Merchant Magazine - January 1977

E|E E'C'onssupplies PERMANEER coRPoRATloN vinyl covened boand in bulk panels on cut and assernbled into wandnobe doons.

PERMANEER CORPORATION Eiecuners stnaightness with double waxed backings.

All types of rnouldings including pocket fnarnes and extenion fnarnes. Also cutting and packaging pen plan.

To supply youn needs,E,E OC'ClFlgoffens the following flush doons fnom STRAIT DOOR & PLYVOOD CORP.

FLUSH DOORS: Pnefinish, pne-fit, cut outs, special glazing, metal on wood louvens, anysize in widths on heights. Handboand to teak.

Guality suile and nail doone rnanufactuned uv NICOLAI COMPANY

We got ready for the New Year by taking a big step to better service, larger inventory and a more convenient location,8435 24th Avenue, Sacramento, Ca. 95826, south and east of downtown Sacramento. With 60,000 square feet of inside storage, surrounded by five acres of paved parking, Lumber Dealers Materials' new facilitv makes it possible for our trucks to be in, loaded. and but in less time than ever before. Increased inventory means a one-stop source for more products than ever before.

TO

From the west, north or south, turn east on Fruitridge Road off of Freeway 5l50l99 to 84th Street, then one block to 24th Avenue.

From the east on Freeway 50, turn south on Power Inn Road, to Fruitridge, then east to 84th Street and north to 24th Avenue.

From Jackson via Highway 16, turn south on Florin Perkins Road, then west on 24th Avenue.

Our best wishes to you for a Happy and Prosperous 1977.

Servtng the tumDf,r, bulbllng materlals ena homelmprowmqrtma'/r'ats' sincB1922 y westorn Lumber E Building Mat€rials M"'hrdl

JANUARY, 1977

NEWS and FEATURES

VOLUME 55, NO. 7

MANAG EMENT CON FE RENCE ATTEN DANCE RECORD

A PRACTICAL ENERGY CONSERVING TEST HOME

PACIFIC NORTHWEST DEALER GROUP'S ANNUAL

A DRAMATIC RESOURCE UTILIZATION SUCCESS

A NEW SLATE OF OFFICERS FOR

WEST'S NEWEST 84 LUMBER IS IN SPARKS, NV.

PARTICLEBOARD USEAGE CONTINUES TO CLIMB

SHOWMANSHIP FEATURED AT SHOPPING CENTER HARDWOOD

Publisher Emeritus A. D. Bell, Jr.

Editor-Publisher DavidCutler

Contributing Editor Dwight Curran

Contributing Editor Gage McKinney

Contributing Editor Al Kerper

Advertislng Froduction Mgr. Ms. D. Hami

Art Director Martha Emery

Staff Artist Terry Wilson

Circulation Marsha Kelley

The Merchant Magazine is published monthlv at 4fln trmpus Dr., suite 476. Newport Beach, Ca,92660, Phone (714) 549-t393 or (714) 549-t394 by The Merchant Masazine. lnc. Secondclass nostage rate--s rraid at Newport Beach. Ca..-and addiiional offices. Advertising rates upon request.

ADVERTISING OFFICES

NORTHERN CALIFORNIA & PACIFIC NORTHWEST 4500 Campus Dr., suite 476, NewPort Beach, Ca. 92660. Phone (714) 5498393.

SOUTHERN CALIFORNIA

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

SUBSCRIPTIONS

Chanqe of AddressSend subscriPtion -orders and uddress changes to Circulation Deot.. The Merchant Maqazine, 4500 Campus Dr., suite 4761 Newnorr Beach. Ca. 92660. Include address label from recent issue if possible, plus new address and zip cooe.

Subxription RatesU.S.. Canada. Mexico and Latin America: $5-one year: $8-two yearsl $l l-three years. Ouerseas: $7-ohe year; $l l'two years. Single copies $1.00. Back copies $1.50 when available.

The Merchant Magazine serves the members of the: Aiizona Lumber & Builders Supply Assn.. Phoenix; Lumber Merch'aht3 Assn. of Northern California, Los Altos; Montana Buildins Material Dealers Assn., Helena; Mo-untain States Lumber Dealers Assn.. Salt Lake Citv and Denver; Lumber Assn. of Siruthern California, Los Angeles: Western Building Material Assn.. Olympia. Wa.

THE MERCHANT MAGAZINE i.r an independent nnga:ine lor the retail, x'hole.sale and di.strihution level.s of the lunher and huildins nuteriols and honte inlrrovenrcnt industr.v in the I3 We.stern slales, concenlrating on nterchandising, nnnagenrcnl and acatale, faclual nev's reporting and interpretation. DIRECT

FEATURING

Product Sales Co.

Not fust plywood,fencing @

too

When we say fencing, we mean a complete fencing program. A full line of cedar: pecky boards, rough boards, posts and rails, grape stakes. A full line of redwood: rough boards, posts and rails, bender stock and lath. Everything you need to put together a fencing package for acustomer or to round outyour own inventory.

Not just what you need, but when you need it and how you need it, that's our concern at Crown. Custom loads are

Crown Plywood

7705 Garden Grove Blvd. Garden Grove, CA 92641 714-530-3924 213-598-9675

our specialty. Whether you need a truckload or a unit, give us a call, we'll ship it today.

We'll even mix your fencing in with the other materials you need. Plywood, plywood sidings, Masonite sidings, pine commons, timbers, roofing, we've got it all. And it's as close as your telephone.

Remember, plywood is only the beginning of the Crown Plywood story.

We're Fed Up

lltE ARE so fed up, exasperated and frusYU trated by the grief caused us by the Postal Service it's hard to know where to begin. We suspect you feel the same. The problems go far beyond inconvenience, they cost money on a short and long term basis, create millions of unnecessary inefficiencies and slow the entire U.S. economy. The Postal Service, which appears as helpless as the rest of us, appears to find cuts in service and increases in costs as their only answer to a worsening situation. Some answer.

Several stories in this issue were completed and scheduled to run in our December issue, but because the Postal Service lost a package of artwork and copy for l1 days we were forced to postpone them until this issue. The distance they were mailed is less than 50 miles! Additionally, we get a constant stream of complaints about late and non-delivery of issues. All we can suggest you do is talk to your postman and your local postmaster as they have the prime responsibility for delivery. We meet our deadline of providing copy to our printer, who in turn meets his delivery date of getting the completed magazines to the company that addresses them and delivers them to the Postal Service. And then. after everyone in

private industry has met his deadline each month by dint of much hard work, and the burning of midnight oil, the magazines sit untouched on some post office loading dock. You better believe we're unhappy about it. Especially since our considerable mailing costs are up over 100%.

The people we deal with at the post office,like our carrier, seem to us to do a good job. Where the problem really lies is difficult to discern.

But the problem surely exists and we hear often from both retail and wholesale companies in the industry of cost creating situations caused by the Postal Service. Horror stories of lost mail and glacier slow deliveries are all too real. Collections of money have become an increasingly serious problem for some firms and late deliveries of offering lists are a frequent complaint.

Senator Barry Goldwater, in the Congressional Record, August 24, 1976, says of the "impractical proposals" of the Postal Rate Commission, "I believe that the positions they are taking would destroy the entire Postal Service."

The United States economy simply cannot exist as it is today if mail deliveries continue to worsen. It is an extremely serious situation with no solution on the horizon.

Another record breaker

HE Lumber Association of Southem Califomia has broken a number of records over tJre years and at their recent Management Conference in Palm Springs they did it again, anotier all-time record in attendance. As they say, when youte got a good thing, word gets around.

Despite a multitude of distractions in the desert resort, the business meetings were well attended, with those present paying close attention to an excellent program on aset management. Experts from the lumber industry as well as the financial community spoke to the group.

lllAUGURATlOll

In the annual election of officers, Don Derbes of Rolando Lumber, Riverside, was chosen president; Bill Cowling, Jr., Dixieline Lumber, San Diego, lst v.p.i Ralph Cardwell, Cardwell Forest Products, Fullerton, 2nd v.p.; Paul Orban, Jr., Orban Lumber, treasurer: and Gordon Beach, Rygel Lumber, secretary.

In an opening statement to the convention, outgoing president Chuck Jenkins noted the increase in the Second Growth group, which is composed of those in LASC that are under 35. From a founding membership of 20 this March, the organization within an organization has quadrupled in size. Jenkins also noted the greater overall member involvement in all association activities, its good financial health and outlined tentative plans for more wood promotion in 1977.

Opening speaker Ed Barker, a v.p. of Califomia Federal Savings & Loan, backgrounded his prediction for the new year and the balance of our century with a fast-paced sunrey of the American economy and how social developments have affected economic patterns.

Concluding that as the private sector grows narrower yearly, capital becomes scarcer and state and federal intervention in housing increases, the possibility presents itself that individual ownership of single family homes will be extinct by the year 2000. He sees organizations alone being financially able to own homes, purchased by them as investments, and rented to families under strict government guidelines. An additional result of this will be the disappearance of the private mortgage instrument.

On the nearerterm, the rapid talking economist sees young couples movhg back to the cities, encouraged by HLJD financing programs, with the low income eamer moving to the suburbs, where the ghettos of the future will appear.

For this year, he anticipates no action by hesident Jimmy Carter until the second half to stimulate housing, when he feels the mortgage rate will be 9L%9rt%. While repair and remodeling busines will continue to grow, Barker thinks the single family home segment of the market may be in the process of being overbuilt in Southern California.

That afternoon, a four man panel discussion on management of people and money began with Marc Myers describing the asset value of employees

and ways to maximize their on the job performance and contribution to their employers. Bob Sievers counseled that firms must prepare for the inevitable employee vacancies bY develoPing sources for new emPloYees when the time comes. He noted that the best "people bank" was your own organi' zation.

Pete Ganahl discussed various hard assets, retum on investment factors and their projections of the role their ESOT plan will plaY in cash manage' ment and employee motivation. Kingston McKee described money manage' ment as one of their most imPortant duties and noted the Profit erosion caused by inflation. More retum on net worth is the best way to cope with inflation, he said.

Next moming's panel on how to acquire operating capital was begun by retailer George Barr, as many Present recovered at varying Paces from, how strall we say it, dietary indiscretions committed at the previous evening's very well attended dinner danceCapital sources noted were venture capital companies, banks, Personal savings, accounts receivable, friends and family. Barr cautioned, as did other panel members, on the imPortance of knowing your lender.

Acquiring capital from a distribution yard's viewpoint was next described by Jim Frodsham who mentioned additional sources such as intemational financing, business credit lenders, and insurance companies. There are many ways to go, he said, with the correct one varying from business to business.

Noting the declining role of float in providing operating capital, panelist Clint Rygel stressed the importance of return on investment, as a prolitable company can much more easily attract the capital it needs. In borrowing from a bank, Rygel advised picking a strong branch of a strong bank, getting to know your banker, and providing him with complete facts.

Final panelist Bill Cowling noted the additional capital source of refinancing paid for rolling stock and buildings. He warned not to 8et too friendly with your banker and to carefully pick the bank's branch "so that you will be dealing with people with whom you can relate." Additionally, he suggested use of a weekly, not montNy, ageing street for better money management.

The concluding panel was comprised

of a quartet of bankers from Bank of America. Jim Tecca, v.p. and manager of the Newport Center branch, counseled against refinancing a long term asset to solve a short term problem.

receivable financing was covered by Wally Nielsen, who noted that the old stigma it had in the past of only being used by weak companies was no longer accurate.,

Payroll and management information systerhs were two of the banking services described by Steve Castleton. The importance of fully informing

Story at a Glance

LASC sets another mark for record attendance at their 26th annual Management Conference . . . how best to manage business assets, both money and people, key meetings

Don Derbes elected new president.

your banker so loans can be specifically tailored to a firm's individual needs was stressed by Castleton.

