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, :

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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