terian Hospital, Pittsburgh, Pa., of a heartattack . • . A native of England, he camefrom Canada in 1921 to manage Oak-mont • • • He retired as manager in 1949•.• He was in charge of 8 national cham-pionships at Oakmont and one of the bestbeloved, most competent of club managers. . . He was made an Oakmont memberwhile managing the club . . • He is sur-vived by his widow, a daughter, Mrs.Gladys Fuhrer, and a son, Wm. A.

Art Vogt now pro at Daytona Beach(Fla.) CC .. : Bond salesman Ted Rich-ards of Long Beach, Calif., won 1953USGA Public Links title at West Seattle,Wash., course ... Remember when bondsalesmen who were hot golfers used to getexpense account memberships at the fan-ciest private clubs? . . . Pro instructionof students at R. J. Reynolds High School,Winston-Salem, N. C., paid for by Bahn-son Gray.

Lester Bolstad, U of Minnesota pro, andWally Ulrich, Austin, Minn., tournamentcircuit contender, get great publicity inTwin City newspaper features ... Northvs. South California team match for Gar-field trophy during Calif~rnia Seniorstournament at Pebble Beach and Monte-

NEW DESIGN•Inwith IMPROVEDFEATURES • The

FERGUSON

NIGHT CRAWLERGREEN AERIFYING MACHINELET THE NIGHT CRAWLERPROVE TO YOU

THESE10 DISTINCTADVANTAGES:

1. No damage to putting surface. The Night Crawlercan be used any time.

2. More holes per square foot.

3. Deeper penetration under all conditions.

4. Fast (18 greens In two days',

5. Clean cutting tines will not transplant crabgrassand Poa Annua.

herever you may be ••• andwhatever your turf requirements •••the Mock reputation for q\.!ality andspecialized service can be helpful insolving your problems.

Mock's are leaders in distribution ofall the newest developments in modernturf grass seed, sold either pure, ormixed to your specified formula. Yourinquiry for information or quotationwill receive immediate attention.

6. Turns around on green while In operation.

7. No mechanical clutches - cam operated fromone lever.

8. Climbs steep banks and approaches.

9. Operates easily - not a man-killer.

10. Straight-In straight-out aerlficatlon.

Write for the name of your nearest Night Crawler dealer

BERRIEN TOOL & DIE. Inc. Eau Claire. Mich.DIVISION OF SOUTH BEND SCREW PRODUCTS, INC., SOUTH BEND, IND.

September, 1953 21

rey Peninsula, Sept. 21-24.Lawson Little writing book on golf for

teen-agers ... John Handwerg says heplans to lease Shackamaxon CC, nearElizabeth, N. J., effective Jan. 1, 1954 ...Oscar Kumbel of Teaneck, pres., CC ofN. J. in River Vale, N. J., named as pros-pective lessee ... Shackamaxon membersseek to prevent lease . . . Victoria, Tex.,hopes to open new muny course thismonth ... R. Carl Byers and W. G.Acker of Pickens, S. C., among thoseorganizing club which expects to have9-hole course playable in 1954.

Alex G. McKay has resigned as supt.,Goose Creek CC, Leesburg, Va.... Macnow is building 9-hole course at newShenandoah Retreat, 20 miles from Lees-burg ..• Paterson (N. J.) News runsentertaining series of biographies of localpros • . • EI Dorado, Ark., Lions Clubpark 9-hole public course and rangeopened .•• Johnny Palazzini is park mgr.

