Merchant Magazine - February 1975

In the 1880b it uuas Hfugins. ln the 1970b it still b.

Many things have changed down through the vears, but in 6usine"ss some imp6rtant ones hav6n't. Like lreating customers fairly; supplying top quality merchandise; dependability; -nd, carrying a large enough inventory so you can deliver what the customer wants, when he wants it.

In the bustling groMh of the 1880s, San Francisco needed theJe"things-and today its no different. The values used in choosinq a supplier are the same today as yesterday-and w5'll bef they will be the same in the vears to come. -

Tin-types may change to Polaroids, but these basic tenets h"ave been passe? from founder J.E. Higgins, to sons, to grandsons--and now a great-grandson. '

B.iing olderthan many of tTre trees that produced

the lumber it sells, Higgins has a reputation to live up to as Northern CaliforniSS largest supflier of hardwoods, plywood and related lumber products.

Completely stocked distribution yards in San Francisco, Sairam6nto and Union City arb ready to supply all of your lumber needs...fast and efficiently.

Several million board feet of kiln-dried hardwoods and matching plywood are a specialty at Higgins.

ln the 1BB0s it was Hiqqins lumber for every pui[ose. It still is!

Publisher A.D. Bell, Jr.

Editor-Manaeer David Cutler

Contributingtrditor Dwight Curran

Advertising ?roduction M gr.

Ms. D. Hamil

Art Director Martha EmerY

Staff Artist Michael Smith

Circulation Marsha KelleY

WESTERN LUMBER AND BUILDINC MATERIALS MER. CHANT (The Merchant Magazine) is oublished monthly at 451X) Campus br.. suite 476. Newport Beach, Ca. 92660. Phone (714) 549-8393 or (714) 549-8394 bv California Lumber Merchant. Inc.'Second-class postage rates paid at Newport Beach, Ca.. an-d addiiional officei. Advertising rates upon request.

BILLING OFFICES

2030 Union St., San Francisco, Ca. 94121. Phone (415) 346-6000.

ADVERTISING OFFICES

NORTHERN CALIFORNIA & PACIFIC NORTHWEST

Jerrv Holtz. 580 Market St., #400, San Francisco.94l04. Phone (415) 3923365.

SOUTHERN CALIFORNIA

Carl Vann, 1385 Westwood Blvd., Los Anseles, Ca. 90024. Phone (213) 477-7591 or (714) 549-8393.

SUBSCRIPTIONS

Chanse of AddressSend SubscriPtion -orders and address changes to Circulation Dept., Western Lumber & Buildine Matdrials Merchant, 4500 Campui Dr.. suite 476, NewPort Beach. Ca.92660. Include address label from recent issue ifpossible, plus new address and zio code.

Subscription Rates'- U.S., Canada, Mexico and Latin America: $5-one year: S8-two years: $l [-three years Overseas: $7-ohe year: $l l-two years Single copies $1.00. Back copies $1.5( The Merchant Maqazine serves the members of the: Aiizona Lumber & Builders Supply Assn., Phoenix; Lum' ber Merchaht3 Assn. of Northern

dins Material Dealers Assn.. Helena: Mo-untain States Lumber Dealers Assn.. Salt Lake Citv and Denver; Lumber Assn. of S6uthern Calif' ornia. Los Aneeles: Western Buildin Material Assnl, Olympia. Wa.

when ava'ilable. California. Los Altos: Montana Bu THE

MERCHANT

is an independenl maRazine, for retail. wholesale and dlstribution le of the lumber and building materials dustry in the I3 Ll/estern states, ( centrating. on merchandising., manage' ment and accutate, foctual news reporting and interpretation

Making the System Work

T a time when there is much clamor within our industry for the government to "do something" to provide more money for the depressed housing industry, it is refreshing to see the initiative being taken by an association of private businessmen.

As a result of a great deal of work by the Arizona Lumber and Builders Supply Assn., the Arizona State Legislature currently has before it a package of four bills whose effect would be to provide additional money for building.

Briefly, they would (l) allow state retirement funds to be invested in savings and loansl (2) authorize the State of Arizona to issue revenue bonds to raise money that would be used to help the public buy both new and used housingl (3) encourage deposits in savings and loans by a tax exemption of $500 on s&l earnings: and (4) increase bond amounts so that savings and loans would be covered under Arizona statutes so that

state monies could legally be placed in those institutions.

The Ar2ona association has appointed a special legislative task force from its membership to lobby for the bills and every member is being urged to do whatever he can to help insure passage of this important legislation.

Frank Davis, exec. v.p. of the association, in his column in our last month's issue set out the particulars of the four bills in greater detail. If you haven't yet read it, we urge you to do so now.

Too many have been involved in this important project for us to mention here, but among those who deserve a great deal of credit are Frank Davis and the Housing Action Committee chairman Dean Drake, who heads up the O'Malley Company retail operations.

By their own resolve and with a commendable initiative, not to mention plain old sweat, the leaders of the industry in Ar2ona are making the system work. We wish them every success.

BEL-iln mOn C0. has'hand' crafted lnternational llmn that come in both Antique and $mooth finishes in 15 slegant designs in all stand' ard sizes as well as ovenized doors.

Bil-nn Dmn 00. has all aluminum stationary "[ook. ouf' window inserts for doom and campers. Saves expensive detail painting and is glazed with marine-type vinyl for cushioning effect. Available in TEMPERED GLffiS for safety and securrty.

Hardwarelhousewares r r , moving the merchandise

Use energy conservation as a theme to help sell more metal cookware. Point out in signs and ads that, when properly used, metal cookware helps conserve energy.

A gondola end display with a spice rack, antting board and napkin holders can help announce a housewares dept. to your customers. Be sure to group the various items used in the display, racks with racks, boards with boards, etc.

Cooking molds, often decorative as well as functional items, can be hung on a wall to enliven a housewares dept. as well as to call attention to the merchandise itself. Be sure they are priced, so the customer knows they are for sale.

There is plenty of winter left in which to bear down hard in selling fireplace accessoies qs well as the fireplaces themselves. Use some of the left ov er Christmas decorqtion "snow " to help make your point.

Help out the woman shopper by ganging together a number of power tools, for example, drills, in one display, so she can see what differences price makes. If space allows, include explanatory material about the various tools, but keep it brief.

Push the garden hardware goodies with a sale themed: "It Isn't Too Early to Get Garden Tools." By now,

after months of snow, many customers will welcome the mention of Spring, even if it does mean slaving away in the garden.

When you display rakes, try and include a "live" display that positions the rake (at least one) in an upright position, with artificial grass or green paper shreds actually being raked by the tool. The alternative of having them just leaning against a wall or gondola is pretty dull stuff.

lUhen merchandise comes in an attractive package, leave it in the package when you display it. It also can mean that you can quickly stack several levels and-presto-your display is done-

End displays on gondolas can cause problems when the merchandise extends out beyond the end of the display and snags or even cuts customers. Remind your clerks never to put sharp edged merchandise where it can bruise or cut the inattentive shopper.

The holidays are two months distant and bills are being cleaned up, just the time for a new push to sell your customers on hordware and housewares. How about a sale to push accessories to compliment what they bought at Chistmas?

When vertising thb merchandise you are adis guaranteed, be sure you

make your customer aware of the fact. But be very careful as to what you say regarding guarantees or you may end up getting "Nader2ed" by some militant consumer.

Neatness is an essentiol element in most all hudware and housewares merchandising. An exception is that with loose items it is best not to make formal displays as the customer may be reluctant to "ruin" the display. It also means you spentl less time in presenting the merchandise to your customers.

If your sales floor people are sharp enough to answer d-i-y questions in depth (and if not, why aren't they?) use their knowledge as a potent force in your advertising. If you can convince buyers that your store is truly the place to get a how-to answer, you will develop a steady flow of profitable business.

If you ftnd yourself having ftouble in being all things to all people, take a look at some of the convenience store profiles developed by hardware suppliers for small stores that do not have adequate space for numerous and extensive departments.

Get on your clerks about merchandise that ends up on the floor in front of where it goes on the shelves. It is not only a turn-off for the customers, it is dangerous and may even bring down an OSHA fine upon your corporate head. It also doesn't sell the merchandise.

TV has done an excellent iob of convincing housewives that they can lay tile and other kinds of flooing without the hassles of old. Your displays and advertising materfuls should make certain that the woman's angle is a well-considered part of moving these profitable items.

Encourage your customers to renovate when they repair. When they have to fix the faucet, for example, point out that they can replace the old one with any one of a number of attractive new faucets. Tie-in soap dishes, towel racks, even vanities. Carry the theme as far as logic (and credibility) allow.

Rental tools should alwaysbe prominently displayed and labeled as rental items. Make certain that your adverthing also stresses the informotion tlwt you rent tools. The anstomer who comes to rent may well tum into the next big ticket buyer once you get him inside the store.

Provide a packaged assortment of basic tools that parents can buy for their children. Even a list of what would comprise the most elemental collection of tools would be helpful. Kids love tools and having their own would help (though not guarantee) that they wouldn't run off with dad's hammer and saw.

Always urge atstomers to read and follow the manufacturers' instructions after they have purchased tools or home qpliances. Many, if not most, of the problems people have with meclwnical devices is due to an ignorance of what is possible or impossible to do with them and how to mointain them.

Use a sampling of tools from inventory as a "sign" for a hardware department. Don't forget a sign that says HARDWARE, you still need that, but the tools themselves will also reinforce the message you are trying to convey.

Use pegboard from your own inventory to prwide the backup for hanging displays of any and all manner of hardware and houseware items. Put a small sign on the pegboard that it is also for sale forX dollars in another part ofthe store.

A Gourmet Shop is a perfect merchandising excuse to combine a number of expensive housewares items into one high impact area. Just the word gounnet often attracts men shoppers who wouldn't ordirwilv ventule into a housewares area.

If you are on a computer and get an accurate idea of profitability per item, use that information to weed out the loosers. Don't waste valuable time, effort and money trying to merchandise hardware/housewares items that are slow sellers or that return a small profit.

llhen you or your key people attend an industry function such as the National Housewares Exposition, be sure and alert your local newspaper. This mry seem inconsequential news to you, but it helps establish you and your store in the eyes of the public as an expert in housewares and/or hsdware.

Bathroom repair items should be displayed near cleaning products so the customer makes the natural tie-in. If he or she comes in for foam to clean the bath, your adjoining display can help sell them on fixing up as well as cleaning up the bathroom.

Impulse items should always be placed at or near the cash register checkout for maximum punch. Impulse items need not be 25d merchandise. They can be much more expensive, just n long as it is the type of merchandise thst causes a doit-now reaction. Even a senice, stch as room odditions, can be posted by the register to help drive home the fact that this is available.

If you provide paper bags withlmtr company identiftcation on them, why not use a picture of tools, housewares and other items in your inventory as a way of expanding public consciousness as to what it is you really sell.

Contact your hardware and housewares associations for booklets, charts and similar printed matter that you can acquire inexpensively for use as customer education material. There are some amazing bargains available in printed how-to material that your customers would find fascinating.

Story at a Glance

Merchandising tips to help you sell more hardware and houseware items .... covered are areas such as display, advertising, signing, sales and promotion ideas.

Vast product knowledge is a valuable asset to anyone dealing with the retail customer, but there are times to use it sparingly. Perhaps the customer is in a hurry or doesn't care to know all there is to know about wrenches. Remernber, numero uno is the vle, not o diplay of your clerks' product knowledge.

Be certain that you post tears of your newspaper advertising all over your store. It isn't enough to put one up by the cash register, get them all over. The newspaper will be happy to furnish a reasonable number of tears. Don't be timid about using them in every part of your showroom.

