Merchant Magazine - May 1967

Riding High With Top Quality

It takes good logs to make good lumber. Rockport selects the very best; and manufactures notably high-quality Redwoodalways well up to grade. You can depend on Rockport to please your trade. Nothing surpasses the enduring beauty of Rockport's Certified Dry Redwood Bevel Siding . . . ir's factory sealed,!

Rounds Lumber Company is exclusive distributor for Rockport Redwood; and sales agent for other leading Redwood mills. Rounds also represents producers of top quality Douglas Fir, tUThite Fir and Ponderosa Pine.

J.H.Baxter really means business. . . foryou

Baxter pressure treated wood-chemically preserved to resist decay, insects, fire-can put extra profits in every dealer's pockets.

This segment of the lumber industry is growing fast. New uses, new and better preservatives, new building code acceptances are increasing the demand for Baxter pressure treated lumber every year.

J. H. Baxter has pioneered in the development of better preservatives, better techniques-so that today there is a right preservative treatment for every specific use. That's why Baxter is a leading producer

of Pyresote'fire retardant studs and ptywood which are always kiln dried after treatment; of Chemonitedo plywood and lumber for sills, porches, decks,fenceq etc.-wherever protection becomes an economy.

Hundreds of lumber dealers now stock high-profit Baxter products. They like our dependable,fast delivery-mixed or straight cars-of kiln-dried material packaged for easy unloading. They like the growing sales.

Are you getting your share? lf noq call, write or phone our nearest sales office. We'll tell you more.

3450 Wilshire Boulevard, Los Angeles 90005

Western Lumber a Building Materials

totmerly CALIFOR NIA LUMBER l\4ERCHANT Accurate anatysis and t'actuat news since lg22

votuilE 45, 1{0 l1

FEATURES

COMPLEMENTARY BUSINESSES MERGE FOR MUTUAL PROFITS

SERVICE MEANS SUCCESS IN EXPANDING REMODELING

MAKING THE CHANGEOVER TO SELLING THE CONSUMER

HUMBOLDT CLUB HAS THEIR PERENNIAL CELEBRITY NITE

LUMBERMEN BUY BIG AT ANNUAL HARDWARE EXIIIBITION

IIOW TO SET UP AN INTERVIEW: SMOOTH SELLING SERIES

MERCHANT'S CARTOON_"THAT'S HOW IT GOES"

WHOLESALERS RE-EVALUATE INVESTMENT RETURNS

C. R. JOHNSON ANNUAL SAFETY AWARDS PRESENTED

SAN DIEGO CLUB HAS ITS ANNUAL INITIATION

Lunbcr t Building Motcddr ,VTERCHANT

Publlsher A. D. BeU, Jr.

Menaglng Edltor Davld Cutler

Aegoclat€ Edltor and Aalverttrlng ProducuoD

Joyce Adams

Circulotlon Depa,rtmentAndrea Frlese

Publl6her6 B.epresentetlves

NOR,TIIERN CAIIFOANIA

Max Cook, ddvertising and news, 420 Market Street, San Franclsco, Callfornla 94111, Phone (415) Yukon 2-4?€n.

SOUTflEN,N CAIIFOB]|IIA

Jerrtr Hlckey, advertlsing anal news, 4U, \tr/est Stxth Street, Lo3 Anseles, Callfornla 90014, Phone (213) MAdtson 2-4fi5 or MAdlson 2-0470.

PACIT'IC NONTI{WEST

Pete lrlaner. advertisins and news, Termlnril Sales Bu-lldlng, rPortland, Oregon 97205, Phone (503) cApttol 7-4999.

CIIIOAGO

N.C. "Budd" Bcllow, advertlslng and news, 11250 South Halsteal StreeL Chlcago, Illlnols 60628, Phone (312) 748-3351.

EDITOBIAL OX'T'ICES

WESTERN LUMBER & BUILDING

MATERIAI,S MERCHANT Is Dub- llshed monthly at 4LP Woet Slxth Street, I,os Angeles, California 90014. Phono (218) MAdteon 2-4506 or MAdleon 2-0670 by Callfornla Lumber Merchant. Inc. Please address all corresDondence to offlce of Dubllcatlon. Second-class Dostags rates paid at Los Anieles, Callfornla. Advertising rates upon request.

LASC

Subscrlptlon Retes-U.S., Canada, Mexlco and Latln Amerlca: $4one year; $7 - two years. Overseas: $5 - one yeari $8 - two years. Single coples 50 cents. Back Coples ?5 Eents when available.

Chango of Addresr-Send subscrlp- tlon orders and address changes to Clrculatlon Department, Western Lumber & Bullding Materials Merchant, 412 West Slxth St., Los Anseles. Callf. 90014. Include adilress label from recent issue lf posslble, plu.s nelv address, zone numDer or zlp coce.

Boorlnt S€rvloosReDrlnts, Dre- priirts, cover folders (ln-both bfack and white and color) on Merchant articles and advertlsing are avallable on reouest wlthin the month of issue. Contact our editorial of- flces lor lnformatlon and prlces on any quantlty.

THE iIERCHAIIT

is an i,nilepend,ent rnd,ga,zine publi,shed rnonthfu f or those nlernbers of the lumber anil builili,ng materials i;nilustri,es who neeil and, uant factual, accurate news end an objectiue anafusis of eaents and, prod,ucts of concern to them in business.

DIRECT MILL SHIPMENTS

lcl from 2 million feet

A WHOLESALE DISTRIBUTION

PHONE:

Vlctoria 9-3109

THornwall 2-2154

20 EAST ALAMEDA AVE. BURBANK, CALIFORNIA

The All Ways In Demand Product

Remodeling or New Gonstruction, interiors or exteriors, Lam-Loc Pecky Cedar is a wanted product. No other offers you so many chances for a sale with specialty item mark-up. Lam-Loc Pecky Cedar lives well with Spanish, contemporary, traditional, early American At home, it's a natural for entrance ways, planters, cabinets, den, family and living room walls, Commercial uses include store, bar and restaurant interiors, displays, fixtures, picture frames...anywhere a durable textured surface is desired. Cash in on this perpetual potential, call for one of our multiplex units today!

Chorles D. leMoster 188l-1967

THE RECENT passing of C. D. "Lee" LeMaster, r 86, of The House of Ancients of Hoo-Hoo International, calls to mind some pretty big footprints in the sands of time.

"Lee" had an amazingly varied career, which is outlined in some detail in our obituary columns. Through it all runs the theme of "high standards of business conduct;" "importance of good forest managementl" "conservation and reforestation," and, not least, "cooperation between all segments of the industry to promote better understanding of industry problems." In this latter respect Lee was well before his time.

His death, however, points up some of the giant strides the forest products industry has recently made towards closer cooperation. No longer a col. lection of disorganized individuals, the industry has, as much through necessity as not, strengthened itself by strong leadership in its various trade associations.

These men have seen to it that creative thinking is provided for staffs which they insist must be several steps above the competence level. This same thinking is much in evidence in individual companies, where research departments are now the rule instead of the exception.

The clash between the old and new has never been better illustrated than in the current standards struggle. No matter how it comes out the industry will know a lot more about itself than it ever has before. Sometimes these unnecessary struggles must be gone through before a complete understanding can be reached.

There is no question in our minds that a new concept of who the customer is, and what the pro. ducer is actually merchandising, is better under. stood than it ever has been is due in part to the

discussions, (a polite word), that have accompanied the standards debate.

Other illustrations come to mind, the most recent of which is the cooperative advertising effort of the twelve major associations, who will get much better mileage for their money in 1967. The newly formed, very representative, Forest Products Industry Organization Committee hopefully will soon see the industry organized nationally to speak with one voice on matters of national concern.

Yes, the industry has come a Iong way since Lee LeMaster started preaching the gospel. We are glad he lived long enough to see his preachments begin to bear fruit. We honor his memory. He did much to benefit his friends and associates. Now let's carry on. Lee would like that.

Decision Moking

TN THIS issue we are presenting the second in a r series of articles devoted to the desirability and the problems involved in changing from a contractor [o a consumer-oriented business.

The author of this series is Reed Lawton, a professional management consultant and an old hand in the sticky business of changing a business.

The conversion of your operation is obviously not to be taken without due care and caution. Going consumer can be the salvation for some dealers. but it can just as easily spell ruin for others.

'We have always been enthusiastic about the profit possibiliti,es in consumer selling, but make no mistake, it is an area where poor planning and preparation can quickly mean real trouble.

'We don't mean to talk you out of going consumer, but we do want everyone to make the decision, either for or against, on the basis of good information and with full awareness of the factors involved.

Miami-Carey quality moves West with a full line of Range Hoods, too.

4100 Series Hoods-a beautifully designed high power unit with 3-speed, mixed-flow impeller-type fan, exceptionally large aluminum mesh filter, twin lights and simple push-button controls on illuminated face panel. Variety of colors available.

4600 Series Hoods-a highly efficient duct-free unit that traps cooking odors, smoke and grease in a triple filtering system ernploying aluminum mesh, fiberglass and activated charcoal filters. 3-speed fan and enclosed light. Variety of colors available.

4500 Series Hoods-an attractively priced ducted unit with aluminum mesh filter, enclosed light and 2-speed fan. Accent Coppertone and several special colors available.

For complete information on these easy-to-install Miami-Carey Hoods, write for Booklet No. 6770. Dept. wL-567, Miami-Carey Division, The Philip Carey Mfg. Company, 13711 Freeway Drive, Santa Fe Springs (Los Angeles), California 90670.

Complementary businesses Merge for mutual profits

It's true that prior to the 50's the average dealer really was a "lumber dealer", but the changes the industry has under. gone since that time have been staggering.

Story q] q Gfonce

Lumberman and nurseryman combine operations. each helps the other's business customers get double benef it. outdoor living business proves profitable.

Needless to say, the additions of hardware, electrical, plumbing, paint, hand and power tool,. home planning and garden supply departments have been highly successful for dealers catering to the retail trade and now it appears that nursery stocks may be the trend. Of course, space

is the big factor here, but several dealers from Arizona to Washington with enough extra yard area have found the nursery and building materials business highly compatible.

Burton French Lumber Co. in Walnut Creek, Calif., is one such operation and while the building materials operation was actually added to an existing nursery the result has been the same. $ucce$$.

Ed French, co-owner of the operation, explains it this way. "I guess it first struck me that outdoor livine was real big business after I spent a few hours just watching the cash register at Grant

ture shows how strong store lighting can make any display look better. Store benefits from traffic generated by nursery.

Burton's big wholesale-retail nursery one weekend three years ago.

"I was looking for a site for my yard and I suddenly realized how well the two businesses could complement each other. Besides, all those people spending that kind of money on outdoor living are obviously improvement-minded homeowners and, therefore, prime prospects for anyone interested in starting a retail lumber and building material operation," he reasoned.

Ed approached his friend Burton with the idea and together they launched Bur-

(Continued on Page 26)

Knoul uhene to

bagTectona Gnandis?

Tectona Grandis, or teak, the centuries-old favorite of ship builders is floated down the rivers of Burma and Thailand to be rough-cut then dried and seasoned for shipment to America. You can find it in luxurious matched panels at J. E. Higgins Lumber Company. For 86 years we've been Northern California's specialists'in fine hardwoods. Our selection of over 5O beautiful hardwoods is proof that at Higgins, you'll find the right lu,mber for every purpose.

Desiga is even more important. Without competent designing at the selling stage, m"ny " prospect will be lost. Some build' ers have this ability, but the woman buyer especially will appreciate counseling from a person trained in desiglring for convenience, and in what materials and finishes look best.

Remember that today's home-owners are more aware than ever before of what's both practical and attractive'

STOCK LEVELS

Stock of materials must be kept up to adequate levels. If you're unable to supp' ly the do-it-yourselfer, he goes to another siore, and you've lost him. You had the first chance, and muffed it.

With lumber, for example, market con' ditions sometimes seem to favor holding out until the racks are empty of many items that your customers need. If you're smart or lucky, you may save a few dollars by waiting to reorder. Bu,t haae

FAMILY R00M was just a patio originally, similar to materials sales, but de.alers.can.take on promotion, you counted the customers you'ae turned lthousands.iustwaitinsto.betraniforniedintoa||.designingandconstruction,too,toincreasevo|ume.'.^..^^.> year livirig'space. lmprovements are profitable for Remodeling money is eaily found.

Dealer's service means success

In expandlng femOClellng mafKet

'

runner to salesmanship. Your _sphere is

e local, of course, but remember that youtre

not alone. You're getting help from many

rnHE REMODELING boom means more Big ticket remodeling is quite another directions. ,.,1 I business for building materials deal- matter, and major projects, such as add' : ers. The big question isiWttictt dealers? ing a room utti fitti.hi"g attic or base'

PROMOT|ON HELP .;.t, Home improvement work is growing so ment to provide more livable space, are Western Wood Products Assn. and l ,; fast that some economists predict it will increasing faster than small ones. other forest industry groups are aiming f.r', surpass new home building in dollar sales Most people are not satisfied with their their major promotion guns on the re' p within four or five years. Already seven houses as they are. In typical times, many modeling market during this year. i. out of every ten hdme owners are making of these buy a new home more to their WWPA's consumer advertising and new fi *F some rmprovements this year. liking, while many others let things go literature are being prepared [o persuade ir, Opportunity is there; in fact, it could forlackof money. the homeowner to enlarge or modernize il,:,' be the biggest yet for the lumber dealer. his existing house-with a big project. iiButitwon,tbreakyourdoorsdown.Com.JustasithasinI966,thewestern 'r . pditionseestothat.

Fr t At _ _ lumber association is gearing its promo' lt 'The.e's nothing automatic about Suc- )fofy dI d |9fGtnGg tional effort to funnel sales-through the 1.' cess, even in the vast home improvement Giving the customer what he doors of the retail dealer. To focus inter' . market, which with all categories counted Want; iS Vital . SerViCe Can be est in your area on your own store, your J;, adds up to $18 billion a year. the key to boost business promotion should include advertising in li fhe word success includes three S's. associations offer back-up promo- newspapers or on the air, or by direct I They stand for: tion. mail-or of both types. WWPA will ji''Servicesupplymatsandinvoicestufferstoyou

But today, "tight money" for new interior paneling, decks and patios, and

Service can be the key business booster. homes on the one hand and high income fences.

The remodeling customer looks to the and savings levels on the other are push- Full-color idea booklets are available on il dealer for ideas, advice and sound in- ing literally millions to decisions to re- these subjects, plus framing used for

formation. The handyman who takes on model. visual effect, and siding. How-to-do-it

the job himself at home needs information This is a favorable time for a lumber booklets are offered or, .-.torug", decks,

about materials, and probably project dealer to establish or expand his home paneling, moulding and fences. These will H instructions, even though he may have a remodeling department. For a construction be furnished in reasonable quantities with kiti, set of plans. However, his project is sel- associate, you should have your pick from just the shipping cost charged to the dom a large one. several builders of good repute, who are dealer.

,"I*lr;: :il: *t i"ffiff;u#:::

ested counseling at the outset; project

Boise Leose Out

Producer's Lumber Co. of Roise. ldaho. has been least'd to Harllur'-LeEno" Inc.. an Idaho t:or'polation. formt' r' owllt'r's Larvrenr,c lnd Edna Hetting-er have anutlrrtced.

Tht' firm. rvhi<'h includes a retail yald. sawmill and planing mill. all located ncar thc lloise Ri'r't'r" has bt't'n <4rerated bv the Ht'ttingcls {ol about i30 yetrl's.

Dallas H. Harlis is the president oI HarFJur-LeEno. He {olmellv rvas a partner in Harlis Brothers Lumbel Co.

The retail rard lill be moved to 110 East 29th.

