling.

Sincerely,

Horace Pease Las Vegas, Nevada

HARDWOODS

Clear Dry Firs and Pines to 6" (inclusive) thickness

Commercial .":o itt"ssing Boards

Turning Stocks/Mast and Spar Spruce

Pattern Grade pin" ino'tvta'tlogany/aoat Lumber

OAK TIMBERS

You Narne it - We Have it!

U]IITED Tll SERVE YllU BEST!

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

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

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

I.ASC MANAGEMENT SEMINAR

(Continued lrom Page zl4)

the Palm Springs gathering a look at "Profitable Retailing Across the Natinn."

Shedden, president of Lord & Bushnell, Chicago's oldest lumber yard, outlined some of the success{ul techniques being employed by dealers throughout the country and some of the wood products promotions being conducted by various associations.

A barnstorming three-man brain trust from Pabco Div., Fibreboard Corp., presented a dynamic three-hour discussion on "Your Margin of Safety" to the afternoon

gathering of the conferees.

The lumber dealer, the speakers agreed, operates on a very narrow margin of profit and his success or failure depends largely on the quality of his employees.

ooMost yards seem to be over-staffed with under-talented people," was the conclusion drawn by opening speaker Kirk W. Frederick.

Speaker E. V. "Gene" Gear outlined the panel's "KAP" program for determining the needs of employees: knowledge, attitude and performance. He offered several development techniques, including training meetings, exchanging ideas, outside education, assigned reading, etc.

Weslem Lumber & Buildlng

toRemember," he concluded, t'that ideas don't work if you don't."

Ralph E. Heim, the third member of the Pabco team, offered suggestions on probproblem people and what to do about them.

o'There's no better way to spend your time than trying to upgrade employees or salvage a marginal man," he stated.

Frederick urged dealers to take immediate action to improve the caliber of their employees, closing with the axiom that oowhatsoever man altereth not for the better, time will most surely alter for the worse,"

The President's Luncheon saw a number of honors conferred, including a

FlLtlNG & SHIPPING your order efficiently comes noturolly ot Som Wingote's. A g,ood, complete inventory of wholesole lumber ond cut stock is olwoys on hond. Plus complete surfocing & re-sowing focilities. Five big lrucks ore reody to roll with your order. Why not coll us now?

itoteriols IIERCHANT

DECEmBER, r967

handsome plaque to out-going president Pete Speek for his dynamic leadership during the past year.

Ralph Russell" former presider.rt of Consolidated Lumber Co., Wilmington, was named a senior director o{ the association b1- a resolution adopted by the board. Past prt:sident Wayne Mullin. Mullin Lumber. read the lesolution and prt'sented Russell a plaque.

Dorian H. Fickling of Fickling Lumber, S'ilmington. was inducted into the Pioneer Lumbermen's Club. consisting of veterans with more than 4.0 y ears in the lumber business. and was presentcd a scroll by t'xecutive vi<:e president W-ayne Gardner.

The social side of the conference included a Mexican Fiesta complete with costumes and a mariachi band.

While the men attended tht' work sessions, wives busied themselves with bridge parties, coffee klatches an<l shopping around tht. desert resort.

At the annual golf tourney, Guy Barnett of Barnett Associates narrowly missed retiring the low net trophy which he had won twice previously. He was nosed out by one stroke by Inland Lumber's Bill Sharp, who'll have custody of the trophy until next year's re-match.

Charles Jenkins o{ Boyd Lumber'. Upland. took low gross honors, edging out Hull llros.'s Wayne Hull.

DIRECT HARDWOOD MIIL

c0._N.y.c., Rare woods & veneers I sss-gggg I

lilI$TtRII

8687 Wilshire

ilARDtt00D tl|l[BtR

Blyd., Beverly Hills, Calif., P.0. Box

Don't be Left Ouf!

