The market for redwood plywood is increasing fast ! In accelerating demand for handsome textured paneling and quality siding. So, here's your chance to sell this quality product with higher profits for you. Available in straight or mixed cars. Contabt your wholesaler, today.
Palco-Ply redwood plywood Standard Sizes and Patterns in 3 Grades-Clear Heart Saw-Textured, A-Clear Brush-Textured and Select Saw-Textured. Length: 8', 9'and 10' in all items.
Clear Heart Saw-Textuted lnvetted Batten Pattetn Se/ect Sau/-Textu red P I a i n P atte r n A-Cleat Brush-Textured Texturc 1-11: Gtooves 4', o.c.look up! There's o big new profit opporiunity overheod ond it's oll yours! More residentiol. institutionol ond commerciol construction is swinging to the "open-beom ceiling" look every doy ond thot's lhe one reol ceiling syslem lhof you hondle exclusively.
Toke odvontoge of this open-beom trend now! Promote the quolity "Open-Plon" design ideos of Western Wood ond you'll move plonks ond beoms through your yord fosf!
Just moil the coupon ond we'll send you oll the free builder-home buyer "Open Plon" merchondising moieriol you'll need including brochures, envelope stuffers, disploy bonners ond rodio/TV spots thot sell builders ond prospective homeowners olike on the whys ond hows of quolity living with Western Wood.
Publlgher A. D. Bell. Jr. Edltor
David Cutler
Assoclete Eilltor and Ailvortlrlnc ProduoSlon RiEhard Heckman
Clrculatlon DeDartment Martha Emery
NOB:IIIEBN CAIITOruVIA & PACIFIC NORIITWEST
MEx Cook, advertlsing and new6, 420 Market Street, San Francisco. Callfornla 94111, Phone (415) Yukon 2-4?97.
SOUT}IEIiN CAIIFON,}\IIA
Teil Tlss, advertlslng and news, 412 West Sixth Street. Los An- geles, Callfornia 90014, Phone (213) MA 2-4ffi5 or MA 2-06?0. NEW YONI(
Hal l(. Poritz, advertlslng and news, 369 Lexington Ave,, New York. New York 10017, Phone (212) MO 1-0380.
DDITOII.IAL O!'I'IOI)S
WESTERN LUMBER & BUILDING
MATERIAI,S MERCHANT is pub. lished monthly at 412 Woet Sixth Stroot, Los Angolos, Callfornia 00014. Phone (213) MAditon 2-4566 or ]}IAdlEon 2-06?0 by Callfornla Lumber Merchant. Inc. Please address all corresDondence to Edi- torial Offices. Sbcond-class postage ratesr pald at Los Angeles,_Cal. Advertl8lng rates upon requesl Subscriotion Rotoe-U.S., Canada, Mexico- and Latln Amerlca: $4one year; fl - two Years; $9 - thlge vearb. overseaa: E5 - one year; $aiwo years. slngles copleq 50/. Back coples 75l when avallable.
Chanse ol Adilroes-Send subscrlp- tlon orders and address changes to Circulatlon Department, Western Lumber & Bulldlnf Materlals Merchant. 412 West Slxth St., Los Anseles.' Callf. 90014. Include ad' ilress label lrom recent issue ll posslble, plu.s ne!, address, zone number or zlp coce.
The Morchant Magozlno Eerve3 the members of the:- Arlzona Retall Lumber & Bullders SUPPIY A88o- ciation. Phoenlx; Lumber Merchants' Assoclatlon ol Northern California. Los Altos; Montana Buildins Materials Dealers A88ociatlon,- Helena: Mountaln State8 Lumbei Dealeri Assoclatlon, Salt Lake Citv and Denver; Lumber Assoclatlo-n of Southern Calllornia. Los Anseles; Western Bullding' MaterialS Assoclatlon, Seattle'
THE MERCHAIIT is an i.nilepenilent ,nagazine pubkshed nlotuthfu for those ,nernbers of the lu,mber an'd' build,i,ng materials industri,es who need and wa,nt factual, accurate news and an obiectiae ana,Wsis of eaents and products of concern to thern i,n busi,ness.
OME IMPROVEMENT is what's happening. May is National Home Improvement Month and if you're not already tied-in and ready to swing with the action, you had better get ready.
Unlike National Forest Products Week, which is almost uniformly a failure across the West, National Home Improvement Month comes sailing in every year looking bigger, brassier and better than before.
Well-financed, coordinated and directed, the promotion is backed by a blue ribbon list of the biggest names in home improvement. Operated through the National Home Improvement Council, the promotion works for the lullest development of the remodeling industry by representing not only the lumber and building materials dealers, but the builders, contractors, manufacturers and associations.
The council points out that last year, more than $13 billion was spent on home improvement and that other sources indicate that a $69 billion backlog of modernization exists in the United States with an additional $16 billion developing each year.
So we think that it is probably safe to assume that out of all those billions of dollars tlat there is more than enough for all concerned. A safe conclusion, surely. But are you getting your sliee of that action now? Or maybe you are making a few bucks, but realize that there is a lot more where that came from ?
Well, this is your chance to either get started from scratch or to expand what you have already done. Don't make the mistake of sittine there and
saying to yourself, "May is nearly over, maybe I'll do it later."
Many dealers have already received, some time ago, the first of a series of promotional mailings that gave the information needed for dealers to get in on the action. If you didn't get the mailing, or didn't take advantage of it, do it now. Call your supplier, or a manufacturer if there is one nearby, and get the facts from them. Also take a look at the public service ad (that means we don't get any money for it) The Merchant ran last month on page 39. It has a coupon you can send in.
Most all of the nationally-circulated consumer magazines that relate to home improvement, do-ityourselfing and the like have run, or are running in the current issue. stories that create a desire in the public to duplicate in their homes what they see in the magazines. You may have already recognized some recent inquiries as coming from these magazine articles.
So now what do you do, how do you turn all this into sales? Good question, and the complete answer to that would probably fill a couple of hundred big, fat books. We do, however, know what we think should be your first step. Write the National Home Improvement Council, 11 E. 44th St., New York, N. Y. 90017 and get their $4.95 posr paid packet on how to promote home remodeling. (See pp.B-9 lor denils.) It is a real dandy, you'll find your fin returned many times over if you'll follow the expert advice contained therein. And you can't find a much better deal than that around town.
Bellwood standard hollow core doors now have the widest stiles in the industry. Door-people are becoming more stile-conscious. They know strong, straight stiles are important for really trouble-free doors. At Bellwood we've always insisted on stiles from only choice cuttings of high-altitude fir (produced by one of the country's finest lumber mills). And now, for added strength, we've made the stiles on Bellwood standard hollow-core doors the widest in the industry. Not 1", or 1y"", or even 15A",but more than 2".We think this extra wide stile will be so important to you we've stained the ends bright orange to help you find them.
...One of the reasons why built-in door quality is spelled BELLWOOD. THE BELLWOOD COMPANY / 533 West Collins / Orange, California
LTHOUGH the recent transaction between George and Jack Steiner in Sacramento, Calif., caused a certain amount of eyebrow lifting by some. the acquisition of Hedlund Lumber Sales, Inc., by George Steiner and the subsequent demise of SteinLumber Co., a major retail operation Sacramento, just made plain, good old yankee business sense.
Jack Steiner, who along with his cousin George and Oscar Hedlund started Hedlund Lumber Sales, Inc., in 1950, simply had been wanting to devote full time to his many outside business interests. George, on the other hand, carefully weighed the future profitability of both businesses and the Hedlund wholesale operation won out. Besides, he'd been itching to turn his hat around for several years and his big 14 acre operation was a natural setup for a distribution yard, the lack of which somewhat hampered Hedlund's operation in the past.
A few of the long time Hedlund employees had a little trouble getting their cars pointed the right direction a{ter commuting to Hedlund's old Freeport offices south of town for so long, but Hedlund's new home at 5550 Roseville Road in North
Highlands, Calif., quickly took care of that. Completely remodeled inside and out, the old Steiner Lumber showroom provides nearly three times the room for Hedlund's big sales force-plus a brand new kitchen and dining area.
Unusual takeover sees retailer acquire wholesaler, then phaseout retail operation in favor of the wholesale side. Unusual or not, it looks like a successful move.
George Steiner started Steiner Lumber in March 1946, on Stockton Blvd. in Sacramento. He opened the big Roseville Road operation as a branch in June 1960, and moved the entire operation to North Highlands in October 1962. LiqLridation o{ Steiner Lunrber was announced earlier this year and all inventory and equipment not suitable for a wholesale distribution operation has since been sold.
The new officers of Hedlund Lumber Sales, Inc. include president George, vicepresident Les Neadeau and secretary-treasurer Matt Ryan. Les is a native of Georgia, but a longtime local resident. He operated
SATES F0RCE (top
includes Ed O'Kelly, Matt Ryan, Earl Deering, Dick Walburn, Ed Fowler.
Neadeau came to Hedlund as salesmanager in 1964. Gight) Larry Boyd and Hank Bacon of Hedlund's Engineered Roof Systems div. New officers (lower lefD include Les Neadeau, vice-president; longtime retailer turned wholesaler George Steiner, president; and Hedlund veteran Matt Ryan, secretary-treasurer. Jim Dowd (center) manages the Truss-Com Div. which manufactures roof trusses for dealers according to architect's specifications. (Right) Lany Keller (couldn't get him off the phone in time for group shoU. Not shown are salesmen John Shepard who covers Bay Area market, Bruce Ball who mans Hedlund's Fresno office, Don Phillips who handles southern Calif. sales.
his own wholesale business in the Bay Area for many years and joined Hedlund Lumber as salesmanager in 1964. Matt, on the other hand, is the senior partner of the firm. Born and raised in the sawmill country around Jackson, Calif., he has been with Hedlund since its inception.
Construction of a large truck shop to house and repair Hedlund's lI truck fleet is now underway. Hedlund's familiar highway rigs are, incidentally, among the few rigs licensed to operate in Washington, Oregon, California and Nevada.
Other future plans include the installation of timber handling facilities, according to Neadeau, additional undercover falcilities and the general development of what they hope will be the largest independent distribution operation with a dealers-only policy in that part of the state.
C0MPLEIED IRUSS order awaiting dealer's final shipping instructions. Most dealers are not set up for truss manufacturing and it is these dealers that Hedlund hopes to help capture a larger share of the roof systems market. Hedlund's new home (right), the former site of Steiner Lumber's big 14 acre operation.
left) (Center)And with good reason, because Genuine Mahogany (that's what most people call it) is a noble wood with great traditions. A favorite of Cortez and of Philip ll, it is truly a wood fit for nobles and kings. lts beauty is exceeded only by its wood working qualities. Just one of 52 expertly selected hardwoods you'll find at J. E. Higgins Lumber Company, Northern California specialists for 87 years.
\]ATIO,I"AL Home Improvement Month
r \ -31 days dedicated to the proposition that the home improvement market is the building material dealer's most vigorous source of revenue-is underway. An aggressive industry wide promotion designed to stimulate the awareness and interest of millions of home owners has received the full backing of consumer and trade publications. The Home Improvement Coordi-
nating Committee includes representatives of the National Association of Home Builders, National Home Improvement Council, National Lumber and Building Material Dealers Assn. and NERSICA, National Re. modelers Assn.
Slogan of the program is "lt's Home Improuement Tirne." A thoroughly planned program has been in effect the past four months to focus the public's attention on
the fact that now is the time to fix up their hornes. A massive promotional efiort has been geared to producing revenue that totals nearly $15 billion in yearly business -a figure larger than the cost of new home construction when the price of land is deducted.
Unhealthy changes in the yoyoing pace of new housing construction make profits {rom home improvement even more attractive and attainable. Firms offering value and service to customers in the home improvement market should expect to accumulate good profits and high sales for this year.
Backing up dealers are the excellent merchandising tie-ins ofiered by the NLBMDA and its 28 federated associations. Tailor-made for dealers who wish to take advantage of four months of free publicity are promotion kits, including a mat service. radio and TV copy service, giant store banners, etc.; a full color Guide Line for Profit planning book, including a 90-day calendar of events, l0 special projects, advertising specialties; a Consumer Mailer, illustrating give-away items, remodeling projects.
Dealers who wish to turn their stores into 'ohome improvement centers" are given every incentive to do so. Thirty-two national manufacturers of buildine materials and other associarions are underwriting the sales promotion efiort.
