Merchant Magazine - March 1968

Palco fredrnro{pffi Rmsrstr#ilhlc$

TwoTextures for the Price of One

PALCO reversible bevel siding and reversible tongue and groove are two-for-one products made of Architectural QuaJity, Certified Kiln Dried Redwood. Specially saw-textured on one side. smooth surfaced on the other. That means four quality products with the inventory of two.

Shipped in mixed or straight cars. PALCO Redwood Reversibles are available in the following sizes: reversible bevel siding-Clear All Heart or A-Grade. Vertical Grain, 1/2" x6" or 8",5/8" x 8" or 10", and 3/q" x 8" or 10". Reversible T & G vee two sides-Clear All Heart or A-Grade, Vertical or Flat Grain, 1" x 6",8" or 10".

So, meet the accelerating demand for rough texture. Keep pace with the continuing demand for traditional smooth face. Stock up now with the PALCO Reversibles. Call your wholesaler today.

For free samples. write:

Kimberly-Clark's "fast draw" delivery iust prevented another hold-up in Abilene

Meanwhilen back at the branch . r

Kimberly-Clark delivers faster because we get orders produced and rolling fasteg ...thankstoahighly eff icient, com puterized order-processing and manufacturing operation.

Our location, on the SP mainline and lnterstate 5, speeds things up, too. Lets us load and ship days sooner. (Like overnight delivery to California markets, for example.) And once an order's on the road we don't forget it. Traffic experts "ride shotgun" on every shipment-to Abilene or anywhere in the country-guarding against transit delays; making certain your lumber and millwork arrive on schedule. lf poor delivery schedules have got you under the gun, give it some thought. Maybe Your brand should be KC.

v0tuME 46, it0. I

FEATURES

FIRST ANNUAL DEALER ADVERTISING CONTEST

65th ANNUAL WBMA EXPO IS A BIG SUCCESS

CLUB ANNUAL DRAWS FROM ALL OVER THE U.S.A.

IHPA DISCUSSES HARD\4/OOD SUPPLY AND ASIA

KEEP 'EM HONEST WITH DETAILED JOB APPLICATIONS

PROSPECT OR PERISH-SMOOTH SELLING SERIES

MORGAN ACQUITTED IN JIM FRUTCHEY GUN DEATH

L. A, HOO-HOO VALENTINE PARTY RINGS GONG

DIGIORGIO CORP. BUYS I\I,EADOW VALLEY LUMBER

NATIONAL HOME IMPROVEMENT MONTH IS MAY

NORTH VALLEY GETS SALES NOD FROM HERON MILLS

ARIZONA ASSN. CONVENTION SET FOR PHOENIX LLIMBERMEN

Editor

Davld Cutler

Aseociote Edltor and Advertlrlng Produotlon

Richard Heckman

Circuletlon l)eDertment

Martha. Emery

Publlshers [epresentatlves

NORTHEN,N CAIITON,NIA & PACIFIC NONTIIW:EST

.^UqI Cgok, advertising and news, 420 Market Street, San- Francisco. qa-l-lfornla 94111, phone (41bi Yukon 2-479?.

SOUTrIER,N CALIFOIiNIA

Ted TiBs, advertisins and news. 412 West Sixth Stree't, Los Anj C_elqs, California 90014, phone (213) MA 2-4565 or MA 2-0670. CIIICAGO

N.C. "Budil" Bellow. advertisine and news, U250 South Halsteil Street. qllcqso, Illlnots 60628, Phone (312) 748-33tt1.

NEW YORK

IIal K. Poritz. advertisins and news, 246 Fifth'Ave., New-York. New York 10001. Phone (2A2) MUrray Hill 4-6?33.

EDITOIiIAL OI'FICES

WESTERN LUMBER & BUILDING

MATERIALS MERCHANT is pub. lished monthly at 412, West Sixttr Street, Ia8 Angeles. California 90014. Phone (213) MAdison 2-4565 or MAdlson 2-0c70 by Calltornla Lumber Merchant, InC. Please ad- dress all correspondence to office ot publicalion. Second-class Dostage rates pald at Los Angeles,-Cal. Advertising rates upon rCquest. Subscription Iiatos-U,S., Canada, Mexico and Latin Amerlca: $4one year; $7-two years; g9-three years. Overseas: g5 - one year; g8two years. Shgles coples 50r'. Back copies 751 when available, Charrge of Address-Send subscriD- tion arders and address chanses io Circulation Department. We-stern Lumber & Buildina Materials Mer- chant, 472 West Sixth St.. Los An- geles. Calif. 90014. Include ad- dress label from recent issue ll posslble, plus new address. zone number or zip code.

Tho Mercha,nt Magazlno serves the members of the:- Arlzona Retall Lumber & Builders SuDDlv Asso- ciation, Phoenix: Lumbei Mer- chants Associatlon of Northern California, Los Altost Montana Building Materlals Dealers Asso- ciatlon, Helena; Mountain States Lumber Dealers Assoclation. Salt Lake City and Denver; Lumber Assoclation of Southern Calllor- nia, Los Angeles: Western Bulld- ing Materials Associatlon, Seattle.

THE MERCHANT is an independent magaz'i,ne pubksheil rnonthfu f or those rnerrLbers of the lumber and, building materials industri.es who need and, u)a,nt factual, accurate nelDs and an objectiue analAsis of euents a,nd, prod,ucts of coneern to them i,n busi,ness.

ARIZONA

Baker.Thomas-Woolsey Whlsrs., lnc.

300 So. 12th St.

Phoenix, Arizona 85034

Baker-Thomas-Woolsey Whlsrs., nc.

1622 E. Factory Avenue

Tucson, Arizona 85719

CALIFORNIA

Butler-Johnson Corp.

735 "H" St.

Fresno, Calil.9372L

Butler-Johnson Gorp.

1480 Nicora Avenue

San Jose, Calif. 95133

Modern Materials, Inc.

1132 No. Mansfietd Ave.

Los Angeles, Calif. 90001

Modern Materials. Inc.

655 E. Florence Ave.

Los Angeles, Calif. 9O0Ol

Modern Materials, Inc.

106 W. Market St.

San Diego, Calif. 92101

Inland Lumber Co.

1845 So. Riverside

Rialto, Calif. 92101

COLORADO

Richardson Lumber Co.

601 W.48th Ave.

Denver, Colorado 80216

IDAHO

Construction Supply Co.

Franklin Rd. & No. Ash Parklane W.

Boise, ldaho 83701

NEVADA

Ponderosa Wholesale, Inc.

P.O. Box 906

353 No. Park St.

Reno, Nevada 89504

OREGON

Al Disdero Lumber Co.

2855 Southeast l5th St.

Portland, Oregon 97242

UTAH

Utah Lumber Co.

333 W. lst St.

P.O. Box 2398

Salt Lake City, Utah 84110

WASHINGTON

Palmer G. Lewis Co., Inc.

P.O. Box 4010, Wycoff Sta.

Bremerton, Wash. 98310

Palmer G. Lewis Co., Inc.

P.O. Box 304

Kenmore, Wash. 98028

Palmer G. Lewis Go., lnc.

4 So. ldaho St.

Seattle, Wash. 98134

Palmer G. Lewis Co., lnc.

W 22O International Wav

Spokane, Wash.99201 -

Palmer G. Lewis Go., lnc.

P.O. Box 708

Wenatchee, Wash.98801

ALASKA

Palmer G. Lewis Co,, Inc.

2548 Post Rd.

Anchorage, Alaska 99501

CANADA

Mill & Timber Products, Ltd.

8818 Greenall Ave.

British Columbia, Vancouver

The Merchont qnd LtvlA Co-sponsoring Awords Progrom for Deoler Advertising

MOST EVERYWHERE we look rYr today we see more signs of continued growth in the West. It's a most refreshing situation in many respects, and it's certainly a challenging one for all of us.

A single statistic offered by the State of California Dept. of Finance tells us that that state's population will grow 2I percent by 1975. This means we will have a 25 percent increase in that state's market through growth alone, and this will be topp"d by a shift in buying-age to younger people.

It would be nice if we could sit back and expect all these people to come-a-running to us for our merchandise. but this certainly won't happen. And just because we have a long, long history of being in business we can't rely on this fact alone to produce customers.

The marketing committee of the Lumber Merchants Association of Northern California. after much study, has determined that the greatest single need in our retail industry today is advertising. Advertising to win this new segment of our market that controls such a huge part of the economy.

We're inclined to agree with LMA for we have seen time and again what advertising can do for a company's success. We know that properly handled. it is a most economical and efficient tool. Improperly handled, it

is extremely costly and just about worthless,

There isn't a single retail lumber merchant in the West rvho can continue his business growth without advertising. W'e know it, but he may not know it. And we'd like him to become much more concerned about his advertising.

We applaud the dedicated work of LMA's marketing committeewhich has developed several ideas for stimulating dealer awareness of the benefits of a well planned advertising Program.

As our contribution we plan to co-sponsor an annual awards program with the Lumber Merchants Association of Northern California. Handsome plaques will be presented to the firms doing the best job, with judging done by impartial advertising experts. We suggest many will be amazed at the increase in sales sustained by those few yards who have experimented with a pmfessional advertising program.

The first awards will be presented at LMA's Lake Tahoe convention April 28-30. We urge you LMA members to participate in this program which will soon be detailed to you via that association's communications. And we urge all to attend their convention. It's the best possible use of three days we can suggest. See you there!

Everyone's a prospect for Homasote! From one single inventory of Homasote, you can sell-home-owners, builders, contractors, industrial plants, tarmers and eyen schoolsl They'll use it for bed boards, play houses, train boards, sheathing, roof and floor decking, cut-out letters, board and batten construction, utility buildings and gymnasium floor coverings, as well as tack boards, plant signs and soffits and porch ceilings. With Homasote, one small inventory means tast, big profits that are protected. it's sold only through selected dealers.

To make "good moneyi' get a good product like Homasote ' ' the insulating structural board with hundreds of uses!

Dealer advertising contest

f)UTSTANDING dealer advertising v programs will be honored in a new series of awards to rbe presented annually by The Merchant Magazine and the Lumber Merchants Association of Northern California.

The awards are designed to recognize excellence in adverrising and promote additional attention to this important selling tool.

"We've all been told many times tlat business revolves about advertising," comments Merchant Publisher Al Bell, "but in many instances too few hear the message and do something about it. On the other hand, some dealers have done an outstanding job of increasrng business via a regular advertising programand it's these dealers we want to honor now and in the future."

Co-sponsored by this magazine and LMA, the awards consist of handsome plaques to be presented during the special awards luncheon at the close of the 28th Annual LMA Convention at Lake Tahoe April 30. Winning entries will be on display throughout the convention.

"Rules of Entry are quite simple," explains LMA's executive vp. Bob McBrien. o'The individual dealer must belong to LMA and submit three representative advertising tearsheets from his 1967-68 program and a one-page typevritten summary of the results obtained. Increased store trafFc, increascd business, increased profits, etc., should be detailed."

Tearsheets and the summary sheet must be in the LMA office al5,l,6 El Camino ReaI, Los Altos, no later than April 20, and sooner, if at all pos. si,ble. Each entry will then be presented along with all otlers to a panel of advertising experts for judging.

"We have selected an excellent panel of expertq" comments Publisher Bell. "and assure each entrant his material will be carefully reviewed and appraised. Constructive comments made by the panel will be passed along to the individual dealer for his consideration in preparing future advertising."

Heading the judging panel will be David Cutler, editor oL The Merchant. He will be assisted by southern Cali fornia retail dealer Terry Mullin, Jim Cooper, Cooper-Davis advertising and the .Wood Information Bureau, Los Angeles, and Edward A. More, western marketing director of the Formica Corp. and a long.time national advertising manager, Entries should be submitted with a designation as to the approximate annual sales volume of the firm. Judges will then choose winners irr the following classifications:

$50,000 or less volume

$251,00 to $499,000

$500,000 to $999,000

$I million to $2 million

Over $2 million

Plan now to enter this contest. Send your entry to LMA today.

55MAKE It Great in '68"-rhat's the 'lvr goal of every retail building ma. terials dealer and the theme of the 28th

annual convention of the Lumber Merchants Association of Northern Cafifornia, April 28-30 at Lake Tahoe. o'Many dealers look upon each year as a new challenge i*td " newopportunity to better their business and increase profitsr" comments LMA President Arthur E. Masters. "LMA leaders feel that there are many factors which could help dealers really make it great in 1968 and that's just what we are aiming at with our convention program."

