GLUE I,I\MINATEI) BEAMS and ARCIIES

Selling to Retail Lumber Dealere Exelusively CALIFORNIA SUGAR & WESTERN PIll-E AGENCY, Inc.

Wholesale Distributorr of Forest Produete Since l9O4

P. O. Box l.i3

with single glazed windows, transmission heat loss represented $103 of the annual operating cost. Insulating glass cut this to $54; double glazing to $45; and triple glazing to $35. All figures were based on use of windows with wood sash.

An efiective point favoring wood windows with insulating glass have 26'h and 36% less transmission heat loss than insulating glass windows with metal sash.

He used a chart to illustrate how sashnot glass-can cause window condensation. It showed, for example, that at an outdoor temperature of 20oF or lower, condensation forms on aluminum or steel sash when the indoor relative humidity is about 27 "/"

BURLINGAME, CALIFORIIIA ( f l5) Dlamond 24178

but'will not form on wood sash even if the humidity should rise above 65%.

Spring Remodeling Compoign

Dealers promoting spring remodeling business can tie in directly with Marlite's spring promotion plans in magazines and on network television. Full-color advertisements are scheduled in leading consumer magazines, including Better Homes and' Garderc, House Beantilul and numerous building and remodeling publications.

In addition. demonstration commercials will appear on NBC's Today television pro' gram hosted by Hugh Downs. Frank Blair and Downs will present the commercials with special emphasis on the new line of Mural panels. monufocturers represeniotives ond importers of *plywood *doorskins *lumber rthordboord'*

The three-month spring campaign was conducted during March, April and will continue during May. Special point-of-sale materials include a wind/wall banner, product identification display stickers and a unique "Dial-a-Mural" counter card which enables customers to view, one at a time, the complete line of Marlite Murals in a full-color bathroom setting.

The colorful promotion material will be distributed by Marlite representatives and wholesalers.

OtD TIMERS NIIE AND CONCAT

(Continued. lrom Page 19) equipment for the concatenation was handled by chairman Ken Kenofiel and his committee. Monitor for the initiating nine was past Snark of club 2 Harold Cole.

The musical entertainment was by Joyce Aimee, viewing was su'pplied by California Wear models under the direction of "Mickey," their voluptuous leader. The star of the show was Susan, a vivacious young artist who could dance everything, including the waltz. The conclusion was a community sing under the leadership of Dee Essley, assisted hy Ken Conway, who carried the audience through numerous old and popular songs. Included was the famous'oHoo-Hoo fight number," which was introduced at the International Convention held in Los Angeles 15 years ago.

W.ally Lingo and his committee members did a splendid job for the Old Timers. But there is more to come. Lakewood Country Club on May 15 promises a full program plus nominations of officers for next year. Then on to Palos Verdes June 19, with a special invitation for golfers to also visit with the Salt River Valley Club at White Mountain, Arizona for a weekend.

Deolers Hove Role in "End-User" Morketing

'oOur intent is to continue to provide leadership and a product line which sup. ports strong, able, successful retail lumber dealers," was the message of John L. Aram, 'Weyerhaeuser Company vice president-operations for the firm's wood products division.

He made the statement as featured speaker before the 63rd annual convention of the Massachusetts Retail Lumber Dealers Association at Boston. His talk, entitled 'oChange in the Wood Products Industry," was largely a capsule analysis of end-'r-"er marketing being pursued aggressively by Weyerhaeuser today.

In so doing, he made doubly-clear that while the firm has revamped and revitalized its wood products marketing program, Weyerhaeuser continues to rely upon retail lumber dealers as the supplier of its materials to end-users.

Other integral elements in the firm's new sales program tuned to customer needs, as spelled out by Aram, include:

( I ) Create a desire in all Weyerhaeuser personnel to care about the customer (dealer and enduser), his requirements and the service he needs.

CAI.IFORNIA I,U'VI8ER'IAERCHANT

Continually improve the quality of the sales effort, train sales personnel to assure maximum sales service to dealers.

Concentrate sales effort toward dealers whose businesses are profitable and who desire a long-term source of supply.

(4) Improve the product line to market new profitable products and help dealers sell them.

(5) Develop and present to retail lumber dealers sales programs directed toward specific markets which will assist in improving dealer business profitability and Weyerhaeuser service capacity.

It was the W'eyerhaeuser Company's desire to "change and grow" that initiated the realignment of its selling program three years ago, the speaker commented. Biggest single change was adopting the oosell and make" concept for an increasing part of production to replace the older "make and sell" approach. This brought greater emphasis on market development, new product development, and greater knowledge of the needs of those who used wood products the builders and home owners, for example,

"We will help our lumber dealer cus- tomers in every way possible to be strong and efficient by providing services, marketing plans, merchandising tools, sales help and other support," Aram assured dealers.

Unlike mony wholesolers, our yord inventory is mointoined with the retoiler in mindyou con olwoys depend on United to fill oll your Pine ond White Fir needs.

Lumber Gol's Activities

Cuma Chapman entertained the board of Hoo-Hoo-Ette Club No. 1 at a lovely buffet dinner at her home on April 6th.

'fhe regular monthly meeting was at X. X. Mitchell's Restaurant in Vrhittier at which time nominations were made for the officers for the coming year.

The majority of the meeting w-as given to planning for the National Convention.

Hordwood Distributors Convene

The Paci{ic Coast X'holesale Hardwood Distributors Association will hold its annual convention in Victoria. British Columbia. June 28,29 and 30th, Don Bradley, association president, has announced.

This group formed by members to discuss, co-ordinate and act upon problems common to all, will be celebrating its 4lst year of organized efforts to better trade and customer relations as well as promoting new uses of. and application for, hardwood products.

Members represent all major hardwood distributors and custom mills in the area. Several officials of the National Hardwood

Lumber Association will attend and interpret the national picture, reports from the training school for lumber graders and inspectors. national wood promotion program progress.

Assisting Braley will be C.E. Johnson. secretary-treasurer and association officers N. R. Grimm and Richard Quarg.

Giont Douglos Firs

Lumber comes {rom trees, the world's largest living things. Some trees like the giant Douglas fir of west coast states may grow 250 feet tall and bc 15 feet in diameter.