has changed a lot lately.

Are your selling methods up to date?

The second home market is not only bigger than it was a few years ago. lt's different. Has your sales strategy kept up with these important changes?

l. The second home is no longer just a cabin. lt's aot to be a substantial small house built for eventual retirement. So you're selling tc older couples as well as young fami .ies, and often through builders.

2. The size of the do-it-yourself market may have been exaggerated. So you'll get more business if you offer a complete package, including at least a structural shell and utilities.

3. Most prospects don't own a lot. So you need to tie-in with realtors and developers. Promote your model, but offer land, too.

4. The most successful promotions of all involve comolete vacation-retirement communities, with recreation facilities. This way you can sell a lot, a house and a way of life. lN RUSSIA this is how lumber is transported for inter-city shipments. The load appears to have been tossed upon the flatbed with no attempt to tie it down. From look of entire rig it's no wonder the driver is checking to see if the wheel is falling 0ff.

American Plywood Association research has kept up with this changing market. The sales aids and olans in their Second Home Promotion Kit can help you get more of this prof itable business-see coupon at right.

Send for the Plywood Second Home Promotion Kit. You'll get:

Second Home Market Guidecomplete, up-to-date manual on building and selling leisure homes. Practical pointers on financing... package sales of lot and house how to sell materials kind of customers to look for...tested merchandising ideas. Lists sales aids available.

Second Home ldea

Book-40 colorful pages of vacationhome ideas, designed to interest customers. Shows floor plans and artist's renderings for 18 vacation homes. Plans available for all. Kit has 25 books in self-selling box.

Gonstruction Plans-sample plans for 18 popular vacation homes. Also, details on seven new compacts designed for the second home market by American Plywood Association and National Plan Service.

Sales Promotion Portfolio - contains advertising layouts, ad mats, radio commercials, direct mail and display ideas.

Display Materials- includes two window banners and an eye-catching mobile to sell the plywood second home idea.

Cost of the Second Home Promotion Kit is just $10. Send for yours today, or ask for more details-see coupon below.

I I AMERTCAN PLYWooD ASSoC|AT|ON ,l

I Taco.", Washington 98401 (USA onty)

I ; E Please send me more information on your Second Home Promotion Kit.

E I enclose 910. Please send me the Second Home Promotion Kit.

A Lumberman/s Look at Russia

Iack Carkw ol the Carlow Co. in Los Angeles was really the obsenmnt traueller on his recent Russiatu tour. These excerpted, remarks a tlore extensiae paper upon r eturning.-Editor.

are lrorn he wrote

THE DRIVE FROM the airport to our r hotel in the center of lloscow was about ten miles. Enroute we passed a sawmill on the frozen Moscow River. There were no log decks and the logs were in frozen log rafts. They appeared to be of small diameter in about l6-foot lengths.

One giant overhead crane (probably of German origin) was used to pick the logs out of the river and then pile the green sawn lumber.

The mill appeared to be about the same age as those in northwestern Washington built about fifty or sixty years ago. The pilings were made of wood and there was no sign of steel or concrete.

The outside of the headrig building looked weather-beaten and in disrepair. It probably was an electric mill as there did not appear to be a boiler or smokestack around.

Somedays later walking to the Central Post Office we saw building barricades made with a light colored 3/l6th three ply plywood. The grain ran the direction of the width. rather than the length. This is similar to Swedish plywood and is due to short logs, small lathes or small presses. The plywood was rough like our American CD grade. Texture resembled our cottonwood.

One of our fellow tourists, a gentleman from England, rnentioned that Russia has sixteen plywood mills of pre-war vintage and four new ones planned for early construction.

On a later city tour, I noticed the installation of some casement sash about three inches thick and made with the slot and tenon technique. They looked like they were handmade and were either pine or spruce. Portions of the sash were primed.

In flooring, the herringbone pattern is almost universal in all types of building in

(Continued, on Page 82)