Frank Keane, v.p. of the forest products div. of B of A's San Francisco headquarters, described the world " --- r_'--^'

export of forest products will eventually impact the U.S. market. He advised maintaining strong supplier relationships so "you'll have something to sell when supply gets short."

Next on the program was a collection of hints for a better golf game by Eddie Merrins, pro at the Bel-Air Country Club.

At the concluding luncheon the new officers were recognized and a special presentation to retiring Miles Davidson of National Building Centers was made by his associate Tom Supple, whose sparkling sense of humor was much in evidence in presenting the award.

Next year's conference is again slated for the Spa Hotel during November, as LASC moves successfully into its second quarter century of serving the industry.

HUM0B0US, but heartfelt tribute to Miles Davidson, center in (1) along with new president Don Derbes and Tom Supple, about to present plaqueto Miles.(2) Dant & Russell president Seth Potter and Frank Ouattrocchi of American Forest Products.

Johnson, Sterling Wolfe. (4) Ted Pollard, Arnold Nutter. (5) Jim Frodsham, Eill Cowling and Wayne Gardner, exec. v.p. of LASC. (6) Bill Connor, Ken Thompson, Frank Moloney. (7) Mike Nicholson, Jim Nelson, Sr. and Jr. {8) Marc Myers, Paul 0rban, Jr., Ed Fountain. (9) Andy and John Ganahl and GrantShaw. (10) Gordon Beach, Larry 0uinlan, Jim Newquist. (11) Mike Mauck, Pat Fazio, John Carroll. {12) Lloyd and Beth 0lson, Pete Speek. (13) Wally Swanson, Gordon Beach, Gil Langley. (14) Bud Spencer, current LMA president, Harry Mendenhall, LMA exec. v.p., Ray Cusato. (15) Randy Philips (are you ready for that beard?), Ralph Froiland, Dennis Richardson. (16) Frank Sween, TrevorPage, Tom Supple, in background: Ted Shafer, Frank Higgins in white shirt. (17) Ernie Hixson, Mike and Dick Learned. (18) Clint Bygel, Jack Secoy, George Barr. (19) Bob Beed, Phil Butterfield. (20) Wayne Mullin, Harry 0uentmeyer, John Mullin.

MAXIMUM wood use is planned for this energy conservation home now under construction in San Jose, Ca. Solar heating is planned despite its inner city location.

tioning systems when not used or not fully required such as during sleeping hours.

A low maintenance lawn will be installed and will incorporate an underground trickle water system that will be activated by moisture sensors.

Energy eonserving home

The project California Energy Conservation Home (CECH "77") is well underway in San Jose adcording to Harry Mendenhall, executive v.p., Lumber Merchants Association of Northern California.

Mendenhall, chairman o.f the California Energy Conservatiion Home Committee, says the project was undertaken because the jndustry in California was not taking advantage of the current high interest in energy conservation incorporated into homes being constructed.

Prior to this project those homes under construction that Were considered as energy conservation homes were either research projects or were custom homes in the $100,000 and up category.

The Arkansas Story spurred consideration of energy conservation in new homes. Subsequently Arizona has developed an energy conservaiion home and other states are in the process of devcloping this type horne. Even with the high interest in energy conservation, Mendenhall points out that a total energy package has not been considered.

He formed a comrnittee of associations, manufactllrers and utilities interested in this concept and developed plans. The concept was to incorporate all currently known and marketed energy savings devices and techniques into a typical trait home plan and to market the package at a price comparable to the current tract home price. The maximum use of wood is considered.

An inner-city by-passed lot was

selected because of the challenge in providing solar heating. Once the problems were resolved for a more complicated building site it would prove to contractors that building this type home would be no more difficult than the standard tract home.

Donald Tate & Associates, prime contractors for the project selected a typical tract home plan of approximately 1600 sq. ft. that was widely accepted. Only minor modifications to the plan were required. It was necessary to put 12" stubs on roof trusses to permit the 12" of insulation in the attic without compression at the eaves.

A plenum system was incorporated into the crawl space to permit the entire crawl area to become the heated or cooled chamber of the home. Metal duck work is eliminated.

The attic will have R 38 inSulation and the side walls will have R 19. Exterior bearing walls are 2 x 6, stud grade, 24" on center. Interior nonbearing walls are 2 x3,24" on center.

Insulated windows will be used throughout and additional wooden sun screens will be placed in front of windows facing the sun track. Magnetic seal exterior doors will be used. Wood siding will aid in the overall insulation.

A heat pump will provide heating and air conditioning and will also be coupled with the solar system.

Low voltage lighting systems will be used for overhead lighting. Maximum efficiency'appliances will be incorporated in the home. Electric controlled heat settings will permit automatic shut dowh of heatine and air condi-

It is estimated that a minimum of 65% savngs in energy use will be achieved and with the solar system the saving could go as high as 80%. With the ultimate in insulation the size of the heat pump is reduced saving additional energy.

Building codes such as requiring vents in the foundation were waived by keeping the heat pump on continuous low cycle to exchange the air in the plenum and in the home. With maximum insulation the home becomes extremely tight and could create a problem of staleness but the low cycle heat pump solves the problem.

Mendenhall reports that the building officials have cooperated fully in the project which is expected to be ready for open house in mid-February.

There has been considerable interest shown by building officials, energy conservation groups at all levels and the state legislators. It is hoped that the state legislators will assist in perpetuating the interest in this type home by providing a tax incentive to contractors and home buyers, buying this type home.

Story at a Glance

Energy conservation home is based on a typical tract home p lan, incorporates off-the-shelf energy-saving devices and is slated to be price competitive with the standard tract home.

Banks indicate they are interested in this type project and may provide for a reduction of points in financing the energy conservation home.

If we can start this year in construction of all family residences that provide maximum energy conservation measures we will provide a great reduction in the total home energY consumption in the years ahead, Mendenhall stated-

CHILDREN'S DRUM corp (1) enlivened one breakfast meeting. (2) Dave Swendsen, Jim Cranston, Cecil Cleveland. (3) John Zima, Dick Shrosbree, Ehno Tiddens. (4) Don Erspamer at 0uick Pitch Sales Talks. (5) Dick Short, "Chuck" Lauber. (6) Jerry Williams, Wayne Mattson, Curt Kehoe. (7) Harold Beckemeir, Cal Hutchinson. Each has recently remodeled stores. (8) Bob and Dana Harper, Dan 0lson. (9) Jerry Charboneau, Dick Johnson, 0rville Thompson.

(10) Judy and Lynn Broadhead, Roger Baron. (11) Matt Mattson, Ken Logan, Chuck Cain. (12) Gay Rochel, Merriel Smith, Mary Murphy, all WBMA staffers.

(13) Homer Greer, Tom Howell, Norm Hove.

(14) Darwin Mickelsen, David Barry, Vic Camozzi. (15) Warren and Daphne Beckemeier, Brad Bower. (16) Morrie Tarte, George Russell. (17) Collis Brinkmeyer, Mrs. Jim Hayes, Marion Nusbaumer. (18) Bob and Joan McPherson, Phil Lee, Ted and Barbara Hanson, Darrell and Diane Stewart.

(19) Brooks Robinsons,"Woody" Bailey.

(20) Much note taking at business sessions.

WBMA annual

NOTE OF "back to basics" was struck by John V. Drum. president of the Wickes Corp. and a featured speaker at the recent Western Building Material Association convention in Spokane, Wa.

"Don't be deterred by building and operating details fronr your primary goal: buying merchandise to sell," the chief operating officer of the world's largest chain of retail lumber and building materials stores told a packed luncheon meeting. The number one rule, he stressed was "to have it in stock."

Wickes takes the role of inventory

in their business so seriously, Drum said, that the lines of merchandise they sell are personally approved by their chairman of the board. The responsibility is sirnply not delegated. Their pricing is not done on the basis of cost, but rather to be competitive and individual store managers do not know the cost of the merchandise on their shelves.

Their theory of advertising was described as advertising "the most wanted items at peak of season and as an attractive value." Merchandising and sales promotion are done for individual stores, not for the chain as a whole.

Drum's speech was just one of a number of first rate presentations at WBMA's 73rd annual, held this year for the first time since 1969 in Spokane at the Sheraton Hotel, adjacent to the new convention center, which drew enthusiastic response from the scores of firms exhibiting at the Building Material Mart. More than 1000 attended the three day midNovember event in the Eastern Washington city.

Terry Mullin, president of Terry Building Centers, Tarzana, Ca., and a past president of the national dealer association, forecast in his talk that there would be fewer, though larger dealers, increased consumer selling, that profit margins would hold, that products will be available (though more costly) and that remodeling will continue to increase.

Smaller towns will get more new stores. Mullin said. as most urban areas rlre at or near saturation. He sees new stores expanding in product diversity, breaking away from traditional methods of operation. He emphasized the need for additional employee training and motivation.

He described their pricing system [in partl as cost plus breakeven,"the point below which we will never go." When the lumber market is really fluctuating, he says they sometimes update their price lists (by telephone to their nine retail stores) twice daily or "as often as we have to." The firm's volume is now $25 million annually, but "we're really most interested in the profit numbers, not volume."

Pat Coleman, editor of Building Supply News, described women customers as the key to selling home

improvement, especially where style and color are involved. And agreeing with Terry Mullin, she stressed that "volume is not the answer, profitability is."

Recognizing that traditional dealers have expertise in materials and nrethods the newcomers to the field in the last 5-10 years don't have, she urged

(Please turn to page24)

Story at a Glance

First convention held in Spokane, Wa., since 1969 draws more than 1000 . more Building Material Mart exhibitors this year Charles Shafer elected new president . program concentrates on business improvement.

BUILDING MATERIAtS Mart booth staffer

(1) Vickie Forster from K & S display and "Mac" Mclnelly, Manke Lumber sales mgr., and Vicki Breuer, also repping K & S. (21 Don Mescher, Bob Cockburn, Chuck Heninrich, Dave Emery, Tim McMillan , Ron Linn. (3) Frank Powers, Bud Barker, Rudy Harms. (4) Mark Fulford and Joyce

Farmer, having a much better time at the show than anyone else we talked with. (5) Andy Boyd; newWBMA pres. Chuck Shafer and Chuck Link, WBMA managing officer. (6) John Kendall getting some pix for the asn. bulletin. (7) Ken Gohrick, Norman Sutliff, Bruce Gilbert. (8) Harold Beckman, Stan Beckman, Cam Kyle and Phil Harris,

sales mgr. of Palmer G. Lewis Co. (9) Tom Goserud, Mark Jordan. (10) Ray Blackstone, Bud Beil. (1 1) Jack Anderson, Darrell Shoguist. (12) Ed Robinson, Barbara and Karsten Tjernagel. (13) J. Mel Bettis, Steve Davis. (14) lke Parker, Terry Mullin, Bob Slettedahl. (151 Barry Long,Jim 0lson, Ron Brookins.

NATIOTUAT }TN'IE CENTER }IOME IMPRO'EMENT'77 GoNGRESS & EXFoSfnO\l f[/f,ARCH43.t6,En / NEW ORLEANS

A SMASH HIT IIV'76...70 BE TWICE AS BIG IN'77

Huge success of Firsl annual Congress & Exposition underscores individuality ol Home Cenler relailing need lor own show! 700 exhibitors for the first time in one place displayed the broad product mix involved in Home Center retailing . for home improvement, remodeling, maintenance, decorating, home care, recreational/leisure and related needs Overflow crowds al seminars confirmed the urgency of the seminar topics slore layout & design, product mix, merchandising & displays, advertising & promotion, inventory control & pricing, employee training, customer clinics and others. Special evenls on lhe exhibit floor added excitemenl including how to promote-and stage-customer doit-yourself clinics for a wide range of products. Attendance lrom 50 states, Canada and 26 foreign countries . owners, top management, buyers, and merchandisers from Home Centers . wholesalers, building material dealers, chain stores with home improvement centers other retailers moving toward the Home Center retailing conceDt.

