Merchant Magazine - January 1982

What's Ahead in 1982?

Welook forward with enthusiasm to the challenges the future holds, bolstered by our long tradition of excellence as asupplier of redwood and cedar. For a happier New Year, count on Capital for quality products, quick decisions and kept promises. Best wishes for 1982.

the lumber, building materials and home improvement markets in lSWestern Sfafes-Since 1922

Order a Simpson Stok-Lam Beam and see what makes them different from ordinary glueJaminated beams. They're cut toorder,right out of inventory. The Stok-Lam Beam you want today isn'twaiting tobe cut and milled out in some yard. It's in Simpson Building Supply inventory righf nour. When we get your size requirement, we cut to your specifications - any length you want, up to 72 feet.

And then we deliver, as fast as humanly possible. I

If you're saving time, you're saving interest. Nobody has to tellyou how expensive it is to borrow from the bank. And every day jobs are delayed waiting for beams, it's costing plenty.

At the high rate of today's interest, specifuing Simpson Stok-Lam Beams can be a good hedge against inflation - especially when you consider that they're longer and straighter than sawn timber. Less expensive than steel. With allthe advantages of laminated wood: beauty, high strength-to-weight ratio, easy workability, dimensional stability and good insulation and fire resistance.

Simpson Stok-Lam Beams are rated as architecturalgrade beams. And they're made of lumber specially selected for good laminating qualities. A superstrength waterproof adhesive keeps them permanently bonded together.

For more information about Stok-Lam Beams, contact Simpson Building Supply.

Super-fast delivery saves days on the job.

Naturally, the faster you get yourStok-Lam Beams,the faster jobs get done. You and your customers won't have to worry about expensive sub-contracting delays or paying for labor that's idle because of the hold-up. And you can go on to other profitable jobs a lot faster.

AUTOMATED

WESTERN-LOOK

Editor-Publisher David Cutler

Associate Editor

Juanita Lovret

Contributing Editors

Dwight Curran

Gage McKinney

Al Keroer

Art Diiector Martha Emerv

Staff Artist Lou Taylor

Circulation

Marge Anderson

The Merchant Magazine (USPS 796-560) is published monthly at 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660, phone 17l4l 549-8393, by The Merchant Magazine, Inc. Second-class postage rates paid at Newport Beach, Ca., and additional offices. Advertising rates upon request. ADVERTISING OFFICES

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

FROM NORTHERN CALIFORNIA & OREGON: contact David Cutler, 4500 Campus Dr., Suite 480, Newport Beach. Ca. 92660. Phone (714) 5498393.

FROM SOUTHERN CALIFORNIA: contact Carl Vann, 205 Oceano Dr., Los Angeles. Ca. 90049. Phone (213) 4723113 or (714) 549-8393.

FROM THE MIDWf,ST: coNtact Charles L. Lemperly, 1230 Brassie Ave.. Flossmoor. ll. 60422. Phone (312)'t99-2166.

SUBSCRIPTIONS

Change of Address-Send subscription orders and address changes to Circulation Dept., The Merchant Magazine, 4500 Campus Dr., Suite 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 yearl $9-two yearsl $12-three years. Foreign: $14-one year; $20-two years.Single copies $1.25. Back copies $2.50 when availible.

THE MERCHANT MAGAZINE is atr inrlependenlly-ov'necl publication Ior tlte retail, tvholesale and distribtrtiorr levels o/ the lunber, builtling ntatetials and ltome itnprovenrenl bttsinass irr the l3 Western stotes.

TRIAD POS: MAKE SALES TODN/ DECISIONS TOMORROW

Running a good business takes more than good sales lt takes good decrsions You have to do both-sell, and decide what to sell, how many, for how much, and when.

But making good decisions takes time. So does selling How do you plan for the future when you're busy making today's sales?

With rnformation. Accurate informatron about inventory, customer credit, pricing, cash flow, purchasing, and more All gathered in the simplest way possible: while you're ringing up sales.

That's whal Triad's Poinl-of-Sale (POS) system can do for you.

SALES THAT GENERATE INFORMATION.

Every time you make a sale, your Triad POS terminal automatically adjusts your stock levels, accumulates a sales history, and on charge sales, records receivables information. This information is then used by the system to suggest inventory reorder requirements and calculate your gross profits. And you can request a report for each register or clerk showing the complete day's sales activitv, with check, bankcard and charge totals clearly identified.

But that's lust the beginning. Your Triad can also give you reports on inventory turns, sales, and profit margins for any period by department, merchandise class, or individualitem.

That's the kind of information you need to manage your 0usrness.

SERVICE WHILE YOU SELL.

While Triad POS is collecting management information, it's also providing faster service to vour customers. And helprng you sell.

When you ring up the sale, Triad POS automatically charges the correct price-even for

oromotion items or special customer discounts-and immediately prints a cash receipt or charge invoice with a description of each item purchased. Triad tracks your promotion sales and profits, and your seasonal sales activity. Each charge sale is preceded by a customer credit check for your protection-and your customersl That's the kind of information you need to sell.

TOTAL CONTROL. TRIAD HAS IT ALL.

Triad POS is just one part of the total Triad system. Our inventory management package helps you balance your inventory and increase turns. And Triad customer accounting, accounts payable and general ledger applications help you improve cash flow by giving you vital information each month on the financial status of Vour busrness.

CONTROL: lT'S JUST COOD BUSINESS.

With Triad, you can keep your costs down and your profits up We'll get you off to a good start, too, wrth an evaluation of your business, your goals, and a plan to show you how your computer will pay for itself Before you buy. Afterwards, we ll help you prepare or system installation, assist you in converting your records, and completely train you and your personnel.

As you grow, your Triad system will grow wrth you. With program enhancements and follow-up support that includes consulting, training, and periodic preventive marnlenance.

With a Triad system, you can have the tools to run your business more profitably than ever. But don't take our word for it. Ask about our 60-day system trial. Call our Californ ia headq uarters toll-f ree: 800/538-8597 (in California and Canada call collect: 408/734-9720, ext. 800), or write us at the address below.

EDITIORIAL

The old ballgame is getting new rules

?HIS current inning could aptly be deI scribed as one of Waiting for the Great Housing Turnaround. To those in the part of the business that involves wood and wood products, the condition of housing is no small thing; approximately half the wood produced in this country goes into new housing construction. Yet many who are waiting for a return to "normal" are likely to be surprised to find that it will be wearing a very different face.

Just one of the new factors that will affect housing is its financing. Changes now in motion in Washington, D.C. are expected to permanently alter the sources and costs of money for both builders and buyers.

President Reagan's Task Force on Housing has asked for basic changes in the nation's finance system that would restructure the role of thrifts, banks and other financial institutions. The presidential group would also like to see the rules governing private pension fund investments in home mortgages relaxed.

The report says that the current system for providing mortgage funds, which was established in the early 1930s, is out of date for to-

day's conditions of inflation and volatile interest rates.

In a related development, Senate Banking Committee chairman Sen. Jake Garn (R-Utah) says that a "significant consensus" is developing between banking and the s&ls on his proposed legislation to ease the financial institutions into the 1980s. Like other proposals, his bill would restructure existing financial regulations across a broad spectrum in an attempt to provide an adequate supply of mortgage money at an affordable cost for the majority of Americans.

While no final action is expected until this Spring, the Garn legislation is likely to be enacted in roughly its present form. These changes will have far reaching effects although it will no doubt be some time until their full impact is felt by the distribution sector and other segments involved in housing and construction. Whenever the changes arrive, and in what specific forms, there can be no doubt that the old system is gone forever. We'll all be coping with a new set of rules and different market conditions.

SeNing the lunber, building mateilals and home imprcvemenl ma*ets in 13 Western Stales-Since 1922

Founded in 1886, Bakersfield Sandstone and Brick was originally a brick manufacturer. Today they have alatge contractor yard, hardware store and have a beautiful new 30,000 sq. ft. home center. lVe salute their longevity and their vigorous growth in today's business wodd.

Staned 9) years ago, the company has survived wars and depression to thrive today underJim Curran II, only the third president in all that time. A second cousin to DMK-Pacific's Dwight Curan,Jim is enthusiastic about the future and exemplifies a quality of excellence that we at DMK-Pacific admire and want to recognize.

From our start, DMK-Pacific has attempted to match the fine qualities of pioneer western firms. So, for all your needs in Western softwoods and plywood, rely on DMK-Pacific, the company that was born with sawdust in its veins and is run by people who share your enthusiasm for this business.

DMK-Pacific Corp.

P.O. Box 7)00, 4129 Mattos Dr., suite B, Fremont, Ca.94537

In Northern California (4tr\ 796-3670

In Southern California (7 14) 9t7 -187 2

Redding, Ca. (Billie Gowans) (916) 222-3034

Kansas City, Ks. (Bill Cressey) (9r3) 34r-9122

Hank Aldrich Lee Doud Andy Haynes Dwight Curran

Bakersfield, Ca., the early l92Os.

"Every Stick a Masteqpiece"

Automated rack upgrades flooring sales

ITHESE DAYS the retailer who I looks for a streamline approach and better merchandising savy often ends up being able to increase his sales and profit without expanding his sales force or floor space.

A case in point is the All American Home Center, Downey, Ca., which claims to be the biggest and oldest in the business with over 165,000 sq. ft. of selling area and 2l years seniority in the home center business. The management is constantly striving to stay in the vanguard of home centers in terms of merchandising.

