Merchant Magazine - January 1981

happens,

WW es tern Sfates-Slnc e 1 922

markets in 13

lITER

The sign of Quality and Service since 1943 has made Hunter Woodworks one of the nation's leading pallet manufacturers.

The Hunter trucking system is set up to deliver your Quality Pallets FAST! PlusRait carloads covering the rest of the United States.

Call today and let our tradition of quality and service work for you.

when you need Pallets. Industrial Boxes and Cut Lumber.

Seruing the lumber, building materials and home improvement markeg in 13 Western Sfafes - Since 1922

JANUARY I98I VOLUilIE 59, No. 7

MAJOR NEWS and FEATURES

PACIFIC NORTHWEST DEALERS EYE FINANCES

CEDAR SIDING: SOPHISTICATED OR NATURAL MANAGERS CONCENTRATE ON BETTER SKILLS

REDWOOD PROMO SHOOTS FOR D-I-Y SALES

HARDWOOD CONCLAVE CELEBRATES ITS 25TH CONVENTION

Publisher Emeritus A.D. Bell. Jr.

Editor-Publisher David Cutler

Associate Editor

Juanita Lovret

Contributing Editors

Dwight Curran

Gage McKinney

Al Kerper

Art Director Martha Emery

Staff Artist Terry Wilson

Circulation

Marge Anderson

The Merchant Magazine (USPS 96-560) is published monthly at 1500 Campus Dr., Suite 480, \ewport Beach, Ca. 92660, phone 7l4l549-8393, by The Merchanr Magazine, Inc. Second-class )ostage rates paid a1 Newport 3each. Ca.. and additional offices. Advertising rates upon request. ADVERTISING OFFICES

FROM WASHINGTON STATf, & IDAHO: contact John V. MacKay, 157 Yesler Way, Suite 317, Seattle, Wa. 98104. Phohe (206) 621-1031.

FROM NORTHERN CALIFORNIA & OREGON: contact David Cutler, 4500 Campus Dr., Suite 480, Newport Beach. Ca. 92660. Phone Ql4J 5498393.

FROM SOUTHERN CALITORNIA: cON. tact Carl Vann, 205 Oceano Dr., Los Anseles. Ca. 90049. Phone (213) 4723ll3 or (714) 549-8393.

FROM THE MIDWf,ST: coNtACt Charles L. Lemoerlv. 1230 Brassie Ave.. Flossmoor. Il. 60422. Phone (312) 799-2166.

SUBSCRIPTIONS

Change of Address-Send subscription orders and address changes to Circulation Dept., The Merchant Magazine, 4500 Campus Dr., Sr-rite 480, Newport Beach. Ca. 92660. Include address label from recent issue if possible, plus new address and zip code.

Subscription RatesU.S. and Canada: $6-one year; $9-two )'ears; $12-three years. Foreign: Sl4-one year, S20-two years.Single copies $1.25. Back copies $2.50 when available.

THE MERCHANT MAGAZINE is an independentl-v-owred publica,;on1br the raiail, w'holesale and distribt,iiott tevels o/ the luntber, btrikling nnterials and ltonte itrlprolettt(nt husiness itt tlte I3 Westertr slates.

Systemrrr

When David McCulloch, president of Yosemite-Euilders ih Merced, California, began looking for a Polnt-ofSafe Computer System for his home center, he chose the best - | Dataline.

".with,all of the information as current as the last

tat the sales counter, management declsions can

bei*&e quicklyand easily," says Mr. McCu||och. "Ntd,by allowing key personnel more time on the safes floor and less time in handwriting invoices, customers are happier and

;slx months cornparlng the Dttaline System to eve4rthing else

: avall abl€ ""F q'w.!,r*.weffi 6 de d,l' saln Mr. McCrrlloch, "Dataline had the best Point-of-sale system for

buildihg

EDilTOR[AL

Eastern Dude Shoots Self in Foot

lT'S THE same old story. The Eastern dudes lcome West, misjudge the entire situation and cause problems for all with their misperception of what is possible in the West.

In this latest sequel, a Massachusetts economic research firm has prematurely concluded on the basis of a partially completed study that the Western plywood manufacturing industry is going down the tube. Isn't that swift?

Regretfully, the misconceptions have resulted in dozens of headlines in Western newspapers reporting that an "erosion" and "slump" face the industry through the next 20 years.

The mistake came to pass because they relied, in the words of Bronson J. Lewis of the American Plywood Association, "on the assumption that the present unreasonably conseryative levels of public forest harvesting can never be changed and will be continued. We feel the report needs to show what happens if timber is offered at the increased rates the forests are

Sales Mgr. Ted Barnes

Phone: (503) 874-2236

P.O. Box 7

Riddle, Oregon 97469

DAVID CUTLER editor- publisher

well able to support. We expect the final report to reflect the strongly positive options for growth that are available to the industry with a return to stability in the public timber supply. " Lewis predicts that with the restoration of the multiple use concept of public lands as promised by President Reagan, "the plywood and lumber industries of the West can look forward with other segments of the total industry nationwide to healthy growth in the years ahead."

While the final report may indeed correct these early errors in judgment, the premature release of incomplete information has already provided ammunition to environmental extremists who no doubt are already claiming that there is no reason to increase timber supply because the industrv is alreadv declinine.

Whiie the damage is doie, it is not the end of the fight. But once again, the forest products industry is forced to fight a come-from-behind battle to correct tenderfoot thinkine.

SeNing the lunbeL building materials and home improvemenl ma*ets in 13 western States-Since 1922

OId Grourth Douglas Fir Green, Rough or Surfaced SPECf FIED #2,#1, Sel. Struct., Clears 1" x 2" thru 8" x 14"8' thru 24'

Inland f,umber is big on Timber.

Our people are big on service.

When you need fast delivery on timber, call Inland Lumber.

Our people are ready to process your order and in most cases will deliver it to vour vard within 48 hours.

Fast? You bet that's fast!

More important than speed, is the quality of timbers we'll deliver.

Since we specialize in full-sawn, old growth timbers, you can order it "rough" and mill it yourself or have us custom mill it for you. Either way, you are assured of top quality timber, processed and shipped to your exact specifications.

We handle over 720 different sizes and dimensionsfrom 2 x 2 through 12 x L2 roughin 8 to 40 foot lengths.

So, whether you need one piece or a trainloadcall usour people will take good care of you.

Southern CA (7L4\ 783-0021

Pacific Northwest dealer biggie

flespite a year that had a number I/of people in the business apprehensive (and worse), the Western Building Material Association nonetheless drew more than 1600 participants to its 77th annual convention and building products show. The attendance figure, off only slightly from last year, was testimony to the strength of the group, which serves members in Washington, Oregon, Idaho and Alaska.

The convention and accompanying show were all under one roof this year, at the Portland Maniott, a year old hostelry on the Willamette River, which flows through the heart of Oregon's largest city.

The Western dealers besan their

Story at a Glance

Professionalizing financial management seminar and talks on operations management, economic forecasts and review of the new scene in Washington, D.C. highlight 77th annual Sid Voorhees chosen new president.

schedule, appropriately, with a Western Round-Up cocktail/dinner session Nov. 15, with the balance of the evening spent strolling through the show exhibits.

The exhibitors had another crack at the Quick Pitch Selling Talks. Each firm had a severely limited time to proclaim the merits of its goods and services. The lone-winded were quickly gavelled to 6 stop. An electronic accounting and computer management session was the next scheduled event, demonstrating the ever increasing dealer involvement with electronic data processing.

Among the speakers during the (Please turn to page 1 1 )

ATTITUDE adjustment hour (1) Lois & Robbie Robinson, Jim Mayhew, Cheryl Elmore, Pat Rosen. (2) Jane Sales, Dale Walker, Pat Olson, Bob Sales. (3) Sandie & Bill Hansen, Gary & Judi Dodge. (4) Vern Greer, Phil Bowman. (5) Pat & Gordon

Gerretsen, a WBMA past pres. (6) Gerry Kemper, Marv McDonald, Leo Maguire. (71 Don Wood, David Mauk, Bruce McDcinald. (8) Don Rosen, Angie & Norm Kruckenberg. (9) Gus Cloepfil, Loretta Archuleta, Kelly Ballard, Rita & Pete Peder-

son. (10) Ginger & Dave Brown, Greg & Kelly McKelvey. (11) Becky & Bob Perrin, Joe Walton. (12) Roger & Mary Ann Plath. (13) Judy Duncan, Sandi Thomas. (14) Dr. Joe Trainer, Lois Bergstrom, Bud Bork.

IHTil[TUR[l PR0IlFl'llKIR

No other lumber stacked in vour vard right now can offer you the profit' potential of redwood.

UllY? Because there's always a demand for redwood. Redwood's natural beauty can't be duplicated and people know that garden grades are the best woods for decks, fences, trellises and other garden uses.

And you'llget no customer callbacks because redwood lives up to its promisesit resists splitting or checking, it's easy to work with and goes down flat anC stays flat.

PIUS, you'llget top price for every piece because redwood won't warp in the yard like other woods.

$I08K UP ll0U.rhere's always a good supply and redwood is a natural seller.

Exotic lmported Stile & Rail Entry Doors

lmported from the Orient with some slight irregularities typical of handmade craftsmenship. Shown is lust one style of our broad line. Bel-Air Door Co. specializes in Stile and Rail Panel, Carved and all varieties of lmported and Domestic Entry Doors.

Standard stock is 36"x80"x1.3/4"

"V anguard Doors"

Patented

Bel-Air's "Vanguard" Security and 20-Minute Fire Rated Doors are the only Stile and Rail Security Panel and Fire Rated Doon made in America with an accredited label. Also available with optional fluted panels Standard stock widths are 30",32" and 36" x 80" x 1'3/4". Constructed of solid, clear vertical grain Western Soft Woods' These "Vanguard" doors meet the demand for a quality Security, Fire and energy conservation door. Manufactured at our new Portland, 0regon factory.

Authentic Leaded Glass Units of intricate designs and delicate beauty enrich the warmth of our Entry Doors Shown are just a few of a wide line of Bel-Air Door Co's. exclusive designs of Leaded Glass Units for doors Unis are individually priced.

ATHENS #go+o HERcULES #8080

(Continued from page 8) following two days was G. Robert Claypool. srouD v.D. and controller for -Certainlteed Coiporation's building materials distribution group. His seminar on cash flow management stressed the importance of speeding up cash collection and slowing down cash disbursement.

In his workbook example, he pointed out how sales figures on the profit and loss statement can mask serious problems that show on the balance sheet, if you know what to look for. He demonstrated examples of changes in financial position and their warning signs and how to forecast cash needs.

He said that the importance of

WATCHII{G DEM0 are (1) Jim Kress, Casey Vorhees and Mike Perry as Norfield's Skip Cheak puts their newest machine through its paces. (2) WBMA exec. v.p. Chuck Link, Richard Stemper. (3) Sid Voorhees, new WBMA pres., Cecil Cleveland, John Martin, exec. V.p. of "Na-

planning for cash requirements can not be over estimated. Claypool noted that, especially in the present creditsensitive period, many firms simply would not be able to borrow their way out of problems.

An outlook for the economy in the Pacific Northwest was presented by Dr. Kevin R. Kelly, a v.p. of U.S. Bancorp. He forecast a tax cut for earlv 1981. but added that it meant incieased government borrowing which would, in turn, result in higher interest rates. The national economy as a whole will decline early this year, though the Northwest will feel the impact to a lesser degree and will remain a strong economic area. Dr.

tional" and Larry Knudsen. (4) Dick Tuchbreiter, Carl Van Well. (5) Doris & Curley Lee, Helena & Ken Gohrick. (6) Andy & Inge Kvalheim. (7) John Kendall, Roger Baron. (8) Bob Clavoool. Greo Kleiner. (9) PGLir6: Cutler Lewis, Vauglian Pipes,

Kelly felt that new types of mortgages, as well as the conservative cast of the new Reagan Administration would be helpful to the housing indusfry.

The exec. v.p. of the National Lumber & Building Material Dealers Association, John M. Martin, reviewed the changing of the guard resulting from the recent presidential election. He noted that far more key legislators are now from the West and urged listeners to use their influence to protect Western interests. While no "quick fix (of the country's problems) is possible," he said, "the cure is in the making with the Reagan Administration.

Outgoing president Vic Camozzi

(Please turn to page 38)

"Jerry" & Chuck Lauber, Amy & Ted Grainge. (10) Frank Powers, Mike Bates, Jeff Hays. (11) Chuck Hitchcock, Pat Mulcahy, Jack Shaw, Jim Hansen at Wasco exhibit. (12) Bill Wojtech, Bill Zagone, Roy Baker.

Beautif ul bevel siding

Western red cedar bcvel siding has a split personalitl which adapts tcl either a sophisticated or natural enV t rrln ntcnt

\\jith the smooth finlsh stde er poscd, rt rs compattblc to a crtrfied town house design. In contrast. the saw tertured side blends with a ntore rustic architecture. Builders can utilize this versatility to achieve outstanding effects in either traditional or contcmp()rary styling.

Whether it is applied inside or out. wcstern red cedar bcr cl siding brings both beautl and natural endurancc qualrtrcs to r structurc. Light tn ucicht ja\\ t() handlc. it goes on qurckll. narls readrly'. and ls easv to palnt ()r slaln.

Both clear and knott-v- crades contribute to beautiful exterior and interior dcsigns.

STRltil8 vertical accents add interest lthotr lt lstt on opporilr F$l to standard bevel siding. The using of such accent devices can add increased versatility to an already versatile product. As these pictures graphically demonstrate, stains and oaints can then add a limitless number of

colors and appearances. In the three interiors photos hiortl both smooth and saw textured bevel siding is used in contemporary applications. In the exterior higlrl, rtousl rich looking shadow lines are created, giving strength and balance.

30th annual management conference

f,l eNacEMENT philosophies, lUl insurance, timber sources, attracting and keeping good peopie were all covered at the Lumber Association of Southern California's most Story

at a Glance

Dealer/wholesaler group concentrates on: keeping good people, improving management skills, and coping with a decreasing timber supply base... Gordon Beach elected president.

recent annual management conference. The convention theme of "Turning Point" saluted the dealer/wholesaler group's start of its third decade in operation.

Back for an encore was lead off man Gunther Klaus, an inspirational speaker, who challenged the audience to take the leadership role in their companies and lead employees to the goals set as company objectives. He stressed that to attract and keep the employees essential to move a company forward the firm must have a learning and growing atmosphere, with the benefits that winners insist upon as a work environment.

Klaus stressed that cost should not be the primary factor in pricing. "Get all you can by using quality, service and competence," he said. "Develop

product pluses, because those who live by the price, die by the price. "

He concluded bv ureins honestv in all dealings. "HavE discipline', conviction and be wise. Thev will follow.

Next morning's activities got off to an earlv start with a 7:30 a.m. breakfast devoled to various topics regarding insurance. Among the speakers were David Barry, v.p., Bayly, Martin & Fay; Nancy Schnurstein, marketing mgr., Industrial Indemnity; and Carl Weber, of Cypress Insurance.

They reminded listeners of the growing replacement costs of many items and the enlarging liability many businesses face.