New LASC Members

Four new members havc recentlv ioined tlr,' l,ttml,er As..o,'ialion of Soufherri California. according to Ntar-ne Gardncr. t.recutivt. ,l p.

Nel- rctail division memlrt'rs art' Honrt: l,umlrer (}r.. Strn Bernardino ; Russell Lumber- (h.. \{'hittiel and Southland l,umber .t Supplr- Co.. Ilt'. irr lrrgleu'ood. Ncu wholesalt' division mt'mhel is \Lron'Oregorr Lurnber Co. in San l)it'go.

Leosing ond Tight Money

Lumber compallies rt'spondt'd to tiglrt molet by leasing a record $2.',.7 million worth of prodr.rction and office equipment in 1966. 113 percent mole than in 1965.

Brooks Walker, Jr.. president of L-nitcd t,u,". 1,sa,sing Corporation. said the major rea-.on for the spurt in leasing was the need for manl' lumber companie-s to t'ontinue to modernize production facilities despite tight money.

"While some lumbel companies cut back on capital expenditure,. because of the high cost of borrowing and the reduction in available funds" man1. others reacted by accelerating introduction of cost-cutting t'quipment," I7alker said. "Still others could not cut back on going programs. while otht-.rs were faced with the need to meet competitive pressures. All these factors productd a record least' volume b1 the industry's companies in 1966."

no better finish for the lile of it

Double Sales Appeal for both residential and light commercial construction. Naturally handsome and durable, its textured surface holds any finish Ionger and masks the marks of normal wear and tear. Equally suitable for either exterior or interior use, it achieves a warm, friendly atmosphere with a minimum of maintenance. Available in a variety of patterns-Channel Rustic, "V" Joint, Santa Rosa Siding, Bevel Siding. For additional information, write:

Making the clrangeover to selling the consumer

fN THE last issue oI MERCHANT Maga- L zine, I proposed that each lumber dealer considering re-orienting his business to attract more of the consumer trade shguld talk {irst with his employees, his suppliers, and his banker.

Armed with a reliable financial state. ment, a reasonable market survey, and a "Do - It - Yourself Checklist". the owner should then sit down with his banker and

s] d Gfonce

What you'll need to know and do to go consumer complete flow chart below is vital guide to putting your decision to work.

see whether the banker would lend the money necessary to go in business if the owner were 35 and presented him this information for the first time.

This month's discussion will be concerned, with making THE Decisinn and putting it into action..

The decision must be based on whether there is some degree of success assured, the planning and budgeting required.

and a certain sense of timine. Next month we'll ralk abour Directine rhe Operation.

The April "Do.lt-Yourself Checklist" (Merchant, pp f4.l5) listed 40 questions. Now it's time to count up your "yes" answers. If you answered yes to the following, subtract I point for each of these negative factors:

(a.) Over 60 years of age,

(b.) You would rather be doins somethin.r els^.

(c.) You are in a declinine downtown at'ea, and

(d.) You have major competition al. ready established near you.

Because there are four questions about competition, you could have as many as seven negative points to subtract. Having subtracted the negatives from your total of "yes" answers. you should have at

(Continued on Page 4l )

These are the factors that major banks use in determining the the stability of a business:

NIOI'{RLES

frum Orcgorr lo lhe

I \ Nleri, rrr b,,r,ler ugairr huve rlesccnded upon Eurt'ka. tlalif. for thc annual Humboldt Hoo-Hoo Club 63 Celebritv \itc t:hairmannc<l by Davt: Davis of \,'an De Nor Lumber Co. The rnenu otr<-'r: again {caturccl Hrrntboldt Bar-'s farnous 1'sltrrp) clat'ked cral) eJolls u-ith spaglrt:tli antl mt-at balls.

High point of the club's )'ear, the event dreu' 110 lumbcrmetr u'ho also welcomed six nel' kittens irrto the

C"/"[,ity

nigbr at tbc lhtmboldr club

Western Lumber & Building Moteriols MERCHANT

fraternity. They are: Les Alexander, Alcxander Logging Co.; Jack Kocpf, Pccrless Lumbcr Co.; Dan Berry, Pcter Ruilt Logging; Jack I'Iartin. Gcorj{ia-Pacilic; El Werthman. Westcrn Dry Kiln; and Ken Lauden-

Arcata Rcclwood Co. Club o{lict:rs aro presidcnt Lloyd Her:athorn, Arcata lledu'ood Co.; vicc-prcsidcnt Jack llazzctto, CeorgiaPat:ific, and sccretary-treasurer Del Slonc of Arcata lledrvood,

DEGREE TEAM included (1) (seated) Club 31's Bob Reid, Rameses 54 Harvey Koll, Club 9 prexy Larry Owen (also head of Jurisdiction Vl), Club 39's Vic Roth and Club 63's Don Metcalf. Standingr Jurisdiction lll leader Bob Johnson, Rameses 48 Dave Davis, former 9 member Jack Mitchell, Club 63 prexy Lloyd Hecathorn and immediate oast oresident Bud Peterson. (2) A G-P threesome, Bob Bonniksen, Ray Hauger and Guy Bush, all

DOORS

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FEATURES GALORE

O Full lengih mirrors for "HER!" a Adds o {eeling of spociousness to room o Overheod suspension o Conceoled guide -6y fl6e1 trock o Jump-proof trock design o Mony sizes 6'8" or 8' height. Widths in foot modules |rom 4' to 8' a Rollershighest quolity seoled ond pocked boll-beorings with smooth, silent nylon rifs. O Ample verticol honger odiustment up to %" o Slender sight lines-bet sturdy oluminum construction o Choice of colors. Anodized cleor, gold or block o No unsightly pufls O Ponels moy be glozed with 3/l6" Crystol or /a" plote mirror.

Lumbermen Buy ot Hordwore Exhibit

A record breaking registration of more than 10,000 put the stamp of success on the annual West Coast Hardware-Houscwares Show at the Long Beach Arena over St. Patrick's Day weekend.

Lumber and hardware dealers purchased a variety o{ goods providing further evidence of retailer merchandise diversification. The show pulled some buyers from major hardware chains in spite of its greater appeal to independent hardware dealers.

The increased number of lumber dealers attending the show demonstrates the diversity of inventory being stocked by retailers. This current merchandising concept is proving profitable {or those who have added such items to their line.

A catalog of some 75 specials, many of them offering l0 percent discounts for the show only, attracted browsing buyers.

The Anaheim Convention Center, now under construction. will bc the location o{ the 1968 show. Pacific Southwest Hardware Association, show sponsor, expects tle new location to be a stimulant for a continually expanding markct. The new center will accommodate about 530 exhibits, or about 200 more than the Long Beach, Calif. Arena. Sho*' dates have been reserved for March.

SMOOTH SELL'NG

..HOW TO sET UP AN INTERVIEW''

Fifty percent of all interviews fail because the salesuran assumes a passive role. before the buyer.

This is especially true when the buyer reacts negatively to the seller. Sometimes the prospect only has to frown and the salesman trernbles in his shoes. Before long he is pleading and whining to be heard.

The interview is the payofi, the moment of truth in selling. All your training, preparation, and planning are aimed at the moment when you stand before a prospect. The idea of blowing such an opportunity seems incredible, yet many do every day.

The major reason for this is that the salesman automatically adopts a second. ary position. He becomes the pupil instead of the teacher.

BUYER REACTION

First, it should come as no surprise to the salesman when he gets a cold shoulder from a prospect. The latter is reacting according to his experiences with hundreds of salesmen, most of whom were mere order takers or worse. They didn't know their story; they were phonies, etc.

So even though you may be a first rate man, you still must suffer for the sins of those who preceded you into that buyer's office. He doesn't know you and has no re€rson to expect that you'll be any difierent from the others. The proepect has all his defenses up. You're guilty before you even get a word in.

A rough game? Yes it iso but.it gets easier if you start playing by your rules instead of his. If you have tle guts and ability to survive those first few moments of hostility, you stand a better than even chance of not only wallcing out with an order, but of creating a permanent customer as well.

Show that buyer you are totally different than the other salesmen he's con. fronted. Let him know right ofi that you don't want to be treated like the rest of the pack.

Be more than a seller. Be a bearer of important facts and information which will help tle prospect in a very concrete way. Make him believe that your coming was the best thing that happened to him all day.

NELATED SAIES

An interview can fail even if you get an order. If you sell $1,000 worth of merchandise when you could have sold $2,000 worth, the interview was not a success.

So many salesmen today pass up an easy opportunity because they don't think of related selling. Even a haberdasher clerlc is alert to this possibility. When you buy a tie, he'll ask if you need sox or handkerchiefs. And in supermarkets tartar sauce and lemons will be displayed over the frozen fish case.

Don't isolate your line. If you have related items, push them. The customer can only say no and he is quite likely to say yes.

Ritchie Graves, a paper products salesman, said to me not long ago: ooWe've got a natural setup for related sales-napkins, paper towels, bathroom tissue, etc. Yet it's amazing how many salesmen in my firm simply never try to sell similar items. Some of them could be making twice as much money as they are.t'

You're actually performing a service for the buyer when you mention related products. If you don't, he may very well buy them from your competitor the nexl day. He often needs a reminder.

Interviews also fail because the salesman is dull, repetitious and a bore. He tells the same old story in the same old way.

The successful salesman is one who varies his approach, who is not wedded to a formula. He strives to be interesting as well as informative and, if need be, he can even be entertaining.

One way to lick this problem of dullness is to make a recording of your talk. Then

^TIERCHANT put yourself in the position of a buyer as you play it back. How does it sound to you?

Then deliver another talk, eliminating all the cliches, overworked phrases, repetition, etc.

PHONE AHEAD

You can precondition the interview to your advantage if you phone ahead for an appointment. This implies to the buyer that you are courteous and considerate of his time.

If you can't make an appointment by O#t don't give up on the buyer, how-

I once telephoned a man who refused to see me. The next day I went to his office and was shorvn right in. An hour later I had a $20.000 order.

I told him frankly that I had never expected to land such an order in view of his attitude on the phone.

t'Young man," he said, tol wanted to see how much persistence and drive you had. If a man is discouraged by a telephone call, then he shouldn't be in selling."

To sum up then: The interview should mark your supreme efiort as a salesman. You must be authoritative, knowledgeable, interesting and alert to parallel sales. You must be the teacher imparting valuable and vital information to the prospect. You must strive to be difierent, to steer away from time-worn statements,

Here is a l2-question quiz to determine if you are {unctioning at top capacity during the interview. If you score nine otyes" or better, you are.

HOW TO SET UP AN INTERVIEW

1. Do you feel you take charge in most interviews? YesD NoD

2. Do you ever examine your sales talk for weak spots? Yes ! No tr

3. Do you seek knowledge which will enhancg. youl interview? Yes I No n

4. Have you suggested tie-in sales in your last five interviews? Yes D No n

5. Can you forge ahead smoothly with your sales talk after a frosg reception? Yes [] No n

6. Do you use the phone to make appointments? YesE NoE

7. iDo you try to catch the buyer's interest at the start of the interview? Yes E No n

8. Have you ever sought the advice of older salesmen in planning your interview? Yes ! No E

9. Do you vary your tone in your talk? YesE No!

10. Do you regard the prospect as a pupil who will appreciate worthwhile information?

lYes NoE

11. Do you feel confident before an interview? YesE Notr

12. After an interview, do you feel you did dveu-thing you could to get the MFJ(IMUM order? Yes ! I{o tr

RTPRINTS f'OR YOUR SALESMEN . each artlcle ln thls serles ls €x- panded to approxlmately 2OOO words-lncludes a self-evaluatlon qulz- tt pnnted ln 2 colors ln a 4 Dase format. on whlte slossy paDer and ls 8-hole punched to llt any sta-ndard 3-rlng bhder .-. prlbe3 dre as followa: I to 0 coDl6. (of oach Irtlcle)

may be ordered by number . ; adCress orders to George

(bqr-sgltan-t8,

New York, N.Y. 10001. Artlcle tltles area

0. Iou Are A Goodwltl Solesmln, Too ?. Clotlns Ths Sole

8. IIow To get Uo An Intervlew

9. Bolo-lns Befreea jarrn{;

10. The Oonnctllion

ll. Iaklnr A-Bllk

f2. Playlns Thc Short Oanc

Union lumber Morketing Exponsion

Union Lumber Company has expanded its marketing organization by opening two new sales offices in the Atlantic states plus the creating of a new special products executive post, C. Russell Johnson, president, has revealed.

The new post of manager, special prodructs sales and market research will be filled hy veteran lumberman John C. Bailey, with Union since 1960. He previously had been eastern sales manager.

Union's new sales lacilities will be located in the New York City area and Tampa, Florida. C. Mark Langham and William Spater. respectively, have been named to head up the two offices. Administrative {unctions and order processing will be consolidated at the Chicago office under the direction of Joseph Watt, eastern sales manager.

New Dont & Russell Mill

Dant & Russell. Inc. is building a new $I75,000 sawmill for their Warrenton Lumber Co. division next to the present stud mill near Astoria, Oregon.

When completed next September, production will be increased by 50,000 bf. per shift, according to Stanley Bishoprick, I)ant & Russell vice president.

Long range planning includes a second t'xpansion at a later date. A planing mill rvould be added and machinery for production of random lcngths up to 26 feet as well as random widths.

fhqf's How ft Goes!

Jordqn to Generol Monoger

Charles Jordan has been named general manager of Angelus Hardwood Co. in Los Angeles, according to William G. "Bill" Smith, president.

Jordan is a lS-year veteran with Angelus. and was formerly sales manager. Prior to joining the wholesale hardwood firm he was assistant advertising manager of Westways magazrne.

Jordan replaces Keith Swaner, who recently left Ange.lus to organize his own hardwood firm.

Pine Woodwork Meeting

Earl C. Swanson, president of the Andersen Corp., has been elected president of Ponderosa Pine Woodwork, the association of lumber producers and millwork manufacturers. He succeeds Fred E. Hammes, of Edward Hines Lumber Co. in Chicago.

Other new officers are: Edward A. Stamm, Boise-Cascade Corp., vice-president; Henry H. Kimberly, Morgan Co.. treasurer; and James M. Boyd. Southwest Forest Industries, secretary.

MARKETS WORLD

We Bring You lmported & Domerfic HARDWOODS

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GALENBAR

MAY

Redwood Region Conservation Council-May ?'10, 16th anrrual junior logging conference, Crescent City' Calif.

Inglewood ffoo-n:oo-ptte Club 10-May 11, monthly meeting' SunnY Lee's, Los Angeles.

Arizona Retail 'Lumber & Builders Supply Assn'-May 11-13' King's Ransom Motel, Sedona, Arizonu ,

Southeri Oregon Timber Industribs Assn.-May 12, business meeting, Rogue Valley Country Club, Medford' OregoL

Black -Bart'Hoo-Iloo Club 181-May !7, Railroad Nite, Rondeveous Restaurant, Willits.

Sacramento Iloo-Hoo'Club 109May 1?, dinner meeting, Robinhootl Caterers, Guy Spence chairman

Los Angeles Hoo-Iioo Ciub Z-May 19, Old Timer's Night Lakewood Country Club, Lakewood'

Oakland Hoo-Hoo Club-39May 19, annual Reveille and Golf Tournament, Castlewood Cbuntry Club, Pleasanton'

San Diego Hoo-Iioo Club 3-May 19, Old fimer's Night and dinner, Randro Bernardo Inn.

Los Angeles Hoo-Iloo-Ette Club l-May 19-21, 5th annual national coniention, Hollywood Roosevelt Hotel, Ilollywood, Calif'

San Francisco Hoo-Hoo Club 9-May 26, monthly luncheon, Gino's Restaurant.

