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MUDSILLS

BAXCO prnsure treated FOUNDATION LUMBER

*Wn"t else, Paul? For the past 25 years

BAXCO pressure treated Foundation Lumber has been safeguarding thousands of ITestern homes against termites and wood-rot. Pressure treatment locks in the chemical protection for keeps. And when you figure, Paul, that just one repair bill, caused by rot or termites, can run into hundreds of dollars-well, why take a chance ? Especially since BAXCO Pressure Treated Foundation Lumber adds so little to the total building cdst-just a few dollars. Write todav for free booklet.

PHOIOS BETOW rhow Store octivity ot fha brond-new yord which opencd Dec.mbs 15. Top photo show! lhc veLron D*ld C. C. Knight moking o <ounler !ole, olthough he cloims to bc "inoctive" lhete dqys, but good rcloil lunbqmcn (ond C. C. Knight lS oncl) nevq relly reliro; noia lhe plywood ponclirg dirploy on bock woll, ollro(tivo counlq, lhorc l€rrific afools for lhe cu.lomcrr'solr. ond the rock of plon bookr. Centtr photo showr some of sfore's ncrchondii€ itomt on iidy litlle irlond disployiwell-morked ond pri@d; olro nole vo@nl lot, lt9e5 ond di3tqnl mounloinr oul fronf window, n6n lighting ovd- hod in !lor.. lrys pholo thow. Store Sqlcrmen Bob ,{clandcz ( lsft} ond Bill Brighom by tho Bo.gqin C@niq ond thc trodemorked "Bill pi1g" lile rign of which the lumberyord i. q lo@l poiticipont; hordwore is dirployed on wollr

Knights Reopen Sqn Fernqndo Yqrd On New Site

"$ERVICE" is the way they spell it at the San Fernando Lumber Company-and $ERVICE is what they're giving at the famous San Fernando Valley's newest retail yard. As a matter of fact, THE San Fernando Lumber Co. is one of the fabled Valley's oldest yards as time flies in this fastgrowing section.

The retail yard of that name was started in 1918 by Hal W. Baly, who had started his own retail lumber career in 1899 with the old Kerckhoff-Cuzner Mill & Lumber Co. in Los Angeles. But this is the story here of Chester C. Knight, a kindly and highly respected dealer of the Southern California industry who has shown many a competitor what makes a retail yard click, and of the son he raised in the business, Gerald R. Knightqlfue, together, have created one of the smartest retail operations anywhere in the Southland today.

The present San Fernando Lumber Co. was incorporated just 39 years ago, February l, 1920, including the Van Nuys Lumber Co., doing business as San Fernando Lumber Co., under management of Hal Baly, president, and C. C. Knight, secretary-treasurer, until December 1954. At that time, C. C. Knight and his wife Mrs. Adelaide L. Knight (sister of Hal Baly) purchased the interests of the Balys.

The official Biography roster of the Southern California Retail Lumber Assn. says that Chester Knight embarked on his lumber career in 1901 when he went to work for the Gualalo Mill Co. in Mendocino countv. Calif. In 1904. it adds, he moved to Wilmington and acquired a one-half interest in the Lumber Survevors Assn.. which was sold in 1908. Dealer.Knight, who admits he can remember the oxteam days and is trying to take the dealer's life a little easier nowadays. was himself raised in the industrv in which his fath6r,-Charles, was superintendent of a mili for lJnion Lumber Company in Mendocino county.

Until December 15, just two months ago, Mr. Knight operated his successful retail lumber business at 1229 San Fernando Road. It had earlier been the site of yards operated by Curran and then E. K. Wood, other respected names in Southern California lumber retailing. But the increasing land and real estate values in every section of the Southland, and burgeoning taxes every year, forced Dealer Knight to relocate on the new site. So the 1959 San Fernando Lumber Companv vard is now on an enviable corner site at lst and Hutibaia',q.venue in the city of San Fernando, a few blocks away from the old yard site.

The move was planned for th'ree years arrd, as you study the careful planning evident everywhere, the convenient layout of every department, the thought given to future expansion possibilities-you can understand that these dealers know their business.

The new location is right at the edge of the present town and still affords an unbroken view of trees, lots and the mountains beyond. BUT-the word is out that a huge shopping or industrial center will eventually go up just across the street. And what retail lumberyard wouldn't. envy THAT proximity? A railroad spur is just across the yard on the east.

'\rrrl so I)e:Ller Chestcr Krriglrt s:tvs, "\\'(' ar(' startiltg ltll ovt'r ag:rin," u itlr his soll (;cral(l Krriglit ils stcretar_\'lreasrlrcrr oi thc c()nlpatt_\-zrlr(1 lllilnilgcr ()i th('\'ar(l t()(l:I-\-.

(Correction : Jerry Knight says it is a STORE-not a yard-and more power to him for this forward-thinking, modern-day merchandising outlook.)

C. L.. Iinie-lrt scrve(l exccllentl_r' iIS nl:Irrag('r' of tltc cotrt prLn,r'iroru 1()21) to 1().5-1.,f crrf is rr<,n'irr chargc of the olrer;Ltions ":rrrrl <krirrq-a lntc'.job," sa-r's C. C. Krright, fol1o*'ing irr lris rlarl's succt's.ful footstt'1rs.