Sfory qt q Glonce

The M'erchant Magazine and LMA announce contest to encourage excellence and results in and from dealer advertising.

One of the principle progriuns on the LMA Convention agenda is merchandising. National manufacturers and local suppliers are being invited to unveil their 1968 promotion programs to dealers and Craig W. Moodie, Jr., director of advertising and promotion for Armstrong Cork Co., will give dealers numerous ideas which can be used to increase sales and profits.

"Our marketing department says the dealers' greatest need today is better merchandising," comments LMA executive vice president J. R. McBrien, 'oso naturally we hope to fill some of this need. W'e encourage all dealers and suppliers to join hands in this efiort so immediate results can be seen."

LMA convention chairman Charles Cross, Sr., Truckee-Tahoe Lurnber Co., plans a "speeded-up business program" which will leave ample time to cover as much merchandising as possible. Committee reports will be prepared and printed in advance for distribution during the business sessiol.

On the social side, LMA golfers will test their abilities at Tahoe Paradise Golf Club. Chairman Hudson Lee has promised to melt or shovel away all the snow so members can tee off between 10:30 a.m. and Noon. Prizes will be awarded.

An Industry-sponsored reception will be held from 7-8 p.m., followed by a dinner show in the famous fupen Grove room. Another industry reception will be held Monday evening, followed by the president's dinner dance which will feature Hawaiian decorations. Ladies attending this event will receive special gifts.

Fnaxinus is afr.iendlg fellolrt.

Especially with cabinetmakers. They like Fraxinus, Ash for short, because of its light, uniform color and soft texture. They like J. E. Higgins Lumber Company, too, because they know Higgins carries Northern California's largest selection of selected hardwoods and has been taking good care of its customers for 87 years. lf you haven't been calling Higgins, let's get acquainted soon. You'll be glad you did.

65th annual expo a big success for the WBMA

THERE AREN'T many dealer associar tions around that can continually say they topped last year's gathering. But then again, there aren't many like the Western Building Material Association.

This year WBMA drew a total attendance of 260{l., a comfortable 40O above last year. Pre-registration was an impressive 2200. As always, member enthusiasm ran high.

Elected president at the 65th annual go was Homer W. Greer of Home Lumber Co. in Sunnyside, Wash. First vp. honors went to Wayne Mattson, Logan Lumber Co., Seattle, Wash.; Cameron A. Kyle getting the nod for 2d. .r.p. Kyle is with Portland Road Lumber Co., Salem, Oregon.

A major attraction at this year's showo as at all the WBMA conventions was the nearly 200 exhibits at the exposition, situated this year in Portland's impressive Memorial Coliseum.

Theme for this leap vear was Hawaii and sure enough, out of ihe mists of Portland materalized Hawaiian shirts. leis. a

Sfory sl s Glqnce

Huge Pacific Northwest dealer convention and exhibition again draws thousands to their annual get-together. Dealers figure '68 will be better than '67.

show with hula dancers, Polynesian music and orchids. James C. Hayes, outgoing WBMA president and Idan Iverson, the exposition chairman and Mrs. Iverson who chairmanned the women's activities all did

ventioneers shuttled back to the Coliseum the next morning for a look at the future, courtesy of a panel of experts, rounded up by the association.

Leading off the discussion was Georgia. Pacific vp. Harold Sand who observed that dealers must know which type of customer they serve. The big builder or the do-it-yourself plus small builder market. Relating that G-P was small-dealer oriented, he put the lie to rumors that the small dealer is going the way of the mom and pop grocery. He stressed, however, that dealers must adapt to survive.

Richard P. Neils, general sales mgr. of St. Regis Paper Co. affirmed that customers will pay for good products and that a most able job of putting together a manufacturers must improve their selling smooth-running show together with the efficiency while developing new products. association staff.

Weyerhaeuser's Paul Kuy said that

Following the big opening night cere. dealers were the backbone of his firm's monies on the first of Februarv. the con- (Continueil on Page l0)

C0NVENTl0ll G0ERS (1) Rosamond 0rr; Mrs. Florine Bettis (background. (2) Mr. and Mrs. Nels Langsather, (risht) Freeway Lbr. Co., Salem, 0re. (3) Bob Phillips; Ridhard Neils. Speed Cut's (4) Wayne Roberts; Mr. and Mrs. Dick Morse, Canby Builders Supply. Speaker John Wolfe (5) and Jim Hayes, WBMA outgoing Pres. (0 Panelists Art Masters; Richard Neils; Paul Kay. Speaker Wm. R. Smolkin,0) E. W. "Ed" Turn_er, Canyon Center, Kent, Wash. (8) Erik Eriksson, Edmonds Lbr. Co.. Edmonds, Wash.; Lenn Width, River' side Lbr. Co., Bothell, Wash. (9) Cameron Kyle, 1968 2nd vp., WBMA. (10) Bob Lightfield, Troy Lbr. Co., Lewiston, ldaho; E. P. "Woody" Railey, Scharpf's Twin Oaks Builders Supply, Albany,0re.; Fay Johnstone,

FPlywood Distributors, Spokane, Wash. (11) Maynard Haufman, P. G. Lewis Co., Bremerton, Wash. (12) Harvey Hoff; Mr. and Mrs. J. M. Bettis, lrrigators Lbr. Co., Caldwell, ldaho (past WBMA pres.) (13) Waldo Stransky, Stransky Lbr. & Hardware, Portland, 0re. (14) Mrs. Mary Turner; E. W. "Ed" Turner; Marion Nussbaumer, Fairbanks Lbr. Supply, Fairbanks, Alaska. (15) Mrs. J. G. "Perk" Hayes; Mrs. Joan Kendall. (15) Don 0leson, Poulsbo Lbr. Co., Poulsbo, Wash. (17) Hawaiian honeys handing out flowers. (18) Frank Jimerfield, E. D. Kingsley Lbr. (19) Mr. and Mrs. Bill Plett, International Bldg. Supplies, Anchorage, Alaska. (20) Rosamond 0rr, Grants Pass, 0re., aiO WAMA's Arny Kirkebo. (21) Ken Logan, Seattle

Lbr. Co., Renton, Wash.; Robert Dragoo, Merrill Lbr. Co., Merrill, 0re.; Mrs. Dragoo; E. W. "Ed" Turner and Mrs. Turner. 02) W. F. "Bill" Scharpf, Scharpf's Twin 0aks, Albany, Ore., past WBMA pres. (23) Pretty girl in Boysen Paint's booth. (24) Windsor Lloyd, Lloyd Lbr. Co., Nampa, ldaho, and Art Masters. €5) Elmer Banta, Banta Building Supply, Ninilchick, Alaska; E. W. "Ed" Turner; Mrs. Mary Turner; ldan lverson, Kingsley Lbr., Portland, exposition chairman. (26) Mrs. Hauf; Erv Hauf, Peshastin Forest Products, Peshastin, Wash., and Claude Behme. Dealers and their wives by the the hundreds heard speeches, and jammed show booths.

WBTAA ANNUAT

(Continued, lrom Page 8) business. Both manufacturer and dealer must profit from marketing an item, or it's no good for either in the long run, he added. Research and development means, eventually, the selling of building systems, not just selling a few sticks at a time.

Robert O. Phillips, Simpson Building Supply in Seattle, pointed out that the dealer is still the best outlet for the manu. facturero who must have a broad dealer base. The ones that try to sell only the big, dominant dealers run a huge risk. Phillips said the only way to put the dealer out of business, was for the dealer to do it to himself.

Retailer Art Masters, head of the King Lumber Co. yards in California said that everyone must be customer-oriented. Dealers must overcome resistance to that kind of thinking within their own organization. Dealers must adapt, change, be flexible. That sometimes a Wickes-type organization coming into a normal dealer's area proves a blessing in disguise as it becomes the needed spur to change.

Jerry Jeremiassen, head of the huge chain of United Building Centers in the middle west, said that people still buy from people, no matter how big the store. People will only buy-where they feel welcome, and that's a big part of the dealer's job.

BrG SHOW CROWDS

At the all-industry lunch, Harry Lorayne lived up to his billing and put on a really amazing show doing feats of rnemory. The showgoers crammed into the exhibits for the rest of the afternoon. That night the Western Roundup Mixer also lived up to its billing.

Saturday's business sessions heard election results, a talk on Celotex's Profitron system of dealer help and a sales training talk by selling specialist John H. Wolfe. That afternoon the gals played hookey from the exhibits and toured Portland's historic Pittock Mansion.

(Continued on Page 34)

More Speed Builder Profits

with Metra Cut

More pre-cut lumber is being used in house construction than ever before. Will you be the major supplier of this pre-cut material? A one stop full service component plant or lumber yard is the builder's first choice,

cut on an "as required'! basis-but at high production rates.

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With the METRA-CUT SPEED SHOP you can prefor information eontact , , ,

Nero hates Pyresote'

It just won't burn. Wood that has been pressure treated with Pyresote is like that. Char a little bit, maybe. But lose its load bearing capacity under fire? Twist or bend in extreme heat? Smoke? Hardly! Pyresote wood is very frustrating... to fire-fanciers. But you'll think it's great. It's accepted by building codes all over the country. And Underwriters' Laboratories lists it, too. Each piece of Pyresote lumber or plywood carries a UL label. You can recommend it for studs, panelling (with or without decorative veneers), party-walls, or any other fire-resistive application. It's easy-as-wood to work with, and economical as well. But don't fiddle-around. Phone or write for descriptive literature today.

[You'll find that termites hate Pyresote, too!)

(l). DEGREE IEAM, (standing) Roy Dunbar, Snark Johnson, Virgil Mastelotto, Les Cody anrj Lee Deering. (Seated) Erv Bartel, Carl Allison, Club 133 prexy Brad Broyles, Joe Derrah and Al Boyce. (2) Notables inc,ude0 international vp. Jim Saarinen of FIorida, Supreme Bojum Larry 0wen, Snark Bob Johnson of Klamath Falls, general chairman Al Kerper, Supreme Scrivenoter Jack Jorgensen of Memphis, Jabberwock Tom Dolan of Washington and Redding Lumberman of the Year Joe Derrah. That fellow in front? You bet, it's the International sec. and Seer

Ben Spiinger from headquarters in Milwaukee! (3) Ben Springer's antics broke up everyone, including Larry Owen and Rameses 48 Dave Davis. (4) Lorenz Lumber's Brandy Brandeberry, Bob Xilgore, Hugh Pessner and Sacramento Hoo-Hoo prexy Ed 0'Kelly. (5) U.S. Plywood's Kelly Galley and retailer Bob Dragoo of Menill (0regon) Lumber Co. (6) WisconsinCalifornia's Tim Mclndoo and Kimberly-Clark sales chief Harry Bleile. (7) Scott Lumber's lohn Nelson, Wendell Paouette and Mt. Shasta retailer Jim Hennessey. (8) Howard Finn of Anderson Mldg., Stange

Big club annual draws from all over the U. S. A.

EIROM MEMPHIS. Tennessc,' to Miluaur kee, Wiseonsin and lrom San Diego. California, to Alderwood Manor, Washington, to Orlando, Florida, came Hoo-Hoo members to the Shasta-Cascade club's big annual concat.

Paul Bunyan Lumber's A. L. Kerper did a Bunyan-sized job assembling 2\5, including thirty-one hittens and, seuen reinstatements. Seventy of the total were from other clubs.

The list of Hoo-Hoo honchos was most impressive, but far too long, unfortunately, to list here.

Seasoned observers called it "the best concat internationallv in '68."

Lumber's "Brick" Stange and Bill Anderson, U.S. Plvwood. (9) Western Lumber's Keith Gordon of Medfoid and Bob Korn of U.S. Plywood. (10) WWPA's John Bojorques, Dick Young a'nd Jack Denson of Diamond National. (ll) Lassen Wood's W. Christensen and 0regonians Buck Kidd of Ponderosa Mldgs. and Bud Brennan of Double D Lumber. (12) North Valley's Dave Schaller, Bob Smith of Diamond National and Dant's Al Boyce. (13) Phil Edminster, Jim Nelson and North Valley's Charlie Moss. (14) TW&J gang, Elmar Brock, Seth Potter and Frank Quattrocchi. (15) Dave Mackin and South Fork's Paul Treub. (16) Glen Fornev.

