The California Lumber Merchant - January 1963

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'IAAYMcnoger

THE CALIFORNIA LUMBER MERCHAI\T

Once q Month-Twice os Big ond Better Thqn Ever

Effective with this January, 1963 issue, The California Lum. ber Merchant will be published once a month in one great con. solidated issue. Release date of our new publishing sch-edule will be the 7th of the month. Deadline for editorial material and advertising will be the lSth of the prior month.

This important policy change was arrived at after considerable thought and sampling of opinion from many industry members, advertisers and others. Briefly, it reflects our desire to bring the magazine into line with modern merchandising methods and publishing practices.

We are confident that on a monthly schedule we can ofier you a Iarger, better and more informativs maqazine. Advertisers will ' derive the benefit of having their advertisements exposed through.

out a monthts reading.

-....flinally, though ue will publish a magazine double in size, we will save a certain amount of expense in having one press run a month. As our printing and other expenses have in the past year gone up ahott l8l/z%, it became necessary that we do one of two things-raise our rates, or reduce costs. We did not want to pass the bqrden of cost on to our advertisers; thus we took the . necessary step of reducing our own costs.

As a matter of information, of all the persons we consulted in this mattrr, not one expressed a negative opinion concerning our proposed monthly schedule.

, Coincident with our change to a monthly publication is the ' fact that California has now become in population the Number One State of the nation. And there is apparently no letup in its growth and that of the entire West. Though such growth brings .tremendous problems to bodies of government-whether local, ,, ,opunty or state-it also brings immense benefits to those who are doing business in this great area. Surely only continued suc,'cess can come to those who properly and aggressively manage their afiairs.

Upon the basis of modern management and promotion of busi_ ness, in the awareness that nothing can stop the expansion of. california and the entire west, The"catifornia Lumbe. Merchant; begins the new year with confidence and a continuing

serve as best it can the dynamic lumber and buildin! materials business of the West.

Sowmill Ploning Mill

Men, Markets and Merchandising

Being an address National Luntber Nationcr,l

Thank you for inviting me here today.

It's always a pleasure to be in the company of lellow lumbermen and members o{ the hardwood fraternity are noted for being especiallv hospitable and partit:ularly kind.

I shall tr1' to repay that kindness by heeding the advict: that Will Rogers used to give to public speakers:

"lf a man makes a speech he takes a chance of saying a damnfool thing" and the longer the speech tlrt' greater the thing."

Seriousll'. gentlemen, whenever an official of our association is invited to address an audience, there is one important standard we insist he meet-that he have something of value to give his audience. that he leavt' a substantir.e mossage with his listeners.

I hope that mr- remarks todal' rvill meet this requiremcnt and that h-v talking out our problems. discussing our opportunities. reviewing the challenges before us, we can come up with a clearer picture of where we've been, where we hope to go and horv we can best get thcre.

It is most fitting that we hale with us today one of our t'ountrv's leading lcgislative statesmen St'rrator John l\'IcClellan. l)emocrat of Arkansas.

SENATOR McCLELLAN SPEAKS

Senator McClellan was the principal speaker at the dedication of our Forest Industries Building in V'ashington last November-a building int:identally, which the New York Times has singled out lor special praise as the brightest example of contemporary architecture to join the W'ashington skyline in many months.

And it was Senator N{cClellan who, in 1960, sponsored the Senate Joint Resolu' tion calling on the President to issue a proc' Iamation each year designating the week beginning on the third Sunday of October as National Forest Products Week.

giaen by Arthur Ternple,Jr.o president, Manwtactu,rers Association, belore the

Ilardu:ood Lumber Association

Actualll'. there has never lret'n a t.ime in the history of our industry when we needed unity more than we need it now.

Every day, the lumberman is faced with new problems resulting {rom government regulations and t'ontrols. from atr interplarof the {orces of competitile private elrter' prise, and from a score of olher sources that demand the utmost in resortrt'e{ttlness and ingenuitl from lhe moil cstu]e lrtrsinessman.

How can the individual member of ottr industry cope with each new challenge'/ |[g snn'1-a1 ]east not alone" not i[ he intends to deal w'ith each neu- issue with marimum efiectilencss.

Whether he manufat:tures softwoods or hardwoods or a comhination of the two. whether he is a producer. wholesaler. commission salesman or retail dealer. whether he is chairman of the boarrl of a multi-hillion-dollar corporation or the sole proprietor of one of our industrr''s manv small concerns, the lumberman has a strong" silent partner in his trade assot,iation.

TRADE ASSOCIATIONS

Silent, in the sense that this partner is always unolrtrusivel,v at his side' alwars ready to help in the solution of troublesome problems, always preparctl to offer guidance that u'ill point to the best way o{ handling difficult management det'isions.

And, yet, in a much larger sense. the trade association is anything but a silent partner {or trade organizations reJ)rt'sent the most effective way that members of at'l industry can present their views forcefully, persuasir-ely to key government officials. members of Congress, specific audience groups or the general public, This is because a trade associatiorr rel)r('sents not one hut many voiles.

In do soing. it serves as an amplifier' enabline the diverse elements oI an industry to lie heard above the din and tumult of the crowd.

Since he has lteen an ardent artd con' Moreover. trade associatiols are a clearsistent supporter of the forest products in- ing house for the exchange of ideas and dustry. I know the Senator will rejoice thinking on l,usiness ethir:s. product prowith us today in marking a milestone in motion, sales techniques and related su|the progress of our industry. jects. This gives the small firm and the

The milestone to which you and I and giant corporation access to the same busiSenator McClellan are witness is the ness acumen, the same economic intelli' achievement of a greater degree of unity gence, so that in a sense the trade associathan has ever befoie existed in the lumber tion becomes the most democratic of all industry. democratic institutions.

But the greatest value of a trade association is pointed up when the members of an industry direct their as'.ociation to carry out a specific pro€lram or activity to put across an idea, a product or a service.

An outstanding example of this is to be found in the National Wood Promotion Program which our association inaugurated five years ago.

Flere was a program that no one Producer, no one association, only a lederation of associations could hope to conduct, be' cause it sought to answer so many needs, fill so many voids, accommodate so many interr:sts.

How well has thi,. profJram succeeded? Better yet" what has it done for you, the hardwood industrr?

WOOD PROMOTION

First, is should be emphasized that a program such as the \\{/PP can be effective only i{ it promotes wood-all utood, rvithout regard to partit'ular species over competitive materials.

You gentlemen are only too well aware, I'm sure. of the antiwood campaigns of our <'ompetitors. I mean thcir efiorts to vili{y r.vood as a material that will lrurn. rot, tvarp, split and otherwise deteriorate in the face of clements that somehorv. miraculously never seem to faze the products. o{ our competitors.

Adlertising and publicity of this nature isn't directed against an individual species but aeainst wood as a common rnaterial. The opposition doesn't care lhether a market is currentlv held for oak or fir, pine or maple; thev're after the market per se and their approach is dictated ..olely by this objectile.

What we must keep foremost in our mind at all times is that a drive b1' our competitors to t'apture the market held by one ot two species-take flooring, for example, where oak and maple are predominant, or house {raming. where pine and fir are the two big species-regardless o{ the seeming limits of the drive against one or two species, it is actually an attack on all spe.ci,es.

And we must ans\^'er that attack accordingly, by promoting wood-all woodagainst competing products.

That is the key principle of our National V-ood Promotion Proqram and it is a

BACKGROUND tr.OR LMNG Sultan's palace or on the beach' Lam-Loc Pecky Cedar takes to the terrain like it was always there. It does wonders for setting off a harem, nice background for those exotic dances, or for more routine living. Kids love Lam-Loc Pecky Cedar because they can treat it rough without retaliation. Mom and Dad dig it for quiet moments or for conversation when things get dull. r Dealers find Lam-Loc Pecky Cedar the liuhqe#' too. Nice profit. Easy to handle. One inventory goes both ways-inside or out. And there are a million uses, including Roman baths we hear. As you can plainly see, it makes great stereo cabinets and it's becoming a must for picture galleries. What other lumber product can ofrer you all this? Get started on your palace today. We'll send blueprints for the asking. Ed Fountain Lumben Company, 6218 South Hooper Avenue, Log Angeles 1, California.

'tBohbay Beach" aetting ot Paaific Ocean ParhAntone Dolu, NSID: desigrcr.

strategy tlat has given the hardwood industry benefits which far exceed its contributions to the program.

As you know, hardwoods account for only about 20 per cent of total U.S. lumber output; yet, probably some 70 per aent of the thousands of markets for lumber and wood products are served primarily by hardwoods.

It is this ratio of production to markets -and the fact that the NWPP seeks to promote wood across-the-board without ' favoring one species or one group of species

over another-that has given the hard-

wood industry its promotion "bonuses," or ; extra dividends, from our program'

Briefly, let's review some of the most significant NWPP developments affecting the hardwood industry:

There is currently in preparation a de-

sign manual to acquaint industrial users with different grades, sizes, chemical prop- 'erties and other characteristics of the prin' cipal hardwood species. This is a project intended to widen the use and increase the acceptance of hardwoods in the industrial marketplace.

NI.fiIA RESEARCI{

Underway at Washington State Univer' sity is an NlMA-sponsored program to de' velop a system of "low-profile" wood floors to compete costwise, with concrete slab construction.

Within the past few weeks we have awarded contracts to the Armour Research

Foundation and the U'S. Forest Products

Laboratory for studies to develop better

finishing materials for wood products.

,, As the American hardwood industry has

' watched its share of markets in the United

Kingdom shrink from more than 35 per ' per cent today, pressure has been building up for action to reserve the trend. Accord' , ingly, a plan has been developed-"Operaof increasing U.S. lumber exports, both

hardwoods and softwoods, to the United

Kinedom and other areas.

That plan, now being studied by in-

dustry principals, proposes an all-out effort

by the Timber Engineering Company, a

subsidiary of NLMA, to determine, in the

light of latest European Common Market

developments, what opportunities may exist

on the continent for an aggressive sales

promotion program on behalf of American

lumber.

Hardwood flooring, paneling, doors, cab-

inets and trim all have benefited from

NLMA activites in the field of building

codes and fire insurance rates-both from

the standpoint that such activities have

opened up new opportunities for the use

of hardwood products as well as the fact

that, time after time, we have thwarted

the opposition's efforts to contract the market for these materials.

}IEDIA ADVERTISING

NLMA and NWPP publicity has ranged from articles on 'oHow to Recognize WellMade Furniture" to stories citing the floor of the New York Stock Exchange as an outstanding example of wood's resiliency and durability. Other results have included a four-page article in the magazine, o'Interior Design," on the durability, charm and beauty of hardwood furniture, a story in "Administrative Management" on the use of wood in executive offices, and countless newspaper clippings stemming from NLMA releases on the renaissance of wood as a mark of high fashion and a pacesetter in design.

But probably the most dramatic evidence of what the hardwood industry has gained from the NWPP has come from the advertising phase of our program.

Award winning ads in LIFE magazine and in leading architect, builder and school publications have served as a showcase to display hardwood species with their best foot forward as flooring paneling, furniture and architectural woodwork.

Additional penetration of the home, school, church and other light construction markets has come from widespread distribution of our series of eight four-page color folders explaining "Why lVood is Best For , , ." a variety of items in these structures.

NTMA PUBTTCATIONS

And, finally. the practical and esthetic values of both softwoods and hardwoods have been given the most professional of editorial and pictorial treatment in such outstanding NLMA publications as "Livability Unlimited," 'oOpen House: previewing Your New Home of W'ood," and 'oBlueprint for Better Schools."

Complementing these booklets have been our top-scoring films, 'oBlueprint for Better Schools" and "Environment for Learning," plus special promotion kits developed for special audiences or specific occasions, including such events as National Forest Products Week which this year begins October 21.

That, gentlemen, is a thumbnail sketch of just some of the highlight benefits that hardwood lrrmber manufacturers have derived from our industry's National Wood Promotion Program.

Do they justify the modest contribution you've been making to this program ?

If your answer is "no," I think this audience would appreciate your telling us where and from whom we can get greater value-more dramatic results-for our promotion pennies.

If lor some reason, youtre not a contributqr to this effort, doesn't a recital of

what the NWPP is doing to improve the climate for your salesmen make you fed that, possibly, you should be defraying a small part of the cost of this activity?

These are questions each man must answer for himself.

But I can tell you without qualificationo and without a moment's hesitation, that il I weren't now a contributor to the NWPP, before I left here today I'd want to seek out someone connected with the program and either try to explain to his satisfaction why I haven't contributed to the efiort, or else give him an opportunity to show me why and where I may have erred in my previous judgment not to support this in. dustry-wide activity.

COMPETITION

Most of you gentlemen have been on the frontlines of our struggle against competitive materials and I can understand your impatience, your lack of kindly feeling toward those who refuse to shoulder their fair share of the load. did, that "we shall not escape our dangers by recoiling from them"-that only by meeting head on that which threatens our survival can we hope to establish any basis of security.

Those who conceived and sought initial support for this program refused to be cowed by the heavy odds against S:mi;'ri:*ri,,,3 For they believed, as Vinstoh Church$r..S'

And those who organized and brought this program into being also realized this economic fact of life: An indusFy that stands still is inviting others traveling the same business thoroughfare to run it down.

It's always seemed a paradox to me that the biggest companies, the most successful firms, the live-wire organizations that you and I would judge to be least in need of trade associations or industry-wide promotion efforts, these outfits are usually the first ones to answer the call to finance such proj. ects.

And the smaller firms, the ones that are always struggling to keep their heads above water in a sea of red ink. the ones that seem most in need of a sales promotion-life preserver, these are the companies that somehow can't see their way clear to meeting what other members of their industry consider an obvious responsibility to plow back into a common fund a few of the extra sales dollars that fund has helped to generate.

Maybe that's the reason the most successful firms are so successful-because they ar e pr omotion-mind,ed.

And perhaps that's why many of the marginal firms are marginalbecause they lack promotinn saaoy.

Whatever accounts for a firm's success or failure, there's no denying tlat the pro.

(Continued, on Poge 45)

Build plywood sales and store profits with new Plans Genter

More than 2,000 dealers are finding this new Handy Plans Center a real sales-builder. It's an attractive. compact self-selling display that holds over 800 DFPA Handy Plans and Home fmprovement Ideas. It increases sales of plywood, paint, tools, hardware and related items. It builds in-store traffic because it's eye-catching. One customer tells another, and comes back himself, It boosts year-round profits because there's a new kit with seasonal ideas every three months. Besides plans and the permanent display rack, the kit has a colorful window banner, pennants, envelope stufiers and ad mats. For more information on how to build sales this easy way, see coupon on next page.

Northwest dealer finds profits in packaged plywood cabins

The plywood second home market is still growing, and most of the profits are in shell homes, according to Russell Walters of Center Lumber & Construction Co., Tacoma, Wash, The firm has been in the prefab cabin business for twelve years, currently sells 30 to 50 packaged homes and cottages a year. Walters uses plywood as much as possiblq-for siding (Texture One-Eleven), sheathing and subfloors. He likes DFPA trademarked plywood because it saves time and gives him dependable quality construction. Buyers may fnish cabins themselves. or a Center Lumber building crew will do it. Cabin below is DFPA's plan No. 8. See coupon for more information on plywood cabins.

(confinued on following poges)

(continued from preceding poge)

Dealer-fabricated trusses are profitable and easy to sell

"Nail-glued trusses with plywood gussets are more profitable to sell, yet more economical to make and handle, than any other truss we've worked with," says Roy Lanham, president of Brown Lumber in Midland, Mich. The firm went into components four years ago, and finds it costs $1 less to build a truss with plywood gussets than with metal. Yet they're so strong and rigid that contractors willingly pay a premium price. Bundles of 20 trusses are easy to transport, and need no special handling because they don't rack and gussets won't work loose. If you'd like more information on plywoodgusseted trusses, write DFPA.

Golor coding and unit loading speed plywood sheathing sales

Sheathing profits are rising for dealers who order standardized unit loads now offered by many mills. Steel-strapped packages of plywood with Exterior adhesive are edge-stained red; Interior, green. The DFPA trademark, grade and thickness are stenciled in black on the side of the bundle. Stacks of plywood are neater, cleaner, and plainly marked. so customer service is faster and ordering is simpler. Pilferage and in-transit damage are eli-inated. The system is keyed to forklift equipment used in most lumber yards; the average package is 30 in. high and weighs 2,900 lbs. For more information on colorcoded unit loads of plywood sheathing, send in the coupon at right.

Supcrmarket merchandising' pays off for Galifornia dealer

Cash-and-carry and customer service, plus quality plywood and other merchandise mean profits for Build 'n Save, Long Beach, California. Manager Robert Marks goes all out to make shopping convenient and interesting. The store has information booths; doit-yourself and architectural consultants; grocery carts for hardware and small items; a self-serve drive-in lumber yard; specially designed display racks for plywood; well-filled shelves of DFPA plans and other literahrre. Build 'n Save emphasizes quality throughout, and stocks only DFPA trademarked plywood. The store is only two years old and already sells at the rate of $3 million a year. Marks says his plywood sales are roughly three times those of the average cashand-cany yard in the L. A. area.

Plywood bins make it easy for customers to help themselves

At Whiting-Mead Builders Market, San Diego, plywood bins for shorts and mill ends make self-service easier for the customers, and free salesmen for other selling jobs. The bins, near the central check-out counter, ate of 5/e" plywood, and rest on skids so they can be handled with a fork-lift. They are roomy and strong so they can take full loads of mill ends, short pieces of plywood and other materials. All stock in the bins is price-marked clearly with colored pencil. The system works so well that a month after the bins were in place, half the yard's inventory of shorts and mill ends was sold.

Be sure you always specify DFPA trademarked plywood

It's good business to use this handy rubber stamp (shown below) on all your plywood orders. ft's your assurance that you'll always get DFPA grade-trademarked plywood, manufactured under a rigid, industry-wide quality control program, When you stock and sell only DFPA trademarked plywood, your customers keep coming back because they know they can depend on its quality. The DFPA trademark also stands for the Douglas Fir Plywood Association's $6-million-ayear promotion program, Through national television and magazine advertising, field promotion and research into new and better uses for plywood, DFPA brings new and repeat business into your store and builds your plywood sales. If you don't have one already, send for your free DFPA order stamp (see coupon). And use it on all your plywood orders. It's always a profitable idea.

DFPA has sales aids andinformation to help you build your plywood business, Booklets-envelope stufterscounter displays-construction plansjust send in the coupon, and we'll see that you get complete lists and descriptions of all available material, on the subjects you're interested in.

I I 'ffiruf;m:r "uF#rue T€$TTD QUAIITY lrpll'ttfln$llr/ ft:#.'

How fo Decide How Much fo lnvest in Advertising

$7 in a series prepored by Arthur A. Hood, for Iohn H. Ryd,er

1|lF ALL management decisions, deter-

nrininq the size of annual advertisinq appropriation is one of the most puzzling'.

Advertising is both a science and an arto but the science is not yet exact-the art is yet to be perfected.

There are so many intangibles in the picture that both the rvisdom of a Solomon and a "little bit of luck" are needed for the best results.

Of one thing vou can be certain, that vour sales volume, and, to an even more important extent, your net profits, will be related to what you invest in advertising and the manner in which you invest it.

Before getting into the problem of specific approaches to the setting up of the budget, consider these points:

Advertising is an investmsnf-ns mush so as the money devoted to plant, facilities, inventory, equipment and payroll' It is a paradox that to project the results of a proposed investment in advertising it is both vitally important and almost impossible to accomplish exactly. Often unforr:seeable circumstances both favorable and unfavorable afiect the results. The fact that American business is investing 12 billions of dollars a year and increasing it at the rate of a billion dollars annuallv is reassuring here.

Competition for the consumer's dollar is increasing each year. This calls for more advertising.

The current changes in the industry such as the trend to consumer selling, increased component and package selling, new product developments, the stepped-up competition of cash and carry operators and discount houses, and increased by-passing of the dealers on the part of wholesalers and manufacturers-all indicate larger investment hy dealers in advertising which will control the buying traffic. The more you invest, the more you lvill increase sales-up to the point of diminishing returns!

Advertising must always be related to desired sales volume. It should be consistent with sales expectancy. According to the National Cash Register Co. advertising accounts for about 60/o ol all retail sales.

Your advertising investment must be sufficient to- (1) divert your share of locally developing busine.ss to your establishment and (2) create in the minds of local people the desire to spend more of their disposable income for building products to be bought at your store.

The future of your business depends on the velocity, impetus and momentum of vour sales. Increased advertising will put this VIM into your sales. If there is a growth potential in your company, increased advertising is the way to get it startecl.

Advertising, by its very nature, must be done considerably in advance of results.

There is often an extensive time lag between the stimulation of advertising and the customer's purchase. The efiect of advertising is cumulative.

If you have been investing less than the industry average (now l/o of sales) or if you are switching more emphasis to con. sumer sales. increases should be made in your appropriation.

Where the growth of vour company's sales volume and profits have been either unsatisfactory or not in proportion to your opportunities, more dollars for advertising are indicated.

After you have decided that more and better advertising is a must for you the next questions are, How Much lVlore? Hoir many total dollars?

You may now be ready to consider:

Some approaches which may assist you in arriving at a sound annual budget fot advertising:

l. The Noiionql Avercae

National Cash Register Co.-who ought to know-says that the average for all tvpes of retailers in the U.S.A. is 3Jb oI total sales volume. While building prgdgcfe:!, retailers have never averaged this-their ' business is becoming more like the heavier advertised types of retailing every day. f)epartment store appropriations customarily range from 27/-t to 4/o of sales.

2. Previous Compony Experience

What were the most successful advertis' ing results the cornpany has ever had in (non-boom) normal years? It is probable that the needed growth would require a higher percentage of sales for advertising than the company has ever invested in the past. Your appropriation would probably be in the range of I to 2% of sales with this approach.

3. A Percentoge of Next Yesr's Sqles Quotq

This is similar to approach $l except that you use your judgment rather than taking a national average. This figure should take into consideration the increased costs of all kinds of advertising as well as the company's projected growth in sales volume. You may arrive at I to 3% of. sales as an appropriation with this approach.

4. The frends in the IndustrY Investments in advertising in the retail Iumber brrsiness have risen sharply in re' cent years. As little as B years ago the national average in the field was t/z of L/o. The latest hgures indicate the average is now in excess of 1/o. Any dealer who wishes to be above-average in sales efficien. cy will have to use I/o as a starting point and then increase this l/o in proportion

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'

to his desire for betterment. You may arrive at ly4 to 2/o oL sales as an aP- propriation with this approach.

5.

The Tosks ond Obiective Approcch

How many people do you want to reach? When? Where? How much larger a job have you laid out for advertising to accomplish next year than before? The percientage of appropriation to sales should be increased proportionately. Your appropriation might be upwards lrom 2/o oL sales with this approach.

6. The Follow-the-Leqder Approoch

What kind of investments are made an' nually in advertising by the leaders of the industry that you respect? What dealers do the best job vou know of-for their community and their snckholilers? How much do they put into advertising? A riational survey of such dealers averaged between 2 and 3/o of sales. Another name for this is the Success'Oriented ApproachYour appropriation under this method would be in the neighborhood ol 2r/z% of sales.

7. Whor Competilors Are Doing

This is a favorite approach of manl' dealers because (l) it is simple and (2) it follows human nature. But it is probablv the poorest of all approaches because you are holding yourself down to the conrpetitors' merchandising level.

It is unwise to use retaliatory measures because this promotes reprisals and un' economic practices with industry. It is better to analyze where competition is weak in advertising and hit this hard.

8. The leod-rhe-Field Approoch

Under this you decide to invest more itt advertising than anyone else in the competitive field. With this approach you de' termine not only to get more volume, but to capitalize on the other fellow's opportunity and get the largest share oI the local volume. It might be well to push back the frontiers of your trading area and solicit business from a larger population under this method. In most markets, your appropriation would exceed 2t/n/o oI sales with this approach.

9. The ftlorkefing-Mix Approoch

This is probably the most scientific of all approaches to your advertising budget. Under this method you project your next year's sales quota in the following categories:

l. Highly competitive contractor and industrial sales.

2. Controlled contractor and industrial sales.

3. Over-the'counter and consumer merchandise sales.

4. Consumer package sales, materials only.

5. Consumer and contractorpackageand component sales (including labor). You will probably not need more than 7/z oL L/o of sales for categories 1 and 2; 2/o ol sales for the volume you prepare to do in category 3, and 3t/n/o oL sales in categories 4 and 5. (A few successful dealers go as high as 5/o in this category.)

Other less customary approaches include :

tO. The Deportmeniol Approoch

Some dealers divide their sales quotas by departments such as lumber and millworlg paint, hardware, hard materials, etc. and determine a percentage of sales lor advertising which is in proportion to the return on the investment from the difierent depafiments. Some dealers go as high as 4/o on hardware and 5/o on paint.