Electric Applionce Operoting Costs

O Ne of the sticking points in try- v- ing to sell small electric aPPliances is the public's worry that they will be "wasting energy." To manY people they seem an extravagance in the face of soaring electric bills.

The fact is, appliances made for specific purposes are better energy conservers than the large, general purpose appliances. For example, an egg cooker is many times stingier with energy than an electric range is to do the same job; an electric range uses 4.21 times as much energy.

An electric shaver uses less electri

city to shave four minutes a day for one year than the electricity needed to heat two gallons of water from 60oF to 1400F.

Story at a Glance

Small electric appliances often use less electricity (and money) to operate than it takes to do the same job using an electric range or oven...use this chart to show the savings Possible.

Using the chart as a guide, you can quickly see how little energy and money is used by reading the right hand column, kilowatt hours per year (KWH/Year). A KW is a unit of energy equal to the work done by 1,000 watts in one hour, the rough national average cost is about 3l per KWH. A handheld mixer costs only I KWH/per year, or 3{, to operate.

Use this chart asa guide to tell your customer that a new electric appliance really is what they need to conserve electricitv.

GONURTII$ Hf,RTTBOAND

EVANS CORVALLIS HARDBOARD PLANT is still at the same familiar locationsame dependable servicesame high quality productsstill a competitive price. Our old f riends know they can depend on us for:

1. Availabilitynow as alwaysthe right package of commodity hardboard and low-priced lead specialties.

2. Serviceprompt attention to orders for on-time shipments that keep yOUR business moving on schedule. Also truck and rail shipments in pool cars for lower inventories, faster turns and higher profit.

3. Know How - research, development and marketing so extensive that trouble-free new products come to you in diversified leader panels that move well and are a prof itable package.

4. Qualityfrom raw material through manufacturingto loading dock, constant quality control pays off f or our customers in superior products that meet A.H.A., F.H.A. AND Federal Specification LLL-B-810a for #1 grade hardboard.

We're as close as your telephone to fill orders or answer questions. "Call on Us" . an old friend.

The efficiencies of gas in maior appliances

f NCnfeStNG numbers of AmeriI can appliance buyers are becoming aware of the need for energy management in the home because of current energy shortages and rising utility bills.

In the past, much emphasis has been placed on reducing home energy consumption by turning down thermostats, using less hot water, keeping pots covered on the range and so forth.

But of equal importance to the consumer is the selection of efficient home energy systems.

Knowing which systems save energy and dollars can be a helpful sales tool for the major appliance merchandiser.

Overall, using natural gas appliances for the major household energy duties of space heating, cooking, water heating and clothes drying can mean substantial savings for the typical family.

Separate and independent studies conducted by Rand Corp., Oak Ridge National l,aboratories. Council on Environmental Quality and the American Gas Association (AGA) have concluded that natural gas appliances save both energJi and money over their electric counterparts.

According to the four studies, electric space heating and water heating uses 2.25 times more energy than gas space and water heating. Electric cooking uses 1.6 times as much energy as its natural gas companion and three times as much energy is consumed when electricity is used instead of natural gas for drying clothes.

These same comparisons become even more dramatic when the economic impact of energy use is explored. Using national average cost figures for both gas and electric residential service, gas cooking, for instance, costs the average homeowner about $15 annually, while electric cooking costs the family nearly $44 per year. When natural gas is used

for clothes drying, it costs the average household $4.88 a yeal with electricity, the cost is over $28 annually. Gas water heating annual cost is about $3 1, while electric water heating costs the homeowner $127 per year.

Story at a Glance

lf you're into major appliance merchandising, make sure you are aware of the major savings in money and energy available in natural gas appliances recommending the right products for your customers can mean valuable repeat business in the long run.

And gas space heating's yearly cost to the typical family is $93 as compared to electric heating's $363 yearly cost to the homeowner.

Other developments promise further savings. For example, the recent passage of a'bill by the California Senate assures savings to homeowners in the future by requiring gas appliance manufacturers to develop and place on the market by 1979 systems that eliminate the familiar pilot light on most appliances. Many industry insiders feel other Western states will follow California's example in the coming years.

One major gas appliance manufacturer has already launched a campaign for its "pilotless ignition" system on new model gas ranges and ovens. The company states that its system saves 30 percent of the gas consumed in the total cooking process. This savings has a direct impact on the homeowner, of course, in reduced gas bills.

For additional energy saving tips and comparisons, contact your local natural gas utility.

Top Quality Buildings At Approximately Half the

Cost of Conventional Buildings

Fast, efficient construction crews erect these strong buildings in an amazingly short time.

Original construction methods and machines, including our hydraulic scaffold truck, insure you of top qualitv for lowest cost.

o all poles are cemented to a depth of 6'

o never needs painting-won't rub off on clothes

o insurance rates considerably lessyet full coverage

o all buildings engineered and designed by licensed civil engineers

o Call San Antonio todav !

are safe against wind, earthquake, and weather lnzards because ol their rigid construction. Their improved design meets all building code requirements and there are no long hroces lo interfere with equipment.

$ell a concept, not just a pile of products

TEN y.urc ago you simply needed the product. Today, you need the product and a themet

If you don't believe it, look at the new restaurants in your area. Nearly every one has a distinctive theme, and most emphasize a msre casual look and a return to the simpler lifestyle.

For that reason. we feel that more and bigger-ticket remodeling jobs can be sold by suggesting a theme and coordinating paneling, floor covering, furniture and accessories. And,there's no doubt that you can sell nostalgia. , but with a cheerful flair!

Sfory at a Glance

When you sell commercial remodeling products, sell a theme .... keep in mind that cheerful colors and nostalgia are "hot buttons" for making the sale. Today's woodgrained and textured paneling provides a perfect backdrop for a room with turn-of-the-century warmth. And these panels need not be limited to family rooms. Our Barnside planks, for instance, have been used in the kitchen and battuoom as well as living areas. They have been wellreceived, of course, as theme panels in a wide range of commercial installations, too.

Our research has shown that the woodgrain trend is to the natural texture. .the natural color. .and a

dramatic move away from randomwidth planking to regular 2" and.4" widths. Dark finishes and lacquered surfaces are giving way to the natural wood look.

This trend also reinforces the nostalgia theme that can be used in almost any room - commercial or residential. People remember the slower pace and want to relive it - if only in their decor. There has been a return to the crafts and folk art, which presents an excellent way to accsssorize a room with a nostalgic fiair. Also, you'll find that floor covering and fabric manufacturers are tying into the same themes, so it is easy to coordinate a room with the natural * or nostalgic - look.

We have the nostalgic and natural look in three new plank products, the weather-textured. rustic-colored look of Country House is equally at home in a commercial or residential setting. Ught Roughsawn has the light tan color of fresh-cut cedar with regular 4" scoring. The 2" scored Shell Pecan Design has caught the nostalgia of old wood car siding that was part of our architecture 75 years ago.

What about color?

There is a sigrrificant change in color trends that can be incorporated into your remodeling recomnrendations. Again, research shows that customers are not interested in duller colors that are "easy to live with" for many years. There is an increasing use of solid accent colors for major portions of interiors. These solid colors

may be used alone to establish a vivid color area, or the 16" x 8'planks can be alternated to create an eye-catching interior.

We are seeing more and more interiors that combine woodgrained or textured planks with colored planks. On one hand you're mixing nostalgia with contemporary. but today that's a very acceptable mix. Just look at clothing. You can mix styles and fashions with excellent results. So, don't back away from combining color vdth textured planks because the overall effect can be striking. Customers are looking for the new and different. You'll find that most people aren't looking for the "safe" interior treatment, but rather one that is different and striking.

Among the acmnt colors, we find that bright yellow, the yellow-greens and the orange familes are growingin popularity. The more subdued yellows and avocados, so popular in recent years, no longer are top-rated by "color watchers."

Cheerful is a key word to consider when planning any interior treatment. It is an unspoken thought in rnost prospects'minds.

Accent colors also tie into the energy crisis! Bright, warm colors will be used on a wider scale to create an environmenl where the psychological surroundings can offset lowered thermostats. Again, cheerful is a key word.

When suggesting decorating themes today, then, consider the mood ofthe enlire country as well as your product. You'll find that there is reassurance in the nostalgic. .cheerfulnes in contemporary color. . .and sales in a wellplanned interior package.

EGBAR

EGBAR. I had never heard of it before until I read about it in a Forbes Magazine article. It told of the failings of Itek Co. under prexy Frank Lindsay. It seems his attitude was one of "Everything's Gonna Be All Right."

As a result, it seems that another major corporation supplied their top execs with EGBAR buttons as a guard against complacency. And, too, it seems that some of ltek's board of directors paid attention. Lindsay is now looking for another job.

It's odd how EGBAR hit home; because we're all guilty of it. Some days more than others.

But let's face it. Everything lsn'r going to be all right, unless you do something about it.

It's up to you. And when you do it, everything will be all right. So, think for a moment.

Did you try to close that last sale as hard as you should have? Did you carry a sample of paneling in? Did you offer redwood? What about pvc? Did you stay there until you got an order? In short, what could you have done differently? Or better? Think about it.

EGBAR. It will be, but only if you do something about it. Now.

Remember Frank Lindsay. He's looking for greener pastures. But your greenest pastures are in your own backyard.

*Chip lUood is the pen name of a bight young comer in the industry who now works in middle management for a major forest products concem. - ed.

Reports on Current Building Trends Analysis of Industry and Government Activities

A Better Understanding of Your Business

Sales and Merchandising ldeas

News of Industry Developments

Solutions To Dealer Problems

New Product and Literature lnformation

Gontinued homecenter growth brcseen

Primed by the growth of home centers catering to do-it-yourselfers, retail sales of hardware and building materials, including paint, plumbing and electrical supplies, are projected to multiply three times over in the next ten years for a 1984 volume of $65 billion.

This is the highlight conclusion of a 261-p. study by the research publishing house of Frost and Sullivan, Inc., of N.Y., whose editors point out that home remodeling and redecorating supermarkets, starting from scratch in 196611967. now account for 25%of total retail sales in this product group. By 1984 they will be supplying 48% of the market with a product mix expanding also to garden and leisure supplies, as well as flooring materials, wall c overings, kitchen andbath installations and accessories and major appliances, according to Frost and Sullivan.

There are now some 4,000 to 6,000 home centers-defined as consumeroriented, self-service mass merchandisers with a diversified product mix typically involving some 25,000 different items in inventory. A typical store occupies slightly better than 10,000 feet of inside space, has 25 employees and an average annual turnover of $1.4 million-as against a hardware store's $242,000 and $688,000 for a typical lumber and building materials outlet.

With a return on equity 3%to 3.5% greater than supermarkets, discount stores or department stores, it is hardly surprising that home center chains have grown during the past five years at almost double the rate of sales

growth for general retailers. Home centers have shown a 3.44Vo retwn on sales, averaged over the past 5 years, as compared to 0.8% for supermarkets, l% for discount chains, 25% for drug chains and 3% for the three large catalogue-and-store retailers.

Story at a Glance

Hardware and building materials sales, including paint, plumbing and electrical, are expected to triple in the next 10 years according to a new survey excellent return on equity noted for home improvement centers.

Qualifying home centers as "one of the great new growth areas of retail salesin thiscountry," the project directors point to annual homecenter volume gains of 20%, tapering off in the late 1970 s to about l5%. By contrast, retail stores generally are forecast to show annual gains for 191211984 ranging ftom 4.6% (men's apparel) to 9.2% (department).