Asian wars and U. S. business

THE SPOTLIGHT was on the current r Southeast fuia crisis and its effect on the supply of hardwood products at the l2th annual Imported Hardwood Products Association convention as members from all parts of the United States analyzed their huge stake in the future of the nations of the Far East.

The three-day session, which opened February B, featured an outstanding roster of speakers in world trade. It was probably

the lead-ofi talk by

mood of the entire meeting.

Story qt a Glonce

International power politics and its affect on hardwood products supply dominates IHPA annual. lmportant proposals by Japanese ConsulGeneral voiced at meeting.

Shimanouchi made it plain that his country considered United States involvement in Vietnam and Southeast Asia "disproportionate," but nonetheless crucial to the security and economic progres.s of the region.

The Consul General also disclosed that Japan, the fourth largest economy in the world after the United States, Russia and West Germany, is not only ready, but willing to broaden its role to accomplish security, stability and peaceful progress in Asia.

To accomplish this aim Japan proposes wider political consultation arrd cooperation among Asian countries, more efiective selfhelp and regional cooperation on Asian development problems, and closer cooperation throughout the Pacific Area in support of Asian regional development and common Asian-Pacific goals, he explained.

There has been growing recognition by world observers that Japan, a nation that just lO0 years ago was struggling in an abyss of feudalism like many of its Asian neighbors today, is the logical choice to lead the way in developing the backward nations of Asia and helping them achieve 20th century status.

Collins. (9) Ev and Mary Ellen Galbraith. (10) C. ltoh's Jackie lchihashi. (11) Ted Allen of Evans. Arnold Pantus, Sabine Allen, and Bill Suiter, Evans Products. (12) Jack Baser, Gunter Silmar, Silmarco International, East Asiatic's Mogens Silleman and Jack Butler of States Lines. (13) Ethet and Jerry Linares and sis-in-law Billie Hasty. (14) The Gosherts, F. S. and Millicent, and Andersons, Ed and Helen. (l5l

uWestern States Plywood's Len and Vicki Crofoot. (16) Rainer Trading's Hans and Gisela Rainer. (17) IHPA's Charlie Schmitt and Bronson Lewis of APA. Tacoma. (18) 0utgoing president Jack Baser, nef prexy Henry Fulcher, Jr. of Dallas, Mr. and Mrs. Sol Kaplan and American International's Frank Framoton. (19) Walt Jennison of Evans Products. 00) IHPA counsel Myron Solter and E. G. Re,eves of Washinston. D.C. Protectionist legislation was also discussed. '

"The American effort in Vietnam and the Japanese effort to promote Asian solidarity and cooperation are motivated by the same high objective-to establish con' ditions of peace and stability in Asia. Thc Iuture of Japanese-American relations rests on how well our countries work together in this broad realm of regional and global importance," he concluded.

The 160 import, shipping and trading company executives attendir-rg were also given insight into the effects of Britain's

recent devaluation of the pound and its subsequent efiect on this country's im' porters by Los Angeles banker I. Barry Thompson.

This country's growing balance of payments deficit and subsequent protectionist mood of the 90th Congress was tagged thc number one problem facing importers to' day by the USB international v.p.

Rounding out the program were talks by Larry Flahive, executive v.p., building products group, of Evans Products Co..

IHPA attorney Myron Solter of Washington, D.C., and customs specialists George Tuttle of San Francisco and Hadley S. King of New York.

On the final day, it was play-golf-day at the Bermuda Dunes Golf Country Club at Palm Springs. Jim Craig walked ofi with low gross honors as George Fredrickson nabbed low net scoring. Second low net u'as shared by Jim Todd and American International's Frank Frampton.

The highly successful l2th Annual concluded with a Saturday night social and dinrr"r dance. she

Keep'em honest

A NOTHER segment of one o{ the most complete, not / r to mention intimidating, employment applications we've seen.

The theory behind it being that anyone who would fill it out honestly, must be fairly straight. If tley lie, all the detail makcs it easier to nail down the coverup. Bill Coopcr, who uses it at his big retail store and yard in Los Anseles. says he has had sood luck with it.

I PROSPECT OR PERISH

' If the tide sounds erim it was meant to. , You can't stay alive -in selling unless you . systematically go after new accounts,

Too many salesmen regard a territory .,. os a lifetime sinecure that will yield good earnings without cultivation. This is a fal- ' lacy. A territory must be exploited or it will dry up on you.

The key word mentioned so far is "sys:. tematic." There must be a pattern to your - prospecting. Depending on hit or miss . tips, one-shot cold calls, etc., is dangerous.

PROSPECTS OR REJECIS

A lot of time can be wasted on buyers who really aren't prospects at all-at least . not for your product. A true prospect must be right for you; he must possess the necessary qualities which make him a likely user of your merchandise or servicer A certain arnount of screening is called for here. If he can pass the following tests he's worth more of your time:

l. Does he really need your product or . service?

2. Is he an influential? Does he have the authority to buy?

3. Does he represent a solvent firm that will pay its bills?

4. Can he be .weaned away from his present supplier?

.5. Can you get to see him ? If he's the vice president or president the approach may have to be made by a top executive jn your firm.

6. Will the business he gives you be worth the amount of time you invest in him? You might make a chart for prospects and evaluate them on a checkpoint basis. This will save you needless running around on what could be a wild goose chase.

V/ARMING UP COTD CAI.TS

Whenever I read that one out of l0 or two out of 15 cold calls results in a sale I make a devout wish that salesmen will not , believe these figures. I know that these ratios have been derived from actual experience but I still feel that publicizing them does more harm than eood.

Why? Because they cause the salesman

4EPRINIS FOR SALESMEN this is a condens€d ver- iloo. Each lesson is available in alr cxpanded fom. in a 4-page brochurc, slze Srtxll, printcd itr-2 cotors on'whjte lgo-y pspcr and is 3-bolc punchcd to fit any statrdard 3- rllg bhde-r. Eac! sulrcct 14 this crpanded vcrsion is fully qd complctcly developed in comprehcnsivo der'it and iriffi"1 8elf+xaminatiotr qili' for Salcsmcn. Priccs are as

to automatically put a damper on his efforts. He may be the best man in the business but he is a slave to somebody else's record.

What difference does it make if 30 salesmen in the XYZ Company average one order per 12 cold calls? This does not mean that you cannot hit five-or six-or more! And you can if you have {aith in yourself.

In the history of selling many cold calls have produced customers that spent millions of dollars. Intelligent cold calling should not be neglected in the prospecting picture. This means calling on buyers likely to be interested in your line.

PROSPECTING TEADS

The salesman is noi alone in his prospecting. Leads come to him from his sales manager, supplied lists from any reliable list company, advertising and friends and acquaintances. The last is especially important in the service business.

Many of these leads are o'hot" but that doesn't mean they are pre-sold. It requires salesmanship of a high order to get the order. The best you can hope {or is that the buyer is receptive to your presentation. You have to take it from there.

TANDING THE BIG ONE

There is a type of salesman who is unsparing of his energy for prospecting but he is fishing for minnows when he should be angling for sturgeon.

This is the small account complex. A man devotes a great deal of time to cold calling and tracking down leads but he stays away from the big account.

Subconsciously, he avoids the large customer in his prospecting. Why? The answer is simple: the big buyer is harder to sell. The salesman knows he's going to have a tough fight and he's afraid to start slugging. He's like the early morning bather who can't gather up enoup;h courage to wade into the frigid water. He waits until afternoon when the sun is fully hot.

There's a defeatist aspect in the avoidance of the big account. The salesman gives up the battle before even trying to win.

Don't let the size of the prospect deter you. No matter how big they are somebody is buying and he has a oohot button." If you're not pressing it, your competitor is. Today's leading produceis were never scared of tackling the major prospects.

.PRIMING

THE PROSPECT

Some salesmen feel that once they've been granted an interview with a prospect they have accomplished their qbjective. They are so pleased with their success in getting into the buyer's office that they do very little a{ter that.

You've got to push harder than ever once you get the appointment. Getting there is only half the battle. You've got to corne away with an order.

Don't let yourself be cowed or intimidated by the buyer. Don't even appear too grateful for the interview. Iirstead make him feel that he's been selected, by you; that you are giving him your time. Give him the impression that you don't pick prospects at random but only after careful consideration. Make him feel that he's a blue chip choice. This will tickle his pride.

If you can begin an interview by telling the prospect how much it means to you etc., you are just taking away good selling time. Be polite, observe the usual amenities but don't get down on your knees and bow in gratitude.

You will be much better off to spend the early minutes priming the prospect for the eventual close. That's what you came for. Don't ever let anything swing you away from the main objective.

Are you prospecting in the right way and is it paying off? If you can answer yes to seven or more of t}te following questions, you're not only a good prospector but are bringing up nuggets as well:

1. Are the prospects you call on truly good pros- pects? Yes n No n

2. Do they really need your product or service? YesD Non

3. Are they available to you? Yesn Non

4. Do you have faith in your ability to get orders on cold calls? Yes ! No D

5. Do you make good use of leads given to you by your sales manager, friends, etc.? Yes! Non

6. Do you add to the list of leads by scouting out likely prospects yourself? Yes ! No I

7. Do you take command of an interview with a cold prospect? Yes fl ilo n

8. Do you cold canvass the big accounts as readily as the small ones? Yes ! No E

9. Are you aware that your future depends on the number of prospects that you dig up? Yesn Notr

10. Do you have a workable system for prospecting? YesI Non

Nothing says value quite as quickly as a roof of red ced ar.

Most of what goes into a building is lost on prisingly low additional cost. the average buyer. Try as he may he simply can't Few materials offer the practical advantages see everything there is to see. That's why it's red cedar does, either. Things like complete important to put products of recognized quality weather resistance, maintenance-free performwhere he can see them. ance, natural insulation, remarkably light weight.

Redcedarshinglesandshakes,withtheirevoc- Next time insist on a product that will best ative textural patterns and natural warm

earthycolors.fitthe

ltfirrrtilililffitilt

LUMBER COMPANY, INC.

Founded 1935

Fir Pine Redwood Spruce Western Hordwoods

Direct Mill Shipments

Distribution Yards-San Francisco r Los Angeles

Los Angeles-7155 Telegraph Road 90022

Phone (213) 685-4506

San Francisco-l485 Bavshore Blvd. 94L24 Phone (415) 467-8440

GALENBAR

MARCH

Western Wood Products Assn.-March 5-8, annual meeting, St. Francis Hotel, San Francisco, Calif.

Sacramento lfoo-Hoo Club 109-March 9, annual dinner dance, Elks Temple, Sacramento, Calif.

Redwood Region Logging Conference-March 14-15, Redwood Empire Fairgrounds, Eureka, Calif.

Dubs, Ltd.-March 15, monthly tournament, Meadow Club, Fairfax, Calif,

Hoo-Hoo-Ette Club l0-March 15, St. Patrick's Farty, Surf Rider Inn, Santa Monica, Calif.

Ifoo-Hoo Club 2-March 15, Concat, California Country Club, Whittier. Calif.

Shasta Cascade IIoo-IIoo Club 133-March 15, dinner meeting, Crystal Tavern, Red Bluff, Calif.

Oakland IIoo-Hoo Club 39-March 18, tour of Fibreboard plant, dinner following. Antioch, Calif.

Ilumboldt Eoo-Hoo Club 63-March 19, Seventh Annual Celebrity Nite and Cbncat, Elks Club, Dave Davis chairman, Eureka, Calif.

Salt River Yalley Hoo-Hoo Club 72-March 19, tournament and banquet, Mesa Country Club, Arizona.

Montana Building Material Dealers Assn., March 21-23, 32nd Annual Convention, Missoula, Mont.

San Francisco Hoo-Hoo Club 9March 29, monthly luncheon, Sandy's Restaurant.

APRIT

Shasta Cascade Hoo-Hoo Club 133-April 5, dinner meeting, Holiday Inn, Redding, Calif.

Hoo-Hoo Club 2-April 20, monthly meeting, Los Coyotes Country Club, Buena Park, Calif.

Lumber Merchants Association-April 28-30, Twenty-Eighth Annual Convention, Sahara Tahoe Hotel, Lake Tahoe, Calif,

National Building Material Distributors Assn.-April 28-May I, Spring meeting, Broadmoor Hotel, Colorado Springs, Colo.