The growing problem of timber supply was addressed by the next two

$131.343 dividend check for 1978 Workman's Compensation policy for the LASC insurance package is handed to LASC's Chuck Jenkins (center) in (1); flanked by insurancemen Dave Berry (left) and Carl Weber. (2) Outgoing pres. Paul 0rban receives plaque from Bill Cowling. (3)

George Howard, Erik Jorgensborg. (4) Cliff Allard, Jim Mathews. (5) Larry 0uinlan, Michele Alexander. (6) Pat 0'Donnell, Jon & Sterling Wolfe, George Swartz. (7) Barbara & Pete Ganahl. (8) Bill Evans, Sam Witzel, Bill Sullivan. (9) Mike Coleman, Tom Motley, Bill Sullivan. (10) Jack

Berutich, Allen Fikse. (11) Dennis DeBrit, John Newquist, Miles Davidson. (12) Chuck Jenkins, Ralph Smith, Tim Timmerman. (13) Harry Selling, Greg Arnds, John Mullin. (14) David Miller, Fred Couture, Blaine Smith. Jim Taft. John Ganahl.

speakers: Ray Weinmann of the United States Forest Service and Gordon King, president, Hampton Lumber Sales, Portland, Or.

Weinmann cited the conflicts over use of the National Forests; how wilderness demands conflict with the country's need for more timber. He noted the rising cost of stumpage, especially of cedar, giving as an example a recent sale at which Port Orford cedar sold for between $l,500 and $2,000 per board foot!

He said that further moves by environmentalists for more wilderness and scenic areas threatens USFS natural resource planning. He counseled industry people to become more politically active to protect their lnterests.

Lumberman Gordon King noted that resources were diminishing, that there were far fewer operating lumber mills and that demand was projected to double in the next 30 years. He said that it is expected that single interest pressure groups will push for more timber removals from multiple use lands. As the supplier base for wood products shrinks, retailers and wholesalers will have an ever worsening problem in obtaining products to sell, King observed.

"Continuing the status quo will mean less supply, higher prices, inflation, more timber imports and a

(Please turn to page 50)

SElllOR LUMBERiIAII (1) Wayne Mullin, 82; Wayne Gardner, LASC's exec. v.p., and new president Gordon Beach. (2) Jeny Essley, Jon Wilson, Ted Gilbert. (3) Jack Secoy, Jim Frodsham. (4) Raymond Heet, Andy Ganahl, Dennis Heet. (5) Bill Fetherston. Bob Schneider. Jon Wolfe, Ron McClellen. (6) Tom Morris, Gordon King. (7) Bill Rau, Doug Maple, Gordon Woolard. (8) Jim Pottratz, Pete Speek, Larry 0lson. (9) Ralph Froiland, Dick Hotaling, Dennis Richardson, Roger Braniger. (10) Randy Port, Chuck Goeser, Al Newkirk, Dean Votruba, Marc Myers. (11) Verl & Ferrol Rhine, Bob Ransom. (12) Scott Cardwell, Frank Purcell, Fred Molter. (13) Conrad Singaas. (14) Wally Swanson, George Otto, John Lemos. (15) Pete Marshall. (16) Rick 0rlando, Jim Moss, Jim Nelson.

Blen ke Obvi

Everyone loves the warm, natural beauty of Windsor Mill genuine redwood paneling. Now your customers can see it before they buy. Our new shrink film package makes a beautiful display in dealers' showrooms and yards. Each fully visible package will cover approximately 32 square feet of wall area, with either 6-inch or 4-inch wide panels, smooth or resawn face showing. Your customer gets to choose all heart, clear or natural redwood. manufactured by Windsor Mill to the highest standards. And now this great product is even easier to sell. Display it and promote even greater profits.

Something New has been added REDiWOOD

REDiWOOD is just what customers have been asking for. Paneling, at a price that appeals to a whole new range of customers. Paneling that is beautiful, durable, easy to use-like all Windsor Mill Redwood Paneling. Make selling a breeze with REDiWOOD. It will bring customers back again and again as they discover new uses for this versatile Redwood paneling. Be on the cutting edge of the trend to this new Windsor Mill product. ..

REDiWOOD

New redwood promotion targets d-i-y sales

El EDWOOD merchants can build flprofits from the California Redwood Association's bigger-than-ever spring garden grades promotion.

The expanded campaign. backed by an increased budget, will zero in on the booming do-it-yourself market. New advertising in popular d-i-y magazines, new sales aids for lumber merchandisers and a brand-new publicity project are anticipated to boost redwood sales nationwide.

Despite the 1980 building slump, redwood sales remained stronger than most woods. Many lumber merchants found redwood with its variety of uses was an excellent hedge against the generally soft market.

This year, in addition to CRA's garden grades advertising to homeowners, builders and architects, there will be ads in Popular Science, Popular Mechanics and other d-i-y magazines emphasizing the stability, work-

REDW00D DEGK on a concrete slab publicity proiect will appear in national consumer magazrnes and newspapers this spring. This project designed to sell

ability, natural beauty and rugged performance of redwood garden grades.

Story at a Glance

Garden grades are focus of latest CRA promotion program is set to take advantage of strong d-i-y market advertising, publicity, new literature and updated Design-aDeck kit.

These ads serve dealers by reinforcing redwood's unique position among specialty woods and its Pre-

garden grades includes a built-in cabinet, moveable benches and planters. Proiect plans and materials lists will be available. For lree samples of CRA literature

sold status among consumers. Complementing the ads, CRA publicity will appear in many of the same magazines hnd newspa'pers. These storiEs go one step further offering design and construction ideas while expanding on the redwood message that garden grades are the best product for decks, fences and other outdoor projects.

This spring a new CRA deck project will aDDe:r in national magazines and newsillpers. It will show-homeowners an easy way to build a deck over an existing concrete slab and add storage cabinets, moveable benches and planters. Magazines and newspapers will offer readers plans for building the deck and other amenities in a construction tipsheet which will include a materials list specifying redwood garden grades. Dealen can (Please turn to page 22)

and information on sales aids, write: Cali' fornia Redwood Association, Dept. RT81, One Lombard St., San Francisco, Ca. 941 1 1.

93,000 acres of Idaho timberland bought from the Milwaukee Road. .

NtEW

Some very cautious optimism is appearlng as a new admlnlstration and chief executive take the reins in Washington D.C. this mo. a bolstering factor is the prime lending rate's move downward from record levels, tho no one knows whether the latest interest slippage is merely a temporary dip or a true decline to more normal levels.

Helped by a statistical fluke, housing construction showed only a tiny $.48/s) decline in most recent figs. starts in Nov., on a seasonally adjusted ann ual basis, were I , 5 5 5,000. . . but even so, the industry's strength surprised some observers.. . many forecasters predict Dec. start figs. will be off markedly.

Single family home starts were off 4.80/0, while multis moved up 8.40/o; permits .for future construction rose 2.8%from Oct.. .. sales of used homes fell 3o/0. mortgages nationally averaged 140/0. in Ca. one s&l was offering 180/o mortgage $$...

Inland Lumber Co. Colton, Ca., has agreed to sell its timber operation, for an undisclosed price, to the Terry Companies, Tarzana, Ca., which will operate it as Inland Timber Co., a sepa- rate and independent entity from their retail storesi .Inland Lumber Co. will continue as a wholesale distributor of lumber products at its present location.

The American Forest Products name is expected to be used again after the sale of Bendix

Forest Products to Kohlberg, Kravits. Roberts & Co. has been completed later this mo., the firm was originally known as Tarter, Webster & Johnson. .

Georgia-Pacific has moved its Reno, Nv. distribution center to 600 Spice Islands Dr. in Sparks, Nv... Wall Dry Kiln, Long Beach, Ca., is now selling lumber to qualified wholesalers, mostly dark red mahogany and some oak. South Bay Forest Products, Orange, Ca., has added a 2nd mill bldg. and new machinery, plus 2 new storage bldgs. to bring the total to 6 storage warehouses.

Del Valle, Kahman & Co. is settling into new corporate offices at 185 Berry St., San Francisco, Ca.. . Fronville Commercial Co.., Wilsonville, Or., is now conducting its importexport business as American Hardwoods, Inc.

Foreign Hardwood Ltd. is a new firm in Portland. Or.. with Sid Soto top man. . Franklin Brass Manufacturing Co. (bathroom fixtures) has leased a 14,550 sq. ft. bldg. at 3555 Hayden Ave., Culver City, Ca...

Potlatch Corp. reports that it's on schedule with plans for a $70 million wood waste-fueled boiler at Lewiston, Id.; completion date 1982. .. Other figures from the co: $115 million to be spent on energy programs, part of a current 5-yr. $600 million capital improvement program; financing a large share of the $134.8 million spent for the

Boise Cascade Corp. is merg- ing western Wa. timber and wood products mfg. operations with a central and a western Wa. region operating out of Yakima, and a northwest Or. region hq. at Monmouth.

Burlington Northern Inc., the result of merging Burlington Northern and the St. Louis-San Francisco Railway Co., has offices at 681 Market St.. San Francisco, Ca. LouisianaPaci/ic is close to completing a $3.4 million expansion at its Rocklin, Ca., medium density fiberboard plant.

Edward A. More & Associates, Cincinnati, Oh., is a new consulting firm, specializing in the home center/lumber dealer market. Setzer Forest Products, Sacramento, C3., has added a sales dept.

U.S. Lumber exports to Japan are expected to increase with details worked out at a joint meeting in Japan early this year. Superior Buildings Co. mill at Columbia Falls, Mt., is being rebuilt after a $3 million fire. .

84 Lumber Co.'s proposal for a freeway offramp retail store in Phoenix, Az., was nixed by the City Council as inappropriate zoning after a citizen's protest petition. Terry Building Cen/ers is adding five buildings at their Tarzana, Ca., Hq yard. Burbank Lumber Co., has a new umbrella bldg.

Lumbermen's of Washington plans to open their newest retail store, their 4th, in Olympia, Wa., next montl'r... Top Brands, Inc., is opening its first Cash-N-Carry Distribution Center west of-Denver, Co., in Sacramento, Ca., this month.

Frank

No other industry event presents the complete diverse range of products for home improve- I ment, remodeling, maintenance, decorating, recreational/leisure and related needs. See them all at the biqqerthan-ever Sixth Annual National Hom6-Center Show at Chicago's spacious McCormick Place, March 22-25. 1981.

". Even more betr€licicl beccruse ol lhe n"-ber ol suppliers represotted."

9ephen W Undemood, VP Gen. Mqr., Chmdler Home C-nter. Van Nuvs CA

More than 1200 exhibitors will display thousands of products . . from Urirtalng materials to iools and hardware from plumbing and electrica.l to decorative products everything your customers need to tackle their do-it-yourself projects.

"We lound the

T.EANN BETTEN WAYS TO OPENATE AND SEtt TO MAXIMIZE PNOFITS

"I thoughr this yecn's seminqr progtcrn wcs pcrtic\ ulcrly good well preseated by top people".

Come and discover why the semlnar program at the l98O Show received "rave re\ views" by attendees. The seminar program is desigrned and presented by successful retail leaders in your industry who have {aced and overcome many of the challenges that you face today. "Oae ol the most productive weels in the industry".

Denne Bemet. Presideni, Benco Blda ProdfflXc; Seminar leaders will share thelr exDertise on such vital topics as: How io mike the most productive use of the space you have New and effective merchandising, promotion and advertising techniques that 4 ^ really move products oll the shell ,d Proven methods for recruitinq and retair Proven retainrng top personnel and similar subiects. Give <rnd tqle idecs at round table discussions followrng the seminars. Talk about your business problems and successes as you learn about operations of other retarlers as you meet wrth seminar leaders and padicipants.

7 Gcinideasloryourownqdprogncmsattheindustry's most compleie collection of Home Center retail advertising ai HOME CENTER Magazine's Ad Dsplay. on display at ihe Awards Exhibit. See how they did it how you can do it! Don't miss the Audio Visual Dis

See Hone C.onter of the Ye<n Awcrd Winner ideci

!-.9_. yol Displcry ol \ "How To" lilns and stop by at HOME CENTER Migazine' Ideq -nd McrLetlng Centers, {or personalized

7 loara aboul internotioncl retciling: Presentations by retailers from around the world at the full day International Home Center Marketinq Conference to be held on Saturdav, March 2l. research and marketing information. Coniact George L. Milne, Vice hesident & Publishrrq Drector, HOME CENTER Magazine, 300 W. Adams St., Chlcaso, IL 60606

1. Musl be received in the show oflice by F€b.20,1981. Confirmation of I preregistration and hotel reservation iorms will be mailed within

, lT,T#"iiii;''"1?i,:X'Jii'il:,"""T?i::.:'.'::H:t,3i;Jl3l,. ar

I I Ol rtr"" ,"-jt"-triion tee $5.00) CONGRESS &EXPOSITION I i s. REGISTRATIoN coMpUTERtzLD. ALL tNFoRMATtoN MUST BE FTLLED tN. MARCH 22'2s' 1981 /cHlcAGo . 4. NOONEUNDERI6YEARSOLDADMITTED. IIATION FILLED IN. "''J, I-OI' V'IIVA'V I

,",ONTMT: PLEASE LEAVE SPACE EETWEEN FIRST NAME OR INIT IALS AND LAST NAME

YOUR COMPANY'S PRIMABY EUSINESS ACTIVITY I

Moore, Branch Mgr., Steford Building Centers, trttsbwgh, PA

exhibitors very friendly crad helplul. We mcde <r lot ol good decls. Tte Home Center Show lcn surpnsees ary othet trqde show we hqee ever qtlended."

leffrey S. Owem, Exe. VP, Owero Lmber & Millwork, Inc., Memphu, TN

GoNGRESS & EXPTOS|TION I MARCH

G. Brchad Rwll. h6ident. Millard Lmber Co.. Ornaha. fJeb

GALTNDAR

JANUARY

National Housewlres Manufacturers AssocietlonJan. 1l-15, 74th semi-annual National Housewares Exposition, McCormick Place and McCormick Place West, Chicago, Il.

National Hardwood Lumber AssociationJan. 12-16, hardwood inspection course, Bendix Forest Products, Cerritos, Ca.

Western WoodProductsAssociationJan. 12-15, District meetings, Valley River Inn, Eugene, Or., 6 p.m., Jan l2; Sheraton Inn-Airport, Portland, Or., l2 noon, Jan. l3; Ramada Inn-Airport, Spokane, Wa., l2 noon, Jan. l4; Red Lion Motor Inn, Pendleton, Or., l0 a.m., Jan. 15.

Humboldt Hoo-Hoo ClubJan. 15, Railroad Night, Ingomar Club, Eureka, Ca.

Shasta Crscade Hoo-Hoo ClubJan. 16, initiation, Riverview Golf and Country Club, Redding, Ca.

WBMA's Young Westerners' ClubJan. 16-18, annual conference, Boise. Id.

Lumber Merchants Association of Northern CallforniaJan. 16-18, Management Seminar, Asilomar, Pacific Grove. Ca.

Dubs Ltd.Jan. 23, golf tournament No. 377, Marin Country Club, Novato, Ca.

National Association of Home BuildersJrn. 23-26, 37th annual convention and exposition, Las Vegas Convention Center, Las Vegas, Nv.

California Retail Hardware Associatlon - Jr,n. 25-25, 80th annual convention and Western states hardware show. MGM Grand Hotel, Reno, Nv.

3rd Annual Hot Water Conference and ExpoJan. 30Feb 1, Expo Convention Center, Sacramento, Ca.

FEBRUARY

National Woodwork Manufacturers AssociationFeb. 1' 4, annual meeting, La Posada Resort Hotel, Scottsdale, Az.

Naiional Roofing Contractors AssociationFeb. 10-13' 94th annual convention, Hyatt Regency/Adams Hotels, Phoenix, Az.

