" BUY AMERl C AN" AMERICA]I HARDWOOD GO.

Universql C.l.T. Executive Soys Ample Credir ls Avoiloble

The exploding shell-homes market ofrers lumber retailers ,,a golden opportunity to climb aboard one of the fastest-growing segments of the home-building industry," according to a top executive of the nation's largest independent sales financing organization.

"The potential for shell-home sales is virtually unlimited," said Joseph C. Ekkers, vice president of Universal C.I.T. Credit Corporation. "And the lion's share of this market can go to the lumber dealer, provided he seizes the many opportunities that now are open to him."

Ekkers, who emphasized the availability of C.I.T.'s shell-home financing plan in a talk before the 1961 convention of the Southwestern Lumbermen's Association in Kansas City, says the shell home is "the logical answer to the housing needs of millions and millions of American families who do not have access to traditional mortg'age financing."

The C.LT. plan, which is now available to qualified lumber dealers on a nationwide scale, permits the customer to finance the "shell" or basic structure of his home-foundation, roof and exterior walls-before the home is completed. The dealer provides materials and labor for erection of the shell and receives payment in cash from C,I.T. The buyer then makes monthly payments to the finance company over a period of up to 10 years. fn most cases, the lot on which the house is to be built serves as the downpa5rment,

The home buyer who is handy with tools may complete the house with his own labor, says Ekkers. It is anticipated that the plan will find its widest use in areas outside densel;r populated metropolitan and suburban reg"ions.

Advantages of the C.I.T. plan include quick credit approvals and collection service by the finance company, Ekkers states. Investigations are handled through C.I.T.'s nationwide network of more than 400 offices, he points out, and customers' credit applications "can often be approved in a matter of hours by telephone."

"Our surveys have shown that there is tremendous interest in shell homes, particularly on the part of 'do-it-yourselfers,"' he says. "There are millions of families who would jump at the chance of buying a home if they could get financing for the basic shell and do the rest of the work themselves. But you can't expect them to come knocking at your door; you have to tell them about your product."

C.f:T. is ready to assist dealers in merchandising shell homes and in making effective use of instalment credit as a selling tool, says Ekkers. He adds that the typical buyer of a shell home ,,almost never pays cash. And he's less interested in the totai price than in the size of his monthly pa5rments."

"Skip" Hubby Wirh Koiser Gypsum In Son Bernqrdino

Lindsy "Skip" Hubby has been appointed sales representative for Kaiser Gypsum Company in San Bernardino County.

The appointment was announced by Tom C. Donovan, Southern Division sales manager for Kaiser Gypsum.

Hubby will represent the firm's full line of building products in the San Elernardino area.

37 year veteran Eddie Bustillos, hyster operator and the new storage "lumber trees" tor tast selection of stock,

Executlves of the firm include A. W. Ritzinser. secretary of the firm; Elmer Steahr, gen' eral manageri George Coons and Ben Palmel sales diviCion. Ruth Schimmick, cashler and Jean Montgomery, telephone operator-receptionist.

(See PAGE 5l For StorY)

Looking forward to the boom of the 60's Richard T. Ambrose, president Ambrose Mill & Lumber Co., Santa Barbara, California, and his general manager Elmer E. Steahr made a complete study of their merchandising methods and decided to expand the retail store and make a direct bid to the week-end ,,Do-It-yourself" contractor and shopper. Out of these extensive plans the ,,Ambrose Annex" was born inaugurating' a new method in sales policy to adequately serve the cash sales customers and shoppers through- out tieir trade area.

A brand new retail store was built and stocked during the summer and fall months and early in November was offered to the public with a three day Grand Opening of the .,Ambrose Annex." The new venture was an immediate success. During the last six weeks of 1960 over the counter cash and carry sales increased approximately 500 (hundred) percent over any compa- rable period of this 40 year old retail organization. A three day "Grand Opening:" was held which attracted thousands of potential buyers from all sections of Santa Barbara and Ventura counties. A well planned promotion campaign was directed to the public by the use of full page copy in local newspapers, radio spot announcements and direct mail. Special door prizes of flne merchandise handled by the firm were presented those attending the opening days, which was topped off with the grand prize of g200.00 worth of Georgia-Pacific pre-finished wall paneling of customer choice.

Every conceivable builders item is carried in stock, including hardware, paints, roofing, power tools, fencing, cabinets, concrete, wall surfacings-and of course lumber for every purpose. All items carried special prices to attract the new home builder and the do-it-yourself contractor who just had a special remodel job for the week-end." Especially priced leaders w-ill be a definite policy in our new shopping center, not only to appeal to the bargain hunter, but to offer solid values to the shopping public,,, said general manager Elmer Steahr.

In the enthusiasm of the new annex promotion the regular general contractor has not been overlooked in any way, it was said. Plan rooms for the building contractors in the general offices are being expanded and completely remodeled. A special sales staff is maintained to confer, and assist, builders at all levels. private rooms for home builders are available where materials may be selected in a quiet atmosphere from brochures and samples of aU items required for every job-be it one house or a tract develop- ment.

Excellent housekeeping is evident throughout the huge plant. President Richard Ambrose designed special lumber treei for use in the yard storage area for fast selection and availability of lumber items in various sizes and grades. ,,By using these stoiage racks it improves the appearance of the yard and cuts clean-up cost to a minimum," said Charlie Jaehning, g.eneral superintenden[. "And, of course, handling and labor time and costs are held to a minimum also," he continued.

It requires 44 units of mobile equipment to keep the action humming at Ambrose Mill & Lumber, including hystLrs, carriers, trucks and trailers. T\vo big diesel rigs are in constant operation, along with smaller trucks, maintaining a constant flow oi lumber into and out of the plant.

The modern custom mill is completely equipped with 12 units of machinery, including resaw, stickers, planers, etc. .,We are geared to remanufacture most all of our demand items and also offer our clients special customer miUing," said superintenddnt Jaehning. The miU is adjacent to the 10 car Southern pacific spur track to expedite handling of materials into and out of the plant, and to cut down on the cost of operation.

Ambrose Mill & Lumber Co. was established in Santa Barbara early in the 1920's. ft now requires the services of more than 60 employees to handle the volume of sales. John p. Scott, veteran salesman of the firm, was named manager of the new self service store which is directed right to the consumer dollar. The sales area of this new improvement is immaculate in every detail, as is every department throughout this progressive organization.

"Our plans for the decade ahead call for continuous expansion of sales and operations to stay abreast of the changing times and methods of conducting business,,' said Elmer Steahr. ,,We shall keep our plant and yard in first class shape and always staff an alert organization so that our personnel will be ever in a position to cope with the demands of the buying public, the mills ind the wholesale distributors who supply us with the necessary materials t9 keep our inventory flexible and complete in every detail from the largest to the smallest item," he declared.

Shutters

Shutter

Shutter