Seccnd show al New Orleans' Superdome and Rivergale will grow with booming $25 billion marketplace. . many first-show exhibitors have doubled, tripled, even quadrupled their exhibit space . many other manufacturers and suppliers will be exhibiting for the first time. More seminars being planned . all totally-oriented to Home Center retailing plus special sessions for wholesalers. More special educalional/display cenlers Do-it-yourself clinics, retail advertising, Do-it-yourself literature, Home Center of the Year award entries, Do-ityourself films and visuals. Programs geared to large and small retailers alike whatever your background as a building material dealer, hardware store, mass retailer large orsmall . . independent or chain . . rural or major metro area this is the one national event for you to discuss and learn of your opportunities in the rich Home Center marketplace. Special ladies programs scheduled including many not available to public tour groups . with a choice of several programs. Gontinuous free shultlebus between Superdome, Rivergate and major hotels.

BE

A dramatic resource utilization hit

What started out as one man's idea for resource utilization now appears headed for recognition as one of the West's best do-it-yourself products for r976.

So say literdly hundreds of horne center improvement dealers and thousands of do-it-yourselfers throughout the West who describe Pope & Talbot's new Woodstrip decorator veneer as the hottest consumer product to come along since prefinished paneling.

What's all the excitement about? Basically, it centers around a package of rough textured Western red cedar veneer in one, two, three and four-foot lengths. Only 3-7116" wide and just l/10" thick, a single package weighs less than 7 lbs. (ideal for the housewife to toss into the back of the family car) and contains 33 sq. ft. This represents slightly more than the standard 4x8foot panel. Retail price ranges from $14.95 $17.95, depending on markets.

Story at a Glance

What started as an excercise in resource utilization became one of the West's hottest d-i-y products of 1976 originally produced in Western red cedar only, Woodstrip is now being test marketed in redwood.

But the other big story lies with the resource utilization aspect of Woodstrip. At Kalama, Wa., Pope & Talbot produces a plywood panel called "Ruff-Cut 44," a popular architectural 4x8 to 4x10 panel that uses long, random length 3:7 116" wide, end and edge-glued Western red cedar veneers pressed together in a plywood hot press.

In selecting only longer length veneers for the Ruff{ut 44 panels, a large number of "shorts" or lengths ranging from one to four feet are left unused. It was with these "shorts" that John Postman, Pope & Talbot's plywood sales and marketing manager, put his efforts into developing the Woodstrip concept. Postman's idea has brought full utilization for the mill's Westem red cedar production.

Beyond the simple fact that Woodstrip is rotary peeled veneer, is its "do your own thing" decorator appeal.

"Ihere's virtuallv no limit to the

end uses of Woodstrio versus the costly, unwieldly nature of plywood panels," says Postman.

"It can go vertical, horizontal, diagonal or herringbone on almost any type surface," he adds.

"Imagination is the only limitation," Postman continues, "and from early case history reports, do-it-yourself imagination is running wild."

"We have photographs ofWoodstrip being used witlr things like mirror tile and brick in bathrooms, plus for all types of wall design patterns such as sunbursts, cubes and even pyramids," he said.

Woodstrip was first introduced to the consumer marketolace in Februarv of 1976 under test market conditions with one of the West's major rnass merchandisers, Fred Meyer.

"Wg immediately saw the do-ityourself potential of Woodstrip, and were very happy to have the test market opportunity," reports Don Tripp, building materials marketing manager for Fred Meyer's 18 home improvement centers in Oregon and Washington. "The creative appeal combined with the economy and ease of handling Cedar Woodstrip were just the right touches for the market," Tripp adds.

Results of a four week live demonstration, tv and newspaper blitz introducing Woodstrip to PortlandVancouver area consumers had somewhat of a stunning effect on Postman and his Pope & Talbot marketing associates.

Fred Meyer's initial test market inventory of roughly 3p00 packages distributed among eight home improvement centers in the Portland-Vancouver area was blought up in less than four weeks, plus a backup order ofanother 3,000 packages moved throu$h cash register stands in another quick four week period.

"This kind of consumer activity was totally unexpected, and it didn't take any of us very long to realize we had a tiger by the tail," Postman said.

It was no paper tiger. Look at these early sales figures.

In less than nine months Woodstrip sales have topped the 100,000 package level with an order file now in excess of 75p00 packages. In sales dollars, the company admits that Woodstrip sales to date are close to the $l million mark, and increasing rapidly asmarketing and production continue to improve.

The details behind WoodstriP Production represent another interesting chapter in the development of this unusual decorating product. At the outset, Rirbe Goldberg would have shuddered iat the Woodstrip production system.

"No o$e was willing to make a major capital commitment until Woodstrip could earn its keep," Postman explained.

As a rgsult, the primary product was manufactured in Kalama, Washington, trucked to Portland for labeling and wrappd, then trucked right back to Kalama;for final shipment.

"If we got 300 packages a day from this arrangement, we felt lucky," Postman said.

Then two rapid fire developments brought Woodstrip to its successful place in the marketplace-Sunset magazine and, not surprisingly, the wall-towall humanity of the Los Angeles basin.

In March, the company broke a full page, four color ad in the Northwest edition of San set magazine,introducing Woodstrip and giving readers a whereto-buy listing.

The resoonse was immediate. as some dealeis reported receiving daily as many as 30 to 35 phone calls and/or store visits in just the first week after Sunset hit the streets.

In April, Sunset's home improvement editors helped the cause by doing their own editorial piece onWoodstrip. Again, the response was immediate. Postman's office logged well over (Please turn to page 23)

AMAZING versatility of Woodstrip, Pope & Talbot's hot new consumer d-i-y product, is evident in this bath remodeling. lt can be used vertically; horizontally, diagonally or in herringbone on almost any type surface; wall designs posible are limitless.

MUtLING

Problems & Solutions

I OeNf If VING problems and pref senting possible solutions featured the roundtable discussions at the recent North American Wholesale Lumber Association regional meeting in Los Angeles. The meeting was chaired by Phil Butterfield of International Forest Products.

The problem of delays on railroad shipments was summarized to include money tied up in lumber and rail costs; customer delay in receiving orders; delay in r.r. billing; larger cars on incentive causing some problems; and frequent rate increases. Possible solutions included a united effort to confront the carriers with these problems. Should no help be forthcoming, it was suggested that legislative action was possible to induce the rai-lroads to absorb some carrying costs.

Another transportation problem was that of gypo truckers versus legal

carriers. Among these: no uniformitv of rates on interstate trucking; speciil freight rates on interstate; reliabilitv of truckers; availability and. competifiveness; legality of using gypo truckers, PUC audit exposure. Tentative solutions: remove all ICC and PUC interference, let each trucker set his own

Story at a Glance

Roundtable discussions identify various industry problems and propose possible solutions to them included are delays in railroad shipments, gypo versus legal truckers and direct shipment claims and disputes.

rates; own your own trucks; get a P U C approved lease contract with a reliable, competitive trucker; and develop a reliable freight rate information center to provide fast, accurate information.

Claims and disputes problems (confined to direct shipments) were noted to include remanufactured lumber misunderstandings between wholesaler and customer; better defined redwood grades; damage in transit claims against railroads; late shipments; and off grade/excessive moisture. Solutions: settle as quickly as possible; better communication on orders (be specific and clear); justify your complaint before reinspection; and stop buying from mills that cause problems.

NAWLA exec. v.p. Jack Mulrooney also spoke, giving the group's views on the industry picture for 1977 and telling of their plans to increase wood's over all markets.

North Pacific Lumber Co., one of the nation's largest lumber wholesalers, last month lost an important legalbattle. According to llillamette Week, Dec. t4, 1976 "North Pacific Lumber Company, whose ceatral offices are located in Southeart Portland,

i "has had its business disrupted and its reputation seriously damaged by a lengthy, expensive court trial the company lost.

) "of its own motion has refunded money to customers and mills on questionable lumber transactions it admits having made during the past six years,

tices [werel

It is not known whether North Pacific, which bills itself as "The Most Trusted Name in Forest Products," will appeal the verdict. . . the trial took 6 weeks, involved 33 witnesses and 242 separate exhibits.

hemlock. . . Gtobe Internotionsl has moved into a new 75,000 sq. ft. Hq. in Redondo Beach, Ca. Davidson Plywood & Lumber is now So. Ca. distributor for Jiffi-Fit Products' line CIf bookcases, cabinets, stands, storage units, etc..

AlbCoast Forest Products, Whittier, Ca., recently brought in via twin barge from Canada the largest single shipment of lumber ever into So. Ca.,: 8.5 million b.f., mostly hemlock; we'll have an illustratedstory in a forthcoming issue.

.

"moy see its working ownership change in a messy legal struggle for control between the company's two largest stockholders; and

. "is sure to take added lumps from a series of deceptive trade practices lawsuits brought again$t it by former North Pacific lumber traders who are *eeking millions of dollars in punitive damages. . ."

Multnomah County Circuit Court Judge John C. Beatty Jr.'s written opinion said in part, "Company policy. . . casts a Byzantine veil of secrecy over every aspect of corporate activity". "The making of profit on claims was perhaps the most serious practice charged against the plaintiff. . the practice was deliberate, occurred regularly, and was encouraged by the department manager."

Judge Beatty also wrote, "It was an employment milieu certain to inhibit expression of concern, complaint or protest - & system designed to insure

In another legal case, a Federal Trade Comm ission administrative law judge ruled it illegal for companies to charge a rail freight rate from Portland for plywood when the product comes from mills closer to the buyer by truck. Those named, G-P, Boise Cascade, Champion Internotional, lileyerhaeuser and lUillamette Industries, plan appeals. .

Permits for housing starts issued in Nov. '76 (latest available figs.) were at the highest rate in nearly 4 years, indicating the housing recovery is alive & well, despite a Nov. decline in starts of 6% to a seasonally adjusted annual rate of 1,705.000...

The prime lending rate (for banks' best borrowers) is now 6Vo. . . s&ls had a record influx of cash in their most recent reporting period (l}l76)... home mortgage rates declined in Nov. for the 2nd mo. in a row; all favorable signals for continued strength in home building, lumber and building materials' best market.

Trinity Forest Pladucts is a new wholesale firm in Novato, Ca., recently begun byKarl W. Drexel and James L. Peterson, TFP sells DF, redwood, pine, cedar, plywood & West Coast

National Forest Products Assn., meeting recently in Phoenix. elected Thomas M. Orth, pres.; Eliot H. Jenkins, chairman of the board; Gilbert L. Oswald, lst v.p.; Joseph A. Cook, sec.; and Ralph D. Hodges, Jr., exec. v.p.

Lumbermen's Building Cen t er, Palm Springs, Ca., is set for an early ground breaking, a joint venture by Bob Slettedahl of Lumbermen's of Washington and A.H. "Ike" Parker, Parker Lumber, Bremerton. Wa. it's on 3% acres; the main bldg. will be 10,400 sq. ft., selling primarily d-i-y, small contractors and, per* haps later, shell housing. .

The California Redwood Assn. has a new Design-a-Deck kit for dealers to increase sales of deck modules, a big Spring push is planned; watch for details in forthcorning issues. ..Minton's Lumber & Supply, Mountain View, Ca., plans a 3rd No. Ca. stote, site to be announced.

