NORTHWEST NEI,YS

By R0SS KINCAID executive vice president

,T-IHE WORD TEAMWORK has been

Ioft"r, used to describe the relationship that manufacturers, wholesalers and retailers strive for in becoming more effective in the marketplace. Several associations, including the Western, have conducted a number of industry meetings wherein leaders in the distributive links have fully discussed the need for improvedunderstanding and coordination of effort.

In my judgment and that of many more who have been privileged to work with this recently developed system, the Dynamics oI Selling program provides the key that we have been searching for. No one can observe a roundtable team of representatives Irom manufacturing, wholesaling and retailing working together in the application of this system without suddenly realizing that here we have the teamwork which is so often pursued.

In many industry meetings, national in scope, the need has been expressed for sales literature and product information that would be more useable" more efiective in the trade and at the consumer level as well. The Dynamics of Selling system provides the answer.

Owners and sales managers of lumber and building material firms desiring a system for short, meaty, sales sessions will find that Dynamics of Selling produces results without a lot of advance preparation. Sales tags will bring an increase in self service selling. Advertising will come to life and demand attention,

Ootimum results will be felt as all manufacturers, wholesalers and retailers in this region are exposed to Dynamics and it appears that this opportunity is soon to be with us as other associations in the West join with WRLA, in making conferences available. Eastward, other groups are planning sessions along with the Southwestern and Indiana associations who have pioneered in their region.

Evidence that the Dynamic-" of Selling system has proven itself lies in the unanimous approval given the program by the board of directors of the National Lumber and Building Material Dealers Association at its recent meeting in Florida. Managing officers and dealer directors there, familiar with the system so realized the potential of this teamutorft approach that it merited national endorsement.

Readers oI Calilornia Lumber Merchant should be on the lookout for conferences as they are scheduled in your area. You are encouraged to participate. Better yet, why not get in touch with the association office in your region and find out when a conference is to be held and where. It is high time that all s€gments of distribution have a common system of communication. The Dynamics of Selling system will provide just that . . . it is the missing link!

Siding Publicity Progrom

A national promotion has been launched by Masonite introducing its new line of 'oColorlok X-ninety" lap and panel prefinished hardboard siding.

The siding carriee a double guarantee . 10 years on the surface finish and 25 years against hail damage, manufacturing defects in the base board and delamination due to normal exposure.

New Remodeling Stotistics

Statistics compiled by Betier Homes & Garilens, throw new light into the remodeling planning of typical families. -(1) Home ownert "tt"tdittg remodeling schools come from families of four.

(2) Family median income is $8,500.

(3) Six out of ten are college educated.

(4) Nine out of ten live in a single-family home and the me' dian value of the home is $18,000.

Other data: Seven out of ten families plan to improve their homes in the next 12 months. A third plan kitchen improvements while 23 percent plan,basement improvements.

Very few of tLe home owners surveyed were concerned with sound control in the kitchen. Homemakers want more floor space and more storage in their bathrooms and nearly 20 percent of re' spondents to the survey felt that their heating system was not ade' quate. Brick is the most preferred exterior material because of its appearance and low maintenance tbut six out of ten homemakers piefer wood paneling as a major accent interior wallpreferably in the den or recreation room.

U.S. Plywood lmports: 1960-19U

United States plywood imports reached a record volume of 1,951 million square feet, surf4ce measure, in 1964, an increase of 20 percent over 1963. Continuing a steady S'year uptrend, imports in 1964, the latest for which complete figures are- availabli, were nearly double the l!)60 volume. The value of plywood imports during this period increased 62 percent, to $123 million in 1964.

Almost all of the plywood imported into the United States is hardwood plywood. Although plywood came from some 37 different countries in 1964, six countries supplied 96 percent of all U. S. plywood imports: Japan (35 percent), Taiwan (24 pet cent), Philippine Republic (18 percent), Korea (lI percent), Finland (5 percent), and Canada (3 percent).

Imported hardwood plywood is used in the United States chiefly in the production of flush doors, mobile homes, furniture, cabinets (including kitchen cabinets and television cabinets), boats, luggage, partitions and fixtures, and for wall paneling and other construction purPoses.

