N-AWLA llembers to Chollenge This 'Hell of o Situotion'

The 67th annual meeting of the National-American Wholesale Lumber Association adjourned May 2L af.ter a three-day session at the Shoreham hotel that wis attended by over 350. All directors were elected for the terms indicated -and, _in a-ddition, E. B. DeVoe of Medford, Oregon, was elected to fill a vacancy for a term expiring in 1960.

J. Ward Allen of Vancouver, B.C., became the 42nd man to be elected as president. He succeeds Donald R. Meredith of Madison, Conn., and is the second man to be elected to the office from Canada-the last beins the late Gordon Edwards in 1916. J. Alex McMillan of-Charlotte, N.C., was elected_ first vice-president, and L. J. Fitzpatrick of Madison, Wis., was electq4 second vice-president. John J. Mulrooney and George Haring, both of New York, .niere reelected to succeed themselves as treasurer and secretary, respectively

Gordon A. Atwater of New York, N. Y., was elected as oiec_utive vice-president, efiective August' 15, to succeed Sid L. Darling of Leonia, N. J. - Darling re.tires on August 15 after almost 29 years, continuous service. He will continue to be associated with the National-American in an advisory capacity. Upon Darling,s retirement being announced by PreJideni Meredith at ihe gpelitg_ session, _he was greeted with a standing ovation. Both Mr. and Mrs. Darling were presented wit-h gifts of appreciation, esteem and affection al the banquet, Tuesday evenrng.

The Executive committee for the ensuing year, in addi-

The Rrran Behind Lhe Seal

tion to the president and first and second vice-presidents, will include Charles E. Clay, Inglewood, Calif.,-and Mace Tobin of Eugene, Ore.

A National Lumber Training Prosram-How to Sell More Lumber Profitably-was-succeisfully launched. It will be guided by Sidney Edlund of New York, a specialist in this field with years of practical experience with wellknown, national organizations. The couise will be open to non-member lumber manufacturers. wholesalers and commission men as well as National-American members. Sup- plementing the correspondence features of the course will be four seminars scheduled in each of nine cities coast to coast, makil^g-_36 seminars each for a full day starting in leptember 1959 and ending in May 1960. All lumber minufacturers, wholesalers and commission lumber salesmen who are interested are urged to communicate with the New York office of the National-American. The training of salesTen !s_ a- long-felt need and the course is in keeping with the National Lumber Promotion Program una& the auspices of the National Lumber Manuficturers Association.

Address of President Donald R. Meredith

67th Annual Meeting

Washington, D.C.May 19, t959

Members and guests of National-American: fn contrast with one year ago, the outlook is bright and it seems we can now look forward to the future with confidence

Since the foun?ing of the Association in 1893, we have comealongway,..

Today we must have imagination, perseverance, ingenuity and sales ability in this lumber business of ours. Pro_gress begins with the dawn of each day. There is no limit to the achievements which can be attiined.

Our Association and members have endured through good times and bad, through two world wars, cold wais, and Government regulationi. Many challenging problems have been met and solved. The chart line of our growth has been an ever ascending one-following the line-of our expanding economy. In fact the rapid erowth in our consuming -markets.is due largely to the great expansion of wholesale activities.

Later this year our national gross production will reach an annual rate of over 480 billion dollars and some authorities estimate it will almost double during the next ten years, reaching an annual rate of 900 billion dollars.

There will be an increase of over thirty million in population. To provide housing for this increased population, and all utilities that go along with housing, witl tax the ingenuity of our distribution channels. There will be stag- gering amounts of building materials used in the construition industry. It_will be the problem of the lumber industry to see that wood products get their share of this businesi. It is a sales job. I stand nori before a group with the great- est pote-ntial asset for building markets ahd a prosplrous lumber industry. That asset is the ability to sell. - -

National Wood Promotion Program

At the annual meeting of our Association at the Broadmoor last year, we were given a preview by the National Lumber Manufacturers Association of their-then proposed plans for an advertising and promotion campaign. Thii was received with enthusiasm by our members, lnd we pledged, our support in every way possible. It is encouraging to know this program is today an accomplished fact. fmmediate results may not be recognizable, but I know this program will accomplish results. Ifowever, every branch of the industry must get behind it.