Lskeside Lumber, south of Gardnerville, Nv., has been sold for an undisclosed amount to Frank Pendola of Sierra Timber Products. .. Plywood Camponents, Albany, Or., is constructing a permanent new office. . G-P is bldg. a 40,000 sq. ft. distribution warehouse in Sparks, Nv., Rick Hermanson, mgr.

conformity...an employment where illegal and unethical prac'

prevalent.".

PONDEROSA

SUGAR

JANUARY

Shasta-Cascade Hoo-Hoo Club - Jan. 14, Concat, (place to be announced).

Lumber Merchants Association - Jan. 14-15, annual management seminar, Asilomar, Ca.

National Eousewares Manufacturers Assn.Jan. l7-2O, National Housewares Exposition, McCormick Place, Chicago.

National Association of Wholesaler-Distributors - Jan. 19-21 annual meeting, Las Vegas.

Los Angeles Hoo-Hoo Club - Jan. 28, Transportation Nite (golf & dinner), California Country Club, Whittier, Ca. Orange County Hoo-Hoo Club members invited.

FEBRUARY

National Home Improvement Council - Feb.4-6,6th annual convention, Fairmont Hotel, San Francisco.

West Coast Lumber Inspection Bureau - Feb. 5, general membership meeting. Place to be announced.

National Woodwork Manufacturers Assn.Feb. 5'9, 50th annual meeting, Royal Lahaina Hotel, Maui, Hawaii.

Shasta-Cascade Hoo-Hoo Club - Feb. 12. Ladies Nite. (place to be announced).

Los Angeles Hoo-Hoo ClubFeb. 19, Valentine Dance, Montebello Country Club, Montebello, Ca.

Mountain States Lumber Dealers Assn. - Feb.22-24,retarl management seminar, Denver.

Hoo-Hoo-Ette Club f,12Feb. 25, Lumber Nite, Airporter Inn Hotel. Irvine Q3.

Western States Hardware Show - Feb. 27-March l. Brooks Hall, Civic Center, San Francisco.

Truly a "chip off the old block", the new National Division of J. E. Higgins Lumber Company is readY - willing and able to handle Your toughest requirement. From pencil stockto ship sparsHardwood of any sPecies to Softwoods andRedwood. .you name it, if it's grown, we have it . . Imported and Domestic. The Higgins "baby" ,n ca,a handle it . . After all, "little shavers" with parents 9Syears old do know a pitchpocket from a knot hole!

Give us a call!

DRAMATIC HIT

(Continued fron page lS ) 1,500 letten of inquiry from readers wanting to know where to buy Woodstrip.

At about the same time, Woodstrip was being voted as one ofthe ten best new products of 1976 by the National Home Center Show people in Chicago, the first show of its type drawing some 35,000 home improvement store dealers nationwide.

This show led to the joining forces of Pope & Talbot and Davidson Plywood and Lumber Co. in Los Angeles as the prelude to introducing Woodstrip to the mass market of southern California.

Postman said he will never forset Davidson's first order, which came -by telephone in April shortly following the Home Center Show. "We had covered all the preliminaries, and I had related the successes of our 3.000 and 4,000 package promotion programs in the Northwest with Deople like Fred Meyer. So I asked trim wtrat kind of quantity would Davidson be talking about initially."

"We'll take one carload now. and another as soon as you can put it together," came the order from Bob Howard, Davidson's vice president and general manager.

Postman took a deep breath, did some quick arithmetic, and exclaimed, '"That's 14,000 packages-it will take us 21h months just to produce that much!"

At that point, Postman recogrized that Pope & Talbot did, in fact, have a tiger by the tail. Immediate steps were taken to greatly increase production at Kalama.

Today, thanks to several major capital investments in new equipment the Kalama mill is efficiently producing well over 1,700 packages daily.

Davidson Plywood got their 14,000 packages, plus many thousands more as southern Califomia proves to be the market leader for Woodstrip. The company's southern California sales representative, Ritter Sales Co., has been successful in getting Woodstrip into well over 100 retail outlets throueh the Los Angeles basin. Another b-ig "mover" for Woodstrip, particularly in the Pacific Northwest, is the Palmer G. Lewis Co. based in Auburn, Wa. PGL has close to 200 home improvement centers and lumber vards in Oregon, Washington and Alaslia on the Woodstrip band wagon.

Also on the horizon are additional species besides Westem red cedar.

"Our objective initially is to establish strong regional markets with cedar and redwood. then look to a

national market ivith another specie," Postman admits.

"Limited redwood and cedar raw material availability will hold these two species to regional markets, while other species we are evaluating are in ample supply to go national," he explained.

While Woodstrip's success to date is described by Davidson's Howard as "spectacular," he admits competition will likely become a factor sooner or later.

"Any potential competition will have a long way to go before they catch up with Woodstrip," he adds.

New Rolando Sales Office

Rolando Lumber Co., San Francisco, has opened a new sales office in Riverside, Ca., headed by Don Derbes, formerly with Inland Lumber Co. Working with Derbes are Bob Turner in sales and Audrey Lackey, office manager.

The lumber brokerage will handle remanufacturing and reloading business through Rolando's Kinton Division in Cloverdale. It will also represent Coos City Manufacturing, another Rolando division, located in North Bend, Or.

WBMA ANNUAL

(Continued from page 13) the dealers present to concentrate more of their efforts on selling the consumer. She said today's retailer must be more expert in selling lumber and building materials and in balancing the business between consumer and builder/contractor customers.

Nebraska lumberman George Russell, current president of the NLBMDA, sees smooth sailing ahead of the industry for the next l8 months.

The new Congress is more liberal, Russell said, and prophesied it would

produce more environmental legislation, more consumer oriented laws that could cost business. He sees the Common Situs picketing issue making a comeback and the possibility of wage and price controls.

Other program features included the well-attended "Quick Pitch Selling Talksl Grant Gard's enthusiastic presentation "Don't Talk About ItDo Itl" an amusing inspirational presentation by "Mick" Delaney: and a business improvement roundtable manned by Roger Conrad, W. J. Conrad Lumber, Coos Bay, Or.: James

F[A}T\iSCAPf

fire retardant treatment now at McGormick & Baxter's Stockton,Ga. plant-for lumber, plywood, millwork

ldeal lor schoolshospitalscommerclal bulldings - apartments, oflice buildings, restaurants, shopping cenlers, etc. (lnterior use only.)

FLAIIESCAPE TREATED WOOD for protection against decay I carries the Underwrjters and insects.

Laboratories lnc. labelCHEMOI{ITE (copper green classified FR-S (Fire Retard- color)...The only salt treatment antStructural); that consistently meets the 16'f r a pp r ov.ed by.burrdins.c^o.des il :liiflii f"" il:l'o1l'jl:?..0'''"- throughout the United L.-.--, western woods. a good appearanceclean CELLON (ctear)... Leaves surfaces. wood its riaturai color. ldeal

ilccormtck & Baxter a|so lrhgre^9.U?gqlqnce is critical. features: Both CHEMONITE and CELLON are well suited for fencing, CHEIIIONITE@ and GELLON@ decking, retaining walls.

Retum this coupon lor more intormation

Campbell, Spenard Builders Supply, Anchorage, Ak.: Richard Morse, Canby Builders Supply, Canby, Or.l and Morrie Tarte, Bellingham Sash & Door, Bellingham, Wa.

The winners of the top prizes, awarded on the basis of selling a mythical retail customer, at the Quick Pitch Selling Talks were Ken Jacobson, Don Erspamer and Bill Gilmer.

New officers elected at the meeting are: president, Charles Shafer, Irrigators Lumber Co.. Caldwell, Id.; first v.p., Gordon Gerretsen, Gerretsen Building Supply Co., RoseburS, Or.; second v.p., Earl Fosse, Brownson Lumber Co., Wenatchee, Wa. National directors are Ray Blackstock, Blackstock Lumber Co., Seattle and C. E. "Chuck" Link, executive vice president of WBMA.

Directors include Howard Axtell, Ted Grainge, Robert Adams, Elliott McCluney, Neil Werner, Matt Mattson, Woody Anderson, Charles Hoenhous, George Osborn, John Stoltenberg, Orm Fluegge, Cecil Cleveland, Bob McPherson, Lorin Papworth, Don Erickson, Gary Weatherly, Moe MoYer, Clayton Smith, Bud LaMarr, William E. Miller, Don Ferguson, Ray ConnollY, Marion Vance, Vic Camozzi, MerlYn Jolley, Directors at large are Charles Rouse, Andy Boyd and Frank Powers.

The theme for this year's gathering was '?e houd of the Past - Be Pre' pared for The Future," which was graphically presented by including photographs from l9ll'1914 in the registration area, to show the continuity of the industry and the premanence of its institutions.

The spirit of involvement and committment exhibited somanyyears ago is alive and well today, amply demonstrated by the fact that present at the Spokane convention were every WBMA president since 1964 plus four men from years previous to that. There are few organizations in any industry that can boast of having every past president from the 12 consecutive Prior years present at its annual meeting.

Past presidents present included C. C. Morse, 19531Robert Slettedahl, 1956: M. S. Tarte, 19581J. M. Bettis, 196l: W. Stewart Orr, 1964; Ray Blackstock, 1965, Ansel Hyland, 1966: Jim Hayes, 1967, Homer W. Greer, 1968: Wayne S. Mattson, 1969'. Cameron Kyle, 1970: A. H. Parker, l97l : Bert F. Kinzig, 1972; C. E. Link, 1973: Jerry Williams, 1974: and E. P. "Woody" Railey, 1975.

Little wonder WBMA thrives as it does!

South Bay rb on the move!

Growing to serve you better

Our expanding services, additional product lines and improved and updated facilities mean we can serye you better. We have more than 28 ACRES OF INVENTORY including 40,000 SOUARE FEET OF DRY STORAGE, fed by THREE DRY KILNS. Our milling facilities are

complete, including a PLANNER/ MATCHER, MOU LDER, RIPSAW, RE-SAWS, and AUTOMATIC TRIMMERS. The improvements and advances we've made enable us to better attend to OUR NUMBER ONE JOB of SERVING OUR CUSTOMER. Let us show what we can do for you.

Call us at South Bay, we're specialists in two of the world's most durable and versatile softwoods.

REDWOOD and WESTERN RED

CEDAR

Clears, Patterns, Siding, Commons, Garden ltems and Fencing COMPLETE MILLING FACILITIES & DRY KILN

OUN[A[N

ll EXT BIG educational happening

for Mountain States Lumber Dealers will be in Denver, Feb. 22-24, when we will have the Retail Management Seminar.

Conducted by C. J. Stern and R. L. Rippey of Armstrong Cork Co. Armstrong is a leader in sales and management educational programs for the retail building material business.

This two day, two night seminar has been highly developed over the years and is widely recognized as the best educational opportunity for anyone who aspires to excel in retail building material management.

It has been said that there are three kinds of managers (l) the ones who

make things happen (2) the ones who watch things happen (3) the ones who don't know what's happening. This seminar is for those in ( I ) who want to know better how to make the right things happen.

Here are some of the topics which will be covered:

The days are invested in group exercises, lectures, films and discussion sessions. There are reading assignments for the evenings. Enrollees will be sent a seminar manual in advance for preparatory study.

This is a heavy one, plan on staYing both nights at Howard Johnson's. All meals except breakfast are group sessions. Starts at noon on the 22nd, concludes at I :30 on the 24th. Limited to 30 participants.

a

o Dynamics of cooperation

Characteristics of effective organizations

Getting your message across (communication)

Time management (there is more to this than you ever thought) Management styles-productivity of your people-whys and hows of delegating Motivating and developing your people

Financid control-informationapproach

Western Building Material Association

tlf e ARE now beginning our new YI/ WBMA Building Material Marketing Course #6. It is a course offered during the period of January 24March 25, one full week each month: Ian. 24-28, F eb. 2l-25 and Mar. 2l -25.