I t. The Unit-of-Sole ApProoch

A few dealers follow the Pattern of operative builders and home improvement companies, and include in their package sales prices a certain sum for advertising i.e., np to $100.00 per house for projected new home sales, up to $75.00 each for complete kitchens, etc.

12.

The "All you csn Aftord" Approoch

Under this method a dealer arbitrarily fixes a sum in his mind and says, "That's all lve can put into advertising next year." Obviously this is the least scientific of all approaches. When it is used, a dealer, in nine cases out of ten, will come up with an inadequate appropriation and his sales will suffer. Some of the danger in this method will be obviated rvith the establishment of a mininrum of I/o. Perhaps we should keep in mind here Lincoln's commentooA man's legs should be long enough to reach the ground."

13.

The Breok-even Point Approoch

When a dealer's sales for a period have reached the break-even point, increased advertising which will create additional consumer volume out and beyond normal business expectations, will make beyond the ordinary contributions to net profits.

14.

The Diminishing-Curve Approcch

This approach is often used by dealers who are establishing new yards, adding new departments or introducing nerry lines of products.

Under this method, a dealer will budget as much as 5% of sales for advertising against the first six months' quota, 4/o the second six months and then level out at 3/o.

| 5. An Amount Equol lo Proiected illonogement Solories ond Bonui.r

I know of only one dealer who uses this method and" he swears by it. When you consider that advertising byits verynature, saves human efrort. it does make sense. Undoubtedly, this is better than the o'AIl you can afiord" approach. It is probable under this method that advertising will prove to be your least costly, and most productive, o'employee,"

Perhaps the "thinking dealer" will use several of these approaches and then average out his frndings when it comes to the final decision.

One caution should always be used: Neuer appropri.ate more than enough to heep your proposed sales organization perlorming at top speed,. Stating this another way-always make certain that you haoe enough sa)es manpou)er to lollow eaery qualified lead,. O therwise aihtertising money is wasted,. Conversely-you should always do enough advertising so that your sales forces are never idle for lack of leads. Cood advertising doesn't take the place of personal selling but it doubles the efieetivo. ness and triples the net pro6t in penonal selling when it is coordinated for peak efficiency.

Another vital profit safeguard is to take another look at your pricing structure if vou increase advertising investments.

While advertising appropriations are an i11yss[msnt-they should be compensated for in the pricing structure like any other costs.

Here are some miscellaneous consider. ations in fianally arriving at your advertising appropriation:

Age ol your business-Young companies should ordinarily invest a higher percentage of sales in advertising than older, wellestablished companies.

Profit experience--II your company has been one of the top bracket profit perfornrers i.e., 2O/o more net profits on the investment before taxes, go slow in making changes in your advertising. "Just keep on doin' what you're doin'."

Winillalls and, extraord,inary profitsWhen good fortune strikes,it is goodpolicy to take a part of the money and put it into advertising which will tend to increase such happenings in the future.

In boom times-lncrease rather than decrease your advertising up to the point where you can't follow the lead. There is always a lag in the efiects of advertising: This is good insurance against the lean days which will surely come again.

(Continued on Page 12)

IS AUTOMATIG LUMBER HANDLING AND DRYING JUST FOR THE

No! Size qnd volume determine only lhe exlent of outomotic hondling ond drying.

h doesn't moke ony difference whether you're hondling

5,O0O or 300;000 boord feet per 8-hour doy. We con reduce your cosls qnd increose your profits with o lloore system.

A illoore syslem increqses production qnd reduces the unit cosl without socrificing quolity. Your lumber flow is smoother. Time consuming ond erpensive bottlenecks ore eliminoted.

Even if your plonf is olreody porriolly oulomofed, q lloore sydem con be designed qnd instolled using your presenl equipment.

Vite todaT lor a lit ol imallatioxt nerfi !oc.

East Bay Lumber JAC to Sponsor Lumber and Wood Products School

The East Bay Lumber JAC (Joint Action Committee) will sponsor a Lumber and Wood Products School at Oakland Technical High School each Tuesday evening, January 15 through March 26, I963-a total of ten meetings. The classes will be held in either Room A-3 or the school cafeteria, depending upon the number of "students", between hours of 7:I5 and 9:15 p.m.

Enrollment is open to all segments of the forest products industry as well as the construction industry and other interested parties. The enrollment fee will be $3.00 for the entire course and a certificate of completion will be awarded to those who attend at least eight of the classes.

For further information and details about the course, interested parties may contact Vic Roth, Triangle Lumber Co. (LA 4-9595), or Neal Pinson, National Lumber Manufacturers Assn. (GA 1.2s9s).

, TUMBER AND WOOD PRODUCTS SCHOOT

: Oakland School DistrictSpring Semester

Sponsored by East Bay Lumber (JAC) Joint Action Committee

Neal r. pinson, 8:ltrtitt"?r Representative National Lumber Manufacturers Association 681 Market Street, San Francisco 5, California

Victor Roth, t"i""Jt Lumber Company 264 Arlington Avenue, Kensington 7, California

TENTAIIVE PROGRAM

1. a. \{ood Identification and Its Fundamental Properties

Speaker: California Forest Products Lab. Representative

b. Millwork-General

Speaker: Woodwork Institute of California-Bernie Barber

2. Lumber Grades, Uses & Specifications

Speaker: Western Pine Association-Vic Riolo West Coast Lumbermen's Assn.-Julius Bartlett

ADVERTISING

(Continued, lronr Page 10)

In times ol depression-Most dealers will curtail advertising. Why not try the opposite? Unemployed people often have both the savings and. time to improve their properties,

Hou happy are you with your ouer-all mqnngement perlormance? IL there is weakness,quite often it is in the area of sales and advertising aggressiveness. Stepping-up advertising will lead to increased sales pressure.

Proaide lor flexibility-While setting up an annual budget which you plan to invest in advertising-it is well to hold back a portion for the times during the year when unusual opportunities for special drives will develop.

Check resu.l.ts-The results of your appropriation and its investment should be reviewed monthly, checked quarterly and be surveyed thoroughly at the end of the year.

3. Lumber Grades, Uses & Specifications

Speaker: California Redwood Assn.-Charles Dickinson Douglas Fir Plywood Assn.-Earl Pennington

4. a. Development of Glued Laminated \Mood Fabrication Techniques

Speaker: American Institute of Timber ConstnrctionTom Brassell

b. Hardwood Lumber

Speaker: K. E. MacBeath

5. a. Modification of Wood Properties Through Chemical fmpregnation

Speaker: J. H. Baxter Co.-Marx Hyatt

b. Coatings for the Protection of Wood Surfaces From Tfeather, Wear, and Flame

Speaker: The Sherwin Williams Co.-R. R. Bruhn on Joint Committee (NLMA-NP&VA)

6. a. Lumber and Y[ood Products Handling

Speaker: To be announced

b. Mechanical Fastenings for Tfood

Speaker: Timber Engineering Co.-Robert Diamond

7. a. Correct Wood Frame Construction Methods

Speaker National Lumber Mfrs. Assn.-Neal Pinson

b. The Unicom Method of Ifouse Construction

Speaker National Lumber Mfrs. Assn.-Neal Pinson

E. Lumber and Millwork Take-Ofis and Estimotes

Speaker: To be announced

9. a. FHA Requirements and Procedures

Speaker: FHA Representative

b. Bank Financing

Speaker: To be announced

c. Efiects of Building Codes & Fire Insurances Rates on Wood Use

Speaker: National Lumber Mfrs. Assn.-John Fies

Speaker: Art Hood 10.

Sales Aids, Promotion, Merchandising & Selling Techniques

Continuity-Jhe most important sinElle feature of an advertising program is to assure that it is continuous week after week. month after month and vear after year.

Accounting-Be sure that you do not handicap your advertising budget by costs that should be charged to sales expensecheck lists are available, covering what to and what not to charge to advertising.

Iflhile the best time to plan an annual advertising appropriation and budget is in December for the next year-it would be fatal to profits, for any dealer to wait till the end of the year to increase advertising. A forward reaching advertising progt"can be started any day in the year and continue through the planning of next year's program in December.

California has added Ken tr{clver to his staff.

Ken hails originallv {rom Odessa, Texas, and joins the staff to assist in varied duties. Ken and his family have moved to Dos Palos and have already become part of the community life there.

Ken's background and experience in the building trades should prove a valuable assist to Builders constant effort to bring better service to the trade area.

Ken Mclver Joins Stofi ot Buitders Lumber Compony in llos Pqlos

Fred Riedle, Jr. owner-manager oI Builders- Lumber Company in Dos Palos,

KEN McIVER

WhV A Training Program?

Being o presenlotion delivered by R. Woyne Gordner, Technicol Representolive, Notionol lumber Monufocturers Associotion, before fhe Foll Conference of the lumber Associotion of Southern Coliforniq.

I think each of us will agree on the following points:

I. Our salesmen occupy a very strategic position in the market. ing process.

2. They, more than any one, have the opportunity to increase the prestige and acceptance of our product or jeopardize its competitive position, and, there{ore, its future by their attitude, activities or failure to perform the duties assigned to them.

3. They occupy a position of responsibility, and not being.under close supervision can make errors in judgment, and be generally inefiective. But such errors cannot be discovered, and therefore, quickly rbctified.

Sales training is an educational effort. It is an attempt to make a salesman more effective, and thus more productive in his assignment.

Management should have an interest in three inter-related objectives: (1) to make a salesman as productive as his innate abilities will permit, (2) to reduce the time interval over which efectiveness in the sales position will be attained, (3) and to increase tenure or otherwise reduce turnover. In addition, management is vitally interested in having the product sold well adapted to the buyer's need.

Each of these objectives can be attained to a degree through training.

In February of 1963, the Lumber Joint Action Committee will start a lumher and wood products school. It will run for eight con-

SESSION I _ WEEK OF FEBRUARY 4-8

I. Fundamentals of Wood Growth

A. Growth, how it grows, cell types, etc.

II. Properties of Wood

A. Strength -

B. Moisture content

C. Thermal insulation

1. Comparison with other materials

SESSION II _ WEEK OF FEBRUARY 11-15

LUMBER GRADES

I. Western Coast RegionDelineate area ard major soeci:s

Western Pine RegionDelineate area and major species

California Redwood RegionDelineate area and major species

II. LUMBER CLASSIFICATION BY USE

A. Yard, factory and structural lumber

B. By size

1. Boardsless than 2" and one or more inches wide

2, Dimensions 2-5 thick, 2 or more wide

3. Timbers5" or more in least dimension

III. CHARACNERISTICS AND EFFECTS ON GRAD,E AND USE.

A. Knots

B. Shakes and checks

C. Wane

D. Stain

E. Slope of grain

SESSION III _ WEEK OF FEBRUARY 18-22

Softwood Plywood - Grades, uses, quality control specles available

Hardwood Plywood - Grades, uses, species available, quality control

secutive weeks, one night per week for two and a half hours, and will be held at some central location. Present plans call for two hours of lumber and wood product information and the last half hour devoted to sales techniques, and merchandising.

The list of subjects to be considered during the course is given at the end of this presentation. Each will be given by an individual who is not only competent in that field, but one who can present it in a comprehensive manner.

The list of subjects came about as a result of much discussion by the Lumber JAC's Education Committee.

For each man who attends six of the eight meetings, there would be a certificate of completion. All attending would, of course, receive an instruction manual which could be used as a reference material later on.

A definite tuition fee hasn't been arrived at yet, but we feel certain that it will be about $25.00.

The school will be aimed at wholesale and retail salesmen, countermen, and ordermen, plus any other men you feel should attend.

The majority of us fail to recognize the deficiencies of our work. We fail to recognize sound methods of work and repeat them.

Training irnparts a knowledge of accepted methods and through their use men become more productive than otherwise, Their compensation is increased, they are less frustrated, morale is strenethened and turnover is reduced.

EARDWOOD

Species, grades, by NHLA and by use, uses. Point out difference that hardwoods are about RW/L, not by specific sizes as is softwood. Ttrickness difference, standard surfacing.

SESSION IV _ WEEK OF FEBRUARY 25-MARCH 1

Wood floor systems

Joisted floor

Plank and beam system

Subfloor materials

Panelized floor systems

Plant & BeamSubstantial savings in Labor.

. Langer pieces, fewer of them. Cross bridging is eliminated. Larger and fewer nails required. Saves labor at job site - additional framing needed only at heavy load areas, i.e., bathroom-lower floor height. Lower roof height by I"-,Ilz".

Conventional framingconsists of sills, girders, joists, and subflooring.

Panelized floor systems built up at off-site location and trucked in.

Consists of 2 or 3, 2 x 8 joists 16" Q.C. and connected transversely with 2 x 4 blocking and 1 x 3 bridging 2 x 4 and 2 x 2 ties across each end.

Such system cuts erection time for fr,oot by BtVo

SUB FLOOR MATERIALS

Plywood panels

Ply lumber flooring

STOCK AND SPDqIAL MILLWORK

What is stock millwork ?Standardized design in large quantities.

(Continueil on Page 16)

What is special millworkPews, altars, cabinetry ?

How do these fit into the normal retail picture ?

Standard covering millwork such as WIC, AWI, etc.

SESSION V _ WEEK OF MARCH 4,8

HOUSE FBAMING DETAILS

PAINTS & FINISHES

Types of paints

Selection of paint

How much paint

How to paint

Moisture control

Conventionaland post and beam

Advantages of each

Ctaracteristics of each

How to correct paint problems for customers

SESSION VII _ WEDI( OF MARCII T8.22

GLUED LAMINATED WOOD CONSTRUCIION

Preparation for masonry veneer, etc.

Types of conventional framingballoon and platform

Plus furnishing with Wood Construction Data Manuals

f1 and 4

MODERN WOOD FASTENERSBOB DIAMOND. TECO

Manufacturing processes

Uses

AITC _ BOB POWELL TITC_TOM BRASSELL

Truss plates

Nails and spikeslimitations

Framing anchors

Split ring connectors

Spiked gids

New developments in this field

SESSION YI _ MARCII 11.15

SIDING AND DECKING

Advantages of wood siding

Esthetic

Insulation values over aluminum

Maintenance as opposed to aluminum

SURFACE TREATMENTS

Primed and unprimed with advantages of each

Any new development in fastenings

Economics of wood siding versus aluminum siding

DECKING

Uses in 2 - 3 - 4, also laminated decking

Species, advantages

For roof decking and as flooring material

Span arrangements

Fire rcciltance

Economics of wood roof decks

SowmillSoles Moves to New Burlingome Offices

Wendell Paquette and John Prime, partners in Sawmill Sales Co., have forsaken the exciting game of "dodge car" on the Bayshore Freervay and moved the company's offices closer to their homes in the San Francisco Peninsula. Formerly located at l4B5 Bayshore Blvd. in San Francisco, 'Wendell and John established new offices

Advantages

Economics

Qrality control

CIIEMICALLY TREATED WOOD_CHUCK LOUGIIBRIDGE

Preservatives used and why

FRTW

Salts used

Effects on wood

flow fire resistantIf and where wood can be used

CODBS _ ROD BUCHAN

Ifow does height, area and use of building afrect wood use. Location can be a faetor. Regulations on live loads and working stresses.

SESSION VIII _ WEEI( OF MARCtrI 25-29

SALES TECHNIQUES _ PANEL MEMBERS

During the course Vz hour each week will be devoted to how the salesman can use the material presented in a sales presentation. The last session of 2}! hours will be devoted to reviewing briefly those sales techniques which have been discussed plus some additional information on selling.

Such points as talking beneffts, demonstrating the product, selllng with word pictures and closing the sale will be covered.

ar 1499 Bayshore }lighway in Burlingame on November 26.

Customers and suppliers are also asked to note the nerv phone number, 697-6034 (or OX 7-6034, if you are a member of the Anti-Digit Dialing League).

Paquette and Prime formed Sawmill Sales Co. on August l, 1960, after many years of working together at the old Lumber Sales Company, also located at I4B5 Bayshore Blvd. in San Francisco. Both men have been active in northern California industry afiairs, Wendell having served as president of both Dubs, Ltd., and San Francisco Hoo-Hoo Club 9, and John more recently as president of San Francisco Hoo. Hoo Club 9. In addition to the partners, the sales force of Sawmill Sales was recently enlarged with the addition of Jim McKillop, also a well-known northern Califomia lumberman in his own rieht.

Winberg Re-Elecled President of F.M.A.C.

The Board of Directors of the Furniture Manufacturers Association of California has re-elected Bill K. Winberg as its President for a second term. Also re-elected was FMAC Vice-President, William M. Anderson, llew treasurer of the furniture group is Don Bates. The elections took place during the recent FMAC convention at the Mountain Shadows Hotel. Scottsdale. Arizona.

Winberg is President of Bill Karpen Winberg and Company, City of Industry, California. FMAC Vice-President William Anderson is sales manager for Gillespie Furniture Company, Los Angeles, while Don Bates heads the Vista Furniture Company, Anaheim, California.

Newly elected mem'bers of the FMAC Board of Directors include: Don Bates: David Friedman, Vogue Furniture, Los Angeles; Tony Furiani, Mode Furniture, Los Angeles; and Bernard Roberts, Modeline Company, Los Angeles. The Northern California FMAC Chapter was represented by the election of Sylvan Heumann, Metropolitan Furniture Manufacturing Company, S. San Francisco.

NWMA Chonges Chicogo locqfion

On December 5th, the National Woodwork Manufacturers Association moved the location of their Chicago Office to the Riverside Plaza Building, 400 West Madison Street, Chicago 6.

James E. Nolan, Secretary-Manager of NWMA said in announcing the move, that the change was being made to achieve greater efficiencies through increased and better utilization of space. The association will soon celebrate its 36th year of serving the stock millwork industry. Through these years of activities, NWMA has become well recognized as the representing agency for manufacturers of stock wood windows and doors.

Wendell Poquette ond John Prime snopped in front of lheir new Burlingome ofiices. Solesmqn Jim l/lcKillop wos out beofing tho bushes for businr:s when lhis shot wqs .loken.

PROFIT POINTERS

. The leading packaged door unit.

. A decadeofpioneering, of heavy advertising, has created the demand.

A "natural" for the remodeling market.

A "natural" for the do-it-yourselfer.

. A boon to the small and medium sized builders.

. New sales program is geared to vour needs.

"THE MAN WHO does not read good books, has no advantage over the man who ssn'1 1s6d."-Mark Twain.

ooYou cannot leave footprints in d6vn."-|1. Karl Berns. **

o'There never was-nor will ever Parrish.

the sands of time by sitting

* be-a smart liar."-Amos

NEVER tr/RITE AN ungenerous thing to anyone, on any subject, under any circumstances, at any time. Such writing is just plain blundering. *

"The love of liberty is th€ hve of others. The love of power is the love of ourselves."-Wm. Hazlitt.

oolf everyone would look after his own affairs, after everybody's.-Frederic Bastiat.

God would look

BY JACK DIONNE

ARTHUR BRISBANE, famous editor wrote: "Prosperity depends on the mental attitude of the people and their private talking. No president, no collection of men, no promises to spend billions can wipe out the bad effects of a nationally pessimistic mood."

o'Never lose an opporrur,lry ,o ]." ,ol"rrring beautiful. Welcome it in every fair face, every fair sky, every fair flower, and thank Him for it who is the fountain of all leyslilsss."-Chas. Kingsley.

Heloise wrote to eUUrl, "rlo.o"rir, seldom chooses the side of the virtuous. and fortune is so blind that in a crowd in where there is perhaps one wise and brave man, it is not to be expected that she should single him out.

If the rut riders, the J*";r*, L good-.r,ough-for-father. and good enough-for-me folks speak ill of you-Rejoice! You may be getting somewhere. But if they speak well of you-Beware ! You may be joining their ranks.

Many people *ho ,p"rr,*. ur"ii-" il ir, .un tell us less of love than the child who lost a dog yesterday.

A truly successful -"r, l. one who i, trying to stir up a little fun and laughter for himself and the other fellow. That is a mission of helpfulness in itself.

HERBERT SPENCER SAID: "No man is equal to his book. All the best products of his mental activity he puts into his book, where they are separated from the mass of inferior products with which they are mingled in his daily talk."

A jaw in gear and a brain in neutral doesn't make an orator; it makes a wind mill.

Put more vision into ,*" ,t*. WUlt inrpir"tion can you get from the billions of stars in the sky if you insist on living in the basement?

A successful man is one who saw an opportunity and grasped it. A great man is one who created an opportunity, grasped it, and then started creating another.

The Prophet Isaiah did "* rri "itiJ, fo, he wrote: "Woe unto those who cause house to join on house, bring field near the field, till there be no more room." (Rough on real estate subdividers.)

The Bible speaks of merchandising in Proverbs, when it says: "H"ppy is the man that findeth wisdom and tfre man that getteth understanding. For the merchandise of it is better than the merchandise of silver, and the gain thereof than fine gold."

"1962-1963

By THOMAS T. SNEDDON, Executive Vice-President Notionol Lumber ond Building Moteriol Deolers Associotion

Judging from all information available, 1962 has been a reasonably good year for lumber and building material dealers, and 1963 should be slightly better.

Why then are there rumblings of disappointment?

There are two basic reasons. I think. The first is quite real. There still exists a tight squeeze on profits-particularly in terms of return on investment, The second reason is more emotional; we were oversold on the "Soaring Sixties," so the lag of 196l and the moderate recovery of 1962 have left most dealers rather less than enthusiastic.

Garnered from United States Govern. ment reports, plus some other reliable sources, here's a brief picture of the light oonstruction indurtry in 1962. Retail 6ales by lumber and building materials dealers during the first nine months were up about five percent over the similar period of a year ago, However, this increase was enjoyed by only one-half of the dealers. (According to a survey by our own association, 52 percent said volume was up, 3l percent said it was down, and 17 percent said it was about the same. )

The number of housing starts, which is often used as a rough indicator of industry healthn is presently forecast as I,400,00Gabout five percent above 1961. As more and more dealers place greater emphasis on complete package remodeling sales, however, I feel that the housing start figureswhen used as an o'indicator"-will have to

Secretory Freemon Announces Timber Approisol Review Committee

Secretary of Agriculture Orville L. Freeman has announced establishment of a three-man Timber Appraisal Review Committee to consider methods and procedures used in appraising timber for National Forest sales.

Members of the Committee" which was established by the Forest Service with Secretary Freeman's approval, are:

A. C. Worrell. Professor of Forest Economics, School of Forestry, Yale University, New Haven, Conn.

A. N. Lockwood, past-President, American Institute of Real Estate Appraisers, Newton, N.J.

be interpolated with this market. Comparing this year with 1961, expenditures for materials and outside labor for repair and modernization were also up about five percent. (And again looking to the NRLDA study, 95 percent of the dealers said activity in this area was good or fair, while only five percent reported it as poor.)

Looking back is relatively easy; looking ahead can'be tough-and dangerous--but that is what most businessmen want to know.

Late in November, the Administration issued its long expected and much discussed "anti-discriminationo' order on all housing insured by or receiving financial assistance from the Federal government. ?he order was not as broad as some ex. pected and its greatest impact will be on builders relying on FHA insured loans. FHA insures some 20 to 25 percent of all new housing, and that is a fair sized chunk. Many builders predicted the order would be disasterous, and, while I am not really alarmed to this extent. I do feel for the time being it will have an adverse effect in some areas, particularly urban sections of the country.

That is really impossible to predict is the amount of o'slack" in FHA business that can----or will-be taken up by the conventional lenders. Perhaps most of it will be, with the result that FHA, not the industry, will be the big loser. Of course, there is always the possibility that the

M. J. Lauridsen, Valuation Engineer, Internal Revenue Servioe, Portland, Ore.

The Committee has been established in accordance with Secretary Freeman's recent statement to the timber industry that the Forest Service will continue to review stumpage policies to eliminate non-produc. tive controversies with timber purchasers and in every legal and practical way to improve procedures.

"To assist in the review." the Secretarv told the Western Pine Association in his Sept. 14 address at Portland, Ore.o 'oI am asking the Forest Service to set up an Advisory Committee of people who are knowledgeable about these valuation problems and who have no obligation to the Forest Service or to industry."

o'anti-bias" order will be extended to mortgage banks and savings and loan associations. If this happens, whatever effect the current order has on housing will be greatly aggravated.

Of more importance to the economy than "social reform" is tax reform, but right now the Administration seems more intent on a quick tax cut than reform. Object: pump more money into consumers' hands and give business a shot in the arm. Mr. Kennedy's pledge o'to get the country moving" is behind schedule. Most business economists are wary of tax cuts without tying them to reform, but White House economists disagree. Congress will make the decision. How early in the year it acts will determine the effect on business in general and housing in particular.

Vhat it seems to all boil down to is this: New housing starts: about the same as 1962-perhaps slightly lower in the first half.

Home and property improvement: continued rise. Up another two to four percent over the record highs set in 1962.

Farm building: up slightly, dealers themselves are more optimistic.

Commercial and industrial: As of two months ago, dealers were not enthusiastic about 1963 prospects, but the professional economists see a three to four percent gain, All in all, the light construction industry should have a reasonably active year, particularly in the last half.

