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WAFERWOOD is available at present in y4" thicknesses of 4'x8'panels (Special sizes to l6' long) . It is guaranteed solid with enormous strength and excellent nail holding qualities, yet is light enough for ease of hanleft unfinished.

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228 million people. The Kiplinger Washington Agency (these figures taken from The Los Angeles Times) attributes the rising population to a high birth rate, currently about 25 per 100O population a year, as compared with 18 in the 30s, and credits the birth rate in turn to great prosperity and rising incomes. *

Kiplinger estimates that families with incomes of $5,000 to $10,000 a year have increased from 8,700,000 to 15,700,(X)0, or frorn l9o/o of the population to 32o/o in the last five years. The lower income families are shrinking in number acco?dingly. In incomes above $10,000 there has been an increase of. 90o/s. Kiplinger predicts a big building boom in the 1960s, as the children of the war years reach marriageable age and seek homes. In the 1960s marriages will bring a requirement of 1,700,000 new homes a year, and in the 1970s more than two million additional homes a year will be called for. Impressive, eh? ***

Bugs liaer, extraordinary newspaper columnist and unchallenged master of the art of condensing thought, takes keen little jabs at the United Nations. He said that when they gave Russia the power of veto it was like putting a light switch in a monkey cage. (And how those monkeys have pulled that switch !) He says that the world's first veto was a growl from the back of a cave. And, after listening to endless and senseless debates on the UN foor, he suggested that they "do something, or put back the brewery." (A brewery formerly stood where that interna- tional debating show is now located.) And he describes Europe as a place where they name a street after you one day, and chase you down it the next. Ask Joe Stalin.

And now for the ,no., "lr,rl"ri ,", that has come along in some time. It was on Johnny Carson's TV show: The scene is a steaming, dense jungle in the wilds of Africa, and two huge hippos are standing in the slime and ooze. And one of them says: "You know, Ed, I can't get it out of my head that tomorrow isn't Thursday."

Mullin Buys Tustin Yord

Word has been received that ihe Mullin Lumber Co., Los Angeles, recently bought the Tustin (Calif.) Lumber Co. and took over the business April 1 from the former owner, Robert Hutcheson, who has been reported in poor health for the past year. Arthur Hutcheson, the manager, was asked to stay on in that capacity for an indefinite period.

The local newspaper said the Tustin Lumber Co. has been serving Orange county witl-r building materials for the past 30 years and is widely known as a landmark of the area but, due to advanced age and the illness of Robert Hutcheson and the desire of Arthur Hutcheson to retire soon, the business was sold. The Mullin Lumber Co. plans to retain the yard's former name and also its office and yard personnel. The yard was one advertised for sale in the Want Ad columns of this magazine through the firm of Arthur Twohy.

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Everw employee hos full knowledge of this yord's business

Customer Service ls Cqrter's Number One Product

The Carter Mill & Lumber Company h.as recently completed a major remodeling of its offices, store and facilities in the retail yard at 6727 Crenshaw Blvd., Los Angeles, in order to make the lumberyard the do-it-yourself headquarters of the booming southwest side of the metropolis and to be ready to cash in on the new business which Operation Home Improvement will develop this year and next for the building materials dealers.

Completed late last year was a renovation of the main office, the addition of a brand new display room which can be seen from the street with its attractive, inviting patio as motor-powered Mr. and Mrs. John Q. Los Angeles wh,i7 down Crenshaw, and the modernization of the hardware department with display cases and racks which were especially created for the yard.

Morris B. "Nick" Carter, president and general manager of the up-to-date lumberyard, who first scouted Los Angeles just six years ago for the sole purpose of moving his Oakland, Calif., retail lumber business to Southern California, estimates that the i956 remodeling cost about $25,000 in this latest expansion and improvement of the yard sin,ce he decided on the present site and immediately moved his operations south early in 1950.

"We decided to go all-out for the do-it-yourself trade," Dealer Carter declared, "and it has paid off handsomely. Our cash sales have already more than doubled since the remodeling because of the eye appeal of the new product presentation, the auxiliary shorvroom and the easy accessibility of our materials.

"We believe the trick to the do-it-yourself trade is in having things in your lumberyard where people can see them, pick them up and think about them in relation to their own homes and their spare time handiwork. GIVE THE SHOULDER

TRADE PLENTY OF TIME TO BROWSE !"

Mr. Carter admits that he took his orvn sweet time before he blueprinted the store remodeling. He visited any number of other retail yards, studied their good points, saw what layout and design was pulling the people and combined a lot of other proven ideas with his pr'vn in the nel,v Carter Mill & Lumber Co. plant.