This was demonstrated a year ago, for example, when the store decided to pursue more professionally installed sales in its 6,000 sq. ft. flooring department. Luxuriating in a homeremodeling boom in the suburbs of Los Angeles, it was already ringing up lots of d-i-y resilient sales.

Professionally installed jobs, few and far between a year ago, now account for 2590 of resilient sales at All American.

What turned the tide? "The FloorFashion Center department was responsible," reports Tom Thomas, mgr. of flooring and wallcovering. "It's upgrading the quality of the material we're selling like mad."

Thus far Thomas has subcontracted the installations out, "but if business keeps going like this, we'll put our own people on," he says.

With premium sheet goods taking off and d-i-y materials still flying

high, Thomas has managed to handle this influx without enlarging his sales staff of one full-timer and two parttimers.

He gives a great deal of the credit to the two FloorMasters the store has been leasing for two years. The electrically powered racks not only save floor space (each holds l5 or l6 rolls

Story at a Glance

Looking for new and better ways of merchandising pays off . pioneer home center in. creases flooring sales with installation of cutting equip- ment handles higher volume with same number of employees.

of l2'-wide material yet consumes only 52 sq. ft. of floor space), but they also save considerable labor, according to Thomas.

It takes only one salesperson to operate the machine: a push of a but-

(Please turn to page 56)

ag0 t0 25% oI total resilient sales today.

W0RLD'S largest and oldest are claims made by All American Home Cenler, Downey, Ca., a firm on the look out for ways to increase productivity.

FL00R FASHI0N center is credited with increasing professionall;r installed resilient sales from practically nothing a year

MECHANICAL cutler which allows one salesperson to unroll, measure, cut, reroll and wrap an order of sheet flooring is used by Tom Thomas, llooring and wall covering mor. at All American Home Center.

PALCO-LOO REDWOOD Long in Lengths. Short in Costs.

Palco-Loc is manufactured from Palco's architectura{ quality Certified Kiln Dried California Redwood, finger-jointed and electronically end-glued to produce durable, long-length pieces. With the exterior waterproof adhesive, Palco-Loc complies with FHA reouirements for exterior and interior uses (non-structural).

PALCO-LOC REDWOOD HAS THESE SPECIAL ADVANTAGES

Long lengths: made to customers' specified lengths up to 20' or longer. Also many products are inventoried in 16'-20' random length packages for prompt shipment.

Made in variety of products: fascia, S4S, patterns, bevel sidings, etc. Particular size advantages: 1" nominal is 3/a" net; wide widths available up through 12'i

Clear All Heart vertical grain: the grade of all pieces in this photographis of highest quality redwood, unmatched by other species. Clear redwood grades also available. All these grades have no knots, resin, or pitch, providing superior oaint and stain retention.

Stays straight and flat: even in the widest widths and longest lengths. Thus easier to apply and in place has excellent dimensional stabilityno cupping or crooking.

Economical: is considerably less costly than solid long-length pieces. And the convenient lengths reduce application costs and trim waste.

Product of THE PACIFIC LUMBER COIVIPANY

PALCO-LOC REDWOOD GENERAL DESCRI PT

Lengths: Specified lengths up to 20'; longer lengths available on special orders. Mill inventories are carried in the popular 16' to 20' length packages.

Sizes:

Fascia: (a) with double plow to receive 1/q" or 3/e" soltit'.

1" x 6"-Pattern #588

1" x 8"-Pattern #589

(b) 1" x 6" and 1" x 8" also available with single plow tor 1/a" or s/e" soffit.

S4S:

Patterns: Bevel

Siding:

1" nominal (3/q" netthickness) and11/a" nominal (1140" net thickness) available in nominal widths

2" through 12". 2" nominal (1s/a" or 11/2" nel thickness) in nominal widths 2" through 8".

Same sizes as S4S. Available in exterior and interior patterns of Tongue & Groove, Shiplap, Cove Shiplap, or Channel Shiplap (per California Redwood Association's Pattern Book). Other patterns may be available on special order.

3/q' x 10", Pattern #331, reversible:s/+' x 6" & S" available on special orders.

Fascia:

The superior dimensional stability of this fascia makes it stay straight, smooth and flat. The fascia assures that soffits can be easily applied and will permanently maintain the position. The plowed grooves reduce soffits' installation costs and eliminate necessity for moulding.

Grades: Clear All Heart VG, Clear All Heart MG, Clear VG, and Clear MG in Fascia, S4S and Patterns. Bevel Siding VG grades only.

Finger-Joints: Precision jointed and electronically glued together with water proof melamine-urea adhesive in nonstructural joints (non-structural means not load-bearing) and complies with FHA requirements.

Interior Paneling: Accenting redwood beauty with economic advantage. ldeal for new construction and also easy for Do-lt-Yourselfers in remodelino.

Bevel Siding: The long lengths reduce application costs, and fit on most wall areas with very few butt joints. Has redwood's inherent advantages of superior finishability, dimensional stability, decay and insect resistance, fire resistance, etc. Corner boards are also Palco-Loc products.

Clear Mixed Grain Clear Vertical Grain

Store remodel improves traffic, looks

ONGTIME retailers are often faced with deciding if a remodeling job will be worthwhile. San Luis Mill and Lumber, San Luis Obispo, Ca., made the choice of updating their facility and found that it paid off both by attracting customers and increasing the efficiency of the staff.

According to co-owner Roy Parsons, guests consumed a grand total of 2,44A hot dogs during the twoday open house. Some 1,100 people put in for drawings sponsored by suppliers and staged every half-hour for a total of 30 prizes. Giveaways included a $500 gift certificate, a ceiling, a saw, interior paint and a designer entry door. Simpson Building Supply donated redwood seedlings to be given to guests. Clowns handing out balloons completed the carnival atmosphere.

The firm advertised for the event by running a series of advertisements in a weekly classified section, augmented by a full page ad in the local paper. Spots were run on three local radio stations and invitations were mailed to a list of 1,000 recent charge customers. On-site broadcasting by a local radio station interviewed store personnel, suppliers, and customers attending.

Parsons is proud to say that San Luis Mill and Lumber has "grown with the town." Ninety-eight years ago thefirm opened, boasting a planing mill and an office. Lee Parsons, with two partners, bought the firm in 1909 from H.H. Waite, the founder. According to Roy, the elder Parsons became sole owner in 1916 and began buying lumber at that time. Soon he was in the lumber business as well as the milling

business. When their father died in 1952, Roy and his brother Gerard were given stock in the business each year. They inherited the remainder of the stock when their mother died, and are now equal share owners. Gerard is in charge of the mill and

Story at a Glance

98 year old firm modernizes.. attracts more customers increases efficiency in operation, fire protection, energy use.

yard activities, while Roy handles store and paperwork responsibilities.

The store building was first remodeled 20 years ago and contained 3,500 sq. ft. This most recent renovation provides an additional 4,200 sq. ft. One half of an existing warehouse was made into a portion of the store. Existing display racks were painted and new racks were purchased, providing better organization for the previously overcrowded store.

The sales/customer service area

(Please turn to page 5B)

which invites and welcomes customers. Inside, one linds a well-organized store, with plenty of room for stock.

L0ilG BEF0BE San Luis Mill & Lumber Co, was remodeled, it was a fixture in San Luis 0bispo, Ca., dating back to the late 1800s. lt had been updated once in the '60s.

EARTY WEST remodel transformed the building exterior lrom a mundane shop 0n the block to a snappy, inviting storefront

Money matters dominate management conference

Fr ECOGNIZING today's changed rIbusiness conditions, the Lumber Association of Southern California themed their 3lst annual Management Conference: "Strategies to Meet the New Markets of the '80s."

Elected new president of the group was Peter Ganahl, Ganahl Lumber, Anaheim; lst v.p. Jim Frodsham, South Bay Forest Products, Orange; 2nd v.p. Milt Johnson, Home Lumber. San Bernardino: sec. Al Newkirk, Chandler Lumber, Van Nuys; treas. Ed Fountain, Jr.; and exec. v.p. Wayne Gardner. The three

day gathering was held at the Spa Hotel in Palm Springs.

Reflecting the increasing role of finances, the lead-off speaker, Somers H. White, opened the conference with a three hour seminar on how to negotiate for money. A former banker and currently a management and financial consultant, White told the retailers and wholesalers how best to approach a banker for a loan. how the banker views an application from his side and how to evalute a bank as to its strength and other factors that can

(Please turn to page 57)

Peterson, Nancy Jorgensborg. (4) Chuck Jenkins, Carl Weber, Dave Barry. (5) Paul 0rban, Jr., Gordon Beach. (6) George Howard, John Mullin. (7) Dick McArthur,

Verl Rhine, George 0tto. (8) Steve Freeman, Larry Taylor. (9) Michele Alexander, Jim Taft. (10) Lindsay 0lson, Henry Voorhees. (11) John Newquist, Mark Boone.

PAST PREZ (1) Chuck Jenkins and Gordon Beach, immediate past president, Robert Marriott, John Jenkins. (2) Mark & Sandie Lolland, Wayne Gardner. (3) Claudia Jennings, Bob Sievers, Erik Jorgensborg, Roy

Story at a Glance Strategies f or borrowing money ways to get and save money on your insur. ance . . . how to invesl your money in a hostile economic environment. how to make what you want happen.