While new housing starts are highly cyclical, the F & S study notes, the market for residential alterations and repair grows steadily at an annual rate of not less than 8% - 9%. Within this sales expansion, 5O% of it sparked by do-it-yourself homeowners, anticipated growth of one-category outlets falls substantially below the 48% of total 1984 volume projected for home centers.

With sales of $7.3 billion, hardware stores will be handling ll.2% of the

market, down from the present \6.5%. Lumber and building materials suppliers will be down from 29.6% to 21 .2% of the market, with dollar volume of $13.8 billion. Paint, plumbing and electrical stores, with 1984 sales of $ 12.8 billiort, will be down ftom 26.5% to 19.6% of market.

Sales growth will be largely concentrated in the home-center chains, the study suggests, with only an occasional independent building the necessary volume. Of the 25 largest homecenter chains appraised, sixteen report 5O% or more of their sales are do-ityourselfers, and I I of them are wholly consumer oriented, with 90% of sales in this area. "This market is rapidly outstripping the contractor market," the project directors note, "and is also a more profitable one to serve."

The current d-i-y market is estimated at about $ 12 billion, representing only sales of products and equipment, or somewhat less than half the total sales in this broad product range. The proportion of homeowner over contractor sales will increase steadily however, considering thar 64% of all residential alterations and repairs are done to owneroccupied, single-family homes. In consequence, as against a 49.5% 1967 1 1972 increase in residential alteration and repair expenditures, outlays on owner-occupied single-family houses rose 58.6%.

Analyzing the growth picture by product category, with specific emphasis on the 50% of sales through home centers. the F & S researchers find lumber and wood products dominant-with 1974, 1979 and 1984 sales of $ 1.9, $4.6 and $7.9 billion through home centers. The decorator group will move strongly into second place ($1.2, $2.9, $5.6 billion) paced in 1984 by paint ($3.3 billion) and cabinets ($1.5 billion). Hardware is expected to fall to third place ($1.3, $2.5, $4.6 billion).

Greatest percentile ard dollar growth over the next ten years is seen in weatherstripping and insulation, lighting fixtures and paint. Substantial homecenter sales are projected in plumbing and electrical supplies ($3.7 billion by 1984), plastic laminates and gypsum board and other nonwood building materials ($2.6 billion), housewares and appliances ($2.3 billion), automotive and garden and other leisure items ($ I .8 billion), carpeting and other flooring ($ I .5 billion).

Evans Products is currently negotiating with llickes CorP. to sell33 of its wholesale bldg. mtls. distribution centers in 2O states to Wickes for about $20 million; a go/no go decision is expected mid-month....

Permanent closure, additionally, by Evans of certain of their mobile home and building materials plants will greatly reduce their rnarket position as a supplier; 4 home rnfg. plants (3 closed earlier); two prefinishing Plants and related distribution facilities, a Canadian stud mill and a high pressure laminate plant are being closed, sold or liquidatedl no figs. yet released on the $$ involved....

In what may be the 1sr ciU in the U.S. to fund remodeling directly, the Portland city fathers have ok'd $200,000 for lowinterest loans to the old, poor or handicapped to fix-up theirhomes ....The Oregon Dept. of Veterans Affairs has stepped up its loan program to vets for buying or remodeling: interest rate: 5.9Vo....

Arcata Redwood's parent, Arcata National, has settled its suit against the feds over the 1968 takeover of its lands for the Redwood National Park for $35.4 million plus interest; it had earlier received $57.8 million in cash and exchange property, making the total settlernent approx. $93.2 million, exclusive of interest....

Commercial Lumber Co. plans to move into its new HQ in City of Industry, Ca., this mo. from their old yard at Wilmington.... Del Mar Lurnber, a branch of Shale Lumber, Orange, Ca., has acquired a 34,125 sq. ft. lot in Solana Beach for an undisclosed amount....

A new retail lumber and bldg. mtls. yard is being built North of Wheatland, Wy., by Ray Fertig, A&R Fertig Construction Co..... Ward & Hanington has closed its contractor-oriented yards at Fullerton and Santa Ana, Ca.; the Fullerton sales people have moved to W&H's Orange yard....Ganahl Lumber plans a Mar. I grand opening for their new Corona, Ca. store.

The Nt'I. Assn. of Home Builders' Dallas annual meeting produced innumerable horror stories about present building conditions, but general optimism that by mid-'75 the turnaround will be underway ....Ford Administration moves to free more cash for housing via a no. of programs were good - news, gratefully greeted....

Bolstering hope for housingi mtl. suppliers has been the decline of the prime interest rate, now at 9% and tilting downward some feel massive federal borrowing later this year to finance Pres. Ford's proposed $16 billion tax cut may strain the $$ markets, pushing up the cost of money....

Final figs. on housing in'74 were strictly l'rom Grimsville: smallest total no. of starts since '67 (1,340,000); Dec. starts of 868.000 were the lowest for a singie mo. in 8 years; the drop f1o_m lhe.-p3gceding year'was a sickening 35%....

Consumer Building Marts, Inc., Portland, owner of the Mn Plywood stores in Or., Wa. & Co., has sold its SZYzVo interest in its wholesale subsidiary, Northwest Plywood Sales, Inc., to the former owners...Pope & Talbot has resumed partial production at its Kalama, Wa., specialty plywood plant....

A large part of the No. Ca. lumbermill town of Happy Camp was razed in a 3-hour blaze said to cause 6-figure damage....Orepn Pacific had a minor forklift blaze at their Cordelia, Ca., warehouse which could have been serious but for quick action by driver Tim Henry and the local firemen....

Gallegher Hmdware & Lumber, Terra Linda, Ca., has been sold to J. Clyde Strouss and Robert L. Langbehn, owners of Fairfax Lumber, Fairfax, for an undisclosed amount by DanietGallegher ....Yosemite Falls Lumber Co., (formerly Oakhurst Lumber) Oakhurst, Ca., is now owned and operated by Mrs. Carolyn Skaggs of Dos Palos; her father founded Madem Hardware in 1906....

Tho it's all speculation at this point, a number of advisors and other industry experts are advising management to prepare company records for a renewed bout with wage and prtce cottffols.... the U.S. treasury is currently investigating to see if wooden daar parts from Japan are being dumped in the U.S. at lower prices than the home market...

Buitders Emp orium, H an dy man and Globe International are test marketing a new 4x8 flocked panel in vibrant colors that resemble crushed velvet; early reports are favorabl e..,.C re a t iv e Mar k e ti ng Co. has moved from Anaheid, Ca., to Santa Ana....

The Ai:oustical & Baard Pro' ducts Assn is the result of the recent merger of the American Hardboard Assn. and the Acoustical & Insulating Materials Assn ....the Nt'1. lloodwork Mfgrs. ,4ssru. estimates that dollar volume of its member firms was down 7%; they see June '75 volume running close to normal.

IUfiIBER

GALENDAt,i]

FEBRUARY

Los Angeles Hoo-Hoo-Ette Club - Feb. l0 meeting, (place to be announced).

Western Wood Moulding & Millwork hoducers - Feb. 1215, meeting, Hotel del Coronado, San Diego, Ca.

lns Angeles Hardwood Lumbermen's Club - Feb. 13, meeting, Stevens Steak House, City of Commerce.

Imported Hardwood Products Assn., Feb. 13'16, arurual ineetilg, Mountain Shadows Hotel, Scottsdale, Az.

Spokane Hoo-Hoo Club - Feb. 14, Valentine Party, Rid- ' path Roof, Spokane, Wa.

Roeue Vallev Hoo-Hoo Club - Feb. 15, Valentine Party (Ludi.r Nite) Mon Desir, Central Point, or.

National Hoo-Hoo-Ette Clubs - Feb. 15, Board Meeting, 9:30 A.M., The Hyatt Airport Hotel, Inglewood, Ca.

Los Angeles Hoo-Hoo Club & Orange County Hoo-Hoo Club-- Feb. 15, joi:tt Valentirie's Durce, Prilcess Louise, Termilal Islatd.

San Francisco Hoo-Hoo Club - Feb. 19, meeting. The Storyboard Restaurant.

Sacramento Hoo-Hoo Club. Feb. 22, dinner dance, Engineer's Club, Elk's Building, Sacramento.

Production & home ofrce:

Frod Holmos r Carl Force o Gary 0hleyet

Alan Suanson o Harb ThomPson

P. O. Box 665, Ft. Bragg, Calif. 95437

Phone (707) 96+4058

74th Annual Califbrnia Retail Hardware Assn. - Feb. 2325, convention, TowneHouse Hotel, San Francisco.

26th Annual Western States Hardware'Housewares'Paint & Garden Supply Show - Feb. 23'25, Brooks Hall, Civic Center. San Francisco.

Western Forest Industries Assn. - Feb. 23'26, amlual meetilg, Curyort Hotel Racquet & Golf Resort, Palm Springs, Ca.

MARCH

Seattle Home Show - March l-9, Seattle CeuterColiseum, Seatfle.

6lst Denver Gift & Jewelry Show - March 2-5, Denver Merchandise Mart & Expo Bldg., Denver.

Western Wood Products Assn. - March 4-7, spring meeting, St. Francis Hotel, San Francisco.

Rosue Valley Hoo-Hoo Club - March 5, Past President's -Nite. Rosle Vallev Countrv CIub, Medford, Or.

Oranse'Corintv Hoo-Hoo Club - March 6, meeting, Mile Sq-uare Country Club, Fountain Valley, Ca.

Spokane Hoo-Hoo Club - March 7, meeting, Stockyards Inn, Spokane, Wa.

Los Angiles Hoo-Hoo-Ette Club - March 10, meeting, (place to be announced).

Lod-Anseles Hardwood Lumbermen's Club - March 13, meeting, Stevens Steak House, City of Commerce.

Rockv Mountain Forest lndustries Conference - March 1314, Doubletree Ittn, Tucson, Az.

Lumber Merchants Assn. of No. Calif and the Lumber Association of So. Calif. - March l3-14, money management seminar. Golden Tee, Morro Bay, Ca.

Forest Industries Conference - March 18, 4th amtual current isnies cottfereuce (Univ. of Oregon), Ramada Itlu, Portland.

Sacramento Hoo-Hoo Club - March 18, Mill Manager's Nite, (mill managers free) E{r_gineer's Club, Sacramento.

Los Angeles Hoo-Hoo-Ette Club - March 20, Company Appreciation Nite, Wilshire Hyatt House, Los Angeies.

Ameiican Wholesale Hardware Co. - March 23, hardware & sporti:rg goods show, Long Beach Arena, Lottg Beach, Ca.

Pacific Coast Wholesale Hardwood Distributors Assn.ttlarch 23-26, annual convention, La Costa Country Club, near San Diego.

Spokane Hoo-Hoo Club - March24, meetilg, Stockyards Inn, Spokane, Wa.

Oakland Hoo-Hoo Club - March 28, "Cusiuo Nite", The Elegartt Farmer, Oaklattd.

Wesleln Lumber and Building Materials

palies, etc. Procurement assistance is available to those who wish to sell to or buy from the goverumetrt.

MOUN[AIN $[AIE$

Dri"g the winter months you may have time to analyze your business, identify weak areas and take positive action to improve. Perhaps some outside assistarce would be of value to you in this project.

The Small Business Administration can help you. This agency was created by Congress in 1953 with the declared policy "...that the government should aid, counsel, assist, and protect, insofar as is possible, the irtterests of smali business conceflls in order to preserve

free competitive enterprise...to mailtain and sirengthen the overall economy of the nation."