Newly organized Foothill CC, Arcadia,Calif., plans early construction of courseand clubhouse . . . Willow- Run coursefor iron play only opened at Jamestown,N. Y., by Edgar L. Nash ... OkanoganValley GC, Omak, Wash., now playing its

DUBOWSyulbol of Golf Club Excellence

JOCK HUTCHISON and BETTY BUSH(Betty Bush, famous professional women's golfer, is

the newest member of our Advisory Golf Staff)PRECISION-BUILT GOLF CLUBS

GRADUATED GOOSE-NECK IRONSLAMINATED and PERSIMMON WOODS

COMPLETELY NEWand

DISTINCTIVELY STYLEDFor MEN and WOMEN GOLFERS

•Also Makers of the NewDUBOW H. C. - SUPER 803 COVER

GOLF BALLThe finest Golf Ball that can be made

Write for descriptive folder and price list

J. A. DUBOW SPORTING GOODS CORP.19O5-13 Milwaukee Ave. Chicago 4, Ill.

PORTABLEPRACTICE NETTHE IDEAL NETFOR INSTRUCTIONAND PRACTICEINDOOR or OUTDOOR

•AT THE GOLF CLUB

forLESSONS and PRACTICE

•For HOME PRACTICE

•SCHOOLS. COLLEGES

•INDOOR

GOLF SCHOOLS•

RECREATION CENTERS•

INDUSTRIAL PLANTS

SAFE • DURABLE • COMPACT • EASILY SET UPShag Boy Portable Golf Net, designed and made by a PGA pro,is always ready to set up in any space 16' wide, 9' high and 20'deep. Made of steel tubing, high grade netting and canvas it iseasily postable and quickly' set up. All exposed frame padded forsafety. Both the back, and the target drop are made of extraheavy, durable canvas. Mildew proof canvas at bottom stops ballescape. Stakes furnished for outdoor installation .. Front frame -8' wide x 7' high x 5' deep. Back frame - 6' x 6'; wings 4' x 6'high. Frame and net shipped as one unit - weight approx.77 lbs.

Write for detailed description and pro price.

SHAG BOY CO.(formerly CENTRAL STATES TEESIT CO.)

612 Chaffee Rd. Fort Des Moines, Iowa

Golfdom22

new 9-hole course ... Lynchburg, Va.,Recreation Dept. study construction costson 9-hole muny project.

Lawrenceburg, Tenn., businessmen shar-ing with city the cost of building golfclub .•. Lawrenceburg Democrat-Union,reporting progress of financing, says, "Oneof the major considerations which hasentered into the negotiations with indus-trialists for the establishment of factoriesin Lawrenceburg has been general recrea-tional facilities, with particular emphasison a development of this (golf club) kind.In fact, such an item is considered notonly important, but vital."

James Stravino, owner and pro, openshis 9-hole Birch Run CC near Olean, N. Y.... Yakima, Wash., considering construc-tion of muny course at airport •.. LongBeach, Calif., considering adding 9-hole,27-hole, 9-hole short course and range,and 18-hole establishments as part oflong-range golf facilities plan in city.where present 27 holes of muny golf aver-age more than 200,000 players a year ...Long Beach muny operation highly re-garded as model of service, promotion andcommunity advertising.

(Continued on page 76)

Its an tlm6rella/MAX FAULKNER(British Open GolfChampion) says:" ••• undoubtedly oneof the most sensibleItems of golfing equip-ment I have ever seen"

Its a Seat-Stick,/

At last, a walking stick, a comfortable transportableseat, and a full-sized umbrella all in one. Many stylesavailable with gay colored panels; plai n green,maroon or black, or Tartan covering. luxury modelswith leather sling seat.

"FEATHERWATE" SEAT-STICKSSeveral styles with all-metal or leatherseats in various colors or Tartandesign. Made in rustless lightweightalloys. There is a "Featherwate" forevery member of the family-includ-ing junior!

A "Featherwate" Seat-Stick is a ~\. must for all American Sportsmen

_ and Women.

Full details and Trade terms from:GENERAL SPORTCRAFT CO. LTD.215 Fourth Avenue, New York 3, N.Y.

Made by BUTTONS LTD. BIRMINGHAM 6, ENGLAND

Thiscan't happenat clubs with

@:IIIM~i'tThermostaticSHOWER

REGULATORS

Stop Shower Complaints - Keep your club members happy.comfortable, safe - banish "booby trap showers." Have yourplumber install POWERS Thermostatic WATER MIXERS. They alwayskeep the water temperature where the bather wants it. No unexpectedshots of hot or cold water. No waste of time or water. Phone yourplumber today for a quotation on installing Powers Mixers. Theyare tops for comfort, safety and economy.