NHLA District Luncheons

The National Hardwood Lumber Association in Chicago has announced the return of M. B. Pendleton, Secretary-Manager, and W. C. Barrier, Chief Inspector, from a ten.day trip to the West Coast.

During the trip the NHLA officials held four luncheon-meetings, one each in Portland, Seattle, San Francisco and Los Angeles, and visited numerous yards and hardwood production facilities.

The meetings gave the opportunity to discuss association business and to advise the members that the Board of Managers had authorized the holding of the 1968 NHLA convention in San Francisco. This will be the first time the association has held its annual m,eetins on the West Coast.

ALS Subcommitlee to Meet in Chicogo in Jonuory

The first formal meeting of the Subcom' mittee on Revision of American Lumber Standards will be held at the Drake Hotel in Chicago, illinois, on January 24 and.25, 1963. This Subcommittee was established by the full American Lumber Standards Committee at its annual meeting in Wash' ington, D.C. in November.

Its general function is to develop a general revision of Simplified Practice Recommendation (R-16-53) for presentation to the full Committee in May. Its most important specific function is to arrive at a revision that will carry out the principle

established by the Committee in November that American Lumber Standard sizes shall be related to moisture content. The mechanics of establishing specific sizes related to specific moisture content or contents will be of primary concern.

The meeting on the first day will be open to anyone who wishes to attend. This meeting will permit anyone who is interested in doing so to present to the Subcommittee proposals for a solution to carry out the principle previously mentioned. It is to be understood that such proposals must be within the limits established by the proposal

I(l(lI( F(lR THIS BRAND When You Buy ffiPRESSURE TREATEII TUMBER

previously made to the Committee by the Southern Pine lnspection Bureau, and the proposal made to the Committee by the Western Pine Association and the West Coast Lumber Inspection Bureau. This lat' ter proposal is the same as the one widely publicized by the National Lumber Manufacturers Association,

The Subcommittee is particularly inter' ested in suggestions and assistance from technical people and is requesting the U.S. Forest Products Laboratory at Madison, Wisconsin to provide assistance.

It should be made clear, however, that the Subcommittee has neither the right nor the power to consider any matters pro or con in relation to the principle as adopted by the full Committee, but must act on the basis that the principle is an accomplished Iact.

The Subcommittee is chaired by Carl Bahr of the Pacific Lumber Company. Questions concerning the meeting may be directed to the Secretary, J. H. Carr, Jr., 2l3B P Street, N. W., Washington 7, D. C.

PWP Appoints Soles Reps

Pacific Wood Products of Los Angeles has announced the appointment of sales representatives for the states of Alabama, Tennessee, Mississippi, Florida, Georgia, Iowa, Nebraska, Kansas and Missouri.

Edward B. Myercord and Charles F. Ratcliff will handle the Pacific Wood representation in Alabama, Tennessee and Mississippi, with their base of operations in Mobile.

Richard H. Gregory and James Mclenmore will cover the Florida and Georgia territory with offices in Orlando and Winterpark, while William B. Geel Associates represents Pacific Wood Products in the Midwestern Plains states from offices in Columbia, Missouri.

These representatives will sell PWP's imported hardwood plywood paneling to the distributor-jobber trade throughout their respective areas. The product line includes pre-finished and finished Luaun, Birch and Sen paneling

Seorby Retiring ot AmFoc

Robert E. Searby, vice president and manager of the San Francisco branch of American Factors, Ltd., will retire on March I but has begun his terminal vacation on December l, per announcement from president C. Hutton Smith.

An employee of 40 years outstanding service, Searby started his career with American Factors in 1923 as a liookkeeper.

Glenn A. Burke has been designated to manage the San Francisco branch, which will be West Coast headquarters for the company, Smith said.

What's Happened fo Woodworking?

By W. t. JOHNSTON, Genercl Monoger Pociftc Mill & Fixlure Co., Ooklond

Governor Brown, during 1962, appointed a special commission, namely the Economic Development Agency, to make a .thorough investigation of industry, its growth and problems, in the State of California.

This, commission has thoroughly investi.

gated the woodworking industry in California and a full report is now in the Gover-

nor's hands for future action and planning.

California manufacurers of casework.

cabinets, laboratory furnitrire and general

tempting through a joint effort of Manage-

ment and Labor, to publicize the adverse

effect of large quantities of casework and laboratory furniture being imported from

, out-of-State manufacturers, particularly for

use in our tax-supported colleges & schools. U DUUUVIS.

Withirr the past three years more and more contracts have been awarded to out-of-State

so that California producers have been practically eliminated from bidding jobs, let alone receiving an award.

' From factual data compiled recently, it is a conservative estimate that between fifty and seventy-five million dollars worth of school casework and laboratory furniture annually has been awarded to out-of-State manufacturers during the past two to four years. This presents a very serious problem to a once important segment of California industrl, as many of the companies afiected have been in business in our state for many years; have substantial investments in industrial property and equipment, do provide employment for California workers, and do pay taxes that support California schools, government and growth in general.

The Pacific Coast States, and California in particular, seem to be the prime target of eve,y promoter or vendor who has something to sell at a price. The school casework and laboratory furniture field is at present a vety lucrative one for out-of.State manufacturers, since without exception they all hav" lower labor costs than California manrrfacturers and many of them operate non-union shops.

What has caused this sudden chanse in specifying and awarding contracts to outof-State manufacturers?

Several things:

( I ) California, as we all know, is growing rapidly and the demand for new schools of all kinds-elementary, high school, junior college, state colleges and universities, in addition to other public buildings-has mushroomed so tremendously that agencies attempting to get these new schools and projects built, have overlooked the end result it would have upon our California industry and as well the jobs and taxes we so desperately need to continue this growth and to pay the costs of maintaining these institutions.

ONE INDUSTRY MAN AIRS HIS VIEW

The California Lumber Merchant

Attention: Don Dick Managing Editor

Dear Mr. Dick:

We noticed in your Christmas issue an editorial on page 18 regarding taxpayer's money. We enjoyed this article very much and feel personally that this sort of publicity should be given more attention by the lumber indus-

i am enclosing for your consideration an editorial which appeared in the December ?th A.G.C, Convention issue of the Daily Pacific Builder in regard to a tremendous problem facing our end of the woodworking industry. I would appreciate very much having you print this article, as I believe The California Lumber Merchant reaches many people in our state from the sawmill to the finished product, who are not really aware of what is happening to our industry.

If you feel you can use this article, we would be most appreciative.

Sincerely,

W. L. Johnston General Manager Pacific

Mill & Fixture Co.

901 Seventy-Seventh Avenue

Oakland, California

Our thanhs n Mr. Iohnston lor this pcrtinent comrnent which we a,re plcased n publish. Would, that more people would, speak their mind,s about these oery real problem.s.-Editor.

(2) The out-of-State manufacturers have done an exceptional job of sales promotion by having school officials, architects, etc., specify their products by catalog numbers, etc., making it almost impossible for California manufacturers to bid. In many instances, contracts have been awarded to out-of-State manufacturers even thoueh California manufacturers were the low bidders.

(3) Many general contractors as well, when putting their bids together, have also lost sight of the end result it will have of taking a low bid from some of these outof-State suppliers. Many contractors are experiencing delays in cornpleting their jobs; some are discovering that the product quality is not as specified and below standard; and some have experienced labor disputes due to non-union equipment being installed.

(4) It is a known fact that products purchased and manufactured out-of-State and brought into California for use on public projects, supported by tax dollars, actually produce very little employment in our State other than the small amount of labor to install them. There is no tax support to California due to these practices.

It is also a known fact that California workers and manufacturers are the people who support our State and promote bond issues to build more schools and public buildings, therefore, isn't it time we consider the economic results of such a continued program ? We have many well equipped and qualified manufacturers in our State who can produce this work, who do hire California workers, and at the same time distribute the tax burden among those who are being benefitted. We heartily recommend, all things being equal, that all school districts, state, city and county agencies, architects, buyers, etc., who are guardians of the taxpayers' dollars, begin specifying Woodwork Institute of California as the standard for casework and millwork, and the Cabinet and Fixture Manufacturers' Guild's Laboratory Manual on all laboratory furniture, and in addition insist on buying from California manufacturers.

G w,fl

Knpr^enting:

McDONAID CEDAR PRODUCTS, LTD.

TAMFORD CEDAR, LTD.

TUMAC TUMBER CO.,INC.

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IHPA Schedules Economist Janeway fo Speak af Annual Convenfion at Oiai

Eliot Janeway, one of the country's leading economists and a gentleman who has been pitching a rather fantastic "no hitter" in the realm of economic predictions of late, will star as the leading speaker for the coming Imported Hardwood Plywood Association annual convention at Ojai Valley Inn, Ojai, California, on February 6, 7 and B, 1963.

Janeway, who is also a well known author. lecturer. businessman and fiscal expert, is president of the Janeway Publishing & Research Corp., of New York City. According to IHPA president, John Osgood, of Robert S. Osgood, Inc., Los Angeles, Janeway's subject matter will cover present foreign trade practices, and a suggested prosperity for,eign trade policy.

JAMAR PLYWOOD tTD. JOINS HPI

Carl D. Wheeler, Chairman of the Hardwood Plywood Institute's Membership Committee, has announced that the Board of Directors of the Hardwood Plywood Institute has approved Jamar Plywood Limited, Kirkland Lake, Ontario, for membership.

Jamar Plywood Limited was established in 1954. Their principal product is poplar and birch plywood. Officers are: President, J. W. McBean; General Manager, F. M. Aimone and Plant Engineer, F. W. James.

Mr. Wheeler stated that Jamar is the Institute's sixth Canadian member.

Hordply New Product Nqme On U.5. Plywood's Roster

Weldwood Hardply is a new name for an old product on U.S. Plywood's inventory roster.

This resin-fiber surfaced panel's name was changed from Lebanex to Hardply because the latter term best describes the product's dent, damage and gouge resistance. Hardply is a specially engineered plywood four times more durable in these respects than non-surfaced exterior fir plywood, according to Clinton L. Andavall, the company's marketing manager of build-

Janeway has covered this subject matter from various aspects in his JANEWAY SERVICE, and his ideas have received considerable interest from many members of Congress. Of particular interest to lumbermen, Janeway will direct much of his talk to foreign trade problems afiecting Japan, Canada and the United States.

In addition to Janeway, the Imported Hardwood Plywood Association has developed an outstanding roster of speakers for the annual program. More than 70 representatives of importing firms, steamship companies, ports, door manufacturers and custom's brokers are expected to attend and review a number of new and important proposals affecting IHPA activities during 1963.

ing product specialties.

The surface of Hardply, a scientific combination of wood fibers and phenolic resins permanendy welded to a core of Douglas fir plywood, is called Lebanite. Confusion between the names Lebanite and Lebanex also led to the change of name.

Hardply, which can withstand exposure to moisture and extremes of weather witltout danger of delamination, is used for shelving, signs, bleacher seats, store fixtures, containers, truck floors, door and drawer fronts and in many other applications.

Eliol Jonewoy, fomous outhor, economisl and flscol experl, who will oddress IHPA on the subiect of present foreign frade prqctices.

San Fernando Valley Hoo-Hoo-Ettes Stage Gala "Company Party Night"

President l)onna Dean of Hoo-Hoo-Ette Club 6. and her r:ommitt.ee did it aeain. The "Lumher Jills" had a company paity nighr Novemher 14th and more than 90 bovs and

gals turrrccl out for this outstanding event. It was held at beautiful La Canada Countr1' (--luh in the foothills or,erlooking all of Los Angeles Countv. The night was bright

and clear arrtl tho-.t, nlro xere luckv enoueh to be invited had a l'onclerful time. The r.ot'ktail hour u.as most enjovahle. It (Continued on Page 6(t)

A hoppy ond hondsome crowd photogrophed ot the Son Ferncndo Volley Hoo-Hoo-Efies "Compony Nighf." Top row, from left: A:ne Murroy of the L.A. club ond Hoo-Hoo-Ette founder, with Donno Deon, president of the Volley club. Next Lemoyne Blonchord, Russell Mullin, Lois Jones ond Bernord Ano- woli. Right: Bus Blonchord, Mory Willioms ond Lemoyne.

Second row, from left: Millie Moy, Bob Comeror ond Ellie Ryon. Next: Moru

Hibmo, Orindo Hozen, Vic Armstrong ond lrene Gortz. Righl: Cloro LoVine ond John Vertin. fhird row, from left; Buzz Allon cnd Roso Lee Bell. Nexi; Dove Loshley, Lemoyne Blonchord, Bill Stuort. Pefe Speek ond Bus Blonchord. Right: Moni<o Mortin qnd Sterling Wolfe. Boflom row, from left: Mory Willioms, Bill Bright ond Jessie Culbertson. Next: Donnq Deon ond Miriom Aplin. Right: Groce Corlson ond Bill Smilh.

il f O Take a good look at this Roberts'Fold@

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Good Merchandising Aids Creafe Business For The Progressive Dealer

'oToday's building materials business is going to those dealers smart enough to capitalize on the wealth of good merchan. dising aids available from manufacturers and associations," says Western Pine Association promotion director Leo Beckstrom.

"Never before have there been so many good brochures and pamphlets available to assist the dealer in selling the odream' or the'idea' to the consumer," says Beckstrom. "The aggressive dealer today can put an army of creative talent at his disposal with a little efiort."

Beckstrom, who heads up the promotion efiort for 'Western Pine, world's largest lumber producers association, points to WPA's own euccessful o'Projects {or Profits" series of dealers' aids as proof of his statements.

"We're entering our third year of extensive help to dealers, and we think our program is on€ of the best promotional efrorts we've ever undertaken," Beckstrom states,

The purpose of Western Pine's program

is simple. The giant lumber association creates specific booklets covering difierent home remodeling projects, then ofiers the booklets to cooperating dealers to give to their customers.

"Take our latest project, indoor storage," Beckstrom says. ooW'e put together a colorful 8-page booklet entitled oCreate Useful New Indoor Storage' and illustrated it with many examples of storage ideas. Hints to the homeowner on where extra storage may be found, tips on how to do-it-yourself, and other consumer-oriented suggestions are contained in this booklet.

,VIANY DEALERS PARTICIPAIE

"We have 1,500 dealers signed up to perticipate in our program, and each of them receives a quantity of these booklets, plus a rack to display them in, store banners calling attention to the pamphlet, and newspaper advertisements ofiering the literature," says Beckstrom.

"This is the ninth project booklet we have created; others have covered the subjects of paneling, outdoor storage, built-ins,

fhe homeowner's urge lo creole more indoor stor096 epoce is provided in the lotest series of nine difierent "how-fo-do-it" booklets produced by WPA for use by reloil deolers. This set of woll furniture is one of ideqs contoined in booklet ,,Creqte Useful New Indoor Sloroge" produred by Wesiern Pine Associolion.

carports, sundecks, fences, and vacation homes, the Western Pine executive reports.

Results dealers have achieved durine the first two years of this program haue *b""rt "far beyond our initial expectations" according to Beckstrom.

ooEvery sale of building materials starts

Western Pine Associolion lllurlrotes its lotest consurner "how-lo" booklet with finishad exomples of built-ins like lhis ona in q child's bedroom.

The booklet, "Creote Useful New lndoor 9toroge" is mode ovoilqble lo deolers to give lo customers os spur to increosed renodeling moleriqls business.

(Continued on Page 61)

Wesiern Pine Associotion pronolion leoders get set to mqil quqnfitios of the q:soriofion's lolesf remodeling booklet, "Ceote Useful New Indoor Storoge." Leo Beckstrom, leff, WPA promofion director; Elyo Johnson, promolion depqrlment 3ecralqry, ond Andy Brown, McConn-Erickson odvertising ogency Pccific Norfhw€si rnonogel cnd qccounl exscutive on the Western Pino Associqtion cccounf, ore shown.

Millutork and, Speeial Prod,ucts

R. F. NIKKET TUMBER CO. (Millwork Division) RENO ATPINE TUMBER CO. SACRA}IENTO

VERSA PRODUCTS (Sheef Boordl SACRAMENTO NIKKEI AAOUTDING CO.

General 0ffices: 3382 El Camino AveJACMMIIITo-Phone lVanhoe 7-8675

TOll-Y: SAYS:,t"Tbetre is no sabstituie !o;r experi"orr. oii) u.,ell trained' sales staff is on tbe alert to obtain tbose bard,to-get items lor YOUTHE RETAIL DEALER." Tony Marquez has been with MASON SUPPLIES' sales department for more than 17 years . that is why he says, "Tbere is absolutely no sub,stitute for experience and. knottt bout,t'

YOU CAN DEPEND ON US FOR ALL QUALITY STANDARD BRANDS ITEMS . . AVATLABLE FOR IMMEDIATE PICK-UP AND DELIVER,Y . . Adlocent tooll Freewoys. ASSURING F-A-S.T SERVICE

Tnnzer Heods Morkeling Assn.

Hershal M. Tanzer, Portland lumberman, has been elected president of the 45-member Western Lumber Marketing Association, 2t/2-year-old organization of sawmills and wholesalers in Oregon, Washington, California, Montana, Idaho, British Columbia, and Alberta.

Also elected during the WLMA's annual convention in Portland were Denby Mackie, Timberlane Lumber Co., Eugene, filst vice-president; E. R. "Ted" Taylor, V. H. Steele Lumber Co., Ltd., Vancouver, 8.C., second vice-president;. Doug McKay, Alexander Lumber Co., Seattlg third vicepresident; William Andrews, Alpine Lumber Co., Portland, secretary, and Edward

W. Moshofsky, Whipple & Moshofsky Lumber Co., Portland, treasurer.

Named to the WLMA board of directors were James J. Heneghan, Pacific Forest Products, Inc., Seattle; Arvid Thorstensen, Cooper-Widman Ltd., Vancouver, 8.C., William P. Ketcham, Henry H. Ketcham Lumber Co., Inc., Seattle; Roland M. Wirt, North Pacific Lumber Co., Portland; Clint C. Neely, Neely-Nelson Lumber Co., Medford, and Ernie W'ilson, Wickes Lumber C,o., Medford.

Tanzer's first message to convention delegates was brief:

"A major problem facing the lumber 'business is that of keeping distribution and sales expenses down in a time of rising

costs and in a market which will not absorb higher selling prices. We are continuing to do everything possible to find more efficient and lower-cost methods to keep the nationwide distribution of lumber competitive.

o'The only efiective long-run answer to the problem of Canadian imports is to increase our productivity and forest utiliza. tion by perfecting more sophisticated products, the greater use of mechanization, and more efficient distribution to the ultimate eonsumer€ of lumber.

"Altlough lumber moves principally by rail, other methods of transportation are finding increasing acceptanoe &mong con. sumers. The lower freight costs of water shipment and the great€r speed of truck

Dick Hoover

deliveries are changing the distribution'pattern and if the 'Jones Act' is amended there will be a much greater movement by water than heretofore."

Tanzer's organization sponsored, and is currently awaiting a decision on, a petition to the'W'estern Railroad Traffic Association to initiate a new tarifi with the Interstate Commerce Commission which would allow rail shippers of west-to-east lumber a S-day hold enroute free of any penalty demurrage charges and would allow a $3 per day charge by the carriers for an additional 7 days of delay in movement.

The WLMA's new president is vice-president of Buckeye Pacific Corporation, the west coast division of Forest City Enter.

You can speak freely, we're on your side!

We'd rather serve you than swerve you from choosing the materials you prefer for your job. Alter 45 years of experience in this field, our goods and services carry a bonus of specialized know-how that's yours {or the asking. Bgt we'll never intrude on your' freedom of choice. We respect your independence, just ar we insist on ours . and brainwashed selling is not our dish. If you like it that way, drop in . anytime.

Time-saaing seraice on:

The best in softuood, anil hard,wood Plyuood,s Fonnica Monkeypoil Plywod, Masonite Brand Hard.board,,

955 South Alameda StreetLos Angeles, California MAdison 7-0057

MrMssn or Nlrtolrer, Plywooo Drsrnrsurons Assocrerron

prises of Cleveland, one of the west's largest purchasers of forest products for distribution in Ohio (the state's largest) and use in property development and shopping center construction.

Born in Portland, Tanzer graduated from Reed College in 1948 and entered the lumber business the following year. He joined Buckeye Pacific in 1952 and became a cotporate officer in 1960. Tanzer has served on the WLMA board since 'that group's founding.

Americon Hordboord News

Paul B. Shoemaker, president of the

American Hardboard Association, has appointed William Franck, United States Gypsum Company, Promotional Committee chairman; George Matter of Weyerhaeuser Company, chairman of the group's Technical Committee; and F. Russell Eggers, Nu-Ply Corporation, to the post of chairman of the Association's Production Committee.

Shoemaker also appointed three vice chairmen: Earl Hadland, Masonite Corporation, Promotional Committee; O. W. Frost, Masonite Corporation, Technical Committee, and O. B. Eustis, Abitibi Corporationo Production Committee.

Donald Linville continues as executive secretary of the Association.

New York Lumber Associotions Working Towords A Merger

Joint announcement was made by the Presidents of the New York Lumber Trade Association and the Greater New York Lumber Industries, Mr. Theodore Monk and Mr. Simon Miller respectively, of a unique plan which is being put into effect as the first step towards an eventual antici. pated merger of the two important lumber associations of New York City and envi. rons,

Briefly stated, the plan is for a 'otrial marriage" during which the two associa. tions will work side-by-side while trying to overcome the obstacles which make a full merger difficult to achieve immediately.

During this trial period, which is targeted for a three months period which started November lst, the two associations will retain their separate identities and maintain separate but adjoining offices at ll West 42nd Street in New York City.

In taking the first step of this trial period leading to a merger, accord has already been reached creating a new position as Executive Director to run the operations oI both associations and later head up the merged groups. Named to fill this new post was Curtis H. Mees, currently Executive Secretary of the Greater New York Lumber Industries.

Committees have been appointed from both associations to work with the new Executive Director in coordinatin6 the interim operation of these two powerful lumber trade groups. Additionally, frequent meetings of the Board of Directors of both associations have been scheduled for joint sessions to resolve policy matters.

As with most groups having common business problems, the prospect of a merger holds out the potential of expanded services, the elimination of duplicate efiorts, a greatly improved Public Relations outlook, and a greatly improved position in the association and lumber industry fields.

Weyerhoeuser Advonces Welch

Raymond F. Welch, formerly sales representative for Weyerhaeuser wood products at San Jose, has been promoted to manager of the firm's North Sacramento, Cal. distribution center, Area Manaqer D. H. Bishop announced from Daly CiIy.

W'elch ,earlier was an industrial sales representative for the wood products firm at San Francisco. His experience includes ten years in building materials retailing.

The North Sacramento warehouse is one of four Weyerhaeuser distribution centers in northern California with stocks of clear and common lumber, hardwood and softwood plywood, hardboard, particleboard and doors to supply dealers. The others rim San Francisco bay at Oakland, San Francisco and San Jose.

Helping the Cquse of Wood?

What lumberyard in one of Los Angeles' suburban communities featured a shinv aluminum Christmas tree in its store window during the holiday season? And this is an operation that is a big retailer of wood and wood products!

Maybe their business has been too good ? A small point this, perhaps, but not so small when you consider that the use of wood needs everyone's promotion-and that the ootraditional warmth of wood" is one of the greatest selling points.

Blue Diamond uniformity-so highly valued by craftsmen- assists in the economical production of quality walls and ceilings.

Roymond F, Welch, North Sqcrqmento digtribulion csnle? mdnoger, Weyerhoeueer Compony wood producls division,

We Sp" cialize

K D ENGLEMANN SPRUCE

Mony complete kitchens ond fine cobinet inslollqtions ore disployed ot our showroom. The lolest in design, lhey ore the result of the best thinking by experts in the fields. Drop in ond see why wood cobinetry is your best bef

Working in coniunction with federol, slote ond. locol ogencies, SCACM hos, for the first time, estoblished three bosic quolity grodes of cobinets .. slondord, medium ond premium which gives the buyer o wide ronge of selection in terms of styles ond budgets.

Our seol is our members pledge of Quolity, Economy ond Sofisfoclion

Educational Responsibilities of the Lumber and Building Materials Merchandising Industry

After some 21 years, Michigan State . University's four.year program in Lumber :, & Building Materials Merchandising has '.,;. sent approximately 500 graduates out into : the construction and building materials 1. marketing fields. Theee graduates have i" taken positions in the retail, wholesale and commission phases of the lumber and building materials field, inclusive of o-pportunities in the sash and door industry, lumber trade associations and the construction industry.

This four-year program of study leading to the Bachelor of Science Degree was inaugurated just prior to \forld War II when it was recognized that a dire need for : educated personnel in the light construction and building materials marketing fields \ existed. The firgt few years of ite exictence i were uncertain ones as World War II encompassed the nation. However, with the return of the GI to the University campus, enrollment increased very rapidly. During the boom days for construction and building materials, satisfactory enrollments were maintained. However, during the past four years, in phase with the declining prosperity of the industry, enrollments have been steadily declining with present figures much below a representative level.