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

Hoo-Hoo puls you in direcl conlocl wilh olher lumbermen. Puts you in conloci with men ond ideos lhol it might otherwise hove loken you yeors lo confocf. lels you leorn whot il look olhers yeors lo leorn. lefs you give of yourself so lhol you get in relurn, Frolernol fellowship benefils oll who come in contocl with il.

Ios

JOIN NOW-DON'T DETAY Anoeles

H00-H00

Club Two

"Be where it's hoppening" llflt ,Xr, %r_tiiort'o. tooto

.61

ln the gals division, Donna (M r s. Wayne) Hull copped the low gross award and Virginia (Mrs. Jim) Gibbons took low net honors.

Meanwhile, back at the tennis courts, past president "Powerhouse" Pete Speek and his partner "Dazzling" Daryl Bond were capturing the men's doubles trophies, out-stroking second place finishers John "The Chopper" Sullivan and Don "The Lobber" Swartzendruber.

The "class" of the tourney was Leon and Lorraine Laudcrbach of Orange Coast Lumber, who took the mixed doubles award, beatine out Bill and Marsie Hanen who took runncr-uD hortors.

Ihings'll Be 0reat in '$B !

We'd like to thank our many fine friends and clrstomers for their continuing support during L957. We're looking forward with enthusiasm to serving you agarn in 1968.

Lumber Sales

I 3OB Eost 38th Street Ooklond, Colif. 94602

PHONE (4rs) 534-rOO4

CLOVERDALE, CALIF. P.O. Box 537

Art Bond . Joe Bowmon TWinbrook 4-3326

Wholesale Only

MIXED REDWOOD AND FIR LOADS

New Socromenlo Club Ofiicers

Sacramento Hoo-Hoo Club 109 has held its first meeting of the new club year and installed its new president, Ed O'Kelly, salesmanager of W. R. Sayre Lumber Co. in Sacramento. Ray Teakle of CBS Sacramento will serve as vice-president and Gene Cottrell of U. S. Gypsum as secretary.hsasulsl.

New directors include: Harry Anthony, J. E. Higgins Lumber Co.; Dick Kidder, Capitol Plywood; Clarence Sackreiter, Nor Cal Millwork; Lloyd Gabbert, Gabbert Lumber Sales; Bill Baird, Arden Lumber Co.; and Chick Cecchettini, Capital Lumber Co.

New Everett Distribulion Center

St. Regis Paper Co. has announced it will build a $l million distribution center just north of Everett, Wash., on Hwy. 99.

The center will sell lumber, plywood, studs and other forest products to industrials and contractors, according to Henry Hewitt, manager of the company's distribution yards. It will employ fifty workers.

,TAANAGEMENT SETYTINAR

(Continued lrom Page 12)

you pick up that phone and all the advertising in the world won't bring that person into your store if he feels rebuffed.

The final day session opened with J.

Wilson Getsinger of the University of Cal. ifornia Management Institute who conducted a lively "Decision Making" pro' gram during which each participant was given a set of situations to resolve and each answer was then graded.

Final speaker on the two-day program was management counselor Bert Calvin of Calvin & Co., San Francisco, who spent nearly two hours answering questions on lien laws, stop notice procedures and other legislative and legal points.

The Third Annual Seminar was pro. duced by LMA's education committee headed by Duane Bennett of Mead Clark Lumber Co.

California Lumber lnspection Seryice

CLASSIFIED AltVERTlSll{CPosition lVanted $2.00 pet line, minimum $4.50. All other $1.00 per line, minimum $6.00. Two lines of address (your address or our bor number) count as one line. Closing date for copy is 20th.

CTASSIFIED ADVERTISEMENTS

POSITION WANTED REAI ESTATE

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

GOOD #2 MAN for dealer or wholesaler or SPECIALIST in (a) sales, (b) credit, or (c) buying (lumber, hardware, paint, building materials). Young, alert. Prefer Bay Area. Phone 845-5361 or ,Write Box 147.

ASSISTANT. MANAGER-25 years experience in lumber, hardware, building materials. Desires change. Wholesale or retail. W'rite Box 153.