JUNE

Lumbermen's Annual Invitational-June 2, Alta Sierra Country CIub, Grass Valley, Calif. Dewitt Smith chairman.

Albuquerque Lumber Merchandieers Assn-June 7, steering committee, Village Inn Pancake House, Albuquerque, N.M.

Inglewood' Iloo-Eoo'Ette Club 10-Iune 8, monthly meeting, Alondra Club, Lawndale, Calif.

Los Angeles IIoo-IIoo Club 2-June 9, monthly meeting, Palos Verdes Country Club, Palos Verdes, Calif.

Black Bart Hoo-Hiro Club tgt-Iune 10-11, annual family weekend, Hobergs Resort.

California Redwood Assn.-June 12, directors meeting, CRA Ofrce' San Francisco, Calif.

American Plywood Assn.-June 12-14, annual meeting, Gearhart Motor fnn, Gearhart, Oregon.

Redwood Inspection Service-June 13, directors meeting, RIS Office, San Francisco, Calif.

J. $tAilIoil & $uu INCORPORATED

19300 South Alqmedo Compton, Colif.

SPruce 4-2220

4770 Dislrict Blvd.

Vernon, Gqlifornio

Phone: lUdlow 9-5581

Fourth Annual Forest Industries Marketing C,onferenceJune 14-15, "Today's Markets", University of Oregon, Dr' Stuart U. Rich.

San Joaquin IIoo-Hoo Club 3l-June 16, Sports Day, Kingsburg Country Club, Bert Dennis chairman.

Salt River Valley IIoo-Hoo Club ?2-June 16'17, two day tourrtament and banquet, Hassayampa Country Club, Frescott.

Sacramento IIoo-Hoo Club 109-June 21, dinner meeting, the Itobinhood, Capital Plywood and Capital Lumber Co. sponsors.

Ilumboldt Hoo-Hoo Club 63-June 25, annual picnic, G-P Grove on the Van Duzen, Ken Noble chairman.

San Diego IIoo-IIoo Club 3-June 25, golf tournament, place to be announced.

Pacific Coast lY'holesale Hardwood Dietributors Assn.-fune 26-28, Ilarrison Ilot Springs, Vancouver, B.C.

TFIE KEY CORPORATION

191 No. Lil.ac. Box 189' Ridn, Cahil. Tdeplwne Area Coile 714 ' 875-20ffi

LUMBER

HE S'I'OR\ is told that I(/irtston (llrtrrt'hill ltailt'd a cab ont' t'r't'ning in tht' Wcst lird ilt Lott<lon. ar-rd ordert'd tht' cabbit' to drivt' him lo l]lJ(]. rvlrt'rt' ltt' u'as schedult'd to deliver att atldt't'ss.

"SrirLt'. Sir'." said tht drivt'r'. ''vott'll have to get yoursel{ another cab. I t'an't go that far. You st't'. Sir- Mr. Churchill is br'oad<'asting itt ittt ltottt and I got to gel 'ome to 'ear 'im ott the ladio.''

(llturchill was s() plt'ast'd. thal ht' handt'd the cabbie a pound not('. at which tlrt'fcllorv sltoutt'd: "Hop in. Sir. I'll takc vou [() Iill(1. To ht'll u ith ( lhrrrchill l'' .:i -:!

'l'lrt wt'atlxrl hatl bttn abominable fc,r' str,'eral davs in il row. antl Jonts was tltorrtrghll displeast-d rtith this ilttt'r'[t'rtrtt'r' witlt his golf gamr'. "l'irtt'weatherl'' he snortctl. "lt t'ortl<ln't b,'mttt,lt rvorst if lht gort,r'rrmt'r)l was running itl"

-\[olrammed is admiltrl fol having raist'd himst'lI llonr u t'itrrtt'l rlrivt'r to a lxrntiff. a legislator. aud a lnottttt't'h: for having strlrrlut'<l Arabia. u'hit'h had nt'vt'r bt'[olt' bt't'n srrbjrrgalt'tl : [,rr ltar'ing uivt'rt tlre fir'sl chec'k to tht'Roman l,mpirt'iIr llrt'llast. arrel to that r,{ tlrt Persians. lJut Iadmirt'hinr still ntott [or ha'r.irlg kr'1it ptact' itt his ou'tt hortst'" amottg ltis rvivcs. Voltailt'.

SALES:

Old Growth Redwood, Shorts P. E. T. Green Commons, Dry Uppers

JACK DIONNE 1882-1966

And somt' modeln trulh-t('ll('r'. speaking of t'conomius. sa\ s that the r('ason a dollal won't do as much lol people as it ottt't' did is simplv lx'c'ause pt'oplc won't rlo as nrrrch f,rr a dollar as thev once rlid.

SELF-MADE MAN

As palt o[ tht'gradual.ion t'xams in English. t]tt'studttrts llt'rt' usked to u.ritt' a blief dt'linition of a self-made matr. A brightt'ycd vourtg ladr'. rvrott' this one: "A self-madt' nran is likt l st,lf-madc cigurettr'--t lot o{ Bull rvrapped in trartspat't'ttt r'ovcr."

ii j,! ii

Jamcs A. (,alfit'ld said: ''Poverty is ttttcolttfortable, as I t'ittt tt'stify: but nint'times out of ten the best thing.that can happt:tt to a youllg' matr is to bt' tossed overboat d irnrl <:ompt'llt'<l t,, sink ol su'im fol himst'lf.''

A small-town nervspap('r' <:alrit'd a half pagt' ,rf rvhilt' spac,'. in tlre center o{ whic}r \t'as set in vt'r'r'srnall t1'pe: "1'his spac,' belongs to Jim Brown. wlt,r rvt'ttl fishin!r rlith tht' <'opr- in tris pocket."

"There are a rnilliorr wilvs of bt'irtg \\ r'()ng. btrt ortlv olt(' u'tt\' to bt' right." Alislollr'.

COMPTETE CUSTO'IA MIIIING

Lorge Timbers ond Wide Sizes

Our Speciolty

Holnes

AIR-DRIED KITN.DRIED sTuDs-PosTs-sPtlr

GREEN PRODUCTS

DOUGLAS FIR

WHITE FIR

PONDEROSA PINE

SUGAR PINE

Wholesqlers Eye Investment Return

"The'distribution risk is as, great, if not greater, than the production risk. The return on investment of wholesalers should be as good as that of suppliers. It isn't, and I think it's to a large extent our own fault.?'

So stated Paul L. Courtney, executive vice president of the National Association of Wholesalers at the recent NAW annual meeting in Florida. National-American Wholesale Lumber Association is affiliated with this parent association and maintains liaison with NAW through J. J. Mulrooney, executive vp of NAWLA.

Courtney said the wholesalers' dollar volume is growing faster than that o{ retailing and, in fact, faster than the gross national product. He said that the dollar volume of wholesaling was up 12 percent from 1965-1966.

He believes the reason for the rapid growth of wholesaling is that most sophisticated suppliers are analyzing marketing costs more closely and are discovering that the "least cost" method of distributing goods is through wholesaler-distributors.

New Federql Timber Policies

The Bureau of Land Management and the Forest Service have revealed plans for uniform timber sale and appraisal policies and procedures,

The five points of the program are: (1) Establish uniform appraisals methods between the Forest Service and the Bureau of Land Management. (2) Conduct a review of bidding pro. cedures in the highly competitive Douglas fir region in Oregon and Washingon. (3) Develop a uniform system of measuring forest products. (4) Continue past prolit studies of federal timber purchases. (5) Indicate appraisal factors to be reviewed when a significant difference between appraised and bid rates exists in a region for more than three months.

New UL Plywood Roting

Underwriterso l,aboratories has accepted softwood plywood grades manufactured under Product Standard PS 1-66 as interchangeable with lumber in all UL wood frame floor-ceiling assemblies {ire-rated to one-hour or less.

This action adds validity to specifications for l/r't standard. plywood with exterior glue, and 5/"" rongae-and-groove interior underlayment grade under such resilient finish floors as tile or carpet.

Plywood also may be used in either the underlayment or the subfloor layer of a floor system in combination with l-inch lumber products.

Sierrq Club Gets Clubbed

When the Sierra Club launched its campaign against the pro' posed Colorado river dam at Bridge Canyon, Ariz., it unwittingly put the Hualapai Indians on the warpath.

The dam would be on Indian land and would bring tourists to the remote reservation. So the Hualapai called the turn.

Said the tribe chairman, George Rocha: "W"e are tired of having our homeland kept a wilderness to give Sierra Club members a place to run away from their own world."

Big Ooklqnd Annusl

Oakland Hoo-Hoo Club No. 39 will hold its annual Reveille May 19, at Castlewood Country Club, starting with the golf annual at 9:09 a.m. There will be prizes for all categories of golf.

The cocktail hour features the Topless Tootsie*r and their Hippie Happening Fashion show, followed by a top sirloin dinner and a top notch show.

Your best bet reolly efficient of West Coost

Annuql Sofety Awqrds

Ar<trta lit'rltoorl Cornparrv has won thc (1. I'roph1- Iol 1966 for the lrt'st oler-all safctl 'fhe trophl uas tru'ardcd bv Stanlcl' HrrL'tt" conrmittt'e chairmtrn of tlrc

C. ll. Johnson Accidcrrr

Pn'r t'ntion Committec aurl al,.o safet)' di rcr:10 1 ol Willits llcdrvood Pnrdrrr.ts Compan.v, at thc organi- $ zation's spring mt'cting at Ukiah, Calif . (.al-Pacific: Rcdwood Co. oI Arcata and Willits Redl'ood Products Co. u'ere second and third runners up.

Cal-Pacific lledrvood also rron thc achie'r-cment award {or the greatest decrease in accident frcquencl' with Arcata Redwood and Georgia-Pacific in second and third place. The logging award was presentcd to Simpson Timber Co. and Cal-Pacific Redr.ood won the plant alr'ard for no lost-time acc.idents. In tht' allied prriduct.s division oI tht' safetr competition" Mtrsonite Corp. l'on first place.

'fht: (1. Il. Johrrson .\r'r:iderrt Prt'r't'ntion Cornrnittcc was cstablisht'd in I9,1.1 lrr'Otis li. Johnsorr in honor oI his {ather. C. lt. Johnson" foun<lt'r' of [-niorr Lrrnrlrt'r. Co.

Redwood Cifizen's Committee

"Let's scttlc this recll'oods national park qustion" is tht: battle cry of a citizt'n's organization which has bccn lormed in the Itcdrvoori l-mpile to support L'alif. Congressman Don Clauscn's Rcdl oocl,*-to-tlrt:-Sea-Palk 1rlan.

'fJre chairman is C. Robclt Bu,nu-. prominent ]iureka businessman. rvho said thel- are pushing a letter-writing campaign to gain Conslessional support for the Clausen llill. HR ?7 12. Clausen represents the redrr.ood region.

Ilarnum invited all Cali{ornians to join redwood reg;ion residents in supporting the plan bv rvriting Senator Henry \I. Jackson" chailman of the Senate lnterior. Committee.

Oregon Morketing Conference

"ilIet'ting tht' Challcnge oI Toda1.'-s NIarkc[s" .rvill tht'rnc t]re fourth anntral I'orest Lrdustrics I[alkctirrg Con[crt'rrt,c sponsoLc<l by the l'orest Industlics l\Ianagt:rnt.nt Centcr of thc School oI l]u-.iness Admini,stration. Unir.cr.sit1. oI Or.cgon, and hcrld on the flniversit,-v campus in Ilugene on Junc I I and 15.

The unique fcature about this rrational confcrcnce is that thc topics and spcakcrs have bccn choscn to rcprcs{-nt the forcst inclustries at all k'r't'ls of marrufacturt'. distr.ibution. trnd end-use - the forcsts, mills. clistributors. dcalcrs, architecl.s, and buildcrs. according to ccntet' dircctor l)r. Sttrart U. Ilit,h.

Government Business Loqns

The Small Business Administration announced recently it has approved loans totaling approximately $2 million to companies engaged in the manu{acture and sale of lumber and wood products.

The loans include five totaling $483,500 for lumber manufacturing firms; seven loans totaling $557,000 to pallet, moulding, trim and wood cabinet manufacturers; six loans for $975,000 to retail lumber dealers, and trvo loans for $24,000 to logging contractors.

TO THE MARKET

Douglas F,ir, White Fir Incanse' Cedhr, Sugar Pine Pondefosa Pine l

ilengths up to 18'. Fine grained old growth timber from our YollaBolla Tree Farm.

0FFtcE . C0R1{[{c PLANT .PASIGI{TA

San Diego meeting

Greets new Cats

qAN DIECO'S ar.tire Hoo-Hoo Clulr \J Three transformed fir'e kittens into fullfledged felines at their recent annual concatenation.

New members are Bob Abbott. Genr Huckstead, Don Paradise, Gene Piercc and Bruce Willel Bill Olmstead of Mission Valley Lumber chaired the event.

Manning the degree team were: Clyde Jennings, Bill Olmstead, Bud Baker. Bill Harvey, Ron Angelo, Chuck Hampshire. AI McAlpine, Milt Olsen, Bob Croy. Al Frost and Don Schilline.

Weyerhoeuser Mon Honored

LUMBER-NURSERY COMBINE

(Cont,inued lront Pu,g,e 6) torr l'r't'nt'h Lumbt'r Co. on April l. l9(rl tApril Fool's l)ay, lid likt's to jokt').

It wasn't mut:h to slarl. with. Jrrst a nrndown old harn on the rear of the nlnserv pr'ol- er-ty and enough yard alea for somt' galdt'n redwood and constnrttion lumbt'r. but with plenty of hard rvork and a lot o[ imasination French ]ras trans{ormed his "barn" into a first class lt'tail building materials operation.

In fact, everyone is happy. Grant Bur'ton feels that the yard has definitelr helped his nursery husiness. French gets tremendous exposure from Burton's big nursery trade. and most of all the cusl()mers are plcased with the t:omplete oncstop j ('tup.

tAST cAtt!

FOR SALES RESULTSCLIP ond MAIL YOUR ORDER COUPON TODAY!

Moke Check or Money Order Poyoble to: Home lmprovement Coordinoting Commiltee P. O. Box 102

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Individuo I T itlcCompony City Siote_ Zio_

n Builder !Buildinq MoreriqlDeoler ! Remodeling Controctor EDistributor

TIl{AT OPPORTUI{ITY TO ORDER 1967

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This giont Promotion Kir is rhc bcst buy you will cvcr mokc to hclp scll home improvemen?, lt conloins: o Frec mot scrvicc to build homc improvcmcnt ods, proofs of 3 complctc ods reody lo inscrt in your ncwspopcr thot you con ordcr, rodio copy, TV copy ond proof of o TV slide you con ordcr, officiol idcnlificotion dccol, lorge bonner, mony booklcts to guidc you in homc improvement sclling, q scrics of publicity storics for your locol newspopcr ond mony othcr honrc improrrcmcnl odvertising oids. Order Your Kit Todoy! ONLY $3.00 EACH

AII D EVE BYT IT III O' T M OB E AVAILABLE FBOM EVAIIS

Evans offers a whole new concept of supply and service with its new, ultramodern wood products pl.rnt at Norfolk, Virginia. The only manufacturing source of its kind, prodrrcing tl're rnost completc prefinished panel package available anywhere -and from a single location. Ev.rns rn.rnufacturing centers, at Norfolk; Aberdeen, Washington; Coron.r, C.rlifornia; :rncl Memphis, Tennessee, are planncd to provide you unmatched panel selcction and servicc-located to supply you more quickly, with less cost and extra profit for you. More reasons why Evans is the fastest-growing name in building materials. Whatever you necd, you get-fast-from Evans. |ust ask your distributor.