When it includes a whopping 7,000,000 ft' of hardwoods and softwoods in over 100 species at our Los Angeles yard, it broadens your horizons considerably! Add to this th€ fact that Penberthy sells more than 40,000,000 ft. of lumber per year, and you have some idea of what it can mean to be one of our franchised dealers. Because we do move so much, we have access to the best timber in the world, and it

makes our prices mighty competitive too!

To participate in our franchised dealer program, you are required only to display the sign shown above and carry a minimum stock of our stand' ard hardwoods. For the more exotic woods, we will supply you with a complete list of over 75 types available for next day delivery.

See your Penberthy representative, or call for fulldetails now!

OT SO LONG ago it was the thing for a "busin.ess man" to mix white sand wit^h the sugar, dope kidney and liver medicine and generally take advantage of every 'business deal, salving their consciences on Sunday wiih the thoueht that "business is business."

Today the man that takes unfair advantage of another in busi. nessisafool.

ALL SAID

A_shopkeeper had in his employ a man so lazy as to be utterly worthless.

Ono day, his patience exhausted, he discharged him.

*Will you give me a character re{erence?,, asked the lazy one.

The ernployer sat down to write a non-committal lettei. His efforts resulted as follows:

5AIES:

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

1882-1966

"The bearer o{ this letter has worked for me one week and I am satisfied't' * ri. {-

LET IT BE SOON

The time is coming when the'beautiful advertisements you admire on the signboards you pass will have just as many beautiful home and other building advertisements as they now have automobile, tobacco and beauty aid invitations to buy.

A junk yard at u ."lrJua "rJ".r.,**"u..ies this hint to motor. ists: "Go ahead! Take a chance! We'll buy the wreck!,,

In Russia, people are underground.

frequently underfed. In the U.S. they're

col,tPtETE cusTorvl i,lttttNc

lorge Timbers ond Wide Sizes Our Speciohy

"At

Fred HolmesCqrl ForceJim Buckner P.O. Box 665Ft. Brogg, C,ol,if. 95437 Phone l707l 9644058 TWX: 707-573-8259

Morgon Found Not Guilty in Gun Deoth of Jim Frutchey

Arthur Virgil Morgan, 65, has been ac. quitted of the murder of his son-inJaw, lumberman James G. Frutchey, following the introduction of the alleged confession of Morgan's wife, which was termed "completely incredulous" by presiding judge Allen Miller.

Frutchey, manager of the Los-Cal Lumber Co. in Los Angeles, Calif., was shot four times through the chest and back in the yard of his $75,000 Rolling Hills home at two a.m., July 2, 1967, according to the Long Beach Press-Telegram thai reported the story. (For add,itiond lacts see The Merchant Magazine, August, page s6.)

Billy Lee McHenrR 41, who accompanied Morgan to Frutchey's home was found not guilty of the murder charge for reason of insufficient evidence. Dep. Dist. Atty. Robert Burnett said he knew of no plans to prosecute Mrs. Morgan on the basis of her staternent.

During the trial Morgan admitted had gone to the home with a revolver the waistband of his trousers. Morsan said that Frutchey met him at the b"ack

gun with shot

he in door, grabbed the started to beat him fight, Frutchey was paper said.

Mrs. Morgan's confession told of finding a gun on the floor of the family room and o[ her "pointing the gun at Jim Frutchey. and hearing the explosions.', She did not say she fired the gun.

Investigators said that the gun taken with Morgan to Frutchey's home had jammed after being fired once. Frutchey was shot four times. The gun that killei Frutchey was never found.

Morgan said he was called to the

Frutchey home by his said Frutchey had lelt hirni to come and help ter, (harleen, horne.

from him and it. During the and killed, the wife Dorothy who home and telling take their daueh-

Pressure Process Instolled

The new pressure process using water repellent Penta for treating lumber, millwork, fencing, boxes and other wood products has been installed by Selma Grape Stake Yard & Pressure Treatins Co. It is the first time this process has be-en used in Calif. The firm is in Selma.

Yrlrd Invenioqf Reiurned

H. A. Dyer, who last surnmer sold his lumber yard in South Salem, Oregon, has had the inventory, valued at $30,000, returned following a court judgment that confirmed his contention that the sale terms were not being fulfilled.

From the "Land of the Sky"; old-grgwth timber for quality products from Nikkel

Buck,s Lake, shown above, lies a mile above sea level on a rrdge between the deep canyons of the Feattrei River's middle and north forks' California's Feather River Country covers almost two million acres of natural watershed and productive timberland in the ."itf.,.r" p"ition of the Sierra Nevada. lt is known for its high-altitude, old growth timber' Sugar pine, pondero.u pin", white fir and other softwood species grow here at elevations ,p% 5,ooo ieet. Three'1,tit<t<et plants process timber from the area and convert it to diniension lumber, shelving, boards, moulding, jambs and frames'

Heavy Duty Covering

Club stages good one another

ftHRt,ta I l'irrr,,lh,'r' :.],rorl ,,lrr, [or. 1.,,. v Arrg"l,.s's ,lrrl, lu,, [r,r llt,.ir. \'al,.rr. tint:'s Dny dinttt'r durr<'t'.

As trlwal's. Hor,-Hoo's set.onrl oldt'st r.lrrlr provt'd first when it comes to partr'-v-iling. The enthusiastir'. if compat't. r.rotrd at the Chinatown restaurant atc and drank t'nough to keep thr. proprietor in r-roodles for another vear.

I)rt'st'nt-prez. Hugo Mil|t.r prcsentt'rl l)ast-l)rez. l-rank Quattrocchi n'ith a pin to sav thanks {or lhe clulr members to l:l:U t.r his r,intase \'('ar as club ht'lms-

As in previous years, lut'ky ticket hold. ('rs \\'on door prizes. One member at eaclr talrle a1... got to take hr.rme thc la'ish floral centerpiect'.

Bellwood spells it like it is...

iS fOf W-A-T-E-R-P-R.O-O-F-E.D

What difference can a little moisture make to a wooden door? None, if it's a Bellwood. Now, this doesn't mean even a Bellwood door should be directly exposed to the elements. But it does mean that Bellwood's exclusive waterproofing of the top and bottom of their doors protects those critical areas before the painter comes. And at no extra cost. just another plus feature that spells BELLWOOD. THE BELLWOOD COMPANY / 533 West Gollins / Orange, California

GUARANTEE

Qellwood Ooors are fuuy guaranteed by the Bellwood Company of California, as sst forth in ths Standard Dool Guarantee of the National Woodwork Manufscturers Association. They meet or excged the specifications sot forth in Commarcial Standard CS 1 71 -58 for Solid-core and Hollow- cors doors.

PtrRS@NALS

Arizona Retail Lumber & Building Supply Assn. prexy Bob llorr has appointed George Rothfuss of Prescott Lumber & Roofing, Prescott, Ariz., alternate executive committeeman to represent the Arizona association in NBLBMDA matters.

Ilank Ilancock of Hancoek Lumber & Hardware is recovering in his Phoenix home from a recent heart attack. We all wish you a speedy recovery, Hank.

Bichard "Dick" Schulz has joined Twin Ilarbors Sales Co. as a buyer at 1243 SW Oak St. in Grants Pass, Oregon. For the past nine years he had been Hirt & Wood

salesmanager in Grants Pass. Previously he was employed by the old Pacific Forest Products.

Raymond R. Taylor replaces Jerry C. Roark as district sales manager, Evans Products Co, northwestern states. The Building Products Div. has relocated its prefinished hardwood sales department to Aberdeen, Wash.

Hank Jeneen has replaced Dick Schultz as salesmanager of llirt & Wood of Grants Pass, Oregon. Jensen was formerly with Eastlick Mills in Yreka, Calif.

Bud Barber, head of Bernie Barber & Associates, has named John Kudron to the northern Cali.f. and Ariz. territory. John was originally ff1 man under the late Joe Kirk at Kirk Lumber & Building Materials in Santa Maria, Calif., more recently man-

It's Your Inventory . ,

Wcclcrn Lunrber & Euilding Msleriqb filERCl{ANT ager of Sterling Lumbet's yards at Santa Rosa, and Mountain View, Calif. Ife replaees Les Doddington who has joined California Builders Supply of Sacramento.

Arthur B. Pugsley, Jr., has been appoint- ed sales rep. in Washington for MiamiCarey. Pugsley operated his own remodeling business before joining Miami-Carey.

John D. Scott has been promoted to dealer sales representative for Kaiser Cement & Gyp'sum Corp. announced M. S. Jared, Jr., Seattle div, sales manager.

Mr. and Mrs. Larry King took a couple of recent weeks away from Bakersfield, Calif., and their Civic Center Lumber Co. to vacation in the Phoenix, Arizona, area.

L. M. Ifarringer, Los Angeles Weyerhaeuser Co. sales rep. has been appointed to a six-man Board of Governors for 'Weyerhaeuser's exclusive Roundtable of Sales.

Jacqueline McKinney, formerly with the Islands Timber Co.'s Oakland office. is now bookkeeper for Peerless Lumber Co., the Oakland wholesalers.

Alex Galbraith, western region rep for The Stanley Works, suffered a heart attack during early February and will be putting in R&R for the next couple of months according to company ofrcials.

Richard L. Ochletree has been elected secretary of American Forest Products Corp. according to President Charles T. Gray. Ochletree replaces Tom Ware, secretary since 1956.

Bob McKean, former salesmanager of Main Lumber Co., has opened his own wholesale shop in Redding, the shingle reading McKean Lumber Co. Bob worked for the old McCloud Lumber Co. prior to joining Main Lumber 11 years ago.

Bob Evju has moved his Evju Products Co. offices closer to home at 1368 Lincoln Avenue in San Rafael, Calif.

The Cedar King and Queen, Merv and Doris Kjer of K/D Cedar Supply, Hayward, Calif., recently took a couple of weeks ofi for a Mazatlan fishing vacation.

Bill McCubbin has joined Beronio Lumber Co. in San Francisco, according to Mario Tollini. BilI, outside the industry for several years, is remembered from the old Cords Lumber Co. and later his own wholesale business.

"Spud" Jordan and Kenny Price of F. L. Jordan Sash & Door Co. announced that their operation is in the process of a planned phasing-out of business. Liquida- tion is expected to be completed by July 1.

Olympic Stain Co. has promoted Charles P. Alm manager, marketing relations. In his college days, Alm captained the University of 'Washington varsity crew whieh rowed at Henley, England, and against the Russians in Moscow. G. Roger Yictor, Honolulu, was appointed manager, special area development.

Aftet 42 years in the lumber industry, 28 with Pacific Lumber Co., Scotia, Calif., Carl J. Cheeseman, 65, has retired. Cheeseman was factory superintendent at Scotia for 10 years. George Y. Munz, with Palco

MARCH, 1968

for nearly 14 years, will assume Cheeseman's duties announced Edward M. Carpenter, executive v.p.

Ed Fountain, Sr., president, Fountain Lam-Loc Co., has returned from Florida's east coast where he spent four weeks promoting the advantages of Lam-Loc Pecky Cedar.

Ernie Atkinson, Jr., has joined Western Door & Sash Co. in Oakland, Calif., as an architectural millwork estimator, according to Hollis Jones. Ernie was formerly with Clinton Mill & Mfg. Co., Oakiand, currently being liquidated by owners Ernie Atkinson, Sr., and AI Wiedman.

Art Evans has been named to industrial sales at Hubbard & Johnson Lumber Co. at Palo Alto, Calif., according to manager Bill W'ray.

John J. "Jack" Mulrooney, executive vp., National-American Wholesale Lumber Assn., was elected 1968 chair"rnan of the Pros at the annual meeting of the National Association of Wholesalers. The "Pros" is made up of the chief statr executives of the 55 trade groups which represent over 20,000 wholesalers. Jack will be on the NAW executive committee.

Anthony G. Ksidakis has been named assistant manager, national millwork sales, Tarter, Webster & Johnson. An 18-year veteran of TW&J, his promotion was announced by Jack Ford, genela] sales manager'.

New with TW&J is John P. Kremers, a sales trainee in the fence division. Kremers u'ill assist in national sales of the Readymade fence line.