MILLWORK DETAILER and biller, experienced in shop supervision. Well-qualified. Write Box 154.

SERVICES OFFERED

JOIINNY TIIE LUMBER LOAD SIGN PRINTER

Specializing in paper danger flags, side-load signs, job cards, etc. John Weiler's Printing, 1441? Hawthorne Blvd., Lawndale, Calif. Phone (218) 676-7522 or 676-2293.

BUSINESS OPPORTUNITIES

FOR LEASE: Central Fresno Building; 18,000 sq. ft.; Ideal Distribution Location. Write: Lexington Company, P. O. Box 1373, Tacoma, Washington 98401.

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

Afso r/w boards 3/a" to IVq'. Will cut to any length. Lumber Specialties, 7159V2 Telegraph Rd., Los Angeles, Phone 6858658.

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

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

THE ONLY BUILDER SUPPLY AND LUMBER YARD in town of SSoo in-ingrowing area. 300 feet frontage on National Highway close to town-on R.R' spur' Land, bldgs. and inventory all for $?0,000.00. $20,000.00 will handle. 5olo discount for cash' COLLINS REALTY, Boulder CitY, Nevada.

EQUIPMENT FOR SAIE

IIYSTER, used, 16'500 lb' capacity fork lift truck. May be J9-elt a.ifv rt Hunter'Woodworks, Iric., 1i35 E. 223rd St., Torrance, CaUf' (zlg) 776-2544 or (213) 835-5671'.

ONE 48" NICHOLSON CIIIPPER complete-$6500; Hvster 16,000 lbs. fork lift with side shift-$7500; double track 66' Moore dry fil"-price open; Ford dump truck-$500; Chev' fire truck-$500; ioo,oOo sa" wfrlte fir kiln stickers-6d each; two lumber carriers$gSb each-noseville Lumber Co., P. O. Box 517' Phone (916) SUnset 3-8133.

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

1959 INTERNATIONAL Lbr. roller (185). $1'500' Gd' cond', excess "q"ip. WutX Lumber Co', 7100 Radford Ave., No. Hollywood, Calif' (2r3\ 877-4729.

IIYSTEB SPACE SAVER model RT-150 42877;15,000 lbs' rating; GRD 214 International engine. Call (714) 477-3LOL.

HELP WANTED

EXPDRIENCED COUNTERMAN for Orange County, Calif'' Lumber Co. Permanent, well-paying position for the right man. State minimum salary requirements and experience. Write Box 155'

FAST GROWING chain lumber & hardware discount stores seeking exper. retail lumber salesmen, managers and asst' mgts. Eicellent oppor. for advancement. Top pay, pensions, profit sharing, insurance and other benefits. Send resume to Box 100.

IIARDWOOD LUMBER-SALES AGENT. Portland wholesaler/ manufacturer needs experienced representative part-time basis to sell their Los Angeles inventory as well as mill inventories of Alder and Maple lumber. Write for full details to P. O. Box 881, Portland, Oregon 97207.

2540 Huntington Drive, Son Mqrino, Calif. 9l

ADVERTISER'S INDEX

ABORIGINE I-UMBER CO. .,,,...-

AMERICAN HARDWOOD CO.

ARCATA REDWOOD CO. ...._..._,,

ASSOCIATED REDWOOD MII-TS

ATKI NSON-STUIZ

SAXTER & CO., J. H. .,............

BAUGH FOREST PRODUCTS CORP.

EEr.r.wooD co., THE

BERKOT MFG. CO.

BilSS TUMBER CO. ...........

sOND I.UMBER CO., ART

BONNEU. TUMBER CO.

BONNINGTON TUMBER CO.

BRUSH TNDUSTRIAt TUMBER CO.lv

CAIIFORNIA I.UMBER INSPECTION SERVICE .,

CAI.IFORNIA IUMBER SATES

cAt-tFoRNtA pACtFtC REDWOOD CO.