_ !Y., of National-American, have attended meetings of the National Wood-Promotion Committee and have submitted material and ideas which we considered would be of value to this program, and will continue to do everything possible to support this worthy cause. The ultimate industry success requires the cooperation of all branches. f believe in the essehtiality of lumber wholesalers in our expanding economy as the most economical and efficient means of distribution ever devised. However, we must not longer delay an intensive sales training program. We will hear more about this tomorrow.

Those attending the organization of the Council numbered approximately thirty. I think we have finally come to the realization that we are in a battle for survival, and that it is essential that everyone in the lumber industry work together and sell together. 'We must go on the offensive and not let the millibns of dollars being spent by wood's competitors scare us. As essential as may be cooperation, and as necessary as may be advertising and promotion, this only provides the ground work.

Wi ate today, &en with continued heavy demands, in a hiehlv competiiive era. Competition is something in which wJ wholesaiers should qualify as experts' I understand the Sales Manager calls it a-challenge and the President calls it "A hell of a situation." 'We must begin on the premise that we have a hell of a situation facing us but, as does the Sales Manager, let us consider it as a challenge._Either we are salesrien or we should not classify ourselves as wholesalers. Let me say here, that there is a sales job to be done and I do not knirw of anyone better able to undertake it than the lumber wholesaler. But he cannot do the job sitting on his hands.

A changing and fast growing economy requires. fresh sales ideai. We must be creative and aggressive in our thinking. Problems will not solve themselves and methods used last year are obsolete.

'We have been too complacent and reluctant to make radical changes so essential to intelligent merchandising of lumber and-lumber products in this dynamic era when rnanufacturers of other building materials are. determined to take our markets. We cannot afford to relax when our economy is at the peak. We can expect periodical interruptions and must be prepared to face them.

Call for Youth

The wholesalers must also develop a program for recruiting forces of outstanding -young rnen and training them in thE art of manufacture and sale of forest products. 'We must compete with other industries for new talent and we are not going to get good talent for peanuts' , Tilerels no time for complacency on the part of management. There must be creative thinking' Our business must not be built on opportunism, but on the highway- o-f honest and intelligent selling. Lumber must be removed from the auction blo=ck. We have a product to offer which is worthy of the highest consideration by the consumer.- The only thine we have to fear is one another. For goodness sake, let's-stop fighting each other and attack the enemies of -wood.

The lumber wholesaler should not underestimate his imDortance in the selling and distribution field. Neither should ire underestimate his ccsts of doing a good sales job for the manufacturers, and the great amount of capital required to finance his business. We should net a profit commen: surate with the job we do.

I am reminded that a great industrialist once said of labor "Fifty dollars a day is not too much if earned, but a dollar is too much if not earned." We might apply this , psychology to our own business of selling.

Darling to Retire

I now find it my duty to make the most unpleasant announcement I have ever had to undertake.

For almost 30 years now it has been the good fortune of the National-American Wholesale Lumber Association to have had as its Secretary-Manager and Executive VicePresident a man of high purpose and sterling character. IIe has been a tireless worker and has rendered long and faithful service to' our Association and its members. I have never known one more conscientious and devoted to duty. I know the lumber business is better off due to the sinceie and unselfish efforts of this man.

However, there comes a time in one's life when it seems best to relinquish duties so that one may enjoy for the remainder of life the fruits of his manv vears of work.

I am, of course, speaking of our Executive Vice-President Sid Darling.

This, the 67th annual meeting of our Association, will mark the last appearance of Sid in his official capacity as Executive Vice-President. He retires on August 15 nexL This, of course, will be a great loss to us all. We are losing a good loyal friend. However, Sid will be available to a limited extent as a consultant.

Sid, we will miss you and hope you will find it posrible to attend our meetings in the future. I know all our members join me in wishing you and Mrs. Darling many years of health and happiness.

NLMA President Sqggests "Blueprint"

The president of the National Lumber Manufacturers Association called on the lumber industry to prepare for a "wonderful new age" by developing an "all-out, grahdscale program of dynamic selling." R.obert M. Ingram, president of the E. C. Miller Cedar Lumber Co., Aberdeen, Wash., said this should be a "comprehensive, carefullyconsidered blueprint of constructive action for the next 10 years-the period economists have dubbed the 'Golden 6O's."'