It was more than 35 years ago, when fresh from school, that Morris Carter started his lumber career rvith the San Luis Obispo (Calif.) X,till & Lumber Co. He later moved his family to Oakland and first spent 15 years with the Hogan Lumber Company there in wholesale and retail sales.

In 194O, believing he had some progressive ideas of his own in merchandising lumber and building materials, he decided to establish his orvn retail firm tl-rere. Following fhc Chcck-oul Counlct ir thc mqin oftcc (lcfi); nolc thc ncolnetr of lhc cquipmcnl, obo lhr ramplc rpccicr of woode which mokc up thc roler counle?. 3ccnc ot right ir toob ond buildcrs hordworc dirplsv. the war, he began to see the probable building boom in the Southland and hastened south, as reported above, to set his sights on a Socal site.

,,Nick,, CARIER (lefi) wirh Jerry Bivins, his mcnogar, out in lhe auxiliory oficc in rhe yord shed, which wos mode on imporlqnt pqrl of tho retsil operotion in the lecenl rcmodcling. Photo ot right shows A$i3tont Monoger Hughes (lefi) with Wilf loEorriere, the yard's rpcciolty deportment mqnoger, :qlcr ond hordwore hcod, ond odvcrlising monoger.

Bcck ogoin lo lhqt rcmqrkqblc ncw ouridc dirploy room righl in the yord (bft), note oll thc items which orc corricd helG lo tdva lhe cuslomcr q wqlk inlo tho mqin ofice up front. All rcody for business ot thc right orc (lcft ro righr, behind thc counler): Ed Hughos, tlrt. Corolinc Bond, until rccently thc oftcc mcnqgor ond bookkccpcr for Carlcr'r, ond Manoger Bivinr.

Herc's q closeup of lha customat os Hughes writes out the ticket; now you crrn note the :omples of wood specier in lhe counler clo:er up. And our pholo sequence ends with o close-up o? the interior of onc end of the outside shed's saler ond showroom-o neqt ideq.

(For news of the former Carter Lumber Company in Oakland, and some of its former employes now in San Leandro, see Page 24 of this issue.)

Carter N{ill & Lumber Co. is an otganization of "specialists." Of its 12 key men and department heads, each and every one is first and foremost a Salesman, according to Nick Carter. In operating the "one-stop" lumber and building materials service, courtesy to the customer is Carter's number-one Must.

"Our yard services five suburban cities lvith a total popu- lation in excess of a million people," Carter said. "In order to be alert at all times to customer needs, we keep a constant watch on our Suggestion Box and our employes are all trained to offer substitute materials, if they have to, to assure satisfaction-even in spite of the fact we stock practically every type of lumber, brand name materials, wall surfacing, nails and allied products."

The Carter yard has a sales incentive plan for its employes and it's an experience to watch how smoothly these fellorvs work together for themselves and for the company. Even the boys who handle lumber and build orders around the yard are allowed to sell the Saturday trade when they're needed to augment the regular sales staff-and sell they

CARTER MlLt & tuf BER CO. Yord Scenes show some of the hustle qnd nuscle oround this very progressive rbfoil operotion, which hqs more rhon doubled its cosh sqles in the post yeor since ir wenl oll ouf for Do-lt-Yourself trode. do, right with the best. The front office frequently sends a customer out to one of the yard salesmen to browse-and thereby makes a much bigger sale.

"I believe in building a Ball Club of Salesmen," Nick Carter told The Merchant. And it's a fact that every salesman on the payroll can write his own tag. "I also believe in a low-cost operation and we are a closeknit organization with every man having a full knowledge of our business," the owner declared. Key personnel in this alert organization includes Jerry Bivins, E,d Hughes, Fred Sweeny, Wilf LaBossiere and Tommy Poole. Carter coaches the team.

The three-acre Carter lvlill & Lumber Co. houses a modern, l2-unit mill, three storage sheds for finish stock, a complete display and plan room for either the prospective homebuilder or rn eekend carpenter. The r'r,all paneling room also houses the complete inventory of nails and all dry lumber and mouldings are stored in modern bins for fast and easy selection. The inventory in all departments is complete and clerks are constantly checking stock to keep abreast of the fast turnover. It recluires fir'e trucks to handle Carter's delivery services.

Such items as coffee and card tables are made and stained right in the yard for sale.

A well-scheduled advertising program is carried in four (Continued on Page 42)

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