Offices in Over 60 Cities, See Your phone book.

September, 1953

THE POWERS REGULATOR CO •• Skokie. Illinois • Over 60 Years of Temperature Control.

23

•.3·D glasses "10 see thai Ibe. .. .. .

.•

NBW P.OWBB· BILTS.. .•

.like: no otlaers··in. .goll club laistoiy ...

: .•••.··

'... andthey're sold only

byprofessionals.

•..•••

•••••It won't be long before our representativewill be calling on you and with him will be the finestline of golf clubs we've ever built!

HILLERICH & BRADSBY CO. Louisville, Ky.

24 Goljdom

THE BUSINESSGOL.PDOM

o FJ 0 URN A L G 0 L F

SEPTEMBER. 1953

Highlights in Planning ProChristmas Gift Selling

By HERB GRAFFIS

INTERVIEWS and correspondence thatGOLFDOM has had with pros who

have been highly successful in Christmasgolf gift selling repeatedly emphasize thatthese profitable campaigns have beenthoughtfully planned.

Several professionals report they havestarted their Christmas golf sales cam-paigns in September. The novelty of sug-gesting in September that the golfer "doChristmas shopping early" gets attentionand laughs but it also gets action. Manygolfers in central and northern states,knowing their club bills are low afterSeptember, realize there is financial lee-way in October and November for payingwhat they'll give as Christmas presents.

Procedure of the successful profession-als highlights the following points in pre-paring the Christmas gift campaign:

Market StudyNumerous pros went over bags in stor-

age and made notes of what golfersneeded.

One pro sold 12 complete sets of wom-en's woods and irons and bags by dis-covering, and reminding husbands, thatequipment their wives had been using wasfrom eight to 12 years old.

Another professional advised GOLFDOMhe sold 63 golf gloves as Christmas giftslast year simply by learning from exam-ining bag pocket contents how manymembers' gloves were badly worn anddirty.

Still another pro businessman bases allhis Christmas gift advertising on the studyhe has made of what equipment his mem-bers have .and what they need. Among theresponses to this approach was the saleof 16 wedges.

One phase of the market study is that

September, 1953

of locating the members who may buyChristmas presents for their companies togive to customers. This invariably paysoff big. By far the biggest selling golfitem in this part of the market is balls.Numerous pros have sold hundreds ofdozens of golf balls for c<?mpany giftdistribution.

This ball business must be signed early.especially if the balls are to have person-alized marking.

One pro reported that the ball Christ-mas gift sales drive had reduced the num-ber of cut-price off-brand store balls com-ing into his club to almost nothing al-though he had suffered in previous yearsfrom this competition.

Accessory and golf specialty businesspays big in the Christmas sales drives.Prices of many of these items are lowenough to get considerable volume frompeople who don't want to spend much peritem. Practice devices, head hoods andsuch practical new items as the Kaddytowel, ball retrievers, shag bags, etc., sellvery well, if featured at Christmas.

Bag and bag cart Christmas gift saleshave been booming the past couple ofyears in pro shops. The stores in somecities have gone strong on these items,but the pros who saw the sales oppor-tunities have more than caught up on thecompetition.

Stocking for ChristmasThe prospects for sales of golf Christ-

mas gifts for kid use are growing eachyear. The professionals who have madea study of what the youngsters at theirclubs need and suggest these presents tothe kids' parents are doing a genuineshopping service as well as helping the kids.

25

Every professional consulted says he'sbeen helped a great deal by watchingGOLFDOM ads for Christmas gift angles.The ball ads especially have meant manythousands of dollars of increased proprofits, judging by pro statements on theamount of added business done by push-ing the attractive Christmas gift pack-ages of balls.

