The Credit Corner

By WlttlAM E. TOCKE

Bill hos tought hundreds of independenlly owned firms, building supply oullets omong thern, how lo build soles fhrough credil selling, ond how lo collecl receivsbles. Bill's progron ofiers fhe deoler ond his stoft on the job credil froining ond periodic supervision. He hos eorned q most envioble repulotion teoching "professionol credit monogemenl" lo progressive reloilers during lhe lost ll yeors ol his totol of over 30 yeors in fhe fleld of retoil ond consumer credil. For detoils write him direct, 3401 Bolboo Street, Son Froncisco 21. Colifornio.

A genial gentleman already known to members of the Lumber Merchants Association of Northern California, Mr. Frank Heard, general manager of Motroni-Heard Lumber Company in Woodland, California, decided about a year ago that it takes more than over three acres o{ flexible inventory of lumber and a full line of building materials to succeed in business. Sales must be made.

I was called in to assist. Mr. Heard wasn't happy with his credit merchandising program and wanted to solicit the credit trade in his trade area only alter adequnte corrtrol was installed,. Lacking professional training of his credit department stafi I was expected to improve this phase of his operations. He wanted to woo the credit trade, the majority group in the Woodland trading area, and have a plan that would appeal to the average buyer and the "do-ityourselfers." He knew that consumers often charge more than they can pay in a lump sum when the balance is due.

Mr. Heard has an admirable philosophy as administrator and general manager o{ a retail outlet in these modern times. His objective was to meet the demands of the credit buyers in his trade area. He knows that credit buying and selling are integral

(Continued, on Page 84)

t\ $l Economy

a Saws buying r Sash, Scfeen rnd Storm D@r. Hollywood Jrs..re all 3 combined into I door.

a Slves on hardwarc, hanging and paintinS.

a Saves on exprnsivc replacements.

a Saver space. . Thc Hollywood Jr. Twins may be hung to swing in or out Laves available floor spacc which is usually lost in litch€n or cntry way.

Acts ss .n rdditional protection to. housewitc. ShG mey @nrcFc with outsideB th.ough saih opening without unlcking thc doe o Eurglar-prof. A simpl. touch of finge6 l6ks sash.

l$f

Ponel or Flush a Pan.l d@B evail.blc in pin" only.

O Hollyw@d Jr. Twins giva you your choice of a pancl or tlueh d@r lo hrrmonizc with any style architecture or interior dcsign, a Flu3h dooB availablc in Philippinc Lu.un, Oriental Ash (Scn) or 8i.ch.

Wrilc lor frce illustroled lilerclvrc

WEST GOAST |SGREEN CCD-

l{aNuracTurErs ot scrEEN Doors, r.owtE Doors & sHutTErs ll27 Eost 63rd Sfreet, Los Angeles, Colifornic ADoms l-I108 f All Wcrt Cootl Ptoductt otc dishibuled by tcputoble dcolcrs nationwidc *

Northway Forest Products

Expands Facilities

Northway Forest Products executives opened modern, new warehouse facilities 595I East Telegraph Road, Los Angeles , California, for exclusive distribution of F"'' Jessup Louvered Door Products. Other Items include imported and domestic plywood, lumber and building materials specialty items.

Two popular and well known lumbermen head Northway Forest Products. Theodore E. ooTed" Olsen is president of the forwardlooking organization and William C. "Bill" Breiner is vice president in charge of administrative and sales development.

'oWe shall specialize in louver door product eales and promotion. via dietribution eoncerns throughout the lI Western States and Hawaii," said Bill Breiner. "And we expect to expand our servic,es, bperations and personnel immediately:' he continued.

Ted Olsen was born in Portland, Oregon, and is a graduate of the University of Oregon. He also attended Northwestern University before entering World War II as a destroyer commander in the Pacific theater. Following the close of the war Ted started his lumber business in Los Angeles. He has been in lumber at all levels since. He lives at Newport $each with his wife and four children where he is active in civic" business and social afrairs.