Today industry figures throughout the country reflect the inadequate job being done by the distribution or marketing segment oI the building materials industry. As evidence this industry is presently Iosing markets to the booming auto and recreation industries.

The Lumber and Building Materials Merchandising program at Michigan State is devoted to three specific phases; namely, general education, construction & building materials and general business fundamentals. The Departmerrt of Forest Products, the administrator of this curriculum, contende that the marriage of these three phases tends to educate the.student in the basic fundamentals of this dynamic industry'

The seriousness of the decline in enrollment in this four.year program of study is manifested by the complaints of the purchaser of today's building materials. At a recent rneeting of nation.wide manufac;turers of building materials, leadirrg home ibuilders pleaded with them to employ more ,technically trained college people who eould iintelligently assess their building material needs and oome up with the righl an.w*r..

The non-technically trained sales personnel was guiltyo in their eyes, of wasting their valuable time and contributing nothing to the venture. The lS-day wonder or suede shoe individual was not conducive to a competitive industry. In all, their pleas were directed toward such a curriculum where promising individuals could receive such fundamental training.

The lumber industry, along with allied building materials, is becoming a "hard sell" to _the young high *hool graduate of today. Industry, both residential building and building materials, must direct its efforts toward recruiting this individual. The industries of this country are literally camp- ing on the doorsteps rif the Universitils of the Nation in order to grab up their promieing graduates. Further, their efiorts are being extended to the high school level where young people are being .,indoctrinated" in the Career possibilities of their industries. The residential building and lumber and building materials industries must follow suit and vie for this essential personnel. They must sell their career possibilities and direct these young people to the institutions of higher learning where such education may be obtained. Lures inthe form of scholarships and grants must be offered in order to assist the recruited student in his four-year quest for this education.

The residential building, lumbero and building materials industries of this countrv could well afford to counsel with this country's educational institutions that offer such training regarding this problem of student enrollment and career image. A combined effort on the part of the above 3 phases of this important construction industry to sell the career possibilities of it could jo -uch to put it on a more competitive basis with the other industries of thi Nation. Few in-

dustries of this country relegate to the universities the industry training that these universities accomplish for this construction industry. However, time can run out and should these Universities continue to experience such so-so enrollments in view of the high oost of present day education, it is doubtful whether these programs will be continued. Such a deletion would be oI serious consequence to this industry.

Industry must face up to the educational responsibilities of its future leaders. Michigan State's four-year Lumber & Building Materials Merchandising Curriculum has for some 20 years extended the faeilities of its great institution to the industry. Should such an invitation continue to be disregarded, industry will have lost a valuable treining ground for its futur€ leedere.

Chemiool Fire Retordqnt

Monsanto Chemical Company has announced that it is now marketing PhosChek, a chemical retardant especially designed for aerial application to forest and brush fires.

Phos-Chek is a dry mix, which, when added to water, produces a viscoug noncorrosive slurry which is dropped by aircraft as a chemical barrier against advancing ground or forest fires.

The material clings to trees and brush, according to Monsanto, and only heavy rains can wash it away. An added advantage to the product is that it is a fertilizer, and is not chemically harmful to plant growth.

Monsanto has cooperated with a number of state and federal agencies in conducting laboratory and field research on chemical fire fighting for the past four years. PhosChek has proved its efficiency in tests on actual forest fires on the West Coast. the company said.

To My Hoo-Hoo FRTENDS: December r3' re62

In sending you my best wishes for the New year, I wish also to thank-you for the generous co-operation you have extended during the past year. in helping make our Hoo-Hoo Organization so successful in its accomplishments.

I do hope you have had a good year and may the New year bring you an abundance of the good things in life.

Sincerely,

run{fty K. KoL[, 4ryrl16 Choirmon

carries the inventory of ...

Retail Lumber Dealers

The complete factory-built FIREPLACE ANd CHIMNEY

Here's o fireploce thot odds beouty, comforl ond chorm to ony home. Not on imilotion, not on open stove, it is o full size, wood-burning fireploce complele with its own chimney' It con be instolled either while the house is under conslruclion or qny time qfterword ond becomes on inlegrol port of the building itself.

Easily Installed in, Less Than One Day

The complele ffreploce ond chimney con be instolled in less lhon one doy by semi-skilled workmen or even os o "doityourself" proiect for the overoge hondymon. There is no expensive mqsonry or ftnishing moteriols required-no high priced ond hord-to-ftnd lobor needed. The fireploce is simply bolted to the studding. Then the interior chimney secfions ore extended through the ceiling ofter which the outside chimney housing is set in ploce ond floshed to the roof.

Styled, lor Any Room

Complete lrom Hearth to Chimney Top

Approoedby...

lnternolionol Conference of Building Officiols

Report No. I 141.5

Cify of Los Angeles

Boord of Building & SofetY

Commissioners

Underwriters' Loboroiories

Recomrnend.ed.by...

Sunset Mogozine

Good Housekeeping

Dolan's in Sacramento Opens l/lodern lumber, Fabricati,ng, Builders' Hardware Center

Dolan's of Sacramento has opened its new lumber, fabricating and builders' hardware center on a four and a half acre site at 5150 Florin Perkins Road.

The firm, specialists in servicing contractors and commercial accounts, moved to the new plant in early December.

Included in the new development is a large building divided into two units, one housing a showroom and business offices, and the other serving as a warehouse.

The second building is used as a factory for the manufacture of doors, door frames and trim. Doors are sold to builders completely framed and equipped with the precut trim.

Dolan's has a large lumber storage yard and a pre-cut yard. The latter cuts all types of lumber to a builder's specifications, virtually eliminating the cutting process at a building site.

Mel Hirsch, owner of Dolan's, stated that the move to the new plant permitted the streamlining of operations to meet today's builders' construction requirements. Specialists, he pointed out, are employed in each department. The company employs 38 persons.

Erickson Construction Company of Sacramento erected the new buildings. Harada & Meu of San Francisco designed the showroom and office interiors" which

feature wide use of wall paneling.

A new type heating and air conditioning system has been used in the showroom and offices. Air flows from a furnaoe or air conditioning unit, depending upon the season, into a large chamber over a perforated acoustical ceiling. From the chamber, the warm or cool air flows through the perforations into the room below. The system eliminates the need for duct work above the ceilingo and provides an even distribution of air.

Bob Christenson is general manager of Dolan's, Jack Higdon, controller, and Noble Bartono sales manager.

Mel Hirtth, righl, owner, ond Bob Christen3on, generol monoger, view the moin building of the new Dolon's center in Sqcromenlo.

todern dbplcy Jocilirles orc [rotured. In the. Deton! lhowroom.

Arfesio'r. new "Colloner" #ZZS Door Sizer Unils

Plywood Sqles Neor Ten Billion Figure

Entry foreign markets and an increased awareness of the needs of our domestic market are two factors which will help push plywood sales near ten billion square ieet (a/8" basis) during 1963, according to John Martinson, president of the Douglas Fir Plywood Association.

The expected increase in sales will amount to 9 per cent above the 1962 total of 9.2 billion square feet, Martinson says. Oregon will continue to be the largest plywood-producing state, accounting for about 6.25 billion square feet or 65.5 per cent of industry output. Washington Staie manufacturers will produce about 1.6 billion square feet for L7.4 per cent of the industry total while California's 1.27 billion square feet totals nearly 14 per cent. New mills opened in the last year in the ldaho-Montana region have increased that area's share of the total production to a high of about 3.3 per cent on .303 billion square feet.

PROFITTESS PROSPERITY

Despite the steadily increasing sales and market outlook, the plywood association can see no significant change in the "profitless prosperity" problem which plagues the plywood industry. Low prices, at times the lowest in recent years, were reported during L962 and production capacity continued to rise, staying anywhere from 15 to 20 per cent ahead of demand.

TURNBUII STRESSES CHANGE

James R. T'urnbull, who took over as executive vice president of DFPA in November, has been pressing the importance of "teiloring the industry's products to the needs of the market rather than expecting the market to adapt itself to what's available" in a series of meetings with tup mill officials this fall. Turnbull says that this change of outlook is essential because of increasing competition from non-wood products in traditional plywood applications.

As its first step in assisting the plywood industry's entry into the export market, DFPA is sending recently-retired executive vice president W. E. Difford on a fact-finding tour which will include meetings with U.S. business and government officials concerned with the export market and a look-see to Europe sometime early in 1963

RESIDENTIAT MARKET RE.ENIERED

Another large-scale survey project, expected to have far-reaching significance, is nearing completion. For several weeks, DFPA has been studying the domestic sheathing market, plywood's biggest, in an effort to determine where plywood products are going.

Two large DFPA promotional programs for 1963 will be aimed at the residential market.

In the low-cost home field, the plywood industry is about to unveil a program of financing for low-cost homes made with DFPA grade-trademarked plywood. In connection with this program, the plywood association has prepared a series of compact home designs which will be made available to qualified builders. A pilot program will be undertaken in the Pacific Northwest early in 1963.

In an effort to take advantage of the opportunities offered in the huge modeling market, the plywood association is also develo'ping a series of add-a-room projects to be featured in national magazines. Together with the magazine articles, a financing program similar to the one being developed for compact home buyers will be established by the plywood industry.

Traditional research projects will be carried out with an eye toward improving quality and lowering cost as well as developing new products.

The next year holds great promise for plywood. The efiorts on behalf of the industry by the Douglas Fir Plywood Association will play a more important role than ever turning the promise into realitv.

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Pfywood available in V8", 3/16", V4" & 3/4" up to 4'x l0'

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Look to the Ceiling in '63

by G. L. BENSON District Soles Monoger, The Celotex Corporotion

While 1963 forecasts {or fiberboard acoustical ceilirre tile sales vary, I think most people in the trade agree that thelutlook is definitely good. This optimism is not wishful thinking, but soundly based on several concrete {actors.

First, the boom in home modernization is expected to grow in 1963, and in the years beyond. Volume of this activity in 1962 is estimated to reach a record $14.5 billion. As for the future, 8 out of l0 dealers recently surveyed throughout the country said that remodeling and modernization have the greatest potential for dealer sales.

REIAODEI.ING AND ACOUSTIC TITE SAIES ARE TINKED

Second, history shows that as remodeling activity increases, acoustic tile sales go up. Most people remodel their homes to increase comfort and convenience, and more of them are findine that sound control is one o{ the most important considerations in achieving home comfort. Families are getting bigger-and noiser; appliances, radios and TV are invading the home in greater numbers; popular remodeling materials such as sliding

Newesl fmfure in ceiling modernizqlion for homes is lhe suspended ceiling syslem, using 2x4' or 2'x2'fiberboord loy-in ponels. Once metol grid syslem is instolled, ponels con be lqid in or lifted out with eose. This will help stimulate more ceiling producl sole3.

glass doors and tiled fl,oors reflect instead of absorb noise. All these factors add to noise irritation in the home, and lead the homeowner to think in terms of remodeling to reduce noise. This increasing concern with noise in the home is reflected in acoustical tile sales, as reported by the Insulation Board Institute. In 1954, Americans bought enough fiberboard acoustical ceiling tile through lumberyards to sound condition :149,150 urr".us" (12x15 ft.) rooms. In 196I (latest full year figures), "nough tile was purchased to sound condition more than I.150.000 too*s. This is a sales increase of well ovet 200/o.

NEW HO'IAES FEATURE ACOUSTICAT CEITINGS

- Since do-it-youruelfers qrcounl for lorgesl shore of ceiling lile soles, oleil deqlers will demonslrote eose of opplicoiion. Furring sfrip demonstrqtion unil is simple, inexpensive to put up, con be used repeotedly. Deolers who moke it ecsy for cuslomers to buy ocouslical rile will profit most in 1953.

Third, use of fiberboard acoustical ceilinss in new homes is definitely on the way up. In a recent IBI srivey, 72/o of home builders said they will be using more acoustical tile in their homes with in the next five years. Builders are constantly looking for products and features that give them a competitive edge, and acoustical ceilings ideally fall in this category. Many builders re. port that customers get a comfortable feeling in rooms which have acoustical ceilings, even when they are devoid of furniture and rugs. The increased use of acoustical ceilinqs in new homes will invariably influence consulner tastes as time goes on. People will

(Continued on Page 48)

Hollywood Jr. Twins Are All'Purpose Doors

Say goodbye forever to old fashioned screen, sash and storm doors. for here are trno att puipose doors...COMB|NAT|ON SCREEN AND METAL SASH DOORS that tit all types ol wall construction and harmontze with any interior styling'

Note these 4-In-l ADI|ANTAGES

Comfort

a The Hollywood Jr. Twlnr parmit mora light in idtchen end serulca porch6.

a Give ad€quate rasY ventilatlon.

a lnsect.tight, rust pr@l scraens.

a Srsh Glass m.y ba clerned with casa

Gonvenience

a No more dctouring ttound r 3upcrflu' - ous Gxlra door with rn armtul of bundl6.

a No more 38gglng, ttlmsy

l3l Economy

-

a S"* buying e Sash, Scren tnd Storm Do6r. -HollYmod J6. r.G lll 3 combincd into I door.

a Srve3 on hsrdwara, hanging rnd painting.

a Sav6 on cxPensivG lrphcements.

a SlvGs tDace. Thc Hollyw@d Jr. Twin3 may be hung to swing in or out. Lrrv6 Itailabl€ tloor spaca which is usu.lly l6t in lltchen or cntry way.

Zf Ponel or Flush

-o Holtwood Jr. Twins givc You Your choi-cc ol e snll or lluih d@r to harmoniza with sny stylc architGcturt or interid d6ign.

o Flu3h doE 8v.il.blc In Philipplnc Luaun, Ori.nttl Ash (Scn) or 8itch.

a P8n.l d@6 avaihblc in Plnr onlY.

PERSONALS

' Jeck lluss€y, well known southland plyqood executive, is presently covering a sales ' territory for Somerville Plywood Corp., tsl .'Segundo, California.

,- Horace Wolfe was a recent visitor to F*r.ho Tehama in Corning, California, on a Puying trip from his Hollywood and Vine headquarters.

As reported in our December lb issue. eve Freeman, wholesaler of Newrorf yev9 of Newport 8each, was the Cup winner of LASC,s pllm 'i!fr!1ss Golf Tournament, with to* g"or. oi 74. Not reported was the fact that Jim New- qukt, also wholesaler of Newport Beach, was a runner-up with score of 80, Dick Nel_

son of Buena Park Lumber with a ?8. and Chuck Jenkins of Boyd Lumber with an 84.

Thanks to Jack Carlow of the Carlow Company for sending us a copy of the November 15 issue of ,,Palm City News,, which contains a biographical sketch on Dee Essley, prominent lurnberman and civic leader in Southern California, who maintains a weekend residence in Palm City. Also a resident of the desert spa is Mri. Berthe Carlow. Jack Carlow similarly has a weekend pad in the area. Escape from Smogville, L.A.!

_Je_rry Essley, prominent l,os Angeles wholesale executive, recuperating from ma- jor surgery at his home in San Marino. He spe-nt the holiday season ,,taking it easy', and is ready for 1963 with a complete overhaul job.

srfqucrrl ;lilf ffi

Frank I)oor, Belton Lumber Company Limited, Saraia, Canada, was a recent visitor in California. He is looking over the Los Angeles and San Francisco areas with the idea in mind of making the Golden State his home.

Louise Lindar, of Logan's, Gila Bend, Arizona, recently opened a new gift and houseware department adjoining the firm's existing showroom.

Howard Beals, Beals-Bullock Lumber Co., 1627 West Hatcher Road, Phoenix, is now recovering from an emergency operation and expects to be back on the job by the first of Febrrrary.

A. G. "Ben" Bennett r€cently replaced Ed Noland as manager of O'Malley-Smith Lumber Co. at Welton, Arizona. Bennett was formerly manager of the FoxworthGalbraith yard at Yuma.

E. S. Hoctor, Hoctor Lumber Co., Tolleson, Arizona, has just completed a complete face-lifting and remodeling job on his store, including new fixtures and counters.

Bill and Patti Walker welcomed the stork on December 6, a little woman child weigh- ing a lucky 7 pounds 11 ounces, notes the Arizona Box Co, exec.

Home Lumber Company, Yuma, Arizona, closed its doors December lst, according to manager Roy Colpepper. The inventory was purchased by Ottalley-Smith Lumber Co., Yuma, and subsequently liquidated in a big bargain sale at the home location. II. Marvin Smith is manager of the O'Malley-Smith Yuma outlet.

Bill Hoey spent a late fall week calling on Georgia-Pacific suppliers in Oregon.

Former Oakland wholesaleman Ed Lafranchi is now associated rvith Eureka Mill & Lumber Co. at Fremont, California.

Marshall Schmitt, formerly with WaltonSmith Lumber Co. in Sacramento. has joined Sacramento wholesalel William Sayre.

Richard Stanley, McCormick & Baxter. San Francisco, vacationed in southern California with the family during the Christmas Holidays.

L. R. Nelson, Rural Lumber & Supply, Mesa, Arizona, reports his counter business has been booming since he lecently doubled the size of his showroom and completely remodeled the store interior.

Martin Combs, managel of O,Malley's Building Materials, Tucson, Arizona, has opened a small branch outlet on South 12th Street with Raul Soltero in charge. Combe also operates another small outlLt on ttre East side of town and both are operated directly under the supervision of the main yard.

Redesigned

The majority of Masonite Corporation's Peg-Board fixtures have been redesigned for use with either ty's" ot Vtn Peg-Board. They will be known as inter-changeable fixtures, according to llowa"rd M. Findley, merchandise manager, interior products. Continuing available are certain %" fixtures not suitable for use with the heavy-duty hardboard and the full line of %' fixtures.

Sleve

M R. IIEAtf R-

Are you getting your shore of Soles ond Profits from this Door?

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This modern styled aluminum door will enhance the beauty ol any home. 100% double weather-stripping . . Ball-bearing rollers-adjustable . Condensation gutter at sill

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NB|YIDA Officers For '63

Lewis H. Jenkins, North Wilkesboro, N.C., president of Jenkins Wholesale Supply Co., Inc., of that city, was elected president of the National Building Material Distributors Association at its llth Annual Fall Convention at the Palmer House in Chicago on Thursday. November 15. He succeeds Donald B. Richardson, Denver, president of the Richardson Lumber Co.

W. G. Grieve. vice president, Building Material Distributors, Inc., Stockton. California was named vice president of the association; and Fred Thomson, president, Inland Lumber Co., Rialto, California was elected Treasurer.

Five new directors were named to serve on the association's board for three years. They include Thomson; Eugene H. Straus, vioe president" Midsouth Supply Co., Lexington, Ky.; Homer H. Hahn, president, Central Lumber Sales Co.. Lincoln, Nebr." John A. Cawley. president, Tomkins Brothers, Newark, N.J.; and A. Paul Jenseno president, Capital City Culvert Corp., Madison, W'isconsin.

Harold W. Sparks, president, Lumberyard Supply Co., St. Louis, Mo.-and a charter member of NBMDA unanimously named by members to serve on the board as an honorary director.

A total attendance of 745 was tallied for the four-day convention that featured conference booths where 109 manufacturers of buildins materials introduced new products for 1963.

Timber Operotor's Permit Revoked

DeWitt Nelson, Director of the Department of Conservation, ordered the revocation of the Timber Operator's Permit of Glenn Mastelotto, et al of Paradise, Butte County. The revocation became effective on November 30, L962.

At a hearing on October 8, 1962, in the Veterans Memorial Building in Oroville, Hearing Officer Roy G. Hollingshead, Jr. re' ceived testimony in an Accusation signed by State Forester Francis H. Raymond which charged the respondent with violations oI Forest Practice Rules applicable to the North Sierra Pine Forest District. Violations charged against Mastelotto included: harvest' ing immature trees under 20 inches diameter, failure to fell snags, failure to construct drains and waterbreaks on tractor skid roads, and failure to abate logging slash in areas required by the rules'

Deputy Attorney General Robert H. Connett represented the State Forester at the Hearing against Mastelotto. Director Nelson followed the recommendation of Hearing Officer Roy G. Hollings' head, Jr. in revoking Matelotto's timber operator's permit.

State Forester Francis H. Raymond stated that continuing and flagrant violations of forest practice rules by timber operators not only creates serious fire hazards, but also is inconsistent with the forest practioe committees' rules approved by the State Board of Forestry and established for the purpose of sustaining forest productir,ity.

Com plete Inventory: Sugor Pine, Ponderoiq Pine, White Fir, Cqlifornio

Douglos Fir ond Cedtll Direct Mill

Shipments: Truck Lood, Truck & Troiler And CorLood ' Milling Focilities & Yord

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SERVING THE SOUTHWESTERN RETAIL DEALER WITH CHOICE

OtD GROWTH REDWOO

"Complete Inventory-all Sizes & Grodes, . Green or DrY-for everY PurPose" home of

IOOK TO THE CEITING IN '63

(Continued lnom Page 42)

come to expect acoustical ceilings in their {amily roonls, recreation rooms, kitchens and other areas, just as they have become accustomed to built-in appliances, the second bathroom, etc.

This leads to the {ourth factor behind the growing potential in acoustical ceiling tile sales. That is the industry-wide efiort to promote the value of home sound conditioning in the homeowners' minds. All industry factors-dealers, wholesalers, builders, manu{acturers, trade associations. and trade press-have recognized the tremendous sales potential of acoustical ceilings and are doing something about it. A leading example of this is the IBl-sponsored "Home Quiet Month" held last September. Using the theme "Decorate With Quiet." the promotion aroused wide public interest through national advertising and point-of-sale merchandising. It helped to focus trade and consumer attention on the growing problem of noise in the home. and on the products designed to solve that nroblem.

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"SERVICE is our poromount

DOWNEY, Colif. TOpoz l -6701

stock-in-trode"

More dealers are cashing in on this potential through aggressive advertising, merchandising, and display of ceiling tile products. The "do-it-yourselfer" is getting more attention, since he accounts for the largest share of ceiling tile sales (63.3%, according to one survey). To reach this rich market, many dealers take advantage of manufacturer's sales promotions, such as the Celotex Coffee Klatsch. This promotion not only draws more people to the d,ealer's store, but includes demonstrations of ceiling tile application for the benefit of the do-it-yourselfer. These and many other promotions are awakening the home owing public to the value of fiberboard acoustical ceilings.

WIDE CHOICE OF DESIGNS, COLORS, TEXTURES

Once he is interested in buying acoustical tile, the customer can choose from a wide range of tile designs, colors, and textures. He has no trouble selecting the design that will blend with his interior decorating plan. The attractive variety of today's micro-drilled and (Continued, on Page 50)

Speciol deoler promotions, such qs Cofiee Klotsch, will spur gredler customer interesl in ocouslicol ceilings in 1963, Note lorge overheod disploy of ceiling tile. Swinging units of hqrdboard poneling direclly below enoble customer lo visuclize tile qnd poneling combinolion for room remodeling.

FAST, EFFICIENT DEIIVERY!!

Globe Infernolionol-to Wholesolers Only

"Business Is GoodBusiness Is Everywhere" was the title of a story on the progressive operations of Globe International of California, published in our December 15, 1962, issue.

Business through Globe is also to uholesalers only. ln a paragraph of the story it was erroneously reported, 'oW'e sell only to the wholesale and retail," when the intent of the statement was that only through established wholesale sources was the retail field served.

We regret any embarrassment to the Globe people that may have been caused by the unclear wording, and repeat Globe officials' emphatic statement, o'We sell only through established wholesale sources."

Cosloco New lmport Export Firm

John Kilshaw of Costaco Importers and Exporters of Portland, Oregon, has announced the formation of their new firm, dealing in plywood, lumber, veneers and logs.

Costaco deals particularly in the importation of hardwood logs and veneers from Costa Rica, representing the company, Osa Productos Forestales, S.A.

Personnel of the new company includes A. E. Bryson, until recently manager of the Portland lumber department of Balfour, Guthrie & Co., Limited, and John Kilshaw, both of whom are experienced in forest product trading.

The company avows to combine service with integrity and knowledge of the product in order to insure maximum satisfaction for all companies dealing with them.

Address of Costaco is 1025 ICO Bldg., 520 S.W. 6th Ave., Portland, Oregon, and phone, 503-223-8153.

MEET HOBBS WALL'S TARRY HANSEil

IOOK TO THE CEITING IN '63

(Continued, lrom Page 48)

fissured acoustical patterns is a far cry from the day when the customer was told (to paraphrase Henry Ford), 'oYou can have any acoustical tile you like as long as it's plain perforated."

Nor is the home owner any longer confined to using the standard 12xI2" ceiling tile which is stapled or glued in place. Now he has the choice of putting up a suspended ceiling system, with metal grids and acoustical lay-in fiberboard panels. Once the metal grid system is install,ed-which the average homeowner can do himself-the panels are simply laid into position. Since the panels are removable, the homeowner can easily reach above-ceiling utilities. Another advantage of this system is that the ceiling can be installed at any height desired. This is particularly useful in remodeling older, high.ceilinged rooms. Celotex just recently released two lay-in panels, both in 2 x 4l siz,es, for sale through building materials dealers-another example of the broadening trend in the acoustical ceiling market.