CAI.IFORNIA PTYWOOD CORP.

CATIFORNIA SUGAR & WESIERN PINE AGENCY

cAt-sAc LU^.rBER SATES

cAPtTOt PTYWOOD

cARt-ow coMPANY

CI-OVERDAIE REDWOOD SAI,ES

coAsT PtAN|NG Mil.r

COASTAI, WHOTESAI,E t.UMBER

CONNER I.UMBER SAt,ES

C.Q TRUCKING CO.

DANT FOREST PRODUCTS

DANT & RUSSEt.t.

DENISTON CO.

DOOT EY & COMPANY

ESST.EY & SON, D. C F t

FtR & PtNE LUMBER CO..,..,._...

FOSTER FOREST PRODUCTS ....-..

fREA.IONT FOREST PRODUCTS

& CO. ._,__..._.._.._...

CO.

GAI.LEHER HARDWOOD CO.

G & R tUT BER CO. .._.........._.....

Gil-BREATH CHEMtCAt CO.

GOI.DEN GATE I.UMBER CO. .,.,.

GREENFIEI.D & SON, H. M. .-..

GUAT.AIA t-UMBER CO. _.. .,....

IUMBER CO.

TUMBER SAI-ES

ilt Hil-t t-UMBER CO., O. M..,._......,,.....

2 HtLI WHOLESATE TUMBER & SUppty

HOBBS WAt-t LUMBER CO., tNC.... HOI,MES I.UMBER CO., FRED C, t-. A. HOO-HOO Ct UB 2......,.,.,...... HOOVER CO., A. _. HUFF tUMEER CC.

INI-AND I-UM8ER CO.

.,AMES REDWOOD CO. _....

K,/D CEDAR SUPPI.Y CO. KEY CORPORATTON ......_. KITGORE, ROBERT P. K IMBER I.Y-C TARK KING'S RIVER TUMBER CORP.

I.AMON I.UMBER CO.

I.ASHEY I.UMBER, INC.

r.oDr-FAB TNDUSTRTES

LooP r.uMBER & Mil.t CO.

ros-cAr IUMBER CO.

TUMBER DEAI.ERS MATERIATS CO

MoCBEAIH HARDWOOD

MAPI.E 8ROS.

,!^AROUART-WOI-FE I,UMBER CO

MARTINGAI.E PAPER CO,

MASON SUPPUES, tNC.

A,rULtEN LUMBER CO., Ft-OyD

MUTUAI MOUI.DING & I,UMEER CO.

PACTFTC FtR SATES

PACtFtC-MADt50N LUMBER CO.

PAN.ASIATIC TRADING CO.

PARAMINO TUMBER CO.

PAUI. BUNYAN t.UMBER CO.

PEERLESS LUMEER CO.

PEI-I.A ARCHIIECIURAI. PRODUCTS

PEMKO MANUFACTURING CO.

PENEERTHY I.UMBER CO.

PIERCE I.UMBER CO., AI.

REDWOOD COAST I-UMBER CO.

REEt" t-UMBER SERVTCE ROUNDS tU^4BER CO.

G €

SANFORD-I.USSIER, INC.

SAV/MIt sAtEi .....

so.cAL SOUTH BAY REDWOOD I-UMBER CO.

5IM,!IONS HARDWOOD I.UMBER CO.

STAHt- |-UMBER CO.

STANDARD I.UMBER CO. .....

STANTON & SONS, INC., E.

STRABI.E I-UMBER CO.

STRAIT DOOR & PTYWOOD SUMMIT I-UMBER

TACOMA |-UMBER SAT ES ..

TARTER, WEBSTER & JOHNSON

VAN DE NOR I,UMBER SAIES

WENDTING NATHAN CO.

WESTERN DRY KITN

VWESTERN HARDWOOD IUM8ER CO.

WESTERN PINE SUPPTY CO..... WHISI.ER

zrEr.