Photos by The Merchant Magazine

l{EW PREZ (1) Pete Ganahl, Dr. Rusty RosWold. an economist who sooke at the meeting, Andy Ganahl. (2) Tom Mullin, Pete Speek, Harry Ouentmeyer. (3) iohn Ganahl, Bill Jones. (4) Jim Frodsham, George Clough, Dennis Kirk, Dick Learned. (5) Pete

Marshall, Conrad Singsaas. (6) Don Watson, Walt Smith, Milt Johnson. (7) Marc Myers, Marty Temple. (8) Jack Secoy, Miles Davidson. (9) Ted Schafer, Jr., Norm Clow. (10) Bill Sullivan, Jim Moss. (11) Dan Croker,

Tom Culligan, Andy Ersek. (12) Jim & Babe Pottratz. (13) Lloyd, Beth & Larry 0lson. (14) Frank Sween, Jim Mathews, Jim & Kathy Kahler. (15) Lynn Walker. (16) Randy & David Miller, Fred Couture.

End use grouping opens new redwood markets

ITRADITIONALLY, redwood

I grades have been grouped in terms of physical characteristics: whether or not they were cinnamon colored all heartwood or contained streaks of cream colored sapwood and whether or not they were knot free (referred to as uppers) or contained knots (referred to as commons). With a new generation of redwood coming out of the forests it makes better sense to set aside portions of the grade grouping by physical characteristics in favor of a grouping of grades oriented toward end use. After all, end use is the major interest of the market and redwood grades should logically be grouped to coincide with these interests.

Thinking in terms of end use, suddenly many of the old terms and categories no longer fit into the new generation spectrum. Historically, redwood lumber has been divided into vertical and horizontal grade separations that take the form of a cross. Vertical divisions dealt with heartwood and sapwood content with horizontal separations dividing uppers (clear, knot free, kiln dried) and commons (green or air seasoned containing knots). In the new lineup, the vertical distinction between grades containing heartwood and those that may contain both heartwood and sapwood, remains the same. Horizontal divisions still

By Greg Lambert Sales Mgr., Redwood Simpson Timber Co.

Sfory at a Glance

Grading oriented to end use ... new generation redwood groupings utilize product changes still measure uP ... adapt to market.

separate knot free upper grades from knot containing common grades-but here is where our new thinking will apply as we shift from a grade grouping by physical properties to a grouping according to end uses.

What were formerly labeled uppers are now in the new thinking classified as architectural finish

grades, because that is the end use purpose for which they were intended. Here an entirely new generation category of seasoned rustic finish materials is added with knot characteristics. This new grade grouping includes select knotty where a more informal look is desired. We kiln dry these new grades in l" or less thickness to an average l5o/o moisture content. They are available in v-joint tongue and gloove, channel v rustic, and thick butted bevel siding patterns.

Following through on the end use terminology, garden grades now replace what were formerlY knot containing common grades. The grades (containing knots) comprising this grouping will remain verY much the same as they have been with a greater availability of stock being dried.

Projecting the new grade thinking into future volumes, our Production, by combining new generation architectural finish and rustic finish grades, will actually increase the availability of redwood grades

(Please turn to page 32)

DRAMATIC USE of redwood in this unusual arrangement of decking emphasizes the beauty of the wood. Weatherability, durability, and low maintenance make it a favorite for outdoor application.

RUSTIC FlNlSH, a new generation category of seasoned redwood with knot characteristics, oives character to the exterior of this residence. Select knotty is the grade grouping.

1400 convene at Pacif ic Northwest dealer annual

IIEITHER gloomy economic l!climate nor blustery, rainy weather could prevent the 78th annual Western Building Material Association convention and products show from being a shining success.

Members from the Pacific Northwest states of Washington, Oregon, Idaho and Alaska, 1400 strong, met for four days in Portland, Oregon's Marriot Hotel. The attendance figure was only off slightly despite many months of depressed economic conditions and the promise of more to come.

Story at a Glance

Conventioneers warmed to the theme of the meeting "The Only lVay /s Up" with a Western Hawaiian reception Nov. 14, and followed up with a preview of the new products exhibit.

During the Quick Pitch Selling Talks, a feature which has become an annual event for the show, exhibitors were offered a short shot at pitching the merits of their products to the dealers.

Government's present role in housing . . . handling, storage and layout savings . . . competing with mass merchandis. ers . . Frank Powers elected new president. the to

One of the highlights of meeting was the opportunity

(Please turn to page 39)

DEATERS came from all over the Northwest to Portland lor WBMA meeting. (1) Lynne Griffith, Tom Claybaugh, Shirl-ey Greei, all lrom Greer Lurirber,- Seattle.'(2) iohn Hathaway, Larry Eoff, International Building Supply, Anchorage, Ak. (3) Wes Strahm,

Weatherly's Lumber, Eugene, 0r.; Bob Kerr, Kerr Hardware, Brookings, 0r.; Mathew Mattson, Logan Lumber C0., Seattle. (4) Sleve Whittemore, Charlie Chapman, La Grande Lumber Co., La Grande, 0r. (5) Marguerite & Dick Richards, Kingston, Wa.;

Dan, Tom & Rosalie Waggoner, Port Townsend, Wa. (6) Jay White, Barbara Belz, Don Molnar, Pete's Lumber & Supply, Seaview, Wa. (7) Mae & Ben Schwarz, Palmer Lumber, Chehalis, Wa. (8) Jim Piper, Tumwater, Wa.

A proposal to cut 100,000 saDsidized housing units from the fed. budget has been made by President Reagan as parf,,,,r6f hig budget cutting . whether it will pass Congress is unclear . . , Sen. Mark Hatfield (R-Or.) has withdrawn his bill io ameird the Jones Act to permit Western lumber shippers to use foreign vessels . , :,,.::,.,:, .:rr:r;rlr,.

',',,,::r,',,,The U.S. Senat, nu, oraoidl the International Trade Commission to investigate the effects of imported Canadian lumber on U.S. industry. the final report is expected to be made public in about t&ree months . . . a series of meetings also have been held around Oregon by a panel ap- pointed by Gov. Vic Atiyeh to examine the impact of Canadian lumberimports...

Hpysing sturts were @":"''truc- tionally in Nov. (atest figs.) as home bldg. ltaggered through what may-be its worse year ever . . llp 0.890 Over Oct.;. 'u t.* sonally adjusted annual rate of

Home building in every western state was off last mo.; in Ca, it hit a 15 year low.. nationally, ioles of new single fomily homes rose ISVo in Oct. Qatest figs.) after hitting a record low in Sept. .. sales of existing homes plunged below the annual rate of 2 million in Oct., their lowest level in 10 years

Nov. hardwood lumbsr':,,production in the South wasi:down 1790 from the previous mo. softwood lumber production nationally was off 0.5V0 (a seasonally adjusted annual rate of 26.9 billion bd. ft.) almost I'S,!h,"'r'below the year earlier mark . . western sawmill employment continues to run more than 259b unemployed, with abouiZSm o*1l.: shortshifts...

Construction spending hit its lowest level in a yea;r in Novflatest figs); it was the l0th decline in II mog . . . U.S. homeowners are defaulting at a record pace on their mortgage payments; more than I in 20 is now in arrears, with the Mortgage Bankers Assn. predicting an

All-American Home Center, Downey, Ca., is preparing again to gxpgnd and rwrodel . . . "'

t6:1191';,,;L. Fello,ws & Sor, Burbank;.::l96., i$ i si$g its O,range County, Ca., loCdion . ' '',X.rur/s har opened a new store ii|Clendale, Az. . . Anderson Lumber Co., Ogden Ut., has opened new building m'di'iii'al cgnrii:rs in Evanston, Wy., and Si::l'Oeorgc;,' '1, ut.

GAF Ca@,:.is sellingl,its flooring businesc: to TarkCtl.'iAB, par!,,,, sf the Swedish Match Group, f6f",,' about $56.6 million Paul Bunyan Lumber Co. has been modernizing its Anderson, Ca., plant during a recent Curtailmernt period . Bohemia Inc. has moved if'$:,Ca. sales office at Grass Valley to Eugene, Or. .

Kaiser Cement is said to be on schedule for an early 1983 startup of itsmodernized Lucerne Valley, Ca., plant .'J;& l{igg&&,,,San Franeisco, Cr., is firrting r mechines for a start up this mo&&:'at its *erY $l million mill in Union City, Ca.

.Los Angeles Count!, Cs., has :':'l extended the ban on untreated wood roof shingles to include unincorporated flatland areas

The Learning & Buying Experience-of the Year .

ew Products! Seminars! Special Displays! ldea Exchange!

. . .

the HOME CENTER SHOW of f982!

The largest the most diverse the most in-depth show exclusively for retailers selling do-it-yourself- promises to top itself in '82!

See'touch 'observe literally thousands of products-discover what's new-and what this diverse and complete range of DIY products can do for your customer and your operation.

Take part in the most stimulating seminar program in home center retailing! Learn sound, practical ideas for effective management-merchandising and advertising techniques--operations and personnel-to natne just a few!

Visit the special displays gather ide4s from Home Centers of the Year. find examples of ad dollars working at top effectiveness in the Advertising Display Center.

Exchange ideas with retailers who share your same challenges and goals. Find answers to your questions from helpful suppliers. Four. days full of product exhibits, information and excitement-designed to meet your needs in do-it-yourself retailing-the marketplace ot the 80's!

See it all come alive at THE SHOW!

the 7th Annual NATIONAL HOME CENTER SHOW . March 14-17 . McCormick Place Chicago

PRE-REGISTER NOW!Save$5.00 Fee. Gain Priority Hotel Reservations!

