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if the customer wishes to patronize that department alone, off the yard, or off the store. It's an ideal outdoor, typically California arrangement that many retail yards may wish to copy.

Incidentally, before we go any further, it should be reported that Earl Stevenson, manager of the Gibsons' Victorville yard, and Dungan Gibson laid out this whole Indio operation, including the retail store.

Manager Al Heuer believes in advertising the retail lumberyard, too. lle will take ads in the local newspapers; broadcast over the Indio radio station, KERO, and use some direct-mail approaches to his potential customers.

"But the personal contact is still the best way to reach the homeowner, remodeler, builder and handyman," he declares. "And we'll push the world out of good old-fashioned Service," he said, handing The Merchant his business card (Continued on Page 83)