Many pros tie in with the Christmasgift packages early by displaying a pack-age as soon as possible in the shop anddisplaying "Available for pre-Christmasdelivery" signs.

Clubs differing from the normal stockalso have to be ordered early so they'llbe received before Christmas. This makesa very legitimate reason for the pro solic-iting Christmas club business well in ad-vance. Deliveries of the 1954 models ofclubs generally aren't until spring and thepro who wants the new stock for Christ-mas gift selling hasn't much time left forordering 'if he is to get deliveries beforeChristmas. He'd better canvass his salesprospects soon and pay special attentionto players who take winter vacations inthe south or southwest, if he is at anorthern or central club.

Particularly interesting is the practiceof some professionals of cutting the priceon slow-moving stock and converting itinto cash at Christmas. This operation hasbeen growing, with the pros picking theirspots among people who want new clubsand can be sold when there's a discount.

In several instances pros have reportedthat the Christmas sales have not onlypractically cleaned out, their own inven-tories but have disposed of clubs neigh-boring pros haven't been able to sell andwant to turn into cash so they'll' havetheir bills paid and able to make a cleanstart the following season.

The Christmas gift certificate businesshas been growing steadily. Gift certifi-cates supplied by the National Golf Foun-dation, 407 S. Dearborn St., Chicago 5,Ill., are used by the thousands eachChristmas.

Schedule Ad and Sales WorkInventories should be carefully checked

before Christmas campaign plans aremade. Pros have found that a lot of thesummer stuff, especially slacks, hosieryand headwear, can be sold as Christmasgifts when the winter golf vacation ideais played up.

Advertising material must be preparedwell in advance and dates set for mailing

26

the folders or letters. Often cuts have tobe made of photographs the pro has shotof gift displays he has arranged in hisown shop. Some cuts may be secured frommanufacturers. Generally the number offolders the pro sends out is small enoughto make advisable the use of printingmethods that can use illustrations ratherthan cuts.

At almost every club there is an ad-vertising man who will be very glad towork with the professional in preparingthe Christmas campaign. This man isbusy and the pro can't depend on thead man's services at five minutes beforemidnight.

Manufacturers supply enough materialto make possible a steady campaign ofmailings by the pro to sales prospectsstarting late in November and hitting thepotential buyers two or three times be-fore Christmas.

In the letters pros have found it veryprofitable to stress the point that valu-able shopping service is available in spe-cific and expert advice on the golf giftthe recipient would like most.

In a few instances pros have gone tothe trouble of individually checking itemsin folders that amount, to concise golfChristmas gift catalogs so the one whoreceives the checked list is advised whatto buy for certain members of his or herfamily.

If the clubhouse is kept open in thewinter, or the pro operates a winterschool, special displays of Christmas giftshave proved to be exceedingly profitable.It pays to have a sign painter make spe-cial Christmas signs for these displays.

Without exception pros have found thatthe most profitable of all advertising andsales methods are the direct personal ap-proach with definite suggestions of giftsgolfers in members' families would desireand certainly could use in getting pleas-ure from a Christmas gift throughout theyear.

Pros have found that it pays to adver-tise shop stocks of jackets, sweaters andother apparel as Christmas gifts for mem-bers' kids.

A couple of pros told of making men-tion. in their Christmas ads of boxes ofballs as Christmas presents for womengolfers. The pros said women at theirclubs played too long with badly beaten-up golf balls and they took a chance onsuggesting new balls as an added gift forthe wives and mothers. The idea clicked.

Golfdom

Golf Market AdvertisersWIN

MORE ORDERS! NEW CUSTOMERS! CONTINUING SALES!

by HITTII' HARD inGOLFDOM'S ANNUAL OCTOBER

PLINNINGand REFERENCE

ISSUEIt's the Special Buyers-Operators Reference Issue- combining, as usual, GOLFDOM's issues of October, Novemberand December - timed perfectly to golf's market-wide planningperiod - aimed perfectly for complete buyer coverage.