Wisconsin-California Lumber Co., Redding, Calif., has been for-rned by Pete Lane and Tim Mclndoo, both formerly with Stange Lumber Co. in Redding. The new general wholesale firm is at 1304 East St.; sugar pine and cut stock products a specialty of the house.

Jim Cooper, former letail and s-holesale lumberman and now president of CooperDavis Advertising Co., spent a frantic for,t- night recently with his Joyce, touring central Mexico in a rented Onel sedan. Clazy gringo drivers!

Joe Derrah, head of Dee Lumber, Inc., in Redding, Calif., is now receiving a mighty assist from his brother-in-Iaw, F. L. "Fern" Bellotti, corporate secretary and second man. Fern originally put in a long tour as planing mill supervisor for Pelican Bay Lumber Co. and for the past 18 yearc with Weyerhaeuser in the mountain states.

J. B. Bolan, has been named flooring div. sales manager, Western region, by Forrest Industries, Inc., says William F. Forrest, Jr., general sales mgr. of the Oregon firm.

E. M. Magarian, division manager, has announced the appointment of Byron Randolph Cady as Weyerhaeuser Co. hardwood products marketing manager.

Donald C. Smith, Pacific district manager, forest products div., Koppers Co., Ins., was elected president of the Western Wood Preservers Institute at its annual meeting, El Cemito, Calif., retailer Jim Doherty, head of El Cerrito Mill & Lumber Co., has been elected president of the board of directors of the Bay Area Rapid Transit dis-

trict. better known as BART, and we don't know whether to congratulate Jim or olfer our condolences. BART, as most westerners know, is probably the biggest rapid transit project ever undertaken in the United States-with problems to match-but any one who knows the popular and successful dealer will tell you the BART people knew what they were doing when they elected Doherty their leader,

George Sowers, owner of Sowers Forest Products, Healdsburg, Calif., spent two recent weeks roughing it in a camper trip over the entire length of Baja California, in Mexico.

Perry Adcox, salesmanager of F. M. Crawford Lumber Co., Ukiah, Calif., hosted a mill tour for the S.F. Hallinan Mackin

Lumber Co. gang through the huge Ukiah and Calpella complex. Touring were Roger and Dave Mackin, Bill Freeland, John Braden and Don Kelleher.

Ed Israel has added Ed Hayden to Edwards Lumber & Mfg. in general wholesale and export sales. Hayden was formerly with J. E. Higgins Lumber Co. and Evju Products Co.

Fred C. Holmes, namesake of the big Fort Bragg, Calif., wholesale firm, has named 'Walter J. Shaylor to head his new buying office in Redding, Calif. Shaylor is particulariy well known to Oregon and inland Calif. producers from his years with Main Lumber Co. and Hallinan Mackin Lumber Co,

The deoler's Strpplierneaer hlis cottlpetitot.

WE HAD TO TIP this picture sideways to show all our customers en- joying their free trip to Hawaii they won from Inland Lumber Co. We paid their f light, room and board,not to mention island tours and champagne parties. They won just by exceeding their last year's quota. Easy? You bet...justask'em. Next year,why don't you come along too. Where would you like to go next year? INLAND, THE DEALER'S SUPPLIER, NEVER HIS COMPETITOR.

DiGiorgio Buys Meqdow Volley

The DiGiorgio Corp. has purchased the Meadow Valley Lumber Co. of Quincy, Calif.. for $3 million cash, Robert DiGiorgio, president, has announced.

Meadow Valley is a large supplier of pine and white fir and has an annual capacity of 50 million bf. Other DiGiorgio lumber firms are Klamath Lumber Co., Klamath Falls, Ore., and Feather River Lumber Co., Reno, Nev. Total combined production will now exceed 200 million bf. per year.

The Quincy mill of Meadow Valley will be operated by J. Kenneth Metzker, president. and Vern Lindgren, general manager, of the Feather River Lumber Co.

Also included in the acquisition is the Quincv Railroad Co.

Nqtionol Home lmprovement Month

A cooperative industry efiort is getting up steam to remind home owners that "it's home improvement time". Ihe program will culminate in the observance of May as Home Improvement Month.

Thousands of builder-remodelers, and lumber and materials dealers, are now equipped to plan their individual promotional activity as part of the national program. 'fhe Home Improvement Coordinating Committee has distributed 83,700 copies of "Guide Line lor Prolit," a catalog to assist the promotional and advertising programs of builders and dealers.

Other sponsoring groups are the National Homt, Improvement Council, National Lumber and tsuilding llaterial Dealers Association. NERSICA, Inc.-National Remodelers Association and the National Association of Home Builders.

Thirtl.-tu'o national manufacturers of building products and cooperating tradt-. associations are co-sponsors of the national Program.

THI R()YAI. TAMITY ()I IIRTPTA(ET

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 finishes fit 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 $495.

INLAND BUILDING MATERIALS CO.

Box 325/Rialto, California 92376 Phone 714-A77-2OO1

Send today for catalog and details on dealersbip,

North Volley Gets Sqles Nod

North Valley Lumber Sales, Inc., has been appointed exclusive sales agents for Heron Mills, Inc., according to North Val' ley's Roy Dunbar and Heron president Bob Pugh.

Heron Mills' sawmills and remanufacturing facilities at Round Mountain, Central Valley and Redding, Calif., annually pro-

iluce 60 million bf. of green and kiln dried west coast softwoods. Heron's modern plants also include facilities to surface timbers up to 8" x 2U'. Chet Pugh is secretary-treasurer and in charge of timber operations of the long established produc' ing firm and Hollis Moes, former owner of Moss Lumber Co., is now production manager.

stNcE 1894 .

DIRECT MILL SHIPPERS IN I{)S

* We Operate Modern Millwork Faeilities within Our Own Location for Prompt, Supervised Service

* We Also Maintain a Large and Complete Inventory in Los Angeles for Immediate Needs

Montqnq Deqlers' 32nd Annuol

The 32nd annual Montana Building Ma' terial Dealers Association convention will be held March 2I-23 in Missoula.

The association is scheduling its program so that conventioneers may attend the Montanarama Home & Sport Show and view the exhibits. This was done as tle Montana dealers' group is not holding their own s€parate exPoeition.

E. t. srAllroil e, so]|, Illc

Gf dehvers oll species dUbstern 'j,.,,Lumber'

Yard stock, studs' and industrial

,t3,ir-uir-utailable bY truck' r.Jir uno cargo shiPment'

Just call: _ , ,,^berle (213) ?39-6858

Los Anseles' t*::ff;;io.ut n,-nutt

,

Roser Schuv'": ,:",",;;;, s;1;, (bqs) 222-b561

San Francisco' ?i?,lYl^^^ ^nrur

Portland: Western uur

ggon6la-pflclFtc / rrre GRo\MrH 6s'rPANY

^A

Dealers win free trip to Hawaii

Nlore than half-a-hundred happ,v lumlter dcalers and their wir-es took a week-long Hawaiian holidar la-st month^ enjoying Honolulu in true Han'aiian style. Champagne cocktail parties. Polynesian cuisines and island tours were t:njoyed on top oI delure accommodations in the Hilton Hawaiian Village.

Their cost? Zero.

It was all part of one of thc most

enthusiastically received promotions ever staged for southwestern lumber dealers. lnland Lumber Co., a Rialto, Calif., rvholesaler -set up the contcst so that each firm earned trips bv beating their own quotas ba-.ed on increased sales from the previous vcar.

The promotion, unique in the area, drew rvinning dealers from Inland's trading areas in Nevada. California and Arizona.

JAil|I$ [. ]|AI.t

STADIUM SEAI'NG SPEC'AI'SIS

PORT ORFORD CEDAR r:- ALASKA (Yellowl CEDAR

Manufadured at Yancouver, B.C, ond Sonto Claro, Colif bprersrted in Soultrem Colifornio by Americon Hcdwood Co.

MR, RETAII DEAITR:

D. C. ESSTEY ond SON mqintoins o well bolonced SHED INVENTORY of

QUATIIY DRY REDWOOD

AYE & CLEAR PATTERN STOCK

BEVETED SIDING & S4S reody for immediote delivery-or pickup

Bqxter Morkeling Meeting

J. H. Baxter & Co., the 70-year old wood preserving firm held its first annual marketing meeting nearby the company's newly locatcd homc o{Lce in San Mateo, Calif.

Attending were the home office execu' tives, olficers, prodnct managers, and the district sales managers from Los Angeles, San Francisco, Portland, Seattle, Minne' apolis, and Omaha.

G-P Exponds in ldoho

Georgia-Pacific Corp. has expanded its Idaho building materials service by opening a distribution center in Boisc, reports vice president Harold E. Sand.

The site is the Bunting Tractor Co. building on Boise's east side. G-P has leased 10,000 sq. ft. of warehouse and office space to serve mobile home manufacturers. build' ing materials dealers and the woodworking industry throughout western Idaho and parts oI eastern Oregon.

Phone SUtter l -7520

105 Montgomery Sireel

SAN FRANCISCO 4

FOR PROMPT EFFICIENT SERVICE CALL: RAymond 3-1147 or PArkview l -7580

;,ld;iil#;ff=$ffi

a,rFllttF

Western NETYS

FtROl,t THE opening Hawaiian holiday r preview to the final event, enthusiasm was high, attendance was good and the 65th Annual lVestern Exposition can be rated as one of the best ever held. Look on page eight of this issue of The Me'rchant for pictures. Total registration surpassed

previous highs by about 400. The preview attracted about 2000 persons who enjoyed the exhibit.area, the exhibits and the log rolling exhibition by World Champion Diane Rowe.

Approximately 500 attended each of the business sessions. The round table discussion "Look to the Future" was exceptionally well received. Each panelist was articuIate and their presentations and candid discussions of trends in buildins material

marketing provided much valuable background information on what to plan for the future. Also well received were the "Profitron" marketing and management service presented by William R. Smolkin and now available to dealers, and John Wolfe's inspiring four-point selling system.

Over 600 attended this vear's new event. the All-Industry Luncheon, enjoyed the amazing feats of memory expert Harry Lorayne, and the colorful style show.

The two big social events.-the Vestern Roundup Mixer and the Dinner-were popular as always, with a total of over 1300 participating in the two afiairs. The 1968 Western Exposition was a fine tribute to Chairman Idan Iverson and all committee members, to the exhibitors, to those participating in the programs and to the exceptional dealer and associate member support.

ANNUAI (Continued lrom Page 10)

Homer Greer took over the president's gavel from Jim Hayes that night at the big annual dinner dance. Ross Kincaid and chief yardbird John Kendall were each gifted with eye-blasting sports jackets to honor their hard work and dedication.

For E. P. "Woody" Railey of Scharpf's Twin Oaks Builders Supply, Albany. Oregon, it was the "lucky" Exposition. He was the winner of the WBMA member dealer grand prize: two round-trip plane fares to Hawaii. Congratulations, W'oody-We hope you and Mrs. Railey have an' enjoyable Hawaiian Holiday.

is the wc:y cr visiting lumber decrler described Rosboro lumber when he toured the mill. This stctement reflects Rosboro's policy of clecrnliness throughout our plcrnt . qnd in the hcndling ond storing of stock. All Rosboro lumber is stored under cover, protected from the summer sun qnd winter rqin.

You will clwoys be qssured of getting cleqn bright stock . . just c:s it came from the dry kiln...fromRosboro.

The other lucky winners rvho received attendance prizes of 3-piece luggage sets were: Elmer Banta, Banta Building Supply, Ninilchik, Alaska; Gerald Anderson, Boise Cascade Corp.; Herb Franke, Garrigus Lumber, Forest Grove, Oregon; and Don Olson, Poulsbo Lumber Co., Poulsbo, \Vash.

SecretaryManager

66 A LOOK Into Your Future" will theme Aou. annual convention to be held in the Mountain Shadows Hotel in Phoenix, Arizona, May 9-11. This marks a change from previous plans to hold the convention at the Francisco Grande Hotel in Casa Grande.

This year's convention promises to be a great one. A fine array o{ speakers have been lined up for the three day event.

Northwest Deqlers Win TriPs

Four Northwestern dealers have won $750 trips to Hawaii in a contest open to Palmer G. Lewis & Co. suppliers in Wash' ington, Oregon, Montana and Alaska. Winning were: Madison Lum'ber Co., Seattle; Bremerton Building Supply, Brem' erton; LeMaster Building Supply, Everett; and Plywood Supply, College, Alaska.