The trade press, of course, has been alert to this growing trend for years. Consumer magazines in the home improvement field have become more vocal recently on the subject of acoustical ceilings. Even the mass media-general interest publications reaching the general public-are beginning to pick up the idea. A good example of this was the Sept. 23,7962 issue of This Week magazine, which reaches millions of Americans every Sunday morning. Their lead featur,e spotlighted four ways to improve a house. One of the four was sound conditioning, with acoustical tile being prominentlv mentioned.

YY hen he foined Hobbs \Vall in 1912, Larcy already had a fine background in lumber: He had graduated in Forestry at U.C., put in a yeat at various sawmills and a plywood plant, and sold four years for Simpson.

That was ten years and a thousand carloads ago. Since then, many a Northern California retailer has come to count on him for prompt, cheerful, comPetent service.

Larry Hansen is one of several Hobbs \Vall lumber specialists god men to call when you want the right grad,es at the rigb, prices in red.wood, fir, cedar, pine'or any other species.

\(hy not pur them to work for you the next time you need a t. & t. or carload shipment?

All these important factors tell us just one thing: as a whole, dealer sales of fiberboard acoustical ceiling tile will continue "to increase. No one can forecast accurately the volume or percentages, but we know people are becoming aware of acoustical comfort and tle demand for acoustical ceilings is growing. The big question that a dealer must ask himself, it seems to me, is not how big is the market becomingo but how can I increase my share ol th.e market?

As a start towards answering that question, here are several selling ideas which have proved to be successful by many dealers around the country:

l. Give a premium wilh sales, such as loan o{ a stapler and free staples.

2. Advertise a carloa.d sale ol ceiling tile, or a truckload l-dav sale.

If you install tile, always qtnte on the cornplete job, installed, to fight price-catters who guote a per:piece price. Promote ceiling tile as a companion n wall paneling jobs. Use floor displays so customers can examine the tiles closely, and also use wall or ceilingtdisplays, so they get the effect of a ceiling at a distance.

Ditplory enough sarnples to give customers the impression of a complete assortment.

Feature lou-priced, tiLe in newspaper ads, and sell up to regular stock.

Tin in with manufactu,rer's promotions in every way )ou can.

Sell the customer on thdiruulatlon ualue ol ceiling tile. (Jse in-store d,ononstrciti.oirs to show how easy ceiling tile is to apply.

If you install tile, go to the iustom.ei's hpuse to giue aE estinwte. This is an excellent way to get leads on bigger remodeling jobs from the same cuslomer.

Looking ahead to 1963, every building materials dealer has a rare opportunity to substantially boost iis idles intl profits in acousticbl ceilings. He has the custopei rlSpa;r$,'he has the products, ,Bnd he has the meg.chandising quppoit. All he needs. is the will.to go after the markirt with hammellnd qongp, :

SAN FRANCISCO.2OgO UXIOT.i STREETOPHONE FI 5-6000 LOS ANGELES o7125 TELEGRAPH ROAD. PHoNE 6as-4734

Lqndenberger Nomed

Fred Landenberger has been named North Coast Timber Association Secretary-Manager, according to Association President Henry K. Trebits. Landenberger will assume the position in Eureka in January, Trebitz said, replacing Harry W. Graham who has resigned due to reasons of health. Landenberger is currently Secretary-Manager of the Redwood Region Conservation Council in Santa Rosa, a position he has held for the past 17 months. In addition he has been Secretary-Manager of the Redwood Logging Conference for the past three years.

A resident of Eureka for ten years before moving to Santa Rosa earlier this year, Landenberger was active in many organizations in the community, including the Methodist Church and the Eureka Rotary CIub. He and his wifq, Patricia, and three daughters ivill return to Eureka shortly.

The North Coast Timber Association located in Eureka, Calif.,

is a timber industry-sponsored organization which has been active in the fields of taxation and government expenditures in Humboldt and Del Monte Counties since 1956.

IHPA Eostern Membership BroodenedNew Member Welcomed

The executive committee of the Imported Hardwood Plywood Association has accepted with warm approval a very pleasant pre' holiday greetings from Robert E. Leopold, vice-president of Hunter Trading Corporation, New York, in the form of a regular mem' bership in IHPA, efiective January 1.

The broadening of IHPA's regular membership on the East Coast has been one of the associationos primary targets, according to managing secretary Gordon Ingraham. Hunter Trading Corporation's membership closely follows the recent membership of United States Plywood Corp. of New York.

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DOWNEY, CATIFORNIA P.O. BOX 48 SPruce 3-l910

The Profit Motive

Profit is basic to all societies and in the United States it has proved to be a unique instrument of progress, according to o'The Profit Motive," a booklet published today by the Du Pont ComPany.

One of a series on broad economic subjects, the booklet discusses the "frequently bafling and often misunderstood" profit system as "both the energizing agent of economic effort and the principal mechanism by which that effort is matched to the public's wishes."

ooThe prime function of profits is to allocate the resources and energies of the nation to accomplishments the public finds desirable. Profits must be equated to those needs. How much is enough? Whatever amount will balance reward against risk, and spur the production of those goods and services society requests."

A profusely illustrated 32-page booklet, ooThe Profit Motive" passes up the tables of statistics, financial records, and economic reviews. Intead, it discusses the effects of profits on the general interests of society.

"Whatever you call it, however you count it, ,it i. basic and indispensable to all societies, including Crusoe'g, and' Khrushchev'so" it notes. o'To the corporate manager it *& be,dollars in a bank; to the Soviet farm ministero the seed grain in a ware. house; to the native islander, the racks of dried fish stored asainst the future."

'oMany times, societies or fragments of societies have tried to divorce themselves from profit. Every attempt has failed," it said, noting that'oRussia today is as profit-minded as any country.,,

In the United States, the degree of dependence on prof,t is not always recognized and is, in fact, "very often ignored." Yet the system could not be changed "without tearing apart the whole fabric of society." W'ith its multitude of separate enterprises, this country has the most complicated economic structure ever assembled.

'oGiving order and direction to this structure, arranging its parts into a sensible pattern, is the search for profit, the one objective shared by all private business units."

Beyond this, "The quest of profit is inseparably linked to individual freedom. The opportunity to strive for economic gain is an extension of the nation's political philosophy, and as much a part of its heritage as the ballot and the Bill of Rights."

'oEvery economic system needs some regulatory device. There must be a way to determine what is made and when, how it is to be distributed and to whom, and what the terrps and amount of reimbursement are to be. In the free society,.;hat regulatory mechanism is the profit mofive

o'There are as many listening posts as there are businessmen, The voice of the consumer is heard in the place where it will do the most good, in the stores and offices which wish to attract him as a customer . Thus it is that each of the thousands ol communities in the nation receives approximately as many gallons of milk, crates of lettuce, carloads of carpeting miles of electrical cord as it happens to want, without notable gluts or shortages, without benefit of a central clearinghouse, and with remarkable dispatch."

The open market, dedicated to profit, is "the only one parallel to the concept of liberty."

The American's quest for profrt is entirely voluntary, undertaken despite hazards; and there is a healthy individualisrr about it because each of the millions participating has different contributions to ofrer. The economy is predicated on the belief that both buyer and seller have something to gain, the booklet said.

C)ncc o Guflomcf, you orl olwcyr o friond ond wc oim lo rtrcngthcn rhor fricndrhlp thrcugh cvcly o3sociotion.

"The seller can hope to survive only when he can satisfy the nccds and €xpectations of the buyer . The buyer will have acccts to thc goo& and services of the seller only if there is some g"itr to be realized from tle sale."

Hense the "listless" profits of today create serious implications

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A FUtt IINE OF WESIERN RED CEDAR FROM BETTER MIttS

WSIAH L -iuffii' ;ilffi' ;iiil--" ffi

because of their "refusal to climb in parallel with the nation." In relation to other economic trends, profits have actually declined, it noted.

"An economic climate which discourages the investor, or leaves his company with too little growth money, inevitably curtails employment and expansion opportunities Obviously, if there is to be economic growth the necessary money must be on hand, along with the inclination to invest it."

Jomes Bronson Re-Elected President Americon Foresl Producls Induslries, Inc.

James D. Bronson, official of Boise Cascade Corporation, Yakima, Wash., was re-elected president oI American Forest Products Industries" Inc.. at the organization's Annual Meeting held in

Washington, D.C.. October 30-November 2.

W. R. Adams. St. Regis Paper Co., New York, and J. L. Camp. Jr., Union Bag-Camp Paper Corp., Franklin, Va., were re-elected vice presidents. James L. Madden, Scott Paper Co., Philadelphia. was elected treasurer, succeeeding D. B. Frampton, D. B. Frampton & Co., Columbus, Ohio, who remains a trustee of the orqanization. C. A. Cillett, Washington, D.C., was renamed managing director.

New trustees are Gordon B. Bonfield, Packaging Corporation of America. Grand Rapids, Mich., and John S. Brandis, Georgia Pacific Corporation, Portland, Ore.

Re-elected trustees were Karl R. Bendetsen, Champion Papers, Inc., Hamilton, Ohio; David L. Luke, West Virginia Pulp and Paper Co., New York; William Swindells, Willamette Valley Lumber Co., Portland. Ore.; St. R. Adams, J. L. Camp, Jr.. I). B. Frampton.

}IEN, MARKETS, MERCHANDISING (Cantinued lrom Page 4)

motion-oriented company has a sizable advantage over a competitor who isn't.

Naturally, because of the nature of this audience, I've emphasized those areas in which the NWPP has focused attention primarily on hardwoods.

But I should also stress that even where ; the program is pointed chiefly towards soft. woodso there is a potential benefit to the hardwood producer. This is so because ' whenever softwood species are sold - whether for studs, joists, roof framing, sub, , flooring, sheathing, siding or scores of other rlses-the door is opened for the sale of ' hardwoods, too.

In fact, by virtue of the sale of a softwood species-ls1's say for framing-an ideal climate is created psychologically for the sale of another special-a hardwood, possibly, for panelling.

Much of the fine work of the National Lumber Manufacturers Association and the National Wood Promotion Program may be traced to lumbermen who have served both NLMA and vour own association with ,gr€at prid€ and great devotim.

Perhaps the outstanding example of this is your President, Mark Townsend. In ad. dition to fulfilling his many business and civic responsibilities, and besides serving as the president of your fine trade group, Mark has found time to give us valuable guidance and assistance as a director oI NLMA, as a member of our Lumber Standards Committee, and-last but by no means least-as a member of the Economic Council of the Lumber Industry.

Mark personifies what we mean when we talk about the new breed of lumbermen.

In efrect, Mark Townsend has flung down a challenge to us all. The writings of a man whom many regard as England's greatest Pirme Minister-at least up to the time of Winston Churchill-point to a parallel between conditions in Victorian England and those confronting the American lumber industry today.

Benjamin Disraeli, foremost satirist of the weaknesses of English nobility, believed that the future of his country depended on its youth being awakened to their political and social responsibilities. [n this connection, Disreali wrote of Young England:

'oThey stand now on the threshhold of public life. They are in the leash, but in a mornent they will be slipped. What will be their fate?

"Will they remain brave, single, and true; refuse to bow before shadows and worship phrases; sensible of the greatness of their position, recogrrize the greatness of their duties; denounce to a perplexed and disheartened world the frigid theories of a generalizing age that have destroyed the

individuality of man, and restore the happiness of their country by belieuing in their own energies, and daring to be great?"

I put the question to you, gentlemendo rae believe in our own energies? Do we darc to be great?

Like Young England in the time of Disraeli, we must face up to our political, social and economic responsibilities-if the lumber industry is to realize the full potential of its future.

Actually, we must face up to these responsibilities if the lumber industry is to realize any future at all.

Earlier I made reference to the fact that the lumber industry has achieved a degree of unity higher than at any time in its history.

The most recent indication of this came at an August summit conference between manufacturers, wholesalers and retailers at NLMA headquarters in Washington.

It was here that representatives of the Ieading producer and distributor elements of our industry, including the presidents of the National Retail Lumbei Dealers Association, the National-American Wholesale Lumber Association and the National Lu-ber Manufacturen Association, agreed on a six-point program designed to bring about-in their words-"a greater unit| of thinking and effort in solving total industry problems."

Based on the premise that producers, wholesalers and dealers must accept change in product manufacture, distribution and selling-as reflected by the needs of the consurner and the times-this six-point program provides for:

( I ) Appointment of a Lumber Industry Merchandising Council, representing manufacturers, wholesalers and dealers, to meet at least twice a year;

(2) Industry-wide suppport of training programs to improve product and service knowledge at all levels of the industry;

(3) Industry.wide efrorts to "maintain and promote continued integrity of products and services;

( ) An increase in the depth and scope of end-use marketing researchl

(5) Improved merchandising and promotion by all segments of the industry; and

(6) More effective cooperation between producer-wholesaler.dealer elements of the industry to provide the kind of teamwork necessary to meet and beat the challenge of competitive materials.

The hardwood industry was ably represented at the summit conference, although much of the discussion centered around problems connected with tJre manufacture and distribution of softwood species.

By the actions taken at that conference, our industry, in effect, announced: "We recognize once and for all that we can't solve the problems of today with the meth-

ods of yesterday."

Now, as we stand poised on the razoredge of decision, we must make good the intentions expressed at that conferencen by implementing sound policy.with firm, decisive action all down the line.

lf we were lawyers, gentlemen, I think we might look to the doetrine of the "last clear chance" to describe the situation that confronts our industry today.

This often-cited principle of American law is invoked in accident cases where it appears that both parties have been guilty of negligence.

Damages usually are awarded if one party can prove to the satisfaction of the court that the other party, although negli gent too, had the "last clear chance" to avoid or prevent the accident involved.

From years back, I can recall a particuIar case involving the collision of an auto and a freight train at a railroad crossing.

The car was stalled on the tracks at d the freight train hammered into it, killing the driver and all occcupants.

When the case reached the courts, the attorney representing the widow of the driver of the car, while admitting that tho auto had no business on the traclcc, con. tended that-in the final analvsi*-the railroad had been the most negligent of the two parties.

This attorney based his case principally on the argument that, had the engineer of the train been looking out for what was on tle track ahead, and had the train been kept within the prescribed speed limil the engineer could have stopped in time to avoid the collision.

And that, gentlemen, is precisely how we define the problem facing lumbermen tod"y.

We have been given the "last clear chance" to avoid the disastrous derailment at the market place-but this will be possible only if we keep a constant lookout for what's up ahead and only if we maintain a steady speed-not too fas! not too slow-in advancing toward our goal.

Such caution, restraint and foresight have been the hallmark of one of out most recent programs designed to improve the sales and profit picture of the lumber in. dustry.

I re{er to our grade simplification and standardization program for softwood lum. ber-an effort which the Executive Com. mittee of NLMA and the Steering Committee of the National Wood Promotion Program have instructed the staff of our association to move ahead with as expeditiously as possible.

In seeking broad industry and consumer acceptance of this new standardization system of lumber grades and sizeg we are distributing an easy-to-understand eight-page pamphlet providing direct an(Continued, on Page 56)

5 Garlow Company

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TETTERS

Shokes Alive!

Don Dick Managing Editor

The California Lumber Merchant

Dear Editor Dick:

Thanks to you for the excellent editorial on page 77 of your Christmas issue.

Since Jack Dionne founded CLM, this journal has always boosted red cedar shingles. It may be that this support has caused the State of California to become the top State in shingle use. At least, it has helped a lot.

Now that we have been nlaced on the defensive in Califor.nia, rve need our friends more than ever.

Regards, Donald H. Clark

Promotion Director Red Cedar Shingle Buleau 5510 White Building

Seattle 1, Washington

Moke lt Brief!

Max Cook

California Lumber Merchant

Dear Mr. Cook:

Thought maybe you might be interested in something like the following:

Busy businessmen and those interested in brevity might do well to imitate the recent exchange of wires between Tom Parker', M. S. Cowen Co., and Frank Clark of Clear Fir Sales. Parker, interested in the whereabouts of an order of cedar pl1'wood they had booked with Frank wired two words "Knotty Cedar". The reply "Friday".

Sincerely, Florence Corkum

Secretary to T. A. Parker

M. S. Cowen Co. San Francicso, Calif.

Our Reoders Write

California Lumber Merchant

Gentlemen:

We understand that you were kind enough to print the announcement of the new Hirsch Lumbel Company in your magazine. Would you be kind enough to send us one or tu'o conies of this writeup.

With best wishes for a most Happy and Prosperous 1963.

Yours very truly, President Edgar A. Hirsch, Jr. Hirsch Lumber Co., Inc.

1511 Third Avenue New York 28, New York

*9t M o,.@? ^

Whittier Eugene

mote prollt maglc lor bullderc end de.tcr8 hom the Noro R.duood lttes

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Ready to go up. Noyo "Stained" Siding is pre-treated on all four sides with an efiective penetrating water repellent. Thoroughly tested, Noyo Stain both tones and pmtects against checking and grain raising. Can't peel, blister or craek. Instead of rnasking like opaque paints, it brings out the natural beauty of grain and pattem. A perfect finishing touch for "Saw Textured" Siding (and smooth surface, too!)

Order Redwoott Siding that's'Rough'n Ready" from yow Union Lumber Compa.ny source today.Or write us lor lwther intormatinn.

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S tfi 3 R€oWooo Tr.. Ferm.r3 rnd Mrnut.ctu..r. aFlj MrLLS: Fo..t Brr9g. L.Cg.fi rnd wlllf.. Ctlllornl. }/ Sotcr Ofi'ce: $or Francisco. Ld .lnsLr. cf,i.o@. l\'.rr totl'

MEN, MARKETS, MERCHANDTSING

,,

t:tt. /f^-;-.,^) r-^- D--^ <,r I (Continued, lrom Page 54)

" swers to the many questions raised during the more than two full years this program has been in the development stage.

Let me emphasize the fact-that the "' program has been more than two full years

; in the developmental stage-to put at rest ,,'any feeling that is a hastily conceived,

poorly thought-out system on which the industry as a whole has not been consulted.

On the contrary, there has been so much consultation-we have held so many meetinp-that this program has been nearly talked to death.

It was Emerson who said: 'oOur chief want in life is someone who will make us do what we can."

Our industry is fortunate in that it has acquired the leadership to make lumbermen do what they can.

Lumbermen today are being exhorted to attain new heights in merchandising, marketing and salesmanship, in business ethics, and in their professional ambitions.

As a result, the goals which many of us

once thought hopeless are-for the first time-approaching the stage where they appear capable of attainment.

That we are justified in being optimistic about the future is indicated by these recent developments:

National Forest Products Week this vear will be marked by the widest observance, the most spectacular displays, the most efiective follow-throughs, in its three-year history.

Members of Congress are starting to understand-and demand White House action to counterbalance-the forces arrayed against our industry at home and abroad.

The Forest Service has pledged a more conciliatory attitude on timber sales policies and has given evidence that it intends to honor that pledge.

One conference has been held between U.S. and Canadian ofrcials on our import problem and other rneetings are planned. Meanwhile, the Tbriff Commission has begun hearings on the issue.

Our National Wood Promotion effort has advanced from a program of promise five years ago to a program of fulfillment today, as our industry has exchanged its dreams

for acts of statesmanqhip.

And, finall5 manufacturers, wholesalers and retail dealers are starting to move in concert, to think and act and plan not just in their own self-interests but with a view to how their actions may affect their fellow lumbermen.

We have, in short, come of age.

And in reaching this maturityo we have acquired a new strength, a new conviction.

We have, in fact, given ourselves a mandate demanding direct, vigorous action.

'We have, in facq insisted upon leadership that provides both discipline and direction.

We have, in fact, pledged all our energies to the task of developing solutions to our problems and taking full advantage of our opportunities.

What we are able to achieve tomorrow will be limited only by our doubts today.

So let us move forward with strong and active faith.

If we believe in our products, our industry and ourselves-and if we are willing to demonstrate that conviction-our successes in the past can only lead to greater victories in the future.

The o'lole, lote show" comes in from Sqn Frqncisco

Thc Son Froncisco Roundup is long ovcr, but the needle of fhe reismogroph is rllll iunping. Understqndoble, when you view the undulotions which cmonofed fron Noii Bobc'r Cqboret in Boghdod-by-the-Boy. !n thc shot to thc loft, wc notc thol Noli is rtill hoving a hqrd tirnc kccping his cye on the Dumbek. In photo ot low.r righf, Chorlie Whitc, oulgoing presidenl of San Froncirco

Hoo-Hoo Club S9, thcnks mcrnberr for a ship'r clock givcn in oppraciotlon of his tcnn of ofice. Bill Corfer, howrver, se.ms mor. infcrert d in keeplng hir eye on lho runwoy in onticipofion of the "Arobion Twisler", fhir grcot Roundup wos c ioinl efiorl of Sqn Frsncirco Hoo-Hoo ond Dubr, ltd.

All species of Pqciflc Coqst lumber producls including: Sugor Pine, White Fir, Douglos Fir, Hemlock, Cedor, Spruce, plus cuslomer milling.

Direct shipments vio rqil or truck & lroiler, [.C.L. from complete yord stocks. Prompt service. Quoliry hqrdwoods & Softwoods from yord stocks.

Paul Shoemaker Elected President

At American Hardboard Annual Meet

Paul B. Shoemaker, executive vice pres-

Principal speaker at the banquet was

Others elected at the meeting were John ident of the Masonite Corporation, Chicago, K. Bolton, United States Gypsum Company, was elected president of the American vice president; Alan B. Cook, Abitibi Cor. Hardboard Association at the group's poration, secretary; and, Joseph R. Hahn, Tenth Anniversary meeting, November 15- Bowater Board Company, treasurer. 16, in Chicago.

llcfr ro Righlf Poul l. Shocmoker, fllqsonite Corporction, newly-elec- ted presidenl of the Americon Hor&oqrd Arsoclotion, John K. 8olton, Unltod Slotes Gypsum Co., nawly-elected vicc preridenl of the Ascoclotion, ond Associotion oul-goin9 pre3idenl, Howell H. Howqrd, Edword Hines Lumber Co., review lhe conlenls of fhe "Hsrdboord Hercld," one of the mcny direcl moil pieces produced by the Associotion lo ocquoinl nembel compony sclcsmen, inlernol ernployees, buil&rr, lrordboqrd disfributors ond Induclriol users wllh it3 €ompreheniive public relotions qnd soles promotion progrom.

John M. Coates, president of Masonite Corporation, who related incidents-amusing and grim-that occurred when hardboard was first making its way.

Mr. Coates described the industry's growth by converting the annual production into an imaginary sidewalk, which in the first year of production could be extended from Chicago to Pittsburgh, and which now would reach the moon.

For the future, he predicted a healthy growth for the domestic industry, despite the flood of cheap imports. He also predicted that uses for hardboard would soon be extended to floors and ceilings, and that the industry would produce fire-resistant hardboard that would pass city codes.

The 160 members and their guests in attendance at the. dinner also viewed the "world premiere" showing of the Association's new motion picture, "Time of Change." The lS-minute color film illustrates the many new hardboard products and applications for those products developed by domestic manufacturers in recent years. It has been designed for showings

(Continueil on Page 72)

Large diversifted stocks of foreign and domestic hardwoods-our yard.

o Prompt delivery byour trucks

o Immediate service on *will calls"

o Complete milling facilities

o New, modern dry kilns

o Centrally located

o Competitively priced

cAtflt|ilAn 0t c0ilililG tvilIr$

JANUARY

San Francisco lfoo-Iloo-Ette Club 3-January 8. Torino's Restaurant, 5:39 p.m.

West Coast lYood Tank Assn.-January l0-ll. Del Webb Towne House, San Francisco, Fred Windeler, chairman.

Redwood Empire Hoo-Hoo Club 65-January 11. ,,Wing Ding" and Election Nite. Rancho Nicasio.

National Plywood Distributors Association-Regional Meetings. Eastern Regional-January 11. Marriott Motor Hotel, vV'ashington, D,C.

Western Regional-February 14 & 15. Sahara Hotel, Las Vegas. Midwest Regional-January 15. Sheraton-Chicago, Chicago.

Southern Regional-January 18. Atlanta Biltmore, Atlanta.

Los Angeles Hoo-Hoo-Ette Club #l-January 14. Dinner meeting at General Lee's,475 Gin Lin Way, Los Angeles; 6:29 p.m.; dinner, 93.50 including tax and tip.

Lumber and Wood Products School-Ianuary lb through March 26. Ten meetings to be held at Oakland Technical High School, each T\resday evening. Sponsored by East Bay Lumber JAC. For further information, contact Vic Roth, Triangle Lumber Co.LA 4-9596, or Neal Pinson, NLMA-GA l-2598.

Sacramento Iloo-Ifoo Club l09-January 16. Dinner Meeting, Cypress Room, Country Club Lanes, Sacramento.