Addressing the annual meeting of the National-American Wholesale Lumber Association, Ingram suggested that thp program be identified as "Marketing Unlimited" and that its one overriding objective be "to do business the way the public wants to do business,"

By that, he explained, "I mean we must develop a more saleable product, remove artificial barriers to its use, and encourage the public to demand that product."

The lumber spekesman proposed that the program be financed by all segments of the lumber industry-manufacturers, wholesalers, retailers, commission salesmen, woodworking plants and related interests.

This is necessary, he maintained, to take full advantage of the "tremendous marketing opportunities to be offered by the rise in living standards, the growth in population and the increase in new-family formations," in prospect for the 1960's.

To form the nucleus of "Marketing Unlimited," Ingram urged that lumbermen:

1. Expand their research.

2. Improve their manufacturing processes and find new uses for wood. Strengthen and expand their distribution channels and develop a closer relationship with all outlets for their products. Take steps to insure that wood is not sold by manufacturers or distributors for an improper use.

5. Step up their merchandising and promotional activities at the local, regional and national level.

Even before launching an effort such as "Marketing Unlimited." lumbermen must put greater emphasis on

"creative selling," Ingram declared. In this connection, he told the wholesalers' association : "The selling of quality instead of price has become almost a lost art in the lumber business. But believe me, gentlemen, before we can regain a decent markup, this lost art will have to be revived." Also, he asserted, those who sell lumber at the wholesale and retail level must seek to irnprove their market position by providing "that fast-disappearing and most precious of all commodities-a little. extra service, a little extra convenience."

_ Another point to be stressed in "creative selling" is "how lumberwill outperform competitive materials/' fngram emphasized. Present merchandis.ing efforts of the lumber industry, including _t_he re_cently inaugurated million-doll ar -a-y eir National Wood Promotion Program being sponsored by manufacturers, show "splendid results," Infrarie stated.

But he added: "The mgley that we're now investing in promotional activities, while producing excellent retuins, is pitifully small compared with the 6xpenditures of oui competltors.

"Actually, the success o{ present programs should give our i-ndustry the drive and the incentive to push ahead to new horizons."

A program-such as "Marketing lJnlimited," Ingram continued, would (1) provide "a firm base around-which to mobilize a strong, united industry" and (2) give member companies "a new .and sharper selling edge-new products, new customers and new incentives."

At the same time, he warned of this danger: "IJnless we keep pace with the constant changes in c6nsumer prefersn6s5-unlsss we counter the market-raiding tactics bf our competitors-the lumber industry may sooh 6nd that its only glory is its past."

National-American to Sponsor Sales Training Program

At the 67th Annual Meeting of National-American Wholesale Lumber Association, i tailor-made educational and training program for the marketing and selling of lumber and wood products was presented. National-Airerican's president, Don R. Meredith, said, "Our obiective is to make available a practical, down-to-earth progrim to strengthen the sales methods of all who are qualified to enroll in ttre course which will add an_ important link to the growing chain of activities designed to capture for wood itslightfu-l share of the building materials market. Sponsorin! the course is but part of National-American's endeavor io insure the success of the National Wood Promotion Program being conducted by the National Lumber Manufactirers Association."

National-American has retained Sidney Edlund of Sidney Edlund and Company, management counselors, to prepare and prese.nt the program at the annual meeting. Thls program utilizes proved techniques for promoting ihe broadest exchange of exp-eriences and ideas on specific industry, marketing and selling problems. The plan provides a -simple ryeaqs_ for each participant to cont;ibute his most produc- tive ideas and experiences in marketing lumber and wood products. He receives back a many-fold dividend of care- fully .culled promolional methods and selling techniques- not theories and ideas from other industriel-but proved methods which have brought in profitable business-in the lumber industrv.

The following subjects will be covered:

- Building a clientele; sales management; customer relations; human relationships; competitive factors; applying technical tnowledge; pricing; credits and colleciibni terms; and recruitment.

The program will start in September 1959 and run through May 1960. Each month will be devoted to one general topic. For example, when "Building a Clientele,, is the topic, each participant will receive leveral really (Continued on Page 56)

(The following is reprinted from the February 1924 issue of The Hoo'Hoo Bulletin, Courtesy of Ben F. Springer, Secretary, International Concatenated Order of Hoo-Hoo, Milwaukee 2, Wisconsin:)

The greatest of all Concats, the greatest single chapter in the glowing history of Hoo-Hoo, was written by the officers and members of the order in Los Angeles, California, the evening of February 19,1924.