San Joaquin Valley Hoo-Hoo ClubFeb 14, Ladies Nigtt' Rogei Rocka's Good Company Music Hall, Fresno. Ca.

Humboldt Hoo-Hoo ClubFeb. 15, Crab Feed, place to be announced.

National Home Improvement CouncilFeb. 18'21. Expo/Convention, New Orleans Hilton and The River 'gate Exhibition Center, New Orleans, La.

Dubs Ltd. - Feb. 20, Pitchey Selects, Sierra View, Roseville, Ca.

Imported Hardwood Products AssociationFeb. 2-5--2E, 25th annual international convention, Boca Raton Hotel & Club. Boca Raton, Fl.

MARCH

National Association of Floor Covering DistributorsMarch 1-4, l0th annual convention, Fairmont Hotel, San Francisco, Ca.

Hardwood Dimension Manufacturefs AssociationMarch 4-8, 52nd annual meeting, Aladdin Hotel, Las Vegas, Nv.

American Wholesale Hardware Co.March E, Sales Galaxy, dealer hardware, housewarQs & sporting-goods show,-Exhibition Hall, Long Beach ponvention Center, Long Beach, Ca. Conference with CongressMarch 9-11, Washington, D.C.

Western Wood Products AssociatiopMarch 10'13, annual spring meeting, St. Francis Hotel, San Francisco.

cqn A r94 Inuestment DOUbTE YOUr storeuolume?

and mergers. Our in-house resource file is ,.., Your present. marketing plan leaves yours.to usebytelephone, an.d thedata it ,,Sinr" Bitt moved the compony from the p_otential market untapped. contains is worth more than the.$94 we're aeiiiiia io Son Diego, we've worked ciosety .^., Y.our plan is go.od, but you haven't asking for all the services described. ,1tn ioiy of the siini home center retaileis :::19"i.'i3ilii,'T'?"fr'Ji:Jtof ,o'".on. .,firrl9rp'is3uJ[rr^lrorl,33-?Jr" ,.- '3',!,,'irf#:'#ii';;,0',,:;.!:,trii,;ktT,ftri; who-'-s alreadydone it. ..-^:^r:^^ +L^+ r^1^ tainer client you'll enjoy *t.l"uinjr'Jr i, yi,",!communities. i,;,"S:.ififi:i,,ll',i"'ii'?,l,"J"that rets )3q;orioui'6tarnirle"eicn;a{i1.1,ri'1': -filli"f ilii,i:'e:"fry;:;1i"';i";,ti:,:!,2 your $94 covers the 3n",il,li""3i,ii.i" ^r. day service charges on any -PIoj9.j-I9,1 '*i'i"*ioi'i soins on dtmost everywhere and he mair.iiii, .-,ii;*ffiaffi1;H;'"#ild.:

It's possible, if:

brochures ';_ffii^{',;f[il:':]:il"!t";J;Kf,"i;'i:r;i.,

ment consulting company. Xt;:g*l il;g .,sales. training programs ._. of the indusrry,s putse. Not a large company' but a.small,corPora- iiii'ir merchandising concepts adver- - Many of our crients are manufaclurers and tion, one in which you can reacn tne Dresl- --dent by phone most ""v ,i'"nliiifiT;ffi.ji- tising audits . retail svstems .and .pro- distyiQi4oi's of buitding materials. Bill had been tant, it,s a company *#i.il;"i;Hil ^.:9ll.r home center advertising Abitibi's resident retail exper! for vears and, phase of home center -;;il,Tiil. 'r vYvrr systems co-op advertising programs wirh him at the helm, our companv has been resfx MAJoR BENEFTTS

Specifically, here's what your $94 gets Sou-nO'iite a lot for $94?

Products and some of the more retoil-oriented you'in addition to a letter oi thanks: - Weti;ltli. - members of the NBMDA' You've also seen our

1)AN |MMEDIATE 10% BUSINESS I'm hot making any money at thar ':1.!:-,::,-'!' marketing (disptav' packasins, NchEIsEii;.bn.ls;,^.-!j-.*!-rg;-" p'i.i', uui-r'. "."i-rp;.'.*

fllf|l,",,i,f;ofl|

":{ ,fi:'!:::'";, ili;';!"[

technique that will add not less than l09o retainer covers.the dollars.my acggul-!1]t u.k'." iliU"rturer introduce rhe ,,Tierma_ to your store volume starting the first day! tells me I need just to break er1en.o,1 qrint, i;;; w;r;dr* system.,, _

2) NEWLETTERS AND HOTLINE ing' handling, postagg^ and telephone -- iiti;iiinat senerat practitioner. He knows BULLETfNS Learn how other retailers time. But I'm not offering this com- whin io d7a* on the siils of those more Droprogram for the present and the future. prehenlive Professio^nal service just to be ficient in specific functiois. Thus, by' afMy newsletters arid hotline bulletins give nice. There is a profit motive. fitiating wiih oiher- companies we keep our you concise reports on operating policies, THINK OF ME FIRSTI ra.tes low as we bring our clients the best possisales forecasts, marketing and merchan- you see, r want to ge voql.gT.lljll,l

j's pl.pltgd and mailed fi;i ;h;;'t;; i,..0'i i,.,ri ,et of eyes to ('rsr_crass postase) ,n. ,ilii8"I.=RvrcE ,"1:,i:1,""r&1..r:,?,I"ii "L.r?,,,on?; 0,,

o'';:(',:;ilxx;:7Jil,rirn,iou, and hos teorn- dising trends and expansion "l9_1.-q!!t- *"iri vou-io it'inf oi niJ ii.i, *n.n you ed we, from the ,,battte scars,, he,s eorned os o tion programs in the \o-T.-1,1,9.31_d n..oioui..andcounselonany.aspecrol morketberlorgianthomecenterretairers.And, building materials industry.,Thi: g-qP^L- voiri uusineri. I wa.nt you.to tnlnK or me he likes to poss his knowtedge on to others. 'lll.il,l"_l1ltigl_

3) ADVERTTSTNG CLrl

Each month, you'll receive reproduc.tions manigemitit firms, probaUiy euen tesi Now, it's decision time for you. of the 20 best home center.ads.,You'll use thin your accountani or atlorney, and Can i $g+ investment really double your them.to keep abreast of .trends qnd na- vou;tt'ieceiue ioviCe, inroimation','even ,toi. uoti-.2 tional promotions. .You'll l1._]1FJ l!: 6om-pteti prog.i-s, thai*itt;ad ao toui "liili"k so, but at rhe very reast I'll gi1:t-.,."!:It^:1d-ll:..i1t$^:9.^19:lll _11. profits, n_ot.you.r.e.xpenses.. suarantee thai it can earn you a minimum aqverllslng,_learn aDout tnelr speclal pro- Best of all, I'll be drawing on over 20 6f l0O times its own cost!u!ii:s:+51,':'.ri:91i'!illTi!:!!! r,:n".t_s,i:..r.";t;[[qry,!1ru

;lff:,t|ft1.,t*ff;tntlTly.:t$

ji:{"':,i}J'tr?tr:*i;*,iii:ii.i*l$

'p,b'Fi:'id$i #ili#i"Jli::i

messages to the DIY'er. We'll show you to uou in.language you can'understand. ;;;;i''i;1 that they,ve increased your how to use these materials to spark i9eas Itll'even Ue it V"oui side to I91v6u.iliiii"i,ol*iiri""i;s"fia';a;;;: iril'iei"e nature or vou, uu.I#tT "tlf gJ:t-t^:",It. in proiortion to 100 times ;"df.il'J',r...:.rbii[-lu*,?",J?:i.

qu_estions asked. step through your sales pianning- arid pian 'for less than the company's nei

each quarter that will tak-e you sle-p-by- by niy documented reirort and marketing

Make your check payable to "Bill budgeting. Yolr'll get recommended sales iypewriter. Other clients prefer to keep me Fishman, Retainer," and mail it today. promotion activities, advertising schedul- on a year-round visitaiion schedule to

Remember, you can't lose if you try it ing.and budgeting information and sam- counsel top management, headquarters . . . but you certainly will if you don't! ple layouts and generic artwork for items personnel -and store and department you'll be featuring throughout the year. managers.

Mait to:

By now you're probably asking Feel free to telephone us.with your prob- you.rself,. "Who is this guy, anyhow?.". Rerainer lems! As a retainer client, themeter I've tried to write about my capabilities iiiil' nSHfrf AN & AFFILIATES ffiru"1i:l ?1,:Jffil'.i3il*it/.|ii*fi if,iJi:i:3j,fiij"'tl;1,'i,,:$llfit?lf iliiirErrNc sERVrcES, ,NC tiil";;i;-'iiiiiae;i"i-oiCiiioni iroui einel so, i-asleo SrriiGv, ;]i';.;.;ff. l1650Iberia Place ;ild;;i; ;;ffi;ai;i;c, ;d;;;ti'i"s;;d iiiis'tani, to writi auout ui'undt iiiili;h; $1 lieeo' cA e2t28 iromotions, operations-ind acquisitions says it ali pretty well: 7141485-7500

5) TELEPHONE CONSULTATION

REDWOOD PROMOTION

you know well ore fhot sell!

Bronds bronds

The tinkle of coins in your cosh regisfer comes from fhe bronds you know ond sell ond fhe bronds your cuslomer prefers...

Af Mollco we're olwoys working fo provide lhe best in building moleriols from lumber to the bronds you ond your cuslomer know ond frust.

(Continued from page 17) obtain copies of this tipsheet from redwood suppliers or CRA.

Many d-i-yers want redwood dealers to be information centers as well as building supply centers. Redwood merchants using CRA Sales aids, such as literature, construction tips, plans kits and audio/visual presentations find thev can answer the basic, most-often-asked questions freeing their salespeople to deal with more specific needs of the customer.

CRA's six-minute La Belle film cartridse Redwood Decks To Build & E"ioy shows the basics of deck building in simple, easy to follow steps. It encourages the d-i-yer and provides interesting design ideas. Based on the CRA Design-A-Deck Plans Kit, the presentation is available to dealers for $25. Several retailers report that besides using it as an automated sales person, they can use it to train incoming employees.

The large selection of redwood literature can also serve two functions. Covering a wide spectrum-from colorful idea starters to technical informationit can be used as reference material for sales staff or handouts to stimulate customer interest in redwood projects.

The l2-p. color booklet Redwood Garden Settings for Tubs, Spas and Pools is the most recent addition to this library and can help dealers capitalize on the growing interest in back yard water settings. This booklet and all CRA literature can be purchased through redwood suppliers or directly from CRA.

The highly successful Redwood Design-A-Deck Plans Kit will be continued and updated this year with an insert showing how to build around a spa or tub. With over 100,000 sales the Redwood Design-A-Deck is a proven success and has been the focal point of many dealer promotions and deck clinics. The deck plans can be adapted to fit almost any house and yard and the step-by-step manual offers valuable information on nails. finishes and construction techniques. The kits, available for $2 each 20 to a carton, are price marked to retail for $4. The carton converts to a handy countertop display.

Lumber and building materials dealers stocking redwood will be sure to feel the good effects of the new CRA advertisine and publicity. By taking advantagl of the salei aid-s offered they can increase their redwood sales and build a lucrative trade of return d-i-y customers. With 1980's d-i-v sales of $27 billion. dealers can hardly afford to ignore this important market.

USINESS is up and down, irratic and difficult to program. Some areas are still blessed with a steady pattern of housing starts while others are at the bottom. Some areas have imposed limitations on the number of starts that are so low that they are ridiculous. Dealers in low activity areas report that they are seeking business as far away as their trucks can deliver and return in a day.

Several areas had a successful vear in construction with the delay in- the rains added to the success. Without the homeowner trade we would all be trying to figure a way to stay in business. Dealers that planned for and achieved flexibility in the customer and merchandise mix are glad they did. At least the homeowner has continued to repair and remodel.

All signs are that the mortgage rate will stay high for quite a while which will put a damper on new starts but it will also cause the remodeling and home fix up business to keep up a good pace. It is -up to us to find a way to go after the homeowner trade and about the best method I know is to provide service that is far superior to any competitor and to advertise projects.

The usual paneling, painting and carpeting are still taking place but there is a market for improved patios, game rooms in garages, attic storage or attic rooms in some cases and the need to get the most from the homeowners lawn area. We need to advertise suggestions and back them up with the service the homeowner requires. We need to have our employees well trained in sketching out projects for customers and making a complete materials list for them. Sure it takes time, but if we don't do it, we will have more free time than we can use.

Several dealers have commented on competitors advertising lumber. An. ad may state "2 x 4 siuds at $." The price of the merchandise is lower than that charged for studs by the mill. Chances are the sfuds are actually 2 x 4 economy 8' long. Plywood frequently is advertisei as "r/2 inch plywood, 4 x 8 sheets. $." Again the price

(Please turn to page 56)

HOME GENTER MERGHANT

BILL FISHMAN

Bill Fishman & Affiliates

11650 lberia Place

San Diego, Ca.92128 gapture more of the big-ticket d-i-y business conain the following recommendations:

I CAN WALK into any discount

I house or local hardware store and find paint, hardware, tools, electrical and plumbinq needs and lots more. The bne thinf they don't feature (not yet anyway) is lumber. So how come when I visit some home centers the only visual merchandising I'm exposed to are the same product categories I can buy in the discount house and local hardware store?

A common characteristic I find in my work with independent home centers and building material dealers is that their showroom is totally void of the one thing that makes them different from other types of retailers lumber. Many don't show a stick on the floor. Some position it across the back of the store area to give them easy access to the warehouse inventory. That's a symptom of a retailer being more operations oriented rather than sales oriented.

All of the marketing programs we develop for dealers who are out to

"Bring the lumberyard atmosphere inside! Let 'em smell it. Display lumber up front and make it self-selection. Let the customer see lumber the minute he's inside the front door.

If the showroom is 10,000 square feet or more consider splitting the center isle with lumber and building materials on the left or right running the full length of the store from front to back. Allow for wide isles and provide lumbercarts permitting the customer to serve himself and wheel the cart to a check-out counter. Stock the racks and shelves with studs, boards, plywood sheets, banks of paneling, moulding, insulation, even "takewith" millwork. The giant home centers let their customers load prehung doors, combination doors, windows and kitchen cabinets and other millwork on flatbed shopping carts. They keep sales help available to answer questions and solve problems but also make it easy for the d-i-y to self-select if he wishes.

Where space does nol allow to inventory on the sales floor it's important to let the customers know what is in the warehouse and in the yard. Do it with signs and/or sampleboards. Let 'em know about the roofing, siding, plasterboard, and timbers. "

Big showroom or small, every retail floor should "sell" the end product that their lumber and building materials create, the family room, dormer, fence, garage, shed, porch, deck, let pictures tell the story. Use photos from shelter magazines or manufacturer's spec sheets mounted on walls, columns and behind the lumber desk. Try merchandising and promoting "packages. " They're profitable and relatively non-competitive. And, while they may not actually sell as "packages," their success as a promotion can be measured in the increase in the sale of basic lumber items.

Lumber and building materials make up the largest portion of the dollar inventory at the home center. Show these products. Keep 'em uP front. Don't get caught up in jazzY product categories that cloud your market position. Resist the pink fixtur- F ing displaying giftware and the Timex i watches at the check-out counter. Remember vour lumber heritage . . sell that difference between yiu and your mass merchandising competition. Sell it in print! Sell it in the showroom.

Think wood!

,thers talk about b.i"g "around the horn" afew times-We've done it thousands of times.