Gus Hoover

Dick Hoover Stuort Jones

BUYER'g GUIDE

tOS ANGEIES

TUMBER AND IUMBER PRODUCIS

Ancricon Hordwood Co. ...-...---...--...-..-..,--.-...719-1235

Arctc Rcdwood Co. (K{ Conwoy}..--.-..-WEb.ter 6'48,18

' ArtoclatGd Rcdwood [{ills ..--.......-.......OIerbrook 5'8741

r," lough Forcrt Productr Corp. .............-.{213} 330-7/t5l

...,' Slir Lumba Co,, Inc. .--,..--..-RAymond 3-1681-3-3454

..r.' Brookr.Scqnlq, Inc, .--.----......-.--.---..--.-...---(7141 525-3531

E. L. Brucc Co. (Jim McFoddonl-----...---l2l31 622'9815

'8rurh Indurlriql lsnblr Co. ...-...-.-..----RAvmond 3'3301

' -" Californto D@ Co. of l'.A. ..-....-.....--...(213) 588'21'll

i'l Fii'ivliiir;"s"I; :...:.::......-......-..-.......i2rgi zrs-srsr

t . A, & Pinc lumbor Co' ........-.--......---..-..Vlctorio 9-3109 i Fprlrr FoEt Product! .-(213) 681-23'13

6,1 . Fbuntcln Iumbcr Co.. Ed............--...--.....-...tUdlow 3-1381 i j. ,tncnon & Co., Srcdhqn G. .........-.-..-.-.--oRiole 3-3500

.fr6onf Forat Prcduct: ....--.--.--....--...--.RAymond

SOUTHERN CATIFORNIA

Scn Bernqrdino - RiversideSonld And Areq

Seffwood Compony, The .............---.-------(7111 538-8821

Cqfifornio Door Co. of t.A. .......-...--.---.--(7111 825-7811

Corlow Compony ---------TAlbor 5-0672

Evonr Prcductr Co. (Plywoll Div.) .--..---(7141 737-0651

Gorgio-Pocifi c Worehouse ..-........-.-..----OVerlqnd,{-5353

Horbor Iumbor (Al Wllson] ...........-..----........OV 4-8956

Hobbr Woll lunbcr Co,, lnc. ...--.-..-.--..----.---511-5197

Inlqnd Iumber Conpony .--...................--.-.-TRiniry 7-2001

BAY AREA

TUMBER AND TUTABER PRODUCTS

Arcoto Redwood Co. .--------------.---..-..------.-.-.-YUkon 6-2067

Evons Producls Co. .---------.-.--.--...-.-----.-...-------.-...826-241 I

Goorgiq-Pocifi c Corp. ---.--------.------------.-----DOuglos 2-3388

Holl Co,, Joms L. -........-.....-----------.---.-Sufier l -7520

Hof linqn |{ockin lumber Co. ...-.--.--.-.--.--.(,f l 5} 167 -8110

jr;.' L6ltley, Dqvid E. -....-.......-.-.--....--..-....Chopmon 5-8805

i.- ; , llvft Lumbq Compony .SPruce 3-48,t6

ii j.. lorCol Lunbt ...........-...,...........-....(213) [Udlow 2-5311

1j" :.. tlqrquqrt-Wolfe [unbcr Co. .-.-.-.-.--.-.-...(213] 625-l/tg,t

8, lt\clts Iumbc Co., Floyd --......-.-.......--.,.,.-.,.679-!991

$': - ' ,toruot Moulding ond lumbcr Go. .-....--.--.FAculty l-0877 i ' ,:. iitcrh lsmbq Solc, A. w. .----.---...-.......--..-...872-1280

Psclflc Fir Sole------------------..---..-.--.-..--.....--..MUrrqy 2-3533

Pccific Lunber Co., The ---..-----.,.---CUmberlond 3-9078

Pocific-lttodiron Lumber Co. ..-.----.-...--...-SPrucc 3-2292

Pon Ariqtic Trqdins €o., Inc, ..--.,----,--,--Rlchnond 7-7521

Pclro Compony, Al .--.---.--------..--------.--.NEvodc 6-1009

Lnbsrlhy Lumber Co.

lond: Lumbsr Co.