With Snark of the Universe C. D. LeMaster and a gr€at gathering of prominent Hoo-Hoo standing by, Vicegerent Snark Herman Rosenberg led 171 Kittens through the shadows into the light of Hoo-Hoo land; 25 Cats who had strayed were reinstated. Venice, Calif., was the scene of the great event. A long caravan of autos carried the more than 300 Hoo-Hoo from Los Angeles for the greatest of all Concats. It was held in connection with the annual institute of the 'Western Retail Lumbermen's Association, and there was assembled one of the greatest groups of representative lumbermen ever brought together at one time.

A1nogg the prominent Hoo-Hoo present were past Snarks of the ljniverse R. A. Hiscox. E. D. Tennant. ind Pastor Simpkin, Jack Dionne, and 22 past Vicegerent Snarks of Los Angeles, Fresno, San Franciico and Sin Diego districts. At Venice, the "Cabrillo," the famous "Ship Cafe," was

_ -.Th.-fn_K_ittmc wlb wcrc lnitiatcd at thir Coqtaatio No. ZI,T at Valca. Urfforqlb fcDruary lr, m aiv6 oscrttiw Ho-Ho nmbcre fioE tlsitil to l{76. Thqt wm (wlth two m6 nicelrg frw tbc lirt):

-Frank R. Atl.EY, Altcy Bru. lrnb6 Cr.. tc Arrelcr: Bmad lua- walt, Jdtrn-AD3y61-1 r --hcr 6., Mmtroc; Srue Aniwalt. Jobmn-Au- vdt.lnnla (:c, Tutugai Bert Allo Andarn, H'--od lrnbF C.o.. Lo. Angll.3i_ Ltrc.tcr I- .Aubdt. C. D. Johlan I ahhcr Co.. Pstland: Jamr

H:$, ffi""ff'o*m,*r co" Palom; Alfrcd -M' AthG'- H' v' taken over for the evening. There followed a dinner and an excellent program. Parson Simpkin delivered a short address of welcome. Then the Snark of the ljniverse was given a rousing "Nine." Every feature of the dinner and entertainment went through without hitch.

A menu printed on black rvooden cats contained the following delightful dishes : Cat soup, Cat tonsils, Cat tails, Roast juicy Kitten a la lloo.Hoo, Cat nip undressed, Kittens delight-Cat biscuit.

__Following dinner, everyone adjourned to the big Fun House which contained about everything obtainable-in the way of amusing devices and proved an ideal setting for the humorous phases of the onion-bed party.

The members were seated in thC galleries. The Kittens, the Nine, and the past and present officers were on the main floor. The Degree Team was Herman L. Rosenberg, Clifi Estes, Frank Connolly, Ted Lawrence, Verne Bakei, Sam Il"yrylld, A. L. Hoover, Fred E. Golding and Clint J. Laughlin.

A novelty in maintaining proper order was the appearance of eight uniformed policemen, all members of the Order. They went on duty-during the dinner and remained on the job until the Kitten party was concluded.

But the spirit of the party may best be illustrated by the fact that after each Kitten had proved himself worthy, the (Continued on Page 61)

Roy fad JAMES. W. E Coorpcr lrnber Co. Ia Angclcr: Gsrc Vtrril J_ohnlu, H.-ryd llnbcr Co., Ia Angctcr; Frailr L Joriu, Frcd.ll fhr6i Co., Li ADgrlo;

Albert S. KFr r,FIL llarArod & Inyatmnt Co.. Id Anrclcr: Iawcncc Davil KClogg, L D. Kcllogs Co.. Lirtlc F-tb. Mtnii.: Cutc|irr Afr"a X-- ddf, Eattq & Dalrcr lembci Co- Ia Anrclce: Wattci taFnnq Kat Ana- qalt lambcr Co., Sawtclb: Rcrir MaruIhp'Kirbv. Lounsbr; e ilrrtti. !-oc {ntclc; Rca:inald Patric.k Kratz, Frank Gnvci'S.fi, Doa-& MiU Co; ljq aDtdet;