Black Bart IIoo-IIoo Club l8l-January 16. Watch club bulletin for time and place.

'Western Wood Preserving Operators Association-Ianuary 16-17. Annual meeting at the Clift Ilotel in San Francisco.

Dubs, Ltd.-January 18. Monthly Tournament, Palo Alto Hills Country Club, Roger Schyler sponsor.

San Fernando Yalley lfoo-Iloo Club #209 and Los Angeles EooIfoo Club f2-January 18. Joint golf tournament and dinner at Deauville Country Club, Tarzana. Bob Merritt in charge of dinner,.Don Gow in charge of golf.

Redwood Seasoning Committee, California Redwood AssociationJanuary 19. 135th meeting to be hosted by the Simpson Timber Company, Arcata, at g:30 a.m. at the firm's main office.

Santa Clara Valley Hoo-Hoo Club l70-January 19. Second Annual Dinner Dance, Mariani's Restaurant, Santa Clara, $12.50 per couple. Oral Turner, San Jose Plywood & Lumber Co., chairman.

San Francisco Hoo-IIoo Club 9 & Oakland Hoo-Hoo Club 39-January 23. Hockey Nite, Seals vs. Calgary, 97.00 per ticket which includes 3 free drinks, dinner at Engler's (2G-Tenth St., San Francisco) and reserved seat at Cow Palace.

Redwood Region Conservation Council-January 25. Annual Meeting, at the Eureka Inn, Eureka, Oalifornia.

Ilumboldt Hoo-IIoo Club-January 29. Annual Concat, Eureka Inn, 6:39 p.m., Snark of The Universe Ed Wade honored guest, Sam Witzel in charge of Kittens.

FEBRUARY

San Diego Hoo-IIoo Club f $-February g. Dinner-Dance at Francois', Steak dinner at $5.00 per person. Ed Gavotto and Perry Smith are chairmen.

'Western Stotes Eardware-Ilousewares-Paint & Garden Supply Show-February LO-12. Brooks Hall in San Francisco. Sponsored by the California Retail Hardware Association, who will also hold its 62nd Annual Convention in conjunction with the Show, at Del Webb's Towne House.

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From Relloble Mills

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National W'oodwork Manufacturers Association-February 12'13' 36th annual meeting at the Drake Hotel, Chicago.

Sierra-Cascade Logging ConferenceFebruary 14' 15 and 16. Equipment show and program activities at Shasta District Fairgrounds, Anderson; evening social activities will be held in Redding.

W'estern Pine Association-February 2?'March 2. Annual meeting, St. Francis Hotel, San Francisco.

MARCH

West Coast Lumbermen's Association-March 20-21. Annual meeting, Portland Hilton, Portland, Oregon.

7257 lelegcoph Rood, Los Angeles OVerbrook 5-8741- PArkview 24593

Norm Voelcker . Cqrl Duproy

Cosloco New lmport Export Firm

John Kilshaw of Costaco Importers and Exporters of Portland, Oregon, has announced the formation of their new firm, dealing in plywood, lumber, veneers and logs.

Costaco deals particularly in the importation of hardwood logs and veneers from Costa Rica, representing the company, Osa Productos Forestales, S.A.

Personnel of the new company includes A. E. Bryson, until recently manager of the Portland lumber department of Balfour, Guthrie & Co., Limited, and John Kilshaw, both of whom are experienced in forest produet trading.

The company avows to combine service with integrity and knowledge of the product in order to insure maximum satisfaction for all companies dealing with them.

Address of Costaco is 1025 ICO Bldg., 520 S.W. 6th Ave., Portland, Oregon, and phone, 503-223-8153.

O,tIAHA LINCOTN CARGO

WHEITI AilI} WHERE YOU NEEII ITT

Roil Truck ond Troiler

C.omplete Slocks st Horbor of All Species

P.O.

5.F. VAI.LEY HOO-HOO-ETTES (Contirweil lrom Page 28) , started promptly at 6:29 (with a few early , gained

fi;*,, arnvals) and gained momentum until DonFitl. na had a hard time getting the show on the [1" road at 8:30.

The prime rib dinner was served piping

hot by a crew of experienced waiters in

spite of the fact La Canada CC is a brand

new affair.

Following dinner Mary Willianrs oI ffi.,* Bl*"hard larmber Co., North Hollywood, F:,i entertainment chairladp introduced Jo Ann I Maclish, a lovely young lady of TV and i", sang one popular number after another. ur,' She was truly a o'hit" from start to finish.

Next on the program was accordian play- the large room. So we pick her, and Clara er Starr Gallo who thrilled the lumber LaVine on ticket sales, along with Mary group for abngst an hour with classical and Williams to offer a special congratulation. jazz numbers. Mary Williams did a fine job Donna and her fraternal Iumber "Gals" did -as only these gals seem to be able to do. a wonderful job. The entire turnout had More than a dozen fine door prizes were truly an enjoyable and splendid evening. donated by Great Western Lumber Co., Marquart-Wolfe Lumber Co., Sierra Lumber & Plywood, Inc., Blanchard Lumbero Anawalt Lumber, Tarter, Webster & Johnson and San Fernando Lumber. The lucky winners were very pleased indeed.

Prexy Donna Dean told the CLM representative all of the girls of club number 6 participated in making the first gala nite a success. But Jessie Culbertson went far beyond the call of duty when she decorated

A rough-sawn western red cedar siding which has been properly installed on a home and reasonably well cared for will retain a stain finish for many years without need for restaining.

To keep your upkeep costs down on wood siding use a rough-sawn texture western red cedar and stain it. You should not have to apply the second coat before eight to ten years.

ICN€5.

COFf;*:r lumber,' mills,in

spsciatizing in from tha finist the Sierros.

GOOD MERCHANDISING AIDS

(Continued, lrom Page 30)

with an idea," he reports. "If the idea is born rieht in the dealer's own showroom while he is going through a project booklet with the prospect, the chances of receiving a materials order are vastly increased."

I{there is any doubt that a little cretive leadership goes a long way, Beckstrom promises he can cite dozens of examples where dramatic volume increases have resulted from the simple formula of using Western Pine booklets to discuss nerv projects with customers while they are in the showroom.

"Actually, most horneowners need professional guidance in putting a 'dream' of home improvement into reality. For this reason the successful dealer is identifying his store with 'new ideas'and design leadership.' It is this kind of dealer who can really put Western Pine Association literature and sales aids to best use," says Beckstrom.

Although Western Pine quickly signed up all the participating dealers they can presently provide materials for, Beckstrom says that any of the eight different pamphlets can be purchased in quantity by writing the Western Pine Association, Yeon Building, Portland, Oregon. Cost of "Panel-

ing Ideas" {or Vacationland Homes" booklet is l0l each, while all other booklets sell for 5l 'each. Titles of the consumer series are as follows:

1. There's a New Room Hiding in Your Home

2. Get oreanized Outside with an Outdoor Storage Center

3. Carport Ideas

4. Create Better Living with Fencing in Your Yard

5. Built-In Ideas

6. Paneling Ideas

7. Ideas for Vacationland Homes

8. Create Useful New Indoor Storage

9. Sundeck Ideas

TWENTY.FIVE YEARS AGO TODAY

As Reported in the California Lumber Merchant, January lst, 1938

E. E. Carriger, manager of the Santa Cruz Lumber Co., Santa Cruz, left for a two weeks' vacation in the East. He attended a family reunion in Elizabethton, Tenn., over the Christmas holidays, and will visit some of the eastern hardwood mills.

Wm. H. Anderson, of the Wm. H. Anderson Lumber Co., Portland, accompanied by Mrs. Anderson spent the holiday season in southern California.

Joe Perry, tally clerk on the wharf of the Hogan Lumber Company, Oakland, will probably get a Carnegie medal for heroism for his quick work in saving a 10 year old boy from drowning on December 20. While at work on the wharf Joe saw the boy fall into the deep water of the Oakland Estuary from a raft. He immediately dove from the wharf fully clothed and brought the boy, who could not swim, to shore.

Neal Tebb, Southland Lumber Co.. Los Angeles, spent the holidays at Sumner, Wash., with relatives. He also visited the company's head office at Aberdeen.

C. B. McElroy has been appointed credit manager of the E, K. 'Wood Lumber Co. at its Los Angeles office. He succeeds Robert Hutcheson, who is retiring. Mr. McElroy has been with the company for many years,

and in 1937 was transferred from the San Francisco office to Los Angeles.

Don Phillips, Lawrence - Phillips Lumber Co,, Los Angeles, was in San Francisco on a business trip recently.

Carl R. Moore, East Bay representative of Moore Mill & Lumber Co.. returned recently from a trip to the company's mill at Bandon, Ore.

Mark DeBruin, sales manager of the Gorman Lumber Co., San Francisco, spent a few days in Los Angeles around the middle of December, and with Art Twohy, the company's Southern California representative, called on the retailers.

Chauncey Griggs of St. Paul & Tacoma Lumber Co., Tacoma, recently made a trip to Los Angeles on the company,s steamer Lake Francis. While in Los Angeles he made his headquarters at the ofrce of Tacoma Lumber Sales, Southern California representatives for his company.

Otis Welch is now manager of the Riverbank Branch of the United Lumber Yards. Inc. William Austin, former manager, is at the Oakdale branch.

Jim Farley, assistant Western sales manager of The Pacific Lumber Co.. San Fran-

cisco, passed the festive season in Humboldt County. He was accompanied by Mrs. Farley and their son, Kim.

Frank Yochem. commission lumber salesman of San Antonio, Texas, was in Los Angeles for the holiday season. He also visited San Francisco and the Pacific Northwest.

E. G. "Dave" Davis, Union Lumber Company, Los Angeles, visited the company's head office in San Francisco recently.

Wm. \il. Kilworth, vice president of the Vancouver Plywood & Veneer Co., and owner of the Washington Handle Co., Tacoma, was a recent caller at the office of Tacoma Lumber Sales, Los Angeles, on his way to Tacoma after an Eastern trip.

CHIP Nqtionql Kitchen Remodeling School A Greqt Success

The first CHIP National Kitchen Remodeling School has been acclaimed a solid success, according to Jim Williams, CHIP National Manager. The course, under the direction of George Siddall, was held December 3rd thru the 5th at the National headquarters building in Covina, California. Registration was limited to eighteen students to allow personal supervision. It was filled by managers and employees from lumber companies in the southland and as far away as Merced.

Williams stated that another three day course will be held at CHIP headquarters the first week in January and still another rvill be scheduled for the Bay area in mid-February.

CHIP is the Comprehensive Home Improvement Plan, a Franchise Program which provides a complete package of knowhow and in-yard consultation sessions in setting up Home Improve-

ment Departments for retail lumber dealers. Originated by Williams in Southern California, CHIP National is now extending its services to Northern California, Kansas and Minnesota. The cost of the Franchise, including personnel consultation, business forms, Management Guide, Pricing Manual, promotion, advertising assis' tdnce, and sales training amounts to $100 per month for a twentyfour month period.

The CHIP National School is not limited to CHIP National Franchise Dealers, but these do get preference in reservations' Williams said. George Siddall of Wilmar's Inc., of San Jose, continues as instructor at the up-coming schools. Other teachers at the initial school included Williams, Jack Doscher, of Los Altos, and Gordon Jacobson of Minnesota.

Jim Willioms. CHtP Notionql mqnsger, ond George 9iddoll, who conducled the CHIP kitchen remodeling school held in December, discuss some of the fner poinls in € posl clqss session' Beoming pleoscnlly (obove rightf is Dorothy Fuhrmon, home economist with So. Colif. Edison, who qlso spoke ot lhe school'

Below ore some of the 25 in regulor oliendonce ol lhe 3-doy school. The brighrly-lighted ond very well'equipped clqssroom evoked much fovoroblc rommenf. Close to 40 ottended lhe groduotion bonquel following fhe clcsses'

Outstanding Service For Wholesalerc

Cor Unlooding Air Drying Tollying Storoge

Plus-Prompt Quolity Kiln Drying

We'll help you Increose your Soles with our olwoys dependoble service

Offered by

t. A. DRY KITN & STORAGE, INC.

4261 Sheilo St., Los Angeles 23, Colif.

Dee Essley, Pres. ANgelus 3-6273

Concenfrote on Modernizqtion Mqrket in '63; Mqrlite Executive Urges Profit-Minded Deolers

Dealers who want to forge a solid success pattern in 1963 should concentrate on markets that they are best equipped to sell and on quality products that bring good profit, according to V. R. Marsh, executive vice president of Marsh Wall Products, Inc., manufacturers of plastic-fiinished Marlite paneling. Many dealers who take the easy way out by featuring price instead of quality in the {ace of stifi competition, Marsh says, will feel the profit pinch in the coming year.

A sound sales program, Marsh asserts, will focus attention on high-profit specialty iterns instead of low-profit "bread and butter', products. He believes that the remodeling market-both residential and commercial--can provide continuing business that is much more important than occasional "one-shot" sales.

John willioms, supr.

ooMore Marlite dealers have become actively interested in commercial remodeling, which builds dollar and profit volume. Many downtown stores and buildings must remodel during the next five years to meet the challenge of oudying shopping areas."

To make increased profits in the coming years, Marsh believes that dealers' sales philosophy must be to sell every customer the best product for his needs. Extra effort devoted to upgrading cus. tomers to purchase better materials can add new sales and profits for every dealer.

"High quality products with good profit margins benefit both the dealer and customer. The best products often actually cost less to install, and the additional product cost can be a small item compared to the total cost of a job, while insuring customer satisfaction and giving the dealer a good profit."

Marsh underscores the point that consumers really want good materials, and realize that initial price savings on products that

DE

PE N DAB I LITY SERVTGE QUALITY

Our Customers Demand and Get All This, Plus Competitive Prices!

Become A Customer and See!

IN ADDITION TO OUR REGULAR STOCK OF

o EXTERIOR D.F. DOOR FRAMES c EXTERIOR D.F. DOOR JAMBS

o INTERIOR D.F. DOOR JAMBS o POCKET SLIDING D.F. DOOR FRAMES

WE NOW HAVE

o EXTERIOR DOUGLAS FIR DOOR FRAMES \tlTH ALUMINUM SILL

ALSO WHOLESALE LUMBER

JAfltB DANDY LUI^BER CO., lnc.

7O5 West Sunnyslope Street o Whittier, C,olifornio

FOr F.A.S-T ONd DEPENDABLE SERVICE CALL: VETN POqUEIIE

RAymond 3-7382 or OXbow 8-2024

do not give good service represent false economy. With only a little extra sales efiort, a durable product that saves future upkeep time and costs can always be sold over products that cost less because they are worth less.

Citing records sales during the past year and unusual dealer enthusiasm for the new line of Marlite wall and ceiling paneling, Marsh states, toour dealers report that homeowners are more concerned than ever with maintenanceo and for this reason plasticfinished Marlite has continued to win favor. A combination of beauty and easy maintenance is appealing. This is especially true, of course, in rooms like kitchens, bathrooms, and family rooms where both cleaning and redecorating are troublesome and expensive propositions".

Marsh urges dealers to o'get on the remodeling bandwagon" by providing effective display and planning facilities, a complete line of quality products, financing and installation service.

Norm Wendell

Gene courchoine

A well-planned merchandising program geared b efficiently serve remodeling customers' needs will mean increased dollar volume per job and greater profit. The proper concentration of salesmen'i efiort on profitable products and services can make the difference between black and red ink at the end of the year'

Conodion lmported Plywood Associotion Elects Ofticers

At a recent meeting of the directors o{ the Canadian Imported plywood Association, the following officers were elected for the coming year: president, Lyall O. Bell, J. Fyfe Smith Co., Ltd.; vice-president, Brian N. W. Thomas, East Asiatic Co. (Canada) Ltd.; secretary, H. D. MacMillan, C. T. Takahashi & Co., Ltd.; and treasurer, Murray H. MacKenzie, E. L. Sauder Lumber Co., Ltd.

PINE WHITE FIR SUGAR PINE CEDAR DOUGLAS FIR INCENSE

SecretoryAnnounces Rise in Allowoble Cut of Nqtionql Forest Timber

Secretary of Agriculture Orville L. Freeman has announced a net increase in allowable annual cut of timber in the amount of 547 million board feet for the 42 National Forests in the West Coast and Inland Em-pire States where timber demand is now critical.

This increase will bring tle totsl allowable cut to approximately 7z/a billion board feet for the 42 National Forests where demand for stumpage is in excess of timber available for sale. (Allowable'cut is the annual amount of timber which may be harvested from forests under sustained yield management and good conservation practices for permanent timber production.)

The Secretary said there has been a steady increase in the total allowable cut from the National System during the last 15 years primarily as a result of timber reinventories which reflect inilustry's improved utilization abilities. Procedures for allowable cut calculations have also been under continual review for development of ffore precise means for determining factors afiecting rates of timber growth a'nd harvesting.

Methods of calculating allowable cuts have recently been subjected to an independent review by a board of foresters under the chairmanship of Kenneth P. Davis, Professor of Forest Management and Chairman of the Department of Forestrn University of Michigan. The increases announced today result primarily from modernization of methods to better reflect long range trends of utilization as endorsed by this review board.

Secretary Freeman emphasized that attainment of these announced rates is heavily dependent on the expanded timber access road program recommended by President Kennedy on July 26 as a part of his pro. gram to assist the lumber indusry.

Timber losses in Oregon, Washington, and northern California resultinE from the Oct. 12 storm are not expected tJ affect the allowable cut rates. Every efiort will be made to substitute windthrown timber for green standing timber sales until the sal. vage job is completed. In a few areas for a year or two during the salvage period the rate of cut may be accelerated, but we expect to keep the average cut over the next

IO-year period at the stated allowable cut rate, the Secretary said.

The Secretary pointed out that these increases in allowable cutting rates will come from areas of National Forest land already desigrrated for commercial timber harvest. Restrictions of timber cuttine have been made on some areas to bettJr harmonize tirnber harvesting with the other multiple resource uses of the National Forests, such as wildlife, watershed management and recreation.

The Secretary said, "Our objective is to build up as rapidly as practicable, under sound conservation praetices geared to multiple use management, the volume of timber under contract. Thus timber purchasers will have sufficient backlog for orderly operations so ihat average production of the full allowable cut can be attained."

For best results it is wise to prefinish wall panels before installing them. A good seal coat plus a coat or two of clear plastic Iacquer or varnish is best applied when the boards are flat, and hand sanding is much easier,

BONNINGTON LUMBER GO.

43O

New Orleons NBMDA Spring Convenlion Sife

The board of directors of the National Building Material Distributors Association selected New Orleans, l.ouisiana as the site of its Ilth Annual Spring Convention, announces NBMDA President Lewis H. Jenkins, president, Jenkins Wholesale Supply Co., Inc., North Wilkesboro, North Carolina.

o'Locating our Spring Meeting in the South in '63," explains Jenkins, "is in agreement with our policy of spotting our osecond' annual meeting about the country. Last Spring we met in San Francisco and the year before, in New York City."

The convention hotel will be the Roosevelt and the dates are NIay 5 thru 8, 1963.

For more information, contact NBMDA National Headquarters, 22 West Monroe, Chicago 3, Ill.

Sqles Tox ond the Consiruction Induslry

Richard Nevins, Southern California Member of State Board of Equalization, announces that a new pamphlet outlining current sales tax procedures applicable to the construction industry is now available to interested parties.

The principal change from procedures previously in effect concerns the subject ofooDelivery Charges.o' These charges are covered under the new Sales Tax Ruling Number 58 which became efiective on July 3, 1962, and was further amended on August B, 1962,

Your copy of this pamphlet, 'oSales and Use Tax as Applied to Construction and Building Contractors", may be secured by writing to Nevins at his Fourth Equalization District Headquarters, 333 East Walnut Street. Pasadena.

Morket Week to Theme "Mony Uses of Leisure"

o'The Many Uses of Leisure" will be the theme for the 1963 Vinter Market (Jan. 20-25) at the Los Angeles Home Furnishings Mart.

In announcing the theme, Eddy S. Feldman, Mart managing director, observed: "For generations only the very wealthy had leisure time. Today the persons in the lorver and middle income bracket are fast-becoming the 'leisure class.' Shorter-hours week and numerous time.savine devices are among factors contrihuting tonard more, time on cntr hands.

"The average homemaker- for example.

not only has fine appliances to take the load off housekeeping, she also has home furnishings which require less time for proper upkeep. Drip dry fabrics, man-made fabrics, for carpets, plastics, wood finishes developed in recent years take little care. And of course, the new cleaning materials. waxes and polishes are the 'instant' kind nowadays. Another time saver is frozen food, packed all ready for fast cooking. Thus Mrs. Homemaker finds herself with more and more leisure time right along with her husband. And each day something else is discovered or invented to ease the load for the average person at home. at the o{Iice or at the factory," NIr. Feldman continued.

He went on to say: "For too long. however, most of us looked at leisure time as a time for swimming and sunning, tennis and golf, bowling and skiing as well as spectator sports.

He added: "So encouraging people to use their leisure time for cultural activity should become an important project of the home furnishings industry. Tahe Time Out lor Culture can be built up into fine promotions for stores. Or use the theme. Leisure Time is Cultur" Time. At the Los Aneeles Home Furrrishings Mart we selected ;?n/r,, Many Uses ol Le.isure' as our W'inter N{arket theme and we are working out ads. direct mailing pieces. posters an.l ,li.play. suggesting that leisure time is time out for

Quolity Lumber

Reli oble Se rvice

DIRECT SH IPMENTS of :

Ponderosa Pine . Sugar Pine . White Fir

Cedar and Engelmann Spruce

music, art, reading and study, creative hobbies (arts and crafts), the theater, horticulture and travel as well as time out for play and sports.

"In recent months there has been a reawakening toward the more cultural aspects of daily living. The jet age in this country may very well become the American Culture Age as families with average incomes find themselves able to travel to famous places of culture all over the world.

o'The L.A. Mart's Winter Market theme also creates an innovation in cultural living expanding present homes to include rooms for these creative and cultural hobbies. Let's brins back the Iibrary and the

music room to the average home. These rooms were included in homes of people of moderate means in another era of our country . they can be included again," Mr. Feldman concluded.

Stote Boord of Forestry Meeting

The State Board of Forestry will meet, on January 9 and 10, 1963, in Room 150, State Personnel Board Building, 8th and Capitol Avenue, Sacramento, California. The meeting on January 9th will start at 10:00 A.M. and the meeting on January I0th at 9:ffi A.M.

The Board will consider an "Outline of a

Proposal for Statewide Criteria and Standards for the State Forester's Fire Control Plan," a review of the basis for contract county fire plan and allocation of funds, the consideration for approval of the Cuyamaca and Lost Valley Zones of insect infestation in Southern California, San Diego County, a hearing on revised policy on timber maturity guidelines and a brief progress report on the 'oFire Prevention Brochure."

Knox Marshall, Chairman of the Forest Pest Control Action Council will give a report on Forest Pest Research needs.

Proposed 1963 Forestry legislation will be presented and discussed.

A MEM0 fron JOE:

Announcing the opening of J. P. LUMBER SALES. We arespecializing in REDWOOD & PINE. I,.C.I. or carload quantities. CaIl me at 26-LZL97 or if no ansr/yer: 26-91126.

2o4or PTYWOOD FtOORING ;::;:: I:ffi:i:::il:

PERSONALS

The Art Parkins family of Los Angeles enjoyed the holidays with the couple's two sons home from school.-"Yank" (Art, Jr.) returning from The University of Oregon in Eugene where he is in pre-med school, and Barry back from Washington U in St. Louis where he is in pre-dental study. Sounds like Art is trying to establish his personal Medicare program. Daughter Vicki at home is a junior in high school; wonder if she is going to become a nurse ? Art Parkins is general manager of California Door Company of Los Angeles.

R. V. Pye, who recently celebrated 41 fears of service with California Door. underwent surgery in early December but is recovering nicely and plans to return to his sales work for CalDoor after January 1st.

Forrest Wilson, Southern California rep- resentative for B.C. Forest Products and MacMillan, Bloedel & Powell River, Ltd., on a recent trip to the plant up in Vancouver. On his way back he stopped in Seattle and attended the annual meeting of

the Shingle Bureau.

Jim and Donna Dean of Reseda became the beaming parents of a nine-pound, fourteen and one-half-ounce boy, Bryon Lea, in mid-December. Now, there is a lumber baby! Donna, daughter of Tarter, Webster & Johnson's BiIl Bright (Van Nuys), is the current president of San Ferrando Valley HooHoo-Ette Club #6.

RiIl Stevenson, manager of shingle and shake sales for MacMillan, Bloedel & Powell River, Ltd., Vancouver, was a mid-December guest of Forrest Wilson of San Marino, Southern California rep for the firm. A combination of business and pleasure made for a fine trip.

Walter Koll, well known Los Angeles woodwork mill operator, recently retur-ned from Hawaii where he spent more than three months vacationing on the beach. Walter retired from active participation in the W, A. Koll Company quite sorne time ago.