Otlklqnd Porfy All Set

Bruce Jacobsen, president of Oakland Hoo-Hoo CIub 39, and Milt Cook, chairman of this year's Annual Ladies Nite, have an' nounced all is in readiness for the big event. The party will once again be held at the beautiful Castlewood Country Club at Pleasanton on February 26, and music will be by Little Jack Horner's group. Ralph Meyer of Strable Lumber Co. is ticket chairman for the event.

Biggest Sqle by Foresf Service

St. Regis Paper Company was recently the successful bidder on 8,750,000,000 board feet of timber in the North Tongass National Forest in southeastern Alaska. The sale was described by the U' S. Forest Service as the largest in its history.

The agreement which runs for 50 years calls for construction of a pulp mill by July 1971. The original stumpage price is sub' ject to renegotiation at five-year intervals, in the light of current economic conditions.

The timber involved in the sale is located in three general areas. One is on the mainland south of Juneau; the second is on the west side of the Admiralty Island; and the third is on the Yakutat Peninsula.

New Credit Associqtion Officers

J. N McClelland has been installed as the new president of the Building Material Dealers Credit Association for 1966. McClelland, of Pomona Tile Mfg., succeeds Robert L. Reed, Barr Lum,ber Co., who is now chairman of the advisory board.

Other officers and directors installed at the January 18, meeting are officers J. M. Dean, chairman of the board; McClelland, president; Byron D. Berg, Soul6 Steel, first vice president; Robert C. Ryan, Consolidated Rock Products, second vice president; Parker Brown, Weyerhaeuser Company, treasurer; and E. S. McFarland, secretary-manager.

Directors are E. W. Arveson, Pittdburgh Plate Glass Co.; Berg; Gordon C. Buck, ltrotpoint; D. A. Clarke, Glendale Federal Savings and Loan Association; Mike Forman, Rodefier Industries; Paul T. Greer, Tidewater Oil Company; McClelland; R. J. Murphy, California Portland Cement Co.; Conwell B. Pierson, California Hardware Company; Ray Pollard, Dunn-Edwards Company; Reed; Ryan; C. E. Sandman, Southern Pacific Milling; Robert P. Stillwell, Ward & Harrington Lumber Co.; and S. Eugene Stroud, MidW'est Building Materials.

Other members of the official stafi are Clyde M. Delong Donald S. Richmond, Dwight M. Bull and William L. Loper,"assistant secretaries; Merle E. Reid, Lloyd D. Burgess, Harry S. Owen, Alfred M. Dean and Harold A. Rote, field representatives; and Ralph !(/. Hoffman, consulting attorney.

New Wholesoler Role Seen

More lumber wholesalers will add distribution yard facilities in the years ahead to handle an ever-broadening range of products for the retailer, predicts J. J. Mulrooney of National.American Wholesale Lumber Association.

Murooney says that a wide variety of factors are influencing this change. Among these are the switch at the manufacturer levej fr^om a manufacturing operation geared to turn out a large variety of specialty items to one concentrating on a smaller ,ru-be, oi standard items will mean a retailer *ill b" less likelv to satisfv all of his speciality and standard items needs from one or two mills.

Thus, in this age o{ specialization, the wholesaler will fill the role once filled by a single mill.

To remain competitive, the retailer must often modernize his store, add a remodeling center, add lawn equipment and other products.

With a limited amount of capital available, the typical retailer will look more and more toward his wholesaler to'iarry the inventory on lumber products, Mulrooney forecast.

Internotionol Poper Exponds

A major expansion program involving ipending of $325 million during 1966 and 1967 has been announ."d by Iniernational paper Company. Richard C. Doane, chairman of the board, said that the program, which covers only the United States properties of the company, is designed to meet the growing demands of its customers and to accelerate efficiency. The program will involve debt financing to the extent of $I50 million.

Pqxton Lumber Incorporqtion

Frank Paxton Lumber Co. stockholders have approved forma_ lion oj a_holding corporation known as Frank paxton Company. Its subsidiaries and divisions include Frank paxton Lumbe, Co., Paxton Equipment and Supply Co., Patterson Brothers. paxton Prestige Homes, Import Lumber Co., pax-products Inc.. pax_ Panel, Lietz Co., Builders Assistance Corp., and paxton Reaity Co.

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

o Prompt delivery by our trucks o Immediate service on "will calls" o Complete milling facilities o New, modern dry kilns o Centrally located o Competitively priced