The popular concePt seems to be that the SBA is the Place to go when you need a business loan. True! If you need to borrow, a good way to start would be to read SBA's "The ABC's of Borrowi.ng." It contains a lot of good advice, whether or not your borrowing involves the SBA. The filancial assistalrce programs of the SBA are mauY, f or construction, expansiotl equipment, working capital-direct and participating loans, disaster loaus, etc. SBA also has programs ou lease guarantees, surety. bonds. small business investment com-

Monlono Buitding Moteriol Deolers A'srociolionrz\

si'@

N+NlEl inlhe^news rnust certailly - -include the followittg whom we are pleased to welcome to membership il Montana Building Material Dealers' Assn:

Rouald J. Fischer, Certtral Lumber ald Hardware Co,, Harlowtotr, the most recent additiort to our dealer mernbership rolls.

Spokane Hardware Supply, Inc., Spokane, Orson Northnrp, president, joins the list of associate members.

Affiliated Supply Co., Missoula, with Herb Ewald as general sales manager, also joins the ranks of associate members.

Another new listing among the associate members is J.R. Appel, district

manager, Johns-Mauville Sales Corporation, SeatUe.

Management chalges locally have resulted in Patrick Orr taking over the reins at Aldrich & Comparty, Bridger.

J. Fred Robilson is uew manager at Paterson Lumber Co., He1etra, retunlilg to Montaua from Florida where he was assistant manager for Lowe's at Tallahassee

Renewal of associate membershiP by U.S. Plywood, Spokatte, reveals that Thomas Horstmalu is the new branch manager for the operation.

Hubert White, Towusetrd, is wearitlg still another hat these days, the ttewest being that of president of Motltana Wood Products Assu. Bill Aldrich, Billilgs, receutly received accolades for "Outstaldilg Community Service" by award from the Billings Realty Board.

However, their management assistance activity is what we want to stress ir this bulletirl. They estimate that 9 out of l0 busiuess failures are due to marlagerial deficiencies. Through SBA's Office of Management Assistauce, they work to strertgthen the management capabilities of people operatirtg small businesses.

Counselilg is available from staff professionals of SBA, and from SCORE (Service Corps of Retired Executives). This is a voluuteer group of retired business executives who offer their services to help small busilesses solve their problems. They visit at your place of business aud have behird them the expertise of other volnuteers and all the facilities of the SBA. Also available is ACE (Active Corps of Executives) - Active business people cooperatilg with the SBA, ready to couusel when called on.

(Please turn to page 31 )

Alan Perkins is now branch manager of Georgia-Pacific's Great Falls warehouse, succeeding M ike McKenzie who has been transferred to Canada. Roy Dalrymple is now on the staff of Builders Mart, Billings.

Don Vincelette, working out of Billines. will cover that area for Prentice Lumb--cr Co.

Tom O'Malley is the newest addition to the sales force for Affiliated Forest Products. Billings.

Grant Anderson has been moved from Billings by Boise Cascade to their Pocatello warehouse.

All dealers and sttppliers in the area are requested to mark their platurilg or appoi.ntment caleudars with the importart dates of Aprl, 17-19, 1975. These dates mark the f orthcoming MBMDA Conveution at Fairmont Hot Sprilgs Resort, Gregsou. Promised is a program of outstanding speakersnationally-knowtr, local, artd ildustryassociated. .Offerirtg opportunity for ilformation, acquairtturceship, fellowship and entertairrmetrt, the cotrveutiotl offers Montarta's best industry-wide gatherilg of housilg proponeuts

One of the nicest traditions of the San Francisco Hoo-Hoo Club is the Christmas party they hold each year for under privileged children.

This year Club 9 invited two dozen boys from the Columbia Boys Home to a party at the Marine Memorial Club for luncheon, a show with a magician, music and, last but not least, a gift for each and everv bov.

In a time of continuing criticism of the business community, this ongoing project of sharing and helping those least able to fend for themselves reflects well upon the lumber industry and its fraternity.

One lumberman present said, "I've been to a number of these gatherings and every year, they kinda get through to me. It makes me very proud to belong to the organization."

A Helping Hand

VERY merchaut has been quietlY prayirg that 197 5 will briug about lJ prayillg rnar Iv / ) DrrIg ilDou I l fr-ore stable ecotromy ald more certailty about the futr-rre. The trend durilg the last six mortths is a certailty of what to expect il the future mottths, especially il the do-it-yourself trade.

The Americal pr.rblic, il geueral, is becoming more aud more orieuted toward doing things for themselves; everything from candle dipping to addirlg a room to the old homestead is plauned and completed by the homeowner. If we call malie the job easier for them through instructions, literature, materials, aud tools we call sell more merchandise to the homeowuer than ever before, especially during a slun'rp irt the ecouomy wheu every penuy counts aud we aren't tradilg up in homes. Even the driveway mechanic is coming into his owtr. We should expect the continuation of good do-it-yourself busiless irl 1975.

Sales to homeowuers creates a problem for your sales staff. Most dealers expect their staff to be thoroughly familiar with all merchandise sold but it ta.kes mally years experience to reach this level.

Traililg is an area everyotre admits he tleed-s, but few are willilg to iacrifice a day away from the store !9r a salesmal even lhough the retuins will be murifoid. When we ask dealers what we can do to heip them they always start off with training but when we set up a good trairlittg program to improve sellilg and product knowledge capabilities we have to pull teeth to get their merl to aiteud.

This past year has shown you the virlue of havi.ug qualified salei perioturel. We hope that the potential of the doit-yourself trade will ellcourage yott to take advantage of the associatiott trainilg programs ald semirlars offered. Keep foremost il your mind that the do-it-yourself customer ueeds seryice and i.nstruction.If yor.r cut provide it he will be back.

LMA has beetr workirg with the State Divisiou of Education to establish a product kuowledge arld sellilg skills program in the high school, particularly for the ueeds of our industry. We hope that a pilot program will soon be established irt Sacrametrto.

Dealers desirirtg to participate will accept the rlumber of trainees he desires. There will be uo cost. In fact the State will not permit payment to the studerlts while irl their traiuing phase. Part of the time wili be speut in the classroom leariring seililg skills and product knowledge from the maluals developed by our ildustry. They wili thetl speud part of the time workilg il the store for you.

The program has cousiderable rnerit and will fil1 that gap il the bottorn where we curreutly have problems in firiOing young people with knowiedge of our industry.

For the senior management people-a special Money Managernent Semilar is beilg scheduled for the Goldell Tee Hotei, Morro Bay, March 13-14. You have requested that we set up a high level semilar that is excelleut irl quality. We have arranged this through our.N-atiorlal Lum6er arid Building Material Dealers Assu. Both Northem and Southem Califoruia assooiations are spousoring this program' Because of the persollal type of instructiorl the program total attendalce will be limited to 40. Watch for the registration irtformatiou being mailed. In the meautime, take advantage of trainirtg programs offered.

Home lmprovement on Trial

Two Guys Stores, the Vornado subsidiary, are currently test marketing a home improvement department concept within 3 of their newest stores, Pacoima (Los Angeles area) Rosecrans and Chula Vista (San Diego area). All three are former White Front Stores and were opened in November.

If successful, the home improvement departments will be added to their other stores. The departments carry paint, sundries, floor covering, lumber and building materials, electrical, arts and crafts, but no plumbing. Initial traffic has been good, but no final decision has been reached.

Home improvement presently constitutes about 5% of a Two Guys Store's sales, with 55% in clothing and the rest in appliances, housewares, sporting goods, toys, garden/ patio and pet supplies.

Two Guys sister company, Builders Emporium, successfully converted from hardware to a full home improvement line some years ago.

Bonanza Era for H.l.

A bonanza era for home improvements is foreseen by the National Remodelers Assn. which says 42% of the U.S. homeowners polled in a recent survey stated that their first priority is home improvement. The survey places the h.i. market at $30 billion.

Not a small portion will be spent on "luxury" items. For instance, the Finnish sauna is going over big with Americans tense with worries about inflation and the "energy crisis".

Survey estimates 1.5 million patios were added to U.S. homes last year, at an average cost per patio of $279. The hottest item is remodeling of the kitchen; over 2.5 million kitchens were remodelled in'74, with costs on the average of $2,500, which boosts the resale value of the home l2%.

Thot's How lf Goes!

PAINT

D&R supplies dimension lumber, precision-trimmed studs, cedar siding, shakes, shingles, moldings and many other specialty lumber items throughout the West . . . by the most efficient transport . . . rail, truck or ocean barge.

l=l:l frr-FEl

In Southern California. call our representative, A. W. "Art" Neth at872-1280 or 783-0544 DANT 8 RUSSELL,INC. 1221 S.W. Yamhill St. Portland, Oregon 97205 (s03) 221-1644 Nearly 70 Years Marketing Pacific Coast Forest Products

tleirqucrrl-\Wolfe Lumber Co.

510 West Grove Orange, Calif. 92665

(2131 62s-1494 (714) ss8-2855 (7141 998-r2r2

WTNTER WONDERLAND, One-time mining camp ofCopper Mountain, co., high in Rockies, has been lurned inlo snow sports mecca. Copper Junction, live-story condominium, restaurant and shopping complex, reflects native look of area's picturesque old mills. lt is sheathed in "Non-Com Exlerior" lire-relardant pressure treated redwood Texlure lll plywood, supplied by Koppers Co. Exterior was left in natural earth-tone hues, as it emerges from treating cylinders. Weathering characteristics are unique in that the wood withstands direct outdoor exposure, or high humidity, without change in fireorotective oualities.

lmportant New Dealer Aid

A model "Company hocedures Manual" for retail lumber and building materials yards by the National Lumber and Building Materials Dealers Assn. is a new companion piece to their Company Policy Manual."

lt covers in eight sections the operational functions and methods of concern to most dealers' businesses: accounting, advertising, capital assets, marketing, personnel, purchasing, vehicles, and manufacturing.

Copies can be obtained from any one of the 30 federated association members or from national at 1990 M St., N.W., suite 350, Washington, D.C. 20036 for $15.

AMERICAN LUMBER SPECIES soecializes in supplying hard to find species, cuts or grades, in domestic softwoods and hardwoods. Don't waste time - Call American Lumber Species-we can fill the bill fast.

Complete remanufacturing facilities.

PHONE (916) 624-3373 ! 5464

. Hard ro Find Speciescuts

;:l":"ii:'i'ifBt',i;f';ilr 1=*i,:,1."

Barclay Line Introduced

So-Cal Commercial recently cohosted an introductory gathering to display the new Barclay line of paneling, tile board and shelving to a select group of industry buyers. Los Angeles based So{al Commercial is now marketing the product in Southern California and other Southwestern markets.

Held on two successive days, the introduction, complete with a onetime "show discount," was such a success that the firm plans similar sessions.

The Barclay panelshave new finishes and designs and feature attractive new patterns, including denim, "a particularly hot product currently," according to Barclay sales manager Irv Bennett who flew in from New Jersey to coordinate with Barclay's local rep, John Dunn.

So-Cal Commercial has sold the line for more than four vears.

Gypsum Price Fixing Finee

Kaiser Cement & Gypsum Corp., Flintkote Co. and seven executives entered pleas of no contest in U.S. District Court in Pittsburgh, Pa., to charges that they took part in a massive price-fixing scheme in the gypsum industry.

U.S. District Judge Hubert I. Teitelbaum fined the companies $50,000 each, the maximum penalty a corporation can receive for violating the Sherman Antitrust Act. The seven executives were placed on probation for varying periods and each was fined.