PRE.REGISTRATION INSTRUCTIONS

1. Must be received in the show otfice by February 12, 1982. Confirmation ol pre-registration and hotel ressrvation lorm6 will be mailed within three weeks. Free badges will be mail€d atter January 18, 1982.

2. Late mail r€gistrations will not be processed. R€gist€r again at show. (Atshow registration tee $5.00)

3. REGISTRATION COMPUTERIZED. ALL INFORMATION MUST BE FILLED IN.

4. NO ONE UNDER 16 YEARS OLD ADMITTED. IMFORTAI.IT:

NATPNAL }IOME GE]UTER I{oME IMPR(N'EME]IT 8:2 CON|GRESS & EXFEITIT

TARCH 1'l-17. 1S2/CHICAGO

IMPOBTANT: In order to process your registration, your company's business activity must be indicated below:

tr Other (please describe)-

Note: Exhibitor personnel should not use this form. Please use form provided in Exhibitor Kit.

Solid

IParquet l{albo Flooring

The only complete DIY line, plus pre-stained mouldings to go with it.A low maintenance product, a truepeel & place DIY wood tile. Plenty of dealer merchandising aids.

GALENDAR

JANUARY

National Association of Wholesaler-Distributon-Jan. E-12' annual meeting, The Canyon Hotel, Palm Springs, Ca.

Los Angeles Hardwood Lumbeman's Club-Jan. 14, lunch meeting, Steven's Steak House, City of Commerce, Ca.

Lumber Merchants Association of Northern California-Jan. 15-16, management seminar, Asilomar, Pacific Grove, Ca.

Budrow & Co.-Jan. 17, Fiesta Days annual show, 14O30 Gannet St., Santa Fe Springs, Ca.

National Housewares Manufacturers Association-Jan. lE-21, 76th semi-annual housewares exposition, McCormick Place/McCormick Place West, Chicago, Il.

Western Wood Products Association-Jan. 1E-22, district meetings: Jan. 18, Coeur d'Alene, Id.; Jan. 19, Bend and Eugene, Or.; Jan.20, Sacramento, Ca.; Jan.2l, Phoenix, Az; Jan.22, Portland, Or.

Black Bart Hoo-Hoo-Jan. 20, Sports Night featuring Kelly Kosick, female bodybuilder, La Grandes Restaurant, Santa Rosa, Ca.

National Association of Home Builders-Jan .22-25,38th annual convention & exposition, Las Vegas, Nv.

Los Angeles Hoo-Hoo Club-Jan. 29, Transportation Nite, Montebello Country Club, golf & dinner.

FEBRUARY

National Home Improvement Council-Feb. 3-6, Home Improvement Industry Expo/Convention '82, Albert Thomas Convention Center, Houston, Tx.

Constructa'82-Feb. 3-10, international building materials fair, Hanover, West Germany.

National Woodwork Manufacturers Association-Feb. 6-ll' 55th annual meeting, Kauai Surf Hotel, Kauai, Hi.

Mountain States Hardware & Implement Association-Feb. 7-9, convention, Antlers Plaza Hotel, Colorado Springs, Co.

Los Angeles Hardwood Lumberman's Club-Feb. 11, annual gag awards night, Stevens Steak House, City of Commerce

College of Hardware and Home Center Knowledge-Feb. l1-12, Fiesta Inn, Phoenix, Az.

Hoo Hoo-Ettes-Feb. 20, national board meeting, Hyatt International, Airport, Los Angeles, Ca.

California Retail Hardware Association & Western States Hardware Show-Feb. 28-Mar. 1, annual convention in conjunction with show, MGM Grand Hotel, Reno, Nv.

MARCH

National Roofing Contractors Association-March 2-5, 95th annual convention and exhibit, Los Angeles, Ca.

American Wholesale Hardware Co.-March 7, sales galaxy, dealer hardware and sporting goods show, Long Beach Convention Center, Long Beach, Ca.

Western Wood Products Association-March 9-12' spring meeting, St. Francis Hotel, San Francisco, Ca.

lmported Hardwood Products Association-March l0-13' annual convention, Rancho Las Palmas, Rancho Mirage (Palm Springs), Ca.

Los Angeles Hardwood Lumberman's Club-March 11, annual secretaries luncheon, Stevens Steak House, City of Commerce.

861 Auzerais Ave. San Jose, Ca. 951 59 (4081 280.0222 and our tull service branch facility at 8660 23rd Ave., Sacramento, Ca. 95826 . (916) 381.5034

"Theproductwith the sellingedge"

Rolffidolumber Co., Inc.

Speakers Survey Economy

Seven new directors were elected for three year terms at the National Hardwood Lumber Association's 84th annual convention in New York City.

Those elected were Charles A. Brew. Monarch Hardwood Lumber Co., Wheeling, Il.; Gordon T. Frost Jr., Frost Hardwood Lumber Co., San Diego, Ca.; James R. Matson, Matson Lumber Co., Brookville, Pa.; Raymond Middlestead, Quebec Hardwoods, Inc., Thurso, Quebec; Railey W. Powell, Powell Tie & Timber Co., Brownsville, Tn.; Peter W. Shenstone, Shenstone Forest Products Limited, King City, Ontario; Mark Van Keulen, Van Keulen & Winchester Lumber Co.. Grand Rapids, Mi.

Directors re-elected to serve a second term were Armour C. Bowen, Armour C. Bowen Lumber Co., Memphis, Tn.; Ronald O. Jones, American Hardwood Industries, Inc., Union City, Pa.; Robert D. Keiver, Keiver-Willard Lumber

Corp., Newburyport, Ma.; Werner J. Richen, Lumber Products, Inc., Portland, Or.; Herbert Seidel, Reisen-Seidel Hardwood Co.. Union, N.J.

The opening session at the October meeting featured NHLA pres. Paul D. Webster, Webster Lumber Co., Wayzata, Mn., outlining the status of the hardwood lumber industry and the U.S. economy in general.

Fletcher L. Byrom, chairman of the board, Koppers Company, Inc., Pittsburgh, Pa., issued a challenge to believers in private enterprise to meet

Wafenrood PanelWins OK

Waferwood from LouisianaPacific Corp., is the first waferboard panel to receive Sturdi-I-Floor approval from the American Plywood Association.

The new flooring panel also meets performance standards of NRB 108 and all national building codes. The product is produced "sized for spacing" in4'x8'panelsin 5/8" and3/4" thicknesses with 12' and 14' panels

the changing times. Ken Taylor, Canadian Consul General, New York, spoke of the challenges that face the nation in diplomatic and governmental circles in this decade.

Wallace Epperson, industry analyst, wheat, First Securities, Inc., Richmond, Va., gave a statistical analysis of the status of the furniture industry today, suggesting a positive upswing in mid-1982.

The 85th annual NHLA convention will beheld October4, 5, 6, 1982, at the Hotel Vancouver. Vancouver. B.C.

available for the manufactured housing industry.

Composed of multi-layers of engineered wood aspen wafers bonded together under extreme heat and pressure with an exterior waterproof phenolic resin, the product is sealed on all four edges to protect against moisture absorption, eliminating warping and delamination.

Waferwood panels are manufactured at Hayward, Wi. and distributed nationwide.

We knovv lumber Let us help

Whether your job is as ornate as the famed Carson Mansion in Eureka, Ca., or as plain as a dog house, we have the experience and facilities to provide you with the unusual and uncommon in lumber, moulding and millwork items, as well as the ordinary, in any quantity you need. If we don't have it, we can make it.

Just ask. A In Redwood, Union Forest Products has MS and pattern lumber, architectural patterns; mouldings, mixed loads and units available LTL, T&T and rail. A Also please inc[uire on clear Douglas Fir and Hardrvoods.

CONTEMPORAFIY BUILDING PRODUCTS, INC.

CONTEMPOFlAF|Y BUILOING PFIOOUCTS, INC. is a distributor for Caradco Wood Windows and The Atrium Door@ by Moulding Products, Inc.

The Atrium Door@ combines energy efficiency and practical ity. Replacement of existing sliding glass doors is a simple job for do-it-yourselfers.

We offer immediate deliveryfromacentrally located and well-stocked warehouse. Job site deliveries in Southern California metropolitan areas.

Call us aboutour special ofter on display units.

Caradco Angle Bay wood windows add that extra detail plus bonus space... toyour home. This energy-saving unit comes completely assembled, ready to install. Includes head and seat board.

HOME GENTER MERGHANT

BILL FISHMAN

Bill Fishman & Affiliates 11650 lberia Place San Diego, Ca.92128

f He uaroRITY of home center ad-

I vertising that crosses my desk is terrible! It's poorly merchandised and poorly presented. It appears that only those retailers who have tasted the fruits of a carefully prepared advertising program continue to make the effort to maximize the results of the advertising expenditure. The best ads are produced by the high volume retailers.

Advertising is not a panacea. It's a communication vehicle. Advertising is a means to meet individual store and corporate sales goals.

o it can bring in "feet"

. it can sell specific items at advertised prices it can create long range image position both store-wide and by department

. it can introduce new product categories it can introduce new items

. it can make impressions like the store's value image

But, advertisinEwon't

. overcome high prices or bad merchandise compensate for a poor location or limited hours or bad facilities overcome the image of discourteous and/or unknowledgeable salespeople or poor systems and Procedures or unrealistic credit policies.