Luxurious and low-cost-Poly-Clad 4-D Plus textured panels, on strong, durable plywood. Here's cameo-like richness that's truly carefree, wear-free. In five designer-selected wood-grain finishes. Diamondized Poly-Clad Plywall, Ten wood-grain finishes, on durable plywood panels-for no more than most substitutes. Guaranteed, too. You get new panels for any that do not comply.

No Inlaids so beautiful, none priced so low. Exciting combinations of exotic woods-in a choice of five real wood finishes. Seouencematched Architectural Panels, too-in All-Teak, or Walnut woods.

The traditional beauty of Lustre-Sheen endures in the richness of these real wood panels. A tribute to good taste-in a selection of 17 wood grains.

For exciting interiors, Royal Hardwood Panels contribute the warmth and charm of natural woods to any room-inexpensively. Available in 14 wood grains that never grow old, only more beautif ul.

New Pallern-Ply vinyl accents-on wood. Unmatched beauty and durability in accent panels. Striking colors, textures and designs -in '12 decorator finishes.

Budget-priced wall beauty! Poly-Clad Duro-Grain is perfect for formal, family or fun-type living. Designed to take the wear with very little care. Inexpensive, too. In six wood-grain finishes, on extra-tough hardboard.

Vintex Vinyl-plastic Laminates Finest quality vinyls, in 12 woodgrain finishes-for cabinets, shelves, furniture-all types of vertical application. Embossed wood finishes.

Exceptional beauty, exceptionally carefree. Vintex Wall Panels provide premium quality vinyls on 7/+" lauan. In a choice of six rich wood-grain finishes-outstanding everywhere they go.

Style-Grane offers distinctive wood-grain finishes on durable plywood-bargain-pricedl A choice of five popular panels to let you sell price, profitably!

orqelll^

THE ONIY WESTERN C()MPANY THAT SERVES AS A DISTRIBUTOR IMPORTER MANUFACTURER

LASC Sqles Troining

More than 200 southern California lumbermen have attended the most recent sales training program conducted by the Lumber Association of Southern California.

Additional programs scheduled for individual companies and other areas outside metropolitan Los Angeles will raise the total to approximately 400.

At each meeting comments such as "This is just what we needed in sales training" "It was made for the retail lumber and building material operation" . "I wish I had brought along all my sales people" o'My partner and I could never get this message to our people, but this program sure did," were raised after the presentation.

The program was developed by a group of sales training experts in northern California, with assistanoe from the Lumber Merchants Association of Northern California. Four firms-Fibreboard, Masonite, Owens-Corning Fiberglas and Weyerhaeureralso played an important role in getting this program developed.

This is one of many such highly informative programs that the Lumber Association of Southern California plans according to Howard W. ooDuke" Speer, vice president and program chairman of the Lumber Association of Southern California.

Fi breboo rd-Potlqtch Merger?

Fibreboard Corp, of of Lewiston. Ida.. are announced.

The basis under discussion is the exchange of each of Fi,breboard's I.B million common shares for one-half share of Potlatch common plus 55/I00s of a new Potlatch $2 convertible preferred.

Potlatch has timber Iand in five western states, including California. Fibreboard is basically a packaging manufacturer.

Moy Ceiling Promotion

Selling new ceilings to millions of homowners during May is the goal of a promotion by the Insulation Board Institute. The sales drive is timed to coincide with "May is Home Improvement Month," sponsored by the National Home Improvement Coordinating Committee.

IBI will be mailing lumber and building material retailers a complete tie-in kit which includes ceiling merchandising tips, a special poster, ad mats and a new l6-page folder, "Sound Advice."

Minton's Wins Awqrd

A Brand Name Retailer-of-the-Year certificate has been won by Minton's Lumber and Supply View, Calif.

San Francisco and Potlatch Forests Inc. n,egotiating a merger, the companies have of distinction of Mountain finalists. Thc

Winners in the contest were selected from 267 judges were last year's winners.

Lumber Production Figures

Latest figures on 1966 softwood and hardwood lumber produced in the U. S. show total production at 36.1 billion board feet, a decline o{ 2.I percent from the production of 36.9 billion b.f. in 1965. Production in the first three quarters more than ofiset the poor record in the fourth.

Softwood production in 1966 totaled 28.6 billion b.f., a decline of 2.1 percent from the 29.2 billion board feet produced in 1965. Har:dwood production, at 7.4 billion b.f., declined 2.2 percent from 7.6 billion board feet.

New Boise Cuscode Divisions

Establishment of a building products division and a light construction division has been announced by R. V. Hansberger, president of Boise Cascade.

The Building Products Division now includes manufacturing and marketing of Insulite and prefinished paneling products; the marketing of lumber and plywood; research and development, building material distribution, and marketing research. Heading the division will be Robert J. Weston.

Named general manager of the new light construction division was J. B. Nowak, president of Kingsberry Homes, Atlanta, Ga., a subsidiary. In addition to Kingsberry, Nowak is now responsible for Boise Cascade componealts and agri. cultural buildings.

Redwoo Newsletter for Deqlers

A newsletter for redwood marketing and promotion has been started for lumber and building supply dealers by Union Lumber Co. Called The Redwood Letter, it is the first such publication by a major redwood producer.

According to John L. Jones, vice president, sales, it r,vill indulge in a minimum amount of "pitch from the sponsor" in

favor of a maximum amount of dealerslanted information and ideas.

Union has invited any dealer who has not already received one to write for a copy.

lorge Copelond Yord Closes

Copeland Lumber Co. has closed its Modesto, Calif., yard and has no plans to reopen the yard, according to John Ronngren, manager of their nearby Empire yard.

The yard did an annual gross business of $I million with cbntractors until the recent building slump. The yard, purchased three years ago from United Lumber Co., covered nearly a square. block.

Copeland operates 23 yards in California. The Modesto one was the lareest.

Boxcar Fleet Grcws

For the first time since 1958 the nation's boxcar fleet shows a net gain, a fact hailed by James R. Turnbull, executive vice president of the American Plywood Association.

"This is the result of a railroad industry effort to solve a car shortage that averaged 16,000 units a day in October. That and passage last May of the boxcar supply bill serves to curb the downward trend of boxcar ownership that prevailed with few exceptions for the past 20 years."

TW&J Deportment Monoger

Peter N. Murphy has been manager of Tarter, Webster & Johnson's national lumber sales department since January lIn his new position, Murphy, who joined TW&J's sales in 1958, is expanding upon his previous activities as assistant manager - Iumber department, a position he held for the last five years. Murphy now will be responsible for sales of all American Forest Products Corporation.

Americo Spends for Quiet

Sound deadening insulation board, a new product just three years ago, is selling at an annual rate of more than 70 million sq. ft., according to Robert A. LaCosseo technical director of the Insulation Board Institute.

Urban America's growing demand for l'quiet" led to IBI's pioneer marketing program built around "Quiet Living" launched in 1963, F.H.A. adoption of minimum sound control standards for multi-

family construction in 1964, and adoption of the o'Quiet Living" theme by r:he National Association of Homebuilders in 1965.

IBI's 14 manufacturer members, who account for more than 95 percent of U,S. insulation board production, clearly Iabel each sheet or package "IBl-rated sounddeadening board."

Evons Nomes Two To Soles

Le Roy Weiser has been appointed sales manager of Evans Products Company's Aloha, Washington sawmill. Announcement was by Clark A. Johnson, vice president and general manager of Evans' building materials division.

Colaveros Prcmotes Two

Promotion of two district sales managers has tbeen announced by Mel J. London, a vice president of Calaveras Cement.

Jerry

William McPartland, southern district sales manager has been appointed major development sales representative for the entire California marketing area.

Bernard De Rose, who previously served as district manager in Sacramento, will cover the entire California marketing area except for portions of the San Francisco Bay area.

Sign of lhe Times

Several days before the April 15 tax deadline, the marquee sign at Upland Lumber Co., Upland, Calif. mused: "Income taxthe fine you pay for reckless thriving."

MR. RETAII DEAIER:

D. C. ESSLEY ond SON mqinloins o well bolonced SHED INVENTORY of . QUALITY DRY REDWOOD

AYE & CTEAR PATTERN STOCK

. BEVEIED SIDING & 54S

reody for immediote delivery-or pickup No Order Too Smoll

Just try us for PRICE & SERVICE FOR PROMPT EFFICIENT SERVICE CAL[: RAymond 3-1147 or PArkview I-758O

We represent in Southern Coliforniq

Willih Redwood Produch

Williis, Colif.

Monufccturers of: Certified Kiln Dried Redwood. Bevel Sidings Foctory Primed r Wropping Loth

The dealet's Supplierneaer his cotnpetitor.

Bullefins

At press time, Georgia-Pacific spokesmen announced that G-P had purchased Rounds & Kilpatrick Co. for about $3 million in Georgia-Pacific stock.

Harry A. Merlo, formerly vice-president and general manager of operations for Rounds & Kilpatrick, was made a vice president of Georgia-Pacifit:.

Believed included in the sale. in addition to Rounds & Kilpatrick, were Rounds Lumber Co., 1J8.000 acres of timberland in Mendocino County. Cali{., and Rockport Redwood Co. Rounds & Kilpatrick op'rates a remanufacturing plant in Cloverdale. Calif.

'fhe National Bureau of Standards, accordir.rg to usually reliable sources. has released an opinion signed by the general counsel oI the U.S. Commerce l)epart' ment rcgarding the proposed revision to SPR i6-53 that is expected to have far-rt'aching efiects.

The opinion held that a.s a matter of law. no consensus resulted from last year's balloting orr whether the industry as a whole wanted the proposed new stand' ard. It also said that it would be illegal for the de' partment to issue the revised simplified practice recommendations, popularly known as the ll/2" dry standard. due to a lack of performance criteria and test pro' t'edures within the revised standard.

This is the sec'ond unsuccessful attempt by ll2" dry lrackers to pass a standard.

We will have complete details on both of these stories in our next issue.

The Redwood Pcrrk Heorings

The federal government opened hearings last month in Wash' ington. D.C. on proposal-" to ('reate a national rtdwood park in northwt'stern California.

Testimonv rvas ple,sentcd by redwood producels whose lands rvould be takrn for the park. Local plovernmetrt atrd citizen groups spokt' on tht: effect of a park on industrv antl community stability.

California (lovclnor Ronald Rt'agan endorsed a national redwood park, but sct specific conditions: The park must Irot de' privc timber'-dept'ndt'nt communitit's of their job base; tlrt' state must receive in exchange lull value {or state lands included in thc park: private landowners should reccive fair land exchangtfrom tht' federal govr:rnmcnt, and tht' emphasis on acquisition mrrst be on negotiatir)n. not condemnation. and the plan should also include seashore areas as proposed in the National Park and Scashore Bill sponsolcd by Rep. Don Clausen (R.-Calif.).

Starr- Reed. chairman of thc Redrvood Industry Land Committt't' and vice president timbcrlands of Simpson Timber Co., stated that industry and the county support the "livable park plan" o[ the "Redwoods-to-the-Sca" concept introduct'd b1' Senators NIur'phy tlt.-Calif.) and Fannin (lt.-Ariz.). He t'alled for an earlv settlt'mcnt of the redwood park issue to relieve the economic anxietit's and harassment that have plagucd evelyone for several years.

Othel industr'1- ,*pokesmt'n. in order o{ appearalt<:c. wt're: Hat'old A. \lillt'r. prcsident. Nlillt'r-Rcllim Redwood (}r.: G. Gray llvans. r'ict' plesident, Ceolgia-Paci{ic Corp.: C. D. Weyerhaeuser. boald t'hairman. Arcala lil'<lwood Co.: Philip T. Farnsworth, ext't:utivt' vicc president. California Redwood Association; Kramt'r A. Adams, manager of CRA's Rcdwood Industry Ilecreation Art'as. atrd J. E. Pi<'kt'tt. vice presidetrt. (lal-Pacifit, Iledwood Co.

Deolers Expond, Open New Yqrds

Six more western retail yards have either opened new lumber and building materials stores or have greatly expanded previous operations by adding additional floor spaoe and new lines of nrerchandise.

The growing emphasis on attracting consumer trade is seen as a trend.

Among new and enlarged operations are: Fred McKensie. Rockuood Lumber and Hardware in Woodburn. Oregon. McKensie u.as formerll' with Signal Oil: Harold Wills. Vic Landreth and I)on McGec optnt'd a second Coast Building Supply in Gresham, Oregon; Mr. and Mrs. Howard Pettyjohn have built new quarters to house their expanding business in Heppn,er, Oregon; the A. C. Houston Co. opened a new lumlrt,r and materials yard in Silver City, Neu Mexico. The company now has three New Mexico locations.

Volco Builder's Supply, Inc. o{ Twin Falls, Idaho has a new huilding with 15,000 sq. ft. of floor space to handle Manager \I'arren Barnl's "supe rmarket" for building supplies. A third Big Pierre's lumber yard has been opened in Pasco, Wash. There are Bie Pierre lumber vards in Kennewick and Richland.

Jim Wolter Buying Borrett Div.

The Jim \&'alter Colp. has approved in principle the purchast' of certain assets of the building materials operations of Allied (lhcmical Corporation. J. W. Walter. chairman. has announced. Celotex Corp. is one part of the Jim W'alter Ct,rp. Properties to be acquired consist primaril,v of the Barrett r,,ofing, hardhoard, gypsumboard. plastic pipe. urethane insulation and fiberboard production facilities.

Purchaser price is approximately $,48 million. of which 920 rnillion will be paid in cash and the balance in a new $40 conr t'rtible prelerred stock. convertible into Jim Waltt.r comrnorl stock on a share-for-share basis.

Issuing lht' nt,w stock is subject to a definitive agreement and to approval br- Jim Walter stockholders. who will vote in June.

Non-Residentiol Construction Up

A Februarv pi<'kup in building contracts has brightened the or.rtlook for ctxstluct.ion activity ovcr the months ahead. reports the F. \['. Dodgt' Co., L'ading construction analyst. The value of constluction contl'acts for that monlh were eight per. ccnt below the comparabk, year'-ago amount.

"With this latest gain, construclion demand now starlds about hal{way between the supressed level of the past fcw months and the peak rate which had bet'n rt'ached almost a -year ago." said George A. Christic, chit'f economist of the Dodge Co. "Housing has r:learly strengthened trnd non-rt'sidential building appeared more buoyant."

Housing Boom Cqlled Inevitqble

A slow-<lown in the nation's busine-.s activity during tht' tttrxt l2 months could adcl to tht. anticipated step-up in t'otrstrur'tion, markt't rt'scart:her Sanford R. Goodkin has forcast.

"Tht, kt'r' to llrc housing outlook is in the savings picture," said Goodkin. wlxr added. "tht' total supply o{ lendabk' funds is risine. and if business should {ail to accelerate as expected, the housing indrrstn. n'ould most likelv be stimulated as a "t'outtter cvclical industry."

The analvst. rvlro is the official west coast statistical source for the National Association of Home Builders, said that even if this doesn't happen. there will bt' enough mortgagc and construction mone) available to financc a greater volume o{ housing during tht' last hal{ of 1967 and throughout 1968.

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PERS@NALS

Gerry Gerber has been made manager of Hammond's Bellflower yard. He has been with Hammond's for six years and before that with Jameson Lumber Co. Mr. Johnson, of the mid-western Johnsonts Cashway stores, who also owns Hammonds, has been in Calif. since early February.

Rudy Strunk, longtime resident of Turlock and former manager of Diamond National's yard there, has opened Valley Distributors, P.O. Box 1504, Turlock, Calif. The new operation will sell primarily the local farm and small builder trade.

