LaE PE.KY .EDA,R

"Lor,clv to livc rrithl' bcst cxprcsscs thc wurrlth urtcl dimcnsion . . thc "fecl" crcatccl bv Lanr-l-oc Pccky Ccdar. Its unusual tcxturcd surfrlce clur llcccnt or nrodullrtc . . bc bright or rcscrvccl to nurtch thc cxact moocl you rvish to creatc. Its high acoustical r"alucs surlgcst plavroonr. fanrily or nrusic roonl uses or Vu'hercvcr you want to cornbinc quict with natural bcautv. Hi-1i lrnd stcrco cnthusilLsts lincl it a pcrfect cr-rrnpunion. Exccllcnt insulatins charactcristics. finc clinrcnsionll stlLbilitv and stcrn rcsistlrncc to dccav are strong rcconrrncndlttions frlr imaginirtive extcrior uscs. Accent rvalls. cirbanas. I'cnccs. nrountuin ancl bcirch ltouscs arc but a fcw <tl'thc lrpplications u'heri: [-lrrrr-l-oc I'e cky ('cdur cillr lcnd cnchantmcnt to natural surroundings. l:it'; \rrr \rll!ji!

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{.n \ltrrrctirc f)rglrnizt'r '\s r lrlr.:kgrolnri t()! iir\ t.ilrring lrr{ lrcii\ilrar\ ()r 1Or. ilrtcrc\ling gttrirfing ()f itLL!n1 lylrjg,:l:. l.lrrrr i-oc Pr'cki ( ecllit conliilitle\. l)ul tioesn l cnlltpetc. It's :r rlrr'r,n sirluti0n 1ir nrrnl tlesign pr'()blcll\.

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I nites Function :rnd Bcaull ('or,"rrncr,rilil Llcrigtrtr r have fotrnd I rLrn'l .oc l'eck1, (-edlri io lrc a practic:rl, ]o* cosl lln.\rr'ar w hcn a (lrtriirrla. rlce or atit c siri'f :rce nrlr\i trc c()ilririnitl $'i1h g(lotl ircolt\'Lie.!l:r11(l in\liiiil ing chrir,L''tcrisl ics.

I,),r' tl t t si t' t' Lr t tt t - L, tt',11 r r ti t t .f a r'l t t t'i i r 1 I' rr tr t'xs l-ltnr-l.oc l)cckr' ('cclar corncs lr-orn thc ('lrlifornia arttl ()rcgon hir:h c()ulltrv trnci is ol thc rrortlrucsl inccl.tsc vltrietl,. Ils pcck rs thc rcsult ol lr nrrtrrnrl phcnonte rron it lrrn!t,.rs grou,tlt w lrich stol'rs tlrt nr()nrcnt thrr tr-cc is fcilcrl. Our cxclLrsivc rnanullrcturing proccss cloe-s ihc rcs1.

[:ir-st. nc sclcct oltlv ltourcls r'"ith an ovcrlrll Pcck to insur-c l lrrll niatcircil te rtulc. 'l hc ltcckv boarcls irrc thcn iulninutcrl bcttccn t*'r'r solirl cctllir'lroalds

". uring thc slrnrc irrocc\s lrs rrpprorcrl lirr- lurnin- lrlcd slructural bcutt-rs..A srr* cut is lhcrt ntrclc thc lcngth of thc pcckv btlarcl. pr.otlrrcing tu,o Picccs of plrnciins. l-hc inciivirlulrl picccs lrrc thcn rcciLrccrl tt'r 't'r " tlrickrrcss br' pllinirrg thc birck irp bolrrrl lLrrrl thc srrrflrcc slLtrcl hjlstctl lo lcnrorc solt Illticlcs I'rorrr tirc pccks. l:inlrl stlrsc irt the ltloccss is 1'rioclucing thc tonguc rrncl !roolc ltncl cr"rtting to lcntth. ()trr nlrnullrcttrring tcchrriclrrc ntrkcs ln liilhlc luiqc rjurrntitie s trl thrs gctrttitrt t ttrttl lttrtrtlirlg llt lc\s cost thlln tnost rnr itlrtions.

I lri. ;rnLl ror e r rcritie rtrr (lc\ignr(l It,, I Lrniilrcr r:. ,\r'rtte l l,rrri [):tr i. .\relrilr:r'ls. (ilcrn \\ I un(il,crg. I)irtilor. (icorge \4Iilliirrrr.. BLriltlcl.

II()\\'I'() ()ltl)l-R I.lrr I ()c l)cckr'( ctllrr is rr\ilillible thr(){t!it \()tit' Ioclrl lttrrtbcr tlr,r]cr. \\'hcn tlt'tcrntinilr!l thc lrrcu lo l)c e()\rrfc(1. r.nrcnrbcr ii " l.lrnclin-r .i\'.-tiI l" lrntl Il" Irnclitrt 1 1". \irLrl tlc.ilcr ri jll l.c hll)lr\'to help lrrtr :clccl thc right lLnroLrnt. Hc clrrt lrlso.LiPnly llrri.hirrl .1. tt. .rtrrl irt\l itt\'l i,,lt\ l-lutr-l-rrc I'cck1' ( ctlrrr is un ct:lttsir c l)r'rr(luet o1 [:ti J:oLtntltin [-rrrrbcr ( ()nrpiin\ 6] lti So. Hoo|e r ,\rc.. l-os .,\n-qe lcs. C'lrlil. .\lsrr nrrrnrrIlrctrrrct-s 01 I-lLnr-l-rrc Bclrnrs.