-l-hev have tlre ttcrr'\'ar(l rntir('lv colcrcd u'itlr blacl<totr, uitlr;rrr.l,ell \tcel lrrrililirrg rrlxll{ l';Lrtrl -15{ )0.,1. ft.,,i,,ltir't' lrrr<1 .:torr, arrrl ;r 22r80 nrorrl<ling :rncl lrl,r'n'ootl sherl. 'l'he :rcconrparr-r'ing' photos spe:Lk n'ell cttough for tlrcrttserlr-cs oi tlrc 1:rlorrt an(l :rrrangcrnent oi tlrc sireds iutd st()rt rlelr:rrtrrrt'rrts.:Lrrrl thc frrtrrrc of thc tn-o-nronths o1<1 "stort"'is still irr the f utrrre.

"\\'e rcall,r- rlon't krron' r't't jtrst e\actl-\' n'hat t,r1re tratle n,e n'i1l :rctrra.llv slroot ior." :rrlnrits \-oLllrg .l crry Iinight.

'l hcr' <1, knurv thirt tlrev u'ill cultivate tlrc larlr'-shoupt^r. -1ill .,lrrr.tlring ,,i lt r:rritrl irr r','tlil lllnrh('r'\ rrr(1..'lltrt ili. r'c ;rrc srrch tlrirrgs bt'cause l'he ,\lcrch:ult firra11r- got lr photo- irr ltcti()rr rLt tlrr stor(' rIltd c:trrVittg lter 0$ lt llo:trrl ottt t0 lrt'r t'ar.

"We rather like waiting on the ladies," says Jerry Knight in answer to our question on this subject. "They don't know what they want and admit it-and we can helo them with their needs and make sincere future cusiomers of them.

"'l'lrat's orrr of tlre thirrrrs \\'e'rc zlilning fr,r," he s:rir1.

.-\ I)o-l t Yoursclf (le1)irrtnrelrt n'i1l rrrobablv conrt' lvlre n tltr rltrLlers lt:Lvt ltlt,l ttt,,t'r: cll;trt(c lr,:lttrlv llit'f],,n,,f-cll. tonr('r tralhc irr tlrc infarrt storc. thev ll:o c-r1,t'11. This "study" can't take too long because on a recent Saturday morning there were 35 cars on the yard's parking facilities at one time. The yard, incidentally, is open from 7 :30 a.m. till Noon on that day.

.\sl<c<l :rbout Corrtr-act()r l)usincss, C. C. I(rriq-lrt. rvlro still r:rcks up a rlrrick, slr:rrp arrrl conrlrlt'te sale hirrrsclf u-lrcnc'r'er 1re's in the storc (as arrotlrcr- 1)ll()t() pr()\'('s ), saitl tlrc llrln (Corrtinrrc<l on l):rge l(r)

SO SHE PAID HER MONEY, picked up her boord ond wenl home lo do-i1-herself. Yep! Thol's o sure-enough, genuine lody lumberyord cuslomer there ot the righl, picking up the boord she hos iust boughl from Jerry Knight (cenier) ond loking it oul lo her <or porked on lhe yord's loi bv the side enlronae

U.S. Plywood Offers New Greqtive Selling Gourse

A course designed to teach creative selling as an import_ant step on the ladder toward higher profits has been developed by United States Plywood Cbrporation as a cooperative sales-service aid to its nation-wide network of lumber dealers.

Playing to a standing-room-only audience during its preview at the recent NRLDA convention in Chicago, the program was hailed as olle of the most thought-provoking ever offered. #

A departure from the pedantic, stereotyped approach to sales training, the six-point, take-home study plan, packaged for easy handling, contains three segments :

1. A set of tl-rree records, each side relating in narrative fashion a ten-mirrute dramatization of the how-to's and how-not-to's of salesmanship within each of the six categories:

(a) Creative Selling.

(b) Weldwood Fir Plywood, Related Proclucts and Their Uses.

(c) The Paneling Department Concept.

(d) Selling Decorative Paneling.

(.) Selling Pine Plywood, 3f,, Weldwood Plywood, Duraply and Novoply.

(f ) Finishing the Installation.

A skilled sales veteran, Frank, explains to Scotty, a serious-minded neophyte, the profit-elements of crejtive selling in a humorous -and human-interest discourse.

2. A Sales Training Manual, outlining the A-B-C's of the skilled-sales formula, with sketches graphically illustrating the points involved at the point of1al-es.

3. A questionnaire designed to evaluate the student's receptivity to the major selling points suggested in the course. In the form of a self-mailer, the questionnaire may be sent to tl.re United States Plywood home office for graci- ing. Certificates of merit will be issued to all students who receive a grade of 75 or over.

The cost to the dealer is $12.00 for the records, manual, questionnaire and grading. Extra sets of home-study material, excluding records, are available at $6.00.

Mottq in New D-G Rerqil Spot

Clrico, Calif.-Lester J. Motta, 29-year veteran with Diamond Gardner and the former Diamond Match Company, has been raised to assistant division manager of the California Retail Division. He will supervise all financing, credit and collections for the division. Motta started as a bookkeeper and has served in various accounting and financial positions throughout the division.