Scnford-Lu$iar, Inc.

Slmmons llordwood Iumber Co.

South Boy Rodwood Co.

Stohl Iumber Co.

Stqndord lunber Co., Inc.

3-4511

2-9181

3-l 9l0

Sionton & son, E, J. --[Udlw 9-558t

Sunmil Iunber Co,

Swner Hordwood Co..---..-...-..-..-.------

Unllcd Whlre. lumbcr Co. --...-----.--...OVerbrcok

Co. -....--.-..--...---,.-..CUmberlond

Wholeole Focsi Produ<ts ..583-6013

TREATED I.UAiBER_POTES-PI I. NGS_TI ES Bqrtq & Co., J. H. -.DUnklrk 8-9591

Hqrbor Iumbq Coilpony .---.----..---,-------..--..YUkon

8-2536

lr,iqson Supplic, Inc. -.-..----....--..----.--.---.--.ANgclus 9-0657

Nordqhl lAonufocturing Co. -.819-2675

Pcllo Archltccturol Products, Inc. -...-...---.(213) 77 1-21OO

Pttttbsrsh Poink ..-...-..--.-...-.........-.....(213) 378-8373

Shokontryn Coro. -...-.--.......,--.-.-----.-..--...--(7l,ll 525-3531

5o-Cql Comncrciol Stcel .-...-..-..--.---.-----.(2131 685-5170

Slrclt Door & Plywod Corp. --..--.-,.--CUmbqlond 3-8125

Supcrlor Flrcplcc --.-...--.-------626-0167

Torlcr, Wrbrlcr & Johnson -.--...-.-..-.--.ANsclw 9-7271

lorlor. Wqbrter & Jofinro (Spocioltv Div.l AN 8-8351

Woodlqnd Producb Co. -.,-.-.--...--.(71{l YUkon 6-7981

SPECIAI SERVICES

A$oclofcd lloldlns Co. .--...-....--.-......-..RAvnond 3-3221

lafof ,,tfs. Co......-..-...............................-----.......-875-t I 63

filif. Lbr. IntDcctlon Scrylcc .-..-..-NOrmondy 5-5431

Chfp Notlonol ..............(7141 9C2-9617

Ccot Plonlng l,llll...---............--.-.-.--...-.--..-ltAdbon 2-l l8l

Hunta Woodmrh ...............-.....---...-...-.-..SPrucc 5-2544

l,lothrny Lnt-A-5klll -..-............................(2131 38,|.5255

/t^foDl-Coroy llfs. Co. .....--..773-8511

NolPck 6rp. ..-...12131 tU.llow 3'105,1

lcgcl Indorlrlcr ..........(2t31 231.1033

ncp@ fnduthttr, lnc....--...---.-----..-.".- ..........."..-.,..639-2552

IUMIER HANDIING AND SHIPPING; CARRTERS'