Remember

New Manufactured 2 x 4s Are a Particleboard Sandwich

Corn-P1y, a wood product developed by the U.S. Forest Service ald private industry is a iumber-like product made like a sandwich with outside faci:rgs of solid wood aud centers of particleboard (ground-up wood and bark particles bonded together with giue). For example, Com-Ply 2 x 4 studs like the ones being used on an Aturapoiis, Md., test house have particleboard centers with 1/3" solid wood vetteers laminated to the 2" sides of the studs.

It was developed to totally utilize trees for wood products. In the malufacture of sawn lumber, the stiff outer portion of a tree is often chipped irtto low-valued puip chips while the center portion is made into lumber. Com-Ply

reverses that process, usi:rg the high strength, stiff wood from the outer tree for facings aud the ilner portiou for particleboard.

In the Com-Ply process, more than 90% of a log ends up as lumber, about double the amoutrt of sawtr lumber generally obtafured frorn a 1og. Prelimilary research ittdicated it has less warpage and less variability in strength and stiffness thal sawu lumber. Cost studies indicate it cart be priced competitively with sawn lumber. Particleboard for the studs was made by Georgia-Pacific Corporatiou; U.S. Plywood Corporation laminated the studs.

Gall Her Declrlon Maker

Better than two-thirds of the time. it's the woman of the house who makes the final color selection when it comes to finishing wood.

That's one of many facts uncovered by Minwax Co. in a recently completed nationwide study of consumer attitudes and buying habits in the wood finishing field.

While husband and wife take fairly equal parts in the purchase of wood finishing products and the actual finishing chores, the wife usually makes the decision on color, the Minwax study showed. Very often, this means she is also responsible for brand selection.

Color cards are considered extremely valuable in the selection of wood finish. When a color card is taken home. it usually results in a decision on color (and brand preference) before the consumer returns to the point of sale.

Another factor which gives the consumer confidence in his or her choice, is a display of actual wood samples at the point of sale. Highly regarded are those samplers showing effects on hard and soft woods.

To get in touch with a volunteer Ma'ageme't rrai:ring c ourses, con- li"iJrlhf $.l".ur[:: t!.01?t'rfijj

(Continued from page',22)

ferencesandproblem-solvingclinics are the Small S;siness Aaminisiration: At_ co-sponsored with educational inslitu- bgquereue, 5OOO MaitfJ Ave., N.E. tions, business orgarrizatiors, etc. They At i rc,i56-SSAg; n;;G, ilO N. A'tir St_, have a wealth of training materials room +O-g- SSi0i,-{4i5iii; i"ip.i, available for these trai:ring sessions- Federal Buildilg,'roo--+OOi gt61l', manuals, slides, movies, tapes. 265-5550; Denvir. lZi tgitt St. New Next time you ar9 in town, stop Custom House) 80202,837-26}7;Salt by gd^ge! acq^uainted with the people Lake City, Federal Building, 125 So. at the SBA office. State 84iit, SZ4-SSOO.

TRUCK and RA|L DELTVERY

SPRUCE CEDAR P|NE

Overhang Shakes, Shingles Boards

Decking Facia Lumber, Fencing Dimension

Palings, Hip & Ridge Overhang

shims

Plywood Plyform

rHoNE: r714r 6424s21

833 DOVER DRIVE, SUITE 23 NEWPORT BEACH, CALIFORNIA 92660

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Western Lumber and Buildinq Materials

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MEBCHANT

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\Iichael Durtl. Sinpsort Iinri,.'t.. Ilrt ri.ri. rs ir()\\' Icp|t:r'rilittg tltc ctttrrc -()1ll p:tl]\ lirrt Lrt ilrc i:i.Lird:.

Johrr .'\. Caurpbell is l'liilii l-rLnrbeL'' rr\\' nlgi.. :it r:t1,.'r. ( )pc Iitli ( )11s. Gerald "lJr.rzz" Slrrr inski :ir..'ee(1s ( r:rrrpbc11 lts sll1.'s !()o1'rlit1.i1()l i,tllllrLl..1.';,lrtl irLg to \Vurren I). Flinchpilugh. \.p.. ( )pe 1 ,1 I l( )llS.

E.K. "Bus" Dennirrg ltlLs l,lttt tt:tt:ttil nlgf.. :pt.ill ptotlrLcls tot KlLjset ( crrrcril .! (,r psrLrrr. :La!()fding l() nrirkclirig nrgr. James P. Roue.

Robert N. I{asrntrs It:Ls bectr clet'lLtctl trr ext.. \.p. irL iit.rlge ot :Lil opttettllg g1'oLrp: ri iiltiI llle \1.t:ollitc ( ,r.

Lltrrr, Schtritt i' Ilra nr'\\' rrsl-. ()1 llle .j.tr tt.t.zl . rr't:{ ,ld ,r\\('l ('Lrlllrr itt l,l,iic* o,rr1. ( Lr.

FEBRUARY, 1975

Roger Van Natta hrs been named the malager of the Andersou Lumber Co. operation il Price, Co.

Gage McKinney, soll of MacBeath Hardwood's Verlon McKinnev. has Ieft his job ll MrrcBeath, follbwilg his recent mrmiage to Linda Brown, to attend the University of Califortria at lwfue, where he will be writilg his master's thesis.

Dave Steinmetz, retired former president of United Wholesale Lumber Co., Montebello, Ca., has kept active as the president of the Newport Harbor (Ca.) Art Museum, working to raise $ 1 million for a perrnutetrt home for the museum.

John B. McColgin is now hrmber production mgr. lt the hig l\IiCloud (Ca.) mill of Champion lntertratioud's U.S. Ply. div. He had tvorked for Roseburg Lumber il Olegon.

Gene Courchaine. Americau Forest Products, Cerritos, Ca.. plans a second honeymoon il Las Vegas durire this month with his bride of 30 years, "C.C.", short for Cecelia.

Mel Stacey is the rrew gen. rngr. of Palmer Lumber Co., Chehalis, Wa.; former mgr. Lyle Tracy has purchased an ilterest in a hardware store in Ye1m.

Dan Froehle, Med-Ply. White Cily, Or., is recovering fronr a recent heart attack.

Sam Cameron is now on the Red Blr.rff (Ca.) staff of Louisiura-Pacific Corp.'s Oroville div., accordilg to Stu Westlake. gen. lngr. ot tllc remanufachtring dept. Transferred frorn the Calpella ntill, he is servi:.rg as California sales mgr.

Jim Patterson has joined Noble Lurnber Co., Sart Raphrel, Ce.

Stu Robertson is r.row with Kellogg Lumber Co., Portland. He had been with Furman Lumber Co.

Ed Fountain,Jr., pres., Fountain Industrial Lumber Sales, L.A., reports that his sister-il-1aw, Peggy Michel, successfully defend ed her Australian Ooen Double Tennis Title with her prrl uer, Evoruie Goo.lagoug. They'11 try agail for the Canadian and Wimbledon titles this June.

Robert MacKey has been named v.p. of Bevon-Herron, Inc., La Mirada, Ca., according to Joseph A. Herron, pre s.

Joe C. Hammond has retired from malagernent of the Hale Lumber Co., Morgur Hill, C;r., lurrrilg over the br"rsiless to sons Bob and Joe. Jr.

Don Comstock, WWPA's man in Southem Cdifonria, was one of the crew muuring the booth at the NAIIB Show, Ddlas.

John V. Drumm is the new pres. and ,L:.,f ..^-..,i;,,- ^it; .er. of wickes !ru!r vP!1dLur5 vrrr Corp., succeedingE.L. McNeely who has been prornoted to chairnran, as well as remaini-ng as chief exec. officer.

Randy Philips, Philips Lr.rmber Sa1es, Thott:utd Od.ls, Crr., recetttly gol his limit of scallops atrd abalone while scuba divilg off Cdifornia's Channei Islalds.

Mike Folster is the new store mgr. of Fairfax Lumber Home Cetrter (formerly Galleghers) il Terra Lirtda, Ca.

Lyn Rabun, 53, is the new sales mgr. Feather River div., DG Shelter Produ,'ts jrccordins to J. Gill-is Hrurnigan, exec. v.p.

James A. Randall now has the Southwest sales district for J. H. Baxter & Co., Satr Mateo, Ca., accordilg to C. F. Craig, v.p., sal.es.

Palmer G. Lewis, pres. of the Seattle firm that bears his nanrer has beerl appoirted a director of the Alaska State Chamber of Comrnerce.

How about these prices?

$2,uUDer M lu al'ilre rrrces. l-zxiiin. 3ft .rnd ,sr Siding, m'rrJ letrxlhs sod tj.ilu p(r trl to ibovc p.i.€s Sidins, muxipl.s of 2 Il. 3dd l.0o Dcr M ru ibor( pr,r, idint;muitiplcs of sdd r.00 pcr to abor. pri.r, oto {to 3to 2\o 8 l-2ft. 5 l-zft. 3 l-2f!. 2 l-2f!.

If you think the current prices for lumber and lumber products are too high (or low, depending on where you stand), take a gander at this price list.

It is a reproduction of one from mid-1924, put out by the old Red River Lumber Co., Westwood, Ca., loaned to us by C. C. "Sti" Stibich of Lamon Lumber Co., San Francisco. Now a vigorous 78, "Sti" has a desk full of similar memorabilia and a memory that extends back to when these prices were new and current.

It doesn't take long to get a handle on how prices have risen. That fourquarter x 6" for $105 in the top line conpares to a recent quote of $615 we got for comparable lumber. The new price is exactly six times the old, but then, the list is almost 5l years old, so you can draw your own conclusions.

More Redwood Promotlon

A brand-new, l2-p. redwood decks booklet plus an extensive advertising and promotioh campaign highlight the California Redwood Associa tion's spring program to support retail sales of redwood garden grades.

"Redwood Decks Do ft. " features color photographs of a variety of decks built from garden redwood (construction common, construction heart and merchantable) and some special information on choosing and working with these grades. The booklet is designed to be an effective retailer point-of-sale tool. Dealers may obtain a sample copy of the new booklet by writing CRA, 617 Montgomery St., San Francisco, Ca. 94111. Quantity orders are available from CRA member mills. Also new for 1975 is a data sheet on redwood deck finishes.

Redwood association consumer advertising for the garden grades will appear throughout the spring and summer in major home and garden monthlies, special interest annuals and do-it-yourself magazines.

Ncw Fn@duots

ond selecfed soles oids

lor beller marketing

Oregon Trail Paneling

"The Thick One" desigrutes GeorgiaPacific Corp.'s newest prefinished plywood wdi purelilg called Oregotr Trail.

A thick 711,6" pmeI, Oregon Trail brings to nrild the ntgged look of the Westenr frontier. It is one of slx panelilg lines il the company's prornotional theme for 1975116: "The Great American Look in Paneling."

Cornplementilg its masculine ruggednessare rough-sawn embossed woodgrain patterns oll a brushed textured surface of fir veneered plywood.

Wider, deeper chautrel grooves ol1 8" centers supply a more realistic solid plantrled dirnension to meet the current nostalgic decorating craze.

The channel grooves may be easily stacked without extra fittilg, while half grooves on panel edges sirnplify matchilg.

Oregon Trail gives the overall appearalce of customized 8" boards that have beeu weathered and stained to achieve a nrstic effect.

Available il the decorator oolortones of Agate, Granite, Onyx and Redrock, Oregon Trail adds a refreshi:rgly honest and unique touch with its rustic, hewn look.

WRITE: The Merchant Magazine, 4500 Campus Dr., suite 476, NewPort Beach, Ca. 92660.

