ASSOCIATED REDWOOD TI[IttS

'From Relinble Mills

DIRECT RAIL or TRUCK & TRAILER

REDWOOD, FIR ond PINE SHIPMENTS

Bill Brouning

TWX: AROI3

Phoner'VAndyke 2-2416

Direct: VAndyke 2-2202

NWMA Softrrood Members Hold Foll Meeting

National Woodwork Manufacturers Association member producers o{ wood windows, sash, frames and softwood doors met in French Lick, Indiana on October lTth for their Fall Meeting. Those in attendance were briefed on the various programs of the association applying to these specific product groups' The activities discussed included (f ) FHA Interim Revision #I3 pertaining to glass sizes; (2) Sill Specifications in Commercial Standards; (3) Changes in WPA Shop Grading Rules; (4) Specification for Hori' zontal Sliding and Single-Hung Window Unit Standards.

Hugo W. Eckhardt, Morgan Company, president of NWMA, presided at the meeting.

The division is scheduled to Association's Annual Meetine in meet again at the time of the February at the Drake Hotel in

Chicago.

Georgio-Pocific Soles, Eornings, €osh Flow Reoch Record Highs

Sales, earnings and cash flow for the nine months ended Sep' tember 30 were the highest of any similar period in the history of Georgia-Pacific Corporation, Chairman Owen R, Cheatham and President Robert B. Pamplin has reported to stockholders.

Net sales for the period totaled $226,334,715 compared with $169,067,363 for the same nine month period in 1961, an increase of 33.8 per cent.

Net income was $14,048,787 Ior the nine month period, as against $11,384,893 for 1961, a 23.3 per cent increase.

Cash flow was $33,256,397, a 23,7 per cent increase over the $26,873,174 figure reported for the same period last year.

On a per common share Uasis, earnings were $2.00 for the nine month period, compared with $I.75 a year ago. Cash flow was $4.86 compared with $4.29, based on the average number of shares outstanding during the respective periods.

These results are partially attributable, the report points out, to the increasing eftectiveness of Georgia-Pacific's merchandising program and its over-all cost control program.

Integration of the company's Crossett Division at Crossett, Arkansas has surpassed expectations to date, the report continues; it is anticipated that the division will be fully integrated by the end of the first quarter next year.

The Georgia-Pacific executives say that plans to consolidate present long term debt, including the permanent financing for the Crossett acquisition, are progressing satisfactorily and on schedule.

In other areas of Georgia-Pacific operations,. the report continues, the company is continuing to add facilities calculated to improve its position and its profits. Work on the Formaldehyde Plant at Coos Bay, Ore., is continuing on schedule. During the quarter just ended, work was started on a hardboard tempering plant, also at Coos Bay. The Formaldehyde Plant will supply material for plywood glue manufacture in commercial quantities.

7257 lelegroph Rood, Los Angeles OVerbrook 5-8741- PArkview 24593

Norm Voelckel . Cqrl Duproy

The Tempering Plant, situated next to the existing Hardboard Plant, will allow exploitation of ready markets for tempered hardboard. Near Pineville, West Virginia the company is building an all-electric lumber mill close to its low-cost hardwood timberlands in that area, the report reveals. This will be the first major mill to be built in that area in the last quarter century. All three new operations will be completed early in 1963.

The report informed stockholders that, "The severe storm which swept up the coastal areas of Northern California, Oregon, and Washington on October 12, 1962, caused no major damage either to our plants or in our forests."

Georgia-Pacific Corporation is a leading integrated forest products company producing a wide range of products including plywood, hardboard, redwood specialties, containerboard, bleached food board, flakeboard, pulp, paper, Iumber and wood chemicals from more than IVz million acres of timberland reserves.

Lumber Compony

JIM H. BERRY

Plqn Offered to Help Deqlers Boost Winter Profits

A "Sell Up" plan to produce higher profits during the Winter season is now being offered building materials dealers by Ttre Cetotex Corporation. The plan is designed to help train and encourage their salesmen to sell customers up to higher profit products, ac- cording to Marvin Greenwood, Celotex vice president and director of merchandising.

_.

Dealers are rJrged to follow three steps in carrying out the plan, Greenwood said. These are:

1. Select products with the greatest profit return for their Winter sales drive.

2. Promote ]righer profits with special displays, advertising, and merchandising programs.

3. Train salesmen to sell up, by selling benefits of higher profit products, and by selling the ,complete package.

"Celotex helps the dealer aecomplish all three steps,t, Greenwood r..tq. "A l<ey part of the plan is salesman training. Most customers will gladly spend a little more if the saleSmen remember to tell them about the benefits of higher profits products. Teaching salesmen what to say to customers is the proved way to increase sales and profits."

C-elotex helps the dealer in this training by providing pocket-size packets of sell up sales tips. The packet contains a number of printed pages suggesting what salesmen can say to upgrade buyers to certain Celotex products that return a high profit. Each seliing message stresses common-sense benefits of the product that the average customer can readily appreciate.

. Each sales tip page lists other products which are related to the initial product being sold. For example, the page devoted to acousti_ cal tile lists such related merchandise as furring strips, staples and stapler, mouldings, wall paneling, paint or wallpaper, etc, This helps remind the salesman that a large package sale can often grow o^ut o.f-a single customer inquiry, if the salesrnan will only sug-gest and sell related products.

The packet also contains several blank pages for sell up sales tips on._other higher profit product the dealei handles. Salls tips c-an easily be obtained froln othel suppliers. These can be typed on the blank pages and stapled in the packet, so that ernury "ilie*-rn is equipped with a convenient_sell up g:ui{e on every principle high profit product line in the dealer,s store. Measuring o;ly Aya x {y2 inches, the packet can easily be carried with thJsaleiman at all