Since the days of the tall-masted lumber schooners, Higgins Lumber Company has been importing, ship ping and re-manufacturing the finest hardwoods and softwoods the world has to offer.

Lumber dealers, furniture and cabinet manufacturers throughout the West know the Higgins narne

stands tall for service and on-time delivery of the finest grades of hardwoods, softwoods,

From around the horn, or around the block, when you require the best, call:

coLoRAoo

MOUNTAIN STATIES

FRED CARUSO executive secretary

At the recent board of directors meeting in Denver, Co., a special membenhip promotion was discussed to tie in with the special anniversary year. It was suggested that the promotion be called "90 in '81."

The directors agreed that anyone who sponsored a member should receive special recognition, such as a plaque,- which wo[ld be awarded at the convention.

The directors agreed that the association should take advantase of the 90th anniversary to prom5te spirit and visibility of the MSLDA in an

effort to build an even stronger association.

The board also made a maior commitment to hosting the national convention in Colorado Springs, Co., next November. It was asreed that the national convention- and the MSLDA participation in it would be a priority project for the coming year.

Another high priority, according to the board, is ebucati6n. A revie# of the results of an education survey conducted recently showed replies coming in faster than expected. More than 70 replies were received in a week with the yard layout program receiving the hiehest resoonse. Contacts arE being-made aSout putting on schools and seminars such as an estimating course and a financial management seminar.

Those working on special events include Ken Nelson, Ft. Collins, Co.; Denell Ballard, Alamogordo, N.M.; James Beardall, Ogden, Ut.; Keith Ker, Idaho Falls, Id.; Rick Heimsoth, Cheyenne. Wv.: Raloh Hutchison. Albirquerquei N.Ml; Howard Anderson, Ogden, Ut.; K.D. Ker, Idaho Falls, Id.; Jerry Harwood, Rocky Ford, Co.; Dave Mclelland, Pocatello, Id.; Bob Young, Orem, Ut., and Fred Caruso and Alma Nestlebush, Littleton, Co.

Thot's How lt Goes!

T J E

-zt1ttt*z

"l'm going to start it all .fr6m scratch ---l'll need about 9100,000 worth of suotch. "

How can a retai I lumber vard increase sales without investing more money? By working with a full service distribution yard. Rolando offers prompt service at delivered prices on specialfy items that can be trimmed from a retailer's inventory. .Call Rolando, insfead of your banker, to expand business. Timbers . Lgng Dimension o Patterns . KD selects o Decking Douglas fir o Pine o Cedar o Hem.fir o Redwood Custom milling o Custom drying o Direct mill shipments wHoLEsAL= ""'ir$||l @ tfu,rEsrABl*H E D 1s27 ROTANDO TUMBER CO., INC. SALES OFFICE Rolando Lumber Co. San Leandro, Ca. '(415) 351.5577 Finex in Forest hodacts Distribution Yard and Gustom Mill End of Railroad Ave. Cloverdale. Ca. '(707) 894.4281 DISTRIBUTION YARD Rolando Lumber Sales Etiwanda, Ca. ,(7141829.7171

Hardwood Association's 25th

Dick Lambert, Lane Stanton Vance Lumber Co., City of Industry, Ca., is serving a second term as president of the Northwest Hardwood Association following the 25th annual meeting held on the island of Maui, Hi.

Others elected are Arnold Curtis. Northwest Hardwood, Inc., Portland, Or., v.p.; Jerry Nizich, Nizich Forest Products. Philomath, Or., treas., each to a second term. Board of directors elected to three year tenns are Gaee McKinney, MacBeath Hardwood Co., San Francisdo, Ca.; Jac( Lundberg, Barton Wood Products, Inc., Lynnwood, Wa., and Rollin Tapley, Ross-Simmons Hardwood Lumber Co., Longview, Wa.

Activities included traveling to Hilo to tour the Campbell Burns Wood hoducts sawmill under the guidance of Glenn and Missy Mueller. Delegates observed the milling of the native koa wood and learned the properties of the wood, much like black walnut, which make it suitable for furniture and cabinets.

Annual meeting speakers emphasized Hawaiian ecology with James C. Luckey, v.p. and gen. mgr. of the Lahaina Restoration Foundation, discussiig the humpback whale. Libert K. Landgraf, Hawaii's state forester, emphasized that their forest lands policy is much like that of other states, "the multiple use of and sustained yield of the forest resources including timber, recreation, wildlife, and watershed."

He pointed out that Hawaii has nearly 2 million acres of forest lands with about l.l million designated as "commercial" with half of that in public ownership. Less than 3Vo of the local requirements are supplied, he said, although the potential to grow timber bi.ceeds the volume imported. He explained that with proper management yields of native forests, especially koa, can be increased. - The next meeting is set for Portland, Or., on June 4 and 5 with ttre 26ttrannual to be held in Reno, Nv., next October.

Housing Gets Downsized

Rising land and construction costs and resource shortages miy mean Americans will be living in still smaller h6mes on smaller lots. The average square footage of living space in new homes declined from 1,704 in the third-quarter of 1979 to 1,688 in the fourth quarter and 1,667-in the first quarter of 1980, contrary to a longterm trend toward larger homes.

HAtlrAll forester Libert K. Landgraf (left) informed Northwest Hardwood Association members of Hawaiian forest policies at the 25th anniversary meeting on Maui. New officers include Arnold Curtis, v.p., and (right) Dick Lambert, pres.

Hardwood Flooring Outlook

Cautious optimism for the oak flooring industry was voiced by two speakers at the annual meeting of the National Oak Flooring Manufacturers Association, Dec. 2-3, at Memphis, Tn.

Noting that oak flooring demand is tied in with housing starts, Monroe Kimbrel of Thomson, Ga., listed three factors that favor an increase in housing construction:

(l) A basic need for shelter with a strong trend toward singlefamily homes.

(2) Home ownership is one of the best hedges against inflation, with values currently increasing at a 3OVo rate over the rate of inflation.

(3) The new approaches mortgage lenders are taking to make home purchases possible in spite of high interest rates.

Robert Sheehan. an economist with the National Association of Home Builders in Washington, D.C., cited a recent survey by the NAHB of 1700 new home buyers in which 3lVo said they want wood flooring in their homes.

Other factors revealed by that survey include: less than 25Vo of new home buyers are first-time buyers; young people want larger homes but

families overall are getting smaller so the expectation is for construction of a greater proportion of twobedroom houses compared to larger ones; two-story houses are making a strong comeback, with their energy-efficiency being a factor; l3Vo of the respondents have a second home, another indication of public awareness of home ownership as a hedge against inflation.

Sheehan agreed with Kimbrel on the strong trend toward single-family housing and added that buyers are becoming more luxury-oriented.

Bigger Tax Bite

Social security taxes increase this month with the wage base rising to $29,700 and the rate jumping to 6.65Vo for both the employees and employers.

The $3800 higher wage base and the maximum tax of $1975 amounts to an increase of $387. The rate for a self-employed person goes up to 9.3Vo with top tax of $2762, a $664 lncrease.

Those 65 and older receiving benefits will be able to earn up to $5500 with no loss in payments. After age 72, there is no limit to earnings. In 1982 the no-limit earning age will drop to 70.

Hardwood Group Views Economy

Paul D. Webster was elected president of the National Hardwood Lumber Association at its 83rd convention.

President and c.e.o of Webster Lumber Co., Wayzata, M[., partner in Webster Wood Preserving Co., and a director of Forest Resources, Inc.. he heads a board elected for two year terms. John B. Veach, Jr., was chosen lst v.p.; E. R. Thomas, Jr.,2nd v.p.; Walter M. Fields, Jr., 3rd v.p.

Over I 100 persons attended the convention held in Chicago, Il., under the direction of Henry W. Jones, Jr., retiring NHLA pres. Bill Brock, chairman of the Republican National Committee, briefed the group on the present state of the economy and the Republican program for recovery. Looking ahead to the future were Gordon W. Babcock with suggestions from a furniture manufacturer's viewpoint, and Dr. Susan S. Bies, economist, who outlined the unusual economic conditions and prospects for the hardwood industry.

S. Canoll White. executive manager, as well as the chairmen of various standing committees made reports. Seven new directors were nominated and elected. None are from the West.

IIGOWITDWITH REDWOOD?

YOUGOTTABE IIUTSJ'

Afraid you're going to lose the shirt off yotr back?

Not with L-P's new Redwood II.

It's the unconrmon con-corlmon you can sell for half the price of clear all heart. That will drive your customers wild.

They'll also bemadabout its looks. The knots and lightcolored sapwoodgive it a striking appearance, with plenty of that redwood drama they're looking for.

But it's more than just another pretty face.

L-P's Redwood II stands up to weather. Resists shrinking, splitting, cupping and checking. Nails with ease. Holds a stain like few other woods on the market. It's unequaled for dimensional stability and insulation value. And it'savailable in all popular sizes for decks, fences, or just about any exterior use.

You cant go wrong with L-P's new Redwood II. For price, looks and performance.

We're also telling builders to go wild about L-P's new Redrvood II saw-textured channel rustic and thick-butt bevel siding. Ready to go wild with redwood?

Your customers are.

For all the details, catl Samoa (707) M3:75L\ or Ukiah (707) 468-9131,

Louisiana-hcific, 1300 S.WFifth Avenue, Portland, OR 9720L

Becatse yal{ can\ afard to do h,situss os ttsutnl.

More Western lumber stays home

Most of the softwood lumber manufactured in the 12 Western producing states was shipped to Western destinations during the first half of 1980, according to the Western Wood Products Association.

The West accounted for 65.lvo of first half shipments to domestic markets continuing the established trend of more Western lumber staying West. Last year the West was the destination of 63.7Vo of total Western domestic lumber shipments. In 1970, 38.2Vo remained in the West.

While lumber shipments have increased to the West over the past ten years, they have declined to other geographic markets. Shipments to the North Central region, 16.5%o in the flust half of 1980, have been cut in half during the last l0 years.

Shipments to the Northwest have dropped to 5.2Vo. Shipments to the South were l3.2vo, the same as in 1979.

Choose Consultant With Care

When selecting a consultant to work with your company, ask him to provide names of his last six clients so that you can check with them.

Ask them if the project was completed on time, what the shengths and weaknesses of the consultant were, how long_ the. relationship has been in existence, and if they would hire him again.

Preview a consultant by attending speeches which he is giving to industrial groups. Or get copies to read. Confer with him carefully before making a decision to retain him as a consultant. Be aware that there often is a fee for the hours spent with a prospective client.

When you have decided on a consultant, draw up an informal conhact detailing what is expected of him. If the

project is complicated, meetings, time schedules, agendas and fees should be formalized in writing.

Make all relevant company information available. If confidentiality is important, have a secrecy agreement holding the consultant accountable. Be cautious about relations between a consultant and managers; they often are suspicious of him in relation to their functions.

Evaluate the consultant by questioning managers. Since you will no doubt have some negative reactions, be objective about comments.

West Strong on D-l-Y

Do-it-yourself is stronger in the West than in the rest of the country if the sale of hand and power tools is a barometer.

In the last 12 months the purchase of tools by adults in the West exceeded purchases in the rest of the U.S. as indicated by indexes over 100 and below 100 on the chart below.

Mediamark Research Inc., (MRI), a nationally syndicated research service, prepared the figures.

Ponderosa

Sugar

CALIFORNIA FOREST PRODUCTS

436 14tb St., suite 404

OaAland, Ca. 94612 (415) 465-26t8

John Wilton

Redwood and Douglas Fir Lumber.

Cedar Shakes and Shake Felt

Plywood Siding and related items

*Phact Director

Gordon Pugh is a new salesman at H & M Wholesale, Rancho Cucamonga, Ca., according to Ed Feduniw, pres. Nelson Sembach recently vacationed in the Deep South.

Hal Borstad, Wickes Corp., Orange, Ca., has been in Houston, Tx., and Pittsburgh, Pa., on company busiNESS.

Steve Cole has transferred from Hampton Industrial Forest Products Co., Portland, Or., to Hampton Lumber Sales Co., also in Portland, trading in inland species.

Jeff Friesen is the new industrial sales mgr. at Pacific Wood Products Co., Carson, Ca.

Earl R. Pennington, retired from the American Plywood Association after 26 years, has been appointed mgr. of the Western Pallet Assn.

Larry Mills, 70, plant superintendent at Bel-Air Door's door plant at Portland, Or., is retiring. The new supt. is Jim Davis.

Wally Reed, head buyer in the West for building materials for Montgomery Ward, based at Rosemead, Ca., is retiring.

Tom Havern, the new Northern region accts. mgr. (No. Ca., Western Wa., and Western Or.) for Westmark & Associates, Costa Mesa, Ca., has been on a No. Ca. sales trip with John Bates, whose partner Larry Baugh is back from a business trip to Detroit, Mi.

Dale Gibson is back in Sacramento, Ca., after a trip to Or. on California Builders Supply business.

Florica Bledea, receptionist, Frannie Frease, acctg. dept., and Rachel Laroche, sales sec., are new at South Bay Forest Products, Orange, Ca. Doug Willis is the new redwood products mgr. Jim Frodsham has vacationed in Hawaii. Rick Cunningham is back from a Bermuda vacation. Dennis Richardson and Norm Hardy are on an Or. buying trip.

Craig Kincaid, Robert S. Osgood, Inc. Los Angeles, Ca., has been on a business trip to Salt Lake City, Ut., with a side trip to Alta, Co., to do some skiing.

Roger Campbell is now western regional mgr. of transportation for Georgia-Pacific Corp., Portland, Or. Wilton Gianotti, Jr., is replacing Robley Butler who has retired as mfg. mgr., Crown Zellerbach International, San Francisco, Ca. Richard Kott is replacing him as West Linn, Or. resident mgr., with Robert Morgan succeeding him as resident mgr. at Port Angeles, Wa.

Dave Gambee, Western International Forest Products, Beaverton, Or., was recently in Philadelphia, along with his old teamates on the world champion'66-'67 PhiladelPhia

'76ers,

being honored bY the National Basketball Association as the best team in NBA's 35 Year history. Playing on the landmark squad along with Dave, who was a forward, were Billy Cunningham and Wilt Chamberlin.

Stan Spears is now lumber mgr. for R & K Building Supplies, Mesa, Az. Marion Clawson, Resources for the Future, Washington, D.C., is the new pres. o[ the Forest History Societyt Harold P. Newson, National Forest Products Assn., Washington, D.C., v.p.; Harold K. Steen, Santa Cruz, Ca., sec.; Robert A. Rogers, Westlake Village, Ca., treas.t Gordon E. Hed., St. Paul, Mn., asst. sec-treas.

Bob Jerstedt, Jerstedt Lumber Co., Bellingham, Wa., was recently in Chicago, Minneapolis and Denver on company business.

Henry Saiter, retired tool dept. buyer, American Wholesale Hardware Co., Long Beach, Ca., was recently honored for 50 years of service in the hardware industry with an Estwing Gold Hammer plaque, presented by Gordon Hilaski, Estwing Tool rep.

Judy West has joined DMK-Pacific, Fremont, Ca.

Dwight Curran, DMK-Pacific Corp., Fremont, Ca.; Denny Curran, Bendix Forest Products, Cerritos, Ca.. their father. retired lumberman Frank Curran, and their families recently vacationed at the historic Rankin Ranch, near Bakersfield, Ca., which is now operated by the 4th and 5th generations of the Rankin family.