Hammer Drive Tools

For driving %" head diameter pins a:rd threaded sfuds into cortcrete, cottorete block or mild steel, Bostitch now has a hammer drive tool in two models.

Model BOSS-55 is recomrnended for standard duty work and Model BOSS50 for heavyduty use. Both drive fasteners ftom /2" to 3" il length.

The ram is pulled out enough to ilsert and finnly seat the pil or stud with the point out. The tool then is pressed finnly against the sr.rrface in the desired position, and the ram is tapped with the harnrner to set the fastener before each driving stroke.

Best results are obtailed by usirtg a 2 lb. hamrner for driving fasteuers into material.

Model BOSS hammer drive tools also have one flat surface for positionilg fasteners close to walls and other hard-to-reach areas.

WRITE: The Merchant Magazine, 4500 Campus Dr., suite 476, Newport Beach. Ca. 92660.

Safety Door Opener

Newly engineered and completely redesigned Door Valet automatic garage door operators' newly-developed instant-reversing safety device has been approved for both standard and deluxe models.

The device causes a downward traveling garage door to instantly and automatically reverse into upward travel when downward travel might be impeded by an object of any significant size.

The new models will also operate at I 5% slower speeds than predecessor models. This factor puts added safety into the instant-reversing device and also results in quieter and more power- ful automatic garage door operator performance.

Appearance-wise, the new Door Valet models will have more aerodynamic styling and shielded indirect lighting.

Design of the new models emphasized componentization so that they will be "do-it-yourself" installable by home owners in less than two hours.

WRITE: The Merchant Magpzine, 4500 Campus Dr., suite 476, Newport Beach, Ca.92660.

Super Security

The Bel-Air "SecuritY Door Pro' grarn" featuring Itrtenrational Carved Doors with safety view grilles has added a new security item. Super-GuardLock (world's strongest lock) bolts to itself, not to the door. For the first time, rnaximum securitY Plus suPer stylirtg.

Super-Guard-Lock is the first lock with all screws collcealed, a patented featnre. Concealed screws offer added security a:rd give a sleek, cotrtemporary, clean look; more metal is nsed for more built-in streugth.

WRITE: The Merchant Magazine, 4500 Campus Dr., suite 476, Newport Beach, Ca.92660.

New DuPont Economy Line

Du Pont has irttroduced a new ecollomy line identified as " 1-2-3" latexpailts to supplement its pretnium quality "Lucite" pailts. The top grade line of "Lucite" brushes aud rollers also will be augmetrted by att ecotromy lile carryilg the traditional Du Ponl labei.

A collection of wood stains anr clear topcoats d esigned for "do-it-your self" filishilg of unpailted funriture, a:rtique woodwork and other home woodcraft projects, is another recent addition to the Dn Pout collsumer paint family.

The new *1-2-3" line wili inclnde wal1 paint irt eight color shades plus white and ceililg white, interior ellamel in eight colors plrts white, honse pailt il eight colors atrd white, artd floor enamel il fonr color shades. The "Lucite" line ilcludes wall pailt iu 23 colors plus white and ceiliug white, interior enamel i-n 23 colors artd white, house paint i-n 17 colors aud white, exterior enamel irt eight colors aud white, and floor pailt it eight colors.

A broad range of traditiottal pailt products for the professional, as well as the amateur, provides primers, ilterior flat wall paiuts, ilterior euamels itr three gloss levels, exterior pail.ts and enamels, urd pailt thi:ruers and removers.

WRITE: The Merchant Magazine, 4500 Campus Dr., suite 476, Newport Beach. Ca.92660.

FREE READER SERVICE

For more information on New Products and New Literature, write fho Merchant Magazine, 4500 Campus Dr., Suite 476, Newport Beach, Ca. 92660. Please mention issue date and pag6 numb€r so we can process your requ€st tasterl Many thanks!

It'll Give You Gae

The Structo gas grill line is equipped with firebowls that swivel 360 degrees for bestwind advantage and extra deep cooking capacity; the pedestal morurt (model 1975) and post mount (7970), both in black, provide whoie meal cookability and convenience with removable warmilg grid shelves for keeping food hot or wanni:rg buns and biscuits.

The portable oomes with eaqy-roll whitewall wheels and art LP gas tanli (not included) that attaches directly to the grill. All three of the rectanglrlar models corne equipped with 6 lbs. of heat-radi.ating volcardc rock ilcluded and easy-to-ndjust heat control with positive "off" to deliver no-fuss, fast heat and exacting temperature control.

Drip cup brackets for cur or cup to catch excess grease make the grills a ciuch to clean ttp.

Al1 of the recturgular models offer the option of natural or LP gas with the orifice adapters ilcluded.

WRITE: The Merchant Magazine, 4500 Campus Dr., suite 476, Newport Beach. Ca.92660.

New Burglar Alarm

A multi-station residential burglar alarm featurilg solid-state electronics, is being irttroduced by Kwikset Sales and Service.

Desigrted to retail for under $65, the battery-operated package incorporates many high-security features usually found in more expensive alarms; a cylinder-lock on-off switch which cur orfy be operated by a key; choice of ilstant or delayed timirry; and a selfcontained battery operation, which enables it to worli even if a prowler has cut outsi.de power li:res.

The basic aiarm in a visual package, no. 39 I ksp, consists of a master controi pauel with easy-to-use surface mounted frame. Leads run from the control panel to sensors which may be located oll ally door orwindow through- ortt the house or even to a nearbv garage.One sensor, includilg lead wird, is included in the basic package and

additiorul sensors are available as required. A waming decal which acts as au additional deterrent is also inciuded.

Accessories ilclude an exterior bell with urdque built-in timer which auto. rnatically shuts itself off after six minutes, a steel rough-il box for new constructiorl, and special recess moullted sensors are also available.

The installation may be either recessed or mounted and can be simply accomplished without r.rsilg special tools or skills.

WR.ITE: The Merchant Magazine, 4500 Campus Dr., suite 476, Newport Beach, Ca.92650.

Fast Turnover Hardware

The l0 most-used types and sizes of screwdrivers are featured in the Crescent HT-12 modular merchandiser, a rnulticolored wall hanging urft consisting of two five-cavity modules, 4" x 4" x l'7" each, artd contaililg 35 skin-packed Cushion Grip tools for mechanical, electrical a:rd carpentry work.

Cushiou Grip nitrile rrubber handles afe over-srze Ior maxlmuln 11o11-sl1p hand comfort and tunring power, and are hammer-proof, shock-proof uld non-flammable.

The full line includes a wide range of sizes of mechurics round and square blade styles, eiectricials rouud, Philiips regrtlar a:rd stubby, square rod stubby, urd a scratch awl.

A screwdriver pack (lt270P) comprisirg four popular types ald sizes in a plastic pouch is also available.

WRITE: The Merchant Magzrne, 4500 Campus Dr., suite 476, Newport Beach, Ca.9266O.

FREE READER SERVICE

For more information on New Products and New Literature, write fD6 Merchant Magazine, 4500 Campus Dr., Suite 476, Newport Beach, Ca. 92660. Please mention issue date and page number so we can process your request faster! Many thanks!

Step Up, Fatgo

R. D. Wemer's 360 series household stepladders' new angle braces on front and rear ralls have increased the duty ratirrg from 200 to 225 lbs. This sirnplified stocking problems of ladder dealers. They can now fumislt household ladders that will accommodate clirnbers who weigh in excess of 200 lbs.

Other design changes include new saw tooth step treads for greater slip resistance. Also, a new rail configttration said to substaltially enhance ladder appearance, Ladders are available it 34-5-6 ft. heights.

WRITE: The Merchant Magazine, 4500 Campus Dr., suite 476, Newport Beach, Ca.9266O.

Western Lumber and Building Materlale MERCHANT

Automatic Truss Stacker

Art automatic truss stacker that frees a lnall for other work ald is said to pay for itseif h less thal a year, is from ldaco. At the rate of olle per miuute the Stackmatic stacks trusses on their bottom chords for easy handli:tg by a forklift.

It is designed to adapt easily to almost any existilg tnrss assembly system ald replaces the familiar stackilg skid located on the outfeed end of the assembly system. As each tntss is completed it is positioned automaticaliy, then picked off the table and automatically stacked. The stackirg arms then retunl to their original position for the next truss. The 60" wide stackilg arca holds about 40 standard size trusses.

Real Log Homes

The log cabin, once a familiar symbol of the America:r frontier, is making a comeback, and a newly located ildustry in L{issonla, Mt. expects to play a big role in its renaissalce.

Real Log Homes, Inc. sister plaut to Vermont Log Buildhgs, Inc. and Carolina Log Buildings, Inc. has purchased a 20 acre site west of Missoula and is constructing a model home and a plant that will manufactrtre pre-cut and firfstred lodge pole pine logs for the construction of log buildilgs.

The new plart is scheduled to be in lirnited production by March with fuil production expected by June. The piart will be capable of ploducilg 400 homes per yec-r, maximum employrnent is expected to be 35 persons.

The basic model building is 16' by 32', wttl' several variatious ilchtding a full second story and two bedroom

wirg. Other models are 24' by 32', with all models offering traditionally designed exteriors and modenr floor plals. The timbers in the walls are cut from logs thatrange in diameter from 8-1 1". Each log is flat top ald bottom and grooved to receive a hardboard splile. Two polyurethale gaskets are applied, o1le or1 each side of the splile. When the next log is placed, the groove il the bottom fits snugly onto the spiine restirg in the groove il the top of the 1og below, formi:rg an air tight seal. Mortised and tenoned comers and 10" steel spikes provide additiottttl strength to an already sturdy construction technique.

The plartt will also produce other pre-cut log buildings such as motels, ski lodges, restaurants, and utility buildilgs.

WRITE: The Merchant Magazine, 4500 Campus Dr., suite 476, Newport Beach. Ca.92660.

Tnrsses of the same size, with or without tails, can be mixed.

Completely selfcontailed, the $6,000 air powered device requires less than a day for ilstallation.

WRITE: The Merchant Magazine, 4500 Campus Dr., suite 476, Newport Beach. Ca.92660.

Blue Denim Laminate

Blue Denim, a high-pressure plastic laminate with the look and feel of its cloth namesake, is the latest addition to the Nevamar collection of special products.

The soft, wom-jeau feel of the surface is achieved through a special "fabric like" dimensional finish. The simulated fabric pattenl, with "threads" of white subtly wovel1 through the over all blue pattem, adds to the realistic effect of the new lamilate.

Monufocturcr

Window snd Door homcs

Defoilcd Millwork

Worrdrcbcr r Louvct:

Di:lribulorr

Folding Doorr

Moronha Herilogc BrickPonclr

Tcrmile Conlrol ond Pcrticidcr

Cor Hodworc

titc.Bcomr

l(-Lur ond Emco

Woddcll ond Foro Wood llouldingr

Timcly Sofcty Dccolr

Fomowood ond Eporybond

FEBRUARY, 1975

Even with its realism, however, Nevamar Blue Denium retains the practical benefits of a durable high-pressure piastic laminate. It meets or exceeds all N.E.M.A. standards.

Appiications include cabinets, funliture, accent panels, fixtures and casegoods.

WRITE: The Merchant Magazine, 4500 Campus Dr., suite 476, Newport Beach, Ca.92660.

Full of Hot Air?

Vemco ceililg cooler s exhaustlarge arnourlts of hot air from livilg/working areas and attic. Vernco's models 622425, 62-3025, 62-3625 , afi, 624225 are installed il the ceililg of a central location withir a building and exhanst the hot air through attic openings.