Thirty-two national manufacturers of building materials and a number of other associations are underwriting the sales promotion effort. 1968 sponsors include: Alcan Aluminum Corp.-bldg. products div.; Alcoa Building Products, Inc.; American Gas Association; American Iron & Steel Institute; American Plywood Association; Andersen Corp.; Asphalt Roofing Industry Bureau; Bird & Son, Inc.; California Redwood Assn.; The Philip Carey M{g. Co.; Celotex Corp.; Certain-teed Products Corp.; Electric Heating Assn.; The Flintkote Co. Formica Corp.; Georgia-Pacific Corp.; Hastings Aluminum Products, Inc.; IDS Credit Corp.; Inland Steel Products Co.; Johns-Manville Corp.; Malta Manufacturing Co.; Marlite div. of Masonite Corp.; Masonite Corp.; National Gypsum Co., The Ruberoid Corp.; Sears, Roebuck & Co.; Simpson Timber Co.; United States Gypsum Co.; United States Plywood Corp.; Westinghouse Electric Corp.; Weyerhaeuser Co. and Whirlpool Corp.
With these manufacturers providing backup materials the individual dealer's
promotion dollar goes a long way. The cooperative sales efiort on the part of the remodeling industry in competing for the consumer's discretionary dollar stimulates and motivates people to buy.
A promotion kit loaded with aids is available with a variety of assorted promotion materials for the low cost of $4.95 postpaid.
Copies of the 48-page, color Guide Line for Profits were mailed to 98,000 industry firms and people. This major promotion piece contains detailed instructions on how to make the community modernization conscious.
Dealers can profit year around by tieing in with the in-depth industry - wide, home improvement month promotion.
A24,-page consumer mailer was prepared by the HICC showing no advertising but that of the dealer. The give away item shows 40 favorite remodeling projects with an ad for the dealer inserted on the back page. Quantities of 10,000 are available at 4$ each while 5,000 to 7,000 are 5{ each.
A media coverage kit containing an 18page tabloid size "IIome Im,proaement Neu)s" was sent to lB00 newspapers. It was prepared by the National Home Improvement Council and, House Beautifu'l magazine. Special sections on home improvement are appearing in the May issues oI American Honte, Better Homes & Gard,ens and, House Beautjfal, stressing industry promotion.
Just a sample of the wide support the media are giving National Home Improvement month are the editorial articles supporting the promotion in various trade journals. Newspapers, radio and 'fV are involved in a bigger way than they were last year.
Early in the year, dealers signed with House Beautiful, through the HICC, to have their companies listed in the May issue. Home Mod,ernization and Popular Science. both national publications, have lined up in support of the promotion. As distribution figures indicate, the ingr,edients for success have already been accumulated and disseminated. 98,000 guide books, 2,500 dealer kits, 250,000 consumer booklets, plus sales stimulators of all descriptions have been distributed.
In 1967 manufacturers supported the
program to a profitable extent. Simpson Timber Co. tied in its home improvement contest with the May Month promotion.
1,350 participating dealers reported 45,000 home owner entries in the contest. Many more 1968 sponsors tied in their promotion activity with Home Improvement Time. The federal government, states and major cities have proclaimed May as National Home Improvement Month.
The average American family spends about $250 per year for remodeling. For every $10 spent on new home building, $8 is spent on home improvement. These statistics provide dealers with a remarkable indication of the sweep and potential of the home improvement and do-it-yourself field.
The size of this market is an unwavering indication of the value of consumer oriented sales programs.
OO-HOO celebrities and lurnbermen from far and near nearly swamped the Elks Club in Eureka, Calif., when nearly 170 turned out for the 7th Annual Humboldt Hoo-Hoo Club 63 Celebrity Nite affair.
The order was well represented in the western jurisdictions with the international chairman, Vaughan Justice of Albuquerque, New Mexico, in attendance along with
Snark of the Universe Bob Johnson of Klamath Falls, Oregon, and Supreme Nine member Larry Owen of Lafay'ette, Calif.
Dave Davis of Van De Nor Lumber Co. chairmanned the big March 19 outing. Eighteen new members were brought in. According to Snark Johnson, this ranks the club second in the western resion to the Shasta Cascade Club at Reddine for new membership this year.
CELEBRITIES included (l) Cal-Pacific sates vp. Dick Harmer, Carl Poyner. U.S. Plvwood. 1.A.. and Phil Dubaldi of Molaila-Aicata. (2)'Dick 'McKairnay, Mike Bailon. (3) How's the redwood market? We- asked Lloyd H,ecathorn of Arcata Redwood and Simpson's Frank Stanger. (4) Bresee, Bob Kilsore, Cbastal Wholesale's Merl Tanner and Marion Ward. 6) Art Bond, Simonson's Phil Kelty and John Edeers. (6) Snark Bob Johnson, Larry Owen, Celebrity NiIe chair-
man Dave Davis, and Rameses 59 Vaughan Justus who was drumming up interest for International Convention, Sept. at Albuquerque. (7) Sam Witzel, Mark Kelly of M&M Builders Supply and lke Zafrani. (8) Cal-Pacific's Paul Johnson, John Butts and Pat Benson. (9) Bud Olsen, Jimmy Jones, Gordon Saunders, Vic Roth and TW&J's Bill Bright from L.A. (10) Bob Reid, Walt Parks and Bob Wright. (11) 0rville Bresee and Hedlund Lumber's Les Neadeau. (12) Roval Wood's
Roy Sjolund and Ed Tomich. (13) Molalla-Arcata's Del Davenport, unidentified and Bill Bonnell. (14) CalPacific Redwood's Jack Bishop, Russ Hagen and Lawrence Turner. {15) Elmer Padula, Maynard Stubberfield and Tidewater's Stari Preble. (16) Palco's Chuck Shoop and Stan Parker. (17) Arco's Del Slone and Bill Strauser of Arcata Plywood. The meeting, in it's lucky seventh year, continues to draw club notables from all over the United States.
Werlern Lumber t Building Moteriqls MERCHANT
HE Woodwork Institute of California recentlv held their lTth Annual Convention. San Diego's Vacation \/illagc was kept humming for three days with the activities of conventioneers. Golf champ Bill Winter won a color TV {or his fine shootine.
C0NVEtlTl0tl CHAIRMAiI Ray Hejlik (1) Hejlik Cabinet. €) Ed Bernhauer congratulated by Miles Butcherfield, U.S. Plywood. (3) Byron Taylor, Taylor Millwork, Clare Effrige and Mrs. Effrige. (4) Cedric Thompson, president, Architectural Woodwork Institute. (fl Ralph McClure, Union Planing Mill; .loe Contestabile, TW&J; Ben Laterza, Weyerhaeuser; Charles di Cristina, J. di
Cristina & Son; Joe Marinello, University Showcase; Byron Taylor. (6) Chuck Walter and Earl Overbaugh, Kaufman & Walter; unidentified guest; Don Beggs, Weyerhaeuser. 0) Marcella and Emery Nutting, Nutting & LePage. (8) Ed Bernhaue'r, Ralph McClure; Bud Barber, exec. sec., W.l.C.; Dick Delacy, Central Mill & Cabinet Co.; Bill Winter, exec. sec., Architec-
tural Woodwork Institute. (9) Ray and Ria Dreps, Watson-Dreps Mill & Cabinet; Burnett and Mimi Miller; Roy Misfelt, Burnett & Sons. (10) Wilma and Erick Ahlbom. (11) Helen Hejlik, Clare Effrige, Evelyn di Cristina, Charles di Cristina. (12) Bud Barber presents color TV to Bill Winter. Delegates spent a rousing time at Vacation Village, San Diego.
They'tl find more enjoyment in a new or remodeled home equipped with Good Housekeeping-Guaranteed products by Miami-Carey. There's a big line of Miami-Carey Bathroom Cabinets in contemporary and peri6d designs to give her wide latitude in decorative planning' There's a broad selection of beautiful Coverange hoods that lighten housecleaning by venting cooking odors, smoke and- grease to the outside' There'ialso the st6p-saving convenience of a Miami-Carey RadioIntercom that puts them in two-way touch with any room . ' provides doorway secuiity and music to relax by. And wives are sure to like the way Miami-Carey Troubadoor Chimes provide a pleasing decorative .accent in their home. Get complete information on these "wife-pleasing" products by using the coupon.
The U. S. Departments of the Interior and Agriculture have imposed restrictions to reduce the export of softwood logs cut in the Pacific Northwest to the equivalent of 350 million bf. annually. More than 650 million bf. of such logs were purchased by the Japanese from federal lands last year.
The restrictions will continue until July 1, 1969, officials said, to assure an adequate supply for domestic lumber and plywood companies.
The export restrictions won't have much efiect for some time, officials said, as the curbs don't afiect contracts negotiated earlier with timber cutters and contracts already signed cover cutting operations for 12-18 months.
Agriculture Dept. spokesmen said Japanese log buyers may still bty-without restriction-logs cut from privately-owned timber land. Last year, such purchases accounted for nearly two-thirds of all Japanese softwood log purchases in the U. S., the official said.
"The Dynamics of Distribution" will theme the Fifth Annual Forest Industries Marketing Conference sponsored by the Forest Industries Management Center of the School of Business Administration, University of Oregon, and held on the University campus in Eugene on June 12-13.
A score of lumbermen, all of whom can boast of a couple of score or more years in the busin'ess, gathered in Los Angeles recently to renew acquaintances over lunch.
Organizer for the event was Dave Davis of Van De Nor Lum,ber. The guest list was an impressive roster of vintage California lumbermen. The informal group last met two years ago.
AIR.DRIED KIIN-DRIED GREEN
STUDSPOSTS _ SPLIT PRODUCTS
DOUGLAS FIR WHITE FIR
SUGAR PINE
"Al Holmes, fosl shipment is the nqme of the gome. . roil or T&T"
Fred HolmesCorl ForceJim Buckner P.O. Box 665Ft. Brogg, Colif. 95437 Phone l707l 9&4058 TWX: 707-573-8259
Do you ever wish you had some helpers in this one-man job of selling? Someone to put in a good word for you and your product and to smooth the way for your appearance.
Such assistance is available to you if you are alert enough to your opportunities.
Your customers can be your extra salesmen.
THE OTD COTIEGE TRY
Dick Bering, an insurance salesman, was preparing to call on Roger Harris, a rising young businessman in town.
Dick had heard o{ Roger's promotion in the newspaper. The story also mentioned that the prospect was a graduate of Cornell, class of 1953. That gave the salesman an idea.
He checked the Cornell yearbook for the 1953 class to see if there were any other graduates from his community. There were eight. A further check revealed that five of them were still living there.
Dick's visit with Roger was fruitful. The young executive bought a substantial life policy and indicated he might consider another in a year or so.
The average salesman would have been content to bid the customer goodbye and go home and count his commission, But Dick was not an averase salesman. Instead he said to Roger:
"By the way do you happen to know Bill Smith and Harrv Jones. who were in your class at Corneil?"
o'Yes, we are good friends," Roger replied.
"I wonder," said Dick, "if you would put in a good word for me with them. I'd like to call on them one of these days."
Roger said he would be happy to and even helped arrange interviews for Dick. The upshot was that Dick sold both other men policies and eventually made sales to two other classmates of Roger's.
PICK YOUR TIME
'When you ask a customer to be a kind of second salesman for you make sure that your timing is right. Choose the moment when you have done him a particular favor
REPRINTS FOR SALESMEN this is a condensed yer- dm. Each lesson is available in an expanded fom. in a +page brochure, size 8l4xl1, printed in 2 colors on white Co$y papcr and is 3-hole putrchcd to fft any staDdard 3. ring blnder. Each subject in this cxpanded version is fully iltd completely d€velop€d in comprehensive detail and inilf$"l sclf-cxmination quiz for Salesmen. Prices are as
I to I coplcs (of cacl artlcle)...............-.....50 cents elch
10 to 49 coDlcr (of cach sndcle).........-......37+5 cen$ cach
50 lo 99 coplcr (ol each rrdclc)....................311 cetrts ach
100 ot rnorc coplca (ol each artlcle)................25 ccnts arch
Thc otlro series may be pre-ordercd or individual articlcs
Dalt be ordercd by number address ordeB to thc
-obtained a hard-to-get item or given him a sure-fire merchandising idea.
This is when the customer has a benign feeling for you and will be more likely to give you a nudge in the right direction. A salesman who wins the friendship of a customer can often write his own ticket.
You'll also find that many customers like doing favors for salesmen. It gives them a chance to do a good turn with no expense to themselves.
Don't expect the customer to do all your work for you. He often will be glad to put you in touch with a prospect or give you an introduction, but don't expect any more. If you do, it will be an imposition-and resented.