G4!ni.ld

ARCATA

Arcdto R.dwood Compony .-----...-.-.----.-.Hlllside 3-5031

Arraiqtcd Redwood Milb .---.-------.----..VAndyke 2-2116

Col. Pocific Sqls Corr. -.-.-.-.--.--.-..-..--.-VAndyke 2-5'l5l

Holmcr lumbcr Co., Frcd C.-.,--.----...-..-..------------113-1878

Pocific Fir Solc-...----..--...-.-......--...---.-...-.-..VAndyks 2-2481

Simpsm Timber Co.....-..-..---.-.---.-... -------.----l7o7l 822-0371

South Boy Redwood Co, .....-..--.-.--.------...-..(2131 SP 2-5258

Tocono tunbcr Solu, Inc. ..-.-.-.-.-..--..-..VAndyke 2-3601

ANOERSON

Kinbcrly-Clqrk Corp. .-.------.--.----...-...--.-.(9161 365-7661

Pouf Eunyon lunbcr Co. -----.365.2771

AUBENRY

King'r River Lunber Corp. -.-.-...----.--....--...12091 855-2522

BAKENSFIEI,D Gcsgio-Pocific Worcfiourc --..............---.FAiryiN 7-7771

U.S. Plywood Corp. .....--.--..---..--.----.......-FAinicw 7-7736

CAtPEtIA

Crcwford lumbcr, Inc., F. M.--.--.-.--....-...17071 185-8756

BUYER'S GUIDE

CIFIC NORTHWEST STATES

OBITUARIES

HARRY G. HOOD

Harry G. Hood, veteran lumberman, and western sales manager of The Pacific Lumber Co., died November 4 in San Francisco after a brief illness. He was 64'

Mr. Hood started his lumber career in 1925 when he joined the Dolbeer & Carson Lumber Co., San Francisco, remaining with that firm until it was acquired by The Pacific Lumber Co. in 1960. He continued in sales work and in 1966 was appointed western sales manager.

A native of San Francisco, Hood was a member of Golden Gate-Speranza Lodge No. 30 F. & A. M., and Hoo Hoo Club #9 of San Francisco.

He is survived by two brothers, Frederick J. and George F. Hood, both of San Francisco.

FRAI{I( $'. SWARTZ

Frank W. Swartz, retired manager of the tract pricing dept. at Consolidated Lumber Co. in Wilmington, Calif., died Oct. 28 of cancer. He was 66.

Born in 1901 in St. Anthony, Idaho, he was with Consolidated for 21 years. He graduated from the University of Southern California in 1931 with a degree in Business Administration.

Mr. Swartz was the son of George N. Swartz who was secretary of the Southern California Lumber Association (Harbor Div.) from 1922-42. He was a member of

Masonic Lodge #389 in Long Beach, Calif., Sigma Beta Phi fraternity and Delta Phi Delta fraternity, and since 1931 had been a member of the SC annual giving the honor roll.

He is survived by his brother, Dean W. and two sisters; Miss Thelma Georgina Swartz and Mrs. Alice McDowell.

EIIIET GRUEE TIIISLEY

Ethel Grube Tinsley, for many years associated with the hardwood lumber business in the Los Angeles area, died November 3, at her home in Lucerne Lake, Calif.

Mrs. Tinsley was employed at Western Hardwood Lumber Co. for more than 25 years and was for several years manager of that firm's hardwood flooring department.

Retiring several years ago, she and her husband moved to Lucerne Lake where they owned and operated a motel.

She is survived by her husband, Ralph Tinsley.

ROY J. MIKKEISEI{

Roy J. Mikkelsen, salesmanager and secretary of Auburn Lumber Co. and a director of Central California Savings & Loan, died of a cerebral hemorrhage at his Auburn home October 29. He was 60.

Born in Kongsberg, Norway, and a resident of Auburn for the past 35 years, Mr. Mikkelsen will be remembered by winter sports fans as a two-time national ski jumping champion and a member of the U. S. Olympic ski teams in 1932 and 1936. He was also the California jumping champion for six years and the Alpine

SA[ES:

Old Growth Redwood, Shorts P. E. I. Green Commons, Dry Uppers

Wecfem tumber & Sulldlng lfloterioh fitERCHiANT

Champion for two years. Two years ago he was named to the United States Ski Hall of Farire. During World 'War II Mr. Mikkelsen served with a Ranger unit of the U, S. Army, rising to the rank of captain. He saw combat service during the invasion of Normandy as well as in France, Belgium, Germany and Austria.

Mr. Mil<kelsen had served on the Auburn City Council for many years and in 1961 served as Mayor.

Survivors include his wife, Esther of Auburn; a sister, Miss Asborg Mikkelsen, and a brother, Olaf, both of Norway.

lhe sx,rletow cosT

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