Bill Certer of J. E. Higgins Lumber Company in San Francisco spent two mid April weeks sunning it up in Hawaii.

Bob Bolton has joined Pete Hurd in the new northern California sales office of Standard Lumber Company which headquarters at Montebello, California. Bob comes to Standard after 14 years with Lamon Lumber Company as San Joaquin Valley representative. Prior to joining Lamon in 1953, Bob was with Gosslin Harding Lumber Company in Oakland.

Walter C. Jennison has been named to head Evans Products'new international division, the fifth division of their building products group. David E. Ilart will manage purchasing, James II. Bley will coordinate wood buying and Ilenk Zwart will manage hardboard sales.

W6tem Lumber & Building Moferlqls

I,IERCHANT

Robert Bolton is the new sales staffer at Standard Lumber Co.'s Berkeley ofrce, company president Dave Steinmetz reports. Bolton will work with manager R. Y. Ilurd.

Philip D. Shea, Jr. has been natned assistant manager of Philip Carey Mfg. Co.'s western division, according to II. R. Barrett, Carey's executive vp. Shea reports to C. J. Bainur, vp. and gen. mgr. of lhe Miami-Carey Div. and the western div.

Tom Branson, owner of Melrose Lumber Company in Oakland and Star Lumber Company in Stockton, sold the latter yard to manager Jack DuBois on April 1. Star Lumber Company was established in Stockton in 1927.

Jirn and Betty Jones, owners of Foster Lumber Yard, Vallejo and Fairfiefd, have named Bert Ilasselberg assistant manager. Bert had been with Construction Supply Co. at Greenbrae, but is best known from his many years on the road for T$inCity Lumber Co. and Arcata Redwood Co. He will work directly with Jim Jones in the management of the two yards.

Jack Eill, until recently with Warnock Sales, Inc. at Menlo Park, Calif., is now a sales staffer with Dant & Russell, Inc. at Portland.

Ifarry Dunbar, who joined Snohomish Lumber Co. in 1947, is having a big sale to celebrate his two decades of work and the great growth of his Snohomish, W:ish. operation. Good going, Harry.

Max and Margie Hill, O. M. Hill Lumber Co., are back from their annual spring baseball trip to Florida. "Don't count out the Dodgers for the pennant," advises Max from his Pasadena office, "they look great!"

Yictor Calvo of Bickell Bros. Lumber Co. in Cupertino was elected mayor of Mountain View, Calif. on April 11.

Mr. and Mrs. Fay Madison and son George of Pacific-Madison Lumber Co. journeyed down from the Orick, Calif. mill for a visit to their redwood distribution yard in Downey.

Bud Ilubbard has named Tom Lannin to the post of buyer for I{ubbard & Johnson Lumber Company. Lannin's extensive lumber background includes many years with Twin Harbors Lumber Co. at Arcata. More recently he had been with Columbia Plywood at Salem, Oregon. Ilubbard & Johnson maintains headquarbers at the Port of Redwood City and operates branch yards at Mountain View and Palo Alto.

Bob Byrd has joined the Silmarco International division of American Forest Products Corporation, according to Silmarco manager Gunter Silmar. Byrd originally started in the import-export business with W.R. Grace & Co. and for the past year operated his own business in San Francisco under the name of Global Trading Co.

Frank Brown, sales manager of Rounds Lumber Company, Cloverdale, vacationed in welcome mid 80 degree weather at Yuma, Arizona, and Palm Springs during late March.

Thomas Atmel recently purchased Home .Builders Supply Co. at 10444 Cave Creek Road in Phoenix, Arizona.

Joe Copel,an4 head of the big J. \M. Copeland chain of yards in Washington, Otegon, Califoraia, Idaho and Nevuda, was a recentF+nd most welcome--visitor to California where he met with his managers and mapped plans for the balance of '67. Joe, who recently underwent knee surgery, is now back full steam at his Portland headquarters.

Pomona Lumber's Ken Dietel gave NBC Television a 'helping hand recently in the viileocast of the 8th Annual Bob Hope Desert ,Classic g:olf tournament. Ken was also on hand for the club's recent Safari Tournament and White Hunter party.

Dealers Jim Nelson of BuenaPark (Calif.) Lumber and John Ganahl of Ganahl Lumber ventured south of the border for a week's marlin fishing in Mazatlan. "Caught so many we lost countr" was the report.

Ken Cantwell, formerly with Gage Building Materials, San Bernardino, Ca.lif., has joined the sales staff at Inland Building Materials Co., Rialto.

Woodland Products' Frank Bobertson is resting up after hauling in 1,000 lbs" of black sea bass on a weekend fishing trip out of San Diego.

Milt Pernell, formerly with Summit Lumber in Los Angeles, is now hanging his hat at Inland Lumber Co., Rialto, where he acts as cutstock sales manager,

Bob Bamsey is the new manager of OMalley Building Materials at Yumao Arizona, succeeding Lloyd Bowerman who has become part of general management of the O'Malley retail division at Phoenix.

Veteran lumber salesman &l Olson, formerly with Clay Brown & Co and IBMC Redwood in the Los Angeles area, is now calling on dealers in the Portland, Ore. area for Garrabrant Lumber Co.

George Haas has resigrled his sales post with Bonnington Lumber Co. in Oakland because of a necessary move to San Diego.

Stahl Lumber's Kert Tinckler and his missus Jo drove over to ,Lost Wages (that's Las Vegas to the uninitiated) for the Rotary Club convention.

Don Carneron, office salesman at Inland Lumber, and his wife Mim, took a weeklong fishing trip in Guaymas, Mexico.

Ronald G. Frashour is a new vice president of Fomest Industries, Inc. of Dillard, Oregon, William F. Forrest, Sr., company head reveals. He also named his son, Tlilliam F. Forrest Jr. to the newly created position of general sales manrager.

Padula Lumber's Elmer Pailula and his family enjoyed the south of the border sun at Mazatlan during Easter vacation.

Rues Russum and Frank Door have joined Edwards Lumber & Manufacturing Co. in San Franciseo, according to Ed Israel. Russum, a veteran Market Street wholesaler, had been with Christenson Lumber Company for the past 10 years. Door came to Edwards Lumber from Tarter, 'Webster & Johnson at Newark.

Bill Eedding, formerly with Burton , i French Lumber Co. at \tralmut Creek, rq.,.t! cently opened Big B Building Supply Co. at :;i San Ramon, Calif. '';l

Mike Coonon, former presldent of Hobbr Wall Lumber Company in San lhancisco, .'i is now associated with Aetna Life and Casualty at 220 Montgomery SL in San: .l Francisco where he plans to specialize in';:-ii industrial and commercial coverage. :'; Denver.

Joe Duna, fonner nranager of Boise

Arcata Redwood's Paul Ward made a,r,..:,S spring sales safari to Salt Lake City and,'f,k eral manager of export sales at his old, Alma Mater, Getz Bros. & Co., Inc. in San Francisco.

Bob and Kathi Wilson, daughter and son-in-law of Ken and Delores Coleman:' i (Ken's with Eckstrom Plywood) won second place on ABC-fV's "Newlywed Gamet' program and took home cookware, luggage ,1 anrd a mants watch. ,'i

Ed Hearl announced the sale of his South Fork Timber Products mill at llayfork, i:

Cascade's import-export division prior to its',.'' relocation in Portland, has been named genCalifornia, last month to R. H. Emmersoti l; & Son and Siskiyou Forest Produets" f

George Earpole, forrnerly with Potlatch Forests, Inc. in San tr'rancisco, has joined, the U.S. Forest Service at Berkeley. ."

Dealer Jack Peterson just completed re- ':1i, modeling his of.fices at Clearwater Lumber ,,;..: in Paramount, Calif.. in exotic monkeypod ,.1 paneling. Right-hand gal Sharon Morphis.;i.t chose rosewood for her domain. 11;

T HE ARIZO NA SCENE

THE AR lZ()\A Retai[ Lumbt.r' urrd

I Builders Supply Association is to-opt.rating with Wood Marketing Inc. on their recently announced "Builders Award Prc-rfJram" scheduled as a fall promotion for the Phoenix area.

Charles Gehring, district manager o{ Wood Marketing, Inc. in the Phoenix area. will be in charge of the program.

At a recent Phoenix area meetins. assoeiation members were briefed on ho\^' they would fit into the program. As the

promotion is designed lor the builder to receivc awards for thc best use of wood in their homes. the dealers were told to encourage their buildt'r custortr€ts to enter the awards program.

Two satelite programs wt're announced recently for Phoenix area dealers:

(I) The Salt River Valley Hoo-Hoo Club 972 has planned their 1967 Forests Products Fair to run in conjunction with the promotion and

(2) Ihe association is holding two fiveweek wood seminals one {or the retailers and one {or builders. The courses are being outlined by Ray W'ells, chairman of the association t'ducation commit-

Western Lumber t Building lVloferiols MERCHANT

tee, and will be designed to fit into the W-ood Nlarketing Program.

In other association activity, all roads led to Sedona, May 1l-13 fol our annttal convention. Pre-registration indicated it record turnout. We'll have the complete story for you next morrth.

Hill Joins Dqnt & Russell

Longtime mouldings spccialist Jack \i. Hill has joined Dant & llussell" Inc., Paci{ic Coast forest products marketer in their Portland offices.

Hill will he in chargt' of moulding sales nationally, according to D & R Prcsident J. S. Heigel.

In l94tt. Hill started withD&Rintheir small mill division. later switching to their lumber specialties and mouldings department.

HEXBERG LUfffBER SALES, rNc

Eric Hexberg

Don Gow

Dole Storling

Chorlie Schumocher

Sugar Pine-Ponderosa Pine-White Fir-llouglas Fir and Incenss Cedar Truck ond Troiler or Direct Roil Shipments

5855 NAPTES PTAZA _ LONG BEACH, CALIF.

From los Angeles Coll: SP 5-6107 Beoch Areo Coll: 433-2472 or l7l4l826-0636

Buying Office Red Blufi Lee Deering ' LA 7-5556

BON N T NGTON LUMBTR co.

o Douglos Fir

a Ponderoso qnd Sugor Pine Wbo lesa le Distri bLt tor"

TO CALIFORNIA RETAIL YARDS

430 4Oth StreetOAKTAND

(Moiling oddress: P.O. Box 3041 , PHONE: Olympic 8-2881

Ooklond, Colif.)

TWX: OA4IO

o Redwood o Plywood

o Shing'les qnd loth rnE

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Supplying the Lumber Requirements of the Furniture Manufacturing Industry and Dealers with the Products of Fine Mills

ltrEl -

newsandYrevs

fT'S THAT TIME of the year again when most of us are re' r minded by our wives of such promotions as National Home Improvement Month and that we should get with it in a hurry. Clean-up, Paint-up, Fix-up isn't just something that we sell [e our customers, it's something that we should consider for ourselves,

Traveling throughout the West, I'm most impressed with the tremendous number oI dealers remodeling and fix-up projects completed recently or underway. Some of them are most dramatic and all of them should help put more money in the cash register through increased sales. *

Too often in the past, many dealers have been content to operate in facilities that clearly showed they were constructed at the turn of the century. What is told the cusitomer was that he was not dealing with a progressive merchant. This is being changed.

Much has been written and said about today's customers and their sophistication. Yet, really not enough can be said about this subject for it bears directly on our profits at the end of each year. If we don't realize what the general public wantg we and not they are the real losers.

Today's customers have money to spend and our competitors realize this. The new car showrooms have been sprffed up, the supermarkets are extremely well stocked, the department and discount stores employ every possible merchandising method. In total, each wants as many customer dollars as possible. How about you?

Now is the time for all good retail lumber dealers to take a new look at store layout, lighting, display racks, traffic flow throughout the store, merchandise on the racks, sales presentations, parking problems, customer relations, advertising. But really, this is nothing new. You should be looking at these important areas constantly. They determine whether you may get a profit or not. They afiect everything you do.

I'd like to suggest that you go beyond looking at your own facilities. The next time you are traveling elsowhereo stop in and see what other dealers are doing to win more customers. We have some most dramatic examples in our northern California area that will provide you with plenty of good ideas.

As a starter, Sterling ; ; ,irr,ror,', in Mountain view and San Joee, Yosemite in Fresno, King in Bakersfield, Hubbard & Johnson in Palo Alto and Mountain View, Silvera in Antioch and many others. These are all extensive remodel jobs designed to meet today's competition for your customers' dollars.

Be sure to watch for next month's MERCHANT which contain a full run-down on our LMA Convention.

to more and more California dealers and distributors. For year around supplies of dimension lumber and precision-trimmed studs, depend on D & R and these 4 Oregon and Washington mills:

Old Growth Fir Dimension from F.S.P. Lumber Co., Port Orford, Oregon Hemlock Studs from Warrenton Lumber Co,, Warrenton, Oregon Hemlock Dimension from Westport Lumber Co,, Westport, Oregon Douglas Fir Studs from Shepherd & Dasher Lumber Co., Longview, Wash.

Fast, regular ocean shipments by barge lrom Southern Oregon and the Columbia River direct to Southern California.

Now, over 5,000,000 feet ol dimension lumber and studs monthly manufactured especially for Southern California construction needs.

Art Neth would appreciate an opportunity to tell you how you and your customers will benefit from using dependable D & R dimension and studs. You can reach him by calling 872;1290 or 283-0tirl4.

Western Building Material Association

NORTHWEST NEWS

nUR 5th Annual Executive Conference

V at Cearharl, Oregon. March 20-22, was well accepted, though it difiered {rom previous confcrences in several respects. One dealer, a man of few word-". said o'the conference was tops" and typically expressed the reaction of the 3l members present.

The format o{ presentations, reports and general and small-group discussions utilized the knorvledgc and experience oI 14 industry and professional people. The result: much useful information, a candid exchange of ideas and practical solutions to some dealer problems.

In the opening session, Rod Hall of the U.S. Gypsum Company, pointed out tht. constantly changing aspects of our industry and the need for good management, planning, merchandising and selling. The Fibreboard Corporation team of Kirk W. Frederick, Eugene V. Gear and Ogden C.

White presented a most thorough and comprehensive program on personnel manasement and relations.

The second day included small'group discussions relating to r-eturn on investment with speci{ic consideration given to the costing of tickets, preparation of financial statements. planning and the best use of money in periods of brtsiness ex' pansion, business decline and rising costs. Source leaders for these discussions were Prof. G. G. Mueller, Univt'rsity of Washington; Boyd S. Thomaier, C.P.A.; and S. W. Vander Wegen, Accountant.

The third day included a very compk:te report on Northwest business prospects by Elliot Marple. Marple's Business Roundup. Experiences in pre{abrication were plesented by George Osbornc, Northwest Homes of Chehalis, and Sam 13. Slaughter'. Asbestos de Mexico told about some interestine and unique developmer.rts in housing components. The subject o{ estate planning was covered bv Robert A. Peterson, C.P.A., Price Waterhouse & Company. A. H. Parker. Parker'

Western Lumber & Building Moteriqls ruRCHANT

Lumber Co., Bremerton, Washington rc. lated his experiences in electronic data processing and E. Bruce Woodruff and Robert B. Betconr: of James Talcott, Inc. presented information on various types o{ financing.

It was indeed di{ferenta conferetrce rr.ith variety but gratifying results.

Polmer G. Lewis Appointmenls

J. Cutler Lewis has been appointed assistant general manager of the Palmer G. Lewis , ']

materials firm, Robert D. Peterson, president, has announced.

Lewis joined the company in 1958 upon graduation from the L.niversity of Washington. He was then called

J. Cutler Lewis to duty with the U.S. Navy for five ycarrs. finishing his tour a'. a Lieutenant and plane commander. Since 1964 he has heen manager of the Spokane Branch.