In other words, the custorner cannot be expected to turn up leads for you. You should have specific prospects in mind when you seek his help. It's not a good idea to conduct a fishing expedition in the customer's office.
THE PROCESS IN REVERSE
Customers can be your salesmen in another way.
This method calls for a little judicious name dropping when you are making a call. It won't hurt to mention, for example, that Mr. Blank of the ABC Company gave you a substantial order. If the prospect is on the fence this may be the thing that will topple him ofi-on your side. It's a psycho. logical fact that people like to have their opinions and decisions verified by others.
A theatergoer reads the reviews next morning to see if they agree with his own evaluation of the performance, The owner of a particular make of car is constantly seeking assurance that he made the right choice.
A hesitant prospect is apt to be gratified by the information that another firm bouglrt your product. In this way your last custorner becomes an indirect salesman for you.
DEI.AYED REWARD
Don't expect to always get an irnmediate payoff from referrals and introductions. Sometimes it takes weeks or months before you can cash in on prospects youtve met through customers.
The idea is to keep cultivating them.
You've passed the first hurdle by getting to know them. From then on you must maintain contact and perfect your presentations. Think of the prospect in terms of a long-term investment that will mature in time.
Even when orders are at a high peak you should build up a reserve of future customers. This can often be done by referrals and letters of introduction from customers.
I have found that a salesman can do himself a great deal of good by going where prospects are-sales meetings, industry conventions, etc. At these affairs a social atmosphere prevails which is conducive to meeting new people and talking business at the same time.
When you go make sure you use your time wisely. Move around, meet people and let them know who you are.
Burt Kolb, a textile salesman, met a buyer for the first time at an industrial association meeting in Chicago. They had a drink, parted friends and Bun made a note to himself to call on the man in the next few weeks. He didn't have to.
The buyer called him and told him he wanted to give him an order.
THERE'S PROFIT IN JOINING
A salesman should be a joiner. He should belong to every social and business organization he can afiord.
Your fellow members can be salesmen for you. A member knows someone who uses your product. He drops the right word and you've made a connection.
Are you making any headway in turning your customers and friends into salesmen ? Let's have a look. If you can answer t'yes" to seven or more questions you have found the formula.
1. Are any of your customers in a position to be salesmen for you? Ym 'n No ,tr
2. Do you take advantage of the fact?
Yes ,n No I
3. Do you make sure that the time is right for asking a customer to intervene in your behalf?
Yes 'n No !
4. Do you do your research before asking a customer for an introduction to another buyer?
Yes tn No .n
5. Do you avoid "fishing expeditions" with cus- tomers? Yes n No ,tr
6. Do you figure that introductions and referrals may take some tine to bear fruit?
Yes n No tn
7. Are you a joiner? Yes tE No ,D
8. Do you "drop names" while making a call so your prospect will know your important cus- tomers? Yes ! No E
9. Do you follow-up on prospects given you?
Yes ! No ,n
10. Do you try and make friends? Yes n No tr
Weslern Lumbcr E Building llolcriqls MERCHANI.,Four ways to increased profits in 196g" includes powerful paneling promotional ideas that really lay it on the line for you. Promotions are complete. From banners, ads and publicity to brochures, colorful vests and step-by-step instructions lor scheduling and following through with your personnel. Choose Jrom Jour exciting merchandising themes: "Treasure Chest of Values"; "Jubilee Sale"; "Ladies Day Paneling Sale" or just plain "Truckload Sale."
Any one or all four Royalcote hardboard paneling promotions can be yours for the asking. TheY work! They sell! And you profit! Hundreds of Masonite dealers across the country are finding these RoYalcote Paneling promotions real money' makers. Not only have theY moved hundreds of panels in a daY but theY have sold related items adhesive, moldings, lumber and other materials. These promotions are designed to build store traffic for You, and theY do just that. WhY not Put one of them to work for You. TheY are complete with manY businessboosting ideas-and after-the-sale ideas to increase Your sales and profits even more. Your Masonite representative has the full story. Call him NOW or mail the couPon for details.
pROFESSIONAL football star Leslie r ooSpeedy" Duncan, San Diego Charger's defensive halfback, was the guest speaker at San Diego Hoo-Hoo club 3's annual sports night.
Duncan explained filmed football sequences for club members, held a question
and answer period and gave a forecast for this fall's season.
Chairing the event was Frost Hardwood's Milt Olsen. Door prizes were won by Chuck Hampshire, the club secretary, and Don Shilling. The club has held a number of successful events so far this year.
A dinner break probably saved the lives of 30 swing shift workers at Pickering's plywood plant at Standard, Calif., on March 16, when a huge laminated beam gave away at 8 p,m. during a savage storm bringing down a 60 x 128 foot roof section and dumping several roof mounted cyclones and blow pipe into the plant.
Bill Willis, swing shift foreman, mustered his crew following the roof collapse and incredibly found no one missing. Pickering attributed the cave-in to storm conditions-rain which soaked sawdust on the roof, plus hail and high winds which lashed roof-mounted blower equipment.
Clean up and emergency repairs brought the plywood manu{acturing facility back to near full production the following week. Permanent repairs to the huge roof system and full operating production wer€ not reached until April 18.
The name of the National Association of Lumber Salesmen has been chaneed officially to the National Forest Products Wholesalers Association, Inc.
The name change was voted to more accurately describe the association's functions and membership.
We, at ibmc, are constantly shiving to better serve our many friends and cus' tomers with high quality control, prompt shipment, competitive prices, and attention to detail. We continue to value your confidence in ibmc and are vigilant in our desire to offer the finest products and services available.
We have, since 1947, continuously expanded our manulacturing and shipping facilities in order to supply our customers with complete lines of Redwood products. Old Growth Del Norte County Redwood manufactured into Kiln-dried Finish in Bevel Siding, Boards and Dimension is our specialty. We offer all grades of Common, for yard use, and regularly ship mixed cars.
Shipments to all points in the United States, as well as Export markets, are easily and efficiently scheduled through our Traffic Department. We are available at all times to discus your requirements and hope that you will give us the opportunity to serve you in the very near future.
Hoo-Hoo-Ette Club 10-May 9, monthly meeting, Golden Bull, Gardena. Calif.
Salt River Valley Hoo-Hoo Club 72-May g-11, cooperating with ARL&BSA annual convention, Mountain Shadows Hotel. Scottsdale, Ariz.
Arizona Retail Lumber and Builders Supply Assn.-May 9-11, annual convention, The Mountain Shadows Hotel, Phoenix, Ariz.
Ifoo-Hoo Club 2-May 10, Old Timers, Nite, Lakewood Country Club, Lakewood, Calif.
Southern Oregon Timber Industries Assn.-May 10, joint meeting with Medford Chamber of Commerce, Rogue Valley Country Club, Medford, Ore.
Tfestern Dry Kiln Clubs-May 10-11, annual meeting, Sheraton Motor Inn, Portland, Ore.
Ifoo-Hoo-Ette Club l-May 13, monthly meeting, Chalon Mart Restaurant, Los Angeles, Calif.
Sacramento Eoo-IIoo Club 109-May 15, monthly dinner, The Sherwood Room, Sacramento, C'alif.
Western Building Material Assn.-May 17, all-industry advisory council meeting, Eugene, Ore.
Dubs, Ltd.-May 17, monthly tourney with Oakland Reveille, Castlewood Country Club, Pleasanton, Calif.
Oakland Hoo-Hoo Club 39-May 17, annual Reveille, golf, dinner lld entertainment, Castlewood Country Club, Pleasanton, Calif.
Eoo-Iloo-Ette National-May 17-19, annual convention, Bicky,s Ilyatt House, Palo AIto, Calif.
Black Bart IIoo-Hoo Club 181-May 22, Railroad Nite, Brooktrails Inn, Willits, Calif.
Shasta Cascade Hoo-Hoo Club-May 24, monthly dinner, Veteran's Hall, Burney, Calif., Erv Bartell, Scott Lumber and A. E. Branbeny, Lorenz Lumber, co-chairmen.
Los Angeles Hoo-Hoo Club 2-June 7, monthly meeting, Mesa Verde Country Club, Costa Mesa, Calif.
California Redwood Assn.-June 10, directors meeting, San Francisco Office, San Francisco, Calif.
Are you in need of a heavy duty Tenoner for wall panels or other panel material with capacity up to S' width?
If so, please check out this offer. One KVAL especially- built Tenoner with 3" x 5" top surface conveyor links cast for very heavy duty operation. Machine equipped with four 10 HP saw motors and two 7ty'z HP cttter motors with 5 HP gear motor drive. Overall length of machine approximately l8'. Price $8,500 with finincing for up to five years.
Buck,s Lake, shown above, lies a mile above sea level on a ridge betwe-en the deep canyons of the Feather River's middle and north forks. california's Feather River country covers almost two million acres of natural watershed and productive timberland in the northern portion of the Sierra Nevada. lt is known for its high-altitude, old growth timber' Sugar pine, ponderolu pin., white fir and other softwood species grow here at elevations uo to 8,000 feet. Three Nikkel plants process timber from the area and convert it to di"i..ii* -lumber, shelving, boards, moulding, jambs and frames'
HE LITERARY man is often painfully misunderstood. Stuart Holbrook, the late great Northwestern writer, whose hobby was forest and woods, wrote a book entitled, "Burning An Empire." It concerns the great forest fires of American history. A fellow who bought one-, wrote and de_ manded his money back. He thought it was a book on baseball. "I was robbed!" was his complaint,
. The average modern ,*, *r"" .u,tl"l nuo" beauty than brains because she knows that the average man can see bltter than he can think' r ,e *
A cheerful salesman says that if you build a better mousetrap than the others, the world will, as t-he story goes, ,beat u patt i;
BY JACK DIONNEr882_1966
your door. But it would not be to buy that better mousetrap. It would be beaten by cheese salesmen wanting to sell vou baii.
-Speaker: "Mr. Spoker, I always love to hear you deliver an address. It gives my mind a much needed vacation.,, Spoker: "Your mind, Mr. Speaker, reminds me of the farms in the mountains of fsnlsssss-poor by nature and worn by attempted cultivation."
The constant drip of water wears away the hardest stone: The constant knaw of Towser masticaies the toughest bone; The- constant wooing lover carries ofi the blushirig maid; And the constant ad,aertiser is the one that gets th-e trade!
PORT ORFORD CEDAR -:- ALASKA lyellowl CEDAR
Monufoclvred dt Vdncouver, 8.C., ond Sdn\d Ctoro, Calif. Represenled in Southern Coliforni,q by Americon Hordwood Co.
D. C. ESSTEY ond SON mointoins q well bolqncd IHED INVENTORY of
O QUAIITY DRY REDWOOD
o AYE & CTEAR PATTERN STOCK
o BEVEIED StDtNG & S4S reody for immediote delivery-or pickup
l,;,,.::":;:"";':'::'.*;r,.1].;"*ji'Fr fl+=li"Iffi'fli;]li]j1ii1lil' tr
n 105 Montgomery 5r.
sAN FRANCTSCO 94104
RAymond 3-1117 or PArkview l-75t0
Members of National-American Wholesale Lumber Association are investins more than $300 million in inventories and accounts receivable in the process of increasing their sales volume to more than $1.4 billion, according to a nationwide NAWLA survey just completed.
In the five-year period between 1962 and 1967, member accounts receivable jumped 34/o to $I77 million on any given day, reflecting the amount of the credit
risk assumed by the independent wholesaler. Furthermore, the average age of receivables increased from 3I days to 36 days during the same period.
Considering the present minimum 6r/z% interest cost on borrowed money as related to a 46-day average delay in cash flow (delay in cash flow averages 10 days more than the average age of accounts receivable), the financing factor of a sale at $100 per thousand board feet of lumber
represents a cost of 837 per thousand.
The most dramatic changes in independent wholesaler operations are the changes in physical distribution and the increasing number of new products. In less than ten years, member firms quadrupled the number of distribution yards and warehouses (now 219) with inventories exceeding $132 million. While 64/o of all NAWLA member sales went to dealers, a sizeable 33/o went to industrial, export and government outlets, with 3Vo to other channels of trade.
The staggering sums involved in lumber wholesaling are rolled out tor your awe and edification by this recent survey. Try 91.4 billion on for size!
The survey further revealed the wholesaler's role in re-establishing markets. Five years ago, 25/o oI NAWLA wholesalers were handling Southern Pine lumber. By 1967, their footage volume had increased 40/o. ln addition, another I5/o of. member firms now handle southern pine.
Approximately 55Vo of the firms handling western red cedar showed an increase in volume oI I50/o in that species in five years. Also recorded were substan. tial increases in the sale of shineles and shakes.