Ross Kincaid, executive vice'president of the Western Building Material Association, presided at the drawing.

Gomerslon & Green Closing ShoP

Lu Green, head of Gamerston & Green Lumber Co. in Oakland, Calif., will close his big retail operation as soon as present commitments to his builder customers have been filled.

Closure of "G & G" marks the end of what was one of the largest volume yards in that area. Gamerston & Green Lumber was founded in 1932, as a wholesaler by Green and the late Harry Gamerston. They leased dock space .in San Francisco and Oakland and when the Army took over the docks in WW II their Oakland operation was moved to its present location at 200I Livingston St. and its San Francisco yard to 515 Tunnel Ave. The latter yard was closed last year and Green estimates that Oakland will be closed with an auction later this spring.

New Bldg. Mtls. Co. Formed

El Gato Building Materials, Inc., at 575 University Ave. in Los Gatos, Calif', has been formed by Frank Haller, Walter Pierce and Jack Vodden.

Prinlipils are all former employees of the Steiling Lumber Co. chain which is currently in the process of liquidation. Haller, former manager of Sterling Lumber's Los Gatos yard until its recent close, plans to concentrate on the remodeling and retail trade in the high income community.

They are Harold Coons, advertising and promotion manager, Keystone Wire and Steel Co.; William R. Smolkin of a New Orleans-based marketing and consulting firm; Dick Anderson, American Plywood Association and Heartsill Wilson, one of the nation's leading inspirational speakers. Featured at the convention will be a panel discussion based on "Building Ma-

terial Industry Problems." David Cutler, editor of Thc Merchant Magazine, will moderate a panel of experts including re' tailers, wholesalers and manufacturers. The panel includes: Joseph Hammond, Arm' strong Cork Co.; George Benson, Celotex Corp.; Morris Turken, Thrift Builders Sup' ply; Dean Drake, O'Malley Lumber Co. and Henry Galbraith, Foxworth-Galbraith Lumber Co.

The annual lurnbermen's golf tourna' ment is set for opening day. A fine schedule of social events is planned throughout. The full schedule of these events will appear in next month's Merchant Magazine.

iust coll Hobbs Wcll!

We represent over one hundred Western producers of Ponderosa and Sugar Pine... Redwood lumber and Redwood split products... Douglas Fir and White Fir

Hemlock and Cedar lumber, as well as a complete line of Cedar fencing. Your one callto Hobbs Wall is a short-cut to fast servace and the right grades at the right prices, backed by a solid reputation for dependable dealing.

HOBBS WALL tUMBEn GO., IlrG.

rtra -

newsandviews

executive vice president of the Lumber Merchonts Associotion of Northern Colifornio ,15,16 El Cqnlno Reol, Suitc 0 lor Aftot, Cillf.91022 (4r5) 941-1617 :girlill*::ff ru&iritii,

fT'S THAT time of the year again and the LMA office is L u hun with preparations {or our annual convention at Lake Tahoe, April 28-30. And I assure you this will be not only one of the best, but also one of the most important conventions we have ever held.

Considerable i rur"n"" leen given to se' lecting a theme for this year's convention, one that includes all segments of our mem' bership and one that can be most mean' ing{ul to everyone. The o'winner" is Make It Creat in'68!

You can make it great in '68 by partakine of the tremendous amount of information that will be dispensed at the Sahara Tahoe-along with a few jackpots, we hope.

You can Make it Greater than ever in '68 if you really set your mind and effort to it. Indications are the market will con' tinue good this year and you can get a bigger share if you really go after it. In fact, our convention speakers will tell you what's going on and how to become more involved.

LMA's annual conventions have been taking on more importance with each year. They provide an excellent opportunity to socialize with fellow dealers and industry leaders, and at the same time bring you a wealth of new ideas which can be readily incorporated in your business, regardless of the size or the market area.

This year we plan to stress the market situation in northern California what it is today, what it will be tomorrow, how it will change and how you can do a better job of merchandising your products and sert,ices. It won't be "pie in the sky," but bread and butter on the table.

**:3

Mark the dates on your calendar now-April 28 through April 30. Sahara Tahoe and we'll be there to greet you.

FM€AI

, White Fir r, Sugar Pine Pine up to 18'. Fine old growth timfrom our YollaTree Farm.

- c0R1{r1{G . PASKEI{TA

Exclusively for Catifotrnia . .

Molding Informqtion

A four-page brochure describes Marlite PVC moldings, their applications, available retail sales aids and national promotion schedule.

PVC is available in 8' lengths and in six styles.

WRITE: The Merchant Mag- azine, 4L2 W. Sixth St., Los Angeles, Calif. 90014.

to more ond more Colifornio deqlers ond distributors. For yeor qround supplies of dimension lumber ond precision-trimmed studs, depend on D & R.

Old Growrh 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.. Westport, Oregon

Home Plan Volume

Town & Countrg Homes, VoI. 2, a rrew home plan book, features distinctive and appealing exteriors along with impressive floor plans. Desigas give customers home improvement ideas.

Plans include desirable featurescenter halls, lots of closets, fabulous kitchens, indoor-outdoor living, etc.

WRITE: The Merchant Mag- azine, 412 W. Sixth St., Los Angeles, Calif. 90014.

Glozing System Bulletin

Frameless Glazing System f or Framed Wood Buildings

a,nd, Wood Foundationa f or Economg Housing is the title of Bulletin 307 issued bv the College of Engineering, frashington State University, Pullman, Wash. The author is wood technologist John W. Talbott.

The l8-page bulletin is in two sectlons, Frameless Glazing System and Wood Foundations. Single copies are available free.

WRITE: The Merchant Magazine, 412 W. Sixth St., Los Angeles, Calif. 90014.

Weolherstrip Cafolog

The 28-page Pemko weatherstrip and threshold catalog has 216 drawings, 198 in full scale. Most items are shown mounted in place to illustrate actual use.

The catalog covers complete lines of thresholds, saddles, combin atio n s, round-the-door and window weatherstrips, roll formed and extruded door and window weatherstrips and solid architectural bronze thresholds, among others,

WRITE: The Merchant Mag- azine, 412 W. Sixth St., Los Angeles, Calif. 90014.

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 telt you how you and your customers will benefit from using dependable D & R dimension and studs. You can reach him by calling 872-1290 or 7g3-0844.

N ETH, Lumber Sales

)tratutr@

Weqve Fencing Brochure

A four color brochure illustrating Tarter, Webster & Johnson's Readymade Wood Weave fencing includes complete specifications along with illustrated installation instructions.

Two additional pieces of literature were recentlY Published for TW&J's Readymade Fence division, covering Post and Rail and Picket Panel lines. Both include photos and comPlete installation instructions.

.WRITE: The Merchant Magazine, 412 W. Sixth St., Los Angeles, Calif. 90014.

Leod Sheeting Doto

Capabilities and characteristics of "Acoustilead" thin lead sheet in solving noise control problems are spotlighted in a four-page brochure from American Smelting and Refining Co.'s Federated Metals Div.

The brochure, Asarco Acoustilead Plenum Bart'iers and How to Install Them, contains descriptive installations along with instructions on cutting, joining

and fastening thin lead sheet plenum barriers for maximum noise control.

WRITE: The Merchant Magazine, 412 W. Sixth St', Los Angeles, Calif. 90014.

Plywood Use Guide

Tabulated information on construction and building uses of softwood plprood is featured in Plywood FactsA Guide to Construction Uses. This four-page booklet covers principal plywood uses including sheathing, siding, structural components, underlaYment and cabinetry.

WRITE: The Merchant Magazine, 412 W. Sixth St., Los Angeles, Calif. 90014.

Steel Bosement Doors

The Bilco Co. recently issued a full color folder containing photos, illustrations and details on all-steel Bilco basement access doors,

WRITE: The Metchant Magazine, 4L2 W. Sixth St., Los Angeles, Calif. 90014.

4 Carlow Company

Warehouses

To Serve All Southern Cqlifornio Deqlers *

| 703 N. 8rh Srreer COLTON, Colifornio

TAlbof 5.o,672 ll38l Brodley Ave.

PACOIMA. Colifornio 899-5208

75O East 59th Srreer

tOS ANGEIES, Colifornio Pleqsqnt 2-3137

58OZ McKinley Avenue

LOS ANGELES. Colifornio Pleosqnt '2-3136

Son Diego Representofive

W. H. "Bill" Pruitt 3133 Mr. Miguel Dr. Son Diego, Calif 92114 (7141 4744126

MORGAII D|}()RS for Every Use

M.400 Interchangeable panels Entrance Doors-All Types

SED()RC0 louvers & Colonial-Modern llardwood Flush Panel Doors

FI.USH DO()RS_

ASH-MAHOGATIY _BtRClt_

MAS()I{IIE_BEECH *

FIR PI.YWO()D_

JAPAT{ESt PTYWOOD + NoRDco DooRf

I.OUVER DOORS

3 PANET DOORS F-30

FOUR PANET RAISED F-44

X-BUCK FRONT DOORS (F-2035 Series)

sAsH DOORS F_t30

RAISE PANET TOUVER DOORS

SCREEN DOORS

FRENCH DOORS (F-t500 Series)

DUTCH DOORS

FANCY FIR DOORS (ENTRANCE}

IOUVER BI.tNDS

MONTEREY TYPE DOORS {F-2300 Series}

..SOUTHERN AIRE'' DOORS

CARVED DOORS

Estqblished | 896 WHOIESAIE ONTY

Member

Nclionql Sosh ond Door Jobberu Associqtion

Lct{terFs

ECONOMIC COUNCIT

Dear Mr. Cutler,

Please let me thank you for calling to my particular attention the February issue of The Merchant, which outlines in such complete detail the meeting of the Economic Council.

I am sure that with such good coveaage of the meeting there will be better understanding within the industry of the objectives of the Council and the recommendations that result from its meeting.

Sincerely,

American Forest Products Co. 2740 Hyde St. San Francisco, Calif.

APPROVES REPORT

Dear Dave:

It would have been difficult to miss the articles and editorial which you published on the Economic Council's Maui meeting. I was delighted to see what a thorough job you did.

I will very much miss mv guess if this endorsement bv you and other knowledgeable publishers does not prove to be a major force in rallying the lumber industry behind this nlan of action. Like you, I feel that it is absolutely essential that the industry unite behind thls program, and I am sure the members of the Council will be grateful for your suppoft.

Sincerely yours,

Calif.

SHAKEY MATH

Merchant Magazine

Dear Sirs,

In your January issue, p. 81, the margin-based selling price is not clear and step number two of the formula does not seem to figure out.

How do you get that figure of $256.621

UNITED T(l SERVE Y()U BEST!

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

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

United inventory of prime softwood lumfs1 maintained with the retail dealer's needs in mind.

Ave.

Oops! We got it oerbatim lrom Merchandising Week uho also, a,pparently, missed the error. It should, be $270.27. And thanks to you, Mr, Snrk, lor keeping us in line.-Editor.

Products, promotions qnd sq/es qids

Fnoduct you con use to build soles ond profits!

FmoffEfts

Duroble Edge Prctectors

Oregon Industrial Factors has a tough plastic edge protector for use with steel strapping. It's lightweight, won,t rust or stain and is color coded.

The protectors come in three different sizes: small, regular and giant. They are available in one, six, 50 and 100 thousand lots and cost less to ship because they are lightweight.

WRITE: The Merchant Magazine, 4I2 W. Sixth St., Los Angeles, Calif. 90014.

Tough Self Unloqder

Dunbar Automatic Unloading System consists of a fully articulated hydraulic boom mounted on top of a self powered rolling base. Used primarily on flat bed semi-trailers, the unit travels the full

Grooving is available in increments of 2" from 2" to !2" O. C. Also available is reverse board and batten pattern, lYz,, grooves, 12' O.C.

WRITE: The Merchant Magazine, 4I2 W. Sixth St., Los Angeles, Calif. 90014.

New Room Concept

Masonite Corp's. "Something EIse" room concept, theme of the company's Royalcote interior products promotion, is illustrated by this family lecreation room, Book-matched Danish Teak Paneling on background walls is one of five new Royal- cote decorator panels. Marblestone panels

containers in merchandising display racks.