Bill Breiner has been identified in the sales and distribution of imported and (Continueil on Page 99)

PItN]E MOULDINGS

High qudlit! mouldings, stocked in guantity

Maple Bros., Inc. carries a complete stock of all standard Ponderosa Pine Moulding patterns .all soft-textured and smooth-finished in unilorm quality. Special patterns will be milled to your specifications. Your order receives prompt attention and on-schedule delivery at Maple Bros., Inc.

Electric Heql Promotion Sponsored By Ponderoso Pine Woodwork

The wood window industry has joined in the promotion of electric heatine.

Lumber producers and woodwork manufacturers, working through thcir as-cociation, Ponderosa Pine Woodwork, have developed a full -.cale program which was announced at the Edison Electric Institute's recent sales conference in Chicago.

"We feel that there is a real opportunity for our industry to effectively promote electric heating," R. H. Herbst, general man' ager oI PPW said. "Power suppliers are well aware that efficiency in electric heating depends upon the control o{ heat loss, air infiltration, and r:ondensation. Like good insulation, good windows and doors play an important role in achieving this goal."

The Edison Electric Institute, which represents investor-owned electric utilities, has for many years been promoting electric heating through advertising in national magazines. PPW participated in the Chicago sales conference with an exhibit on its electric heating program. It also showed why wood windows remain {ree from condensation in an electrically heated home.

PPW editorial material, builder and consumer literature, tech" nical bulletins and planning kits will tie in dealer, manufacturer, and electric power supplier's sales campaigns. Promotional material n'ill reach builders, architects, electrical contractors, electric suppliers and the general public. It is being prepared for national building and architectural magazines, consumer publications, and the syndicated news service, Home Planning, which reaches daily and weekly newspapers whose circulation totals over 54 million.

Another part of the promotiol program will be distribution of a new booklet, "Electrically Heated Homes Need Good Windows," which was introduced at the sales conference. It contains engineering data to emphasize the three main advantages of wood windows in all-electric home construction. They are: reduced air infiltration, lower heat loss, and freedom from condensation.

The booklet points out that rvith electric heating systems a comfortable humidity level may be maintained throughout the winter, Hower,er, this higher humidity level can cause condensa' tion to {orm on the inside of cold window sash. A table in the booklet points out how the natural insulating quality of wood $'hen used in window sash controls condensation.

Copies of the booklet are available, free o{ charge, and may be obtained by writing Ponderosa Pine S'oodwork, 39 S. LaSalle St., Chicago 3, Illinois.

Large o Prompt delivery by our trucks o Immediate service on "will calls"

Complete milling facilities

New, modern dry kilns

Centrally located o Competitively priced

Willomette Volley Hoo-Hoo Plons June Golf Tourney

The Willamette Valley Hoo-Hoo Club's 22nd Annual Golf Tournament will bring some 3@ lumbermen to the velvet turf and pampered greens of the Eugene Country Club on June 14.

A new perpetual trophy is being ofiered this year to the best team of four entered by any Hoo-Hoo Club. 'Ihe trophy is to be known as the Hoo-Hoo Club Trophy. Hoo.Hoo Clubs in the Northwest and in California are invited to enter one or more teams of four comprised of club members to compete for the trophy at scratch play. The trophy will remain in the possession of the winning Hoo.Hoo Club until next year's tournament.

The traditional bountiful prizes for individual and team gross and net scores, that have been a feature of the Willamette Vallev tournament for many y"urr, *ill be awarded again this y""r. A One Club Tournament, starting at 9:00 A.M. on the back nine, will draw many players who like to get back early for the Gin Rummy Tournament and other indoor pastimes.

All of this outdcor fun will be climaxed by a splended banquet in the club dining room and a happy hour that lasts lrom noon until nine-thirty!Jim Mills is General Chairman of the committee handling arrangements.

Plywood Leoder Soys Reseorch ls On The Rise

The western lumber and plywood industry o'is showing sigrrs of awakening from a deep and complacent sleep" in research programming, Dr. O. Harry Schrader, Jr., I(/ashington division manager of United States Plywood Corporation, has stated.

Speaking before the annual conference of the Western Forestry and Conservation Association, the plywood executive reviewed some of the general contributions that research has made in recent. years to the lumber and plywood business.

Schrader pointed out that according to independent studies in research, a new product ooarriving on the American market has a life expectancy of about six years at a profitable level for the manu{acturer." Many new products in plywood and lumber have even shorter expectancies, he said.