Some retailers don't realize that they are running a clearance ad 52 weeks a year. The operator that waits tiil the newspaper salesman is in his store on Tuesday to pick up the advertised list of merchandise to be run on Thursday, is making the newspaper wealthy, but probably hurting his position in the marketplace. When the retailer shouts to the back room, "Tell me what we've got enough of to run in this week's ad," he's presenting in print what his customers are telling him they don't want, his overstocks. That is not what advertising is all about.

Consider not running the ad during a

. short week or weekend

. if you've nothing to say

o if you're facing poor floor coverage

Consider not running an item

. that's in short inventory when you show out-of-stocks of the fittings or accessories if it pre-empts an upcoming major promouon

o if it is a bad value

. that is higher priced than competition's day-in, day-out shelf price.

Plan ahead-weeks ahead. Do your advertising planning far enough in advance to order-in special merchandise, to communicate with the sales staff, and to display, sign and reprice the merchandise.

Challenge every candidate as an item to

be advertised. Try this score card. Rate each criteria one point.

Universal appeal (sexes & age)

In season

Disposable

Non-competitive

Long margin

Recognizable value

Priced under established retail price

Requires tie-in merchandise

Easily replenishable

Small-Easy to handle-EasY to display

Cooperative ad funds available

Promotes a department

Self-select

Backed by national advertising

Here's how to score: 13-14 PointsRun it the following week too; ll-12 points-Great item to advertise; 9-10 points-Good advertisable item; 3-8 points-It's just a "me too" item; Under 3 points-Don't waste the ad space.

Merchandise the advertising at store level. Decorate with pennants, banners and signs to make a coordinated promotion.

About size and continuity of advertising-do not get sucked into the "keep your name in front of the public" syndrome. If you've got nothing to say to the public, say nothing. You will spend your advertising dollar much more wisely if you run your ads less frequently and with greater size and impact.

Keep your advertising looking fresh and sharp. Forbid your newspaper or printer to reproduce from old clippings and tearsheets. Insist on them sizing from the original art work to maintain a high standard of your advertising presentation.

FRANK DAVIS executive vice president

EIECPNTLY in a news release from I lthe Home Builders Association of Central Arizona, the executive directors were quoted as saying, "Potential home buyers who are sitting around waiting for interest rates to come down will end up short changing themselves. Even if interest rates come down, prices will go up,"

It is understandable that they are promoting a "now is the time to buy" program to stir sales. My argument is that the home builders should innovate a program of reducing the cost of homes through building technique cost saving methods. It is folly to say prices are always going to go up.

The auto industry was five years behind in the re-design of automobiles for energy saving and compact cars to meet the consumers' pocketbook. The home builders are now taking the same negative path as the auto industry. Regardless of lower interest, the young Americans between the ages of 20 and 30 starting a family will find the price of homes beyond their financial means.

Interesting figures for l98l indicated that conventional home housing starts dropped while the manufactured home or mobile home construction showed a 3590 increase.

A news release in The Arizona Republic, Dec. 2, 1981, reported economists were predicting that in mid-1982 the mortgage rates will sink to 13 or l4o/0. lt seems common sense that a potential home buyer reading these

figures will delay buying a new home until interest rates drop.

Yes, we will have a housing boom in 1983, but let us, as an industry of home builders, building material dealers, and manufacturers, get together and innovate ideas for an affordable home to meet the American dream to own a home.

The Young Lumbermen of Arizona have burgeoned into an active, enthusiastic group with a great track record. At a recent dinner meeting, Bruce Whiting, legal counsel for Kaibab Industries, explained the basics of antitrusts. The group now has 133 members.

More Families, Fewer Houses

The growing number of smaller households with the downturn in the building of homes has the experts wondering what will happen in the future.

According to Census Bureau reports, the total number of households increased by 2590 between 1970 and 1980 although the population grew only 990. During this same period the average size of a household declined from 3.14 persons to 2.75.

A doubling of the divorce rate along with the trend for young people to leave the family home to live independently is reported to account for these figures. According to the census officials, a reversal of the trend is possible, but unlikely as this decade continues.

PAUL BUNYAN FACES THE NEW YEAR

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

HARRY MENDENHALL executive vice oresident

&VIEWS

CALIFORNIA FOREST PRO DUCTS

436 14tb St,, suite 404

OaAland, Ca, 94612 (41t) 46t'2658

John Wilton

Specializing in SHAKEFELT and REDIU(/OOD, including green dimension, KD uppers, pattern stock, DECKING, FENCING, lath, benderboard and redwood logs.

IARTS of "Reaganomics" are Fbeginning

to take hold. In fact, everything that was forecast for stability in the economy is happening. The one cloud on the horizon is that unemployment is higher than exPected'

In a recent meeting of RePublican governors it was unanimous that the reduction in government spending at the federal level had created a serious fiscal problem at the state levels. Yet, these same governors stated they fully supported the Reagan Plan and that it was .: the only means of curing the nation's economic ills. This tells us that even though the states feel a serious impact of the reduction in federal spending, the states will accept the difficult problem of supporting a long range cure.

Surveys of the nation's leading business managers report that they also have a serious problem in trying to make a profit; yet they are willing to accept their bumps for the time being and believe the long range solution is the Reagan Plan.

In our own industry, during our Conference with Congress in 1979, 1980 and again in 1981, members of our industry, headed by national legislative chairman Joe Mayfield, Mendo Mill and Lumber Co., Ukiah, Ca., told California Congressmen that the building material industry was seriously hurt by the runaway inflation, high interest rates and heavy taxation. They informed Congress that even with a serious impact on the building material industry the industry was willing to accept the problem if Congress would exercise fiscal responsibility.

The problem developing in Congress at the present is an attempt by the liberals to prove that the ' 'Reaganomics' ' concept will not work. Several ofthe liberals are taking every action they can to insure that Reagan's program will fail. If both political parties spent maximum effort toward making the Reagan plan work, just think how rapidly the nation could recover. The current political fruit salad has as many trying to cause failure as there are those trying to cause success.

So, while business is tough, profits are not good, growth is nonexistent, hang in there! We'll be back on top, better than ever.

I.UMBER ORRIERS

,/ 1/ ,/

SCIENTIFICAITY DESIGNED FOR ALT TYPES OF WORK

| | 285 Goss 5t., 5un Volley, Colif. 875-r r 63

HAtfIMERED H(lME: Pressure creosoted oile is driven into sand underlayer of Yaquina Bay, Newporl, 0r., for 600 slip South Beach Marina. Vulcan air hammer. ooerated lrom floating barge, and using 15,000 foot pounds of energy, was used for congtruction. Piles treated lor 20-oound retention of creosole were supplied by Koppers Co.

Energy Saving Program

"Whether it is do-it-yourself insulation or other home conservation products such as water heater blankets, duct wrap, caulking, weatherstripping, water fl ow control

restricting shower heads, and furnace filters, the Southern California Gas Co. has a vested interest in conservation," Michael Williams, special marketing services representative, told the recent National Building Material Distributors Association regional meeting at Los Angeles, Ca.

The company, he stressed, wants to establish a harmonious, beneficial relationship with the retailing industry. Programs are specifically designed to help generate traffic for the retailer and motivate the consumer to purchase conservation products carried by home centers.

Coastal Comes West

Coastal Lumber Co., Weldon, N.C., has entered the West Coast market with California Wholesale, El Segundo, C3., as its official representative.

Products being offered include hardwood and southern yellow pine lumber, treated wood products, hardwood dimension and southern yellow pine plywood, according to Russell Swift, head of California Wholesale. All are produced in the firm's Appalachian and southern mills.

Magnetic Tags Cut Theft

Shoplifting of hand tools, hardware, and virtually any other hard item packaged or sealed will become nearly impossible with the adoption of an electronic system now being tested in pilot projects throughout the United States.

The method works on the same principle as the reusable magnetic plastic tags often found on soft goods such as clothing. The difference is that hard merchandise is marked with a disposable paper strip which is electromagnetic. When the customer pays for the item, the cashier demagnetizes the strip by waving it over a monitor. If the strip is not deactivated, its electromagnetic field triggers an alarm when the item is taken from the area.

The paper tags are ideal for hard goods since they are inexpensive and do not need to be reused. At a cost of about 5 or 6 cents each, they can be attached to almost any item with an application gun like those used for pricing. The tag is virtually impossible to remove.

Called the universal system because of its wide applicability, the tags are now used in Europe where a trial run showed an 8590 reduction in thefts.

==al -Lto Lr.! -ul =il- ilatil lill

Hard working wholesaler challenges future

ESPITE the dreary times, the Portland, Or., office of FurLumber, Inc., known in the company as Furman West, is looking ahead to the challenge of a recovered and steady economY with demand far outstripping supplY of all lumber products.

Furman, which already had earned the designation of "the largest independent lumber wholesaler on the East Coast," entered the West in 1967, to take advantage of the changes in developing lumber wholesaling. Prior to the late '60s, most Western lumber went East where the market was. Then, due to the ever-increasing freight costs and great population growth in the Western states, much of the Western lumber began staying close to where it was manufactured.

Capitalizing on this change, the Furman sales staff found new customers and virtually opened the West for the company. Within the last five years, they feel, Furman Lumber has become a common name in Colorado, Utah, Arizona, New Mexico, and California. They're also moving into the Northwest for profitable sales.