The cooier is used in a home without air conditioning to effectively urd efficiently cool both the home's rooms aud attic area all day long. Or, if a home/shop is air-conditioned, the ceiling cooier can be used to bring il cool air durilg the morning hours before hot sun rays heat up the house/attic, and later in the evenilg to bring in cool outside air. Used this way, the ceililg cooler can greatiy reduce the load on air conditioning.

In addition, Vemco coolers can be adapted to various commercial usesto verlt restaurants, interior restrooms, warehouses, showrooms ald factories or to rid industrial buildings of aunoying fumes orvapors. (It should be noted

that these fans do not have explosion proof motors ald, therefore, should not be used to exhaust explosive fumes or vapors.)

Suggested retail price for the 24" is $ 1 19.95; 30" - $129.95; 36" $139.95 utd 42" - $149.95.

WRITE: The Merchant Magazine, 4500 Campus Dr., suite 476, Newport Beach. Ca.92660.

New One-Component Foam

An all-new foam system, Polycel One, that seals and insulates precast concrete, masorlry, modular panels, metal buildings and other types of cotrstruction has been introduced by Coplarar Corp. The simpie new singlecomponent urethane foam is dispensed asan aerosol froth from one disposable cylirder without mixing, meterilg or ratio control.

It can be used under all weather conditions as a sealant i:rsulating foam or as arl adhesive by any operator. Aircured ald fuliy expanded to a rigid foam withi:r 12 hours, it bonds to virtually all zurfaces, vertical or overhead.

Ready to use as received, it's simple to apply-just opelr and close the valve as material is needed. As easy to use on the 75th floor as on the ground.

WRITE: The Merchant Magazine, 4500 Campus Dr., suite 476, Newport Beach. Ca.92660.

LETTERS

(Continued frorn page tz)

our industry. There are many and varied forms of industry associatiotrs and organizations gpecifically created and functioning for the sole purpose of carrying the indnstry message to tl:le public.

It is an accepted fact that the mere existence of an ildustrial fratemity that has survived and functioned so well for over 80 years is i,ndeed nrrique! This should be evidence enough that a very useful function has beeu and is being performed, consequently any attempt to prostitute that functiou should and will be vigorously protested.

Certainly the order will have to be credited with fostering successfully the endurilg principles and ethics of business conduct withirt our industry. In no other industry do the unwritten rules of busir.ress conduct work so well.

Perhaps a letter to our membership from your high office would serve to reiterate the function and high prirtciples of Hoo-Hoo.

Fraternally

Joe Mayfield Mendo Mill & LumberCo. 1870 No. State St. Ukiah. Ca.95482

Tropical timber meeting

Ttre management, protection and utilization of the world's tropical moist forests will be the subject of an international conference to be held in Brazil by the (FAO) - Food and Agriculture Organization of the United Nations.

Dr. B. K. Steenberg, FAO assistant dhector-general in charge of forestry, says that preparations are being made for a Technical Conference on Tropical Moist Forests to be held from 22 September to 3 October 1975, either in Rio de Janeiro or Brasilia. Silviculturists, environmentalists, wildlife biologists, specialists in logging practices and the technology and economics of wood industries in the tropics will be among those expected to contribute to the meeting. Ttrere will also be study tours in the Amazon forests before and after the conference.

Land use in tropical forest areas, said Dr. Steenberg, will be a major subject of discussion. Ttris will include such questions as which kinds of tropical ecosystems should be classifi.ed as "of exceptronal value" and made into reserves such as national parks, and which ones lend themselves to systematic long-term management as renewable resoutces for the production of timber and

other forest products. T'he conference will also examine the question of conversion of natural forests into man-made forests as well as the need for land for additional food,production in the tropics.

Environmentalists are expected to take up the subject of how maninduced changes afiect different kinds of tropical ecosystems and which tropical forests within these ecosystems can best or least tolerate man's activity.

Since there has never been a truly comprehensive world survey of forests, only crude estimates of global totals are possible. According to these estimates there are nearly four thousand million hectares of forests in the world, of which almost two thousand million hectares are in tropical regions. Of the latter, approximately 7fi) million hectares are tropical moist forests. The conference will confine itself to tropical moist forests at altitudes up to 1,300 metres (4,000 ft.).

Tropical forests, although intensively used in some parts of the world, are by and large underutilized. The much greater number and wider variety of species of trees in the tropics as opposed to

Temperate Zone forests make management and exploitation of tropical forests difficult and expensive. In addition, much of the world's tropical forests are located far from major world markets and are, for the most part, in developing countries which often lack the infrastructure-roads, ports, services and supporting industries-necessary for putting them to full economic use.

The tropical forests which at present contribute the most to world trade are located in Southeast Asia, followed by Latin America and Africa. Concern among governments of countries in these areas of the world about the best ways to manage and utilize their forests is frequently expressed at international forestry meetings held at the FAO.

Uncontrolled agricultural expansion and indiscriminate cutting for timber have often resulted in serious and widespread erosion, droughts and floods in tropical areas of the world. Many experts even predict the ultimate disappearance of tropical moist forests if this trend is allowed to continue. Allowing forests to remain unmanaged and underutilized, however, is seen by many governments as a wasteful practice which they can ill afford.

Tropical Hardwood Background

Trade in tropical timber has surged to new highs during the past 10-15 years. However, due to a substantial increase in demand by other countries, the United States is finding it more difficult to obtain adequate supplies of tropical timber.

Due to world-wide conditions the situation is expected to worsen, not ease. Domestic hardwoods are not sufficient to meet the demand. In short, there exists today a world-wide shortage of hardwoods.

The tropical timber resources of the world are found in three major areas of the tropical rain forest: (1)

Latin America, (2) Africa, and (3) Asia. In total. some 75Vo of the world's hardwood forests are contained in the three regions mentioned.

Although relatively plentiful, there are problems associated with the use of tropical timber. Tropical timber is found scattered throughout vast, remote areas in developing countries and include a great variety of hardwood tree species, many of which have not been identified.

Brazil alone is said to have some 7,000 different tree species, of which more than 200 are presently considered suitable for commercial use; yet, only 60 are being utilized. Inventory data from the Amazon area indicate that it takes

35 species to make up 50% of the stand volume in one forest type. To obtain the remaining 50% would require more than 200 additional species.

Systematic research shows that an increasing number of heretofore neglected species are suitable for commercial use. In addition, removals usually leave stands which are partially damaged and depleted of primary species. In many cases less than 25Vo of the stands are actually utilized. If the knowledge of secondary species were expanded, a larger volume of tropical wood for commercial use would be possible. It may even prove feasible to relog those areas which were logged earlier for primary species only.

Energy Gonrcrvailon Qulde

Enenv bnsqvation honam Guide for Indistry and C-ommelce (EPIC), is a new $2.50 energy conservation handbook which can be ordered from the Deparfmcnt of Commerce.

FREE READER SERVICE

For more information on New Products and New Literature, write fhe Merchant Magazine, 4500 Campus Dr., Suite 476, Newport Beach, Ca. 92660. Please mention issue date and page number so w€ can process your request faster! Many thanksl

Talkr on Ttpe(hssette tape recordings of the following presentations given at the Forest Products Research Society 1974 Annual Meeting are available at $3.75 each: Furniture & Millwork; Finishing & Overlaying; Pallets & Containers.

Werlsn Crdar Gulde

A free new Westem Red Cedar mill directory offers source information and availability. It lists Westorn red cedar manufacfurers in the U.S. and Canada" provides detailed production data on siding, paneting and dimension pro ducts, and lists sales offices and telephone numbers.

Forertwood Fanrllng

A free full color catalog sheet describes new Forestwood Paneling, with the beautiful €train pattern and deep texture of natural roughsawn cedar and the *dvantages of hardwood.

Hardwood Dlrectory

Iatest edition of llhere to Buy Hardwood Plywood & Veneer bsis types, sizes and spocies of hardwood plywood and veneer made by HPMA member mills as well as sales contacts and other information.

Home lnrulatlon

The OId Farnerb Almarwc hame insulation guide, which lists anticipated heating and cooling savings asociated with having a well-insulated home, are available free from the Home Institute, Certainteed Products Corp., PO. Box 860, Valley Forge, PA 19482.

l{and-carvcd Entry Dooru

Bel-Air's beautiful, hand-cartred entry doon come in 15 different desierrs; 6 in the walnut antique finish and 9 in the smooth, hand-rubbed walnut finish. Alcala, Lerma, and Squire Doors are also available with the safety, security, view grille. A large inventory of oversiued doors in the same designs is also available.

Look of $lone, Brlck

A new full-color brochure shows how easily your customers can add the look and feel of heavy brick or stone to your home or yard with Z4rick. Stepby*tep photos show the steps required to install the tile-like bricks.

Fancy-Butt Shlngler

The quality appeal and hand-crafted, luxurious effect of Shakertown FancyButt Shingles are featured along with application instructions in a new free brochure.

Dryuall Faltonarr

A new free brochure available from Pioneer Screw & Nut Co. covers various typcs of fasteners used by the drywall industry.

Tub Rsearr Klt

A new" *color stuffer on its tub recess kit has been produced by Marlite. The kit has been designed for eesy installation by the home handyman.

Hadboard Sidlngr

A new free 6-p. eatalog sheet desqibes 4 Forest Fiber high fidelity hardboard sidings with full color illustrations and descriptions of Forest TP siding.

gtone Burlnelc Guide

Royalty In Stone l:Iandbook, (63-p.) a pocket*ize $1.50 booklet is written for "new stone dealers and beginning salesmen", and deals with the basics of the $tone business, liberally illustrated.

Trcated Plyruood Producerr

A new directory of firms preservative-treating plywood and lumber for wood foundations is available free from the American.Plywood Assn.

Fe-roollng tovic

Aspfralt Roofing ldanufacturen Assn has a new audio-visual training program, "Reroofing With Asphah Shinglet!'

It consists of 78 35mm color slides, recorded narration on cassette tape, and printed script and program. It may be operated manually or automatically with synchronized sound-slide equip ment. Supplemental literature is also available.

Scll-Drllllng Fadonorc

A new froe bulletin on Teks selfdrilling fasteners, explaining how to apply and selcct the proper rizes, various point styles, and drilling performance specifications, is available as Technical Bulletin #20.

Glldlng Door Inrtallatlon

"Easy Gliding Door Installation," is a free pamphlet with detailed instnrctions for the installation of both primed wood and Perma-Shield vinyl-clad gliding door manufactured by Audersen Corp. It's written for tlre home handyman.

New Sidlngs Llteleture

Full-color photography highliehts the new Boise Cascade building materials div. catalog of hardboard Insulite and plywood sidings.

Forcrt lndmtry Report

A report on the California forest products industry by the U.S. Forest Service, Portlaud, Or., can be obtained from the Pacific Northwest Forest & Range Experiment Station, P.O. Box 3141, Portland, Or 972O8.

The Blg Llft

Descriptive literature on the 7fi) rough terrain forklift is available from the Allis-Chalmers Corp. The equip ment has 5000 lb capacity.

Forsl Hlrtory B*pgrt

The Forest History Society will publish the first comprehensive catalogue of books on the history of consenation, forestry, artd logging in February. Forest History Eoots lsts over 180 books in 76 pp. and contains both autlor and title indexes for easy reference. Send $ I to Forest History Society, P.O. Box 1581, Santa Cruz, Ca. 95060.

Lctt@trs

NEGATIVE ASPECT

The Merchant Magazine

David Cutler, editor-manager

4500 Campus Drive, suite 476 Newport Beach, Ca. 92660

Dear Mr. Cutler:

Regarding your 'News Briefs', Jan. 1975 issue. three out of four editorials on the economic "state of the nation" are stressilg negative aspects and in one insta:rce was strictly al opiniou.