Peterson also atrnounced the addition of a new territory salesrnan. Patrick L. Martin" who is serving dealers in southwesterrl V''ashineton.

CHANGEOVER TO CONSU'iAER SEttING CAttS FOR CARE

(Continued from, Page 11)

It'ast liO points to have a good indication of success in your new venture. If you have only 20 positive answers your chances are lair. Unless there are extenuating circumstances, any score of less than 20 would require considerable outside professional help to have any guarantee of success.

By now you have taken a pretty thorough look at most facets of your business: Yourself, Location, Facilities, Employees, Competition. Community, and your

Advertising. One important area, Capital. now deserves major consideration.

Sit down with your accountant and put your financial position under the microscope.

Without being too commercial, I suggest that you get a copy ol "Understanding Financial Statements" (Vol. 7 No. 11 of Bank of America's Small Business Reporter). Every businbssman has an accountant for the preparation of regular, required reports to government the reports which keep him out of legal trouble, but only I in a 100 has a report that T ells the Owner where t h e business stands financially. It's time that you get

a financial report that tells you where you are each month.

HOW MUCH MONEY TO SPEND?

Too often how much to re-invest in new business is merely determined by how much the owner has in his pocket at the time.

Let's face it, zeroing in on the consumer is a new way of life for the average lumber dealer. It requires careful con. trols, adequate planning, and constant review. This is not a pipe-smoking "Let's have a thousand feet of those" type of business. Its profit is based on pennies

(Continued, on Page 43)

Twenff,FlveTears Ago

As

Reported in the May L94z,Issue of The Merchant, Est. 1922

C. G. Price, general manager of The CaIifornia Door Co., Diamond Springs, Calif., has returned from a business trip to their Los Angeles office.

S. A. Beecroft, vice-president, FoxworthGalbraith Lumber Co., Phoenix, Ariz. was a Los Angeles visitor last week.

Jas. E. "Jimmy" Atkineon" Atkinson-Stutz Co., San Francisco, is back at his desk after three weeks in the Northwest.

C. W. Broback, Union Lumber Co., San Francisco, returned recently from a business trip to Chicago and other eastern points.

Sterling Stofle, sales manager of Western Hardwood Lumber Co., Los Angeles, is spending several weeks in the Northwest calling on sawmills and plywood manufacturers.

Frank Curra& Frank Curran Lumber Co., Inc., Santa Ana, is on a three weeks' trip in the East.

F. E. Frost, Bloedel Donovan Lumber Mills, Bellingham, Wash., was a recent Los Angeles visitor.

LeRoy II. Stanton, E. J. Stanton & Son, Los Angeles is back from a business trip through the East and South.

Frank J. Connolly, vice-prcsident and general manager, Westera Hardwood Lumber Co., Los Angeles, was in San Francisco recently on business.

Fred Lamon of Lamon-Bonnington Co., San Francisco, left for a trip calling on the Pine mills in Northern California and Southern Oregon,

Myron Woodard, president, Silver Falls fimber Cc, Portland, was recently in San Francisco on business.

A. A. Kelley, sales manager, Santa Fe Lumber Co., San Francisco, returned from a business trip to the Pacific Northwest.

Leo Ilulett, salesman for Hobbs Wall Lumber Co., San Francisco, urade some kind of a record when he got the limit of trout at the opening of the season on the Gualala Biver.

Brian Bonningto& son of G. F. "Jorry" Bonnington of Lamon-Bonnington Co., San Franciscq is now in training at the U.S. Naval Air Station, Pensacola, Fla., as a Cadet.

Ralph Lamon, son of Fred Lamon of Lamon-Bonnington Co., San Francisco has reported to the Army. He covered the Sacramento and San Joaquin Valleys for Lamon-Bonnington Co.

Alfred D. Bell, who has been for some time at the U.S. Naval Training Station at Quonset, R.I., has been transferred to Co4pus Christi, Texas, with the rank of Lieutenant, Junior Grade, in the Bureau of Aeronautics, Naval Reserve, Mr. Bell is on leave from the Hammond Redwood Co., San Fra,ncisco, of which he is general sales mamager.

(Continued lrom Poge 41) and self-help with a minimum of overhead time devoted to service. And you'll see hundreds of new faces half of them women.

If I still haven't scared you away, and you aflree that in your case it's a matter of do or die, let's lay out a plan for carrying out your decision.

To be general about it, I've had to leave open some dollar figures. Also, a major expense that is often uncontrollable is the cost of in-house hours devoted to supen'ising and efiecting the changes needed. Remember that any generalities are dangerous .. . both for the

consultant and the client. Be sure to take into consideration your own special needs. The estimates are based on a typi. cal $I million plus per year operation and what that operaton may require.

Let's pretend. You have access to $20,000 to do this job. You could make five percent in a savings account, but you decide to invest that amount in this new business venture. The Simplified Critical Path Method Chart (pp. f0-ff) is de. signed to include all possible needs for the average, western medium-sized lumber yard. By being all.inclusive. we eliminate the possibility of fitting per.{ectly the needs of any one compan\-. Give it a good hard look.

Wott Nomed I'o Seottle Post

W'alter D. Watt has been named project engineer for the Austin Company's Forest Products Division staff in Seattle. announces C. F. Prideaux, vice president of the engineering and construction firm.

A native of Montreal and 194,9 engineering graduate of McGill University. Watt has spent l5 years in key engineering posts in the forest products industry, first in New York State and since l95l in the Pacific \orthrvest.

5 Carlow Company

Warehouses

lo Serve All Soufhem Coliforniq Deolers *

l7O3 N. 8th Streef COLTON, Colifornio

TAlbot 5-0672

ll38l Brqdley Ave.

PACOIMA, Coliforniq 899-5208

738 Eost 59th Srreet

LOS ANGELES, Colifornio Pleqsont 2-3137

68O7 McKinley Avenue

LOS ANGELES, Colifornio Pleosqnt 2-3136

2416 Rosemeod Blvd.

SO. Et MONTE, Colifornio Gllberr 2-3050

CUmberlond 685-0641 *

it0RcAlt D00Rs for Eyery Use

M-400 Interchangeable panels

Entrance lloors-All Types *

SIDORC0 louvers & Colonial.Modern Hardwood Flush Panel Doors *

FTUSH II()()RS_

ASH_MAH()GANY _BIRCH_

MASONIIE_BEECH *

FIR PTYWOOD_

JAPATIESE PTYWO()I! *

NORDCO DOORS

I.OUVER DOORS

3 PANET DOORS F.3

FOUR PANET RAISED F.44

X-BUCK FRONT DOORS

sAsH DOORS F-13

RAISE PANEI. TOUVER DOORS

SCREEN DOORS

FRENCH DOORS

DUTCH DOORS

rANCY FIR DOORS (ENTRANC€I

TOUVER BTINDS

MONTEREY TYPE DOORS

..SOUTHERN AIR'' DOORS

I | .=-Jl-J \-^L@liii@trs

HOO.HOO THANKS

The MERCHANT

Dear Dave,

Thanks very, very much to you, Max Cook and The Merchant for the wonder{ul photos of our Redding Concat.

After battling the small 8page Log & Tally, I dedicated myself to an all-out effort to obtain permission from the HooHoo Board to get a 16-page magazine. After writing to Al Kerper, who in turn contacted Max Cook, I called the printers and "stopped" the Febrrrary and March issues pending our next meeting. The 16-page size won handsdown.

The main topic of our meetings-between-meetings in Chicago was the Redding "affair." It is simply the greatest thing to happen in Hoo-Hoo for quite some time. Your firm's coopera- tion is tlrly appreciated, not only in Redding, but by all the International Officers and Directors who attended. We appreciate your cooperation more than you'll ever know.

Sincerely,

International

Milwaukee, Wisconsin

TIME-OUT TIME

Dear Dave,

After conducting a whirlwind series of seminars in marketing and sales throughout Europe, I am taking time out in timeless PortugaI.

The quiet pace permits reflection and an opportunity to think of you and say hello.

Portugal

IIKED HEADLINE

The Merchant

Dear Mr. Cutler,

I have just read the Febnrary 1967 issue of the MERCHANT in which appeared the stories of our new log dolly and pnrlpwood Yardster with retractable forks.

Thank you very much for your interest in our products. We found particularly pleasing the delightful pun of a headline, "Hello Dolly!"

Again, thank you.

Very truly yours,

PROFESSIONAL DOOR UNIT MACHINERY

KVAL 99ORCD

KVAL 95O

KVAL 92O

Looking for the ultimate in machining doors and jambs? Ask for information on the XVAL Model 990RCD Routing-Boring machine fot doors only, the KVAL Model 950 Hinge Jamb machine and the Model 920 Strike Router Jig and Stand. Three doors per minute can be machined on the KVAI Model 990RCD RoutingBoring machine for doors only. Approxlmately five jambs per minute can be machined on the Model 950 Hinge Jamb machine and also about this number can be completed on the Model 920 Strlke Router Jig and Stand. lf you are producing 75 doors per day or more, this combination is recommended.

KVAI MACHINERY

P. O. Drowor A Phonc VOn 7624363

PITALUMA, CALIF. 94952

M

ALL GRADTs R E

Tnhe Merchant

Dear Dave,

I feel I should drop you a note and tell you I look forward to getting The Merchant and keeping in touch with all the activities in the lumber industry which I miss since my retirement last year from the O. M. Hill Lumber Co.

Especially I enjoyed the write-up of the Hoo-Hoo-Ette Club's $1 and f 10 Boss'night party. I was fortunate to be able to attend that meeting and, more so, to see the way it has grown each year, as it was in my regime as president in 1956, that we had our first party. I

am very proud of the place this has taken as the annual social event in the club.

I am looking forward to attending the National Convention of Hoo-Hoo-Ette Clubs in Los {ngeles in May and having further opportunity of saying hello to so many good friends. Again thanking: you. Cordially yours, Mabel P. Staser, Kentfield, Calif.

The Merchant Dear Sirs.

f am interested in the possibility of buying, at lower price than retail, lumber and plywood

for small boat construction (30'40'), if possible.

I wish to find out, for example, if a buyer can get lumber cheaper by trucking it from the source of supply, and etc. I presurne your magazine could tell me something on thisor I could get some info on companies to write.

Califorrria

We get a nurnber ol letters lihe this. Our ansuter is always !,he same . . see your loial lumber and, build.ing rnaterials dealer.-Editor.

UIIITED T(l SERVE Y(lU BEST!

A United staff of veteran lumbermen experienced in handling the requirements of the retail dealer

United in their effort to provide prompt, efficient service on wholesaleorders from our

United inventory of prime softwood lumber maintained with the retail dealer's needs in mind.

New Products, promolions snd soles aids

Fnodur@ft you cc,n use to build soles qnd profits!

Fmofifts

Instonl Doylighr

It is now possible to convert medium base porcelain receptacles into Iodine Quartz lighting fixtures, I. Q. "Convert-ALites" can be used independently in existing receptacles or screwed into recessed fixtures, shaded units or porcelain lampholders, adjustable or non-adjustable.

base is built into the binder, speeding the handling of any facet of the system. When using the payroll portion, entering information on only one line creates payroll checks, employee's earnings records, and payroll journal.

Sculptured Wood Screening

New designs of sculptured hardwood in walnut, birch and poplar panels have been announced by Penberthy Architectural Products.

The petite series provides a fine screening effect with modules ranging from a/2" to 2E/t". There are four patterns in panels 16" thick, 2' wide by 2t,3' and 4' high.

The designs are slightly different back and front, so a varied effect is achieved when utilized as screens.

Summaries of total payrolls and deductions are easily obtained by adding columns. Proving the journal automatically proves earnings and checks.

TI/RITE: Burroughs Co"p., Business Forms/Supplies Gp., 1150 University Ave., Rochester, N.Y. 14603.

Sponish 3-D Ponels

Bright Light Output

The units accommodate 300 watt or 400 watt double-ended compact Iodine Quartz lamps. One 400 watt I. Q. lamp is stated to provide more light than five 150 watt PAR 38 lamps. By using "Convert-ALites," it is possible to quintuple the light output of an installation.

They provide a fast, more economical way to take advantage of the huge lighting capability of Iodine Quartz.

WRITE: Dept. 186, Swivelier Co., Inc., Nanuet, N.Y., 10954.

Bookkeeping Time Sqver

Accounts payable and payroll bookkeeping is done quickly and easily with the new a.ccounts payable/payroll accounting system from Burroughs Corp.

It benefits companies, branch offices and franchise holders who have normal accounts payable but not enough employees to justify installing a regular payroll system. Designed primarily for accounts payable, it will handle the payroll, too.

Incorporating the "Write it Once" pegboard principle the system uses the same checlrs, journals and binder for both accounting functions. The pegboard writing

Morocco, a new pattern in 3.D selfsticking vinyl wall panels, has been introduced. This pattern, popular in floor coverings and draperies, combines the appearance of hand set Spanish tile with the durability of vinyl.

They are supplied finish-sanded both sides and can be furnished framed or unframed. Color transparencies of the designs and applications are available upon request.

WRITE: Penberthy Architectural Products, 5800 South Boyle Ave., Los Angeles, Calif. 90058.

Metolic Shine Thot Losts

Gold paints and coatings that retain their brilliance under adverse climatic conditions are now available for outdoor as well as indoor installations.

The new Duragold finishes are based on an achievement in pigment chemistry.

Patterned to forrn a continual wall design, panels provide the ideal cover-up for trouble walls. Self-sticking for easy application, panels adhere to all painted, papered or tiled surfaces. Washable, gnease and stain resistant, they can be wiped clean with a damp cloth. Box of 8 panels (each 12" x L2") decorates 8 sq. ft. Suggested retail: $3.?9.

WRITE: The Decro-Wall Corp., 21 Saw Mill River Rd.. Yonkers. New York.

Here is how Duragold checks out in ofrcial tests. No tarnishrcgar ing after one year of outdoor exposure. No tarnishing after 500 hours in a salt-spray chamber. No staining after two hours in hydrogen sulfide. No tarnishing after baking for one hour at 350 degrees F.

WRITE: Clar.emont Polychemical Corp., 39 Powerhouse Rd., Roslyn Heights, N. Y.

low Voltoge lighfing

A low voltage lighting system designed for home, garden, pools, stores and other locations is now being marketed.

The decorator lighting kit uses low voltage sealed beams and comes complete with low voltage output transformer. The transformer takes ordinary 110 volt AC household current and reduces it to a safe 12 volts,

Helps the Remodeler

Each unit has 4 G.E. sealed beams with blue, green, red and yellow color discs for a variety of effects. Brightness is controlled by a hi-low switch on each transformer. Each bulb uses only 18 watts or for 4 .bulbs, a total of 72 watts, compared to an ordinary spot light of 75 watts for each bulb. The set comes complete with 100 ft. of cable and various mounting choices.

TITRITE: Rogers Electronic Corp., 49 Bleeker, New York, N.Y.

lightwelghr Metol Shears

New lightweight miniature metal shears, suitable for handling a variety of tasks around building projects, is available.

The shears are handy for snipping wires, cutting light materials and metals up to .025' thickness. Their long nose permits

Snap-a-Track is tOUVo extruded polyvinyl chloride. Furnished in black, white and seven shades of brown. It comes in four and six foot lengths, packed one to a polybag. Used with fla" shelving, it permits use of Vt" doors.

WRITE: Gossen Corp., 2040 W. Bender Road, Milwaukee, Wisc. 53209.

Colorful level Merchondiser

Eye-catching red M-D levels hanging on an anodized display are made of durable lightweight extruded aluminum with easy to read vials and protective vial covers. It can be fastened to perforrated panels or attached to any flat wall. It holds up to ten levels of any length. The display is available at no additional charge with orders of eight or more.