An increasing awareness of the total marketing job required by the forest products industry was shown. Company sales meetings are scheduled by a large major. ity, and many conduct meetings for customer sales personnel.
More than 80/o oI the wholesalers distribute sales literature provided by producer associations and manufacturers. A growing number provide their customers with product displays and give point-ofsale assistance.
It is interesting to note that lumber wholesalers who are members of NationalAmerican were equally strong in sales of hardwood lumber as they were in so{t. wood lumber, taken as a percentage of total national production.
Total number o{ shipments showed a decrease in the five-year period on substantially the same volume, indicating that each shipment is larger now than ii was five years ago.
AIso, number of calls on customers showed a substantial increase, pointing up the increasing competition and the additional sales effort needed to maintain a constant volume of hnrsiness.
. . is the natural choice for long-life fencing of genuine Western Red Cedar. Precision cut lengths and uniformly trimmed edges assure easy installation and satisfied customers. F
posts and rails) by the carload or LCL, just call Hobbs Wall!
Concentration of plywood promotion efiorts to six major markets has been disclosed by James R. Turnbull, executive v.p. of the American Plywood Association.
Turnbull outlined APA's program at its first industry-wide meeting in the South. More than 200 persons representing most of the nation's softwood plywood manufacturers attended the sessions.
Turnbull said that as a result of marketing studies, the association in 1968 will concentrate promotion on residential construction, rehabilitation, materials handling, transportable buildings, transportation, and specialty products.
"About 60 percent of our money and manpower are allocated to those areasr" he said.
The pl1'wood association is the largest trade organization in the wood products industry, with an annual budget of more than $6 million.
"How Promotion Aids Will Build Your Profits," the color slide presentation produced by the National-American Wholesale Lumber Association, has been revised and updated for 1968. Available for showing before dealer groups, it shows how a retail lumber dealer can have his personal advertising and sales promotion program by utilizing aids available from the manufacturers.
Running 25 minutes, it comes complete with slide trays and script. It describes promotional and technical literature, dealer and technical field service people, and how these aids can be best employed to increase sales of forest products,
With each slide and script presentation come kits of literature and field men lists which can be passed out to interested dealers following each showing.
to more qnd more Colifornio deolers qnd distributors. For yeor oround supplies of dimension lumber ond precision-trimmed studs, depend on D & R.
Old Growth Fir Dimension from F.S.P. Lumber Co., Port Orford, Oregon
Hemlock Studs from Worrenton Lumber Co., Worrenton, Oregon
Hemlock Dimension from Westport Lumber Co,, Westporf, Oregon
Fast, regular ocean shipments by barge from Southern Oregon and the Columbia River direct to Southern California.
Now, over 5,000,000 feet of dimension lumber and studs monthly . . manufactured especially for Southern California construction needs.
Art Neth would appreciate an opportunity to tell you how you and your customers will benefit from using dependable D & R dimension and studs. You can reach him by calling 872-1280 or 783-0544.
Boat builders, furniture makers, cabinet makers, etc., have found it the one sure answer to correcting wood defects, filling wood cracks, gouges, covering countersunk nails and screws.
GAn [e ffisd under li[8ru|a$$.
Ready to use right out of the can, Famowood applies like putty - sticks like glue; dries quickly; won't shrink; takes spirit stains, and will not gum up sander. When applied ano wrll up sanoer. wnen appll properlY, Famowood becomes water and weather-proof.
Edward C. Evans has joined the sales stafi at Fremont Forest Product's Whittier, Calif., office, according to Fremont president Peter Speek.
I'remont, which has expanded more than thirty percent in the last ten years has also added more office staff.
Evans is a graduate of the University of Redlands, and had worked for Weyerhaeuser since leaving school. Most recently he was manager of all Weyerhaeuser cargo lumber sales in southern California.
redwood lumber industry and the California Taxpayers' Association.
He joined the redwood association in 1961 in his present position. Prior to that he had spent I0 years in managerial positions with the Hammond Lumber Co. at Samoa, Calif.-now part of the Georgia. Pacific Corp., a member of the California Redwood Association.
Nikkel Buys Dont Forest Producls DiGorgio Corporation has been in the news in recent months with its acquisition of Metzker's Feather River Lumber Co. empire in the California ;Sierras, and more recently the purchase of Meadow Valley Lumber Co. from ttr,e Lou Ohlson interests. The culmination of all this activity came last month with the announcement that Dant Forest Products, Inc. and the R. F. Nikkel Lumber Co. had afiected a merger. Nikkel Lumber had formerly represented Feather River Lumber as sales agents and Dant had acted in a similar capacity for Meadow Valley Lumber.
Evolving out of the merger will be the R. F. Nikkel Lumber Co., 4rX0 Drake Circle, Sacramento, with the entire sales personnel of Dant Forest Products joining the Nikkel sales organization at Sacramento, according to Frank Morrisette, former Dant executivevice-president who has been named vicepresident of R. F. Nikkel Lumber Co. Lou Ohlson, former head of Meadow Valley Lumber, has been elected to the board of directors of the Nikkel organization. The effective date of the merger was May l.
Archie O. Lefors has retired as secretary of the California Redwood Association, completing a long career in both the
What were you thinking about when you ordered hinges?
THE A,IERCHANT AAAGAZ'NE
The completion of the merger ranks R. F. Nikkel Lumber Co. as one of the major wholesale distributors of lumber and wood products in the western states,
Despite the ever tightening credit crunch, the rate of permits continues to rise. Though actual housing starts dipped in March, the latest date for which figures are available, 1968 still appears to many observers as being capable of just beating out last year.
Housing starts for structures with five or more units show a sharp increase, rising to an annual rate of 495,000 units from 378,000 in February, easily surpassing a 279,000 unit rate in March, 1967.
Single family rate recorded 900,000 annual units contrasted to 1,067,000 in February and 774,000 units in March, 1967.
The I I western states continued to be the bright spot in housing activity. Figured on an annual basis, starts rose from 220.000 in February to 283,000 in March.
More than 400 lumbermen and plywood producers from throughout the West recently heard the recommendation that an ad hoc Forest Product Export Committee be established without delay to solidify industry efforts to supply manufactured wood products to the Japanese markets.
The report, product of long weeks of deliberation by the Export Committee of Western Wood Products and American Plywood Associations, also recommended a five-point program that included establishment of interests in Japan to represent the industry; development of a weekly business report on wood products exports; a feasibility study of the industry's potential for manufacturing to export specifications; arrangements for an industry-wide trade mission to Japan and another meeting within 12 months to report progress, and if appropriate, to recommend the establishment at that time of a Webb Pomerene Corporation to handle sale and/or shipment of trade with Japan.
White ', Sugar Fir Pine Pine up to 18'. Fine old growth timfrom our Yollala Tree Farm. - c0Rl{iltc PASKEIITA
MAIERIAT HAl{DLIl{G
EOUIPMEl{T
designed specificolly for the retoil lumber & building moleriols deoler. Write or phone for our free cotolog todqy.
"The Haul of Fame"
2901 E. ST.AUSON HUNTINGTON PARK cAUFORN|A 90255
tUdlow 3-1056
Hobbs Wall Lumber Co. recently hosted a group of Marin County, Calif., retail dealers to a dinner prevue of the new NAWLA color slide presentation, "How Promotion Aids Will Build Your Profits."
The N-AWLA program is a very professional and eftective presentation showing, essentially, the many ways wholesalers and retailers can work together to their mutual benefit through better sales training and promotion at the consumer level. This is the new program that received a special vote of commendation by the Western Wood Products Association. It's believed that Hobbs Wall is the first wholesaler to bring the program to western dealers.
Attending from North Bay Lumber were Henry Hulett and Royce Israel, and from Goodman Building Supplies, Dick Harris and Jack Lagomarsino. Bert LeBeck, Indian Valley Lumber; Lloyd Creemer, Mill Valley Lumber Co.; and Bert Wheeler, Larkspur Lumber Co. Hobbs Wall was well represented by Al Bell, Bill Johnson, John Polach, Walt Hjort and Larry Hansen.
Because the presentation was so enthusiastically received, Hobbs Wall has announced plans to show the program in several mbre northern California resions.
Demand for new apartments in the next decade will be unprecedented in the history of the American housing industry, far outstripping the record numbers built during the early sixties.
This is "the inescapable conclusion" drawn from population, economic and sociological trends compiled by western forecaster Sanford R. Goodkin.
"The most important factor," said Goodkin, "is that by 1975 the 20-29 age group will outnumber the 30-39 age group by 1I million, and young adults are predominantly renters as opposed to home owners."
A promotion-minded southern California wholesaler pitched-in to help dealers sell more wood products at a recent trade show.
Fir '& Pine Lumber and its aggressive general manager Bob Gaylord put together an efiective display of wood specialty products for the Ist Annual Building Products Show, staged recently at the new Anaheim Convention Center. "Helping dealers sell, we {eel, is a vital part of the wholesaler's function," said Gaylord. The displays featured facia products, cedar timbers, decking, siding and other products.
EnerEetic KEN CANTWELL is one of the newer additJons at Inland. He's been selling building materials for the past two years. -Ken's a wheeler and dealer who'll get you the best possible buy. lf you need a good deal call Ken. Intand-ihe d-ealer's supplier, never his com' petitor.
Fred C. Cosper is the new mgr. at Rohen Lumber Co. in Portland. He had been g/m of Portland Wholesale Material Supply Co.
Charles E. Young, WWPA's former director of economic services and marketing reseatch, has opened an office in Portland, Ore., as an independent business economist.
Kent Johnson, Everitt Lumber Co., Ft. Collins, Colo., was one of the flrst dealer employees in the U.S. to start the selfteaching Programmed Learning course from the national dealer association. NLBMDA.
R. A. Johnson, of Tacoma, Wash's. A. J. Johnson & Co., has won a sales performance award for his firm from Arrnstrong Cork.
Ted Anderson of Savage Wholesale Building Materials in Spokane, Wash., has been named to the Armstrong Cork wholesaler policy advisory committee.
Dick Hayzlett is the new mgr. of Copeland's Tigard, Ore,, yard, one of the old Mcready yards. Dick was with Copeland in Portland before his promotion.
Robert H. Bryan has sold his interest in the Guy L. Munson Lumber Co. to Guy llunson. Bryan is retiring after 20 years with the firm.
Peter B. Wilharm has sold Benson Lumber Co., Benson, Ariz., to Bill Anderson and Dick Blaase, who will also continue to operate their construction business,
Don Kesselring recently announced his retirement after 30 years with U. S, Plywood Corp., but will remain on a consultant basis according to western division veep Wallace Williams. Don managed U. S. Plywood's Oakland, Calif. warehouse for many years.
Joe Wilson, head of Tarter, Webster & Johnson's big fencing div. at Newark, Calif., is reported on the mend after surviving a severe auto accident in Fresno, Calif.
Marshall Schmidt, former salesmanager of King's River Lumber Corp. at Sacramento, Calif., has signed with Edward Hines Lumber Co., Chicago, IlI. Marshall will be missed by his many friends from his years with Sacramento Box, Ostrom Lumber and King's River, the latter recently acquired by Sequoia Forest Industries.
Santa Fe Lumber Co. partner Bob Smith made a recent mill safari through northern California and souther"n Oregon.
One of Stockton, Calif.'s older retail yards closed Easter weekend after 30 years of service to custom builders and homeowners. Ruse Lumber Co. was started by O. D. Ruse and Don Blair and later was owned and operated by Ruse and his son Dale.
John C. Mclaren, former salesmanager of U. S. Plywood's Los Angeles warehouse, has been named manager of the company's Oakland, Calif., branch replacing Don Kesselring, who retired. Mclaren, with U. S. Ply for 12 years, will be replaced in L.A. by Miles E. Butterfield, former outside salesman,
That pleasant voice of Ruthie Wood is again heard at Knute Weidman's wholesale office in Palo Alto, Calif. She became ill on a Caribbean cruise two months ago with hubby Tim Wood, salesmanager of Al Thrasher Lumber Co., Calpella, Calif,
Gunter Silmar has returned to his Silmarco International offices in San Francisco after an extensive business trip through western Europe. Silmarco Interrrational is a division of American Forest Products.
Rich Stanley of American Timber & Trading, Portland, Oregon, spent a recent week in the S, F. Bay Area on business.
Arcata Redwood's Ken Laudenschlager recently spent two weeks in the Midwest and East on Arco business.
Mr. and Mrs. Dick Norris of Van De Nor Lumber have returned to Eureka, Calif. after vacationing in Palm Desert with Twin Parks Lumber's Jim Franke and his wife.
