Greoter Volume ond lncreosed CATAVERAS CEMENTS Prof its with

zrdecl.uate and many of rePalrs.

Over one-half of the their orvn homes.

u'hich are badly in need of major families in the United Statcs own

To prerrent deterioration of these homes and to er-rable the homeou'ners to expand and upgrade their homes, thereby preventing future slums, s'e should, to the exteltt possilrle, encuurage hc,me improvements.

There are several proposals before this committee r,vhich u.ould offer the average horneou,ner some inducement to kcep his l-rome in good repair, by permitting him to deduct fror"n I'ris income tax a pclrtion of the cost of such repair. We belier,e these bills merit careful consideration.

We do r-rot believe that this legislation rvoulcl result in a revenue loss. It is our considered opinion that the stimulns u,hich this legislation u'ould proyide in the home improvement business, inclrrding the increase in the use of materials ar.rd labor, u'ould more than of1'set ar.ry lclss of revenue from the homeorl,ners n-r:rking the improvement.

Construction represents a very important segment of the nation's ecorlomv. Arr importaltt part of the c<tnstruction picture is tr.r be found in the home-improvement fielcl.

When we mav be faced u'ith a sagging economy or the possibility of a iecession, an\. stimuliri giver-r to the l-romeimprovement lrusiness u-ould plav an important role in bolstering thc general economy.

\\''e urge vorrr careful cor.rsideration of tl-ris proposed leeislation.

General Income Tax Relief

The thousands of retail lumber and building mlLtcrial dealers of the nation join otl"rer business firms and indivi<luals in their belief that income tax rates are excessive ancl should be reclucecl at the earliest possible tinte consister-rt n'ith our goverumeut's demands fcrr revenue to pror-ide ar.r adcquate n:rtirtrral defense and to continue the neccssary frrnctlons of government. Present high income tax rates stifle initiative :tnd discourage the expansion of business.

\\re are hopeful that :rrry additional experrtlitures found to be trecessitrv for defense can be pror,idecl u'ithin the framen'orlt of :r liallrnced budget.

Hundreds of lumber and building materials dealers are cashing in on the popu- larity of Clahveras qriality cements. Calaveras gives you a full line of cements underone brand name, from a single source of supply:

To acconrplish this, a re-apltraisal of mar.rv of the nondefense itenrs ir.r the ltudget rvill undoubteclly have to be made to elinrirrate or postpone those programs rr'hich, although thel' may be desiraltle, are not as urgent and as important at this time as an aclecltrate defense.

If the Congress in its u'isdom. l:rter in the session, determines that some general tax relief, or tax rate reform, is lrossible, then u'e are hopeful that the Congress rl'ill approach this issrre in a bipartisan mernller u'hich u.ill have the n.rost beneficial e11ect upon the entire economy of the natirin, taking into consitleration tl're circumstances rvhich exist at that time.

In considering t:rx relief or adjustment, n.e believe that it u'oulcl be ill-adr.isecl to consider Diecemeal tax reduction by granting discrimirrat,,rr- relief io particular groups of taxt)avers.

Top quality Calaveras products give you another advantage-rapid delivery to all parts of Northern California (and in the case of Calaveras white, throughout the eleven 'Western states). Start stocking Calaveras today!

\\thatever tax rclief thc conrmittee lray see fit to provide should be equit:rbl\. sl)read across the board, both as to inrlivi<lulrls and c,rrp,,rirti,,rrs.

On behalf of the 27,000 retail lumber and building material dealers of the Nation, I respectfully urge this committee to carefully consider these recommendations.

1. Amencl the tax lien l:ru'to orovide that the tax lien is rrot valid as agairrst a mechanic's or materialmen's lien unless notice of thc tax lien is filed.

2. Taxation of cooDeratives on the same basis as other corporation s.

3. Income tax clecluction for home imorovements.

4. Ceneral tax relief.

Tn conclnsion, I n'ant to thar.rk the Cl-rairn.rar.r and the members of the comrnittee for this opportunity t() appear before you and t() present these recommendations rvhich ;rre extremely important to orlr inclustry.