Willirn F. I,AMPTON. A. B. Ricc Flc Cq. Ia Anlclle: Rcr C. Lrrhl9y' {acDonaH & Hffiinstin, Ia.Ansclec; Tbadrc S. I;. H;nnmd |lnbcr @., Id Aryd6; Cvrll Ncltoo hRoy. Orrcnc-Pukr luhci Cq. Io AngCo: thdF _Gb Ll'!'qooly, McCulqugh &'Fagm Imbcr Co. la Aniela; W-rrnd, Ray lind_un -lmnod fubq_Co., Hyno, Calif.; IUc[ard Harfrm'Iavcday, Iaveday Ietnber Co., Ia Algclce;'

R. Crar, Jancr Arthw DAVIDSON, H.md r'*hcr Co.. la Anrcla: Cpnc Qlc Davlr. Woodlad Lrimbci Ca,. Loc-_Arsdei; ttnph W.-fi;;; D.-lV. noqcq luhcr Co., Sawtcllc; Ciarlcr L Dav,'Ia.oirb".b'a-H;b. I; ifg4ot Jmr Earl-Dcaly, Itdox lanlbcr'a Wrc.kt"s O5..-t jr-n la""i Uarthall H. Dat!. Dars'Sath & Dgr CG, It lrdid;ai f-*rr--fi{&}l pconory-Sarh_ r& poor_ Co.,_Ian Angel,ei; -di'u--Itt Dob;.-O;;.:iail; !:J|rDcr__r.o, lj. AnSelGr; Fnnk N. Dudby, Dudcy-Thmac twbc Co. Shnta Mmica.

Chrcnc. ELSWORTH, Bmtwod lernbs Co.; - -& E. FIQXLINGT Ficklins rphci Ca, Ian: Bach: Royal An&ry Foher. Sud+o 4 Cgr-tmrin, Su -Frueire; Wittian- E-frL-,'F"tta-C bai.e; lsber ,Co,, Culver Clty; Chatcr Matelf Frelmd, Chil. R. McOomick Co., !e ADge!c!;

^ Francic Max GARDNER, Fate Iamba Co.. tlutinrtm part: Gwcr C. gdrhart, Gmain rf.-rq Co., I.os Angetcq; Htry lll:ifigdttt"". i,I. A. Ittwnirg -Co., Ls AngrleE; Ole Williaru Girhlke, Wm. J. Bcttiucr 'Ianba 9_o., _A,rcacia: Rob*t C. GrahaD, lf,todhead Iufpr Co., las AngJla; Rnbat si"$:i*'t'*"e"1*,:"i"*J,**md*a"frffiHPgj Loe Angelee;

Pad HAr r INGBY, Hamnmd l-nnber Co., Lo! An*el,er: Hareld Vcme Harm, Califomia Panel & Vs:s Co- las Angels: I4fl's Hoodv. Blls Iarnh:r'C1., lc Angelei; -w'. Raymd Har?dr.'Bn}I--Lumbe Co.. \f,rhittlr: John G. Hawey, Wodhead l{mber Co.. Ic Aneels: Oeca D.-Hauscbild. Rotail Lumbcrmr'r Intl. In... Minneapolia: Edruard Heanhv. Iambemn'i Rctail MIg. Co., Ntrth Pqtlmd; Iaia llartira HeatL Pacifi;'Staro l--bcr Co, Hermn Beach; Wiliam Andrew Heffm. H"-*nd luba Co.. Iaa Angdcr: Ceil Paul Hen&ro, Woodhead luter Co.. Lot Anqetet: Albat Jcceh Hethmington, Wn. J. Bettingr Irmba Co.. Pasdena: Waltr Rmald H.w!tt, C. Gaqahl Lumbcr Co, Rdon& Bech: Robcrt P. Hn'lma $/odhcad ffi

Hubbard,_Hmd hqier Cc, r:?e Angcler; Rsnld l{ristcj. HairmJfrm- b6 q4,_br-Arg_.No;_(iug. A- Hr+t6. G. A- I{uatcr Whete. Saeh" Dc & Pl1&, Lo. AargGLr; Clarcrro A. Hyde, R. l[" Gregg fernbc C.- fti.tf*":