Commenting on the tremendous cost of research, Schrader said that these same studies indicate that it takes 54O product ideas to produce one profitable salable item and that of eight proposed new.products which reach the market testing stage, only one product survives.

Schrader reviewed research accomplishments in laminated timbers, end and edge gluing of lumber, development of new structural ideas for plywood, plywood prefinishing progress, and utilization of leftover in these industries for pulp, hardboard and particle board.

'oI, for one, feel," he said, o'that our industry is showing signs of awakening from a deep and complacent sleep on the subject of research by corporations. Obviously overall size and dollar sales by growing corporations are the major factors governing the ability to finance organized research."

Schrader said that research and development in the field of building components, such as panelized floor and roof sections, box beams and unusual building forms like folded plates and domes has brought about o'a wedding of lumber and plywood, giving these two competitive industries a joint market approach."

Schrader said that the possibilities in components o'have not yet been scratched." He pointed out, however, that although builders are almost unanimous in feeling that new components o'are a must," they have been hesitant and timid about accepting new products o{ this type.

He said real progress in components has so far been limited primarily to custom fabrication, which makes it possible to achieve the economies of standardized volume production.

"When it comes to the development of a limited number of stock components designed on a standard basis," he said, o'we are still on dead center. Yet this is the real future of the component business."

Schrader also said that the industry has made real progress in developing new wood products that are virtually maintenance free. "U. S. Plywood has developed a new siding product surfaced with DuPont's Tedlar, which Iooks like the most durable exterior for houses ever brought to market," he said,

Suspended Ceiling System is low-cosl, Reody to Instqll

A complete suspended ceiling system, recently released by The Celotex Corporation for sale through building materials dealers, provides low-cost, attractive ceilings which can be installed with ease. Complete with enameled steel edd components and a variety of lay-in panels, the system is ideal for home and lisht commercial moderaization and new construction. Flame resistant fiberboard lay-in panels include Fissured Aeoustical, which provides effective sound quieting, and Sculptured'White, with an embossed decorative pattern. Translucent plastic panels, made of rigid, high impact vinyl plastic with a fluted design, permit the use of eoncealed lighting fixtures. E-Z Grid system has just three components which interlock easily for a dimensionally-true framework. Once the grid is inst*lledi panels are simply tipped into position end ean be e*sily removed for access to concealed service lines and for cleaning. Panels are available in2x/ and 2x4'sizes. The Celotex Corporation, 120 S. LaSalle St. Chicago 3, Ill.

Getz Stqndox Prefinished Louon Now Offers Choice of Color Tones

Cetz Bro,s. & Co., San Francisco. has arrrrounced a new and improved Snndax prefinisht,d Iauan line. ar ailal,lc irr lighl. medium or dark tone. The manu{acturer states that exceptional tone consistency in each oI the three choices is one o[ the Iine's most important {eatures.

The nel- offering is 100 pert:ent Philippine mahogany plywood, with embossed V-grooves, and has an exclusivc Sta.ndax, petro-chemical top coat. poli,sfis,l and lruffed for a deep, hand-rubbed appearance. According to Getz spokesmen, the Stundax finish is applietl ()v(!r' an Acrylit: sealer coat {or erceptional resistance to bumps or st'ratt'ltes. vt't retaitts the highly desirealrle natural tone qrrtrlitv arrd appeal oI handn art'<l u oorl.

-{lso statt'd las that trn important stock irrr<l senice lcature allors distributor in\-crltot'v to Irr kept at minimum ler.els lrecause o[ the manufacturer's ability to ship carloatl or part-car orders on a "ne-rt-day" liasis.

A {ree kit, containing square {oot samplcs of the nel' color toncs. along with other information, can be obttrint'd lry t'ontacting Getz Bro,.. & Co.. (il0 Sacramt'nto Street, San Francisco.

A f ree sample kit showing Light, Medium, and Dark tones of Getz Bros. & Co.'s new Standax prefinished lauan is available 0n request. The new line features embossed V.grooves and 100 per cent Philippine mahogany material.