There is an old adage that certai:ily could be used today. "When you have nothilg good to say, say nothing". A balance in the type of editorial or1 iuly zubject, eqpecially those motivating fufure effects, is the responsibility, it would seem of a:r editor.

Perhaps I'm too seusitive to this because of the prejudice shown in our newspaper industry, but it would seem that 3 positive articles and 1 negative one are a better balance. A11 customers are human ald are bound to react somewhat to excessive "sad" news articles. Business is not ail that bad but if we continue to accentnate the negative it can get that way.

Perhaps you could not find 2 out of 4 but next time write me urd I'11 give you an opinion of aTacomaiumbermarl on such a subject.

Keep "in there" and don't let comments bother you but please remember gloomy declarations of "top econo. mists" could be just as far off as the 'smiley' ones that sell better.

Wm. J. Blessins

Ble ssilg Lrrmb-er S ales

420 N.E. Ravenna Blvd. Seattle, Wa. 98 115

lile don't like bad news any more than you, but we would be failing at our iob if we brought you only the good news and ignored the bad. The important

to remember about gloomy predictions from economists is they have been wrong more often

thm right, as the general prospeity of the last 25 years proves, but we still can't disregard them. ed.

LATIN AMERICA

Dear Mr. Cufler:

I have just filished reading the article "Latin America: An oncomi-ng source for hardwoods in the future," by John Osgood, The Merchant, December, 1974.

While I don't disagree with Mr. Osgood i:r general, I think it is important to make the followilg comments.

(

1) Hondurian Mahoganyhas always remained in tfie highest of demand. It is the zuppiy which has depleted. When discussing Latin Americal hardwoods, it is necessary to realize tlere are hundreds of species which remail turclassified; example, out of the possible 250+ species in Paraguay, only a fraction have been classified, orfy 25-30 are beilg used commercially. Buyer confidence will be very difficult to establish due to the lack of grading rules and policing associations.

(4) It is importurt to realize business ethics il the U.S. do not necessarily apply to Latin America. If we wish to do business in these couutries we will have to bend our ideals somewhat.

I have been involved in timber ildr.rstry development h Lati:t America for seven years. My activities have been quite varied, all the way from logging to product marketing, this includirg plant location, design and implemeutation.

To me it seems the most important factor i:r dealilg with Latin Americatts is to leam how they thintr; artd do busiless their way aud be wiliing to compromise.

Silcerely, Kenneth M. Sowles University of Idaho College of Forestry Moscow, Id. 83843

Dear Mr. Cutler, Regarding your January iszue editorial "A Littie Perspective, Please" (it is) a good idea, but not much charisma in the writing.

Seiichi Nobe, Pan Asiatic Trading Co., Inc. 2735 E. llth St. Los Angeles, Ca. 90O23

WHAT'S A HOO-HOO?

The following is a copy of a letter from Joe Mayfield, Mendo Mill & Lumber Co., Ukiah, Ca., and cunent president of the Lumber Merchants Association of Northem California, to Dave Marteney, the cutrent president (Snork) of the International Order of Hoo-Hoo. -ed.

Dear Dave:

Reference is made to the news release which appeared tnthe Rochester Post-Bulletin based on a 15 minute interview with Bob Pitz and Eric Canton and the subsequent letter to all intemational officers, directors and affiliate officers. Apparently Mr. Canton and Mr. Pitz are srggesting that the name of onr Internatiorral is undignified, oddball ald not serious-therefore it should be changed to the Forest Indnstry Fraternity.

These genflemen should be informed that the Internatioual Order of HooHoo is the proper and accepted rtarne of the fratemal order of iumbermen. If clnb * 12 wishes to call itself by another name, that is their option.

I am opposed to the idea that our name should be changed simply because one of our affiliate clubs fi:rds itself unable to commnnicate with one reporter.

I would further zuggest that we remind our members that the purpose of our fraternal organization is to promote welfare atd ll,armory within (Please turn to Page 39)

Positions wanted 25d a word. minimum 22 words (22 words = $5.50). All others 35d a word. min. 20 words (20 words = 57.00). Phone number counts as one word. Boxed ads $l extra. Fancy headline or borders $2 extra. Box numbered ads add $1.50.

HELP WANTED

MFGRS. REPS. WANTED

Largest residential lighting and replace ment lamp shade manufacturer in U.S. expanding into lumber yards, hardware chains, building supply houses, home improvement centers. Need top reps with entree into these areas for I I Western States, Alaska and Hawaii. Write Gilbert L. Sperry, Hamilton Industries, 2624 Yates Ave., City of Commerce, Ca. 90040.

SALESMAN

Opportunity for saiesperson who wants to advance ilto management position in the future. Wood malufacturer is in need of contractor salesman il Los Angeles area. Send resume to Box 147. c/o The Merchant Magazile.

G0assfif fied Adventfisem@oDts

Names of advertisers using a box number cannot be released. Address all replies to box number shown in ad in care of The Merchant Magazine, 4500 Campus Dr., Suite 476, Newport Beach, Ca. 92660.

Deadline for copy is the 20th. To call in an ad: (714) 549-8393 or (415) 34G6000.

HELP WANTED POSITIONS WANTED

CREDIT MANAGER

In charge of large retail and commercial accounts for two stores. Must be experienced with proven record of accomplishments. Live smog-free. Salary opell, good fringe benefits, growth, potential. A good home for the right persorl. (714) 245-3486, days; (714) 882-6407, evenings.

PURCHASING AGENT

Two large building supply retail outIets. Individual must be strong il hardware, plumbing urd inveutory and stock control systems. Salary will be commensruate with previous experiurce. Live il clean, smog-free atmosphere with good potential for growth. (7 l4) 245-3486, days; (7 14) 882-6407, evenurgs.

CTASSIFIED ADVERTISING Order Blank

Name

AddressCity Stelc--Zip Code By

PROFESSIONAL LUMBERMAN with 15 years profitable experience in sales management & trading at wholesale and mill levels desires to join reputable established wholesale distributiorr compeny. Investment possible. Would consirrer starting rlew venture with otlers with proven track record. A11 correspondence alswered in strict confidence. Reply Box 146, clo The Merchant Magazine.

YARD foreman wishes to relocate. Excellent knowledge of all species of tr*t.. ""d ph*.r .f

FOR SALE

PULL TRAILER, utility, 2l' flatbed, rear rollers-comb. cinches. etc. Excellent condition. TRUCK BED - universal, 18' flatbed for a 3-ax1e truck; rear roller, comb. cinches, headboard, etc. Excellent condition. Guerin Transportation Co., P.O. Box 339, Cucamonga, Ca., 9 l7 30 (7 14) 987 -6333.

SERVICES OFFERED

LUMBER HAULING

c-Q TRUCKTNG rNC. (2r3) 638-78-5 I -5-501 East Centurv Blvd.. Lvnwood. Ca. 90262.

BUSINESS OPPORTUNITIES

DOI.'BLF.BARRELLED OPPORTUNITY

A GOOD BUSINESS, offered by a motivated seller with the following hard-to-find features: varied trade. low breakeven point, wellestablished trade, low capital investment, low insurance and taxes.

A GOOD COMMLJNITY: an easyliving, smaller, non-union town; escape city traffic, smog, crime. Excellent family traditions, social environment. Don't waste your life in the rat race. act now! Write Box 145, clo The Merchant Magazine.

FR.EE READER SERVICE

fJ Assign a bor number and mailmy replies daily.

TO RUN: -TIMES -TILL

MaiI Io: THE MERCHANT MAGAZINE

4500 Campus Dr., Suite 476 Newport Beach, Ca. 92660

FORBIDDEN

For more informatlon on New Products and New Literature, wrfte fte Merchant Magazlne, 4500 Campus Dr., Suite 476, Newport Beach, Ca. 92660. Please mentlon issue date and page number so we can process faster! Many

llllilllllllllllilll Los ANGELES AREAillillillilllltl

BUILDING MATERIALS_PAINT_HARDWARE_ETC. sAsH-D00Rs-tvt ND0ws-M0uL0

Georgia-Pacific Corp.

Higgins Lumber Co., J.E.

Lamon Lumber Co.

MacBeath Hardwood

GRASS

& Co., Stephen G.

PACIFIC

Millwork, Inc.

Duo-Fast

Nevada wholesale Lumber Co.

DG shelter Products, Nikkel div. union Pacific Railroad .....

NEW MEXICO

ALBUQUERQUE

American Forest Products

Chytraus, oscar E. Co. Inc.

Duke City Lumber Co., Inc.

Geortia-Pacilic Corp.

New Mexico Timber Products

Frank Paxton Lumber Co.

SaSebrush Sales

Weldon Timber Products Weyerhaeuser Co.

OGDEN

Georgia-Pacific

SALT I.AKE CITY

Burton-Walker

UTAH

OBITUARIES

HAROLD RENFORT. JR.

Harold A. "Hal" Renfort, h., 49, a regional sales manager for the Simpson Timber Co. died January 7, 1975 of a coronary at his Los Gatos, Ca., home.

Born February 14, 1925 in New York, Mr. Renfort was a member of Dubs Ltd. a northern California lumbermen's golf club and a member of the fratemal order of Hoo-Hoo. He had also served with the United States Marine Corps.

Survivors are his widow. Naidile: his father, one brother,'and foui children.

JAMES B. BUCKNER

James Bain Buckner, office manager, Fred Holmes Lumber Co., Fort Bragg,

Ca., ald owner of the local Noyo Arcade, died December 28, He was 57.

A native of Louisiana, Mr. Buckner moved to Fort Bragg 20 years ago. He was secretary and past president of the Fort Bragg Rotary Club and a member of the American Legion.

He is survived by his widow, Dorothy; one daughter, two sons, two sisters, a brother, and two grandchildren.

Richard "Dick" Ray Lynn, owner/ operator of W.W. Wells Millwork and Building Supply, Everett, Wa., died Dec.27 He was 62.

He was born April 13, 1912 ln Illinois aad had lived in Everett since 1936. He was a member of the First Baptist Church, Everett Golf & Country Club, Elks, and the Carpenters'uniori.

Mr. Lynn is nrrvived by his widow, Dorothy; two sons; one daughter; one sister: and two brothers.

Rounds Lumber has spent 40 years findinghard to find things.

130,000 grape stakes overnight? A snap.

25,000 board feet for some wooden whatchamacallits by tomorrow afternoon?

A somewhat tougher request, perhaps, but we'll fill it. Just like we've been filling tough orders for people all over the United States for some 40 years now.

In fact, it's that kind of digging and willingness to go after the unusual order, be it big or small, that's built the Rounds reputation.

Which is why a lot of customers think of us as sort of a last resort. (You know, if Rounds can't get it, it probably doesn't exist.)

Which is all well and good.

Except for one thing. Being a last resort seems to keep some people from thinking of us as a first resort. And that's a mistake.

After all, if we're so good at finding the hard-to-finds, imagine how good we must be finding the easy-to-finds.

l|l|ilI[

Q*lrt{,

artnailfiut,)

Ihl.il' Ihp,Ueffd.

By maintaining a tradition of finest quality and service since 1943, Hunter Woodworks has become one of the nation's leading pal let manufacturers.

We are now able to deliver pallets to you anywhere across the nation. Our experienced sales engineers can help you with your pallet, box, skid, and cut lumber problems in any of the 50 states.

HUNTER WOODWORKS, INC.

1235 E. 223 ST, CARSON, CALIF. 90745

PHONE: Qlg 775-2544 o (213) 835-5671