Covers October, November and December- when golf clubs decide on products and operations for whichthey'll spend millions for course and clubhouse equipment andsupplies.

An Issue of Special Importance to Golf Professionals- in planning and buying merchandise for their Christmas sellingcampaigns . . . for southland pros stocking up for their big winterselling season ... for pros everywhere planning how, and withwhat, they'll increase their sales volume in 1954.

ADVERTISING RATES:

I 6 10SPACE Insertion Insertions Insertions

~ $265.00 $250.00 $235.00112 Page 157.00 146.00 133.001/4 Page 86.00 78.00 73.00Ya Page 45.00 43.00 40.00

Standard Red or Green color $85 extra

THREE MONTHS SELLING LIFE. - at no increase in advertising rates for itsextra long selling life and close, timely readerbuying interest.

BE THERE SELLING-whenthe BUYERS PLAN and BUDGET

September} 1953 27

Turf Development ProcedureThat's Successful in s. w.

By BOB DUNNING

THE following is to be considered gen-eral agronomic recommendations for

the establishment of turf suitable for achampionship golf course and choosingsoils that will be conducive to the produc-tion of bent and other grass of excellentquality. The recommendations are notmeant to be a specification and any ref-erence to contouring, mounds, undulationsor orientation are used only to coordinategeneral agronomic problems with the ar-chitectural phases of golf course construc-tion and point out important phases of con-struction that will affect championshipturf, and not how to accomplish construc-tion. It should be further understood thatthe two are so closely related that theycannot be divided and have a successfulconclusion to the overall construction.

GREENS

For the ultimate in putting green con-struction drainage must be considered- infive phases 1. surface drainage, 2. internaldrainage, 3. lateral drainage, 4. air drain-age and 5. drainage by diffusion and this,of course, among others means the verybest in topsoil structure.

A green should be constructed so thatsurface runoff is in several directions;never all off of the front of the green. Thebase of the green may be constructed outof any soil at hand unless it contains ma-terial that would cause excessive subse-quent shrinkage or would be deleterious toplant growth.

Bob Dunning of Bob Dunning-Jones, Inc., Tulsa, Okla., consultswith superintendents and architectsin considerable course' constructionand remodeling in Oklahoma. Theresults have been excellent. His gen-.eral agronomic recommendations inthese cases have been found by super-intendents and chairmen to be ex-ceedingly valuable. These recom-mendations are given in the followingarticle. Dunning, of course, makeshis reeommendatlons for conditionsprevailing in his territory.

28

Mounds may be used to divide drainageareas for surface runoff, orientation andcharacter and to lend to and add and toblend into the surrounding terrain.

From the standpoint of the establishmentof future turf all undulations and moundsthat are to appear in the finished surfaceof the green are part of the base ofthe green or the subgrade and there shallbe no pockets where water could stand.

For the very best in green constructionthere should then be installed a herring-bone system of 4 in, farm tile provided withproper protected inlets and outlets. Tileshould be placed in the subgrade so thatit will be at least 18 to 24 in. below thefinished surface' of the green on a care-fully prepared grade of proper fall andbedded into 2 in. of crushed rock or ap-proved gravel.

There shall be left a space from 1/16 to1/8 of an inch between tile joints to facili-tate the entrance of water. The jointsshall be properly protected with a smallpiece of tar or water proof building paperto prevent materials from dropping intotile from the top. Care should be exer-cised not to have these strips too long,otherwise they will cover the tile joints ontheir sides and thereby prevent water fromentering easily.

The trenches shall then be back-filledwith approved crushed rock or gravel tothe surface of the subgrade. Laterals shallbe staggered and properly spaced. Theinstallation of tile effects drainage in threephases: internal, lateral and by diffusion,allowing the interchange of atmosphericand soil gases helping to prevent an over-abundance of carbon dioxide and to pre-vent the forming of carbonic and 'otherorganic acids which are toxic to vege-tation.

The base should then be covered with atleast a 6 in. gravel blanket or crushedrock of approved material containing aminimum of fines but there shall be somefines.

