WHOLESAIE 1UTBER AYAI1AB1E

From Ycrrd Stocks

Plywood Service Estqblishes

New Western Division

John Perkins, General Sales Manager of Plywood Service, Inc., of Dillard, Oregon, announces the appointment of Wendell L. Garrett as General Sales Manager of the new \Mestern Division which will be located in Los Angeles.

Garrett will be in charge of all sales for this Division which will include Forrest Industries' flooring products, including Par-Tile Wood Block Flooring, Forrest Z-By-Flor, Quik-Flor and Random Plank; the lndustrial panel line which includes Forrest Par-Tex 3-D Sidings, wa1l paneiing, ceiling panels, insect repellent board, plywood and particle board underlayments.

Having spent the rpast 2O years in the building material industry, Garrett was General Sales Manager of the building materials divi- sion for Pioneer-Flintkote for the 13 Western States; served as National Merchandise Manager of roofing and allied products for the Celotex Coporation out of Chicago. Garrett was on the Board of Governors of ARIB Bureau of New York; an associate member of the RCA Contractors Association of Southern California; a member of the Industry Club of Los Angeles and a member of the 30,/30 Club; a Director of the PCA Corporation of Los Angeles and a member of trhe Chevy Chase Country Club.

During World War II Garrett served in the Army Air Force as Sergeant Major and constructed and organized Air Cargo Transport Terminals throughout the South Pacific. The new Western Division offices of Forrest Industries are now located at 46261 Hollywood Blvd., Suite A, Los Angeles 27, California.

Remodeling Textbook ls Gomplete Guide

A comprehensive new textbook on how to prepare for, evaluate and sell in the growing remodeling market has just been published exclusively for retail building material dealers.

Covering 15 major phases of renodeling sales in its 46 pages, the new text was written by the merchandising department of Georgia-Pacific Corp. as part of a new series of merchandising aids being made available to approximately 14,000 retail dealers the company serves.

The title is "Guide to Merchandising Remodeling."

"In virtually every IJ. S. city, 30 per cent of its homes will see a build-on, repair or fix-up project this year," it was pointed out by K. C. Swanson, G-P warehouse division merchandising manager, in announcing publication of the new text.

Major chapters include: l. Analysis of the market, indicating that every homeowner in the retailer's sales area is a potential remodeling customer wi,thin the next three years. for the firs,t rthree months of L962 compared with 52 cents a yea.r ago and cash flow was $1.46 compared wi'th $1.26, based on the average number of shares outstanding during the respective quarters.

2. tlow to calculate local dollar potential from available building statistics.

3. How to prepare for the remodeling business, including the percentage of sales to anticipate by quarters, and the percentage of inventory needed for nerv rooms, garages, kitchens, basements and other projects.

4. Selling the customer.

5. Surveying the project, including 10 major steps and sam,ple job survey forms.

6. Sub-contractor operations.

7. Planning the job, including examples.

8. Costing the job. with estimating procedures and poterrtial pitfalls.

9. "Easy-Does-It" sales aids available to the dealer at no cost.

10. Evaluation of the dealer's salesmen, with a check list.

11. Successful remodeling centers, showing examples with photos and data.

12. Operational profit controls, including contracts, change orders, permits, insurance and completion certificates.

13. Inventory profit control methods.

14. How to plan a successful local advertising program, including tie-ins with major national advertising for local impact.

15. An appendix of cost data forms for the dealer's use.

"Separate manuals have been prepared to cover financing of remodeling with G-P's new no-recourse $5000-for-5-years plan for retailers, which makes big-ticket sales on long-term consumer credi't a cash transaction for the dealer," Swanson indicated.

The marked increase in sales and earnings is attributed by Georgia-Pacific management to growing pr,oduct demand, improving p,rices, and an expanded merchandising program, encompas'sing all phases of merchandising from in'tensive product advertising to promotional and financing assistance for Georgia-Pacific's dealers across the country.

Record First Quqrler in Profits, Sales, Cnsh Flow Reported

by Georgio'Pqcifir

Georgia-Pacific Corporation's sales, earnings, and cash flow for ,the three rnonrths enderd March 3l were the highest of any first quarter in his.tory, it has been announced by Chairman ,Owen R. Cheatham and President Rober,t B. Pamplin. Sales were up 33.7 per cent, profits 20.1 per cen't, and cash flow up 25.1 per cent over a year ago.

Sales for ,the first quarter of 1962 amoun,ted to $64,768,824 compared with $49436,106 forthe first quarter of 1961. Net profits after taxes were $4,013,308 and cash flow was $9,758,890, c,ompared with 93,341,301 and $7,795,769 respectively for the comparable period in 1961. On a per common share basis, Georgia-Pacific earnings were 58 cents