John Martin has been named gen. mgr. of the So. Ca. div., Building Material Distributors, Inc., Galt, Ca., Cerritos, Ca., with responsibility for the building material and floor covering sales forces plus the warehouse. Robert H. Smith has been promoted to sales mgr., flooring div., No. Ca.Vern Miller, building material div. salesman at BMD for 16 years, is now field sales mgr. in No. Ca.

Andy Ersek has been promoted to treasurer, and an officer of the company, by South Bay Forest Products, Orange, Ca. He remains controller.

Sam Fineman, pres, Bel-Air Door Co.. is back at Alhambra, Ca., Hq after a visit to their Korean door factories.

Rolla Vollstedt is now with Wood Pro's Co.. Hillsboro. Or.

Jerry DeMarco is the new marketing director at Standard Forest Products Inc., Springfield, Or.

Tom Lapinski is now sales mgr. of Evergreen Lumber Co., Snowflake. Az.

John Womack is the new gen. mgr. of the Edward Hines Lumber Co., Saratoga, Wy.

Kelly Roberts, Philips Lumber Sales, Redding, Ca., has returned from a customer trip to Sacramento and the San Francisco Bay area, Ca., where she attended a NAWLA dinner and an LMA seminar.

Ted Grainge is back from an Alaskan business trip for Palmer G. Lewis Co.. Auburn. Wa.

Roy and Dorothy Carroll, Carroll Moulding Co., Huntington Beach, Ca., recently vacationed in Acapulco, Mexico.

Ted Gilbert, Products Sales, Orange, Ca., and his wife, Rosie, are back from a. recent respite in Puerto Vallarta, Mexico.

W. D. "Bud" Johnson is the new executive v.p., lumber div., Fresno Pallet Inc., Fresno, Ca. Kathe Newsome is assistant sales mgr.

Seth Potter, pres. and c.e.o, Dant & Russell, Inc. Portland, Or. has been elected a new director of Oreson Forest Industries Council. Fat O'Donnell was a recent business visitor in So. Ca.

George L. Parks is the branch mgr. of the new International Paper Co. building materials distribution center, Portland. Or. Ernest H. Artiz has been named western region controller for wood products manufacturing.

Pat Black, is a new buyer at Champion Building Products lumber sales central, Eugene, Or.

Sterling Wolfe, Marquart-Wolfe Lumber, Orange, Ca., and his wife, Loraine, are looking tanned after a Puerto Vallarta, Mexico, vacation.

Thomas Ryan is the new public relaLtions mgr. for building products and international operations, GeorgiaPacific, Corp., Portland, Or.; Frank Slover is now in charge ofcorporate news, timber and forestry; Lamar Newkirk has retired as head of company public information.

Loyce Dean is now in sales at Progressive International Forest Products, Redding, Ca.

Pam Foggia, Jerry Johnson, and Fritz Page are new at Oregon Lumber Export Co., Wilsonville, Or.

Jim Myers is now mgr. of the southern yellow pine plywood div., Hearin Forest Products. Portland. Or.

Bitlie Gowans is opening an'office for DMK-Pacific Corp., Fremont, Ca., in Redding, Ca.

Ernest "Bud" Anderson is now gen. mgr. at Buffelen Woodworking Co., Tacoma, Wa.

Bob Staunton has joined Wickes Lumber, Fowler, Ca., as an outside sales rep.

Ken Gagne is now with the sales force at Cardwell Forest Products, Fullerton, Ca., aecording to Ralph Cardwell.

DEALER BIGGIE

(Continued from page I I ) then chaired an excellent panel discussion by three retailers on "Professionalizing Your Operations Management. " Lead off panelist Cecil

Cleveland, of Valley Best Way, Spokane, Wa., said their firm had turned to basics to cope with a declining market. Their business is TOVo in contractor sales. "We are constantly reviewing salaries, wages, trucking and inventory costs; everything across the board. "

"We cut inventory and I don't think we missed out on any sales by being out of merchandise. " They also have begun buying mixed loads for the first time; have relentlessly sold off the "dogs" in inventory as loss leaders to raise cash; and have been very strict with discounts. "Don't be afraid to

George DeDoux, Herschel Greenwade, Al Weller, Hal Huff. (4) Arne Kirkebo, Dan Jolliffe. (5) George Held, Maryann & Bob

TOUB|]{G THE SHOW (1} Bob & Joan McPherson, Ed Shipley. (2) Dick Stiles, Ron Williams, Kristie & Clay Smith. (3)

Nicholson. (6) Bob Mullen, Petra Reininger, Eddie Klune. (7) Joe 0rem, Bob Caswell.

ask your price for services rendered, " Cleveland emphasized.

Larry Knudsen, president of Lumbermens of Washineton. Shelton. Wa., related how tfr-eir four store operation breaks sales into 30 different categories and uses a number of control sheets to evaluate profitability.

The company is currently in the process of completing a color-coordinating of stores, decor, advertising,

trucks, uniforms, and everything else possible to help identify the stores in their customers' minds.

He spoke of the importance of advertising, saying that it was vital that advertising be "consistent in its repetition. "

Store sales are scheduled a year in advance to maximize the opportunity for effective planning and preparation. Income from sales are projected

to advanced periods and a pro forma balance sheet prepared. A payroll to sales evaluation is also made. he said. noting that payroll comprises half of their operating costs.

The new president of WBMA, Sid Voorhees. (see chart accompanying this story for other officers and directors) concluded the presentation by (Please turn to page 52)

"We'll treat your lumber right." Our CCA Salt Treating cylinder is one of the largest in the West; more than 30,000 board feet capacity per charge

STEVE RYAN Ceneral Manager

WHAT'S NEW? ASK YOUR LUMBER WHOTESALER!

As your business grows more complex, awareness of product and marketing developments is a must: better packaging or repackaging for specific markets, new species, new sizing. Your lumber wholesaler not only reports such innovations to you, but will feed back to the mills your ideas for improvement.

MEDAI 0F H0N0R. the Emblem of Revelation, recognizing his years of service to Hoo-Hoo International, the fraternal order of lumbermen, worn by (1) Dave Davis (right) is admired by Bob Raymer. (2) Bob Van Every, president of Hoo-Hoo Inter(right) by er. Hoo lnternational.^(3) .Retired lumberman_Al Bell, Jr, (4) Bil,! Johnson. (5) Dr. EI?luel

Jr, (4) Bill (5) Emanuel Fritz. i6) Dave Mensino, 0res. 0akland Hoo-Hoo'Club: Bob Matihies. v.0,; Dave Hoo-Hoo'Club; Bob Hoo-Hoo Club; Matthies, v.p.; uave Walton, sec.-treas. (7) Ed Blunt, Len Viale, Vaughn Justus. _(8) Bert LeBeck, Viale, Vaughn Justus Loren Swift, George M McGregor

New Elder Statesman Named

A huge crowd was on hand for the formal presentation of the Emblem of Revelation to Dave Davis, signifying his elevation to Seer of the House of Ancients. Hoo-Hoo International's highest position, at a recent gathering held at Hayward, Ca.

The position, equivalent to president emeritus, recognizes the years of service he has given to the fraternal organization of lumbermen. The official badge of office and a visual sign of his dedication to the organization, was presented by Bernard B. Barber, Jr., a club officer. Oakland Hoo-Hoo Club hosted the dinner meeting arranged by Dwight Curran. Officers and friends from the Bay area as well as neighboring states, including Bob Van EverY, president of Hoo-Hoo International; Jimmy Jones, chairman of the board; and former president Vaughn Justus, Albuquerque, N.M., attended. Dr. Emaniel Fritz held the lowest HooHoo number present with Loren Swift, the second lowest.

New DMK-Pacific Sales Office

DMK-Pacific Corp., the Fremont, Ca.-based wholesaler, has opened a new sales office in Redding, Ca.

The office is headed bY Billie Gowans, a veteran of more than 25 years in the wood products business. Her background includes stints with the old Twin Harbors Lumber Co., Bonnie Studs, Inc. and Cal-Pacific Manufacturing Co. All three firms

operated in the Arcata, Ca. area.

She will mainly be selling retailers and pine industrial accounts.

DMK-Pacific is a two and one-half vear old western wholesale firm that concentrates its sales efforts on Douglas fir, redwood, pine, white fir and Douglas fir plywood. It sells industrials. dealers and home centers, concenhating in the Far West with some additional business done nationally.

NEW PRODUGTS and selected salesaids

Roof Insulation

Construction Products Division, W.R. Grace & Co., developed Grace Insulperm Roof Insulation for retrofit/reroofing installations.

With a slope-to-drain feature that eliminates water ponding problems, the system is based on Insulperm insulation board, a patented, expanded polystyrene board.

Through the Keyhole

High Power Brush

New models of Liquid Brush high-pressure washers are available from Britt-Tech Corp.

Designed to perform a wide variety of heavy duty cleaning tasks around the home and farm, the machine washes windows, campers, cars, house siding, barbeque grills, and snowmobiles, and is especially adaptable for stripping blistered paint before repainting.

All models are built with 50 ft. service cords as standard equipment to eliminate the need for an extension cord when a 50 ft. garden hose is used. An internal waterbreak tank replaces the previously used flow control valve to create an air break between the incoming water line and the high pressure washer pump. This assures more accurate detergent metering and less servicing. It can operate on incoming pressures as low as 20 psi.

Additional new features include an external detergent metering adjustment, a trigger guard, and a trigger lock pin to prevent operation.

Furniture Look

A hutch end panel is now available to customize all lines of Haas cabinets.

The curves of the panel give a furniture look to modular wall units in kitchen, dining room or living room settines. Dimensions are 52Y2" x 13" xi".

Kwikset has designed a series of free-standing mini-displays for use on counters, shelves, and gondolas to show all product lines: deadlocks, locksets and lever locksets.

Only 12" square, each showcases an actual working lock, backed with headers and consumer sell copy.

They are available at no charge when ordered with the necessary Kwikset hardware.

Textured Walls

Gold Bond Building Products, a division of National Gypsum, has a new wall and ceiling texture product for the do.it-yourself market.

Called Fresco, it comes ready to use in both a smooth texture for interior walls and ceilings and a coarse texture for ceilings only. Both allow working time to formulate a desired pattern.

It can be cleaned up with soap and water.

Spring Cleanup

Rubbermaid's Spring Cleaning/ Kitchen Helpers promotion, with shipments beginning March 16, is in effect for orders postmarked through April 30.

A drainer tray, normally retailing at a suggested $4.19, is promotionally priced at a suggested $3.17; a dish drainer with a regular suggested price of $4.69 and a wastebasket and a 12qt. Roughneck bucket, regularlY $4.79, have suggested promotional prices of $3.57 each; and a twin sink dish drainer, normally $5.29, has a suggested special price of $3.97.

Two assortments feature these items. An end cap assortment includes all five items as does a smaller assortment with a self-service displayer 48" wide x 30" deep x 60" high.

Also on sale are sink mats and a sink divider mat, regularly a suggested $1.89 each, during the sale a suggested $1.47. A larger size sink mat and sink divider mat, normallY $2.39 each, are priced at a suggested $1.87.

Space Stretcher

Model Industries is introducing the Big Six, a low cost, full size chest and roller cabinet, for hobbyists, apprentice mechanics, farmers, homeo,wners and tradesmen.

Top and bottom units features front drawers for maximum tool storage capacity. Other features include spot welded cold rolled steel construction, one piece I beam drawer slides, baked on red silicone body, red enamel drawers, nickel plated hardware.

The six drawers have a generous 2403 cl. in. of storage. The roller cabinet has 3124 cu. in. of storage in drawers and 6600 cu. in. in the bottom of the cabinet.

New Look Package

Raychem Corp. is infroducing new display headers and redesigned product packaging for Frostex II pipe heating cable.

The new display, recently selected by the American Hardware Manufacturer's Association for a 1980 Packaging Award, is available at no expense to the dealer.

The campaign includes window banner, new POP headers. and literature to illusnate product installation and use.

a push-button Piezo ignition system that permits lighting without matches and generates full heat within seconds.

It is equipped with a special safety device called an oxygen depletion sensor which automaticallv shuts off the gas supply in the event-the oxygen content in a room would ever fall below l8%o. A flame failure device automatically shuts off the gas sup- ply should the flame ever go out during operation.

The slim design mounts on any wall to fit into any room where gas can be piped.

FREE READER SERVICE

For more information on New Products and New Literature. write fhe Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Please mention issue date and page number so we can process your request faster! Many thanks!

Garage Door Header

A new garage door header based upon advanced wood fiber technology has been introduced by Trus Joist Corp.

Manufactured entirely from laminated veneer lumber, it offers sfructural performance, plus material , weight and labor savings. It is 3Yz" wide and is available in standard depths of l2Yz" , 133/a" and 153/a" The header is engineered for single story applications with maximum total roof loads of 55 psf.

The header reportedly has an exceptionally high degree of dimensional stabilitv.

A Perfect Match

Almost any existing or obsolete siding and moulding pattern can be reproduced by the Union Planing Mill at Union Forest Products.

Packaged to Go!

Simpson Timber Co. is now offering a 6' version of LaHonda 3/e" redwood paneling, shrink wrapped to protect edges and surface.

Aimed at expanding the impulse purchase potential of the packaged LaHonda panelinss. the packase is designed tb be eEsily canied home by a woman in the family automobile.

The 6' length is available in 4" and 6" widths to complement finger jointed random plank LaHonda in lhe 4" and 5" widths. The new shorter length reportedly is easy to handle, permitting faster installation, especially for one person working overhead on ceiling areas.

A new display rack was designed to accommodate the shorter 6' length

Unvented Heater

Empire Stove Co. has a new unvented heater available with a choice of burner positions.

Either 3,500 or 7,000 BTU's on the R-7 model or 5.000. 10.fi)0 or 15,000 BTU's on the'R-15. ir features

In addition, they maintain in stock a large inventory of moulding in a wide range of architectural designs. Elbow bar rail, hand rail returns, and many of the "WM" and "WP" mouldings can be run to order in a selection of Douglas fir, hardwood or redwood.

To duplicate moulding needed for repair, remodeling or restoration, the mill has the capability of grinding the knives needed to produce virtually any pattern.

as well as the standard 8' paneling. The in-store display is part of a promotion program which offers 507o co-op advertising support through wholesale distributors to dealers stockine and advertisine LaHonda redwdod paneling prod[cts through Feb. 28.1981.

Rock Hound Pick

Vaughan & Bushnell has a 16 oz. rock pick for precious metal prospectors and rock hounds.

It features a solid steel head and handle with cushioned neoprene grip. The head is dual heat-treated for proper temper and durability.

Block that Draft

Weather Brush, a weather seal for home garage doors, is new from ReYnolds Aluminum.

A flexible nylon brush held in a PVC plastic extrusion, it seals sides and top of single or double overhead garage doors. Installed with hand tools, it also helps reduce noise, dust and insects.

The seal comes in kits for uP to 7' high by 9' wide single garage doors or 16' wide double doors. It reportedly won't interfere with the operation of automatic door opener mechanisms.

Formaldehyde Barrier

Mortell Co. has a new formaldehyde vapor barrier coating HydeChek for wood products made with urea formaldehyde elue.

The coatingi rep6rtedly can reduce formaldehyde fume emissions by as much as 99Vo. It contains chemicals called "scavengers" that absorb formaldehyde fumes. The coating also serves to diminish moisture vapor from penetratine and attackine the urea formaldehyile glue, thus ca-using the release of formaldehvde fumes.

It is applied to particle board or wall paneling with roller coating equipment on high volume production lines. Please

Traditional-Look Siding

A new lap siding with the look of traditional narrow-lap siding is from Masonite Corp.'s Western Hardboard Division.