The Jelly de Rust line can be applied by brush, roller or cloth to any surface, vertical or overhead, It has a tackyconsistency, is fumeless and non-flammable.

WRITE: The Merchant Magazine, 412 W. Sixth St., Los Angeles, Calif. 90014.

New "Piclure Frume" Cobinets

Two multi-purpose, "picture frame" cabinets are being introduced by Miami-Carey Div., The Philip Carey Mfg. Co.

The Jamestown (left illustration) has a simulated walnut outer frame and linenlike inner frame with gold edging. The cab-

length of the bed under its own power. The unit locks to the trailer when a load is lifted.

Units are self-contained, powered by a 12 hp. electric-starting gasoline engine. The unloaders require no connection to the vehicle and can be transferred to another trailer in about five minutes.

TilRITE: The Merchant Magazine, 4L2 W. Sixth St., Los Angeles, Calif. 90014.

New Texture Adds io Poneling

Made from fir, Trarter, Webster and Johnson's Texture One-Eleven has Douglas fir face and back. It conforms to American Plywood Assn's. spec for "premium', and "special" grades.

on wall at right complement the darker Danish Teak.

WRITE: The Merchant Magazine, 412 W. Sixth St., Los Angeles, Calif. 90014.

Tocky Cleoniing Gel

Three cleaning products are being marketed by Flexbar Products, Inc., Jelly de Rust rust remover, Jelly de Rust corrosion and pitting remover and Jelly de Rust talrish remover. Each is packaged on a 98d blister hanging card and sold in various

Frame Style Cabinets inet body is one-piece, all-steel construction, phosphatized after forming, with piano-type door hinge.

The Mount Vernon cabinet features a kiln-dried hardwood frame in white with gold embossing. Size of both units is 14,, x 24" x 31/2". Mirrors are L3" x 23", in plate glass or window glass.

WRITE: The Merchant Magazine, 412 W. Sixth St., Los Angeles, Calif. 90014.

Color Coded Hqrdboqrd

A new panel color-coding system has been announced by Georgia-Pacific. G-p,s hardboard program uses one red stripe at side-center and at end-center to identify

tempered extelior panels. A green stlipe identifies most standard interior boards.

Tempered service hardboard has trvo red stlipes. Treated hardboard for interiors has three red stripes. A single blue stripe identifies economical service hardboards including underlayment.

WITITE: The Merchant Magazine, 4I2W. Sixth St., Los Angeles, Calif. 90014.

Shelf ond Pole Support System

Timber Engineeling has a closet shelf and lrole suppolt system. Called "Pelma-

angle of the teeth plovide support to shelf ancl pole loacls.

WRITE: The }Iei'chant Magazine, 412 W. Sixth St., Los Angeles, Caiif. 90014.

Profitoble Prefinished Mouldings

Trimline plefinished u'ood grained moulding may mean easy extra profits. El'ery

For Shelf

Fix," the system use rvith dryrvall Self supporting ar-rd shelves. Teeth without the need

and Pole Support is designed plimarily fol construction.

metal devices hold poles secure devices to dryrvall to locate wall studs. The

Prefinished and Ready to Sell prefinished panel sale is a ready-made sale for 10' of high profit moukling. Unusual u'ood grained rack displays Trimline moulding inventory while it stores it.

WRITE: The Merchan!, Magazine, 412 W. Sixth St., Los Angeles, Calif. 90014.

DUO-FAST. DUO-FAST

tw6E * w<""'I

S fhu all-purpose gun tacker. Drives heavy Q staples i/{'iotAtn long. A man-size tool for

A favorite builder's tool. This hammer lacker drives yo" and u7ru" staples, interchangeable in the CT-859. For staples up to %0", sell the HT-755.

This mallet-operated tool speeds and sim-

nENT THEM LoAN THEM sELL THEM

Pro{it steadily from repeat orders for D.uo-Fast Staples.

Contact your nearest Duo-Fast office today.

Lumbermen Honor Rqilroqdmen

rnHll CHEEK TO JOWL ttatur. of tlr,' railroad I'ttsinr-ss att'l I the lumber industry got continued recognitiolr {rom tltt: Humboldt Hoo-Hoo Club at it's latest annual llailroad Night' Georgia-Pacific tra{fic manager Jim McArthur c:haired tht' so<,ial that drew reps {rom 35 dilTert'nt railroads' \earl1' seven -qcore cnjoyed a dinner ancl lie-srvaPllilg scssiort in Enrcka. Calif.'s old Car-*orr Mansiort.

s0clAUzlt{G are (1) Don Metcalf and Stan Parker, Palco and Del slone, Arcata nrJ*orO-. tZt -LioyO Hecathorn and Frank White of Arcata Redwood. (3) Alden Aill. "iacitii Luniber, Dave Davis, Van De Nor Lumber Sales. (4) Stan Preble, iiAJ*rtet NitG, anO Fran Holmei, Fred C. Holmes-Lumber Co. (5) Bill Pozun, io,'i,n- riior., eblJn -Ellingson, G-P: (6) Phil Keltv, simonson Lumber Co',

Rounds Lumber Soles Chonges

Ilrl Cole replar:eri Chtrt k l'orrrt as salt'srnanager of Ilounds Lumber co.. at.c,or<li'g t() (.oml)arry oflir,ials. col., f.rmer assistant salcsmatrag..er'. joine<l liotrrr<ls art (llovtrrdalt'. (lalif'. in 1957'

O111,1 -ralt's chartgt's in< lrrcltr Promotiort of Art Atkinson" former manager t,f their "lier[-l)-\\ixrtl" homes division. into northern (,alif,,r.nia salt's" itnrl tlrt'a<lrlitiorr of I)er.r'arnt' Bahr lr'ho lvill also cor,'cr lhtrt lt'rritolr'.

Colt rroterl that Hrrg.o \lillcr. atrother letcran "Rotttltlsrlilll," r,ontinuts in t httrgt' r,f tht' Arcatlia. Calif.- strles office'

Wickes Continues ExPonsion Plqns

'l'ht. Wit'kt's Corp.'s sctrior r-p- E' L' X{cNeelr' has rt'r'ealcd -*cygrll intlr i11r rggrganizatiols that f ill lt't \\'ickcs '"ittt rt'llstr the nrrmlrt:r oI lumlr.r and building supplr- or.rtlets from its prt's..t I j'rl t. 1(r5 170 orrtlets h.v tht-- end oI l9(lfl''"

Ht, did not say how manY. ii any- u'oulcl l't: locatt'd irr \Vest. l'{cNeely added that Wickes rvas htrlI its prt'st'nt sizc [our l,car-s ago,

thc j ust

Trouble - Free

Sliding Door Pockets

Specify Nordahl, and your sliding door troubles are over, whether for quality cr budget construction Nordahl sliding door pockets are so perfectly aligned, the ball-bearing rollers seem to glide along the aluminum tracks forever. Pockets f rame-in easily and quickly rigid metal reinforced jambs require no stops. Shipped complete as package unit -- makes installation a breeze. Do the best by yourself and

Lumber Yard, Trucks Loadcd, Witlnut Delay For

RED\UrOOD

PINE

CASING

LUMBER

PLYS7OOD:

STUDS

RED\T/OOD

CUSSIFIED AllUERIlSlllCPosition lTanted $2.00 per line, minimum $4.50. All o$er $3.00 per ling minimum $6.00. Two lines of address (pur address or our box number) count as one line. Closing date for copy is 20th.

CTASSIFIED ADVERTISEMENTS

POSITION WANTEI)

LUMBERMAN, 22 years experience in complete service lumber yards, well versed in all phases of retail and tract operations, including component manufacturing. 11 years of profitable management background. Will relocate. Write Box 163 for resume.

MANAGER or SALES MANAGER in Retail Lumber Yard. Complete knowledge of hardware, sash and doors. 25 years experienceJ-6 years in California. Write Box 168.

RETAIL LUMBERMAN, 21 years experience in lumber and building materials in California, from retail yard manager to general manager of several yards. Well qualified in all phases of management, purchasing, accounting, credits, etc. Can invest. Write Box 162.

FACTORY REP-building materials and industrial wood products. Would like additional line. Calling on industrial and distributor trade in California. Write Box 161.

BUSINESS OPPORTUNITIES

1955 18' UTILITY FLATBED: 2 stationary lumber rollers on bed; 10" brakes; good rubber, !0 x 22 tires; 91,500; contact H. O. Lee (714\ 827-5900.

IIYSTER SPACE SAVER model RT-150 42877; t5,000 lbs. rating; GRD 214 International engine. Call (?1a) 477-31rOL.

OFF-RAIL LUMBER & hardware store, excellent location in Orange County, Calif. Approx. 960,000 inventory and equipment. Long-term lease if desired. Books open. Moving out of state. Only interested parties need apply. After 7 p.m. call (714) 776-5027.

RETAIL LUMBER YARD and store (also fence contracting business), fast growing area, San Francisco-Bay Area. Write Box 166.

JOIINNY TIIE LUMBER LOAD SIGN PRINTER

Specializing in paper danger flags, side-load signs, job cards, etc. John Weiler's Printing, 14417 Hawthorae Blvd., Lawndale, Calif. Phone (213) 676-7522 ot 676-2293. ,V

ANTED TO BI]Y

Lumber Yards in Los Angeles and Orange Counties. Well-financed, reputable concet'n will consider all proposals. If interested write Box 165. Not a broker, principals will contact you promptly.

SPECIALIZING

llames of Mvertisers in $is Departnent usirg r Box Number cannot be released. All replies should bc rG dressed to box number sbown in the ad ln care of 0te Merchant 412 W. Six$ SL, Los Angeles, Calif. 90014.

LUMBER HAULING

C q TRUCKING COMPANY, (213) RA 3-6557 and (213) RA 3-2138, 7151 Telegraph Rd., Los Angeles, Calif.90022.

HEIP WANTED

FAST GROWING chain lumber & hardware discount stores seeking exper. retail lumber salesmen, managers and asst. mgts. Excellent oppor. for advancement. Top pay, pensions, profit sharing, insurance and other benefits. Send resume to Box 100.

ASSISTANT MANAGER and "right hand man" needed by ownermanager of large retail lumber and building supply firm. Must be good counterman and thoroughly knowledgeable in merchandising and overseeing large store operation. Salary open. All replies confidential. Contact Jim Jones, Foster Lumber Yard, 3280 Sonoma Blvd., Vallejo, Calif. (707) 643-2303.

PALLET SALESMAN exper. in selling pallets to industrial acc'ts. Commission plus auto allowance & sales expenses. Call for appointment. Hunter Woodworks, 1235 E. 223rd St., Torrance, Calif., phone (213) SPruce 5-2544 or TErminal 5-6671.

WHOLESALE LUMBER SALESMAN for carload sales, preferably with So. Calif. retail yard following. Guarantee plus commission. Prefer man 25-32. Write Box 69.

HARDWARE DEPT. MANAGER, western Los Angeles retail lumber and hardware co. needs top man to head hardware dept. Prefer someone familiar with lumber sales. Send r-esume. Write Box 167.

POSITION OPEN for two experienced well-qualified volume lumber salesmen. Car and expenses. SaIary open. Contact Mr. Don Brom, Tarzana Lumber Co., 6056 Reseda BIvd., Tarzana, Calif. Call 342-3188.

EXPERIENCED, LUMBER SALES INYOICE CLERK, wanted by old line well-established Iumber manufacturing filln. Offices located in Southerrr Sierra. Surrounded by the finest summer and winter recreation areas. Contact in person, or by letter, Personnel Manager, Pickering Lumber Corp., Standard, Calif. 95373.

EXP. LUMBIIR GAL needed by downtown S. F. wholesaler. Top pay, working conditions. Write Box 160.