Easily Displayed

the shears to be used in tight spots. They feature hot forged, heat treated, hollow ground blades for accurate cutting.

T#RITE: P&C Tool Co., Box 22066, Portland, Orcgon 97222.

Fqst Shelf Conversion

A simple way to convet shelving to a sliding door cabinet in a few minutes can be done by merely inserting doors in the Snap-a-Track and snapping them on the shelf front.

There is also a track that can be snapped on middle shelves to furnish a bottom track for the sliding door above as well as a top track for the sliding door below. A great help to do-it-yourselfers and remodelers. They feature good appearance, ease of application and low cost.

WRITE: Macklanburg-Duncan Co., Box 25188, Oklahoma City, Okla. 73125.

Corved Ponel Doors

A new carved panel door line has been added to a wide range of quality entrance doors manufactured by the Nicolai Co.

durable dowel-joints. The entire door may be stained, painted or antiqued.

TfRITE: Nicolai Co., Door mfg. div., P.O. Box 17216, Portland, Oregon 9721?.

Converlible Toble

Ttre portable versi-table closes to a compact case 18" x 30", 3r/2" thick, containing four chair-height stools. Opened the table measures 30" x 36", 28" high. It is constructed of extruded anodized aluminum with plated steel legs and supports. The standard model table top is Masonite and the deluxe model top is stain and mar resistant.

Camping Craze ltem

Although it comes as a set, both table and stools are available separately. The standard model is priced at $24.95; deluxe model $29.95.

WRITE: Vent Vue Window Products Co., 2424 Glove Pl., Los Angeles, Calif. 90031

No Woll Domoge

A new 28' hig};- bathroom cabinet called the Hollywood model, eliminates the need to cut into a wall surface when remodeling or constructing' a new bathroom.

The all-steel construction is phosphatized after forming and finished in stainless steel.

ln Growing Demand

Deeply-carved panels are handcrafted in four designs. The panels are carefully selected and fitted in frames constructed with

Easily Mounted

The 8" high by 4lz' deep cabinet features sliding white opaque doors and the cabinet; itself serves as a stainless steel shelf. The cabinets are ofrered in 18,24,.30, 36, 42 and 48-inch widths.

\MRITE: The P.O. Box 2542, 90670.

Philip Caaey Mts. Co.;" Santa Fe Springs, Califii

Mo'rble Woll Effect

Florentine marble, a ne\r' self-sticking wall covering, adds a decolator touch of simulated highly polished natural marble to bathloom, dining Loom and halhvays. The 12" square panels ale made of styleue and are available in subtle shatles of alabaster rvhite and onyx black.

ing tray and a bottom shelf. in six different styles and finishes of Long-Bell Luxuria

lt is available the various kitchens.

tional charge with stock assortments of house numbers or letters.

WRITE: Macklanbulg-Duncan Co., Box 25188, Oklahoma City, Ohla. 73125.

Quick ond Accurote Morking

The "Teco Malk 16," a precision malking tool mal<es it possible to automaticalll' tietelnrine 8". 12". lii" anrl 24" o.c. settings of studs, r'afters, r'oof tlusses, and othel building components. The devit'e

WRITE: The Decro-Wall Corp., 21 Sau Mill River Rd., Yonkels, Nerv Yolk.

Hidden Hosless Cqrt

A ne'*'hostess calt that tucks awal'untlel the kitchen countertop antl loolis like arr 18" base kitchen cabinet has heen.intro<luced.

The cart has a 17" x 2il" ton rvith trvo ?" drop leaves. Belos'is a renrovahle ser.r'-

WRITE: Intelnatiorral Papel Company, Long-Bell Div., Dept. ?511, P.O. Rox 8411, Poltland, Ole. 97207.

Numbers Disploy

l)xpanded alurniuum has been utilized in displays fol X[-D numbels and lettels. The intlivitlual tleep-folmed pockets hold trvo tlozen of each figure s-ith maximun.t accessibility and utrobstlucte<l vierr'.

1fhree diffelent tlispiays hoirt a conrplete aiphabet, a complete set of trumbels, ot tt'o complete sets of numbels. Available in black ol gold finishes, these $5 value tlisplays at e fulnisherl at tro atl<li-

eliminates making "cutting" and "locating" malks on lumber atrtl plovitles gleater accurac]' in the layout of builtling palts antl pieces.

\1'ltlTE:'I'imber' lJttgineeling Co., 161!.) llass. Ave., N.W., Washington, D.C. 2(X).'i(i.

Specialists in Quality lmported Hardwood Plywood

LAUANoSEN.BIRCHOSHINA

DEPENDABLE DELIVERY

Exclusiae Pan-Asia Board, lmporters

PAil

AStAflC TRADTNG C0fftPANV tNC.

Bleoched Wormy Chestnut

A bleached tone has been added to Mar.lite's line of textured wormy chestnut paneling. This %" hardboald comes in 16" x 8" random planks with tong'ue-andglooved edges and 4'x 8' squale-edged panels vgith a smooth face. Matching moldings are available, to be applied u'ith adhesive over old u'alls ol neu' framing. The paneling can be damp-u'iped clean and is lesistant to heat, moistule and stains. The dark, light and

bleached wormy chestnut panels featule a woodgrain patteln that gives the appear'ance of natural wood.

WRITE: The Selz Organization, 221 No. La Salle St., Chicago, Ill. 60601.

Redwood T&G Decking

Plefinished rough sarvn Siella decking is versatile and economical for sub-flooring and loof undellayment. Two-inch thick T&G planks are manufactuled flom merchantable grade air-seasoned redu'ood with a saw-textured and V-groovetl face and a smooth back.

The decking is available in 2x6 and 2x8 with factory stain colors of rrrsset, gray or natural redwoocl protected with a cleal water repellent.

It can be used in exposed beam construction where the knots and imperfections allowetl in the glade add to the rustic appealance.

WRITE: Simpson Timber Co.,2000 Washington Bldg., Seattle, Wash. 98101.

Truck Tire Sofety Gouge

Designed to help solve the serious pt.oblem of under-inflation in tr-uck tires, a neu. low-cost tire plessule indicator', named NoLo, is now being mat'keted. These indicator.s sclew on each valve stem, actually constituting miniature pt'essure gauges.

Drops in pressule are indicated automatically by the indicators u'hen the r.ed tip of a pressure contlol lod slides back into the valve whele it cannot be seen. As lone as the air is at a safe level, the r'.,1 rod lemains visible.

Installation is simple u'ith no totque or balance problems involvecl. The No-Los sell for $1.25 each.

WRITE: Banco Products, 6910 San Fernando Road, Glendale, Calif. 91201.

Tell Distonce ot q Glonce

A pocket-size aluminum langefindel tells yarclage to distant objects. There is nothing to set or compute. Hold at arm's length, sight, and read distance directly.

Golfers can determine yanlage to greens and read golf club to use flom chart on back. Hunters, varminters, and archers can find lange to game. Boaters can use for distance off flom shore, navigation, and r:acing. It can be used anyrvhere distances to objects must be known. The langefinder is priced at $2.95 postpaid.

WRITE: Shang's, P.O. Box 504, Elgin, Ill. 60120.

Stand,ard, Lumber Cornpan), fnc.

SUGA INCENS RP EC INE EDAR

P.O. Box 717-1144 Mines Ave.

Montebello, Colifornic. 90640

(2r3) 685404r

Featuring Quality Products Frotn Pickering Lumber Corp.

PONDEROSA PI WHITE FIR NE

P.O. Box 7O6t l760 Solqno Avenue

Berkeley, Colifornio 94717 1415t 527-366r

and other Reliable So'urces

CLASSlFlEll AllYERTlSltlGPosition Wanted 92.00 per line, minimum $4.50. All oher $3.00 per line, minimum $6.00. Two lines of address (your address or our box number) count as one line. Closing date for copy is 20th.

POSITION WANTED

CTASSIFIED ADVERTISEMENTS

RETAIL AND WHOLESALE lumberman, with 19 year.s exp. desires position with large independent company or line company. WeIl experienced in lumber buying and general office work. Will furnish ietters of recom. Write Box 119.

EXPERIENCED IN RETAILING of lumber & bldg. mat. Profitminded, aggressive, good edueation. Seek mgTnt. or credit position with prog. retailer or v'holesaler in Bay Area or No. Cal. Call (415) 845-5361 or Wlite Box 102.

SALESMAN with 1? years exp. selling wholesale lumber and allied products desiles outside selling position. Write Box 120.

u, general manager desir:es position as general manager of chain op- eration or large single yard. Profit minded in the moderrr age of merchandising. Now employed but desires change. Available for interview. Preferq.'estern states or Hawaii. Write Box 112.

LUMBERMAN with over twenty years expetience contractor and consumel level. Some purchasing and stock controi. Wish to relocate to No. Calif. or Bay area. Always associated with large operations. Desire mgr. or ass't mgr. position or factory or jobber rep to call on dealels andlol institutions. Write Box 118.

EXPERIENCED LUMBERMAN seeks employment

'Wholesale & retail lumber, plywood & millwork, sales & accounting backg'round. Box 122.

WHOLESALE lumber salesman, ten years experience in So. Calif. seeks position with local wholesale firm. Available immediately. Box 123.

Names of Advertisers in this Department using a Bor Number cannot be released. All replies should be aG dressed to box number shown in the ad in care of the Merchant, 412 W. Sixth St., Los Angeles, Calif. 90014.

SALESMAN WANTED

EVANS PRODUCTS COMPANY, a leading growth company manufacturing and distributing a broad line of building mateliais, will hire an outstanding man as sales representative to call on retail dealers in the Marin County, Calif. area. If you are between 26 and 38 rvith some college background and a proven selling record in the rvholesale field, preferably in building materials or hardware, contact Evans. Excellent salary, benefits and commission plan. Opportunity for advancement in a grorving, nationwide concern. Write to: R. K. Wilson, Personnel Manager, P.O. Box 3295-C, Portland, Oregon s7208.

PROOUCTS COMPANY

LUMBER WANTED

WANTED TO BUY: building materials in Box 117.

in Bay Area. management, OREGON AND/OR 20-yr.-old northern fidential. Write Box

LUMBERMAN with 15 years experience in merchandising, both wholesale & retail, desires position as buyer, store mgr. or other executive position with large lumber and,/or bldg. mat. co. References and resume available on request. Presently employed in So, ,Calif. area, but desire change. Will relocate. Box 121.

HELP WANTED

DYNAMIC MAN *'ho knows So. Calif. area needed for growth retail yard. Tract and apt. house experience desired. Our employees know of this ad. Submit resume to Box 111.

PALLET SALESMAN exper. in selling pallets to industrial acc'ts. Salary plus commission plus auto allowance & sales expenses. ,Call for appointment. Hunter'Woodworks, Torrance, Calif., phone (218) SPruce 5-2544 or TDrminal 5-5671.

FAST GROWING chain lumber & hardware discount stores seeking exper. retail lumber salesmen, managers and asst. mgrs, Excellent oppor. for advancement. Top pay, bonus plans & other benefits. Send resume to Box 100.

and/or retail plywood and/or All replies will be confidential. wholesale So. Calif.

TWISTED & WDATHERED Douglas fir S4S lumber, 4x4 & wider random length economy & better. Call Hunter Woodworks, (213) 775-2544 or (213) 835-5671.

WASH. BUYER to California wholesaler. 110.

work with well-flnanced All replies strictly con-

EQUIPMENT FOR SAIE

MISC. MACHINERY for nailing machine used, 3 works. Inc, 775-2544 and

sale: one FMC 399,000 model H pallet swing cut-off saws used. Hunter Wood835-56?1.

BUSINESS OPPORTUNITIES

LUMBI]R & tsLDG. of opportuaity. One MATI]RIALS STORES main yard, one branch for sale in the vailey yard. Write Box 240.

WE WANT TO BUY LUMBER YARDS. We are interested in purchasing the total assets-including accounts receivable-of corporations owning from one to several retail lumber yards. All contacts will be held in strict confidence. If your company is interested in selling, please contact the Atlas Lumber Co., 620 City Natl Bank Bldg., Omaha, Nebraska.

JOHNNY THE LUMBER LOAD SIGN PRINTER

Specializing in paper danger flags, side-load signs, job cards, etc. John Weiler's Printing, 1441? Hawthorne Blvd., Lawndale, Calif. Phone (213) 676-7522 or 676-2293.

SPECIALIZING in-Douglos Fir Dimensions, Boords & Studs

Western Hemlock Dimension, Boords & Sruds

White Fir & Redwood Sfuds

CARGO-RAIL_TRUCK & TRAILER

Pine ond Plywood

Redwood Posts & Redwood Speciolties

13625-C Veniuro Blvd., Shermon Ooks, Colif.

Soulhern Cqlifomio Represenlo?ive for Dont & Russell, Inc.

WAT.L TUMBER CO., tNC..............

I.UMBER CO.. fRED C.

I.UIABER CO

KEY CORPORATTON ......._,.._....... KII.GORE, ROBER.T P. KING'S RIVER IUMBER CORP....

LUA.iEER CO. .-._..,

A.{ACHINERY CO.

tAl.toN r.u^,tBER co. irsxIey Iur*san, lnc.-.-,........-........

INDUSTRIES r.ooP r.uMEER & Mil.t co...

MARQUART-WOIFE I.UMBER CO, A.IARTINGAIE /rlASON SUPPI.IES, lNC.