Two 6" wide laps are embossed into each 12" wide, 16' long, piece of new DropSide siding.

The th," thick hardboard siding, applied directly to the studs, is resistant to warping and buckling.

Available in either smooth or natural cedar texture primed for on-site finishing, the siding, made from wood, is knot-free, and will not split or check.

lt is available in Western states only.

The lron Fist

Malco Products now offen a selection of work gloves to meet professional standards of construction and design.

Leather palms feature a combination of strength, thickness *9tuppl-qness in premium quality side split leather. Gunn cut pattern with a wing thumb construction extends leather two-thirds of way around each

finger, eliminating exposed seams in the "wear" area.

Tips help prevent pinching or bruising of fingernails. Rubberized safety cuffs protect wrists. Other features include a seamless index finger, knuckle strap, large pull piece, elastic strip to hold glove in place, and inside linen to absorb sweat.

Other models include a gauntlet which provides protection to lower arm, driver gloves, and cotton jeneys wrth kmt wrrst.

o S4S and pattern lumber

o Architectural patterns

o Mouldings

o Mixed loads

o Units: available in LTL. T&T and rail

Phone 2w465-47ll

Gold Plated Luxury

Tlte Price is Right, Tic Tac Dough, Cross Wits, and other television network game shows will be giving M.ysgn gold plated towel warmers to wrnrung contestants.

Keeping towels and clothes warm and dry in bathroom or kitchen, they add eleeance and economical heat to the eritire room.

Three hydronic (hot water) styles come in wall or floor mounted versions for homes with open or closed systems. For homes without hydronic systems, oil filled electric models plug-in to a standard outlet.

Plug-ln Air Freshener

A new, two-in-one, plug-in air freshener/nite lite is from Emerson Environmental Products

It plugs into any l20V double outlet with a built-in fan to freshen air. The night light provides illumination for any darkened room.

A replaceable, snap-in cartridge is available in four fragrances. The air freshener and lisht can be used separately or togetherl

Mirror Doors

A mirror sliding door system is new from Acme General Corp.

With pre-finished steel track, fascia, stiles and rails, it is available in a selection of colors. Doors glide on heavy duty bottom rollers which have nylon tires with steel races and ball bearings for a smooth, easy action. Top guides maintain quiet, precise tracking even with floor or ceiling irregularities.

Doors are available for standard and custom-sized openings to accommodate mirror panels up to 4' wide by 8' high.

CUSTOM REMANUFACTURING

Prompt service, quality, and a desire to please is our business. Call us for your custom milling requirements.

Decorative Hearths

Ceramic tile hearths and wall shields that are fireproof to protect walls and floors from solid fuel stoves are available from Tile Artisans, Inc. Featuring a varietv of decorative tiles for aiy decor,'they reportedly are easy to install, require little maintenance, and accommodate any solid fuel stove.

UL listed, they are made from imported and domestic tiles or slate, in

sizes from 16" x 32" x l" to 49r/2" x 4912" x l" and can be coupled together. Weighing 8-10 lbs/ft., they are framed by /a" thick, welded angle iron. Wall units stand on 2" steel less.

FREE REAOER SERVICE

For more information on New Products and New Literature, write fie Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Please mention issue date and page number so we can process your request faster! Many thanks!

Cabinet Moulding

A decorative crown moulding is now available from Haas Cabinet Co. for use with all styles of their cabinets. The trim tops off the fine furniture looks with a sculptured accent which also provides a practical display area for china, heirlooms and other fine collectibles.

Available 8' x 1y2". it is said to be simple to cut and install. The moulding may be ordered in six finishes.

Countertop Caulk Center

Macklanburg-Duncan's countertop display creates a caulking center. It can hold up to 60 tubes of caulk, in standard cylinders or squeeze tubes. The display is available from salesmen.

HAI{D FATIGUE in jobs such as applying acoustical ceilino tile 0r reuDholsterino furniture is elimin?ted with the'liohtweiohi electric staple gun from Duo-Falt Coip. The tool drives five sizes of staples with a quick push of the button.

PAUL BUNYAN FACES THE NEW YEAR

Assuring his friends of continued service, Paul extends his sincere thanks and best wishes for the coming year.

CON,4FfANY + f-

Double Barrel Jig

A new, double barrel doweling jig for production woodworkers and home craftsmen makes possible a right angle or 4f doweling job.

Manufactured by Woodcraft Inc., it reportedly eliminates the need for mathematical hole-alignment calculations, saving time and materials

by minimizing errors. The jig maY be used for single or double-doweled ioints without readiustment. Made bf hardened aluminum and steel, it is lightweight and compact.

Designed for 3/s" doweling, it works on wood up to l/s" thick and comes with 100 spiraled dowel Pins Ve" diarneter, [/2" in length.

Come See My Etchings

Newmar Tribex Corp. has a new home/auto/office decorating product, Peel 'n stick simulated glass etchings.

Twenty six designs-are available to decorate mirrors, windows, auto glass or any other glass surface.

The line includes birds, flowers, butterflies, ornamental corners, borders and other accents which simulate actual etched glass after application.

Full color packaging with a montage of photogaphs depicting the product in use, and all merchandising aids feature an actual sample of the product as part of the graphics, enabling the consumer to see and touch this new concept in decorating.

Overcoat for Heaters

Insul-Wrap residential water heater overcoat from The Proudfoot Co. minimizes loss of heat energy.

Made of dense, R-6 fibeiglass, the overcoat installs with no special tools.

Sizes to fit all heaters are available.

Fiber Glass Roofing

Celo-Glass I\@ Ply Sheet from the Celotex Roofins Froducts Division. a fiber glass-asphalt built-up roofing materiai, is reptrrtedly ttrong, rot-resistant, uniformly porous and light in weight.

It is packaged in S-square rolls, weighing approximately 55 lbs.

FREE READER SERVICE

For more information on New Products and New Literature. write fDe Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Please menlion issue date and page number so we can process your request faster! Many thanks!

Leaded Glass lnsert

International Wood Products has two new doors available in oak or mahogany.

Model 106 is available with a leaded glass insert featuring hand cut bevels, or an alternate etched glass with glue chip background.

MANAGEMENT CONFERENCE

(Continued from page 15)

greater trade imbalance," he said. Increased cutting in the National Forests is essential, he said, noting that the U.S. could become a net timber exporter if all forests in the U.S. were intensively managed. He stressed that local lumbermen should contact their representatives to fight moves to lock up more California timberlands as wilderness areas.

The business portion of the convention, held at the SPa Hotel in Palm Sprines, Nov. 12-15, concluded with an eicellent panel discussion on the attracting and keeping of good employees, chaired by Blaine Smith of Fremont Forest Products.

Leadoff panelist Jim Taft, Ganahl Lumber, said firms must seek PeoPle in all areas of life. He said that colleges were an especially good source, as the voung people made uP in enthusiasrir wh-at' they lacked in- specifi c skills. Other areas of the U.S., especially in the winter, could be good sources for people who wish to move to Southern California.

Bendix Forest Products' Jim Moss said a firm needed a good reputation,

(Continued on next page)

LASC OFFICERS FOR 1980 - 1981

Officers

Gordon Beach, President

Peter Ganahl, First Vice President

James K. Frodsham, Second Vice President

Milton Johnson, Treasurer Ed Fountain Jr., Secretary

Wayne Gardner, Executive Vice President

Whol€ale Diroctors

Daryl Bond

Allan Bufkin

Phil Butterfield

Ed Fountain, Jr.

James K. Frodsham

William J. Hanen

Jay Linderman

James D. Rossman

Jack Secoy

Frank Stanger

Don Swartzendruber

Area Dlr€ctors

Eastsicle

Frank Higgins

Harbor Area

Jim Kahler

lmperial Valley

James Barr

Orange Belt

William S. Rugg

Orange County

Richard Hotaling

Riverside County

George Champion

San Bernardino

Milton Johnson

San Diego - South

Donald W. Olson

San Diego - North

William Wyland

San Fernando ValleY

Hal Anawall

E.L. Newkirk

San Gabriel Valley

Paul Orban Jr.

Santa Barbara - Ventura

Charles J. O'Donnell

Westside

Edward R. Stoner

Executlve Commlttee

Gordon Beach, Chairman

Ralph Cardwell

William Cowling ll

James K. Frodsham

Peter Ganahl

Milton Johnson

Paul Orban Jr.

Dlrector At t arge

Gordon Beach

Stanley Brown

Ralph Cardwell

George Clough

William Coding ll

Donald J. Derbes

Peter Ganahl

Dennis S. Gilchrist

Chades F. Jenkins

G. John Lipani

Kingston McKee

James Maynard

Terry Mullin

Wayne Mullin

Frank Purcell

Robert Sievers

Peter V. Speek

Gordon Woolard

NLBMDA Dealer-Oir€ctor

Kingston Mc Kee

E.L. Newkirk

(Continued from previous page) working conditions, pay benefits and personnel recognition to get the attention of those still seeking a career position. He noted Bendix' extensive management and sales training programs and said that to keep excellent people, a company needed an objective system to review individual job pertorTnance.

Bruce Mackin of Boise Cascade told how BC "grows their own talent" by recruiting outstanding high schoolers who have already shown signs of being achievers. By encouraging them to attend college, while working for BC part-time, it is possible to gain committed life time emDloyees. Pav and involvement in the'organizatioir are keys to retaining good employees, he observed.

Burns Lumber Company's Richard Miller said that a positive corporate imaqe was vital in attractins sood peoi'le. He said that the top'piople in his firm are responsible for recruiting new management and sales employees. Motivation, involvement and honesty were all cited by Miller as important factors in keeping strong employees.

Attendance at LASC's 30th annual was off only a sliver, so to speak, from last year's record numbers, a remarkable achievement for the organization in a poor business yea.l N"*t year's gathering is presently slated for a return to the same spot, same month, this fall.

Speed Up Your Mail

Speed up your oversized first class mail by using envelopes with green diamonds on the border.

This marking makes the mail stand out and helps post office employees identify it as first class rather than book or bulk rate mail.

The envelopes, available at stationery stores, can be imprinted with the company's standard 1050 and address information.

MARY's RIVER LUMBER CO.

Specialists in Western Red Cedar

Channel sdg. or lx12 S\S2E (Clear Tight Knot €t Standard A 8tu.)

Rough and Surfaced Dimension

Fencing and Shakes

Rail or truck shipments

North Hwy 99W

4515L N.E. Elliott, Corvallis, Or. 97330 (so3) 7s24216 o (503) 7s2-0722

FRANK CLEMMONS o BOB AVERY

'Higb Quality

WESTERN BUILDII{G I'ATERIAL ASSOCIATION NEW OFFICERS & DIRECTORS

President: Sid Voorhees, Eugcne Planing Mill, Eugene, Or.

Vice Presidents: Frank Powers, Seattle Lumber Co., Rcnton, Wa., Merlyn Jolley, Jolley Building Supply, Inc., Shelley, Id.

National Directors: Ansel Hyland, Eugene Planing Mill, Eugene, Or., C.E. Link, Western Building Material Association, Olympia, Wa.

Directors: Donald Rosen, Tracy McGinn, Robert Adams, Joe Orem, Jeff Swan, Chuck Cain, Gerald Billington, Charles Hoenhous, Dick Reiner, Ken Manon, Orm Fluegge, Cecil Cleveland, Robert Brinker, Joe Campero, Dale Stockton, Scott Ro€rig, Tad Scharpf, Eldred Jack, Bud LaMan, Paul Imwalle, Don Ferguson, Ray Connolly, Bob Perrin, Earl Nelson, Johnny Weimer, Paul Page.

Directors at Large: Cal Hutchinson, Larry Knudsen. Matt Mattson.

Executive Committeemen: Clayton Smith, Ray Blackstock, Ansel Hyland, John Kendall, Bob McPherson, Charles Shafer.

Staff: Charles E. Link, executive director; Arnold Kirkebo, administrative assistant; Roger Baron, director of field services; Mary Murphy, secretary; Stephanie Plakos, insurance & pension; Patti Scheib, accounting; kanne Smith. office assistant.

DEALER BIGGIE

(Continued from page 39)

reviewins measures taken bv his firm. Eugene Flanning Mill. Eugene, Or.. to increase management eff,rciency.

He said that the Eugene, Or., retail firm of which he is a partner, found that their standard accounting system wasn't providing the information they felt they needed for maximum profitability.

By trial and error they developed a number of new controls, including measuring sales dollars in terms of time. Every invoice has a circled area at the top in which is written the amount of time involved in performing the business reflected on the involce.

They also measure sales by dollars, units and in terms of delivery and back orders, among other measures. The company also works hard to educate employees as to the cost of what they handle and sell. "We've found it is often best to relate it," Voorhees said, "to dollars per hour; whatever they can best understand. "

The firm also has meetings with its employees to reinforce the idea that everyone in the firm is in sales, no matter which specific job he or she misht hold.

Following a lunch honoring the ladies of WBMA, the meeting was adjourned till next year, when Portland is again expected to be the site for another outstandingly well presented and received convention.

Seattle Dealers lnstall

Mike Stromberg, Alki Lumber, is the new president of the Associated Lumber Dealers of Greater Seattle, Wa.

Other officers are Jerry Mattson, Logan Lumber, v.p.; Dennis Davis, Edmonds Lumber, sec.-treas.; and Bob Farrar, Gossard Lumber; Betsy Powers, Seaffle Lumber; Vern Greer, Greer Lumber; Waldo Bueing, Lumbermans of Lynnwood; and Larry Keith, Sand Point Builders, board members.

New officers were installed at a Christmas dinner dance with Chuck Link, executive director of WBMA, and his wife, Ruth; Arnie Kirkebo, administrative assistant. WMBA. and his wife, Emilie, and Roy and Laura Clothier, Clothier Lumber, as special guests.

Serving All

LeBeck Forest Products is a specialist in redwood.

Our contacts and sources can get you the redwood items and products you need. Our experience in redwood is a plus for you in finding those hard-to-get items.

In addition to redwood, we can supply your needs in Douglas Fir, Particleboard tnd Plywood.

DOMESTIC

IIalcln'oods oJ' tl-re Pacillc Northr.r'est (19 species)

r\n rtp-to-date look at Northr.r'est

Italtlu'oods (two parts)

1\ lr;r( k{r'('ullrl ort trlrlct's lroptrlalitv (tlvo lrarts)

Thc (lir-rrler-ella tree o1'the North*'est (West (loast red alder)

\,Vestcr-tr ivlaplc

Oreqon Nl,vr-tlc, sntooth & toLrgh

De'r'ekrping Clalil olnia har-clu'oods (black oak)

Northeastern II;rlrlu'oods (iixrr pat'ts) (yellou, birch. halri nraplc. black

cherr-r', bcech. r'et1 oak. soli nraplr. bassu'ood. ash. u'l'rite bir-ch. _r'ellou' poplar')

A background on n'alnut Black u'alntrt

General phvsical pr-operties o1

Southern hardn'oods ( 16 spcc--ies)

\\'olking rvith hardrvoocls (16 species)

Hickor'_r"s looking good (tr.vo parts)

Koa: the Royal Harvaiian hardrvood

Buy each groupsingly or save money and get all three for only $16. Includes 28 separate reprints!