Greg Allen has replaced E. L. "Rif' Rifenrath as manager of Georgia-Pacific's Berkeley, Calif., warehouse following transfer of Rifenrath to Cleveland, Ohio, where he will be in mill sales for G-P. Allen was formerly manager of G-P's San Fernando warehouse, He was replaced in San Fernando by Bob Shelver.
Dahle T. Porter is now rep'ing: Walter N. Boysen 'Co. in the San Francisco Bay area.
Among those attending the recent WWPA meeting in S.F., was Frosty Foster, owner of Foster Forest Products, San Marino, Calif.
Dale Grabe has been assigrred the Ha*'aiian territory for Simpson fimber Co. Previously he had worked out of Portland for' ;$ippse11.
Emory E Moore has been named vp. and gen, mg'r. of Vancouver Plywood Co. A pioneer in the plywood business, Moore was formerly a vp. and director of Evans Products Co.
Bob and Dolores Gaylord took an Easter vacation to Acapulco and Mexico City with their kids, Bobby and Karen. Kristin, the ll'ee one, stayed home. Bob is bossman at Burbank, Calif.'s Fir & Pine Lumber Co.
James A. Reed is the new northern Calif. and Pacific Northwest manager for Abitibi, according to western states mgr. John Bates. A former teacher, Reed used to sell out of San Diego, Calif., for Owens-Corning.
Ed Fountain, president of Fountain Lam Loc Co., Los Angeles, has been re-elected to the board of directors of the American Institute of Timber Construction. Ed is a former president of the group. Joseph L. Heinz, Timber Structures, Inc., Portland, rvas elected vp. of the association.
Jim Williams of the Chip National proglam has wrapped up another successful home improvement school course. It was held at Build 'n Save's Lakewood, Calif., store. Jim also found time to speak at the National Lenders Conference.
Lyle Schafer, general manager of Minton's Lumber & Supply, Mountain View and Saratoga, Calif., got a much-deserved free trip to New York City last month rvhere he was presented with the Retailer of The Year award by the National Brand Names Foundation.
Larry Owen and his Fern vacationed at Waikiki Beach and met with Bill Striker of Counter Tops Hawaii, Inc. and Ross Hafiner, head of Wood Products Assn. of Hawaii, to plan for the International l{ooHoo convention in Ifawaii in '71. Larry is on the Supreme Nine and Bill is chairman.
John Beckstrom has moved his Beckstrom & Co. ofrces from Los Altos to Menlo Park, Calif. John originally started Beckstrom & Co, in Portland and moved the business to the San Francisco Peninsula area in 1958, and continues a long association as representative for Brookings Plywood and Nicholai Co.
Stan Eznekier has returned to his Lafay- ette, Calif. ofrces after a "mighty cold', 3 weeks in Hawaii on E, L. Bruce & Co. business (and a little pleasure) worked in between unseasonably heavy rains.
John D. Sullivan, Lumber Association of Southern California prexy, was a panel member at a discussion held during the recent West Coast Lumber Inspection Bureau eonvention in Portland.
Retailer Gale Stafiord, Stafford Lumber Co., City of Industry, Calif., has been participating with local businessmen in establishing a Junior Achievement center in the Los Angeles area.
Louise and Frace Fleager have filed with the State of Calif. to open a retail and wholesale lumber company in Escondido.
J. J. Robinson, Marlite's g/m, says their new $1 million plant in Modesto, Calif.' will open in August. It'll turn out plastic-finished hardboard and ceiling paneling.
Charles Kenward had a successful opening recently of his Redlands Lumber Co. yard in Redlands, Calif. William Aiker and Stewart Capehart, formerly in business with Kenward in Pasadena, Calif., will join him shortly.
Ernest J. Hodges is the new president of the American Forest Products Industries, the education/information arm of the forest products business. Hodges is an award winning pr/advertising man, author and former State Dept. advisor.
Bill McCurdy is the manager of the newly-opened Horneowners Lumber Co. in Petaluma, Calif. Homeowners has branches in Santa Rosa and Cotati.
Frosty Foster, owner of Foster Forest Products. and his wife are back with all bones unbroken after a week of skiing at Mammoth, Calif.
Ralph E. "Bud" Steffen is the newly appointed sales representative for the Southern Califomia area for Forest Fiber Products Co., according to F. M. Hughes, vice president and general manager.
Sy Rodakowski was appointed to the newly created position of sales manager of Pope & Talbot's three lumber mills announced Clark A. Johnson, director of sales and marketing. Sy has more than 25 years experience in lumber production and sales.
MIRROR TX)ORS
O Full length mirrors for "HERI" a Adds o feeling of spociousndss to room o Overheod suspension o Conceoled guide ----or floor 1yq6k o Jump-proof trock design o Mony sizes 6'8" or 8' height. Widths in foof modules from 4' to I' o Rollershighest quolity seqled qnd pocked boll-beorings with smooth, silenl nylon rifs. O ,\mple verticol honger odiustment up to %" 'o Slender sight lines-but sturdy oluminum construciion o Choice of colors. Anodized cleor, gold or block o No un. sightfy pulls o Ponels moy be glozed with 3/16" Crystol or 14" plote mirror.
ANAGEMENT of a lumber and building material operation in all its phases-personnel, sales, merchandising, accounting, purchasing, pricing, advertising and public relations-demands a good understanding of human relations and the importance of people in developing the boundless opportunities offered to our industry. The 2I dealers who attended the Executive Conference. March 18-20 at Lake
Wilderness Center, are now more aware of this after hearing the six presentations and relating them to their own operations. The weather was beautiful, the Lake Wilderness Center was a delightful place and the food and service were outstanding. Everyone agreed it was an ideal place to hold a conference.
I am pleased to list below the exhibitors who awarded prizes at our 1968 Western Exposition and the winners of those prizes: Arrow Fastener Co., Inc.Mrs. Elmer Field, Field Lumber Co., Inc., Kent, Wash.
Berry Doors, Div. of The Stanley WorksT. H. Brenchley, Nailor Lumber Co., Port Angeleg Wash.
Georgia-Pacific Corp.-E. M. Hauff, Wen' atchee, Wash.
Hyde Manufacturing Co.-James R. Logan, Broadway Lumber & Millwork, Othello, Wash.
Lufkin Rule Co.Elmer Banta, Banta Building Supply, Ninilchik, Alaska.
Warp Bros.-Wyman Hammer, Hammer Lumber Co., Eugene, Ore.
National Lock Co.-Carl Knoll, Knoll Lumber & Hardware Co., Kenmore, W'ash.
Olympic Stain Co.Wilson E. Johnson, Linn County Lumber Yard, Lebanon, Wash.
P & C Tool Co.-E. H. Rogers, McEvoyRogers Lumber Co., Kirkland, Wash.
Schlage Lock Co.-Harry Roth, Express Lumber Co., Moses Lake, Wash.
Thorolyte Fiberglas, Inc.Paul Wolfe, Garrigus Lumber Co., Forest Grove, Ore.
Founded 1935
Fir Pine Redwood Spruce Western Hordwoods
Direct Mill Shipments
Disftibution Yards--San Francisco o Los Angeles
Los Angeles-7155 Telegraph Road 90022
Phone (213) 685-4506
San Francisco--l485 Bavshore Blvd. 94124 Phone (415) 467-8440
A N AWFUL LOT is written these days / r about success and how to attain it. This all begins with the thoughts we try to impart to our children as they jog through their school years. And it continu,es, or should continue as each of us runs faster through our business years and hopefully into an enjoyable retirement.
by BOB McBRIEN executive vice president of the Lumber Merchonts Associotion
Not being one to skirt the issue, I'd like to share a few ideas on the subiect that may be far from new, but which have Y()U CAN'I sit still and helped many a person to move ahead at a expect success to come raster and more enJoyable pace.
Success ,"uti i, lor.,r".o-"rhing that someone else doesn't want to do and is incapable of doing. It's that simple.
In business, *" u"hl"o"'*.rr"""1, o, i.oui,l;ng a service as well as just having merchandise to peddle. Anybody can peddle merchandise when a customer comes to him but the real success is a man who can plan ahead and have additional merchandise and then sell this along with the items the customer came to obtain.
Thr6ughout our industry we are witnessing much expansion of product lines as well as greater diversification. Both are necessary if we want to be successful, or for that matter, even compete with some of the national chains that are trying to move into our business in a big way. We can't sit still and expect success to happen. We have to make it happen.
Thinking about this ,"rl,no, ;" ";- the man who gets o't of bed in the morning, turns on the phonograph and listens to a highly inspirational message, shaves, puts on his best duds and is ready to conquer the world. The only problem with this man is that he never leaves the house in the mornins and thus he's a failure.
Early in life we must rt'solve that we have to do things we don't want to do and then do them. It may be changing our business direction, it may be talking it out with a business associate who isn't carrying his share of the load, it may be training our employees, it may be putting the cards on the table with some of our customers who are not contributing to our profits, yet are requiring more of our services, time and efiort.
In doing all of this soul searching in striving for success, ne must adopt the correct attitude. With the right approach, it's easier to accomplish our goals. * *
As I conclude these few ideas, we are getting ready for the LMA annual convention which will be history when you read these words. I hope t}at you will have been a part of this history as it should be a good convention, one that will give you some ideas on success and how to achieve it. If you were not at the convention, sit yourself down and spend a couple of minutes thinking about the above. It will be most worthwhile.
V courses that the federated associations have been exposed to in a long time for the training of building material employees, is the programmed learning course on construction, estimating and blueprint series; cooperatively sponsored by the Weyerhaeuser Co., The National Lumber and Building Material Dealer Association and its federated state and regional associations.
It is a revolutionary new home study course scientifically designed to upgrade the employee's knowledge and to boost sales.
The course includes fourteen booklets on the subjects of foundation and flooring wall frames, ceiling, roof, stairs, exterior finish, interior finish, residential blueprint
reading, material takeofi, post and beam construction and high rise construction, The coat of the course is $150 per enrollee.
The Arizona association is going all out in urging our retail and wholesale members to have their employees take the course.
This is being done by a five page mailing, personal interviews with dealers and wholesalers, and by displaying the course at our annual convention which was held May 9-I1.
It is the opinion of yours truly, that continuing education of building material employees is a must in today's market. The aggressive dealer should take advantage of all the educational programs offered by his association.
This may be the deciding factor in whether he will be in business five years from now.
Wood impregnated with chemicals that make it fire retardant has been used extensively by the J. C. Penney Co. in a Phoenix, Ariz., shopping center. It is the first major
use of such wood in a Phoenix commercial building, although it has been used in sev' eral Phoenix industrial installations.
More than 78,000 bf. of Non-Com fire protected wood was used for studs, plates and blocking as well as for frarning around heating duct openings.
Non-Com is a product of the forest products division of Koppers Co., Inc.
The Redwood Inspection Service says that as of April I, standard dressed thickness for 2" nominal redwood dry or green became l5/g". This is a change from the previous l\/^t' or thicker material which will still be available from some mills on a buyer-seller agreement basis.
Hoo-Hoo-Ette Club 8 (San Francisco Penninsula) will be the hostess club for the sixth annual National Hoo-Hoo-Ette Convention. The convention is scheduled for May l7-I9 at Rickey's Hyatt House. Palo Alto. Calif.
Lumber gals from all over the country are welcome at this gala event,
Two recent events spotlighted the doings at Hoo-Hoo-Ette Club 10 (Inglewood, Calif.). Company night featured an Irish Jig bv Vivian Dowall, Ed Fountain Lumber Co. National President Bettv Jones and her retailer husband Jim jetted from San Francisco to attend.
At the monthly meeting, these new officers were ele<:ted: Louise Hays, president, L. H. Eubank & Sons; Judy Fial, lst vp., Saroyan Lumber Co.; Doris Sims, 2nd v.p., Crenshaw Lumber Co.: Eleanor Pechstedt, 3rd vp., Sanford-Lussier, Inc.; Mildred Dutton, secretary, Penberthy Lumber Co.; Hazel Panza, treasurer, Joslin Lumber Co,; Mary Vaczi, membership, Rossman Lumber Co.; Mary Sheldon, correspondence, Mullin Lumber Co.; and Ever' Hane|, publicity, Ben F. Gosser Constmction Co.