Frud H. MAIN. J. R. Hsify Lunbcr Co.. Ia Aasshrr \f,filll1s frllrmu. Hrmmdd l,ubc Co., Is AngCc; Greray Manhall. Woodhad bmba Co.. t-og &gclcr; Gccgc lVilliun Mattcr, OwcnrParkr Lirnba C^, LE Arydc; Etbclbct Rmdr Maulc. Hrmnaad l,mb6 Co.. Loe ,Anrcla: SiE A M.f,arty: Orror-Pukt l.rubcr Co- ld Anedo: CAai Hmd McDoald- t- ft. Ivcr & Ca., Sattlc; E rt'U/llllan lvtcGirv. Brae Imbcr Co.. Id Alrclc: a4e5 Timrhv McKuna. H.nryd Inolir Co.. Lor Anrclai: Ctardo- McKcnzic, Ncttlctoa r --ba Co- Scattlc; Ellctt McNe[ Owmr-Parkr tubor Co- Ir Anglsa; Evlrtt A Mmer. Mmta Ca: vud. Pattco & Davlcr Iuber Co., Ia Angda: Williu M. Mvm. Wn J. Bcittnrcn Ilnbcr Co.. Burbank: I-loyd Dould Mibc. Hamod lrinbq Co.. Lor Aucla: Waltd Gifiord Uitchcll. Nicko Brcthar, Mcmpf,tu; ltmry Talbc Mo4 H.*md Ilrrfirr Co., Ij: Angdo; Jd.Dh W. NICaIOISON. Prcific Dor & Sqrh Co.. Ia Aagda: _ JccF OLA'SCUGAT OimrPark: Iambcr Co.,- Iar An-gclci; Thmr O'NcilrEdgu Wibo PACK. H'F'md lambc Ca.. Ir. Anrclc: Ftdd Wi!fiGld Farirh. Tatc r'*l'd co.. Huntinrtm Park: Eril B. Pratibi Brie lenbcr Cj- I& Angchr; Arthu C. Pnv. M. R. Smith luba & ShlrrL Cc. Kaur City; Chat. Thmu PftG. H;nh6d t'.-hcr CoL Is Anrclcr-: Hollli E. Pino, Wc J. Bcttinla Lmbcr Co.. Pecldar: F'rek \f,ft:.I,r- Plara lfan.ma r --r.cr Ca., Loe ArUclcr; Iro Sr-usl Pud;, E J. Stanto & SoD, Lc AngeLf; Hugh Milto REYNOLDS, E. S. Stutm r ilhh.r Co.. Lor Ary.L.: Wil- liu J. Rieblc, L W. Blim r qhAcr Co. la An:rla; Jrc C. Rirchic, Wal- urt Park r "hhcr Co., Ic ,Angcler; Edward E. Robiarcn, Cm Butlding Sup- ply, Is Angclet; Dqald Cm Rogqr, Hmd r+6hcr Co, ts Angdcl; Adln Lqris SAIUIR. Gooc Bay fambr Co.. Ic Anrcle: E&ar Eurac Scarhomuh. E. K. Wood lrmber- Co.. San Pcdrc: Robert Wlrt ltctlG U;lon llda Co- Ic Angalee: Richrd Edward Sryu& Twohy Lnbcr Co.. Iar Arsele.; Oruille A. SiDEoil. D. E. Thm hibcr Cd.. Sawtcllc: G;wru H. Slack, H.hhd{ r..-bcr Co- Iae Angcte: Eltrycrh- tE. Smttf,. H;D- mnd Lermber Co., Iar Angcles: F. Iaura Sdac. Ban Iamba Co. Whit- tier; Clard" r|. Suits. Fq-Woo&rn trnbcr Co.. Gladale: Svdw'O. Sy- mndr, FIuk Grov* Sad Dor & Mill Co., Iai Angctee;'

Lloyd B. TAUKER:iLEY, Su Pcdro Imbs Cr- Lc Angclce: Robert L Tatc, Tate Iambcr Co- Hutington Puk: Alvin Curtfu Tasanden. Vom Iamba Co- Io Angcls; Fre&ric'k J. Theriot. Fred J. Tf,-criot 'Co.. Ls Angcles; Em€lt L. Tbonas, Dudlcy-Thm l:nber Co.. Smta llonica:'Wil- Uu Andw Tie. Eagle Rocft yard, Paudcm; Fruk F. Toller, Hdward r'.-her Co., Lo3 Angelcel