Subjects covered are designed to orient and upgrade the proficiency of employees in the retail and wholesale lumber and building material industry.

Those who should attend include new emplovees, employees ready for

new responsibilities, those who need a refresher.

A student may enroll for the entire three sections or for as many of the one-week sections as desired.

The employer benefits from having more competent employees, improved customer goodwill, more and better sales. and valuable reference material.

It is held at WBMA's Learning Resource Center, 909 Lakeridge Dr., Evergreen Park, Olympia, Wa. Housing is at Greenwood Inn. one block from WBMA.

Cost for the complete course, three weeks (one each month) January, February, March is $195. It includes

Educational opportunities for lumber dealers and employees come in two styles: (l) meetings, schools, seminars, etc. Where everyone goes to a meeting room somewhere, to sit down and soak it up, (2) in-house programs where, in the privacy of your own lumber yard or house you can watch an audio-visual proglam, study a book or manual, or take a correspondence course.

Our association is Providing both types. During 19'16 we held l9 educational sessions-schools, seminars, meetings around the mountain states with some 350 participants.

Now, we are rounding uP in-house training aids for lumber dealers and making them available to You.

If you have no equipment and want both the sales training and do-ityourself series (21 programs), we recommend you buy the Caramate machine and the slide tape sets. The whole shebang will cost $839 through the association.

registration, materials, field trips, but does not include meals or room. Each one-week section. as selected by participant is $75.

What do previous students say? "Facilities, program and instructors have been excellent!"

"The class has helped tremendously in that I feel much more confident in handling the customer. Being with others in the same position is a great boost for morale. I always leave class feeling there is nothing that can stop me from achieving the goals I have, mainly because I've learned to use what I know."

Facilities at the LRC limit the class to the first 25 enrollees.

hUnfXC; the prst year our indusLl tw has rrrct rvith considerablc success in causing the deteat of legislation at both the Fcdcral and state level that wor-rld have been ilisastrous to us. FF'F". tr t I rf ; Our success canbc attriltuteLl 1rclirectly to the ellirrts r''.,t-i..1ii"r.i F * those ol you intereslcrl in thc industrl' l'ronr which you extract yor-rr living. f You wnrtc or callcd ]'our legislators ,r6* when it was necessar).,. You helped to offsct thc great nuntbcr oi lcttors and phone calls frorn environrnentalists and other special groups.

Wc have built up nlonlcnturn, but, we still need more assistance. [:ach of you have enrployees that depend r"rpon the avaliability of materials lnd the continued ope ration of your busine ss lbr their living. You also have custonrors and contractors that depend upon thc availability of nraterials and land lirr thcir living. 'l'hcsc individuals MUST participate in legislatic>n rntl lari rnaking. When a land use bill, legislation such ls \{onongahela and othcr restrictions are proposed. cvcry.crrployee, l'ris wilc, the contractors, antl customers should be encouraged by you to send a letter to their legislators in opposition.

lf you do not cufrently have an intcrnal I'olitical Action (iroup that will eontact lcgislators whcn it becornes ncccssary you shoulLl scriousll considcr setting up such a group in your organizetion. 'l hr associations aro ntore than happy to help b1' provirling santple letters, lacts about the issues, and the nanles ot'lcgrslltors.

'l lte problern I f ind in nrost busincss is the excLrse "rvc don't have the lirnc to write or call" or "rvc don't kno"v horv to contact legislators". These are both rveak excuses. and we bolh knor.v it. "l coulcl care le ss abor-rt legislation" is a rlore likely reason ior Iack of contact with legislators. Thc prol-rlenr is that this "colrld care lcss" attitudc has placcd us in exactly t he position we arc in today where govcrnnrent agcncics havr grrtlvn with trerriendous power llrovcs. hlve incrcased the cost ofgovernmetrt and taxes by brllons ol dollars and havc placecl themselves in I position where thcy norv rule and it is irrrpossible to stop thr'nt, cut them back or restrict their polvcr, unless you arc lvilling to expencl lhe precious fivc-rninrrtcs once in a rvhile.

In six short years I have rvltchetl as government agencies have erodetl trcc cnterprist' hrve convinced the consumer public that businrss is the enenry. l-he result has becn mi1lions ol prgcs oi regulations that you and I nevcr fully lunderstantl Ilut it doesn't rnakc any difference because rvc rvill be fined or placed in prison l'or an infraction of any one of the scvcral hunclred bits of lcgislation passed.

Now these sanre agencies are attenrpting to make i1 possible for any one to otrject. l'hey have tried thc election rcform ancl cut oll' funcls for elections. They are attempting to curtail Political r\ction Groups and all contributions cxcept fronr unions. 'l hcy are attempting to classify anyonc that nrakes rnorc thln a very limited nunrber of contacts rvith his legrslators as a lobbyist thal will require lengthy rc portrng.

('orrmon Situs, Land LJse Refornr, N,landatory Socialized N'ledicine, federal contnrl ol Workers ('onrpcnsation and several other major issr.rcs rrill come Llp this year. Oh, what the llcll, let enr'pass thesc llrvs, rvho cares'l

Western Hardware Show

The 28th Western States HardwareHousewares-Paint & Garden Supply Show will be held Feb.27 - March l, at Brooks Hall, Civic Center, San Francisco. This popular trade show is a 'must' for those who want to see and buy new products, merchandising aids and promotions.

Over 600 manufacturers will be

represented, with merchandise lines in the thousands at the Show, sponsored by the California Retail Hardware Association. According to K. B. Jacobsen, show manager, many new exhi bitors are taking booth space to present their products to retail buyers in the big Western market.

Buyers from all retail areas will see the latest in hardware. housewares,

paint, garden supplies, building materials, automotive supplies, glftwares, plumbing, electrical, sporting goods, variety and notion items, plus hundreds of other individual lines of merchandise.

Buyer attendance is expected to top 10,000, with spending over $l million plus at the show, and an even larger amount on post-Show orders.

Long Dimension

Rough Dimension

Other Douglas Fir ltems

NNONTANA NEWg

AMENDED regulations by Farm-

ers Home Administration have extended eligibility for FmHA financing to additional markets if the areas are determined to lack mortgage credit for low and moderate income families. The new areas in the MBMDA terri tory-in the 10,000 to 20.000 population range-are:

Anaconda, Havre & Kalispell, Montana, and Sheridan, Wy. Also, FmHA has raised the "moderate adiusted family income limit" to $15.6d0 per year from $ 12,900. Another signi- ficant development is the Guaranteed Rural Housing Loan, details of which will be released February first. This will involve an FmHA guarantee of 97% or 987o on a home loan obtained from a local lender (savings & loan).

Perhaps a fitting resolution for the dealer's New Year list could be an expression of appreciation for support by the MBMDA associate members. Progress and improvement in the building material industry are depend- ent upon communication, co-opera- tion and mutual rcspect between the various elements of the industrv.

The retailer is prone to overlook the fact that he is the final link in the chain of delivery to construction. He tends to gloss over the significance of the jobber/wholesaler in the distributive pattern. And he is apt to take for granted the manufacturer's position at the production end of the line. Yet each segment is essential to the proper, efficient functioning of the system. Until the manufacturer's product has been incorporated into the job-its end use-nothing complete has hap- pened.

Today's economic scheme establishes the wholesaler as a vital element in the distributive chain. And the retailer needs the help of both producer and jobber to put the product on the job. So thanks are in order to the associate members for their contribution and co-operation which makes it possible for the dealer to take the distributive system for granted.

New LA Club Officers

Jim Frodsham has been reelected president of the Los Angeles Hoo-Hoo club. He is also the president of South Bay Redwood Co. of Orange, Ca. Other new officers chosen at their recent San Dimas, Ca., meeting included Don Hathaway as v.p.; Dennis Betts, secretary and Andy Ersek, treasurer.

A Racy Evening

Former Los Angeles Ram football player Les Richter, now manager of the Riverside Raceway, narrated motor racing films at a recent Inland Empire Hoo-Hoo club meetins in San Bernardino, Ca.

THE SIMPSON STRONG.TIE MERCHANDISER RATES A+

Thb outstanding "Silent Salesman" disphW ard inrcntories over 18 types of provm merchardise for tb professional and those who like to do a professional iob. The complete line from hangers, anchors, caps, clipc, brackets to wall bracing and hurricane tiesare code apprwed. Detailed catalogs and product folders, plus large fullcolor header sign which pictures varknrs application of Strong Tie products are part of pronrotion package.

lf you're not handling SIMPSON STRONG-TIE hardlare 1ou're missing an exceptional profit opportunrty.

SIMPSON STRONG-TIE Merchandiser:

r Adjustable divi&rs - Dinrensions: for storage flexibility /!tr tall

t Snapo together - for simple 48'wi& assembly --- lS deep

Dick Smallridge won Salesman of the Quarter award for the 3rd quarter at Sequoia Supply, Fairfield, Ca., according to mgr. Bob Riggs. Les Legaux is a new inside salesman for the East Bay, Pete Jacobs for the West Bay and Gary Malfatti for Sacramento North.

Frank Quattrocchi is back at Cerritos, Ca., after a trip to American Forest Products Corp. HQ., in San Francisco.

"Hap" Hasty, Schmidbauer Lumbei, Eureka, Ca., is back from a Portland business trip.

John Gaskin and Mike Parli, Capital Lumber Co., Phoenix, were recently in Orange, Ca., visiting Capital's new distribution yard.

Gary Thomson, Inland Lumber Co., Colton, Ca., has recovered from a recent bout with pneumonia.

Robert E. Irion is now gen. mgr. of Union Pacific's South Central District at Salt Lake City, succeeding Harold H. Brandt who moves uo to HQ at Omaha.

Ron Bretzing is now mgr. at San Leandro for Georgia-Pacific, a trans- fer from Santa Rosa, Ca. Ron Hogan has moved to the Northeast as regional mgr. Mel Henson is now regional mgr. for the West at San Leandro. Bill Robbins has transferred to Santa Rosa as msr.

it's your inventory . o.

Lloyd Wattenberg, Wattenberg Lumber, Bakersfield, Ca., is back from a B.C. hunting expedition where he bagged a 55" moose and a six point elk.

Donald Weixelnfan has been promoted to exec. director of marketing and Jack Gray to sales mgr. by States Veneer Co., Eugene, Or.

James J. Tracy is the new v.p. and treasurer for Johns-Manville. reports George W. O'Dair, senior finance veep.

Jack Purrington is Champion Building Products' new capital project contract administrator at Eugene, Or., and Ken Strong mgr. of the computer center. Lewis C. Foster is now in charge of purchasing and materials mgr. at CBP, Anderson, Ca.

Norbert Edwardsen, Georgia-Pacific, recently transferred from Billings, Mt., to Spokane, Wa.

Alvin W. Luhr, Floyd D. Pitts, and Eugene R. Kinder, all of Colville, Wa., and Daryl Zanck, William J. Anderson, Robert J. Kuzman, Alvie R. Marcellus and Robert Sloan. all of Spokane, are new members of the Spokane Hoo-Hoo club.

Robert N. Rasmus is the new president and chief operating officer of Masonite Corp.; Samuel S. Greeley moves up to chairman and chief exec. officer. John M. Coates, former chairman and pres., now heads the exec. committee.

Charlie Klebenow is now with Ferguson Lumber Sales in Missoula, Mt.

