NORTHWEST NEWS

By R0SS KINCAID executive vice president

"\YHY SHOIJLD I attend tle industry's vv trade show in Portland, Oregon, February 4 and 5, 1966?"

The one-word answer that most of us can understand is PROFIT. Everyone profits from your participation. ttAw, come on nowt' you say . tolt looks to me like I'd make more money staying right here at the plant, tending to business, instead of taking that time and putting out the dough for a trip to the exposition."

Could be, but then let's consider this matter factually. What are just a few of the benefits for the dealer who does attend?

,.-, (1) AWAREI\ESSan exposure to a : iam-packed exhibit of products, techniques, equipment, ideasthe only such display in the West; rbusiness programs to motivate, stimulate and inspire; as the late Art Hood said: "Of all the time-tested methods of getting ahead in this world, no one capacity comes before awareness ,, PROJECT 70's strong admonition was to learn what is going on and be a leader, not just wait for things to happen, if you are interested in being around in the 70's.

(2) IDEA EXCHANGE-WhaI an opportunity to discuss trade matters with other dealers! Representatives from six states: California, Montana, Washington, Oregon, Idaho and Alaska will be there. Our members tell us that this opportunity to exchange ideas with other dealers is the greatest benefit of membership in a trade association. Are you taking full advantage of this? You may resolve many of the questions troubling you, if you will.

(3) TEAMWORKthis trade show, the 'Western Exposition in the Memorial Coliseum in Portland, Oregon on February 4-5, is Teqnuorh In Action! Manufacturers and wholesalers are supporting this Far West show to the hilt. Exciting exhibits in greater nunabers and variety than ever before, knowledgeable sales representatives ready to keep you abreast of sales techniques and product knowledge . . all this in one lo. cation. Can you really afiord to be missing at a time when the other links in this distributive chain are depending upon the dealer for increasing sales strength? If manufacturers and wholesalers put their money and time on the line in the interest of dealers, can you stay home?

(4) FUN - Ies, you are entitled to some "time out.tt Refresh yourselveq enjoy the sociability of our industryos wonder' ful people. Visit with old and new friends in an exciting exposition atmosphere.

A parting reminder . . . be sure to arrive in time to take in the Preview in the Me' morial Coliseum from 6:30 to 10:00 p.m. on Thursday, February 3.

Supporting the 'oCircus of ldeas" themeo the exhibit opening and Preview, the evening of the 3rd, will feature circus music, props, clowns, elephants and of course the hot dogs, hamburgers, beer, etc., to make this a complete fun evening.

See you in Portland!

How Much?

How much does the lumber cost in a new home?

The U. S. Labor Department reports that lumber and lumber products account for about 40 percent of the materials bill in a tlpical new home, but only 19 percent of the entire buildine cost.

Distributors Elect Leonqrd Crofoot

Leonard H. Crofoot, president of the Western States Plywood Corporation in Santa Fe Springs, California, has been elected president of the National Building Material Distributors Association at their l4th annual convention in Chicago.

Crofoot, who had held the office of first vice president, was formerly president of the National Plywood Distributors Associ' ation prior to its merger with NBMDA.

new NgUnl directors include: Fred S. Thomson, Inland Lum' ber Co., Rialto, Calif.; David G. Dutton, A. C. Dutton Lumber Corp., Poughkeepsie, N.Y.; Daniel Cades, Northeast Roofing Supply Co., Philadelphia, Pa.; and M. C' Davidson, Houston (Texas) Sash & Door Company.

Record atendance was achieved at the NBMDA council meetings which included plywood and lumber, general commodities, millwork, and specialty products. More than I,200 persons toured the 125 manufacturers' conference booths in the exhibition hall'

Help For Deqlers Discussed

W'ays distributors can help dealer customers were discussed during the General Commodities Council of the National Building Material Distributors Association' (See above') The session touched on these new areas of competition in commodities:

ExpANDING pREFABBERs. Several distributors related how home manufacturing companies often swallow up retailers who supPlf the prefabbers witl trusses and other components. "When the prefabber buys a retail outlet " said a New York distributor, "the ietail outlet gets the advantage of the prefabber's buying power on roofing attd other commodities; he can often undercut distributors as well as other retailers by his lower purchasing prices'" cAsrr & cARRY ourr.Ers. The distributors generally agree that giant cash and carry outlets seem to be doing an increasingly Letter job of merchandising which enables them to olten take 'larger percentages o{ the market away from conventional retailers' 'ilt's no secret," said one distributor, "that the cash and carry outlets merchandise the devil out of eight or ten leader 'items in order to attract trade; the other products handled by the outlets usually carry the full, normal mark-ups. There should be no reason why conventional rptailers couldn't apply similar merchandising principles."