Dutch Masters Paint & Chemical Co. contends its new square cans {or paint "will touch off a revolution that will change packaging in this country forever." Meanwhile, a square paint can, the company calculates, Iakes 35/o less shelf space than a round can, according to a story in the WalI Street lournal.
c Douglos Fir in sizes 24" x 24"
Plqner copocity for surfocing lo 24" x 24"
o Re-Mfg. focilities for resowing lo 34" x 34"
lf we con't find it we'll moke it
J. H. Baxter & Co. is now guaranteeing its Chemonit@ treated wood products against termite attack or decay---+ven where they are used in direct ground contactfor an unprecedented thirty-five years, Alfred X. Baxter, president, has announced.
"The thirty-five year guarantee period substantially exceeds any other guarantee now being ofiered in the wood preserving industry," said Baxter.
The guarantee applies to Chemonit@ treated lumber, plywood, Heart-Treated@ poles and grapestakes, products widely used by architects, engineers, builders, piling contractors, utility companies, railroads, highway departments and grape growers.
The process involves preserving wood by chemically treating it with copper salts under pressure. This greatly increases durability even under severe exposure and protects it against destruction by decay, termites and other wood-destroying insects.
Ross G. Kincaid, executive vp., Western Building Material Association; Robert Griesche, executive director, Wood Products Industry Fund and W'ayne Gardner, executive vp., Lumber Association of Southern California. attended the W'estern Associa-
tion Executives Seminar in Monterey, April 5-6.
They met with forty other trade association executives from the west, to learn a more pro{essional approach to trade asso' ciation management.
The biggest single Hoo-Hoo event in northern Cali{ornia, year after year, the Oakland club's annual Reveille will be held this year at the Castlewood Country Club in Pleasanton, May 17, according to general chairman Jack Koepf, Peerless Lumber Co.
The 36th annual 'begins with a gol{ tournament, skippered by Ralph Meyer.
The all-purpose gun tacker. Drives heavy staples /r" to %0" long. A man-size tool for a man-size job. Great for ceiling tile.
RENT THEM. LOAN THEM. SELL THEM
Profit steadily from repeat orders for Duo-Fast Staples. Contact your nearest Duo-Fast office today.
Duo-Fast California Co., 1465 Third Street, San Francisco, Calif. 94107
Western Duo-Fast, Inc.,2836 E. 0lympic Boulevard, Los Angeles, Calif.90023
Duo-Fast Washington, Inc., 410 South River Street, Seattle, Wash. 98108
Duo-Fast Oregon Co., 523 S.E. gth Avenue, Portland, 0re. 97214
Duo-Fast Denver Company, 2490 West 2nd Avenue, Denvet, C010.80223
Duo-Fast of Arizona, 902 West Grant Street, Phoenix, Ariz. 85007
lmmediate delivery and free repair service available at these otfices.
DttO-trAST. DUO-FAST. DUO-FAST
To Serve All Southern Coliforniq Deqlers *
| 703 N. 8th Street COLTON, Cqliforniq
TAlbor 54672
ll38l Brqdley Ave.
PACOIMA, Colifornio
899-5208
750 Eqst 59th Street
LOS ANGEIES, Coli{ornio
Pleqsqnt 2-3137
6807 McKinley Avenue
LOS ANGELES, Cqliforniq
Pleqsqnt 2-3136
Son Diego Represenlolive
W. H. "Bill" Pruitl 3133 Mt. Miguel Dr. Son Diego, Cqlif. 921l4 l7l4l 4744126
M(IRGATI O|)()RS for Every Use .
M-400 Interchangeable Panels Entrance lloorpAll Types *
SED0RC0 louvers & Colonial-Modern Hardwood Flush Panel Doors *
Ft usH D00RsASH-MAHOGAIIY _BIRCH_ MASONIIE_BEECII *
FIR PIYW000JAPA}IESE PTYW()OII *
NORDCO DOOnS
IOUVER DOORS
3 PANET DOORS F-30
FOUR PANET RAISED F.41
X.BUCK FRONT DOORS (F-2035 Series!
sAsH DOORS F-r30
RAISE PANE! TOUVER DOORS
SCREEN DOORS
FRENCH DOORS (F-1500 Series)
DUTCH DOORS
FANCY IIR DOORS (ENTRANCEI
I.OUVER BI.INDS
MONTEREY TYPE DOORS (F-230O Series)
..SOUTHERN AIRE'' DOORS
CARVED DOORS *
Estqblished 1896
WHOTESATE ONLY
Membcr Notionol Sorh ond Door
Jobbcrr Asrociolion
DOOR STORE
Dear Dave,
I could not let pass this op- portunity to congratulate you on your fine story, "The Door' Store," and also Delaney Sash and Door Co. It's like selling doors to opportunity.
Doors have always been taken for granted even though we open and close doors many times a day. A door in a home or business is like a necktie on a person. A person never appears dressed without a necktie.
I wanted to let you know how much I enjoyed your fine article. It shows insight in a company that enhances business by creative selling.
Sincerely yours, Aram Mardian
President Glen Mar Door Mfg. Co. P.O. Box 6308 Phoenix. Ariz. 85005.
The Merchant Magazine
Dear Sirs,
Your article regarding our Door Store in the April issue of Th,e Merchant was excellent. We appreciate very much your fine coverage of our store. We would like to have fifty reprints when they are available.
Again, many, many thanks.
Yours Very Truly,
George E. Ryan
Delaney Sash & Door Co.
620 No, LaBrea Ave. Inglewood, Calif. 90302
SOUTHWEST TOUR
Dear Dave.
It's raining here in Phoenix for a change.
I'm finishing up a tour thru Albuquerque, El Paso, Tucson and Phoenix. Everyone's busy around where I've been. All going actively.
Hope to see you soon.
Ken Conway Arcata RedwoodA llnited staff of veteran lumbermen experienced in handling the requirements of the retail dealer
United in their effort to provide prompt, efficient service on wholesale orders from our
United inventory of prime softwood lumber maintained with the retail dealer's needs in mind.
Co.
Los Angeles, Calif.Elliott Bay Mill Co., a pioneer Pacific Northwest lumber and plywood firm, and the Elliott Bay Lumber Co., a later-formed partnership distributin g manufactured prod' ucts, have been reorganized as Elliott Bay Lumber Co., Inc., John W. Harvey, R. A. Neumann and John W. Spencer, general partners of the predecessor partnership, have announced.
V. L. (Vic) Downing is president of the new firm.
Elliott Bay Mill Co. grew from a small lumber and plywood operation in Seattle in 1910 to a major producer of forest products with world-wide operations.
Hoo-Hoo-Ette Club I has elected Trudy Smith, office manager of Marquart-Wolfe Lumber Co., as new president. Trudy has been with Marquart'Wolfe for nearly five years. 'Other officers are: lst vice president, Doris Tonan, Tarter, Webster & Johnson; 2nd vice president, Nora Degman, P1cific Madison; 3rd vice president, Mable Askins, Commercial Lumber; secretary, R uth Kemmling, D. C. EssleY & Son; correspond.ing secretary, Dorothy- -Yann,^ Mt' Wttit""y Lumber; treasurer, Millie Coun' cil of Bohnhofi; publicity, Dora Pruitt, T.W.&J.; membership, Sharon Morphis'
LARGESI lAMll{ATE0 beams. Two of 12 laminated beams for new University of Oregon stadium extend out over stadium during construction. Produced by Weyerhaeuser Co., each beam is 125 feet long. They are believed to be the longest laminated beams ever made. Wood was pressure-treated by the forest products div. of Koppers Co., Inc., using the Cellon process. Process protects against attack by decay.
Rain Jet Corp. has introduced a new line of self-contained, ornamental fountains. Prices start at 9199.50 retail for a complete packaged unit including 3' Deluxe Black Bowl with Gold Thread Overlay, recirculating Aquavator and underwater lightrng.
Fountains by Rain Jet are intended for both outdoor and interior use, No plumb-
Builders, remodelers and handymen faced with squeaky or sagging floors, short studs or troublesome door jams can now solve such problems with Shakertown Shims. Mill-cut to handy 1Yz" widths, the
Convenient size, easy to use shims
cedar shingle shims are packaged 100 per bundle.
Shakertown Shims help solve the problem of splitting shingles on the job, cutting building costs.
'IYRITE: The Mer:chant Magazine, 412 W. Sixth St., Los Angeles, Calif. 90014.
Fountains shed "shower of diamonds" ing is required. Only an electrical outlet is needed, Complete fountain and bowl assemblies are available in 3', 48", 52", 72,, and.94,, bowl sizes.
For those who wish to provide their own decorative pool, Rain Jet offers complete fountain and recirculating asseinblies, with lighting, from 9179.50, and without lighting, from $119.50.
W'RITE: The Merchant Magazine, 412 W. Sixth,St., Los Angeles, Calif. 90014.
RID\TOOD MOUTDINGS
Sun Shield Film
A tinted, transparent plastic film that sticks to glass without adhesive and can be removed for efrective "sun-control" is being marketed by R-V-Lite Products Div., Arvey Corp, "R-V-Kool-Lite" can be applied to the indoor surface of smooth glass by wetting both the glass and the film and applying pressure with a squeeg'ee.
The film is easily cut and has a soft green tint that allows desirable light transmission without glare and also helps to protect drapes, carpets and furniture from fading.
PINE MLDGS.- ( solid, or finger .j oint )
CASING SETS
DOORS
AN,NFORNNA SUC,.qre
Transparent,
The product is available in 36" wide rolls in convenient 50' and 150'lengths.
WRITE: The Merchant Magazine, 412 W. Sixth rSt., Los Angeles, Calif. 90014.
Fosl, Fosl Fostening
A heat-treated and ground drive rod and slip-free handle grip on Fastway's Ham-
PLY$(/OOD: Pallets
STUDS & CUT STOCK
REDSTOOD & DOUG FIR TIMBERS
& MTESTER.N
P. O. Box 153 BURLINGAME, CAIIF. (4151 3424178
R-Tool speeds up fastening. Ham-R-Tool is designed to multiply the driving force of a 212$ lb. hammer directly onto the drive rod.
Weighing 12 oz., it's 6" long; Ham-R-Tool claims to drive Ya" x 20 threaded studs and all sizes of Ya" dtive pins without changing the banel assembly. Machined to aircraft tolerances for perfect operation, all parts are black penetrate plated or made from stainless steel and are cor osion-resistant.
WRITE: The Merchant Magazine, 412W. Sixth St., Los Angeles, Calif. 90014.
Greqseless Metol Proteclor
A greaseless, fourway metal protector, LPS #1, is an organic metal preservative compound that covers large areas at low cost. LPS f1 protects metals from rust and corrosion. It penetrates existing rust and corrosion, stopping them from spreading and frees rust frozen parts.
LPS #1is di-electric, effective in extreme temperatures and will not oxidize. ft's harmIess to paint, rubber, fabrics, plastics and other finishes. Available in 2, 7, t2 and,16 oz. aerosols and 1. 5 and 55 gallon drums. It can be sprayed, dipped, swabbed or brushed on.
WRITE: The Merchant Magazine, 412 W. Sixth,St., Los Angeles, Calif. 90014.
Four newly designed 72 " thick wood panels are added to the Angelus line of Mastercarved panels. Patterned on a 6,, square module base and all inside edges are coved on both sides.
A complete line of framing kits and
hardware are available for panels ranging from 24" x72" to 48" x96".
\MRITE: The Merchant Magazine, 412 W. Sixth St., Los Angeles, Calif. 90014.
Terado Corp. announces an accessory for electric equipment. This product was espec- ially designed to restore peak efficiency to electric hand tools and stationary equipment
When low voltage is encountered due to long extensions, or when motors get old and sluggish, it is claimed that this device makes tools perform as new.
This product is called Zoom Power Model #60-104. Its capacity is up to 15 amperes. It comes complete with three wire A.C. cord and plug in a heavy metal case. The
unit is small and measures \'Yz" x 4" x 6", weight 8 lbs.
WRIIE: The Merchant Magazine, 4L2W. Sixth,St., Los Angeles, Calif. 90014.
Aerosol Pqint Merchcndiser
A compact metal display rack puts 120 cans of Ends Rust paint in a L7" x 2L" area. A package deal fi:om The Carter Manufacturing Co. includes rack, 120 aerosol cans for the rack, plus 24 additional cans for back up. There are 12 colors plus white.
Retail value of the entire inventory is $285.22. Aerosol Ends Rust paint containers are directed to female shoppers for easy touch-up and painting around the house.
WBITE: The Merchant Magazine, 412 W. Sixth St., Los Angeles, Calif. 90014.
Produced in Colifornio to give you one-week delivery by truck to your yord or job site. Wholesole discount to lumber decrlers.
Lowesi prices on Glu-lom ond Potlotch Lock-Deck.