Dave Swartz has joined the sales force at Portland's Penn Pacific Lumber.

Bill Mocsi and Harold Logan have joined DE Doors, South El Monte, Ca.

Curtis R. Hedding is now Peavey Co.'s retail director of marketing and Robert J. Ilstrup director of administration.

William F. Nelson is now Champion Building Products' business mgr. at McCloud, Ca., according to Daye Waters, operations mgr., while at Silver City, Mt., Ken Smithson moves up to production mgr. for the sawmill and planer.

Jim O'Donnell is the new exec. v.p. of the Northwest Pine Assn., Spokane, Wa., according to assn. pres. Charles Shotts.

William H. Rogers, a longtime salesman for J. H. Baxter & Co., San Mateo, Ca., has retired, according to Al Baxter, pres.

Jim Frodsham, South Bay Redwood, Orange, Ca., and his wife, Sylvia, celebrated their 9th wedding anniversary by joining the group departing on a Lumber Association of Southern California study cruise along the Mexican Riviera.

Warren Jimerson, exec. v.p., Western Wood Moulding and Millwork Producers, is back after leading a group of members on a two week tour of European woodworking facilities.

Harley Willis is the new exec. v.p. of Brand S Corp., Corvallis, Or.; R.D. Procarione, v.p., is now in charge of the plywood div.

"Duke" Elder is now with Hirt & Wood's wholesale department, Eugene, Or.

Les Karren is now a member of the trading staff of Portland's Contact Lumber Co.

C.William "Bill" Stevens has been promoted to Pacific Lumber's gen sales. mgr., based in San Francisco.

M. J. "Gus" Kuehne has been appointed asst. director-forestry for American Plywood Association, Tacoma, according toW.D.Page. He replaces James F. O'Donnell, who recently resigned to become pres. of the Northwest Pine Association. Spokane, Wa.

Ifilliam M. Agee, 38, pres. and chief operating officer of Bendix, parent company of American Forest Products Corp., has been elected to the additional posts of chairman and chief exec. officer. He succeeds W. Michael Blumenthal, who was named Secretary designate of the Treasury by President-elect Jimmy Carter.

Lyle Shafer, a longtime light in Northern Ca. retailing is now owner-operator of Ace Hardware in Napa, Ca. He is a past pres. of the LMA.

Bill Anderson is thd new asst. mgr. at Palmer G. Lewis Company's Spokane, Wa., branch. He replaces Ray Bell to join a family business in Ohio.

Pete Parrella,Parr Lumber Co., Orange, Ca., plans a Manzanillo, Mexico business/pleasure trip this month.

Sam Fineman, president of Bel-Air Door Co., Alhambra, Ca., is back from an extensive Far Eastern business trip.

Don Simon has returned to Lake Grove, Or., after a Southern Ca. business trip for Simon, Crabtree & Ryan, Inc.

Mahlon Marsh and Al Weymiller are now veeps in VMC Corp.'s international sales dept. Firm is the parent company of Z-Brick.

Walter E. Ousterman. Jr. is the new president and c.e.o. of Kaiser Cement & Gypsum, Oakland, Ca. He succeeds Peter S. Haas, who continues as vice chairman of the board and exec. committee member. Carl R. Pagter moves up to v.p., sec. and gen. counsel, succeeding Totton P. Heffelfinger II, who plans an early '77 retirement.

Ed Evans, Fremont Forest Products, Whittier, Ca., plans a business trip this month to Coos Bay, Or.

David E. Stahl is the new exec. v.D. of the powerful National Assoiiation of Home Builders, replacing Nathaniel Rogg, retirin g after 23 years as top NAHB staffer.

Dwight Curran, Oregon-Pacific, Con-' cord, Ca., is back from a Fort Bragg, Ca., mill trip.

Dick Shattuck has joined LouisianaPacific's Santa Rosa, Ca., plywood and panel sales office.

Gene Courchaine, American Forest Products, Cerritos, Ca., and his wife are back from a two-week Hawaii triP.

David Rollason has fssn prsmoted by G-P to sales mgr. of their bldg. products div.

Don Huston, a former Californian, has been promoted by Minneapolis, Mn. based Peavy Co. to v.p.-gen. mgr. Peavy has 186 retail outlets in 10 states, including Montana's Thunderbird Home Centers.

Tom Murdoch has joined the Eugene, Or., office of Fremont Forest Products, according to pres. Pete Speek.

Richard Warden is now v.p.-marketing for C.H. Tripp Co., La Jolla, Ca., according to Carver Tripp, pres.

Ron Hope is now establishing a softwood export program for Boise Cascade in Portland.

C. Mark DeWinter is now product line mgr.-doors for Masonite's hardboard div. Thomas J. Jordan succeeded him as director of communications, according to J. L, McMaken, v.p.-marketing.

Dave Contreras has been given the additionpl responsibility of mgr., custom products div. for Willamette Industries, Albany, Or.

WEST'S newest 84 Lumber Co. store opened recently in Sparks, Nv. Warehouse style, no frills steel building has cement floor, oiled yard. Situated in an industrial park,84 uses flyers, other promotions to bring consumer. trade, as well as builder trade. Manager is Howie Clark, asst. mgr. is Mike White.

TUCKY SEVEN new members of Hoo-Hoo International, the lumbermen's fraternity, seen here were initiated recently by the Ukiah (Ca.) chapter at a well attended meeting at Vichy Springs Resort. From left: Don Van Fleet, John Rhoades, Randy Lee Farmer, Bud Lee, Andy Longcrier, Bob Handegard and Jim Lake.

Particleboard Use Up

Particleboard floor underlayment has become an important product for most building supply dealers with builders using it more widely than ever before. Research by the National Particleboard Association on particleboard's acoustical properties has led many builders to adopt particleboard floor underlayment for multi-family units. Single family homes remain, however, the largest market.

Its market price has been consistently below alternative materials and this has spurred its use in shelving applications. NPA recently produced a Builder's Bulletin on Shelving which describes various particleboard products that can be used for shelving and the deflection thal takes place with different spans and different construction. methods.

Another new product entry from the particleboard industry is stepping. NPA has been conducting a series of tests on particleboard stepping and recently HUD-FHA issued a UM bulletin on it for 30" spans.

Manufacturers are stressing however, that particleboard stepping is for interior use only and must be covered with carpeting or resilient flooring.

M0DEBIU TREND: Showmanship and smallness combine in contemporary approach to shopping malls, as seen at Lumber Yard, Laguna Beach, Ca. 0ld World design concept distinguishes center's 31 little shops in 39,000 sq. ft., all leased in advance of completion. $1.5 million, multilevel development features red-cedar-shingle roof pressure treated by a Koppers Co. process for fire retardancy. Abundant use of wood, both as heavy timbers and siding, served as dominant design element, with red cedar shingle roof.

Carefully kiln dried. All knots inspected. Permifused where necessary.

Beautif ully natural appearing waney edge.

TOCAT INVENTORY & DIRECT MItT

a rustic siding patterned from nature

New Fnoduots

and selecfed soles oids

Plumbing System A Saver

Ultraflo will introduce at the NAHB Convention January 23-27 at Dallas the all-new 1977 models that save more on both water and energy.

The unique, no faucet plumbing system now has new solenoids and more efficient valves which save up to 35% on water, much of which is heated water requiring costly energy.

The re-designed system now has new solenoids which require less electrical energy to operate and new precision valves which insure positive closure at all times. The improved system was tested by the Underwriters Laboratories in 1975 and now is listed by UL.

Further improvements include a simplified and color-coded electrical wiring system with push connections to speed correct wiring during the installation. Also, the cover plates for the push button controls will be offered in a wide range of colors to blend with the designers and decorators requirements.

Because of the proven ability of the Ultraflo system to conserye water and energy, builders are finding the system has buyer appeal to budget-conscious home buyers who appreciate the $100 to $250 year savings possible on water and energy. Builders, in turn, can specify Ultraflo at no added cost premium over a conventional plumbing system. Field studies indicate that the installed cost of Ultraflo is the same as or less than conventional plumbing. The system goes in faster and requires

not two, but only one line to bring both hot and cold water to the kitchen or bath.

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

Jalousie Insert Units

Easy installation and complete weatherproofing are featured in the airtight Bel-Air Jalousie door insert units.

This unit meets the current demand for a flush profile with no unsightly and easily abused protrusions. No door blocking is required and it is quickly installed.

It will accept glass and wide available.

both 3/16" or 7132" range of sizes are

brass. A chrome-plated brass swivel connector permits the shower spray to be adjusted vertically as well as 180 degrees laterally.

Change from pulsating action to conventional spray can be made by turning a decorative chrome-plated collar on an attractive black handle. In the pulsating setting it directs a "wetting action" spray that is exclusive to Alsons "Massage Action" showers. Water jets of three different velocities combine to give maximum wetting action with massaging.

Chrome-plated brass supply elbows and vacuum breaker are available for use with the shower.

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

Take lt AllOfl

WRITE: The

Merchant Magazine, 4500 Campus Dr., suitc 476, Newport Beach. Ca. 92660.

Pulsating Hand Shower

Alsons Corp. pulsating hand shower with two deluxe wall mounts will be shown for the first time at the National Association of Home Builders Show January 23-26 inDallas.

The Model 515 MA ("Massage Action") includes two deluxe chromeplated brass wall mounts to hold the shower head at different heights when not being used as a hand held shower.

The 59" hose. which can be attached to either a shower outlet or a tub spout, is chrome-plated double-spiral

Purex now has what it calls the most powerful floor stripper in its history, "Franklin's Out-Strip", for use in removing polish, sealer and wax build-ups in tough situations where other strippers fail.

So powerful in strength, it's recommended usage is for multi-coat buildups, long-aged, and especially for excessively spray-buffed films.

It features a special blend of new water-miscible solvents to rapidly penetrate and remove aged films. For use on all problem floor areas. It is recommended for industrial and commercial use.

Dilution factor ranges from 1:8 to l: I for problem floors. It is available nationally in 1, 5, 30, and 55 gallons.

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

Brick PanelSystem

A completely new modular exterior brick panel has been developed by Flair Products where all tl:'e 12 brick facings of 3/8" are completely embedded in galvanized wire lath.

It permits the installer to nail the two sq. ft. panel to wall studs and mortar the joints with a mortar adhesive in a caulking tube.

They have combined two basically acceptable building materials, concrete bricks fortifie'd with epoxies and galvanized wire lath to give the homeowner years of use. The panel is also weatherproof and fireproof

On cinderblock surfaces. one need only apply a ll2" of mortar to the cinderblock, press the panel into the matrix to permit it to bleed thru the

January,1977

wire job. then point to complete the

All the bricks are 3/8" thick and the entire panel is finished in the old brick look. Each brick has a different texture and no two bricks are alike.

This modular brick system can also be installed in kitchens. dens. and fireplaces.

The system offers many economies in time and materials over individual brick systems. Only ll4 of the mortar is required in a nail-up installation Since the mortar serves only to decorate rather than offer adhesion for the brick.

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

Two New Lay-ins

The l'unctional advantages of suspended ceilings and the aesthetic features of high-style decorator ceilings have been combined in two new residential ceilings from Armstrong, Royal Oak and Scotch Pine.

The grids seem to disappear into the overall designs, eliminating the "commercial look" and creating a decorative monolithic effect which will complement a variety of motifs.

At the same time, the traditional benefits of suspended ceilings are retained, including easy installation, concealing of joists and wiring, excelIent sound absorption, accessibility, inexpensive replacement, etc.

Royal Oak is a formal design with a hand-troweled wood-and-plaster effect. Each 2' x 4'panel incorporates eight 12" x 12" deep-textured tile modules bordered bysmooth-surfaced grout lines.