Here's a sales tip for dealers who are looking for new ' :uses for some of their present product line. Sisalkraft Moistop, generally sbld as a perlnanent vapor barrier, can also be scild for irrigation check dams. Moistop is a poly-

,ethylene:Sisalkraft combination which was introduced to dealers list year. Because of its comparatively low price, the farmer can pulghase enough Moistop to set all of his , dams at-the beginning of the season. Since the dams can be raised,:or lowered, during consecutive irrigations, they inay be left in pl,ace all season, thus eliminating costly re-setting. Farmers in Nebraska and Texas who used - Moistop last year reported cutting their irrigation labor -. cos'ts as m,uch as 2/3 for the season. Moistop comes in

I roll Jorm in widths up to !)6/. ^

$$$

Sales procedures proved profitable in one field often can be used successfully in other fields. So readers might find interest in this:- displayed on self-service gondolas which are manufactured by the Compton wholesaler. Hazelton Hardware has been a pioneer in self-service merchandising for the hardware and lumber.trade. Starting several years ago, the firm found a demand for manv additional items in visible pack, To satisfy this demarid it was soon found necessary to establish a separate packaging division to repack the merchandise of other suppliers. The packaging division was later changed to a manufacturing division when the fabrication of display islands was added. Catalogs and illustrations were fciund inadequate to successfully present the firm's mercha-ndising plan, so the mobile display unit was planned. John Cate, Hazelton salesman who had specialized in self-service promotion, was placed in charge of the project.

Complete even to the kitchen sink, the tq4iler has halfisland displays along the walls simulating an aisle in a store. A 3KW generator mounted on the truck is remotecontrolled from the trailer. This power unit furnishes current to operate the fluorescent lighting and air-conditioning unit in the trailer. Power outlets are provided for lighted displays and for demonstrating small power tools as well as.operating the electric coffee maker.

Dwayne O. Larson (left), owner-manager of Wilming- ton Hardware, Wilmington, Calif., and his power tool buyer Jim Jarosch with WEN Nd. ,1O-W Self-Merchan- ' diser-Power Tool Display Board. On the Board are four leaders of the WEN iine of electric power toolsa "Quick-Hot" Soldering Gun, power Sander, power Saw and a power Drill.

' From this one small compact display costing $55.88 complete with its tooli, Wilmfi ion Hardware sold $931.85 worth of WEN items in 90 days. And Wilmington still has the Board-;is still selling tools-stil'l banking profits. Noyes Hardware, -, SwampsCott, Mass. rtported $84Z.SO. .Others did nearly as well-Terriffic turrlovers, arenit they--on the small investment-and small space required?

' Says Mr. Larson of Wilmington Haidware (he's also president of Pacific Southwest Retail Hardware Asiotiation), "WEN No. 10-W Boards make new power tool customers, sell new items to old customers." WEN No. 10-W Po,wer Tool Display Boar'ds and electric power tools (there are now 11 items in their line), are available from WFN PRODUCTS, INC., 5808 Northwest Highway, Chicago, Ill., and their jobbers. Wilmington Hard- ' ware got theirs through American Wholesale Hardware Co. of Long Beach and Southwest Hardware Co. of Norwalk,California.

$ $ $

Cornpton, Calif.-P. B.. Hazelton Wholesale Hardware has recently put on the qoad their "Mobile Sales Room." The unit is now calling on hardware: stores and lumber yards in Southern California; it will also travel in Arizona, according to Howard Padrick, sales manager. A complete assortment of "visible-packaged" rnerchandise is $ $ ',.$'