ASIAN-PACIFIC

NIalu,r'lrrr Ilalclu'ocrcis (chart) (-li3 spt cics)

Sonre i\Iala,r'iin Ilalrln'oor1s (t\\'o parts)

110 species)

A (lualtrt ol rclatecl Asiarr Hlil,ltVil,rrl. tlrpitortg. {rr|jrrrt. kcr-uiug. ,t'ang)

Thc {l'r'e specics o1'nrrranti

Ramin: a conunercial li.qht lialtlu'ootl Cornnrelcial satinu,oocl

The ronance o1'teak (tu.o palts)

SOUTH AMERICTIN

Tlolrical u'ooris li'onr lle-ricc.r

(t, rr'ilI t,tl, t. $( )l It,rl,, irl\'(,:. I )t ill lit \ (,r'it. carr.rle t r)

Nlore on tropicirl n'oorls ii'orrr \le,ricrr fgtrtrr;rt;r.lt lirrlnrrrrr villrt caI)omo. ebonl')

Banak: a nrahoganl sul)stitut('

Cedro: the volatile' Latin

The hean"rveight anrl the Ii,'11111 pioll1 /lionrrrrr r ilac, birls;rt

'I u'o Irronrinent Brazilian hardu'crocis (rtrscn'ooci. .jacaranda. .qoncalo alr.es)

Trvl 1 ;11 is1igs r rl bt osinlttrn

.IIIIIII-I----tII-T'I--T-II ITIIIT

.{5OO Campus Drive, suite -18O

Neu'port Beach, Ca. 9266o

l)lr'.Lst' :r'ntl rut'tht'hirrcls'oocl lt'lrlirrls clrtclit'ri lrt'llrr. I Lrrrrlt'r'slrrnrllhrrt i1

I iillr 1r()t .rrtisllt'r1 r'onrlrirtelr' I (iur r'('lrrIn lltt'rtr lirr',r r'r)nrl)lIli'r'r'lLItttl. l rrr llll.irrg lin rvlrlrl lo ltltrlinq tht'tnl

I)orncstic Hirlrhvoocls S10

Sorrtlrt'rrst r\sirtrt ilar-du'ooc1s SJ

, Sorrtlr r\rricric'irn IIlrlcln'ooc1s S+

-- '\ll tlrlt'c 51(j (thr' lrig bar-gain)

.

\ rtrtr' ,\tirir r'..

, (llrt't'li t'nt'lost'rl

Clasir cttt'losctl

The Appalachian hardwood region

T HE Appalachian Hardwood Re-

I gion is the mountainous area between Pennsylvania and Georgia with an approximate boundary at the 1000foot altitude contour. Within this area grows some of the finest hardwood timber to be found in the world.

Thousands of years ago this area was bounded on the north by glaciers and on the east, south and west by a shallow sea. When the glaciers receded and the seas subsided, the mountains were the garden spot that seeded the surrounding areas. All species of trees found in the east are also found in these mountains.

Within the Appalachian mountain territory there are vast areas of forest land containine billions of board feet of timber. -Farther west beyond the mountains in Kentucky and Tennessee, the forest lands are mostly in small tracts and farm wood lots. This is as it should be. The mountain lands are best for growing trees. The lowlands are best for crops and pasture.

The area remains primarily a timber-producing region because the rugged nature of the country discouraged extensive land clearing for farming and conditions of soil, climate

and topography are nearly perfect for growing trees. The Appalachian mountains, which represent about l\Vo of the hardwood forest land area, furnish more than 2OVo of the total hardwood lumber production.

The story of early hardwood harvesting in the Appalachians is one of waves of popularity for the different species. The first loggen went into the woods and cut white oak and yellow poplar 24 inches and larger in diameter. Timber harvest in the mountains continued to rise, with peak production reached in 1909 and 1910.

During this great period of timber production, the supply seemed infinite. Mammoth machines moved through the woods, knocking down what was not harvested and leavins great quantities of wasted wood ii their wake. Following the harvests, fires often moved through the area, burning not only the trees, but the soil as well, causing serious damage to the forest environment. However, forests are not destroyed by cutting. The miracle of nature provided the vitality to recover from the devastating fires and today the forests have regenerated.

their employ who guide the destiny of public, private and industrial forests.

As our ancestors found wood important to their daily lives, we find it essential today. Have you ever wondered what it would be like to live a

Sfory at a Glance

Fine hardwood timber from America's Appalachian region...includedare white oak, yellow poplar, other popular specaes. uses such as flooring, cabinets, panels, and furniture.

Information used in writing this article was excerpted from inaterial published by the Appalachian Hardwood Manufacturers, Inc., High Point, N.C.:ed.

In the old days of virgin timber, tees were cut for use and to clear the land. Now, with the frontier gone and second growth timber before us, trees are grown for use and changing forest practices meet not only the demands of today but the anticipated demands of generations to come. Today, landowners and operators alike have professional foresters in

week without touching anything that required the cutting of a tree. There would be no newspapers, magazines or books. Food would be very hard to find. New homes could not be built. Railroads could not operate. There would be, no paper productsno toilet tissue, paper napkins, bags, boxes or containers. Fortunately for all of us, we will not run out of wood in the immediate future. Trees are our only major renewable resource. That is, trees regenerate themselves. Unlike the oil and mineral resources of this nation, trees can go on forever. If we are intelligent enough as

"This is our eighteenth year ol seruing you . . and we look forward to many, many more."

a society to grow, harvest and manage trees scientifically, we can count on a bountiful supply of wood forever.

In the cutting, sawing and processing of logs in the Appalachian region, thousands of jobs are created. Men are needed to cut the trees, saw them into logs and haul them to sawmills. There the logs are cut into lumber. Other plants process them into flooring, cabinets. panels. furniture and vdiious finished products. Wood industry jobs now require highly skilled people and provide lifetime occupational employment for those who want meaningful productive work. Altogether the basic forest industries of the Appalachian region employ more than 35,000 men, with payrolls generating millions of dollars.

There is a direct relationship between the quality of the timber and the quality of all other forest resources. When trees are maintained in a healthy, vigorous condition, all other resources benefit. When trees are "cultured" or managed, watershed values, wildlife food and cover, recreational opportunities, and all other enjoyment values for people are the greatest.

College Lumber Program

Los Angeles Hoo-Hoo Club members, Ken Coleman, Chuck Lember and Mike Walsh presented an educational program on lumber to the architectural class at Mt. San Antonio College in Walnut, Ca., during National Forest Products Week.

Walsh spoke on consffuction lumber; Lember, Capital Lumber, discussed redwood and Ken Coleman. Eckstrom Plywood, displayed samples of Douglas fir, white fir, pine and redwood. These with brochures from Capital Lumber Company, Chino, Ca.; Weyerhauser Co., Los Angeles, Ca.; and Simpson Building Supply, Cerritos, Ca., were left with the class for future reference.

Wholesalers of imporled and domestic hardwood lumber and plywood, specializing in alder and Philippine mahogany. Be sure and ask us about redwood uppers.

f&a" we obsertte our first onniversary, we ettend. sincere tho,nks to our cu,stonters ondfriends.

Forest Products

Exclusive sales representatives: CALIFORNIA SPLIT RAIL FENCE CALIFORNIA GRAPE STAKE PLUS

All species of cedar productsTreated and untreated poles for farm t' ranch supply dealers

WHOLESALE ONLY

JACKSMITH (4O8)637-7455

225 6th St., Hollister, Ca. 95023

DON WELD (2O9)292-2755

61238 N. Blackstone, Fresno, Ca.93710

(Continued from page 23) is very low and in many cases the plywood is shop grade or is inferior in other respects and may not be grade stamped.

Tlie California laws regarding truth in advertising require that the grades be specified in the ads.

Each dealer should place a statement near the logo in his ads that reads "Make sure your lumber and plywood are grade stamped for your protection. " This, we hope will cause the consumer to become concerned about grades of lumber and to look for the stamp. Lumber that is advertised and sold as 2 x 4 studs without the qualifying stud srade stamD mav be used by a homeowner as studs on a "project, Urit the building inlpector will red tag any job with studs not properly marked or even worse the ungraded studs may collapse under load.

There is a ray of sunshine ahead in l98l and we musl be in a position to make the most of every oppormnity presented.

Wood Moulding Promotion Push

The Wood Moulding and Millwork Producers has launched its new promotion program with a series of newspaper articles, sent to 2,700 newspapers across the U.S., intended to educate homeowners about the variety of do-it-yourself wood moulding projects that can transform a nondescript home into one wittt personality and character.

The program is designed to increase the usage of wood moulding by consumers and support the sales efforts of dealers and distributors by helping create sales opportunities for them.

Fir - Hem Fir Redwood-Cedar Spruce

For Specifiers & Installers

Celo-Glass IV fiber-glass built-uproofing product brochure, form 1574, is free from The Celotex Corp., Advertising and Communications Dept., P.O. Box 22602, Tampa, Frt.33622.

Gardens for All

A free copy af the Gardens for All Nerys is available from Gardens for All, Dept. 02000, 180 Flynn Ave., Burlington, Vt. 05401.

Materials Testing

Brochure describing materials testing and evaluation services is free from the United States Testins Co.. Inc., Engineering Services Div; 1415 Park Ave., Hoboken, N.J. 07030.

It's in the Bag

Use of fiber bags as forms for casting large concrete blocks is explained in a free 4-p. brochure from Construction Techniques, Inc., 11900 Shaker Blvd.. Cleveland. Oh. 44124.

Stop Leaks

A brochure on quick-set hydraulic cement, is free from Standard Dry Wall Products, 7800 N.W. 38rh Sr., Miami, FL 33166. Ask for Cir. 14.

No-Weld Handrail

Bulletin 8091 on the CarlsraiP handrailing system is free from Julius BIum & Co., Inc., P.O. Box292, Carlstadt, N.J. 07072.

All About Bathrooms

A new 8-p. brochure of bathroom settings is free from the U/R Division of Universal-Rundle Corporation, New Castle, Pa.

Wilderness Fever

program Wilderness Fever, publica-

tions on Wilderness Fever and Backyard IAilderness, and an action kit Public Land Withdrawals are free from Edward Hines Lumber Co., 200 S. Michigan Ave., Chicago, Il. 60604.

Home lmprovement Help

Better Homes and Gardens StepBy-Step Basic Wiring for do-ilyourselfers. $4.95. is now available from Meredith Corp., Locust at 17th, Des Moines, Ia. 50336.

Hemlock Stairparts

Hemlock stairparts brochure is free from Mansion, 147 1l E. Clark Ave., City of Industry, Ca. 91745.

FREE READER SERVICE

For more information on New Products and New Literature, write fhe Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Please mention issue date and page number so we can process your request faster! Many thanks!

Door Choice

Two brochures dealing with door selection and care in handlins are available for 351 in coin from tie Fir & Hemlock Door Assn., Dept. FHl-2, Yeon Bldg., Portland, Or. 97204.

Structural Design Details

Structural Design and Load Values for l98l is free from Simpson Co., P.O. Box 1568, San Leandro, Ca. 9457',7.

Aluminum Tube & Pipe

Two brochures, one describing tubular products and one with aluminum drill pipe engineering data, are free from the Industry Manager, Tubular Products, Mill Products Div., Reynolds Metals Co., P.O. Box 27003. Richmond. Ya.23261.

Honey of a Cabinet

A 4-p. color brochure of moderately priced, honey-maple toned cabinets is free from Haas Cabinet Co., 625 W. Utica St., Sellersburg, In. 47172.

Vendor Surveillance

Vendor surveillance and inspection programs are described in a 4-p. brochure, free from The United States Testing Co., Inc., l4I5 Park Ave., Hoboken, N.J. 07030.

Concrete Paving

A color brochure detailine three concrete paving systems is frde from Bomanite Corp., 81 Encina Ave., Palo Alto, Ca. 9{301.

Window Dressing

A free brochure on Bali blinds is available from Marathon CareyMcFall Co., Loyalsock Ave., Montoursville, Pa. l7'7 54.

Reinforcing Mesh

Use of reinforcing mesh for stucco application is outlined in free brochure from Keystone Group, 7000 S.W. Adams St., Peoria, ll. 6l&1.

Case Histories on Moulding

Builders' Report on wood moulding is free from Wood Moulding and Millwork Producers, Box 25278, Portland, Or. 97225.

Keep Costs Down

Trimming Your Energy Costs is free from Dub Page, American Plywood Assn., P.O. Box 11700, Tacoma, Wa. 98411.

Button-On Storage

Literature describins Button-On storage unit is free frorn*Jarke Corp., 6333 W. Howard St., Niles, Il. 60648.

SUPERVISOR-SCHEDULER

LEADING manufacturer of lumber products is expanding its operation. We are seeking qualified individual with minimum of 5 years experience in the lumber industry. Position requires background in conversion options and understanding of lumber flow from green to dry. Must have leadership qualities. We are offering a challenging position and one with growth. Please send resume or letter or call in confidence to Jim Frodsham, South Bay Forest Products, P.O. Box 6125, Orange, Ca.92667. Ql4) 627551 3.

MANAGER wanted for large retail lumber company in San Francisco, Ca. area. ExcelIent salary. Send resume to: Box 364, clo The Merchant Magazine.

WANTED

EXPERIENCED, self-reliant person to manage full service lumber and building material retail yard in Greater Los Angeles, Ca., area. Must be able to oper- ate as own profit center, handling purchasing, accounts receivable, personnel. Excellent medical and dental program, other fringe benefits. Replies confidential. Send resume to Box 384 c/o The Merchant Magazine.

RETIRED lumbermen, tired of being retired? Your old contacts can help both of us. Growing company looking for retired lumbermen to work commission sales in San Gabriel Valley and East Los Angeles, Ca.. areas on commercial and contractor sales. Cafl Joe at (213) 222-7101.

EXPERIENCED pallet salesman. Ask for Carl Boesch, Hunter Woodworks, (213) 775-2544.

INDUSTRIAL LUMBER salesman, experienced inside salesman for direct mill. Hardwood and softwood. Salary and commission open for right person. Good medical benefits. Write Box 383 c/o The Merchant Magazine.

LUMBER SALESMAN needed by established San Francisco,Ca., yard. Inside and outside sales work with millwork, industrial and contractor accounts. Salary commensurate with experience. Ricci & Kruse Lumber, Hawes & Armstrong Sts., San Francisco, Ca..94124. {415) 822-6'190, Attn: Mr. Ricci.

TELEPHONE SALES, pleasant telephone voice, light typing and basic familiarity with general office functions. Apply in person. Hunter Woodworks, 1235 E. 223 St., Carson, Ca. Ask for Tom.

INDUSTRIAL LUMBER salesman needed. Call or see W.M. Hunter, Hunter Woodworks, 1235 E. 223 St., Carson, Ca. 90745 013) 7't5-2544.

600 a word, min. 25 words (25 words : $15). Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line; $4. Box numbers and special borders: $4 ea. Col. inch rate: $30. Names of advertisers using a box number cannot be released. Address all replies to box number shown in ad in care of The Merchant Magazine, 4500 Campus Dr., Suite 4E0, Newport Beach, Ca. 92660. Make checks payable to The Merchant Mrgazine. Mail copy to above address or call (714) 549-8393. Deadline for copy is the 22nd of the month. PAYMENT MUST ACCOMPANY COPY.

EXPERIENCED knife grinder. Custom milling. Permanent job. Contact: Joe (213) 324-4551.

PLANERMAN-GRADERS

LUMBER manufacturer with plant in Orange, Ca., is seeking qualified individuals in various positions. Company has made capital expenditures to its facilities. We are seeking individuals for these positions: planerman, moulderman, graders, tallyman and shift supervisor. These are excellent opportunities with growth potential. Please contact John Hodge at (714) 637-5350. South Bay Forest Products.