MrAMr-CAREy DlV. ......-_.........._ l{UtLEN tUA,iBER CO.. F[OYD.. MUruAt Mour.DrNc i lunaer ijo

BUYER'S GUIDE

tOS ANGETES

TUIIBER AND LU,IIBER PRODUCTS

Amcricon Hordwood Co. .-..-----..--.-.---.-f 19-4235

Angclur Hqrdwood Compony ------..-..--lUdlow 7-6168

Arcoto Redwood Co. (Ken Conwoyl--..WEbster 6-4848

Arsociolcd Rcdwood Mills .-.---.--OVerbrook 5-8741

Allor lumber Co, .----..---..---.--.-.-.-MAdison 7-2326

Bock Lumber, J. Williorr -.-----.----.-.-.---REpublic l-8726

Bough Foresl Produclr Corp.-----.-..--.-...12131 330-7451

Blig ltmber Co., Inc. .-.-----RAymond 3-1581-3-3454

Erooks-Sconlon, lnc. .----------------..---.171 41 529-21 49

E. L. Bruce Co. (Jim McFoddenf----.-.--l2l3l 622-9545

Brurh Industriol Lumber Co, ---------RAymond 3-3301

Colif. Door Co. of !.A. -------.------.--------(2131 588-2141

'Crowford, Lunber, F. /*.--*------------.---------.f74-2161

Dooley & Co. .--.---.-----------------------.--EDgewood 6-1261

Ed Fountoin lumber Co. --..---...-.---.----tudlow 3-1381

Esslcy & Son, D. C. RAymond 3-1147

Evons Prodscts Co. --------------.----------------.(21 3) 263-5931

For West Fir Sqles ---(2131 2,f5-3131

Fir & Pine Lumbcr Co. ---.----------------Vlctorio 9-3109

Fosler Foresl Producls -.12131 681-2313

Frcemon & Co., Stephen G. -----------.---ORiole 3-3500

Frenonl Foresf Producls ------------RAymond 3-9643

Gqllcher Hordwood Co. .----------------...Pteosont 2-3796

Generol Lumber & Supply ---.---.---.----i\tAdison 8-4022

Gcorgio-Pocific Corp. (turnbcr) .---.-.Mynond 3-9261

Gcorgio-Pociftc Corp. lPlywoodl ----.-RAymond 3-9261

Gcorgio-Pociftc Corp. .-------..-----....-.TRiongle 7-5643

Globo Internolionol .----------.----....-.-...--...UPton 0-6456

Hollinon Mockin Lumbcr Co. ...-...-----..-.--.-..685-4505

Hexberg Lumber Soles ------..SP 5-6107

Hill Lumber Co., O. M. -...---.-.-.--(213) MUrroy 4-2610

Hoovcr Co- A" L -.-._--:.CUmberlond 3-9078

Huff Lumber Compony ..SPruce 3-4846

Hughcs Lumber Soler --.-..-.-----.----.-..-.(21 31 245-5553

Indepcndent Bldg. Moleriols Co. .-..--.-..-..-.---636-8345

Jcwclt Lumber Soles ------.--.--.----..--....FRontier 8-8292

Loshlcy. Dovid E. ----Chopmon 5-8805

Morquorl-Wolfe Lumber Co. ....--------.(2131 625-1494

Mulfcn lumber Co., Floyd .---678-5334

Muluol Moulding ond Lumber Co. ------FAculty l-0877

.Nelh Lumber Soles, A. W.----------.--------------972-l2gO

Orgood, Robert S. ----DUnkirk 2-8278

Pocific Fir Soles .--.-..--------------...--.---MUrroy 2-3533

Pocific Lumber Co., The --------------CUmberlond 3-9078

Paciftc-Modison [umber Co. -----..-.----JPruce 3-2292

Pon Asiolic Troding Co,, Inc. --.--------Rlchmond 7-7524

Peirce Compony, Al ----------------..---.--NEvado 5-1009

Pcnberlhy Lumber Co. LUdlow 3-4511

Rockport Redwood Co. .-----------------...-.-.-------..445'2896

Roy Foresl Producls Co. .--------..------..TRiongle 2'1070

Sonford-Lursier, Inc. ---------------AXminsrer 2-91 8l

Slmmons Hordwood lumber Co. --..----JPruce 3-1910

Soulh Boy Redwood Co, .--..---------.---------SPring 2-5258

Stohl [umbcr Co. -----.------------.-.--.---ANgelus 3-6844

Slondord lumber Co., Inc. -*-----.-..--(2t3) 685'4041

Slonlon & Son, E. J. -.tUdlow 9-5581

Summii Lumber Co. .--.--------..--..--ANgelus l-2161

Supcrior Firepf oce Co. .-*-.-.-.---...------------626-U67

Suttle & Keller lumber Co. .------------.---Gllbert 3-8909

Tocomo Lumbcr Soles, lnc. --.-..---------...MUrroy l-6361

Torlcr, W;bster & Johnson, Inc. --.----ANqelus 9-7231

Twln Horbon Solcr Co. .-..-.625-8133

Union Lumber Co. .-..-----.--..---------------(7 | 1l 512-5669

Uniled Whlsc. tumber Co, .-.----*.-.OVerbrook 5-560O

Uniled Stofes Plywood Corp. -----.-..-----lUdlow 3-3441

U.S. Pfpvood Corp, (Glendolef -.---.--.------Cltrus 1-2133

U.S. Plyrood Corp, ([ong Beochl .-..-.HEmlock 2-3901

U.S. Pfpvood Corp. (Santo Anol --...-Klmberly 7-1691

Wcndlng-Ncthon Co. -----.--------.-CUmberlond 3-9078

Wcslern Hordwood Lumber Co..-..---.-----.--------655-8933

Wcyerhoeuser Compony -.------.-----.--Rlchmond 8-5451

Worehousc (Anoheim) -.---.---..----PRospcct 2-5880

Wholesole Foresl Producls .-583-6013

TREATED IUTIABER_POLES-PILI NGS-TIE5

Boxlcr & Co., J. H. ----DUnkirk 8-9591

Kopperr Conrpony -.-(213) 83G2860

McCormick & Boxler --17141 871-5974

Son Anlonio Conslruclion Co. -...---.--UNderhill 5-1245

Treoled Pole Builders---.--------- ---.------...-.17 1 11 986-4466

SASH_DOOR5-iAI LLWORK-SCREENS IIOUTDING--.BUILDING'IAATERIATS

Accocioted lvtolding Co. ...-.--....--.-..RAymond 3-3221

Colifornio Door Co. -.(213) 588-2141

Colifornio Ponel & Veneer Co. .---.-.-MAdison 7-0057

Ccrlow Compony -.----------.------.--P[cosqnl 2-3136

Mople Bror., Inc. ..OXbow 8-2536

Moson Supplics, Inc. --.---------..AN9elus 9-0657

Nordo h | /vlon uf octuri n g Co. ------.------..--- - --------819-267 5

Peffo Architecturol Producls, Inc. ------.-(213) 771-240o

Nu-Rok Fibergloss Productc lnc. ---.-.-(213) 285-1179

Shokerfown Corp. --.....-.....-..-.-.--.-.-...--.(71.{l 529-2119

So-Col Commerciol Sleel---..-.....-----..---.{2131 685-5170

Stroil Door & Plywood Corp. --.--CUnberlond 3-8125

Torler, Websler & Johnson (Speciolry Div.l AN 8-8351

Woodlqnd Produclc Co. --_-Pl4) YUkon 6-7981

sPECtAt SEnV|CES

NolPok Corp.. -t213) tUdlow 3-1056

Regol Industries -----------7--------------(2 I 31 231 -l 033

TUMBER HANDIING AND SHIPPING; CARRIERS

Greenfleld & Son, Inc., H. M. ---------.NEvodo 6-1783

Son Bernordino - RiversideSonto Ana Areo

Bellwood Compony, The -.-.-------..-.(714) 538-8821

Cofifornio Door Co. of [.A. .-.--.-----.----17141 825-7811

Corlow Compony ----.------..--..-...---..TAlbor 5-0672

Evqns Producls Co. (Plywoll Div.)-.-.-----.(714) 737-0651

Georgic-Pociflc Worchouse ...--.--.-.OVerlond 4-5353

Hcrbor [umbcr (Al Wilsonf........----.-..-----.Ov 4-8956

Hobbs Wqll [umber Co., lnc..---..-.----------------541-5197

Inlond [umber Compony -.---.--.--....--.--.TRinily 7-2001

Key Corporolion ------.-------.-..--.------.-----..--87 5-2060

Morquorl-Wolfe Lumber Co. --------------.(213) 625-1194

So-Col Commerciol Steel----.--- -------......(7 1 41 825-677O

Torler. Websler & Johnson ....-----.-..TRiongle 5-1550

Twin Horbors Lumber Co.---..----.-----.---.--171 11 547 -8086

Union Lumber Co. .-.---.---.-..---.. ---------..V1 1l 542-X69

Woodlond Producls Co. ----------------l7l4l YUkon 6-7981

SAN DIEGO AREA

I.UMBER AND LUMEER PNODUCTS

Independenf Bldg. Aloteriols C'o. .-.----(2131 636-83,[5

Inlond Lumber Compony .--------------.GRidley 4-1583

Mople Bros., Inc. .----------....---.--------Hlckory 2-8895

Reitz Co.. E. [. .----.-.-..-----...-------.---------17141 GL 9'4166

Soulh Boy Redwood C.o. (tor Angeles)---2Enith 2261

Torfer, Webster & Johnson .----------..-.GRidley 7-4174

Weycrhoeuscr Compony ---------.----.COngress 4-3342

IUITDING IIATERIAIS

Georgio-Pocifi c Corp. ---.-.----...---------V 1 1l 262-9955

So-Cof Com m erciol Sreel....----..-- ------------17 1 41 23,1- I 85 | United Stoles Plywood Corp. .-.--..--...-BElmont 2-5078

Woodlond Products Co. --..-.-.----.(7141 YUkon 6-7981

NORTHERN CALIFORNIA

ARCATA

Arcolo Redwood Compony .-.---.-----------Hlllsidc 3-5031

Associoled Redwood Mills ....------.VAndyke 2-2415

Col. Pociflc Soles Corp. .---..--.---.---VAndyke 2-5151

Holmes Lumber Co.. Fred C. .-----.----VAndyke

AMBOY

BUYER'S GUIDE

WASHINGTON

lnl'f Poper/[ong-Bell Div.-----.-..__.__-.-.,_..(206) 247-231O

TONGVIEW

f nt'f Poper Co. (l,ong-Bell Div.)___.-..,.,-__.(2061 423-2llO

SEATTTE

U.S. Pfywood Corp. --.-..---.-----......--.----.-.--.-_PA._Z-6SOO

Tumoc [umber Co. .-.-.-.-..-....-......_--_-.-...__---AT 3-2260 Simpson Timber Co. ..---.....MU 2-2828

Weyerhoeuser Co. .--.-..-.,--.-.....-._---.-....-.-.-_..pA 2-ZOl5

TACOMA

Georgio-Pocific Corp. .--.--.-......-__-..___----.-----.FU 3-4529

Weyerhoeuser Co. .----.-.-..--.---....--.---...__.--.-..FU 3-3361

VANCOUVER

Inl'l Poper Co. (Long-Betl Div.).-..._.-_..-..(503) 285-l3OO

wtNtocK

Shokertown Corp. .-..--....-_-..-_--..----..----_._SUnset 5_3j01

SAN FRANCISCO

TUMBER AND IU'VIIER PRODUCTS

Arcolo Redwood Co. ..._-.-.-..---_...-._-..----yUkon 6-2062

Col-Pocific Soles Corp. --_-.--.933-0600

Evons Products Co. --_.------.--------_.----__----_-_--..-.--g26_241 i

Georgio-Pocific Corp. -..-.-_-_-.-.-._..-..-._DOuglos 2-33gg

Holl Co., Jomes [. .-.-.-.-SUtter l_2j20

Holfinqn Mockin Iumber Co.-.,._.__-.._..-_(41 Sl 467_g440

Horbor Iumber Compony .--_--------_---_---yUkon 2-9727

Higgins Iumber Co., J. E. -...-_..--.-_.-.VAlencio 4-g744

Hobbs Wqll Lumber Co., Inc. ..-.-.-..---Flllmore 6_6000

lomon Lumber Co. ..----.-._._.-...-.-._.--.-.---yUkon 2-4376

MocBeoth Hordwood Compony ------_---Mlssion 7_0772

Pocific lumber Co., The _... 771-4700

Silmorco, fnternotionql -------,,-776_4200

Torler, Webster & Johnson, Inc. .--_-pRospecl 6_4200

Union Lumber Compony -_-.._-..-____.-..-_.--SUiler l-6120

Uniled Srotes Plywood Corp. .-__-.--._._.JUniper 6_5005

W{ndling-Nothon Co. ...-._-.-_---_-.-..__.-..-.SUrter l_5363

Weyerhoeuser Compony -----.349-1414

sASH-DOORS--WINDOWT-MOUrDt NGS BUITOING MATERIALS

Cofoveros Cement Co. ..---.--------------DOuglos 2-4224

TREATED TUMBER_POIES

Boxler & Co,, J. H. --.-..YUkon 2-0200

Holl Co., Jomes L. --....--SUlter l-7520

Koppers Co., Inc.

6-2660

Wendling-Nothon Co. .-.-.-.....--...-.---......SUtter l-5363

Woodside Iumber Co. .------..---.----.----Dlomond 3-5644

SPECIAT SERVICES

Gilbreoth Chemicol Co.

l-7537

Redwood Inspeclion Seryice ....-..-..--EXbrook 2-7880

BAY AREA

LUMBER AND TUMBER PRODUCTS

Alkinson-Stutz Co. ----.-..-------..---------------...-.-----345-1621

Boldt-Beocom Lumber Co.,------------..-.,--(415) 527-31I I

Bonnefl Lumber Co. -....-..--......---.--.-.--..(415) 328-1770

Bonnington [umber Co. -----.-----.-...-.---OLympic 8-2881

Col-Pocific Soles Corp. --......933-0600

Colif. Sugor & Wesfern Pine .------..Dlomond 2-4178

Colif. Wood Products, Inc.

Donf Forest Producls, Inc.

Evons Producls Co.

Georgio-Pocifi c Corp.

Gofden

OBITUARIEg

0. tetlASTER

Charles D. LeMaster, one of tlre real statesmen of the lumber industry, who had been missing since March 14, was found dead April 15, in an open field near his Sacramento home. He apparently died of natural causes. LeMaster, 86, had regularly taken long walks.

LeMaster originated Forest Product Week and Forest Product's Day at the California State Fair and participated in the first tree planting at the new California State Fair site in 1965.

He held the rank of Seer in the trIouse of Ancients of IIoo-Hoo and was the sixth Seer in the ?0-year history of IIoo-IIoo. IIe also served as secretary-treasurer of the Sacramento Hoo-IIoo Club 109.

A book of poetry by LeMaster' titled t'The Giant Trees at Etrrly Dawn," was published in 1961.

He devoted many years of his life to promoting high standards of business conduct and recognition of the importance of good forest management through the lumber and timber industry.

In 1926 he created a lumber journal known as The Axiom. The title was later changed to 'Western Building Beview. In 1966 the publication was incorlorated vrith the Weetern Lumber & Buildins Materials Merchant (then California Lumber -Merchant).

During LeMaster's 36 years as editor and publisher of the journal he promoted polieies emphasizing conservation and reforestation of forest lands.

Born in Pike County, Ind., LeMaster was the great-grandson of Simon Peter LeMaster, who was with the first Daniel Boone expedition which crossed the Ohio River into southern Indiana. IIis mother was a gteatgreat-granddaughter of George Ross, one of the signers of the Declaration of Independence.

LeMaster moved to lVashington in 1889. as a youth, at the age of 17, he greased skids in a logging camp and lumber became a par0 of his life. He owned and operated lumber mills and later went into wholesale lumbering.

In 1916 he moved to Fresno where he was the first president of the Exchange Club. He organized the Fresno Building and Loan Association, the Ben Franklin Club and the Lumbermen's Association.

He later had offices in Stockton and Sacramento as well as in Fresno, and in 1924 established his headquarters in Sacramento.

He was secretary of the Sacramento Exchange Club for many years and conducted the Sunshine Special Days, an outing for underprivileged children sponsored by the Exchange Club in the 1920's.

He was a member of the Knights TemPlar, Odd Fellows, and the Elks Club. He was also a member of the Sacramento Chamber of Commerce and the Sunnyside Country Club in Fresno.

LeMaster and his widow, Gertrude, cele-

Wrgtcrn Lurnbir I Bullding lrtotcdd: illlCHANT brated their golden wedding anniversary in 1965.

Survivors in addition to his widow are his daughters, Mrs. Mae Belle Pendergast and Mrs. Barbara Shults, both of Sacramento and Mrs. Marguerite Chage of Corvallis, Ore.; sisters, Mrs. R. B. Ilowell Sr. and Mrs. Nora Giles, both of Portland, Ore.; and gtanddaughters, Patricia Pendergast and Sandra Le Shults, both of Sacramento, and Mrs. Fegg:y Wilson of Winters.

De

WIil I. CASPARY JR.

De Witt T. Caspary Jr., 48, owner of Atlantic Lumber Co., Bell, Calif., died March 26.

Mr. Caspary was born in Tulsa, Okla., and resided in Calif. since 1922. A 1936 graduate from Bell High School, he served as a Lieutenant Commander in the U.S. Navy. IIe is survived by a son, De Witt T. III' his father and a brother.

Earl M. Galbraith, active in the lumber industry for more tlran fifty years, died Marc}l. 24 in Los Angeles after a lingering illness. He was eighty years old.

Mr. Galbraith was first employed by the Pendleton Lumber Co of Santa Ana in 1912 and in the intervening years held sales managerial positions with several local firms. He held a life membership in the Los Angeles Hoo-Hoo Club #2.

He is survived by his widow Lettye and one son.

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