Something to shoot for! The "Forrest Wilson Perpetual Golf Trophy," recenUy donated to San Fernando Valley Hoo-Hoo Club fi209 by longtime lumberrnan For-

r.est. The trophy is awarded for low net, and passes from winner to wirrrer; if one person wins it three times, however, it becomes his permanent prize. Thus far, Dick Ledbetter of Van Nuys Lumber and John Ifansen of Gulf Forest Products, Iarzana, have had it on the mantle for a tirne. Forrest Wilson represents in Southern California B.C. Forest Products and MacMillan, Bloedel and Powell River. Ltd.

Skil Power Tools Service Cenler

In New Son Diego Locqlion

The San Diego Factory Service Center for Skil power tools moved on December 3 to new and larger quarters at 5837 Mission Gorge Rd., just off U.S. Route 80 at the Fairmont Road interchange, according to an announcement by Arbhur Jankowski, Service Center Manager. Formerly it was situated at 3492 Pickett St. in San Diego. Jankowski stated that the new Service Center provides a complete local San Diego stock of factory parts and accessories for the 'firm's do-it-yourself, automotive, and industrial lines of power tools. In addition, it includes a customer parking area, he noted.

PICKERING TUMBER CORPORATION

MANUFACTUR,ER OF FOR,EST PRODUCTS ANNUAL IIO MILLION

TWX: Phone: soNoRA rr6-u (Sonoro) JEfferson 2-71 4l (Tuolornne) WAlnut 84213

A}IERICAN HARDBOARD MEET

(Continued lrom Page 57)

, before school and college level classes, civic and service clubs. on television and at hardboard dealer meetings in cooperation with the Association's member companies. Prints of "Time of Change" are available immediately through either the Associationos ofrce or member companies.

Two eafety awards were also presented at the dinner meeting. One, for the third year in a row, was awarded to United States Gypsum Company for a perfect safety record during 1962 at the company's Pilot Rock, Oregon, plant. Accepting the award for United States Gypsum was C. L. Walton, production manager, insulation and hardboard products.

The second award was presented to K. V. Hafner, executive vice president of Superwood Corporation. Duluth, Minnesota, whose company showed the most improvement during the year.

At the Association concluding session, David W. Marti, Edward Hines Lumber Co., Promotional Committee chairman, reviewed the activities of the committee and of The Public Relations Board. Inc.. the Associationos public relations counsel. Marti also outlined the program developed by the committee for the distribution and promotion of the industry's new motion picture.

In addition, a program was developed covering newspaper, national magazine and trade publications to reflect the domestic hardboard industry's "Time of Change."

Armin A. Wehrle, Georgia-Pacific Corporation, chairman of the Technical Committee, reported on the progress of the Association's research programs currently being conducted in cooperation with Forest Products Laboratory and the National Paint, Varnish and Lacquer Association.

In his report, Wehrle indicated that the

Forest Products Laboratory tests will be underway by the first of the year. A status report will be available for presentation at the Association's semi-annual meeting in San Francisco, May 15-17.

In connection with NPVLA program, Wehrle said that several test fences have been constructed and painted in various parts of the country. An initial test report, he said, will be made at the May, 1963, meeting.

He also announced completion of the final draft of the industry's Commercial Standards and outlined changes to be made in the hardboard Federal Specifications. A final draft is expected to be completed in time for the November, 1963, annual meeting.

Itefr

Produclion Commillee, presenls C. L. Wolton. produclion msnoger, insulotion ond hordboord producfs, United Stotes Gypsym Compony, with on oword of honor for lhe compony's "oulstonding sofely performonca during 1952" ot the cornpony's Pilol Rock, Oregon, plont. The I962 awsrd mqrks the third surcassive yoals thcl o USG hordboord plont hos won ihe owqrd with o perfecl :ofety record, It wos prcsenled ol lhe Acsociqlion's Tenth Annivercory onnuol meeting in Chicogo.

Edward N. Jolly, Edward Hines Lumber Company, chairman of the Production Committee, reviewed the industry's progress towards standardization of palletizing, and the standardization of color marking for easier identification by dealer and industrial users of standard, service and tempered hardboard.

Howell H. Howard, Edward Hines Lumber Company, outgoing president, presided at the meeting.

Tell Them You Sow lt Adverlised in the Cclifornio Lumber Merchont

Mills: Stondord, Colif., qnd Tuolomne, Colif.

ro Righrl Edword N. Jolly, Edword Hines Lum. ber Compony, choimon of lhe Americon Hordboord Associtrlion's

3315 WEST sth STREET, AT VERMONT AVENUE

w{%k

IMPORTED & DOMESTIC HARDWOODS . . ...IMPORTED PLYWOOD

Jim Gqter lo Represent Pqdulq Lumber in Boy Areo

Elmer Padula, head of E. A. Padula Lumber Co., Willits, announced the opening of a new Bay Area office last month at 1499 Bayshore Highway, Burlingame. Jim Gater will manage the new ofrce which was established to better serve the Bay Area lumberyard trade. Inquiries will be promptly handled by a local dial call (OX 7-648I).

A native of Westwood, California, Gater worked his way up to head grader of the old Red River Lumber Co. He later spent several more years in the sawmill country as a grader, edgerman and sawyer, most of this time with Coos Head Lumber and Union Lumber Company. During 1948, Gater joined Dolger Construction where he remained for I0 years as purchasing agent. For the past five years, he has served as purchasing agent for Gamerston & Green Lumber Co. in San Francisco.

Son Diego Hoo-Hoo Club #3 Plqns'63 Progrom

Per announcement from Wes Thomas, president, San Diego Hoo-Hoo Club $3 has set up the following program for 1963:

February 9-Dinner-Dance at Francois'. Ed Gavotto and Perry Smith are the chairmen. Price for steak dinner will be $5.fi) per person.

March l-Sports Night planned by Perry Smith.

April l9-"Fun Night," particularly honoring past officers and long-time members of Hoo-Hoo. Chuck Isaac in charge.

May l7-Concat, under direction of Clyde Jennings and Bill Harvev.

\THOLESALERS IMPORTERS MILL REPRESENTATIVES

WESTERN RED CEDAR ALASKA YELLOW CEDAR R.EDWOOD

ALL WEST COAST FOREST PR,ODUCTS

June-date not yet set-Gol{ Tournament to be caddied by Bud Baker and o'Maci' McAlpine.

September-date not yet set-Installation, chaired by Bill Olmstead.

States Wes Thomas, "Between these scheduled events we have tentative plans for some informal outings which we feel will be attractive to many of the members.

New members added to the San Diego Club during the past year include: Jaime G. Valdovino, IVestern Lumber Co,; Robert L. Croy, Georgia-Pacific Corp.; Barry R. Garthofner, Homecraft Supply; Raymond J. Prell, Western Lumber; Trinidad R. Gonzalez; Tarter, Webster & Johnson; Ben Garthofner, Homecraft Supply; Ronald J. Angelo, Dixieline Lumber; Walter A. Heise, Dixieline; and Kenneth F. Fritz, TW&J.

with Baked MEtAltll{E P[AtiTlC Surlace

O. BOX 75735, STATTON ',S", LOS ANGELES 5

Jim Gofer, left, ond Elmer Podulo, Jim will monoge lhe new Podulq ofice in Burlingome.

Green & Dry Uppers

Rough & llilled Commons

Mouldlngs-Lorh

Q,*/it,7 K,J*',J

less lhon Co/ood lots

Pockoged [q15-fn sft-&-Trqiler Shipments

D" C. ESSTEY and SON

Dce Essley

Dirtribution Yord:

7227 Eost Telegroph Rood Montebello, Colif. RAy'mond 3.1147

DFPA Enters 1963 af Full Sfrensfh

Douglas Fir Plywood Association is entering 1963 with substantially the same number of member firms it had during 1962, according to DFPA president John H. Martinson.

His announcement followed a decision by the Weyerhaeuser Company to continue as a member of DFPA an{ was prompted, Martinson said, "by rumors that resignations have weakened the promotional programs of the association."

W'eyerhaeuser Company. he said, feels changes are needed in coordination of promotional programs among forest products associations. but will remain in DFPA while possible changes are studied.

Weyerhaeuser and Georgia-Pacific Corporation, along with some smaller members, notified DFPA in late fall of their intent to resign from the association effective Decerhber 31, 1962. Georgia-Pacific withdrew its resignation in November and, Martinson said, nearly all of the other resignations have been withdrawn.

o'We have been faced with the prospects of resignations nearly every year in the past," he said. o'But the names of two big companies have never before been involved at once. This probably resulted in the un-

usual attention we received this year. However, just as in the past, nearly all of the resignations have been withdrawn."

Martinson said DFPA by-laws require membership on a calendar year basis. Resignations are accepted only at the end of a calendar year and must be received by the association's board of trustees at leaet 60 days before December 31.

ooFor this reason, when we do receive resignations they appear at almost the same time," he said.

Martinson said the association will operate in 1963 on virtually the same budget as during 1962, although potential resignations at one time represented close to 20 per cent of DFPA's income.

Weyerhaeuser Company's original letter of resignation expressed a desire to see greater coordination of all forest products promotion activity. A letter received at the December meeting of the DFPA board said the company had not changed its mind, but that it has decided to work toward this goal within the framework of the association.

Georgia-Pacific's potential resignation was based on the company's need for a clarification of the DFPA's bv-laws to make

possible an orderly consolidation of part of its corporate family. The other letters of intent to resign were inspired by technical requirements in the manufacture of plywood.

Martinson said no changes have been made in association by-laws but that a committee headed by Monford A. Orloff, president of Evans Products Company, has met with all the companies that have considered nesigning and that changes may be recommended in 1963.

Edric Brown, Pioneer In Redwood By-Products, Retires From PAICO

Edric E. Brown, manager of PALCO's By-Products Division, is retiring from The Pacific Lumber Company after more than 44 years of lumber activity in various parts of the world.

Brorvn pioneered marketing of California redwood by-products when PALCO was the first to begin such utilization of redwood, over 30 years ago.

Born and raised in Alameda, California, his first business experience was in lumber importing in Asia, starting in l9l9 in Hong Kong with the Robert Dollar Com-

WARR

300 Mople Ave. SPruce 5-2491

EN lNc.

TORRANCE, CALIFORNIA FAirfsx 8-3155

Solr

pany. Brorvn moved back to the United States in 1923 and went into the redwood Iumber business when he became a{filiated with hi-" uncle, Perc-r' J. Brorvn" who operated a redrvood mill in Humboit Countv in northern Calilornia.

overseas markets. He spent two years in Austrnlia promoting California redwood lumber. Sales volume in that period went to about 30,000,000 fcet annually in the Anzac area. Brown then moved to Nen' York and served as District Sales N'Ianager thcre for l'he Pacific Lumber Company.

Tn 1931, PALCO's program of complete rrtilization of the redwood tree began with prorlu<:tion of bark by-products. IJrow n moverl to the headquarters offir:e in San Iirantisco to manage thc markct devt'loprnt.nt anrl sulcs of a r.aried line of fibers. and in more t'cent years chemicals. protluced from redwood bark.

X'Iiracle Redrvood lJark. a new bark fiber' rvhich is gaining increasing use throughout the country in a dual role-as a so{t. prol.er:tir.e cushion under slides and play apparatus at school,. and playgrounds, and also as a colorful and der:orative ground cover in landscaping. It also is becomins impoltant in orchid culture.

Brou n erper'ls to do a lt'rtair; amoutrl of traveling, inc,ludirrg a trip to Hons Kong with lVlrs. IJrown where they were married in 1919. as 'n'ell as to Australia to r,isit rvith old fricnd-.

NPDA Regionol Conference in Vegos

He ioined The Pacific Lumber Companv in L926, and a," his first assignment took an extended trip through Central and South Arnelica to develop redn'ood lumber sales- primarily for industrial uses. liollowins this. he serr.ed for several years on loan to the Redrvood Flxport Compan'1.. representing the major redwoorl prodrrce'rs, to help the industry to develop

By-products developed since then include PALCO's redwood bark fibers {or home and cold storage insulation, for oil filters, battery separators, specialty papers. moldetl products, and fibers for preventins circulation losses during oil well drilling. Chemicals extracted fronr the bark are rvidely used as a disper-sing agent during oil drilling operations, and by manufacturers of carbon black and boiler water compounds. In the earlv 30's. IIALCO commenced the produc[ion o{ Pres-to-Logs. a }rriquetted fuel, from redwood sawdust. and later installed one of the first wood chipping units in the redrvood region to furnish wood substance to the manufacturers of roofing. llrown's mosl re{.enl interest has l,een

The National Plywood Distributors A,*sociation has announced its twenty-fir'st annual series oI regional conferences for 1963.

The conlerence will be held throushout the East tluring the month of Januarl . in Chicago, Atlanta and Washington. The Western Regional Conference will take place February 14th and 15th at the Sahara Hotel in Las Vegas.

Some of the interesting topics {or discussion will be: Profit Bottlenecks; Salvasing Ohsolcte Int entories; Time \lanagement; Training Salesmen; Truck Scheduling; Expense Control and a myriad of otht'r informative talks by expt-.rts.

EDRIC BROWN

SPECIALIZING IN INDUSTRIAT CRATING MAIERIATS

Jqck Kromer Helps LA Hoo-Hoo Swing the Rqcket qt Annuql Christmqs Meet

Tennis stars Jack Kramer. Vic Braden and some gift-giving in the best Christmas spirit rounded out 1962 for L.A. Hoo-Hoo Club f2 at their December l4th Inglewood Country Club meeting.,

The club had donated $750 to LeRoy's Home {or Boys for Christmas earlier only to learn that the boy's TV set had been stolen just at the start of the Christmas season. A collection, through Harvey Koll's

efiorts, was taken and almost $90 was raised that night to replaoe the set. The Hoo-Hoo club made up the difference so that a new set could be bought for the boys.

Following a day of golf at the club the

Jock Kromer, world lennis figure, seen obove left, speoking fo the L.A. HooHoo No. 2 Inglewood meeting of losf month. ln same photo, Prexy Ben Gqr. diner reflecls club's recclion. Jock Wheelar, G-P, enlerloinmenf choirmon for

the night ond Jock Kromer enioying tennis stqr Vic Broden's tolk. For right qre some of lhe victors of the doy'r golf bofiles.

Specialias in Quality lmported Hardwood Plywod TAUAN.SEN.BIRCHOSHINA

DEPENDABLE DELIVERY

Exclusioe ParuAsia Board. lmporters

PATI ASIAflC TRADING COIIPANY, INC,

hour of the lgth hole took over and merged into a dinner meeting topped ofi with speeches by Jack Kramer and Vic Braden.

The recent trends of golf and a look into its past faults and future hopes were voiced by veteran tennis player Jack Kramer, now a local sports figure.

Vic Braden told the group of the work he was doing in tennis to help the handicapped to play the game. He explained that through the use of electronic devices they hoped to enable even the visually handicapped to enjoy the great sport of tennis.

Golf trophies were awarded to the winners in the various categories of play. Winners were: Low Gross, Jack Hynk; Low Net, Ed Hughes; in lst Flight

Brownie Markstrom was first and Dick Luens, second. Second Flight, first, was Ed Hughes and Ron Hoene second. Third Flight, Jack Wheeler. Low guest was Bill Rau and Best Hacker was Chuck Lacey.

U.S. Plywood Appoints New Bronch Heod

William H. Petersen has been named Long Beach, Cal., manager for United States Plywood Corporation.

Petersen comes to the position from the company's Los Angeles branch where he was an outside salesman. He joined U.S. Plywood in Chicago in 1952, moving to Culver City in l95B and to Los Angeles in 1961.

Petersen attended Northwestern University and the Chicago Art Institute. During World War II he held a commission as captain in the Army.

Petersen replaces Ray Kelley who was

named assistant Director of the company's

West Coast Purchasing office in Eugene, Ore.

Wood and bark eating insects, like the Douglas fir bark beetle, kill more trees than forest fires.

Trees are growing more wood today on the nation's 361,000,000 acres of commercial forests than are being harvested for lumber, pulp and paper and plywood.

The Credit Corner

By WlttlAM E. TOCKE

Bill hos loughf hundreds of independently owned ftrnr, building supply oullets omong fhem, how to build soles through credif selling, ond how lo collecl receivobles, Bill's progrom ofiers lhe deoler ond his sloff on ihe iob credit lroining ond periodic :upervision. He hos eorned o mosl envioble repulotion teoching "professionol credil monogemenl" lo progressive retoilers during the lost ll yeors of his totol of over 30 yeors in the field of retoil ond consumer credit. For deloils write him direct. 34Ol Bolboo Slreet, Son Froncisco 21, Cslifornio.

A great many retailers, and department heads in strictly service outlets, have asked me, o'What do we do about teen-agers when they ask for credit?"

Let's start with the curious fact that nobody pleads inability to pay a debt when they want to buy an item of merchandise they like or need. That comes later when they are unable to pay. Age makes no difierence. Actually, teen-agers are less able to cope with finances, budget planning and, in fact, a desire to buy something they want than those oooldsters" who can be considered more secure and stable.

Compulsive credit buying by youths under the legal age limit is increasing by treaps and bounds. It is repotted that the 1963 California Legislature will be asked to consider laws controlling promiscuous

credit selling to teen-agers, and in my opinion, such laws should be enacted, especially since so many credit sellers ar€ unable to refuse credit when a sale is in the offing. In simplest terms, credit granters should not throw the baby out with the bath water. They should develop a definite plan involving sales on credit to teen-agers because of these young peoples inability to establish themselves as good credit risks. If they have a job it is usually of a temporary nature. Students and teen-age service men fall into the same category. If you stop and think, building supply dealers are not exempt and teen-agers apply to them for credit. Power tools, guns and certain hardware are in demand by the youths in most any trade area. Young teenagers-though married-fall into the group of

under-age credit buyers. In my opinion, they have not matured merely because they marry.

The answer I have for the question, "What do we do about teen-agers when they ask for credit" if they are married, take a complete and comprehensive credit application and check it out thoroughly. If they are single do the same thing, but in addition, do not grant the credit unless a parent signs the credit application and invoice. Parents have a way of knowing more about their children tlan you do. Don't allow yourself to be condemned by parents for allowing their children to create debts that the usual parent feels responsible for without that parent's consent.

Handling teen-age credit buyers in this suggested manner paints a Utopian picture that has great appeal to those of us who believe that our youth should not fall into maturity believing "easy credit" brings worldly goods. Don't sidestep a basic moral responsibility. Help keep our youth from starting maturity with a burden of debt around their necks.

Mr. Locke giues lreely ol his time in toriting tfu Cred,it, Corner each month. Il you haae a question concerning your credit depurtment he will gladly arcwer your written inquiry directed. to him, and at rw obliga,tion to you.-Eonon.

fECO Ofiers Arch Frqme Design

FIR . PINE . R,EDWOOD . SPRUCE . WESTERN HARDWOODS

DIRECT MILL SHIPMENTS CONCENTRATION YARDS

HltuNAN MNCKN

IUIIIBER COMPANY, INC.

MSqn Frqnciscn 24-1485 Boyshore Blvd.

los Angetes 2g_.4290 f. gondini glvd.

Timber Engineering Company has announced the availability of an arch frame design for spans of 20' to 30' on two foot centers. Providing a clear span work area with a high ceiling clearance, the design is well suited for schools, warehouses, farm buildings, chapels, garages and resort homes.

Designed for a 30# per square foot roof load and 20# per square foot wind load, TECO's frame specifies a roof pitch of 5/12 Since the frame consists of only four basic members in pairs, fabrication and handling are reduced to a minimum. Assembly is simple with TECO split rings automatically aligning joint members. Erection of wall and roof as a single unit is possible thus

holding on-site labor costs down.

Free copies of TECO's design can be obtained by writing Timber Engineering Company, 1619 Massachusetts Avenue, NW, rWashington 6, D.C. Ask for TECO Ardt Frame Design 623.

PERSONALS

Personable Larry Reba stopped by the ofrce recently to tell us that he wiII be the new Lev Lumber Co. sales representative for Southern California. Larry has been at the mill in Oakhurst, Calif. for the past yeat.

Ilarry Lev, Lev Lumber Co. and his wife Sylvia, have been in the East vacationing

Phone JUniper 4-6262

Phone ANgelus 3-4161

and seeing the family. Among spots visited were Miami and New York City.

We are sorry to learn that Mac McAllister, Southern California salesman for Oregon-Pacific, has be_en hospitalized for some weeks with a severely broken leg. Mac has been in the Katella Commuaity Hospital in Stanton but hopes to be released early in January although he will still be conffned to house quarters for some time.

What is wood? What makes a board stifi and strong? Wood fibres are actually a ma$s of tiny fibres cemented together by lignin, one of Nature's most remarkable glues, to form one of the strongest known natural substances.

'Comet Cllpper

Compare extra large capacity, rugged construction, and long-life motor, for profit producing features of the new Comet Clipper, Model CLC Retractable Radial Arm Saw. Clipper series radial arm saws provide cross cut width of 19", rip cut width of 34" and depth of cttt 4r./2". Either 16" or 20" blade available. Heavy 14gauge steel frames arc 92" x 48.'. Kiln-dried fir table tops are 23Y+" x 51". Total weight approximately 497#. Reliable repulsion- start, induction-run motorc keep maintenance, even under frequent overload, to a minimum. Your choice of motors, 3 & 5 HP, either 16 or 3(. Compare the capacity, weight and motor features with other radial arm saws and you'll see why Clippers are used by contractors, specialty manufacturers, crating departments, etc., for fast ploduction under heavy work loads. With legs or mounted on

trailer. Optional long arms give even greater capacity.

COMET INDUSTRIES CORP., 2043 Imperial Street, Los Angeles 2L, Cabf..

los Angeles Inte]notionol Trode Center Outtined

A proposed downtown Los Angeles $100 million international trade, transportation and tourist center to be known as International Square, has been presented by Tom Chino, project architect for Kistner, Wright & Wright, and John H. Oliver, head of management services.

When completed, International Square would encompass three blocks within Fourth, Fifth and Hope Streets and the Harbor Freeway in the southwest corner of the Bunker Hill urban renewal development.

Although New Orleans, Houston and other large port cities have similar facilities, International Square in Los Angeles would be unique in that it will provide complete facilities for Wsrld Trade, Transportation Center, hotel-motel accommodations, and related office buildings, strategically grouped together.

William T. Wright, vice-president of Kistner, Wright & Wright, explained further the plans for International Square.

o'The venture will be composed of four major entitiesthe Transportation Complex, World Trade tower, office building and the hotel-motel, which will also include an exhibit area and garage space for 5,000 cars. An elevated, powered sidewalk network will connect all phases of the complex.

\ffright said that the ground area of International Square would cover twelve and one-half acres, &t a construction cost of approximately $100 million. The hotel-motel will have l3fi) rooms and one and one-half million square feet will be set aside for office space.

toonce construction gets underway," Wright said, o'International Square ihould be completed in about six years. We anticipate that a portion o{ the site should be available for bids within the next two months."

Wright said, in closing, 'oThe population leadership o{ the State of California, coupled with the maritime access afforded through the Ports of Los Angeles and Long Beach and the expanding International airport, point toward a need for a facility like International Square."

I90

RICCI

WHOLESALEJOBBING

Speciotizing in

Ponderoso ond Sugor Pine

For TOP QUALITY AND RELIABLE SERVICE IMPORTED HARDWOODS ond PLYWOODS don't hesitote to collANdovet l-6342

DFPA Unveils Two Programs fo Stimulafe Dealer Sales

Three dealer-oriented promotions that ha-ve helped the plywood industry triple its sales ina decade-along with two new prog,rams that will be introduced in 1963were recommended for their value in fiehting the current competition/p.ofit squ"""r" in an address made to the annual convention of the Massachusetts Retail Lumber Dealers Association.

James R. Turnbull, newly-appointed executive vice president of the Douslas Fir Plywood Association, was the piincipal speaker at the December convention. trela at Boston's Hotel Statler ooCompetition probably has never been at a higher level and profit probably has never been at a lower level-for lotl of us," Turnbull said. "There are two possible ways out of our dilemma: Higher markups or higher volume."

He said his stafi has helped lumber dealers generate both greater volume and greater profit in "package selling."

He cited three examples of DFPA's work in this field: Vacation homes, farm structures and building components.

CAN CHARGE THREE PROFITS

The dealers who have used the promotional material supplied by DFPA for these markets, Turnbull said, have lifted themselves o'out of the fierce competition in boards and panels. You can charge three profits-on the material, the labor to assemble the package, and on the service you supply. So DFPA has helped increase volume and profits."

efforts are a survey of sheathing end-uses and a study of 'othe way plywood is identified."

TO STREAMTINE I.ABEIING

"We want to streamline our labeling to help the consumer get a clear understand. ing of our products, and we want to reduce the number of sheathing items you have to stock."

Turnbull said two major promotions are being prepared now for introduction in 1963.

.