When discussing their success,

company spokesmen point out their ability to work with the railroads and truckers and schedule and monitor the delivery of goods to their customers. They also are proud of their extremely fine rapport with suppliers. They feel that their combined Eastern and Western position gives them a truly nationwide perspective at offerings, inquiries, and market conditions. They stress their knowledge of the market and their ability to market all species and products in all parts of the country.

Looking to the future, they believe that it depends on their people, their willingness to adapt to fluid marketing conditions in pricing and distribution, their financial posture, and keen awareness of any radical changes in the industry. They also believe that the chemistry resulting from the interchange of veterans and young people on staff will help to meet future challenges.

The challenges lying ahead, they say, are as great as those behind them. In fact, they feel, with the tremendous shortage of wood fiber due to environmental pressure and a limited number of suppliers, future challenges may be greater than those in the past.

The basic Furman approach to marketing has been to keep all things as simple as possible and to avoid the temptation of trying to beat the market by selling short or taking speculative positions.

Sensing that the home construction slump would cut into business, Furman broke from dependency on 2x4lumber trading. They have diversified into a broader variety of products. Using this approach, the Portland office anticipates 1981 sales to total about $25 to $28 million, approximately l09o more than 1980. This year is still an unknown, but the I I buyers and sellers expect to give it their best shot.

When the future brightens, theY anticipate establishing their own distribution or reload centers, building their own truck fleet, and expanding into overseas sales. As they push into these areas, Portland management says, they will draw on the expertise of the Eastern associates to lay down the proper guidelines for success.

Furman West feels that it is well positioned to meet the challenging economy. To quote John Furman, chief executive officer of the firm, "Nothing in the world can take the place of persistence."

young aggnessive company with over 20 tnading pnofessionals anxious to senve YOU with all sizes, gnades and vanieties of plywood, lumben, shakes and shingles.

Klln Dded ]lemlock

Dhnension h-rnber, studs, post & beams, flank, timbers to 4O'. Unitized ard paper wrapped.

Somo of oun Sroiahiet:

Sawmills located at Molalla, o Mixd soec*niO badinos

Tilhnd, Toledo and Claclcsnas, o Lons dimension

Orepon, with shipping via SP, r #1 & Gme1. amirqs truck, ocean barp ard fon exprt. o crosg & transmiseion anns

ad hs&osd rnT is bcded at AnffiEs, Waef$rgton erd cen a.pp$ yol with nndftm srd high syE, AffrDrfoffn ortrldd $fsm, 3Og fF sidnge, prirn grade hemboard sd Arymrbord Plyrcn.

NEW REDWOOD MARKETS

(Continued from page 15)

oriented to siding and paneling end uses.

Other changes in the redwood product line entail a greater percentage of lumber containing sapwood dictated by the nature of the changing resource. Sapwood with the ability of semi-transparent stains to accent, mute, or virtually eliminate contrast is acceptable for a majority of redwood uses and is even experiencing a growing preference for its striking appearance in siding and paneling.

The new harvest will also manifest itself in an increased percentage of grades containing knots. In the past few years, there has been a growing trend in the demand for rustic, knotty finish material for both residential and commercial application. Until the advent of the new generation redwood tree with its tighter knot characteristics, redwood was unable to supply a competitive rustic product in volume.

There are many plus factors in the new generation grades. In addition to kiln dried knotty rustic finish grades, a greater percentage of construction grades and garden heart will be air dried. Drying of redwood before shipping becomes increasingly important as freight rates continue to escalate. In addition, dry redwood yards better, performs better, and looks better on the job.

Applied in place, the new generation redwood is scarcely discernible from the old and there is no appreciable difference in the performance of the new wood. In fact, there is no way to determine which is which and among the physical properties that count most-stability, weatherability, workability, fire resistance-we find the new generation measures up very well.

In summary, the news in redwood is high in promise and potential for a number of reasons:

(1) A steady future supply of redwood is assured by scientific forestry practices within the industry.

(2) The latest in lumber process-

The Merchant Magazlno ing equipment will help keep costs at the lowest possible level.

(3) The total volume of redwood will be greater than ever before.

(4) The product mix will provide plenty of clear grades for prestige architectural uses plus new kiln dried knotty grades for rustic finish exteriors and interiors.

(5) There will be more garden grades to meet the growing popularity of deck and garden structures with more of the grades being seasoned to save freight costs and to upgrade product quality and performance.

(6) There will be more stock run to inventory to provide faster response to customer orders.

(7) There will be more flexibility and faster response in adjusting production schedules to market changes.

MY MAIN BUSINESS IS:

INTI]RNATIONAI, TltAilli t;t|NSUIJANTS

CONFIDENTIAL NEWSLETTER ON IMPORTED WOOD PRODUCTS

UK RFTAIL

(U.S.A. HOI'E CENTERS _ CALLED D.I.Y. STMES -- BIG ONES 2O,OOO SOTJARE FEET AND t.P -- STPERSTORES ) MARKET GROWII.IG RAPIDLY WITH SOi4E MAJOR PI.E}LIC COT"PANIES PLIAIGING IN. T,< RETAILER5 CAN VISIT U.S.A. STffiES AND EXHIBITIONS AND AVOID MANY OF OTR GROWING MISTAKES.

MAI'jY OF Tf€ NEw STPERSTORES lt€RE SOPHISTICATED THAN U.S.A. WITH FOJR OR FIVE FU-L KITCHENS ON DISPLAY FROM ftNEE COU.ITRIES (COMIVION MARKET ) .

USA RETAIL REMODEL

STILL GROWING _ MAY EXCEED NEW FOTJSE CONSTRUCTION EXPENOITURES BY 1985. AVERAGE GROWTH 11: PER ATt.lurl. 1995 RETAIL SALES VALUES MAY BE I€AR $IOO BILLIS{.

UK PLYWOOD

LARGE QUANTITIES IN BOI.D IN U.K. AWAITII.IG JAI.JTJARY IST DUTY FREE PI-US VESSELS SAILING IS CHO<ING TIIE MARKET: RAPIDLY INCREASED INTEREST RATES HAVE TI-EREFORE SLOWED DOWN zuYING DRAMATICALLY.

SMUCCLE OUT

II3ST PI.E}LICITY IS GIVEN TO @ODS THAT ARE SI'4iJGGLEF-INTO A COLI.ITRY: WITH THAILAIO BAN ON TI-€ EXPORT OF TEAK LI..ITIE}ER, TWO FISHERMEN WERE CAIJGHT SMI'GGLING 48MEF OF TEAK LUMBER

TAIWAN PLYWOOD MILLS CLOSE

THE EFFECTS OF INDOI.IESIAN LOG FXPORT RESTRICTIONS ARE IDW TAKING EFFECT WITH FOIfi MILLS IN TAIWAN CLOSED AhD No PLANS TO RE-OPEN.

LOCS UP 2G257U

LOGS i.IOW J725/I4O PER CUBIC METER FOB WITH FREI+IT RANGII.IG BETWEEN S2O/3O DEPENDING'JPON DESTINATIS.|.

THIS PARTLY Dtf TO BAD WEATHER AND t€ INVENTORIES: BUYERS EXTREI'4ELY r.ERVS.JS AS TO WHETHER THESE PRICES WILL HOLD.

PHILIPPINE LOC EXPORT

AFTER MANY YEARS OF CONTIMJALLY TALKING ABOUT LOG EXPORT REDTJCTIO{S PEVING TOWARD A LOG EXPORT BAN, THE NEU{ MINISTER G NATLRAL RESOIJRCES MAY ENCOURAGE LOG EXPORTS IN 1982.

MAINLAND CHINA PLYWOOD MPORTS

OIJANTITIES GETTIhIG LARGER: ACCURATE IIIFORMATICI.I DIFFICU-T TO GET: BEST IS RECENT TAIII{AN I5,OOOM3 (DUTY FREE TO MAINLAND CHINA) INDONESIA 40'OOOM3' TOTAL VALTJE ABOJT USD 20 MILLIOI.I.

PHILIPP]NE MASSACRE

OPERATIONS MANACfR ANO FAMILY OF EIGI.IT KILLED IN II4AJOR I{OOD PROOUCING csPs.r{o - HGR0RS:

1981 CLOSES IMPORTS UP

ALTHOTJGH WE HAVE TALKED ABOUT 198I BEING A BAD BUSINESS YEAR, TI€ TOTAL Dq-LAR VALIJE OF V{M IFFMTS INTO THE U.S.A. WILL BE I.P OVER I98O WHICH IS A SURPRISE.

SEASONS CREETINCS

BETWEEN THIS ISSI.E AND TFE NEXT THERE h'ILL BE MAI'IY CELEBRATIONS' Ai.ID WE Wq.[-D LIKE TO WISH YOU THE BEST FORI

CTfrISTMAS NEW YEAR

HAhNiXAH

LLNAR NEW YEAR

THANKS FOR YOI,R SI-PPOFT IN 1981 AND WE ARE ALL LOOKING FOR AI.I EXCELLENT T982.

Irolllt()DInTDtt COUMIINT PFIc|tr'UCT Cc'MMENT

CENER,AL MAINLAND CHINA THE ONLY THERE ALWAYS SEEM TO BE I AI IAN PI VI^JNNN MAQKtrT

UNF IN ISHED LAUAN

SUBSTANTIAL BUYER: CYCLES OF SURPRISE INTERESTING THAT BUYERS SAV]NG THE

U.K. AND EUROPE SLOW AS LARGE QUANTITIES ONI VESSELS ARR IVING.