Willie- R.-VANDERWOOD. Fq-Woodrum Imbcr Co.. Glcndrle: Edward Vq Tobel, rolc ma, Ed Vqr Tobcl lubcr Co., Ian Vegar;

Fruk B. W'ALKER, Pacific Ready-ot Homs. Id "Angela: Jenh H. Walto. Pacific Ready-cut Hms, Ia Ansds: Jdi6 Edwa;d Whitasi. Su Pedrc Ianber Co., Ias Angel6: Noble Whitaqe, N.,Whit*rc & Soru: I4 Angeles; Alyin DeWitt White. Chas. R. McGqmlch Lmba Ca.- Rivci*iidar H"t.y H. Whiteaide. The L. W. Blim lamber Co.. Id Aagclcr: B;rt 11|'i$en: Wilberg-Gm Co., log Bcach; Chrler Albat Wi|liue.-Woil&ad hmb]r q-., 145l Nlgela;__J_ceph Van _Wil[aru._ L W. Blirn Co.: Lo. Anrelc; Wil- liu 1\f. lttrilq, 'fl/m. Smith Co., Ls Angclec; Paul Clifford Wirfrfi iro- berry & I!mi!, r4!,:lug:les; Frink Mawin Wie, Patto 3 p"y1a-r-ila. Co., -Lor lngclcr: -R.b€rt G: Wolgtoncrq$, El ltldtc yard, Patta & Davt;a Imbcr Ca., Ia Angelar; Earl Knox W6od, 0rrenr-Fa*j ldnba-Co:,-i; Argclcr; Rrbh D. ZINN, WLltticr Iulir Cmpuy.

lndependent Building Mcrteriqls €o. Exponds Torrqnce Disrribufion Yqrd

The area of the huge Indeltenclent Building X{aterials Co., Inc., 'ft.rrratrce, California, has been doubled by aclding l0 acres of storage space to tl.re present plant. Non' ttnder cotrstnrctiott are tttro Moore Dry Kilns "vhich u'ill have a capacity in excess of 1.5 million board feet per mollth, according to Bill Upton, president of the wholesale clistribrrt-

Pictrrrecl in conference above are Ilill Upton. AccountantOlfice rnanager George Iteheis ancl Salis Manager Don Jeivett. Looking over aclclecl yard area under construction belor'v are Salesr.nen Joe Petrash and Pl-ril Kelty. Plans call f or continued e-xpansion of plant anrl persorrnel to handle the ever-exparrcling demzrricl of retail lun'rber dealers for Inclepenrier.rt lleclu.oocl, it rvas saicl.

I'hil I(e1t1-, prominent redu'oocl salesman of Southern Califonria. has joined tl're sales stalT 'ivith Xlanager l)on -f eu'ett anrl Jcie Petrash. "\\re norv have the largest facility of its kincl in Southerrr California." said President 8i11. "Our plant nor.v covers more than 20 acres, several 'warehouses for dry stock storage, modern up-to-date remanufacturing mill ancl uow the Nloore l)ry Kilns for additional customer service." he cor-rtinuecl.

Scott Heod of Residentiql Division

Walter D. Scott has been appointed manager of the Residential Harchvare division of Sargent and Company, annourlces F{erman R. Giese. executive vice-oresident of the harclware firm. ing concern. Adclitional during the sunrmer for n'arehouses will alsr,r under-cover storage of be completecl clry stock.

E N DT ITE REDUcES END clECKs & spuls

IOGS qnd LUMBER NEED ENDTITE'S SPEC|AI PROTECTION TO 'l). Reduce losses which result from end defecfs

2). Prevent too ropid drying through ends of lumber

3). Provide ottroctive End-finish for belter oppeorqnce Order Endtite in ony Quontity-in ony Color. To opply, use brush or sprdyer. For lnformqtion on our complete line of Protective Cootings, get Bulletin No. 5904.

MoonE DRY Krr,u Compnry

You can't beat Socnt4oi brand for consistently high-grade, well-manufactured Old-Growth Douglas Fir. You are paying for it, so why not get the stock that yards so well and produces those h"ppy customers? Try us for boards . . . dimension . . timbers .. . or special cuttings.

Jim Lindermon - Gil Longley - By Armstrong