Scotch Pine is a rustic board-andplank design which capitalizes on the "natural look" trend in home furnishings. Here again, the visual impact of the exposed grid has been eliminated by making it an element of the surface pattern.

Low

BESI0ENTIAt ceiling by Armstrong offers the rich look of tile in a 2' x 4' lay-in panel ceiling. The grid is effectively disguised by the geometry of the design, a handsome hand-troweled wood-and-plaster effect called R oyal 0ak.

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

Power Ulf;asheri EtG,

ltEW Power Wcher

You'll enjoy high prof it and big demand for the new Broyhill Power Washer because home-owners are discovering the time and labor saving convenience of high pressure washing of cars, trucks, farm equipment or buildings, boats, driveways or houses. By twisting the unique Broyhill nozzle, you can easily change from soap to rinse cycle. Washing is done quickly with no messy premixing of chemicals in holding tank.

gpm;3/4 H.P. 2 gpm; or 1 H.P. 3 gpm upto 550 psi and 1 1 /2H.P.2.3 gpm ot 2 1 /zH.P. 4 gpm up to 1000 psi.

Order llEtU Litile Squht Lawn Now

Ask about special discounts. Phone 402-987-3412 or write to the Broy- hill Company, Dakota City, Nebraska 68731 for more details and literature.

SprayerliquH Apdlcatol for only $rO9.5O llbtl.

Don't miss oui on protit and Now hgro's the Broyhiil Litile high volume sal€s with this Squirt. nsw quality - built spreyer tor In the uniqu€ Little Squirt, only 0109.50 r€tail. Eroyhill, liquids aro sprayed by wheelthe leadar in sprayorsfor over driv6nsqueezepumpsina un30 y6ars now gnlsrs the con- ilorm 3 toot swath trom lour sum6r markel wilh th6 only nozzl6. Thg rusl and corre one ot its kind5 gallon sion resisiani 5 gallon plstic powerlsss spraysr that can contain€r is simply lifted in or handilybopushedorpulledby out of th€ whe6l mounted a gardsn tractor or riding frame lor easy tiiling and mower. Homeownors havs clganing. The Broyhill suciion asked tor a small liquid ap- hose assombly is equipped plicator to spray th€ir lawns wilhano-dripshul-offval\€ with herbicidgs, tungicidos, or and a gardon ho€e throad fitsoil sterilonts along with ler- ting for simple cl€aning and tilizer lor quicker ecting re connectiontothe conlainor. sul|s not dop6nd6nt on rain.

New Package

Sta-Lube has changed the packaging, but not the product. Five of Sta-Lube's El Pico products have had the "color coding" bands changed. All five products are now available in attractive. bright colored lithographed cans.

The band has expanded to 2" on pints and 4" on gallons, with the product name in clear, white lettering.

55We're

prod

green and dry Douglas fir pine and White fir99

This change will make El Pico paint and varnish removers, Sandeze and paint brush cleaners more recognizable than before.

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

Family Room ForAll

A family room should be just what it says it is-a room for every member of the family, no matter what the interests or inclinations and the ideal location for such an area is often the basement.

Remodeling experts of Masonite, Armstrong, and Family Circle magazine recently converted a 22' x 3l' basement area into an attractive, comfortable and functional room that fulfills a variety of family needs and requirements. Standard building materials were used in transforming the basement into well-defined smaller areas for specialized activities.

When the project began, typical concrete floors, cement block walls, steel posts, exposed pipe, electric lines and ducts were very much in evidence. What finally emerged was a home within a home, a large multi-purpose room that radiates warmth and charm. It incorporates a host of ideas for any remodeling contractor.

Each area of the family room was planned for privacy. The tv viewing area, for example, is separated from

Green and Dry Douglas Fir, including stress materials,

as Redwood,K/D Pine and Hem-Fir.

Sincerely,

as well

66As a fifth generation lumberman, I know I can do a better job for you in servicing your business needs. Our specialties are Douglas fir timbers to 40 feet, redwood timbers to 28 feet, Df and redwood dimension. Please call and ask for me.))

January,1977

the table tennis area. Entertainment, hobby and study areas are delineated. Plenty of storage is provided.

Walls throughout the family room were covered with paneling; a sus- pended ceiling hides duct work, plumbing and electrical wiring. The vinyl flooring features hundreds of innerfoam cushions and is ideal for installation over a concrete floor.

Every good family room has to have a "refreshment center" and this basement is no exception. A compact little galley, equipped for maximum entertaining efficiency, holds every- thing but a full-size range. The bar, which is fitted with plastic laminate surface, is ideal for serving a buffet.

For other forms of entertainment. an open area at one end of the basement accommodates a standard-sized fold-up tennis table.

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

Cut Your Heat Bills

A unique automatic vent damper capable of saving up to l6Vo on a season's heating bill has been introduced by Payne Air Conditioning.

Named the Vent Mizer, the new vent damper mounts to the flue gas outlet of Payne's l9X2 series of furnaces and automatically opens and closes the flue when the thermostat calls for heat. This dramatically decreases the operating cost of an in-

door furnace by improving the yearround utilization efficiency in two ways.

First, closing the flue when the furnace isn't operating prevents indoor air from escaping up the chimney.

Second, closing the flue immediately after the gas shuts off traps the heat stored in the hot water exchangers, preventing it from escaping up the chimney and requiring less time for warm up when the thermostat calls for heat.

The stainless steel damper is motor driven to the closed position and has a safety switch which prevents the gas valve from operating unless the vent is fully open. A completely prewired printed circuit board provides for quick and easy connections and a special safety plug prevents the controls from being connected in an unsafe manner,

The l9X2 furnace, with the Vent Mizer attachment, is the first AGA certified unit of its type to be offered by an American manufacturer.

WRITE: The Merchant Magazine, 4500 Campus Dr., suite 476, Newport Beach. Ca. 92560.

3-Way Bulb Display

A new display prepack of soft white three-way bulbs has been introduced by the North American Philips Lighting Corp. (NORELCO).

This new promotional package is

designed specifically to increase the sale of 3-way bulbs to the consumer market. The display prepack holds 80 two packs of 50/ 100/ 150 watt soft white, three-way bulbs.

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

New film on hardwood

Furniture masterpieces, old and new, are given the spotlight in a new film created by the Hardwood Institute for distribution to tv stations throughout the country. This is the fifth film on the virtues of hardwood furniture produced and distributed by the Hardwood Institute.

The film, titled "The Real McCoy" was shot in one of New York City's prestigious museums and in the showroom of a leading manufacturer of museum reproductions. By using the theme of furniture masterpieces, the Hardwood Institute was able to dramatically highlight two major advantages of hardwood; beauty and durability. The museum pieces shown in the film are well over 200 years old. And, yet, as the camera and the narrator point out, they are as beauti-

Story at a Glance

Film promoting hardwood furniture has been created by the Hardwood Institute for distribution to television stations all over the U.S. it is the fifth film Hl has produced.

ful today as when they were first made. The message comes across loud and clear.

Another inherent advantage in showing furniture in museums is the immediate association in the viewers' mind of the aesthetic and dollar and cents value of anything worthy of display in a museum. The beauty of hardwood furniture in our museums speaks for itself: on film it speaks volumes.

Of even more importance to to' day's furniture manufacturer, the major part of the film is devoted to the reproductions being made today in all parts of the country. Great stress is placed on the use of hardwoods in the originals, and in the reproductions.

It is pointed out that the reProductions of today will be the heir' looms of generations to come.

The film runs approximately fourminutes and is designed specifically for showings on news and local interest television shows. It will also be distributed to Home Extension Services across the country. and.offered for showings to local civic and business groups.

There can be little doubt that, among our tastemakers and trendsetters, hardwood is taking over the

American kitchen. In the July issue of House Beautiful, page after page of full color photographs of kitchens showed nothing but hardwood from floor to ceiling. Cabinets above and below, countertops, walls, and floors were predominately wood. And the Hardwood Institute, a part of the National Hardwood Lumber Assn., is anxious to keep it that way.

Since its inception, the Hardwood Institute has been telling the consumer about the advantages of hardwood in kitchens. The natural trend, which favors the use ofwood throughout the home, has been growing for about l0 years. It began with the wave of interest in natural ingredients in foods and the emergence of health food stores across the country. Next came natural fibers in clothing, then natural cqlors in home furnishings fabrics and, always popular, the exclusive use of natural materials in home furnishings.

The trend is in the hardwood lumberman's favor and the Hardwood Institute intends to ride the crest of the wave. It is important to remember that trends are not a natural phenomenon: they are started by newsworthy people and events and then kept going (or alloweci to die) by the media. And this is what the Hardwood Institute is all about. lt is the National Hardwood Lumber Associations's link with the media.

Many of the same people who saw those handsome hardwood kitchens in House Beautiful, also read HI's story on hardwood kitchens in their local newspaper; heard about the beauty and practicality of hardwood on one of the Helen Hall radio shows featuring a Hardwood Institute spokesman; listened to one of the NHLA speakers discuss the advantages of hardwood on their local news or talk show or saw one of HI's films on another show.

Material Handling Guide

An updated version of its free pockret-sized material handling selec- tion guide has been issued by the Allis{halmers Corp. Industrial iruck Division.

FREE READER SERYICE

For more lnformatlon on New Products and New Llterature, wrlte lhe Merchant Magazine, 4500 Campus Dr., Suite 476, Newport Beach, Ca. 92660

Please mention issue date and page number so we can process your request faster! Many thankst

Hadwood Plywood Inlo

"\hery -?o Bly Hardwood ptywood and Veneer" directory has be6n newly-revised and updated. -Copies are free from the Hardwood pfuwood M-anufacturors Association, p.d. Box 6246. Arltuigton, Va. 22206.

Energy Recovery

Low temperature heat recovery from normal building exhausts are covered in Weather Rite's recently released 8-p. color brochure on their new Thermo€{ell line of combina- tion air-to-air heat recovery and make-up air units.

Noise Contrcl Book

Which floor/ceiling assembHes and plywood wall systems are most effective at reducing sound transmission is shown in tle detailed tables included in the revised edition of, "Plywood Construction and Noise Control," a l2-p free American Plywood Association publication.

Renovallon Costs

Up-todate rcrnodeling and renovation costs are higNightcd in the l9?? Dodge Manual for Building Construction Pricing and Scheduling, $22.80, which includes a new section devoted to unit osts for snall-scale projects

based on man-hours. Cost data in this section are designed for use by home improvement contracton and hone owners. Write Dodge Building Cost Sendces, McGraw-Hill Information Systems- Company, Rm. 2051, l22l Ave. of the Americas, New york, N.Y. 10020.

Investing in Multlples

Investor't Guide to Investing in Muhiple Dwellings, by Robert S. Wilson, explains the basics of investing in multiple dwellings and of building an estate. 142 pages, $14. from D.C. Heath and Co. 125 Spring St., Lexington, MA. 02173.

No. Calif. Timber Resources

A new timber inventory of Lassen, Modoc, Shasta, Siskiyou, and Trinity Counties, California is detailed in th'e U.S. Forest Service's "Timber Resources of Northern Interior California 1970," written by Charles L. Bolsinger.

Floor Sampler Kit

ARCO/Chemical Co. has a new free sampler kit for Cork-O-plast bonded vinyl/cork flooring. It contains a full size sample of the popular Classic pattern and smaller swatches of the full line.

New HUD Moblles Standads

To aid mobile home manufacturers in complyrng with the new HUD mobile home construction and safety standard, John*Manville has published a summarizod, interpretational free guide on sections ofthe standard dealing with thermal protection.