John J. lvlulrooney lefi) exe(ulive vi(eplerident N-AWIA

J. Wqrd Allen { righr} pregident, NotionqlAmeri(dn Whole:ole Lumber Assn.

will involve a new direct-mail program as well as stepped up trade-press promotions.

Included in the program was the 3O-minute film, which was shown before acliournmellt {or lunch. "The Devil to Pay." The film, rvhich was producecl by tire National Association of Wholesalers, \A/ashingtor.r, D.C., was made available to N-AWLA tl-rrough its affiliation with NAW and stars film veteran Buster Keaton as the Devil u'ho brought down complete chaos on the country with these three "terrible" words: "Eliminate The Wholesaler." Wellacted and produced, the film is available to all service clubs, meetings and gatherings, alld sl.roulcl go a long uray to combat an altogether too popular cliche that "tl.re u'holesaler is just an inclrrstrv leech."

Highlighting the aftemoon sessiorl was a lengthy cliscussioll of the Association's new "Sales-Training Program" (outlined in the Feb. 1 issue o{ CLNt).

J. J. Mulrooney, iu noting a crying need for "creative sel1ing" in the industry, introduced Sidney Ed1unrl, rvho rvill administer the correspondence-type, 9-mor-rtl.rs course. Edlund, ex-president of Lifesavers, h1c., who, incidentally, still looks as if l-re cotlld move a few T&T's of them if so inclined, now operates Sidney Eclluncl Associates, a management-sales consultant firm hirecl by tl.re Association to l)resent tlre sales training corlrse.

In spending the last few months briefing himself on the Iumber iudustry, Edlund noted that he n as struck by several facts uniclue to the ir.rdustry, facts all too obvious to most of the lumber executives present. E,xpancling or.r the need for "creative selling" in the inclustry, Edlund l1oted, "You can't do creative selling unless yorl are selling rvith the end-use in mind. We will teach clevelopment of objectives, not subjects, as taught in most schools. We will accomplish this tl-rrough a cooperative program designecl to benefit all of us through our individual experierlces and solu tion s."

A few salient facts from his brief slrrvev of our ir-rdustrv: "The lumber industry seems to me to be ihe most complix . ancl confused. Not only does it have the usual internal competition, but it is being constantly infringecl uporl by other inclustries.

"There seems to be greater opportllltity l-rere than in most any otl-rer industry I've seen, rlnexplorecl ar.rcl yet unknown markets that 'rvill soon become a reality through wood promotion and research."

Edlund had a pat o1r the back for the r.rlan or1 the {iring line, the man 'lvho moves tl-re u'ood :

"Almost more than a1ly man I know. the lun-rber salesman is in business for hiniself. Not only must he be a salesman ancl knou' his rvoorl. brrt he n.rust be a buver. a market analyst, a financier, a cliplomat and collectioir expert ancl all the other things tl-rat go into con.rpleting a sale."

(I{r. Ecllund might also have noted the need for a castiron stomach and the ability to reacl his competitors' iuvoices upside down while he was at it, too.)

Following Edlund's run-dor,r'n on the sales profJram, the meeting was turned over to the men.rbers for a spirite<l floor discussion regarding the program and other aisociation activities. N-AWLA's credit service cante under considerable discussion, as did tl-re moclernizatiort of membership standards.

Floor contributors included Tecl Talbot. Iicl Fountain. J erry Bonnington, Erv Bartel1, Sterling \\lolfe, Bob Middleton, Joe Shipman, A1 Bell ancl Lew Goclarcl.

It rvas a good meeting, one wl.rich accomplished its purpose : It brought the Associatior.r out to its members. It kicked off what should be a valuable sales-trainir.rg program specifically designed to 1-relp the salesman move nlore \\'ood...profitably.

Those attending the meeting included:

Hugh Rosaaen, Bo Ahrens, Jerry Griffin, Califomia Sugar and Western Pine Agency; Howard Libbey, Lloyd Hecathorn, Arcata Redwood Co.; Harry Hood, The Pacific Lumber Co.; Chet King, The Robert Dollar Co.; Chuck Clay, Jerry Kelly, Forest Products Sales Co., Inglewood; Ted Talbot, Joe Shipman, Dave Davis, Talbot Lumber Co.; Jack Fo,,rd, Ralph Prouty, Tarter, Webster & Johnson, Inc.; Ed Fountain, Frank Bader, Ed Fountain Lumber Co., Los Angeles; Wendell Paquette, Lumber Sales Co.; Bob Middleton. Redding; Leslie G. Passmore, Central Valley Lumber Co.; Bill Smith, Smith-Robbins Lurlber Corp., Los Angeles; Jerry Bonning- ton, Bonnington Lumber Co.; Henri Barbe, Larry Owens, Hallinan Mackin Lumber Co.; Sterling Wolfe, Marquart-Wolfe Lun.rber Co., Los Angeles; Hac Collins, Fred Turkheimer, Twin-City Lumber Co.; Ervin Bartell, Scott Lumber Co.; Al Bell, Lew Godard, Hob,bs Wall Lumber Co., and J. Ward Allen, president; Jack Mulrooney, executive vice-president, and Don Andrews, western managerNational-American Wholesale Lumber Assn.: Phil Farnsworth. ex-