NORTHERN California lumber wholesaler needs experienced wholesale salesman for direct T&T and carload sales to retail and industrial accounts. All replies confidential. Write P.O. Box 6380. Concord, Ca.94524.

SUCCESSFUL LUMBER YARD

BIG BEAR LAKE. CALIFORNIA CHOICE BUSINESS, ideal location, unlimited potential. $l,500,000. includes commercial real estate. O.w.C. own/bkr.P.O. Box 867. Big Bear Lake, Ca. 92315. (714) 866-3301.

FORMER LUMBER and building material independent dealer will purchase working interest with other(s) in medium sized retail in Central or No. Ca. Have credit/financial

AND WEATHERED

Douglas Fir S4S and rough, 3x4 and wider and 4x4 and wider. Call Wm. Hunter. Hunter Woodworks. (213)

BARNWOOD

NATURALLY weathered, 60 Year and older, quality selection, references available. F.O.B. Santa Cruz, Ca. Pacific Coast Shelter Inc. (408) 427-2007.

WAREHOUSE & DISTRIBUTION YARD FOR SALE OR LEASE

L5,000 sq, ft. metal warehouse complete with 220 ihree phase power, office, loading dock and l0 acres offlat usable storage yard. Sixty gallon per minute well. 1700 ft. of road frontaee located 20 miles east of Sacramentol Ca. Price $225.000. Terms available. (Lease at 180/ft.) Phone (916) 677-4463.

FOR SALE - Acme Visible 77%" diameter motorized sales desk for six sales positions. For more info phone Dick Osmundson, Higgins International 4l 5-938-9960.

SAVE YOURSELF MONEY

HALF PRICE OFFER for l0 or more subscriptions to The Merchant Magazine, when paid in advance. You and your employees can enjoY and benefit from The Merchant Magazine for one year for only $3 per subscription. That's a 500/o saving over our standard $6 per year rate, which is a real bargain in itself.

Use this special bulk rate subscription to make sure that the key people in your organization are assured of keeping up with industry developments as well as gleaning the merchandising and management information they need to do a better job.

REMINDER: Payment musl accompany the copy you send in for classified ads. Just use the instructions above to figure the anlount. When you call in ads, we'll tell you the amount that nrust be sent for the ad.

Need Clear All Heart Hot Tub Stock?

That's just one of the items we sPecialize in from rough K.D. to pattern staves, chime ioist, seat and coYer material. We maintain an inventory of a million feet or more of redwood kiln dried uppers and kiln dried shop at our distribution yard, located on Humboldt Bay, between Arcata (three miles south) and Eurek?, C?., on Hwy. 101.

Rail or T&T shipment. Call Jerry Guin with your inquiries.

LOS ANGELES AREASS#W

CREATER BAY AREA

Sonnington Lumber C0......

Beaver Lumber Co........

California 8ay Buildino Supply C0...........

Calilornia Forest Products......

Calilornia Suoar & Western Pine Aoenc!.

Calitornia Suaa; & lvestem Pine Ag€nc!.

California Weatern Wholesale, Inc...........

The Flecto Co..

Floor Service SuDolv (San Jose)............

Georoia-Pacific Crirri........

Geordia-Pacilic Co6. (San Jose).

Geordia-Pacilic Corb. (Redwood).

Goldin Gate Lumber Co..

Hiooins Lumber Co. (San Jose).

Hi66ins Lumber Co. (Union Cilv).

Hi66ins Lumber co. (walnut cieek).........

Holts wall Lumber C0., Inc................

Inland Lumbor Co. (Fremont).

Kelleher Lumber Sa|es........

Leath€rback Industries, Inc..

MacBeath Hardwood.

Mission Forest Producls....

Niesen-Ward Foresl Prod.. . 14081 779-2147

Novo Timber Products. Inc..

oaklev Plvwood & Doors......

P.R.0.b. Wholesale Distribulors.

PSF, Inc..

Bedwood Emoire. Inc.........

Rolando Lumber Co., Inc.. . .

Simoson Building Supply Co..

SimDson Timber C0.........

il0Ens0x

Forest Products Transportation.

Paul Bunyan Lumber Co...

mctlt

Bracut Inlernational.

Reid & Wrioht.

Simpson Biilding Supply Co..

Simpson Timber C0........

Nt($sflEt0

Pacific Wood Preservino of Bakersfield, Corp... ..-... (800) 582-3950

cil,?Etu

Masonite Western LumbeI Drv..

clilc0

Norfield Sales & Service.

c[0rEn0rlE

Bowman Lumber Sales.....

G&B Lumber Co...

Bolando Lumber (Kinton 0iv.).

Preston Lumber C0. ......

Rounds oist. Center.. . {707) 433-4816

Two 0x Traders.

c0nIilG

Crane Mills.

EUNETA

Humboldt Bedwood Mfg. C0..........

M. Roach Foresl Products.........

Sinniioliaurii rrimoii c;-............

mnFtttD

Sequoia Supply.

F||NT IiIGE

Georoia-Pacific CorD. (Bedwood)..

Holmes Lumber C0. Fred C...........

Niesen-Ward Foresi Products....

TONTUilI

Crown Redwood C0.................

Eel Biver Sawmills.

F[Eil||I{T

DMK Pacrfic C0r0.......

Louisiana-Pacilic Corp...............

FnESt0

Calit0rnia Sugar & Weslern Pine Agency.

Georoia-Pacif ic Warehouse.

lnterialional Forest Producls Inc.......

Lumber oealers Materials C0.........

Mission Forest Producls...

Pacific Forest Products, Inc.......

ShawLumberCo........

Standard Structures. Inc.............

tilss ttttEY

R&LWoodProducls...

IEt]DEiUiE

S.F. BAY AREA

Thunderbolt Wmd Treatino C0............

n0crux

0uirin Trucking.

Union Pacific Railroad (Los Angeles)........

Union Pacific Railroad (Long Beach)........

uTl{ER1{

Freeman & Co., Stephen G................

Fremont Forest Products.

Georgia-Pacific C0rp.........

Ace Saw & Supply. .

Adams & Co..

Al Peirce Co..

All Coast Forest Products............

American Hardwood C0..............

American Mill & Manulacturino.......

Architectural Moulding Co..

erdq. MiGriar Oiit., rn'c-

Burns lumber C0........

California Lumber lnsDection Seryice......

Capital t-umber Co.. ....

Cardwell Foresl Produc|s............

Ca(oll Moulding Co........

Connor Lumber Sales, Inc..

Crown Dislribulion Center...........

DMK-Pacilic C0rp.......

& Son, 0.C........

Goldino Lumber Sales......

lnland-LumberC0.......... (714) 783-0021

Inlernational Forest Products, Inc..........

Johnston Hardwood. Inc.......

Knollwood Corp.. Koopers Co., Inc..

Buildino Material Distributors, Inc......

Calilorn-ia Euilders Supply..

Calilornia Cascade, Inc...............

Calilornia Suaar & Weslern Pine Aqencv

Capiiol PIyw0,-0d, Inc.............-....

Floor Service Supply....

Gabberl-Simmen Lumber, Inc........

Georoia-Pacif ic Warehouse.

Hiooins Lumber Co........

Kolp-pers Co.. .

Lumber Dealers Material Company.....

Nikkel CorD., The.......

PSF, Inc.. .

ShawLumberCo........

[Jnion Pacific Railroad. .

Waldron Forest Products...

PACIFIC NORTHWEST STATES

rt|runr wasllll{GTol{

Palmer G. Lewis.

lEu.n0ilr

Jerstedt Lumber Co., lnc..

IIETEiIOT

Palmer G. Lewis.

ETEiEN

Palmer G. Lewis.

[Ett0iE

Palmer G. Lewis.

xtilut0

Simpson Building Supply C0...

UCEY

Palmer G. Lewis.

r0t0ilEf

union Pacific Railroad...

NEDTOIO

Plycap America, Inc....

SEIIIIE

Georoia-Pacific Corp..

Manke Lumber Co..

Palmer G. Lewis.

Rainlree Lumber.

Simpson Timber C0.................

Union Pacific Railroal....

Wasco (Maicro Ind.)......

silElr0r

Simpson Buildino Supply Co..

8f0nrE

Georgia-Pacilic Corp....

Palmer G. Lewis.

Union Pacific Railroad.

Ttc0m

Burns Lumber Co..

Galco Lumber.

Georoia-Pacific C0rp.......

Louisiana Pacilic CorD.......

McFarland Cascade.. (800) 426-8430

Manke Lumber C0........

Union Pacilic Railroad.

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lnternational Forest Products, Inc..

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Union Pacilic Railroad.

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Palmer G. Lewis.

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Palmer G. Lewis.

BUVERS'GUIDE

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Continental Forest Products. (800) 547-8465

Kinzua Coro..

Simon, Crabtree, & Ryan....

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gyrne Trucking. (800) 547-9655

Fountain Lumber Co., Ed........

Lumber Products.

Medlord Corp..

Union Pacific Railroad. .

Weaver Forest Products.

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Aloine Internatronal Coro.......

J.H. gaxter & Co...... -.

Contact LumberCo......... (503) 228-7361

Dant & Russell, Inc........ (800) 547-1943

Emerson Hardwood Co........

Far West Fir Sales......

Friesen Lumber C0.,....... (503) 397-1700

Georgia-Pacilic Corp......

Hampton Lumber Sales Co...

Inland Lumber C0........

Knollwood Coro..

Louisiana-Pacilic CorD..

Louisiana-Pacific Corp. (Beaverlon).........

Lumber Products.

Mccormick & Eaxter Creosoting C0..........

NiedermeyerMartin C0... {800) 547-6952

Nizich Hardwoods, lnc........

North Pacilic Lumber Co.... (800) 547-8440

Northwest Hardwoods, lnc.......

oregon Lumber Exporl Co..

Pacitic C0mmercial, Inc..... (800) 452-8617

Sunrise Forest Products C0... {800) 547-1771

Unron Pacitic Railroad.

Western lnternational Forest Products.. (800) 547-5744

nroDt E C&0LumberCo........

Herbert Lumber Co........

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Lumber Products,

Stayton Wood Products.

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Fullmer Lumber Co........

Pacilic Yard Service.

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Wendling-Nathan C0.......

UIIITE CITY

Delah ]imber Products.

Willamette Induslries. Inc.......

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Union Pacific Railroad. .

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Coos Head Lumber & Plywood.

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Bonnington Lumber Co..

Mary's River Lumber Co.. . (503) 752-021 I

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Al Peirce Company.

Bohemia, Inc... (800) 547-6065

Eugene-Willamelte Lumber C0...

Flinlridge Lumber Sales......

Fremont Forest Products.

GeorOia Pacitic Corp.......

Hirt & Wood Lumber C0..... (800) 547-8927

Lumber Products.

McFarland Cascade.

oregon McKenzie Lumber Products Co.

Pacitic Yard Service.

PSF, Inc.. .

Rolando Lumber C0.................

Union Pacific Railroad...

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Kin2ua Corp..

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Permaoost Producls C0........

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Lumber Products.

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WHOLESALE LUMBER ONLY

CItsITUARIES

LAIRD S. DIPPERT

Laird S. Dippert, a salesman for Flintkote Supply Co., died of a heart attack on Nov. 30, 1980, in Lakeview, Ca. He was 56.

A resident of West Covina. Ca.. he had been employed by Conrock, U.S. Gypsum, and Los Angeles Building Materials. He was active in Boy Scouts of America, serving as district chairman, the Masonic Lodge, and Mars Club. A past secretary-treasurer, he had been a man of the year for that organization.

He is survived by his widow, Margaret, two children, one grandchild, and his mother.

RUTH WILEY

Ruth Wiley, owner of the Foothill Lumber and Hardware Co.. Glendora. Ca., died in that city on Nov. 27,1980, at the age of 62.

A resident of Glendora for 41 years, Mrs. Wiley and her late huband, Walter Wiley, started the business 34 years ago. When her husband died in 1968, she continued to operate it.

She is survived by two sons, a daughter, and two grandchildren.

New Alaska Lands Law

Legislation resolving the yearslong Alaska lands controversy has been signed into law by hesident Carter. The legislation was made necessary by Alaska's admittance to the union as the 49th state in 1959. Until recent years Alaska was almost entirely owned by the federal government. Under the new law some 607o of the vast acreage of the huge state (375 million acres) still will remain under federal control.

The new law sets aside more than 104 million acres, doubling the size of the nation's national park and wildlife refuge system, doubling the area of the wild and scenic riven svstem and tripling the size of the Wild-erness system. The bill is not looked upon with favor by Alaskans who want to make use of their state's natural resources. Both environmentalist and development forces indicated thev will seek to amend the bill in the'future.

Forest industry interest throughout centered on guaranteeing a timber harvest in southeast Alaska National Forests sufficient to preserve jobs there. The law reduces the allowable timber harvest from 520 million

a year to an estimated 420 million board feet-a level regarded by industry as inadequate but which it can accept.

It's a lot quieter in our mill since acoustic panel enclosures were installed on all Sticker and Planing machines.

Besides making it safer for employees, noise reduction has helped increase efficiency and production.

Although we've made the machinery less noisy, we find it difficult to keep quiet about our milling services. Custom precision milling of hardwoods and softwoods including edge gluing, sanding, special patterns, ripping and detailing are all available at United.

(213) 726-1113

(714) 522-1680

Furniture and cabinet makers regularly call on us to supply cut parts for tables, chairs, wall units, drawers, shelves and other items such as moldings and dowels.

Our huge 20,000 square foot mill is one of the largest in the west. Experienced operators assure top-quality work delivered on time.

For your next millwork order, call United. Many customers throughout the west depend on us for all their milling needs.

Hardwood and Softwood Lumber. Particleboard, Fibreboard, Milling, Pallets, Skids, Crates, Furniture Parts. Remanufactured Wood Products

Photo couttesy ol Acoustic Standatds, lnc., noise control spec€risls.

Ourc

=Furprolits

ol quclity, serTice & ryecilicutionwith a high degree olstqhfil$y in pricing.

Gount on it!

Fencing Shingles & Shakes

Sunrise is o mojor stocking distributor of fencing. We fecrture Western Red Cedor representing the lorgest fencing monufqcturer in the Northwest. Our product is custom toilored to meet lacur unique morket requirements. We mointqin lorge inventories in Modesto cnd Chino, Colifornio recdyfor immediqte delivery

Call our fencing mcncger, ]im Lcrwson ct our Sqn Clemente ollice or cqll our toll lree Portlcnd number.

Sunrise is o mojor stocking distributor of shqkes, shingles, ridge qnd shims. we hcrve it oll. We offer q consistentiY quclity product from relioble U.S. ond Conodicln sources. We maintoin lcrge inventories ot our Modesto distribution center reody for immediqte delivery At Sunrise ]rou can rely on professioncrl service everytime.

Ccrll our shakeE crnd shingles mcncger, Fred Pueringer ct (415) 672-1803 or our Modesto olfice or use our toll lree Portlcnd numben

FOREST PRODUCTS CO.

Portland OfIice PO. Box 25060 Portland, Oregon 97225

Sales OIIice (503) 297-4551

Toll-Free 800-547-1771

Sunrise is q nqtionol soles orgonizotion hecdqucrtered in Portlond, Oregon, with soles offices in both southern ond centrol Cclilorniq, distribution centers in Portlond qnd Modeslo, o cutting plont in Spokone, Woshington, ond the Steel City Lumber Compony division hecdquortered in Birminghom, Alobomq.