Plywood Over Metal Framlng

How to build plywooll yatls, roofs and floors with metal framing systems is discussed and illustrated in the American Plywood Association's new i'Plywood Over Metal Framing," arr 8:p. free booklet.

Hardwood Floor Carc Vla AV

A nine-minute color slide/sound presentation by Dura Seal covers the nnisting and maintenance of hardwood floors in step-by*tep fashion.

Z-Brick Home Prolects

New Easy Projects plan book from the Z-Brick Co. has 14 plans completely detailed in a l6-p. book of easy-to-read drawings and step-by-step instructions.

Buy One for Me, Too

"How To Buy A Roof," a new Johns-Manville brochure, not only tells homeowners how they can deiect a roof that needs replacing, but also describes the pros and cons of various shingles on today's market.

Reducing Wood Framing Costs

, Reducing the cost of building a home via cost-saving ideas are covered in a series of six folders distributed by the Southern Forest Products Association, P.O. Box 52468 New Orleans. LA.70152. '., '

Putting in Diagonals

Installation sheets showing how to apply 16" x 8' Marlite quarter-inch thick planks on 45o or 60b diagonals are available fiee.

Entry Doors

A new four color brochure shows the newest of the beautiful nine panel series of Bel-Air entry doors. A color- ful window accented with leaded colored glass, in a design of elegant raised panels of handsome Western soft woods, gives the door old world elegance. Four other loaded glass designs are available.

tI rnrtrrr-v FUN weekend,long a Los Angeles

A Hoo-Hoo club tradition was celebrated this

! golf tourney, a (semi) fiercely contested

I tennis competition, surfing, swimming, sun-

I ning, sittin'and sippingwereotheractivities'

D.NF I A d-innw party with prizes for all the ladies

I rounded out.festivities. (l) Mark and sandie

f Lofland' Sylvia and Jim Frodsham' club

I St''1:l,l

(2) rrant< Stanser' Bob Halbert'

r.? Ti[i:!:hj'Hi,"i,fiii#ii,,'ix;

I ,,Bobbv,,McKendrick,,,Bernie,,Halbert,

ptyform ! "Narj'; Stanger, Sylvia Frodsh.am. (5) Don

rHoNE: 1714t 6424s21

rytr^ir, Euoie eotn, Ted Ottavian, Ed Both. i (6) carmet Bailev' (7) Marti Cutler wins her

! ffi;;;i;; -itii'k;; 6J".n. isi No''

I Wendell, Claude Curry. (10) Lee and John

I Drainville. (11) Lu and Guy Barnett. (121

45( a word, min.25 words (25 words = $l 1.25). Phone number counts as one word. Ads with border $2.00 extra. Headline or centered type $2.50 extra. Box numbered ads are $2.50 extra. Names of advertisers using a box number cannot be released. Address all

HETP WANTED MILLWORK_MOULDING SALES

Challenging opportunity for experienced millwork, moulding salesman with leading diversified forest products frm. Location: Pacific Northwest. Long-established company markets millwork, mouldings nationally along with wide range of forest products from our own plants. Please send complete resume including millwork, moulding sales experience, earnings history and expectations, references. Your inquiry is confidential and will be acknowledged. Our employees know of this advertisement. Write Box226, c/o The Merchant Magazine.

An Equal Opportunity Employer M/F

WE HAVE permanent position openings for three (3) lumbermen, preferably experienced, to handle sales East dealing in hardyoods and softwoods. Salaried, medical, retirement plan, etc. You will be with a company almost 100 years young. New office and facilities near Sacramento. Resumes confidential. J. E. Higgins Lumber Co., P,O. Box 687, Rocklin, Ca. 956'l'1

LUMBER SALESMAN - Excellent opportunity for qualified aggressive person who has very heavy experience selling lumber to contractors, large builders & developers. Salary plus bonus, car, health insurance, pbnsion and profit sharing. This is not a training position. You must have a proven lumber sales record. Barr Lumber Co.. our 76th year-Stan Skelton, sales mgr., 10742 Los Alamitos Blvd., (213') 5964475, 0 t4\ s27 -2285

FORKLIFT DRMR for an 18,000 lb. machine. Must have heavy experience in lumber yard. Know species, sizes and tallies. Fiveday work week. See Gerrit Vos, 10742 Los Alamitos Blvd., Barr Lumber Co. Our 76th year.

AGGRESSTVE salesman necded tbr So. Calif. wholesale lumber company. Commission and libetal fringe benefits. Excellent oppottunity lor growth potentials. Write Box 227, The Merchant Maqazine.

GIassflfffied AdventEsem@mts

BUSINESS OPPORTUNITIES

LLJMBER AND building materials business for lease. Sales volume excess $3.5 million. San Francisco Bay Area, long established, well located. Heavily retail. Very good return on investment. Write Box 157, clo The Merchant lvlagazine.

POSITION WANTED

COMPLETE LUMBERMAN - 25 yrs. experience, wholesale, c/l t&t industrial. Excellent qualifications and reference. Moving to Phoenix, Az. after first of year. Will open commission sales office. Would like to associate with volume wholesalers with manufacturing facilities, heavy industrial along with direct mill sales. Cover Arizona and New Mexico. Write Box 229, clo The Merchant Magazine.

GEN. MGR. currently managing 3 lumber & bldg. supply outlets seeks similar challenging position with growth-oriented company. Almost 10 years with present employer. Write Box 228. clo The Merchant Masazne.

replies to box number shown in ad in care of The Merchant Magazine, 4500 Campus Dr., Suite 476, Newport Beach, Ca. 92660. Make checks payable to The Merchant Magazine. Mail copy to above address or call (714\ 549-8393. Deadline for copy is the 22nd of the month.

FOR SAIE

FOR SALE - lumber truck & trailer1969 GMC, engine 318 Detroit 8V7 lN. Transmission 5 and 4. Flatbed with roller. Trailer, 18' utility flatbed with roller, 2 axle - $18,500. Phone (213) 5964475, ('l14) 527-2285, 10742 Los Alamitos Blvd., our 76th year. Contact Genit Vos.

SERVICES OFFERED

LUMBER HAULING c-Q TRUCKTNG rNC. (213) 6387851 , 5501 East Century Blvd., Lynwood, Ca.9O262.

1190 Lincoln Ave., San Jose, Calif.

AEVtrRTIStrRS' INEtrX

Ihis is our lourteenth yeat ol senting you and we look forward to many, many more.

NNERGHANT NNAGAZONtr tsUVtrRS'

EUILDIl{G MATERIATS-PAII{TTHARDWAA E-ETC. sAsH-000Rs-wll{Dows-M0ut0

American Forest Products Con. headquartsts American Lumbsr Species, Inc. Bel-Air Door Co.

Forsyth Hardwood Co.

Georgia-Pacilic Corp.

Hi$ins Lumber Co., J.E. Lamon Lumber Co. ,., MacBea$ Hardwood Piliric Lumber Co.

Pa,amino Lumber Co. ,..,.. Rolando Lumber Co., Inc, Silmarco International (AFPCI Wendling Na$an Co. Valley Products Co.

AUEURi|

We are now handling sales forthe Medford Corporation of Medford, Or. Let us take the hassle out of filliirg your r€quir€ments in PII\IE and CEDABcommons, dimemion and shop and better.

For your convenience loadings include flat cars, double door box cars and truck 8nd trailer. Other services we c8n offer are unitized loads, paper wrspping, re-sawing, pattems, stopover carloads. Call us today, you'll be glad you did.

OBOTUAROtrS

FRED HOLMES

Fred V. Holmes, prominent redwood lumberman and president of the Holmes Eureka Lumber Co., Eureka, Ca. at the time of its sale in 1959 to the Pacific Lumber Co., Scotia, Ca., died November 7. 1976. He was 87.

Born December 4, 1888 in Ontario, Ca., he began with the Holmes Eureka Lumber Co. working with his father after graduating from the University of California in Berkeley in I 9 I 5. He was very active in all phases of the lumber business and was a member of both the national and local clubs of the International Order of Hoo-Hoo until his death as well as a number of other social and civic organizations.

He is survived by his two sons; Fred C. and Francis V.; a daughter; ten grandchildren and four great-grandchildren.

RICHARD S. GITTINGS

Richard Stout Gittings, 40, v.p. and general manager of the Gittings Lumber Co., Denver, Co., died December 10. of a stroke.

Born in Denver, he graduated from the University of Colorado in 1958 with a B.S. degree in business and remained active in alumni affairs until his death.

He was president of W.O.O.D. Inc., Denver; a member of the executive committee and chairman of the government affairs committee of North American Wholesale Lumber Assn.: a member of NFPA's executive committee and chairman of the national membership committee of the Forest Products Political Committeel a member of the distributors advisory committee of the American Plywood Assn.; and a member of the dealer/ distributor advisory committee of the Forest Industries Committee on Timber Valuation and Taxation; and cochairman of Preserve Our Way of Urban Residence, a civic group.

Mr. Gittings is survived by his widow: Mary, a son; a daughter; his mother Margaret; and his father, Clark R., who is the president of Gittings Lumber Co.

JACK CAMPBELL

Jack Campbell, Wood Fax Co., died of a heart attack Dec. 11. at his mother's home in Larkspur, Ca. He was born Aug. 2, 1921 in Fresno and was 55.

Following WWII service as a B-17 pilot, he began work at W. R. Spaulding Lumber, Porterville, later working for C.S. Pierce Lumber. In 1948 he began to represent Bernie Barber and Associates in southern California and Arizona. Later he was employed by the Holmes-Eureka Lumber Co. until I 959.

He was also associated with Independent Building Materials, Jewett Lumber Sales. He started Wood Fax. a wholesale lumber and pallet company, in Costa Mesa, Ca.

He is survived by his widow, Edna; his mother; a sister; a stepson; and a stepdaughter.

LEON GILLASPIE

Leon Gillaspie, 64, president of Northridge Lumber Co., Northridge, Ca. died December 6, 1976 of a heart attack.

Born January ll, l9l2 in Boulder, Co. he graduated from the University of Colorado with a B.A. degree in 1934. Mr. Gillaspie started his career as a builder in 1930 and was a co-founder of Northridge Lumber Co. in 1938.

Survrvors include his widow, Connie; his mother, two sisters, two children and two grandchildren.

XABIE CLARK KOLL

Xabie Koll, 82, widow of the late lumberman, Harvey Koll, died November 8, 197 6 of a ruptured aneurism.

Mrs. Koll was born in Streator, Il., September 2, 1894. She was very active in community projects until just before her death.

Survivors are one sister, a son, one daughter, 9 grandchildren and 2 gteatgrandchildren.

SMOOTH ANTIQUE

Bel-Atr Door Co.'s Internatlonal Handcrafted Door Llne designs are now available in two beauffful finishes: Smooth handrubbed or Textured Andque.

o All doors preflnished (No Painting).

o Many deslgns to choose from.

o Solid Handcrafted Mahogany lumber.

o Door displays available on quantity orders.

o Large inventory guarantees delivery.

Why should you buy lrom a pluce with i

lf you think of Inlond os just o ploce to buy people would coll o building moteriols timber ond two by fours, you're mising o compony Then consider how eosy good thing, Becouse the lumber wholesoler how sensible it would be toget both thotS outlondishly lorge on service is just os lumber ond building supplies from o single, big in building moteriols. service-minded source.

Your selection here is unsurposed. We stock lf you wont more good reosons why you over 20 product lines from 25leoding should try ue write to Inlond Lumber Co., monufocturers. So if it3 onywhere in 2l9OO Moin Street, Colton, Colifornio q824. building moteriols, it's somewhere Better yet, coll your next order to in our 4O-ocre inventory 714/783-OO2l. \ /e',ll ship within True, rnrond isn't "

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