Complete service ! Any size or
The hand-odometer is calibrated to read five to 600' per minute instantly when measuring wheel is touched to any moving surface. The dial is 27q," in diameter and reads in both directions.
The measuring wheel is rrrbber covered, 3" in diameter and is set at right angles to the dial, Speeds of surfaces formerly inaccessible are now checked easily either clockwise or counter-clockwise. Accuracy is claimed to be within 17o in all ranges of speed.
WRITE: The Merchant Magazine, 412 W. Sixth St., Los Angeles, Calif. 90014.
Antique White has been added to the Textured Tapestry paneling line by Marlite. The prefinished panel has the surface detail of woven fabric,
Its plastic finish can be damp-wiped clean. Available in tongue and groove 16" x 8' planks, r/+" thick matching moldings are available for use with the panels.
WRITE: The Merchant Magazine, 412 W. Sixth St., Los Angeles, Calif. 90014.
A speciflcation service for patching and waterproofing commercial buildings is available on Tuffide, a coating for exterior applications over masonry, concrete and steel.
A company representative will, without cost, survey a commercial building large e1 5mall, will submit detailed written specifications for patching and waterproofing the building. This program is designed to
Weslern Lumber & Building Mqteriols MERCHANT
provide building owners and maintenance supervisors with the latest technical information and specification plans in their maintenance work.
WRITE: The Merchant Magazine, 412W. Sixth St., Los Angeles, Calif. 90014.
Electric Furnoce Line
Armstrong Furnace Co. has introduced the AE11 Electric Furnace series, designed to be installed in a minimum amount of space with 0" clearance on all sides, rear and 1" clearance on plenum for vertical, counter-flow or horizontal applications. The
There is a good market for the modern type of metal fireplace that combines quality with good design. Customer acceptance of Malm Fireplaces has helped to increase sales volume and profits for many western Lumber and Building Material dealers.
A choice of 26 models and ten porcelain enamel colors, or matte black fnishes frt the needs and desires of any customer. Price range allows customer to work within a certain budget, with a retail price range of $109 to $49J.
Send, today for catalog and. d.etails on d.ealersbip, MALM FIREPLACES, INC.
368 Yolanda Ave. P. O. Box 1479 Santa Rosa, Calif. 95404 . (707) 54G8955
furnace delivers heat up to 27.6 KW (94,200 BTUi hr.) and is UL approved.
It's protected by heavy gauge steel cabinet casing, finished in baked enamel. Acoustifoil liner keeps heat in and insures quiet running performance. All inside components are readily accessible through front panels. Air conditioning may be added any time.
\MRITE: The Merchant Magazine, 412W. Sixth iSt., Los Angeles, Calif. 90014.
Redwood Grid System
fn the "single step" redwood grid ceiling system, developed by Simpson Timber Co., the main runners of redwood are nailed directly to the joists. The 2'redwood cross runners are used for spacing. WaIl runners are nailed directly to the wall.
Lay-in panels work progresses are moved into and are secured place as by the
cross runners. The redwood cross runners are precision mitered for exact fit.
WnttB: The Merchant Magazine, 412 W. Sixth St., Los Angeles, Calif. 90014.
The Kintrim line of "decorator" sink frames have been upgraded from 14 carat to 24 carat gold plating by Kinkead Industries. They also developed a heavier epoxy coating for the frames to give them lasting pnotection.
Ths frames will fit all size lavs and will be available on a two-week delivery basis. They are shipped in a clear poly bag with a gold tag that provides maintenance instructions.
WRITE: Ttre Merchant Magazine, 4LZ W. Sixth St., Los Angeles, Calif. 90014.
PH0NE: (213) ANgelus 1-2161
WHOLES^ALE
Bandini Blvd. los Angeles, Calif. 911023
,"';o"l:::,'.T'r. m ffiaPman 5-s805 \G4z
Wesl Goqst Wholesole ond Mill Reprcentoiive At I SPEC|ES .
TUAABERPTYWOODAttIED WOOD PRODUCTS
GtU-tAM BEAMSVio Direct Shipment -
RAIICARGOTRUCK.&-TRAIIER
CONTINENTAI-CHRYSLER-HERCULES INTERNATIONAI-WAUKESHA-WISCONSIN REMANUFACTURED FORKLIFT ENGINES EXCHANGE
Clark-Towmotor-Ross-Hyster-Champ
Yale-Allis Chalmers-Baker-Hough Payloader-Etc.
lmmediote Deliveries-No Downtime
I'out cornp etiriae price REPCO
I I600 WRIGHT ROAD, LYNWOOD, CALIF.
CIASSIFIED ADVE[IlStt{G-Position tVanted g2 a line, minimum $4.50. All others 93. a line, min. g6. Two address lines (your address or box noJ count as one line. Deadline for copy is 20th. Box numbered ads $l extra.
Names of Advertisen in this Department using a Box Number cannot be released. All replies should be addressed to the box number shown in the ad in care of Ihe Merchant,4l2 W. 6th St., Los Angeles, Galif. 90014.
FAST GROWING chain lumber & hardware discount stores seek- ing e-xper. retail lumber salesmen, man"g"rs and asst.mgrs. Fxcellent oppor. for advancement. iop pay,-pensions, p"ont an-""_ ing, insurance and other benefits. Send resumt to Boi iOO.
ESTABLISHED MANUFACTURER wants experienced represent_ atives to sell plastic finish hardboard wall panels, a"io""ii"" filigree !rgd!9,qds, contact cements and panel mastics to whole_ salers-of building materials. several largd potential volume areas open. Send complete resume to Box 1ZB.
LARGE, WELL ESTABLISEED California wholesale lumber firm ne_eds thoroughly experienced men for Eastern and West Coast sales departments. Send- full resume, references, salary desirecl, etc. RepUes strictly confidential. Write Box 1?6.'
WA.NTED:_Experienced and- well qualified plant Manager for Southwest Pine mill. Forward resume to Box 1?b.
Need man experienced in retailing with a lumber back_ ground for sales and future management position. Ex_ cellent opportunity in So. C4if. gro*th areai Send salary requirements and resume. Write box 174.
GOOD #2 MAN for dealer or wholesaler or SpECIALIST in (a) sales,.(b). credit, or (9) buVing (lumber, hardwane, paint, building m_aterials). Young, alert. prefer Bay Area. phon-er Alb_g861 o"r Write Box 170.
MAN-p-ersonable, capable and experienced. 20 years in lumber, sash & doors, building materials and builders hdwe. at contractor and consumer level. some purchasing & stock contror. Desire asst. mgr.-sales position-factory or jobber ,,rep', in No. California or Bay Area with a progressive co. Write Box 1g1.
LUII{BERMAN, 25 years retail experience, excellent background, seeks employrnent. Resume on request. Write Box 1??.
M4N4GE or buy small do-it-yourself building materials yard or what have you. Resume on request. Write Box 1Zg.
5AIES:
Old Growth Redwood, Shorts p. E. T. Green Commons, Dry Uppers
JOUNNY TEE LUMBEB LOAD SIGN PRINTEB
Specializing in paper danger flags, side-load signs, job cards, etc. John Weilet's Printing, 1441? Hawthorne Blvd., Lawndale, Calif. Phone (218) 676-7522 or 676-2298.
LUMBER HAULING
C Q TRUCKING COMPANY, (213) RA 3-6b5? and (218) RA 3-2138, 7151 Telegraph Rd., Los Angeles, Qalif..90OZ2.
FORMER LUMBER building material dealer partner will buy into progressive firm, Highest character & business references. Resourceful. Age 41. Northern/Central Calif. Write Box 169.
CHAIN OF 6 retail yards in Calif. for sale, good locations. Write Box 179.
FOR SALE: Mfr. and distr. of alum. windows, patio doors, screens, prehung doors and other finish mtls. Gross sales $300,- 000 per year in Ore. & Wash. Location: NW Oregon. Will sacrifice for equipment plus inventory. Write Box 180.
Well-financed, reputable concern wants to buy lumber yardslandbuildinginventory, all or part. Consider a joint venture? Prefer Los Angeles and Orange County. Will consider all proposals. Not a broker. Principals will contact you directly. Write M. R. Lawton, c/o The Merchant Magazine, 472 W. 6th St., Los Angeles.
WANTED TO LEASE; Prompt-Approximately half to one acre paved, fenced yard with 5-10000 SF undercover storage 16 feet minimum with small office facility on spur in vicinity Vernon. Maximum $850 month net, net. Write Box 190.
USED PIPE CUTTING machine in good condition. Also used straddle carrier utilizing 54" caruiet block load. Please contact Art Masters, King Lumber Co.,2200 Union, Bakersfield, Calif,
IIYSIER SPACD SAVER model RT-150 42877;15,000 lbs. rating; GRD 214 International engine. Call (714) 477-3101.
FOR SALE, PLANER Woods Model No. 404-6x74 complete with 75 hp motor, plus starter and feed table. Call (.415\ 526-8777.