Turnbull pointed out thar the plywood industry, has more than tripled it, .a1", since 1952. He said the answer was ,,effec_ tive, imaginative selling.,,

Turnbuil said there was no point in looking back at the mistakes or omissions that "forced our industries into this corner.,, He said DFPA has spent, in the last decade, o'over $34 million . . to help build up our volume, and yours."

He said current examples of association

He said market studies have indicated that home improvement ofiers as big a market for building materials as new homes and that the o'last, big, untapped home building market is among families that make $4000 to $6000 a year.'o He said DFPA would make it possible for lumber dealers to enter both these markets on a major scale.

"In both cases, financing was the first big stumbling block to be overcome. In

home modernizinpl, liberal terms were avail' able through an FHA provision-but nobody was using it. We held a series of conferences. all over the country, to find out why. These meetings of contractors, dealers, Ienders and government people came up with the conclusion that a prohibition on discounts and origination fees made it impossible for lenders to use this provi' sion at a profit.

NEW FHA IOAN POTICY

'oSubsequently, FHA announced a new policy. Origination fees are now allowed, so this iool is available to you."

IlttlBERS tohhins

o Douglcs Fir in sizes 24" x 24"

o Ploner copocity for surfocing lo 24" x 24'

*-:Fl; o Re-Mfg. focilifies for resowing lo 34/' x 34"

ve con't find it ve'll moke it

Turnbull said many low-income families were simply rejected as credit risks, even though "most of them are responsilrle people."

He said DFPA had investigated m;any possibilities for creating pools of mortgage money for this market and that it norv is working with one of the country's biggest savings and loan association on a $2 million pilot program.

"This savings and loan will make 20 year, 90 per cent loans at conventional interestr" he said. 'oonce 150 loans are made, we are sure we will have a story that will convince other lending agencies this is good business."

SAIES GENERATE PROAAOTION

He said the association will provide working drawings, estimating guides and extensive consumer material for both home modernizing and compact, low-cost build' ing before the year is out.

Turnbull concluded by pointing out that every sale of DFPA plywood generates new promotional funds, since members contribute to association programs on the basis of their production.

"Is there anyoner" he askedr" except for DFPA and some of its larger memberso who is doing anything to help you move plywood out of your warehouse to the consumer?t'

1,n,n to [1" S"kitute fo, Sn*irn

Our EXTRA SERVICE ond EXTRA QUALITY includes o speciol selection of widths, lengths ond textures for your speciol requirements. We ship l.c.l. from yord stocks.

DON

Glodstone 4-5018

P HILIPS) JRo

Wholesole Lumber

P.O. Box 127, Pocific Polisodes, Colif.

Vtr*A.k^ LUMBER sALEs

234 E. Colorodo Blvd., Suite 5I5 o Pssqdeno, Colif.

TWX: 213-449-1452 .MUrroy l-4658 (Roy von rde or Eddie seword)

Exclusive southern colifornio Representotive: woLF CREEK LUMBER

Socrqmento Hoo-Hoo Club t 09

Thirteen Kittens were indoct.rinated into the World of Hoo-Hoo by Sacramento Hoo-Hoo CIub 109 on November 28. at the Cl,press lloom. Country Club Lanes, Sacramento. The new m"rrrl,,,i. uf Hoo-Hoo International. and Sacramento Hoo-Hoo (llulr 109. are:

Henry Alsaker, California Forest Products (.o.. lnc.; James Crawford. Jr., Armstrong Cork Co.; Ilichmorrd Dale. (lalifornia ly,il,i:-.: Supply; Boh Davis. Southgare Luml'er & I3uilrling Suppll, ; Bill Elder, Grass Valley; Joe Elledge. Building \{art:rials Disiributors; Leslie Harter. State Division of Architcctrrre; Jame,s Loomis. Sorrthgate Lumber & Building Supplv: Patri<.k \{r.lnto-sh. Illack Diamond Company; John Nickels, l)iamorrd National (--orrr.: Dovle Norman. Insulite Co.; Wendell Rapier. Rarkrvoorl Luml,er Co.: and C1-ril Williams. Califorrria Ruilrlers Supprly Co.

Don White Hosts NHLA District Luncheon

Don \I'hite. presidt'nt of White Ilrothers. Oakland. recentll hosted a dist rirt lrrnt.hcon of th* Nirliorral Hardwood Lumber .{ssociation at the Fairmorrt Hotel in San I'ranr:isco. ['hite also currently prt'-"ides as first vi<'t'-prt'-sident of NHLA.

Headqtrartererl in the l'airmont's Fountain Room, the group met to di-scuss NHLA actilitic,. at thc grass roots level and the as,_*ociation's plans for the t.oming lear.

Ont-- of the high points o{ the meeting was thc disclosure that San Franr:isco ha-" been selected as the sitc for t,he association's l9(r8 Annual-and believe it or not. that's how far you have to plan ahead in the conlention citt' by the Golden Gate ! Theme for lhe t:onvention? "You hale a date l.iv the Coldcn Gatc"--.natch.

Visqdor Appoints L.A. Monoger

The Visador Companv has annour.rccd thc appointment oI W'alter "Wtalt" G. Kalina as manager of its Los Angeles warehouse. Walt. a reti rerl \Iaster Strgearrt oI the Armr. Corps of Engineers. brings with him the enthusiasm and intense desire to -.erve that made him so popular l'hen he rvas assistant adr,isor to l-.S. Army Engineer llest:rve ()roups in the Los Angele-* aretr. The separation oI warehousing and -.ales will permit more l]:1,:",'lii attention to ('ustom('r necds, the Vi,sa6or Companv trn.

Incidentalll'. Walt st'rved in the Army with Jerry \Ic\eil. norv Visador distrit't salt's rnanagcr {or California, Arizona and \t'r'ada.

Technologists can read the history of a region lrv strrdlirrg tht: grouth rings of ii trce. which make thel,l'onderful grtrin arrrl lerlurc uhen the trce is cut. Drought. heavy rains. storn)s. firt's. ail lurt' recordetl in the rings o[ the tree. DEPENDABLE

DAvenpori 6-6273

Tefephones: SPruce 5-3461

TErminol 3-6183

25914 President Ave., Horbor City, Colif. Monufqcturers

I

BUYER'S GUIDE

tOS ANGETES

TUIITEI AND TUXIBER PTODUCTS

Al Pcircc Conpony.---..--..-----..-__--.Spruca 5-3532

Alpino Forcrt Producfr ------.-.321-9072

Amcricon Hordwood Co.-.--_.-------.-.-Rlchmond 9{235

Aagclus Hqrdwood Compony--.--...--_-_-.lUdlow 7-6158

Arcolo Redwood Co. (Pete Kcpon)..-.WEbrtcr 6-1848

&cociolcd lcdwood Mills....._..._.-_-.OVerbrook,5-8241

Alkins, Kroff & Co.---------...-.----------),lAditon 61757

Alfss Lumbcr Co.--__--_----_-.-.--.. --------__-ttAdison 7 -2326

Avolon Moulding-------..-.-..-.....-__--_._-----..DAvis 9-41 l5

Bock Lumber, J. Witliqm-----..-.-.__-___-..REpvblic l-8226

Blemco lumber Sqlcr Co. ---.------.CApitol 5-1215

Bliss Lunber Co., Inc..-...-..Mymond 3-1681-3-3454

lohnhofl Lumbcr Co., Inc....-_.-.._____-Rlchnond 9-3245

Bond lumber Co., Art---...-....-------...-__!Ambcrt 5-1127

Erucc Co., lnc., E. l.--....--.-...-.----.---.-.-.----Spring 2-2431

Brurh Indusfriol tumbcr Co..--.--_.-.-.."RAynonJ 3-33Ot

Chonllond lumber Co. .....-_-TR 3-l3lz

Cloy lumber Co..-__._.-.-----.._--_.___-_-.....ptcosont 3-ll4l

Coos Hgqd lumbcr & Plywood Co,_-....Spruce 5-llZ9

lomncrciol lunbcr Co..--._-__-..-__--.._-spruce 3-lggZ

Consolidqtcd [umbcr Co.-.----.-.---.-.....-....Spruce 5-3422

Davidson Western Plywood go.._.-....-.ANgelur 3-6931

Dcl Volle, Kohmon & Co.-_-_---.-._-..._..-Hu;ttcy 2-gOl I

Doofcy & Co.--"_-...-...___---._-.--__--....-.-EDgewoo i O; Zet

Ed Fountqin [umbcr Co.---_--.._.-_.....-.-..-l.Udlow 3-l3gl

Esslcy & Son, D. C.--.--_.-_-_----.-..._.-.--..Mynond 3-1147

Fqirhurrl Iumbcr Co,..---Fir & Pine Lunrbcr Co.----.--..-_-._-..--._---Vlctorio 9-31O9

Frccmqn & Co,, Sfcphen G..-.-.......__-....-.ORiotc 3-35fl)

'tloficnt $crcil Producf r--...---.--.-.....--nAyd ond g-ggl7

Ghllchcr Hordwood Co.-------.--.....-..-___PLeoront 2-37i6

Gcorgio-Pocific Corp. ([umbcrt---.----RAymord 3-9261

Gcorgio-Pocific Corp. (Plywoodt.-._-_--RAynond 3-926t

Gcorgio- Pocific Corp..------.--..------..-..-TRiongle 7-5643

Gclz Bros. & Co...------..--.-..-----_.._--._.----..Sylvon O-17b7

Globe Inicrnotionol.---.-....--------....-------.--.-Upton 0-6.{56

Grcol Wcsfcrn tumber Corp.--...--.--_----.Sprucc

Sicro lunbcr & Plywood, Inc.--....-..--.TRionglc 3-2144

Sinnronr Hordwood [umber Co........-.-__Sprucc 3-l9lO

Smith Hordwood Co., t. R.-..-...--_-_.--.-._sprucc 3-0332

Snith-Robbinr [umbcr Corp..-...-------pleosont 3-4321

Soulh Boy Lumbcr Co.---.---------_-_ORcgoa 0-2268

Slohl Lumber Co...-----....-.-.-.-..---.--.-.-.-ANgcluc 3-6844

Stondqrd Lumbcr Co., lnc....-........-_-.OLcondcr 5-7151

Slonfon & Son, E J..---...-----......-.-___._--tUdlow

Sultlc & Kallcr lumber Co..---.-.-.---.-----Gllbcrt 3-8909 Tocomo [umbcr Soles, Inc.-..-..-------------irtUrroy l-6361

Torler, Wcbrlcr &. Johnson, Inc.------,-ANgelut 9-7231

H. & F. Sqler,

U.S. Plywood Corp. (Glcndolel.-..-------.--.Clrus 4-2133

U.S. Plywood Corp. (long Bcoch)----..-.HEmlock 2-3901

U.S. Pfywood Corp, (Sonro Ano! --_-..Klmberly 7-1691

Vqn lde, Roy --.------------..-...-.---...---------.-MUnoy 1 -4568

Wendling - Nothqn Co....-.-..---.---...CUmbcrlond 3-9078

Weslern Foresi Producls Co.-----------.--.ANgelus 3-6138

Werfern Mill & lumber Co.-...----.-------ANgelus

Wholesole Forest Producfs Div..--------....--.------583-6013 Whifc, Horry W. --.....-.------.-.-..--------.....-.SPruce 5-3409

Forrest W.....--.---..------.....----SYcomore 4-2835 (lv{ocMillon, Blocdcl & Powell River; B. C. Foresl Productr Ltd.l

ilEATED luffil--fotttsPtltNrflet

sAsH-DOORS-mtttwoRK_scnEENS

Poul E..-.-HOllywood 7-1127

Loshlcy, Dovid E.---..-.-.-__-___-.--_.......CHopmon 5-88O8

t. A. Dry Kiln & Storoge, Inc..-.........-ANgelus 3-6273

i^, lcv [urnber Co.------.-----_-_----.--..---.-.-....pOptor2-6340 1.,,\ los-Csl Iumbcr Co.--...-....----.---.-----.-......tUdlow 2-5311 i-

Mohogony lmporting Compony.-.-_--_-._MtJnoy2-2gO1

Co., The-..----.....-------.-.-.-CUmbcrlqn d 3-5667 So-Col Bldg. Moteriqls Co..--------.---..MAdison Z-53(X

Slroil Door & Plywood Corp,-------CUmberlond 3-8125

Torter, Webster & Johnson..--..-..--..-..ANgelus 9-7231

g.

lAorquort-Wolfe Lumbcr Co..--...-...HOllywood 4-755g l:r.' A{cCloud Lumbcr Co.-_-..__--_-_-...........--..VErmont g-4963 fu', Mufuol iAoulding ond lumber Co.._---"._FAculty l-OgZZ

Ncinrqn-Rced lunber Co..-..---.---.._--TRiongte 3-1050

1". Ncth lumbcr Soler, A. \r|/..----....--.----Tnicnglc 3-2663

dj Oliver [umber Co.--...---.,--.-....-...-_._-_RAynond 3-0053 ;'.

Oregon-Pocific Forcst Prod. Corp.---.pArkway 2-452O i;

Orgood,RobertS,...-.---.---.....-...-..-.-.-_..DUnkhk2-927g

Owcns-Porks lumbcrCo.-..---.-.--.--..--.._-._ADonrs 2-Sl7l

Orford [umbcr Co., Rex--_.._--.-...-_-AXminstcr 3-623g

1,.,; Pocific Fir Soles__-..-._...__-_--...-..-----._..-_-rttUrray 2-3369

1.,. Pqcific lurrber Co.,Thc._.-.__.._.-...-CUnberlond3-9079

F+

Pocific-AAodison lunber Co...-.._--_---_-..Sprucc3-22g2

PocificWood Products._-_"-.._-----.--.......1v{Adison8-2261

Pqn Asiofic Troding Co., Inc.--.-.-_-_---Rlchmond 7-7524

Pcirce Compony, Al..-.--.-..----__.._--_--.__-Sprucc j-3532

?cnberthy lumbcr Co.---.---..----------._---.--.tudlow 3-451 I

Porry lntcrnotionol Corp..-...-.-----------..ORcgon 8-Zl5l

Philips Whsle. Lumbcr, Don J..--..----cLodttonc 4-5Olt

Gluolity Plcning A ill--..--...--..-.---.--..-....ANgetus 8-286g

schkroft ----_--.-.----.-..--i|{Adison Z_5304

loy Fororl Prcducts Co,--.----------.--.--.TRionglc 3-1g57

lygcl Lunbcr Soler-..--...-.-.-------..-.----....Sprucc 5-321 |

Sonford-Lusricr, lnc, .--..-.-...--.-.--.--_.AXrninsler 2-9lgl

Shivcln Alon A..-......--....--------..-_-----.CHopmon 5-2Og3

Torler. Websler&Johnson (Speciotty Div.f AN 8-8351

Wcsf Coasl Scrcen Co..---.-------.....--.._.-ADqms l-llOg

sPECtAt SEnV|CES

Asocioted lytolding Co..-...-.........---..RAymond 3-3221

Bcrkol Monufocluring Co.--.-.--.....----._____.__-----977-1163

Colif. [br. Inspection Service--...._-NOrmondy 5-5431

CHIP Nolionol .-.-----------t2t3l 331-8201

Coost Ploning A{ill------..-.-..--.......----.--.MAdison 2-l I Bl

Jones, Fronk E. Mochinery Corp..-....__lr{Adiron 2-9132

Lunber Cenlcr tr{illing Co...-......_._EDgewood 6.1251

Son Anlonio Pole----...----.-._....---.-.--UNdcrhill 5-1245

So. Colif. Assn, Cobinet lvlfg...----__p[ymouth 6-g341

Wrlhold Glucs, Inc.---.--.....---.----------CApitol J-22O1

LUllBEt HANDLING AND SH|PP|NG, CAIR|ERS

Fcrn Trucking Co.-------.---.--_-_--.-._-_RAymond 3-3691

Grcenficld

BUYER'S GUIDE

SAN FRANCISCO

'REATED IUIABET_POIES

Boxter & Co., J. H......------..--.--.-.-.--..-----YUkon 2-0200

Holf Co,, Jomes l.-..-.-.-.-.-..--.---..-------------SUtler 1 -752O

McCormick & Eoxler --YUkon 2-4033

Wendling

BAY

Silmorco, Inc,----.----.------...--...-..-.----Exbrook 2-8268

Torler, Webster & Johnson, Inc,..------..PRospcct 6-4200

Union Lumber Compony ---.-.--.------.-......SUtter l{170

Uniled Slotcs Plywood Corp.---.-----..-....JUniper 6-50O5

Word & Knopp---..----"..----...--.-----------..GArficld l-1840

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

Wesl Coost Timber Products--..----GRoystone 4-3931

Weslern Forest Products of S.F..-----.-lOmbord 4-8760

Weslern Lumber Compony .---...-.-----...-..Plozo 6-71 | I

Weyerhoeuser Compony -----------..---..------P[ozo 5-6781

Zicl & Co., Inc..-------.--..-.-.--.--.----.YUkon l-0210

SASH-DOORS-W|NDOWS-I

BUITDING MATERIAIS

OUTDINGS

Bluc Diqmond Co......---.--.-----..---...--------.-YUkon l-l0l I

Cofoveros Cement Co."-......----------.-----DOuglas 2-4221

New Worm Drive Sqw

Skil ,Corporation has announced a new super-duty, professional power saw known as Model 65, that sells for less than $100. The Chicago firm says it is the lowestprice worm-drive saw offered to builders, contractors, and industrial users by any manufacturer in the United States.

Its special combination blade easily cuts 2x4's at 45' with blade to spare and it makes 2-3,/16" deep cuts at 90'. The blade is on the left for constant. ,,line-of-cut,, vision. With a choice of 20 specialized blades (optional), this "Skilsaw" power saw will cut anything from wood and thinnest plastic to heavy compositions and metals.

The new Skilsaw Model 65 is not a stripped or scaled down version of existing models, Skil engineers point out. It is a full size, full-powered unit weighing 13 pounds. It has all the new Skilsaw features such as high torque worm-drive; natural, rear-handle cutting action; all ball bearing construction; t'Vari-Torque" safety clutch for protection against kickback and

saw damage; easy-to-use depth and bevel controls; and a blower system that keeps dust off the line of cut. Available through

Skil Industrial Distributors. For further information, write Skil Corporation, 5083 Elston Avenue, Chicago 30, Illinois.

Arlist's sketch of lhe new Corlow Compory worehouse which is being erected in Pocoimo, Sqn Fernondo Volley, Colifornic. Opening is scheduled for eorly ftlr:ci:.

CtASSlFllD ADVElflSlNCFPosition Wmted 3t.5O per linc, mlnlmum $3.00. All olhcr $2.0O per line, minimun 34.(X). lwo llnrt of oddres: lyour oddrer: or our box nmberl count 6 one llne. Cloting dote for copy b lhc 2Oh.

HELP WANTED

CTASSIFIED ADVERTISEMENTS

OPPORTUNITY TO GROW for aggressive salesman, under 40, for carload sales of lumber and/oy plywood, With established volume wholesaler in Southern California. Send resume, to Box B, California Lurnber Merchant, 412 West 6th St., Suite 421, Los Angeles 14. Calif.

CALCULATOR OPERATOR: A women experienced in lumber ticket checking; should type and have knowledge of bookkeeping. Apply Accounting Dept., BARR LUMBER COMPANY. 1028 E. 4th Street, Santa Ana, Klmberly 8-8291.

EXPERIENCED LUMBERMAN needed for counter sales, estimating, pricing and ticket extension. Apply at BARR LUMBER COMPANY, 1028 E. 4th Street, Santa Ana, Klmberly B-8291.

QIRL FRIDAY experienced in lumber ticket extention; must use calculator and type. Apply at BARR LUMBER COMPANY, 1028 E. 4th Street, Santa Ana, Klmberly 8-8281.

WIIOLESALE LUMBER-PLYWOOD SALESMAN

Excellent territory in greater Los Angeles, selling to industrials for long established, expanding wholesaler, Sales out of warehouse and direct mill shipments. Lumber, plywood, hardboard, Paper-OverlaidVeneer. Salary plus commission. Fine opportunity to earn excellent income and participate in profit-sharing plus many fringe benefits. Do not apply unless willing to work hard to increase income. The opportunity is here for the right man. Box 2, California Lumber Merchant, 412 West 6th St., Suite 421, Los Angeles J-4, Calif. Our employees know of this ad.

LOOKING FOR EXPERIENCED LUMBER. SALESMAN. Hunter Woodwork, 1235 East Calif. Phone SP 5-2544 or TE 5-5671.

PALLET AND BOX 223rd St,, Torrance,

MILLING DEPARTMENT SUPERVISOR-for manufacturing cut lumber, pallets, boxes and crates. Contact: Hunter Woodwork, 1235 East 223rd St., Torrance (between Avalon and Wilmington), Calif. Phone: SP 5-2544 or TE 5-5671.

LUMBER SALESMAN-EXCEPTIONAL OPPORTUNITY-wiIh well established wholesale distribution firm. We want an experienced and aggressive young man, under 40, who likes to sell, Call Fir & Pine Lumber Co., Burbank, Calif., Vlctoria 9-3109.

EQUIPMENT FOR SALE

HEAYY FORK-LIFT TRUCKS RENTAL AND SALES

MacKAY MILL SERVICE NEptune 8-9428

822-69t}r AvenueOakland 21, Calif.

ciilronirtl''r.umrrh: lmncrer-ri t;

l{ames of Advertisers in ftiS llepartnent using a Bu ilumber cannot be relcased. All inquiries and replios should be addressed to Bor shewn in tha a&ertiscment.

HERMANCE #50, l2'X4, B. B. MOULDEB with or without 30 H.P. motor. Lounsberuy and Harris. 3132 San Fernando Road, Los Angeles 65, Calif. CL 7-751t.

USED LIFT TRUCKS

A Coast-to-Coast Selection

HYSTER and Other Makes AS IS _ RECONDITIONEDREBUILT

AII types of Tailored lease and finance plansExcellent delivery Also Karry Kranes and Saddle Carriers

WRITE-WIRE-PHONE

National Used Truck Office Dept. U

HYSTER COMPANY

1040 South 25th Ave., Bellwood, IIl.

Phone: EStebrook 9-3515

FOR SALE, moisture meter (electronic) New. $95. Call 447-t894.

TWIN BAND RIP-Only 91,750. LYcoming 3-3021.

DOUBLE END CUTOFF-8 Ft. Opn. 91,250, LYcoming 3-3021.

EQUIPMENT WANTED

USED MACHINERY WANTED: 14" Table Saw, 1%,, Atbor-7tz| HP Radial Saw-17e" or larger Shaper-24" planer-36" Band Saw-Box 135, California Lumber Merchant, 412 West 6th St., Suite 421, Los Angeles 14, Calif.

BUSINESS OPPORTUNITIES

PRICED RIGIIT FOR QUICK SALE. Do-It-Yourself Lumber Yard. A Going Business, Property for sale or lease. Box 1, California Lumber Merchant, 412 West 6th St., Suite 421, Los Angeles 14, Calif.

LUMBER YARD & HOME MFG. CO. at Lake Tahoe wishes to affiliate with Large Lumber Dealer. Bob Wakeman, Box 1, TAHOE VALLEY, CALIF.

INDUSTRIAL PROPERW

FOR LEASE, INDUSTRIAL PROPERTY in Monrovia, ideally suited for retail or distribution yard. Slightly over one acre, completely fenced. 8,000 sq. ft. of shed plus large office. Contact Sequoia Lumber Sales, 815 South Ivy, Monrovia, Calif. Call ELliot 7-2257.

Prof essional Service

..IUAABER PACK''

The ploce to buy THE ORIGINAI PAPER WRAPPED NRTDA lumber UNITS

HAIIINAN LUMBER CO.

Pfco Bivora, catif. . PortlondT, Orc. 692-7635 228-9230

lET n E SHOW YOU building supply retoilers how lo im' prove credil gronting procedures qnd increqse collections ond soles, No rolleclion qgency involved. Over 30 yeors' experience. Refer to "The Cradil Corner" in fhis icsue. Wrile Wm. E. Locke, 3401 Balboo, Son Fronciscti 2I , Calif.

STRAIT DOORS

Are Now Obtainable with The World-Famous and Patented

Placarol Construcfion w00D sPtRArs til)

Placarol core has wonuniversal fame

The core of the STRAIT PLACAROL flush door is composed of smoll wooden spirols which ore firmly pocked together, thus giving the core o honeycombed structure. This struclure is o potented process thot hos proven itself oll over the world.

o EXCEILENT STABIUTY ond RlclDlTY

. NO DANGER OF WARPING

o NO "telegrophing" There isn't ony

O UNBEIIEVABIY TIGHT

O EVERY SPIRAL SUPPORTS A MAN'S WEIGHT

EXTERIOR SPIRAL DOOR SPECIFICATIONS

Stifes ore I Va" wlde ofler trim. End rqils sre 23/a" wide ofler trim. Lock blocks, including sfiles, ore 53/e" x2O" ond cenlered in door.

TWO.YEAR GUARANTEE