PAPER OVERLAY MOST BUYING MARKETS OUIET WITH PR]CES MOVI[.]G THE SAME AS UNF I NISHED.

GENERAT BUYING FOR JANUARY ARRIVAL AT LOUJER DUTY LESS TI1AN A|ITICIPATED. DOOR MANUFACTURERS INVENTORIES LOW.

HARDBOARD BUSINESS OFF ABOUT 4O%:PRICES JNDICATED FOR FIRST QUARTER. FREIGHT FROM SOUTH AMERICA DOIJJN ABOUT $2.00,/N1SF DUE TO REDUCTION OF BAF (BUNKER ADJUSTN,IFNIT FACTOR).

LAUAN PRICES BUY ING CHINA

FIRI'4ED DRAT,IATICALLY MAINILY DUE TO I'/IAINLAND CHINA AND FOUR MILLS CLOSING. LOI'I GI?ADE TO I4AINLAND

3I4I4 APPROXIMATELY D1O4/1OA MSF FOB.

B iRCH CONSUMPTION DOWN WITH ALL TYPES OF BIRCII DOORSKINS FIGHTING FOP FEWER ORDERS.

SEN SMALL BUYING Ii/ITH TAIWAN FOUR PLY AROUT EIGHT PERCSNT CHEAPER THAN JAPAI{ESE THREE PLY.

HOKT.AIDO PLYWOOD

SOME PRICE DECLINES I,IJITH MILLS HURTING FORCASH FLOW

CORE U.S.A. HARD\,VOOD PLYI{OOD BUSINESS SLOW: FROM SOUTH AMERICAN DELIVERIES AT VERY INDONESIAN PRODUCTION ARRIVING.

CONTINUING DISRUPTIOI.J LO\^J PRICES: SOME NEW

VERY MIXED MARKET AND QUIET BA|{AK HEAVY U.S.A. STOCKS, AND IMPORTERS DELAYING SHIPMENTS ON EXISTING CONTRACTS, CONSEQUENTLY LlTTLE NEW QTJOTES : PRODUCTION DOWN.

GENERAL

AFI{IUAN I,4AHOGANY LITTLE ACTIVITY

MERANT]

VERY SLOVI/ BUYING, CURRENT PRICES LOOK L. IKEA BARGAIN: GETTING CLOSER TO BANAK.

I4AHIIGANY MILLS LOOKING FOR BUSINESS _ LITTLE ACTIVITY

PHILIPPINE

RAI4II.J IN SPITE OF LITTLE ACTIVITY, MILLS TRYING TO HOLD PRICFS WHICH MAKTNG EVEN LESS ACTIVITY.

SWETEI\J1A U.S.A. SLOW _ U.K. BUYING TRYING TO CCVER FOR MARCH,/APRiL WHICH RATHER FAR OUT _ SHIPPING COMPANiES TALKING FREIGHT INCREASES OF 10% JANUARY 1ST EQUAL TO ABOUT $19,/MBF.

TFA K FIRMING DOLLAR AGAINST THE GERMAN DM HAS OFFSET BURN4ESE GOVERN_ MENT PRICE INCREASE (SEE FRONT PAGE _ SMUGGLING)

GET THE BEST FROM F0lltt0ilIuTult o THE PRICIIUG GOLUM|US OIU OPPOSITE PAGE DESCBIBE+

F.O.B. ORIGIN

CHANGE FROM

PROOUCING MILLS SELLING PRICE F.O.B. VESSEL AT LOADING PORT IN COUNTRY tlF ORIGIN

LAST MONTH THE CHANGE FR(IM THIS TVI(INTH'S F.O.B. REPORTED PRICES C()MPARED TO LAST MONTH YEAR AGO

IMPRICE IMPOBTERS SELL AT

THE SAME BUT C(IMPARED T() THE SAME MONTH LAST YEAR

C0NVERTING F.0.8. WITH CURRENT IMPORT DUTY. . LATEST KN0WN OCEAN FREIGHT.MARINE INSURAi{CE.CURRENT BANK INTEREST o IMP0RTERS PR0FIT o CACULATED 0N A C0NSTANT FORMULA T(l U.S.A. NOBTH ATLANTIC PORTS . NOT A PRICE. SETTER.

F0BR0M|ITtln;

F.O.B. ORIGIN: MILL F.O.B. IOADING PORT PRICES

IMPRICE: ESTIMATED C.I.F. DUTY PAID PRICE ATI,ANTIC COST FROM IMPORTER TO NEXT LEVEL OF DISTRIBUTION

STATISTIC : rorAL AcruALLy rMpoFrED FRoM : n.TnBER 1981

HIGHLIGHTS ' ALL couNrBrEs lNro u.s.A. ouFlNG

VEFty UP TO OATE FtcUBES : PUBLISHED DUBING THE MONTH FOLLOWING ACTUAL IMPOBTATION :

DESCFIP' TIONS IN KEEPING WITH TRADE TERMINOLOGY HAVE BEEN USED TO FIT THE NEAREST

ABE rENrArrvE : FIGURES ARE TO NEAREST HUNDREDS (109.3 = 109,300)

JAPANESE MARKET

THE JAPANESE MARKET IN LAUAN PLYWOOO AND RAW MATERIALS CONTINUALLY INCREASES IN ITS INFLUENCE OF SUPPLYING SOURCES PRICES CONVERTEO TO U.S. OOLLARS AT CUFTRENT FIATES

Averaged from Indonesia, East Malaysia and the Philippines and averaged to C + F main ports per 1000 board feet Hoppus scale

the %" A.D. fir of Japan used in millions of pieces. Price averaged FOB supplyinq countries for sale to Japan $

glue line is the concrete form of Japan. Price averaged FOB supplying countries for sale to Japan $ 396.00 ltlt$l$ PRICES i??'.:'"T#:'"'.'"T,It:"'t?"'stLTIf"?issI"'Jit"";""EsE G'lvE A GooD pFilCESABENET(NODISCOUNTS)F.O.B./EXMILL; FOBEARLIESTDELIVERYOUOTEDATCLOSE

Softwood (Fir) Plywood /2"x4'x8' :4or Sply: CDUnsandod Sheathing $169.00 M.S.F. 1000 Sq. Ft. M.B.F. 1000 Board Ft. $141.80 $150.80

Lumbgr whit€ Fir z" x 4" x B'/2o' S4S Construction Grade (Max, 35% strndlrdl Published monthly by International Trade Consultants, Box 7784C,8, San Diego, Calif. 92I17, U.S.A. Available by private subscription only. Editor, Gregory Frumkin, contributors as shown. oCopyright by International Trade Consultants. All rightsreserved, reprcduction not allowed. IMPORT REPORT is a trademark of International Trade Consultants.

hear, and ask questions of, G. Hunter Bowers, Jr. Deputy Assistant Secretary of HUD for single family housing and mortgage activities, a former building material dealer.

Bowers gave the audience some straight, painful talk but with the promise of meaningf ul improvements in the future.

"Eight months ago, few people could have believed the budget cuts which have been made could be a reality," he told the dealers.

He also promised the administration is completely serious about further cuts.

The administration isnot antibuilding industry. It was a segment of the business world that gave the president a base of support and Reagan is a man who is aware of his political obligations, the HUD official noted.

The government is interested in finding a way of helping the housing industry by making it financially

possible for the buyer, especially the first-time home buyer, to get a home without being subsidized, the government official said.

Bowers is one of the leaders of a department busy making itself smaller. HUD will lose 2090 of its people next month, he said.

In another of the business sessions, Collins S. Lorimer of Lorimer & Associates, a consulting firm, offered the attending businessmen specific ways of improving profits by having an efficient yard and office.

It is possible to realize a 590 to 690 reduction in the cost of handling and storage, and $1000 in savings is worth $20,000 in new business, he told the dealers.

The former mid-west dealer showed the audience examples of types of buildings and layouts that would substantially improve their profit picture.

By analyzing equipment and personnel cost, comparing the difference in time, handling materials in efficient warehouses and in oldfashioned buildings, the expert proved a dealer cannot afford to

keep the old style sheds.

Pre-assembly of orders and having a staging area for orders can improve order shipping by 10090, he said.

Tuesday's program was kicked off by an analysis of the Northwest's economy by one of the speakers from last year's program, Dr. Kevin R. Kelly, economist, vice president and manager of corporate development and planning for the U.S. Bancorp.

Kelly painted a picture of more tough times but with the prornise of improvement for 1982. He forecast a slow improvement in the building industry during next year.

Bankers were surprised at the amount of borrowing during the past summer. His view of the phenomenon is that businessmen were borrowing from weakness; that they had done so to keep a cash flow expecting the economy to snap back.

It was this credit demand that drove the interest rates up, he explained.

Speaking of the interest rates, the (Please turn to page 45)

Ponderosa Pine

Sugar Pine

lncense Cedar

Douglas Fir

White Fir

11th Annual Sacramento Area PartY

In terms of attendance, and certainly of conviviality, one of the largest gathering of lumber people in the West each year is the annual Sacramento Area Wholesalers Party.

The last few years the event has drawn in excess of 400 peoplewhile this year's count was about 350' The lower attendance figure represented the poor level of business in the wood industry as well as a move back to the original idea behind the party. It allowed Sacramento area wholesalers to invite their mill suppliers down to the California capital city for a thank you lunch. The meeting was held again at the Red Lion Motor Inn, December 4.