col PrETE cusrol MTLUNG lorge Timbers qnd Wide Sizes
Our Speciolty
IUMEET AND IUMBER PRODUCTS
Ancricqa Hordwood Co. --..-.--.-.-....-.-----..7 19- 1235
Ar@to Rsdw@d Co. (Ktr Conwoy)....-...WEb5tcr
(Jim itcfoddcn)..-..-..12131 622'9815
Brurh ladurldol Lumber Co. -.-..---RAvmond 3'3301
Colitdnio Dor Co. of L.A. -.-.----...(213) 588-2141
Crcwford Lumbcr, F. A{'...*....-....'.-...--.-----.-..J7 1-2161
Dooley & Co. ...-.......-.-......-...---..-..EDs*ood q'!?61
Er:lcy & Son, D. C, -.-.-...--......-.......[fumqn{
& Pinc lunbcr Co. -*.-..-...-.-.......Ylctorio
Foltcr Fordl Products ----...-..-...-..---------.-(21
Lumbqr Co., O, M, ...-......-..-(2131 }lUrroy 4'2610
Hufi lumber Compony ..-............'...--.....'.-iPruce 3''1846
Lcrhlcy, Dovid E. ...-..--.-......-......-..-...Chopmon 5'8805
lq-Col Lumbq --(213) lUdlow 2'5311
Morquqrt-Wolfe lunber Co. .-.-.--..-.......(213) 625-1191
fituflcn Lumber Co., Floyd ..678'5331
Mutuol Moulding md lumber Go. .......-...FAsltv l'0877
Ncth f.umber Soler, A, W. ...-......-.......----...872'1240
Otgood, Robert S. ..............--..............-...DUnkirk 2'8278
PGlnc Fir Soles---..-..-..-......--.-.-----....-.-.MUrrov 2'3533
Poclfc bmber Co,, The -.-.--.-...CUnberlond 3.9078
Poslic-lrtodiron Iumber Co. ...--..,..........5Pruce 3-2292
Pon Arfqiic Troding Co., lnc' ..-....-.......Rlchnord 7-7521
Pelre Conpony, Al ---.---..- ............NEvodo 6-1009
Panberthy !umbcr Co. ...-......-..........-...lUdlow 3-4511
Rounds Iumber Co. ...-...--...-...-...-.--..-..--.----115-2896
Sonford-[u:sler, Inc. .--...-----.--.-..--,...-...AXminsf.r
2-91€l
Simnont Holdwood Lunber Co. .-.-.......-SPruce 3-1910
Simpson Wholeole Co. -.--.-----..----.----.-...--(213) 321 -9202
Soufh Bqy Redwood Cr. ..-..........-.....-..-....SPting
2-5258
Stohl tumbcr Co. ......-.----..........-.......ANselur 3-6844
Stqndord Lumber Co., Inc. .....-.-...-..-.--(213) 685-40,11
St@lon & Son, E, J. --LUdlow 9-5581
Sunmil lunber Co. ...-........-.---....-..-ANgclur l-2161
Swoner Hordwood Co....------...........-....------.-.......215'5761
Tocomd Lumb€r Soles, Inc. .-----............-J4Urrqy 1.6361
fodet, Wobttor & Johnron. lnc, ..-----....ANgelvs 9'7231
Twin Horbori Sotes Co. --...625-8133
Union Iumber Co. .------...........-.......----....(71,1] 512-5669
United Whlso. lumber Co. .......-..----OVcrbrook 5-5600
Unltcd Stotos Plwod Corp. ..-----.---.--.....tUdlow 3-3,l,ll
U.S. Plywod Corp. (Glendole) .-----....-....Cltrus /t-2133
U.S, Plyw@d Corp. (long Bmch) .---...-HEmlock 2-3901
Vcnce Lumber Co. .-.-...-.-.--.--.-----.--..---.-..--ANgelus 9-0607
Wonding.Nothqn Co. ...--......----.......CUmberlond 3-9078
Werlorn Hordwood lumber Co. .-.-.---.....--.--.655-8933
Weyerhoeurer Conpony .--......--....-.--...-Rl<hmond 8-5,151
Worahousc (Anohein) ..-..---.......-.-.....PRospecr 2-5880
Whlsler Hordwoodr, lnc..-.-...-...............-..----....-..f 53'1521
Whot*ole Foresl Producti ..583-6013 TREATED TUI'iBER_POIES_PI TINGS-TIES
Bdta & ca.. t. H. -.DUnkirk 8-9591
Kopperr Conpony -.....(213) 830-2860
Treqted Pole Bullderr ......-........................-l7l 11 986-1166
M I r. r.woRK-DooRs-Moul.Dr NGsBUI IDI NG MATERIAIS_I{ARDWARE-PAINT
A:rociqd Moldirg Co. ...-..-......-...........R4ymond 3-322 1
Beverfy Monufocluring Co. -------.----.--.----...-(213) 755.8564
Califqnio Dor Co. of t.A. .......-......-.--(213) 588-2141
Corlw Compqny --.--.Pleiont 2-3136
Independent Building Moteriols Co. .-..--..(213) 636-8345
lqrup Door Co. ...-......-..-..--.---.....---..--..--(21 3) 685-,t000
l ople 816., Inc. .......-..............-.......----OXbow 8-2536
Mcon Suppllc, Inc. ...-..........-..............-ANgelus 9-0657
Nordohf Moufqclurlng Co. --819-2675
PClq Archiiccturol Products, Inc. ......--.--.(213) 771-24OO
Piftrbureh Polnh .....------..................-(213) 378-8373
Shokmtryn Corp. .-.-------.......-..-.....-.........(71,1) 525-3531
so-Cql Comnerciol Steel ...............-.--.--.(213) 685-5170
Sfroli Door & Plywod Corp, ...-.---@rberlsnd 3-8125
Superior Fireof ce ...-.--.....-..--626-0157
Torler, Webrler & Jqhnson .-.....-.......-...ANgelw 9-7231
Torler, Wobllcr & Johrron (Speclolty Div.) AN 8-8351
Woodfond Products Co. -------.--.---l7l1l YUkon 6-7981 SPECIAT SERVICES
Associotod Molding Co. .................-.-....RAynond 3-3221
Berkot l{fs, Co.-----.---.---------.--- 87.11163
Buildine Moteriol Dqlerr Credit Assn. ----(213) 382-7151
Collf. tbr. lntEclion Serylcs .-......NOrmondv 5-5431
Chip Notlonal .-........--.17t4) 982-9617
Coosl Ploning Mlll-.----..............-...--..----..J4Adison 2-l I 8l
Croig Buying Serice --.-...-.-...---..--..-....--.-.--..------780-477O
Huntc? W@dwork! ........---.......--.....--..-..-.SPruo 5-254,1
llothcny Rcnt-A-Sk111,..........-.....--............(213) 381-5255
Mionl-Corey l fs. Co. ...---..-Zl3-8511
NolPck Corp. --....(213) tudlow 3-1056
Sumrmerbell-Speedspocc .--.--..-.---...-----..----.(213) 923-0686
Rcgol Indurtrier ...-..---(213) 231-1033
Rcpo Induffc, nc..........--....-....---...-...-..--------639-2552
TUMBER llANDl.lNG AND SHIPPING; CARRIERS
Grsidd & Son, lnc., H. M. ...........-NEvodq 6-1783
Son Bemordino - RivenideSonfq Ana Areo
Bcllwood Compay, The ..-.-.-....-..-.-.-...-17 1 1l 538-8821
Cofifornic D@r Co. of !.A. ----.....-.....--(7111 825-7811
Cqrlew Cpnpqny ....-...TAlbot 5-0672
kons Prcductt Co. (Plywqll Div.) ...-...(7141 737-0651
Gorgio-Poclic Worchou:e -.............-...OVerlond 4-5353
Horbor lumbcr (Al Wilroo) ...........-..-......-...OV 4.8956
l{obbr Woll Lumbor Co., lnc. ...-......-.......-...541-5197
Inload lumbcr Compony -....--..-......-......-TRinity 7-2001
Jcrrup Door Co.
Kay Corporotlor
,r{drquori-Wolfo lomber Cp. ....-..-..-..-.--(21 3} 625-1 19 1
So-Cof Comnerciol Steel ........-..-............---(71 41 825-6770
Tqrter, Web3lrr & Johnson ..--......-...........TRion91a 5-1550 Twin Horborr Lumber Co. .......-..-..-....---(714't 517-8086
SAN FRANCISCO
TUMBER AND IUMEER PRODUCTS
Arcotq Rcdwood Co. .......-.........-....-...........YUkon 5-2067
Evqnr Products Co.................,........---.......-...-.--826-211'l
Gorsio-Pocific Corp. ....----......................(41 5) 871 -9678
Hof f Co., Jones l. ....-.---...-..-..-..-....---.--.5ultat l -7 520
Hqf inon rrlqckin [umber Co. ...-......-..-..-(41 5] 167 -8110
Hqrbor lumbq Compony ..--...............-........YUkon 2-9727
Higgins lunber Co,, J. E. ...........-..-.......VAlencio 1-8711
Hobbr Wqll lumber Co., Inc. .....---......-Flllnore 6-6000
lomon Iumber Co. ......................--......-.--YUhon 2.,1376
MocBeofh Hordwood Conpony -............-...liltrion 7-0772
Pccifc lumbcr Co., Thc .-.-.-771-17OO
Sllmorco, nlemolionql ....--.-----....-......-...-.-.--776-1200
Iorlar, Webrter & Johnron, Inc. ............P1osped 6-1200
Union lumber Compony --SUtter l-6170
United Slol€! Plyrcod Corp, -------.-.-----JUniper 6-5005
Wendling-Nolhon Co, ..-...........-...--..---.-.....---SUrtcr l -5363
SASH-DOORS-WI NDOWS-MOU tD NGS BU I tDI NG MATERIAI.g_PAI NT_HARDWARE
Colqveror Cement Co 2-1221
IREATEO IUI,EER-POIES
Hqf l Co,, Jome L. ...-..-....----------.......Sullar | -7 52O
Koppers Co., Inc, ...........-.-....-..-....-..-.--.-.YUkon 6-2660
Wendling.Nqthqn Co. r -5363
SPECIAI SERVICES
Gllbreoth Chemicol Co. --SUtler l-7537
Redwood Inspection Scryice ...........-.......EXbrook 2-7880
GREATER BAY AREA
I.UIABER AND I.UMBER PRODUCIS
Atkinson-Stutz Co............-..............-......-....---...3,15-1621
Boldl-Beqom [umb€r Co. .......-.......-...-...(415) 527-3lll
Bonnefl Iumber Co. ...................-......-..-(415] 328-1770
Bonninston lunber Go. .......-..-......----...Otympic 8-288'|
Col-Pqcific Solss Corp. ......933.0600
Cofif. Susor & Wettern Pine.---------..-.Dlomond 2-1178
Coostol Wholesole Lumber ..-..---.-------.....-(415) 538-4878
Donl Foresl Producb, In€. ...-........-------.--(,1151 322-181'l
Grcrgio.Pocific Corp. .---.....-------...-.................--..849-0561
Georsio.Pociffc Corp. (Son Jose)...........---.CYprqs 7-7800
Golden Gqtc lumber Cr. .....---.---.....--fHornwqll | -4730
Griffin For6t Producls .--..-..-.-.,-.-----.-------..(,{15)
Timber Co.-.--......--...........-.-.-..----(7071 822-0371
Boy Redwood Co. .-----......----.-...----(213) SP 2.5258 Tocomo Lumber Sqler, Inc, ...----,....---..-.VAndyke 2.3601
ANI)ERSON Kimberly-Clort Corp. ...-..-..........--.......-...(916) 365-7661
Poul Bunyon lumbar Co. ---.-.365-2771
AUEERRY
King's River Iumber Corp. ...---.......--.....--(2091 855-2522
BAKENSFIEID
Georgio.Pocinc Worehoure .---...-............FA1ryiew 7 -7771
U.S. Plwood Corp.
Albad A. Kcllcy Co. ..(5031 343-4124
Pociic tir Solcr .......-......-......-...-.-...Dlorcnd 5-015/a
Peirco Iumber Co., Al ..-..-...-......-.----..-..-..(503] 312-2663
Tortor, W.brtcr & Johnron -----.-----...(5031 312-5128 U.S. Plvwood Cotp. -.-..-......---......-... Dlqmond 2-llll Wcyerhoorcr Co. ...-..............-....-.......-.(5031 342-5531 Wllllqnctfc Vollcy llfs. Co. ...-..........-...(503) 689.1440 GRANIS PASS Twin Horborr Soles Ca. -....-..--.--.-(5031 179-1656
A,IEDFOf,D fountoln lumbc Co., Ed...-.--.......-...-...--.......-..535-l 526 Wcrdlf ng-Nothon Co, ...............-.....-.-......--....-.77 2-7063
PORTTAND
Soxtrr Co,, J. H. -.........-......-...-...-..-...(503) 227-2571
Dont & lurCl, Inc. .......-......-.....
Gcorglo-Pociic Corp. ...-............-.------....-f
Wcyorhocurcr Co. ......................................-.......FU
vANCOUVEt
lnt'1. Popc Co../l.ons-B.ll Dlv. ..........-....-(503) 285-1300
wrNlcrcK
Shqkorfown Corp. 5-3501 OREGON
BEND
8rcokr-Sccnlon .-........EVer9ren 2-251 I
coRlrAlls
Con-Fob Equipncnf Cq...............................(5031 7 52-2955
EUGENE
Fnmonl fo16l Produclc -.......................D1qmond 3-9267
G@rsiq-Pocific Corp. ..--...........................(5031 315.1356
coronADo
lumbcr Co....--.--.......--.....-.--...---(5031 7 16-8111
Woycrhocurcr Co. .......-.........--.-..-.............1503) 7 16-251 |
VENETA Int'f Pop.t/Lons-Bcll Div. .......--.....-.......(503) 935-2215
BOISE
IDAHO
U.S. Pfywood ...-..........-(208) 312-3566
IDAHO FATIs
U.S. Pfywood .......----...(2081 522-9991
MARCEL R. GItt
Marcel R. "Rusty" Gill, a 45 year veteran in the lumber business and head salesman at Loveday Lumber Co., East Los Angeles, Calif., died March 18, of a heart attack, He was 65.
He was born July 31, 1903 in San Francisco, and graduated from Polytechnic High School in 1923. He was awarded a football scholarship to Santa Clara College, but he declined it.
Mr. GiIl began in 1923 as a laborer in the mills and yards in Ft. Bragg, Calif.,
and at one time was in charge of a yard. Later he was a salesman for Union Lumber Co. and Schafer Bros. He served in the U. S. Army in W.W. II until being honorably discharged to become a lumber buyer for the armed services.
In Eugene, Ore., he opened and operated Gill Lumber Sales until 1954 when he returned to California to work for Loveday, among others He is survived by his widow, Mary Lou GilI of Pasadena. Calif.
P.O. Box 752, Placewille, Calif. Mqnufocturers
Telephone:
Black Bart Hoo-Hoo CIub lBI, one of nonhern California's more active chapters, recendy increased its annual scholarship fund to Humboldt State College to 9200 after having IV. B. Pitzer, a senior business student at Humboldt State, as a guest at the last meeting.
The Black Bart club also played a major role recently in the procurement and delivery of several thousand dollars worth of building materials needed to repair and remodel the Boy Scout Camp on the Navarro River.
STRAIT DOOR prot'ided u tr.trul oi l-!()0
top quality spirul corc .slab doors throLtglt ona ol i,ts deulers lor the first higlt rise ltuilding, on Ilte islund ctl Puertut Ri.coBanco Populur Center. The hulk ol tlta rloor.t u,ere u,ulnu! u,ith approxintutdl- 65 t'.totic tt,ood doors leak und roseu;ood lor arecutir:r, .sr.t ites. The tilnrs u,ere labricated u,sirtg,'l.vpe l .ldhesit'r' (u,ater-prool ) and u'ere packed lor oceun going lreight. Sirtt'e the crnstruction ol Ilanco Populur Ccrrter. ntarrt other buildirtg.s on Puarto Rico ttre rr,silg ST'R.4 I'l- dutrs--tlte indu.strf .s quality lcader.