Lurnber, Wood Products Show Profit Drop

The I''cderal Trade Commission and the Set:urities and Exchanse Commi-.sion reporl tlral lhe \ct Profit Rate {aftel turesl of t'orporations in the lumber and u ood produt:ts industry declined in the Iourth quartcr of. 1962 to 2.I percent of sales. a drop {rom 3.4 percent in the third quarter.

The fourth quarter figure was .4 perct'nl. above thc 1.7 pcrcent rate for thc samc period a )ear earlier. On a sales dedine of eight per cent from $1,8,tr8^000,000 to $1.695.0110"000. between the third and fourth quarters oI 1962^ after-tax profit fell 44 percent, from $6ll million to $i-15 million.

Roymer lumber Compony Succeeds H&J Los Gqtos Yord

l3ob Raymer, a gt.ntleman well-known in both wholesakr and retail lumber circles in northern California, has purchased the assets o[ the Hubbard & Johnson Lumber Company lrranch operation in Los Catos. The yard. which has been renamed Ra1'mer Lumber Company, Inc., is located at 140 South Santa Cruz Avenue, and carries a complete line of lumber. hardware, paint and I'uilding materials.

The former owner of Yosemite Builders Suppl,v in X'Ierced, and later a partner in the wholesale firm of Raymer'& McCubbin. Bob has been associated with Hubbard & Johnson Lumber Company, Hedwood Citv, for the past several years.

lilood Cahinet $howroom

Open 9:00-4:30

Mondoy-Fridoy

Mony complete kitchens ond fine cobinet instollotions ore disployed qt our showroom. The lotest in design, they ore the result of the best thinking by experts in the fields. Drop in ond see why wood cobinetry is your best bet.

Working in coniunction with federol, stote ond locol ogencies, SCACM hos, for the first time, estoblished ihree bosic quolity grodes of cobinets stondord, medium ond premium which gives the buyer o wide ronge of selection in terms of styles ond budgets.

Our seol is our members p/edge of Quolity, Economy ond Sotisfocfion

Japanese Exports

(Continued, lrom Page B) enable producers to deliver large orders in l* time than required by other Asian makers. This should also relieve American users of the need to carry large inventories.

Iapannse Sources and, Techniqaes.' Quan- tity Lauan imports from the Philippines

'and other areas insure supply of essential materials. Development of Jupan's own synthetic resin industry has enabled ply. wood manufacturers to obtain highest qual- binding agents at low cost. There has been great progress in chemical treatment of Japanese plywood with incpmbustible and fire retardents, as well as development of fancy, overlay, printed, ahd coated plywoods, all of which are finding increasing markets. Research efiorts of individual manufacturers and consequent improvement of manufacturing techniques, plus production of new and more efficient systems, are constantly under way.

U. S. Reaction: Commenting on the Japanese developments, John R. Osgood, former President of the Imported Hardwood Plywood Association in San Francisco, said after discussions with the producing and exporter group: ooThe new effort of Japanese producers tomakeknown the excellent quality of their products to maintain and increase the market is vital.

Established in 1956 the Imported Hardwood Plywood Association will do its best to develop the hardwood plywood market here. Demand for pre-finished plywood is continuous because of its attractiveness. greater ease in installation and mainten. ance."

Gordon D. Ingraham, Executive Secretary of the Imported Hardwood Plywood Association has reiterated: 'olmportation of hardwood plywood has developed both a U. S. taste for, and supplied the market demand for, natural finish exotic plywood in the moderate and lower priced home fields."

lncreqsed Plont Growth ond Quolity Described by Filon

How translucent fiberglass panels increase plant growth and quality is detailed in a new report published by Filon Corporation, Hawthorne, Calif., and available at no charge to greenhouse owners and operators.

The four-page report describes panel installation and subsequent plant performance at the mammoth Cherry Creek Greenhouses complex in Denver, Colo. Cherry Creek is the largest single commercial operation using fiberglass, more than 220?000 square feet, as a covering material.

The report is fully documented, includes comments from the owners, and describes and pictures installation tech. niques.

Requests for copies, on letterhead stationery, should be addressed to Greenhouse Services Department, Filon Corporation, 333 N. Van Ness Ave., Hawthorne, Calif., and specify "Case History Report No. 4."