Si"rro Redwood Compqny

sell the lumber and a working surface of tough, splinterfree Masonite )(" Tempered Presdwood-is the nucleus not only of any home workshop but of much repeat business. In other rvords, if the lumber dealer can provide a service to his customer when he gets started on home fixup, he's bound to return to the same source-for the service and the materials and tools he'll be needing.

Shown in the illustration is a lor'v-cost but sound and steady rvorkbench that the lumber dealer can merchandise with the assistance of a free plan obtainable from Masonite Corp. on a no-charge basis. Copies may be obtained by 'ivriting the Home Service Bureau, Masonite Corporation, 111 W. Washington St., Chicago 2,I11., and requesting Plan No. AE-312.

Here's a tip which will help sell the materials for this workbench-offer to precut the materials; better yet, cut the materials and offer the workbench and tool panel as a package.

Jim

Jim NtcKillop, rvell-known Sacramento Valley area lumber salesman, joined the sales staff of Tarter, Webster & Johnson, Inc. on May 28. For the past two years with Bonnington Lumber Company, he rvill norv be travelirg the Peninsula and Coast Counties areas for TW&J. He replaces Virgil Mastellotto, rvho has been promoted to a production job with American Forest Products Corp. at Lakeview, Oregon.

McKillop is a veteran o{ three years with the Air Corps. He gained his original lumber experience after World War II with Associated Lumber Co., Portland, and in the training program of the Coos Bay (Oregon) Lumber Co. He later joined Posey Lumber Co., Inc., Portland, as a fir buyer and remained with that hrm several years until joining the Bonnington wholesale lumber organization.

Hoyword Closes Wqfsonville Yord

Homer M. Hayward of the Homer T. Hayward Lumber Company announced the closing of Haylvard's Watsonville yard on June B. Neil Keefer, manag'er of the Watsonville yard, has been transferred to Homer T. Hayward headquarters at Salinas.

New SCRLA Workshop Progroms Avoilqble to Areq Deqlers

Manager Orrie W. Hamilton has purchased for the Southern California Retail Lumber Association four nerv Workshop programs developed by the National Retail Lumber Dealers Association. The SCRLA's new field representative, George Cordrey, will use them in area meetings this summer to stimulate profitable merchandising among the association's member dealers. The Workshop programs are :

1. "How to Use Installment Selling in the Retail Lumber Yard"-which explains how time-payment selling has mushroomed in competing lines, how to handle FHA Title I loans and how to promote installment financing in your yard; this program has 59 slides;

For ]he PLYWOOD you need when you need rl noke it your habll fo -

2. "How to Sell Home fmprovemettl"-pr€sents a case study of the De Ville yard, showing advertising and displays to help customers select the materials they want, how the dealer controls the job at every stage through timepayments, how to obtain plans and deal with contractors all in the dealer's office ; 73 slides;

3. "Building Displays That Get Results"gives a set of rules for building effective displays, how to use displays for additional sales, types of fixtures, and horv to keep displays timely and interesting; 93 slides;

4. "How to Sell Building Materials With Display Panels"-how to construct display panels to tie-in displays with current advertising, displays featuring end-use packages, how to display lumber and other building materials effectively, how to use limited space to display entire line of building products, and how to build displays that help the salesman do a better job of selling; 63 slides.

These Workshop packages will be available to the SCRLA's member dealers at a modest rental fee for the training of their yard employes, and Hamilton and Cordrey are now scheduling the first area meeting using them.

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