Forty basic "Peg-Board' fixtures packaged in a complete home workshop kit are offered by Masonite Cor'ioration as a conveni'ence to retailers and customers. The assorted inetal fixtures, which fit the r/sn' "Peg-Board" panels so popular for home toolboards, come in a cardboard box V'x3n'xlOfr", designed for easy stacking on conventional-sized shelves. Six kits are packed,in a standard carton. The suggested retail price, $2.85 for the 40 fixtures plus 27 hook stabilizers and eight panel mounting spacers, is the same that the customer would pay for the items if bought separately. Dealers'profits, however, are improved because of. the less handling inriolved, and the sale is for 40 fixtures rather than a feweg number. Included in the package are 25 single hooks of various types, two double hooks, a multiple tool holder, two shelf brackets, two plier holders, four loop-type tool holders, four clip-type holders, plus the hook stabilizers and mounting spacers.

WilI\DTII{G - I\ATHAI\ COMPANY

ll

564

2l85

Ofices

A lumber friend wrote us that he thought one of the best jobs this journal is doing is making better neighbors of lumbermen. A fine thought, and one that is appreciated.

When you make good men good neighbors, you have done much for them, for the industry they serve, for the business they are in, and for the territory they serve. And when you make them better neighbors, the service they render is that much better.

Bruce Barton, in his splendid book, "What Can A Man Believe," says that: "Faith in business, faith in one's self, faith in other people, faith in the country-this is the power that moves the world."

The phrase "faith in other people" is one of the prime elements that will make lumbermen better neighbors. "Faith,in your competitors" might well be added to the list. For truly, competitors are the life of trade, the spice of life, a great constructive element in the life of every business man.

Without competitors, the average man would just be jogging along in an ever-deepening rut. Your competitors are what keeps you on your toes, seeking ways and means to make your business more efficient.

If justice were done, every Thanksgiving day the sucessful merchant would send a card to each competitor that reads:

"Thank you for keeping me alive and on the ball." For your live competitors are good neighbors.

Promofion lor Jerry Clough

From "Splinter Sticker" to "Ofnce Sales" is the assignnrettt given Jerry Clough, rvellknorvrr y()1111g lumberman in the Southern California area, r,l'hen Allan Hu11', l-readman of Huff Lumber Co., Los Ar-rgeles, annorrncecl the pronrotion. Jerrl- has a rvellrounrled eclucation in tl're lumber business, har.ing spent his earl1. <1a1-s in the yard with the San Peclro Lrrmber Co. He later u'as assigrrerl to the shiplring rlepartment before joining the operatic.rn staff of a Sotrthland rvholesale clealer. His exuerience covers all l,lrases of rvlrolesale -r'arrl- rlistributior. shipping and sales. He is u'ell-clrralifietl for his ne\\' post u'ith HulT l-rrmber, one of the leadirrg t holesale organizations in the Los Angeles territory.

SCRTA Seeks Informotion on Stoder Boqrds ond Decking

The Lumber Grades committee of the Soutliern California Retaii Lumber Assn. is seeking certain infornnation from its members abr>ut Starter Boards and Roof Decking stocks solcl in Southern California to be rrse<l in its negoti:itions rvith the various Llrrilding Departments regarding use of the rrroclucts locallv.

Yucccr Volley Ycrrd Joins SCRTA

The Desert Ruilders Emporium, P. O. Box 805, Yucc:r \rallev, Clalif., has joinecl the Southern California Itetail l,ttnrlrer Association. Orrie Hamilton reportcd -]an. 30. The officers of t1-re retail yard arc X{ortorr N. Rosenbaum, o\\.ner; Sol 13osscl, y:rrtl manager, and Sam Rosenbartrn, sales manager.

Deqler Heqds Kiwqnis Club

La Jol1a, Caiif.-Burt A. N{cKinrrie of l,a Jolla, manager of the Point J-oma Lumber Ciorrpany, San l)iego, rvas installed January 11 as president of the Point Loma Kiu,anis Club :r-t the annnal dinner.

Hqrdwood Meeting April I

t Seattle, Wash.-The next meeting of the Northu'est Harclrvo<-rtl' Association has been scheduled for April 11 and 12 in Seattle.