LUMBER SALESMAN, familiar with San Francisco Bay Area. Write Box 164.

in-Douglas Fir Dimensions, Boords & Studs

Weslern Hemlock Dimension, Boords & Studs

White Fir & Redwood Studs

CARGO-RAII-TRUCK & TRAILER

Pine ond Plywood Redwood Posts & Redwood Speciolties

BUYER'S GUIDE

LOS ANGEIES

IUIISEI AND TUIIEEI PRODUCIS

An.ri@n flordwood Co. ..--..-.---..-......-..-...719-a235

Arcato l.dw6d co. lKa Conwoy).....-.-.WEbder 6.1848

Arcloild Rcdwood lrtills --..-.--.......OVcrbreok 5-87.t1

lourh Fm,| Productt Corp. ................(2131 330-7/a5l

SOUTHERN CATIFORNIA

Son Bcmordlno - llvorridcSonlo Ano Ar.a

lcflwood Congnny, Th. ......-...-..---.---1711't 538-8821

Colifomiq Door Co. of t.A. -.-..-.._...__t7tat S25-Z8ll

Bllr lunbcr Go.. loc. -.*..RAymond 3.1681-3-3454

Corlow Cmlnny ....---.TAlbor 5-0622

&ob-sconlon, Inc, ---.-.-----.............(7141 525-3531

E. l. Brcc. co. (Jin ltdodds)..--...-..12131 622-9Us

Buh Indurtrlol Lunbcr c,. -.-..-....-Mynond 3-3301

Colifcnla Dor Co. of l.A. --..---..(213) 588.2141

lunbcr, F. M.-*....-...-.*...-*-..J7

Doolcy & Co. .--..-.---.-.-..-.-.......EDsdood 6-1261

E[lcy & Son, D. C. -----....-......-...--RAynond

EvoN Prcduct! co, (Plywcll Dlv.) .-----l7t4l 737-063l

Go6lo-Pocif,c Wqchous -.-..-.....--..Ovdlond .l-5353

Horbor lumbor (Al Wlbnl --......-.--.-_.OV 4.8956

Hobbr Wqll [umbcr Co.. Inc. -.-..-*_.---511-Sl9l

lnlqnd,lunber Compcny .......-..-...-..--..TRinity 7-2001

Jqtup Door Co. .,.....-..-......-.----.--_.(2t3)'691-1965

Kcy Corporcfion -..-..---..--...875-2060

Aforquorf-Wolfe lumbcr Co. ..-....-..-..-...(21 3] 625-1 191

So-Cof Conncrciot Stcct ........-..-.... _*-^.-:l7t il 925-6770

Torla, Wcbslcr & Johnm -------..-........-..TRlon9lc 5-l 550

Twin Hqrborr Lumb.. Cl. ......-------......-17 | 1l StZ.gOge

,{oulding dd Lumber Go. .--.........FAculiy 1.0877

Ncth Lumbc Sqla, A W. ...--.-.-.-...,..-..-...872-1280

Osgood, Robcrl S. .......-..-....-.....-..-.....-...DUnkirk 2-8278

PGif,c Fir SolB.-...-.--.---.............--.---..........MUrrcy 2-3533

Poclfic lunbcr Co,, The -..-......-...CUmbqlqnd 3-9O78

Pociic.lrf,qdlson lumba Co. ..--...-...--..-...*Na 3-2292

Pqn Arletic Troding Co., Inc. .--............-Rlchnond 7-7521

Peiro Conpony, Al .----..---------............NEvodc 6-l 009

Ponborlhy Lumbcr Co. ...-..-----...-.......-...tudlil 3-4511

Roundr lunbcr Co. ...............-.....---..--.-.........A15-2896

Sonford-[u$icr, Inc. ----.-----.----.........AXninrtor 2-9t81

Simmons Hqrdwood Iumber Co. ...-.......SPruca 3-l9tO

Soulh 8oy Redwood Co. ..--........--...--.......--Spring 2-5258

Stohl Lumbcr Co. .....-------.......--...--.....ANsotu; 3-6944

Stondqrd lunbq Co., lnc. ........---.........(2t3) 685-/tO4l

Stonlon & Son, E. J. ..tudiil 9-5581

Sunmil lumbcr Co. ......-..........--...------ANgelus l-2161

Swqner Hordwood Co...---..--.---.......----..--.-...:.._---215-5761

Tocomc -.[unbcr Soles, Inc. .---.-...--.----....[,tUrroy I -6361

Torlcr, Webrter & Johnron, Inc. ...----.---ANgelis 9-7231

Twln Hqrbors Soter Co. ......625-8133

Unlon Lumber Co. .---..--.........-.---.-..----.---l7l11 512-5669

Unlted Whlse. l-umber Co. ....-.--......--Ovirbriok 5.5600

Unllsd Stols Plyw@d Corp. ......-...-....-----tUdlow 3-344'l

U.S. Plywd Corp. (Glcndolc) .--..-...---.---Ctrrur 4-2133

U.S. Pl1*ood Corp. (lons Bcch] .-......HEmloc& 2.390t

Wending-Nothqn Co. --.-.-.....--..-.--.-..CUmberlqnd 3-9028

Wqtm Hordwood Iunbcr Co, .--.,---.....-.....655-8933

Wcyerhoeu!er Compony ......--..--..._-.-----Rlchnond B-5451 Worchouse lAnohelm) ..--........------.--..pRqsct 2-5880

Whisler Hordwoodr, Inc.......--------..---

A,lI t woRK_DOORS_MOU!DtNGS_ BUll.DlNG l,tATERlAt-IIARDWARE-PAINT

lsrggiored iloldinc Co. ...--._......_...........RAymond 3-3221

Colifqnlo Dor Co. of t,A. .-.....-......_...(itgt SeA-Ztft

Corlw Conpony ......pt'oront 2-3136

larup Door Co. -..-......-......-.......-.--........(2t 3l egS-f OOO

l,loplc 8o.. lnc. .......-..............-.._.......OXbiw 8.2536

l,loo_ Supplla, I nc. ...__-___.___.._.......ANgclus 9.0657

Nordohl lloufcturing Co, ...-......-................- --g1i-262s

Pcflq Archltccturql Products, Inc. ...-.-.....(2131 774-2100

Pir'tbuoh poinrs .._.______..................-(2t3)' 378_8373

Sholcntiln Corp. .-.-...--......-.........-.........--.(Ztfl 525.3531

so.cql c.mnerciot Sraal ..._.._.._.._.......(2t3t 685-5lZO

Sttolt D@r & Plywod Corp. ........,...ggrbqtond 3-8125

Superlol Flrepfce ....--..------.---626-0167

Torl.r, Wcbttcr & Johnron ----.---...-.--ANgclus 9-72i1

l.orf,cr, Wcbrtcr & Johrro (Spcctotty Div.t AN 8-835t

Woodlqnd Productr Co. .....-.....-......-l7t1l YUkon 6-798t

SPECIAT SERVICES

Aroclqlqd Moldlng Co. ----------.---lAynond 3.3221

Sctot lrtfg. Co..-.............-........-.........._....---:.....--.825.r63

Buif-4ing trtottriol Dolsrr Crcdir Asrn. --..(213) 382-7151

Collf.- Lbr. Inrpcctton Scwlcc ..--.-..NOmoniy 5.5,i31

Chlp Nctlonot ..----........17111'982-9617

Coct Plonlas A4lll....--.......-..-...--.....-..-..JtAdlion 2-t | 8l

Huntcc Woodworlr ...........-......-.....--....---Spruo l-25ii

l,lofhcay Rcnl.A-Stllt -.-......-.-....-..--......12131 30t.5255

lllqni.C€ruy lfft. C€. ...-..........-..-.--..--..-..._..-23.85f I

NolPot Corp. ..-..12t31 tUdtoy 3-10j6

lcsdl Indurtl.. ..........(2t3) 23t-f033

lcpo Indurtrlcr. Inc............-,.....-..--...............-..--aSg-ZSeZ

I.UIABER HANOI,ING AND SHIPPING; CARTIERS

& Son, lnc,, ll. ll. ..--.....-.NEvodo

5l g7t -9679

Holl Co., Jqmcr l. ...-..-..-..-......-.._.........:.SUtter l -7520

Hqffinon l oclln Lunbq Co. -.-------...(,tl51 167-9110

Horbor lumbc Compony .......-.........-..........yU(on 2-9727

Higgfn. lunbar Co., J. E. ...-......-...........VA1anclo /.9711

Hobbl Woll lumbcr Co., lnc. .......-.......Flllmorc 6-6000

lomon lumbcr Co. -.-..---............-......-...YUlcon 2-4326

MocBsfh Hqrdvod Compony ...-..........-.-J,Alsion 7-OTI2

Pocific lumbcr Co., Tho .-...f71-l7OO

Silmorco, Infcmotionol .-_-______.....-....-...-.._._-776-1200

Isrtor, W6b3lor & Johnon, lnc. ..--..--....pRorpecl 6-1200

Union lumbfi Compony -.SUiler t-6170

Unitcd. Slolor Plyrcod Corp. .-..---.........--.-JUnipa 6-5d)5

lvendlins.Nothon Co. ......_-.........-........-......-_.SUircr t -j363

SASH-DOORS-Wt NDOWS_MOUt Dt NGS

BUI I.DING ilATERIAIS-PAI NT_HARDWARE

Cof ovqr$ Cemdt Co.............-.--------...---.DOuglac 2.1221

TREATED IUA,IBER_PO I. ES

HqU Co., Jomer [. ...-..-........--....-..--.-----..---SUfiq t -7 S2O

Koppcr Co., Inc. -.--.......--.........-.--.....---.----yUkon 6.2660

Wendling.Nothon Co. ..--..........--.---....-.-----.SUfier l-5363

SPECtAt SERVTCES

Gllbrcofh Chenlcol €o. -.SUfier t-7537

Redwood Inspection Soillce ........,.._--.....EXbrook 2.ZggO

GREATER BAY AREA

I.UMEER AND I.UMBER PRODUCTS

Atkinson-Stut: Co, ...........-......-......-.--......-.-.._...345-l 621

Boldt-Beoom Lumbcr Co. .......-.--.....---_--.(4151 521.3111

Eonnelf Iumbq Co. ..........._.-...-_...-..-.-..(4t5i 329_1770

Bonnington Iumbcr Oo. .....---------.----.---...OLyniplc 8.2ggl

Ccl-Pocific Sote Corp. .-.-.--.....------_......_....-..Egg-OOOO

Colif, Sugor & Wctern Pine.-..---_---....Dlomond 2-4179

Coostol Wholesole Lumber -.--.-,--.------.----.(4t5) 538-,1828

Dqnl Forsrt productr, Inc, ._------....-------_...4415i

Timbcr Co,-----............-._.....--._-.-l7o7i 922-0371

8oy Redwood Co. ....-..........-.....--..-.t2t S)'Sp i"szce

Teonq lunbcr Solcr, Inc. ...-.......---.....VAadyke 2-3601

ANOERSON

Klnbcrly.Clork Cqp. ...................--..........(91 6) 36i-7661

Pouf Bunyon lumbcr Co. .-.--365-2771

AUEENRY

Klns'r River [unber Corp. ...--...---,---..-.....(2091 ISS.2S22

BAKENSFIEI.D

OBITUARIES

PETER M. POIL(ICK

Peter M. Pollock, 56, prominent civic leader and business man in Clifton, Ariz,, died Ja4uary 30.

Mr. Pollock, a native of Motherwell, Scotland, went to Clifton with his family at age 6 months and lived there ever since.

He was president of the Clifton Lumber Co., served as vice chairman of the Greenlee County Democratic Central Committee

and was past exalted ruler of Elks Lodge No. 1174 in Clifton.

He had also served as past district deputy of the Southera Arizona region of the Elks Lodge, past president of the Mountain Shrine Club. Charter member of the Sabbar Temple, a member of Coronado Lodge No. 8 F. and A.M,, a member of the Scottish Rite, past president of the Greenlee County Chamber of Commerce and past president of the Clifton-Morenci Rotary Club.

Mr. Pollock had also served as past president of the Arizona Retail Lumber Association, board director of the Arizona State Lumber Association, charter member of the Greenlee County Country Club, president of the Coronado Trail Riders, treasurer of the Greenlee County Unit, Salvation Army, a member of the Greenlee County Sheriff's

E. L. Rprrz Co.

W*lern Lumber & Building Moleriqls MERCHANI

Posse and a member of the Arizona Game Protective Association.

He is survived by his widow, Thora; and a brother, James, both of Clifton.

vEnil0il J0HNS0i{

Vernon Johnson, 41, a lumber salesman for the Stahl Lumber Co. in Los Angeles, died January 25.'fle was born July 12, 1926 in Oregon.

Prior to joining the Stahl organization, Mr. Johnson was self-employed selling lumber.

Mr. Johnson is survived by three daughters: Vernie, Cheryl and Mrs. Darla King, and a granddaughter, Terri-Lee King.

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