The Commodities Council also suggested the following ways distributors might assist dealers in making more sales:

NEw IRoDUCT EDUcATIoN. The council agreed distributor salesmen should make a special efiort to thoroughly educate dealers about high-profit new products whenever they are released.

DEALER MEETINcs. The majority of the distributors agreed that product information and sales technique meetings are good ways to assist their dealer customers.

One distributor explained how he arranged an excellent new product meeting by working with a dealer and a local carpenters' union; 305 carpenters attend the evening dinner meeting.

Another distributor said he conducted two successful meetings by having dealers encourage attendance by the carpenters and applicators with whom they worked regularly. One session drew 1-05 dealer-applicator personnel to learn about new products.

New Forestry Appointment

State Forester Francis H. Raymond has named Geofirey Snow of Santa Rosa as headquarters stafi officer in Sacramento. He will be responsible for state-wide eoordination of California Division of Forestry training aetivities.;.

Snow succeeds Gervice Nash, recently promoted to assistant deputy state forester in the division's San Joaquin district.

Angry Do-lt-Yourselfer?

A busy arsonist (or an angry do-it-yourselfer) set some kind of a record on Decemrber 7, when between midnight and 4:00 a.m. he set fires at Modesto Lumber Co. in Salida, then Wickes Cash & Carry, also in Salida, and then at American Distributors in nearby Modesto, Calif.

Francis Christenson reports that his Salida branch was completely destroyed by the incendiary blaze. W'ickes management said the fire in their yard was almost immediately contained and damage was light. John Mensinger reports little damage at American Distributors. In his "spare" time the arsonist also unsuccdssfully sought to burn down a Modesto service station.

U.C. lnformqtion Service

The University of Glifornia has taken steps to implement a new federally-sponsored program designed to generate a freer flow of technical and scientific services to business, industry, and commerce.

Under the new program, qualified institutions are invited to submit proposals to the University of California for services and activities that will help private concerns acquire and use scientific and engineering information more effectively.

Such technical services include the preparation and dissemination of technical reports, abstracts, and other information; estabIishment of reference services to identify sources of engineering and other scientific expertisel and sponsorship of industrial workshops, seminars, training programs, demonstrations, and field visits.

Wood Shorfoge Predicted

A reported threat of a shortage of wood combined with a sustained increase in plywood consumption are forcing major lumber companies into new policies, according to a recent report in the usually authoritative I nsid,ers N ewsletter.

Companies such as tT.S. Plywood are buying wood from outside sources, rather than cut their own, the report says. The reason cited is that their timber reserves will increase in value rapidly as the supply of wood diminishes. Recent purchases of timberland all over the world are part of the program.

Also noted in the report is the fourteen percent annual increase in the demand for softwood since 1959, against a four percent increase for wood in general. The final forecast reported is a sales projrrction oI 22.5,billion sq. ft. within a decade, or approximately double the 1964 total.

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P, .dlttilA,...

Doughs Fir, White Fir Incense Cedar, Sugar Pine . Ponderosa Pine lengths up to 18'. Fine grained old growth tim- hr from our YollaBolla Tree Farm.

Deqler Bonqnzq Mobile Disploy

One of the first of its kind in the field of dealer merchandising ,ale-q tools i-s the new f)ealer Bonanza Mobile Display used by Owt'ns-Corning Fiberglas{' Corporation on the Pacific Coast. The panel truck presentation brings lO-minute showings of F'ilrerglas products to lruilding material dealers throughout the western state-s. The presentation stresses OCF's "Assistance in Depth" program and explains the advantages o{ Owens-Corning Fibt'rglas insulation, shingles, acoustical ceiling materials. noise ;top board, dust stop filters, and screening. For your own demon;tration of the new mobilc display or further information concerning it, contact Owens-Corning Fiberglas Corporation, P.0. Box 89, Santa Clara" California.

IIFFICE - C(IRNII{G PLANT . PASI(ENTA rWr \gg what has

WSl"[?"o*,.

Life, Look, McCalls, Good Housekeeping, True, Saturday Evening Post, Sunset g0l thal Popular Mechanics, Grit, Family Handyman, Mechanix lllustrated, House Beautiful. Sports lllustrated also have?

Llcft Aduentising

that's what

Over 15,000,000 ad impressions monthly reach six out of seven of your customers.

Be sure you stock nationally advertised Deft Clear Wood Finish and Deft Wood Stainjust for the prof it of it.