There shall be no pockets in the finishedgrade of the gravel blanket. The gravelblanket shall then be covered with 10 in.of imported thoroughly mixed improved

Golfdom

Bidwell photo

SPEED-UP IN COURSE CONSTRUCTION THIS YEARMore than 102golf courses are under construction or have been finished this year: greatestgolf building activity since the '20s. Extensive use of fast, labor-saving machinery andnew methods are offsetting higher costs of materials, and producing better construction.View is on Indian Valley CC, Lansdale, Pa., where Wm. F. Gordon & Co. are doing thebuilding. Alex Bryce, formerly of Atlantic City (N. J.) CC, is supt. of construction. Ed Riley,formerly of Springfield CC, Media, Pa., has been engaged as course supt.

In background as bulldozer grades topsoil of green, are Tony Mascaro, Alex Bryce andDave Hulzhauser.

top soil consisting of:60% course sharp approved (Muskogee)

sand, coarser than concrete sand.25% approved soil (Tulsa Cemetery

soil) .15% fibrous peat (like Eli Colby brown

hypnum peat).NOTE: The mixture will vary slightly if any

other sand is used other than the one used inmaking the tests as it contains a small amountof fines. Further tests will be run for exactpercentages of mixture after final approval of allmaterials to be used.

Tile used for draining traps shall alsobe laid in trenches, using the same pro-cedure as above but the tile should onlybe laid 6 to 8 in. below the sand and thetop 2 in. of the backfill shall be approvedfriable soil.APRONS

An 8 ft. apron shall be provided as abuffer and to facilitate proper playing con-ditions between the putting green properand the shoulders of the green. The apronis to be known as No. 1 buffer zone. Thisarea does not necessarily need the gravelblanket but the gravel blanket may befeathered out over the area in construc-tion. The gravel blanket shall contain asmall amount of fines or if crushed rock isused it shall contain sand.

This area shall then be covered to an 8in. depth with an imported prepared top-soil consisting of approximately 60%(Muskogee) sand, 25% (Tulsa Cemetery)soil and 15% (Eli Colby brown hypnum)

September, 1953

peat in accordance with future testing ofapproved materials.

Immediately outside of No.1 buffer zonethere shall be provided an area 6 ft. widethat shall be hereafter known as the No.2buffer zone. This zone shall be coveredto at least a 6 in. depth with an approvedtopsoil, medium sandy loam in nature thatwould not contain any material that wouldbe deleterious to plant growth, to blendinto and be a part of the surrounding area.

The shoulders of the green adjacent toNo. 2 buffer zone shall be of an approvedtopsoil made available on the site of thegolf course and shall blend into the sur-rounding terrain.

The putting green proper, the No. 1buffer zone and No. 2 buffer zone shallbe fertilized as follows: Per 1000 sq. ft.

60 lbs. Milorganite30 lbs. superphosphate 20% grade8 lbs. muriate of potash 60% grade

4% lbs. Nu-Green or 6 lbs. ammoniumnitrate

Also to be incorporated per 1000 sq. ft.:50 lbs. dolmite10 lbs. arsenate of lead

Any changes in these recommendationswill be in accordance with the analyticalresults of soil samples tested and any fu-ture analytical results of approved ma-terials.

Three-fourths of these materials shallbe mixed with the prepared topsoil at thetime of its thorough mixing and beforeplacing. One-fourth of the material shall

29

Lower scores for thousands of golfersRecord-breaking sales

BURKEMO WINSTHE BIG ONE!

In seven days of the toughest ofall competition, Walter Burkemoof Franklin Hills won the 1953PGA title at Birmingham, Mich.Playing Spalding Synchro-Dynedwoods and irons and the SpaldingDOT ball, Burkemo scored a pop-ular victory over a notable fieldof shot-makers ... a field in whichmore players used Synchro-Dyned irons than any othermake.

Burkemo is a memberof the Spalding advisory staff.

30 Golfdom