Unlike previous years, no industry person was selected as "Lumberman of the Year." It was felt by the organizers that a worthy candidate had not been presented for the honor. Previous winners include Bob Bonner, California Sugar and Western Pine Agency, Sacramento, 1977; John Casey, owner-president of Sierra Mountain Mills, North San Juan, Ca., in 1978; Fred Passmore, Forest Products Marketing, Oroville, Ca., 1979; and Jack McKenzie, Old Town Moulding, Sacramento, 1980.

Market conditions were felt in other ways, including the absence of parties preceding the event, which had often been held in prior years. Observers noted that the talk was light to business, commenting that there had already been so much discussion about poor market conditions that most attending preferred other subjects.

The main organizing committee included Gary Simmen, Gabbert-Simmen Lumber Co.; Ralph Heath' California-Cascade Industries; and Bob Bonner. All three are from Sacramento firms.

Sponsors included: American River Materials; J.H' Blevins Co.; Caldwell Lumber Sales; California BuildersSupply; California-Cascade Industries; California Sugar and Western Pine Agency; Dier Lumber Company; Ensworth Forest Products; Gabbert-Simmen Lumber, Inc.; Georgia-Pacific; Hedlund Lumber Sales; J.E. Higgins Lumber Co.; Louisiana-Pacific-Rocklin; North Sierra Forest Products; North Star Lumber Co.; Old Town Lumber & Millwork; Pooser Lumber Co.; Ridgewood Sacramento, Inc.; Siskiyou Forest Products; Stockton Wholesale; Sunrise Forest Products; Trinity Forest Products; Waldron Forest Products; Western Woods, Inc.; Whittaker Forest Products; and Rocklin Forest Products.

Our quality is great, Our service is good, This is the place You should buy Yourwood...

Lemmie C. Morewood Consulting PhD.

S0UTH PACIFIC varns enlertained Black Bart Hoo Hoo Club members at a recent meeting in Cloverdale, Ca., when Bob Jensen showed slides of his 1% year sailing voyage. Among the 47 attending were (l to r)John Edgar,-Alvin Lyly, Roy Nielsen, Dave Damon, Jensen, and John Mayfield.

*Phact Director

The Merchant Magazlne

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Virgil Nesbitt is enjoying the leisure of retirement from his v.p. post at Eel River Saw Mills, Fortuna, Ca.

Sydney Thompson is the new general mgr. of Kelleher Moulding Sales Co, Rancho Cucamonga, Ca., according to Harry Lyon.

Jim Rams€y, Georgia-Pacific, Ft. Bragg, Ca., recently vacationed in Washington State.

Larry Holquin is the new sales mgr. at H & MWholesale Lumber Co., Rancho Cucamonga, Ca,, according to Ed Feduniw, owner.

Rick Kellso, Andersonia Forest Products, Medford, Or., has been in So. Ca. repping Croman Corp. lumber sales for the McGrew Bros. Sawmill, Ashland, Or.

Bill Cressey, DMK-Pacific, Prairie Village, Ks., and his wife are visiting their son, Sliip, Simpson Building Supply, Santa Clara, Ca., and daughter-in-law.

Richard A. Good has been promoted to director of financial communications for Georgia-Pacific Corp., Portland, Or., succeeding Henry T. Stanley who has left the company, according to Stephen X. Jackson, v.p. for advertising and public relations.

Hal Smith has joined the sales team at Rygel Lumber Sales, Newport Beach, Ca., according to Clint Rygel.

Oscar Furnes recently joined Fremont Forest Products, Whittier, Ca., in industrial sales, according to Coqrad Singsaas mgr. of Fremont's industrial div.

Robert N. Rasmus has been elected chairman of Masonite Corp. with William J. White succeeding him as pres. of the company.

Dave Lewis has been named mgr. of the 84 Lumber Co. store in Colton, Ca.

Pete Rasmussen is working out of Medford, Or. as a trader for MaywoodAnderson Forest Products, Eugene, Or.

Bob Forward has left Brand S Corp., Corvallis, Or., to become national advertising mgr. of Virtue Mogazine. Clay Donne and Don Nelson will continue to handle plywood and stud sales, according to Richard D. Procarione, v.p.-plywood.

John White has been promoted to marketing mgr.-panel products/ doors, Simpson Timber Co., Seattle, Wa., to replace William Ruddick who is now gen. mgr.-distribution, according to Thomas Ingham, v.p.-marketing.

Jerty DeCou, DeCou Lumber Co', Atascadero, Ca., Ray Louvier, Louvier Finish & Supply, Costa Mesa, Ca., and Ted Gllbert, Product Sales Co., Orange, Ca., were recently pigeon hunting in the Atascadero atea.

Leo Jordan, sales mgr., Hudson Lumber Co., Anderson, Ca., hasbeen on a So. Ca. sales triP.

John E. Fox, Arkansas Oak Flooring Co., Pine Bluff, Ar.' is the new Pres. of the National Oak Flooring Manufacturers Association; lVahl' dean Brunson, Thomson Oak Flooring Co., Thomson, Ga., v.p.; George E. Kelly, managing director, sec.-treas. Curtis Carter, Masonite Corp., Stuart, Va.; Tom M. Cathe , Memphis Hardwood Flooring Co., Memphis, Tn., and Grant Zckgraf, Zickgraf Hardwood Co., Franklin, N.C., were elected directors.

Ben leany has joined the sales team at Western Wood, Inc., Chico, Ca., according to Rick Richter.

Ray Lizotte, R & L Wood Products, Grass Valley, Ca., got in a trip to Yakima, Wa., while Doug Lashmett held down the fort.

Bruce Norlie, Norfield Sales and Service, Chico, Ca., has been in Dallas, Tx., and Miami, Fl., on co. business.

Terry Kuehl, Siena Pacific Industries, Redding, Ca., enjoyed a vacation at Happy Camp, Ca.

BobRlggs,California Western Wholesale, Pleasanton, Ca., has been in Baltimore, Md., and Red Lion, Pa', on Yorktowne cabinet business.

Jim Hammer is now head of Miller Forest Products, Inc., the lumber div' of Miller Shingle, Granite Falls,Wa.

Mike Parli, Clint Colby' Max Corning' Tom Catlow, Knollwood Corp.; Gor' don Martin, Ray TruJillo' Bob Hass' Martin Forest Products; Bud Brun' ner, Tali-Pak; Dave LeBeck, LeBeck Forest Products, and Marion Wrrd' Wardwood, were among those attending the first annual Lumbermen's Christmas party at Larkfield (Santa Rosa), Ca.

Dave Yeazell has joined the wholesale div., Timber Product Sales Co., Springfield, Or., according to Gary Leeper, sales mgr.

Frank Bua has been promoted to mgr. at the 84 Lumber Co. store Riverside,Ca.

Roger S. Eklund has been appointed general sales mgr. and Norman E. Hascall, mgr, of product research and development at The Nicolai Co., Portland, Or,, as announced by Richard S. Reiten, pres.

Joseph J. Petrino, a corporate v.p. of Pay 'n Save, Seattle, Wa., has retired after 34 years with the corp.

Xen Rainey, Setzer Forest Products, Sacramento, Ca., is back from a Minnesota jaunt.

Ron Dybss has joined Inland Forest Products of Clarkston, Wa.' and has opened a sales office in Fremont, Ca. Bob McBride, J.H.Baxter & Co.,is back in Eugene, Or., after a Denver, Co., sales safari.

Jay Dougery has been Promoted from mgr. of direct sales in Eugene' Or., for Champion International to area mgr. in Boston, Ma., with Mike Beard taking over in Eugene with George Hewitt promoted to zone sales mgr.

Darrell Whitsell is now in industrial sales at Olympic Cascade Corp., Eugene.

Mike O'Malley, O'Malley CorP., Phoenix, Az., and his wife, Teri, are celebrating the arrival of their first born, Erin Michelle, on Dec. 13, weighing 7 lbs. 4 oz. and measuring 19% inches.

Gene Wolovele, pres., Idaco Engineering, Oakland, Ca., recentlY got in some vacation time.

Lorne Green was recentlY in Dietel Lumber Co., Burbank, Ca. filming a segment of Code Red, a new tv series, reports B€tty D. Moore, Pres. of Dietel.

Nelson Sembach has joined the team at All-Coast Lumber Co., Chino, Ca., according to Daryl Bond, Pres.

Larry Stevens has joined CaliforniaWestern Wholesale, Pleasanton, Ca., as a sales rep for the San Francisco Bay area, according to Bob Riggs.

Jack Munds is the new mgr. of the Diamond International Corp. lumber and building materials store, Springfield, Or.

Scott Fairchild is branch mgr. of the Reno, Nv., operations of Palmer G. Lewis Co., Inc. with the retirement of Les Hayes who will continue to help out a few days a week.

Al Bell, Jr., retired lumberman, past pres. of NAWLA and publisher emeritus of The Merchant Magazine, has been elected an emeritus member of the Forest History Society.

Bob Briand has been named district mgr. for the Pacific Northwest turf sales region of the Rain Bird Sprinkler Mfg. Corp., Glendora, Ca., according to Ed Shoemaker' director of turf sales and marketing.

Jim Moss has joined the sales staff at the Ed Fountain Lumber Co., Los Angeles, Ca., according to Ed Fountain, Jr.

Scot Williams has been named co-mgr. of the 84 lumber outlet at Salt Lake City, Ut.

Hugh Mungus and Freddy Fungus' Mungus-Fungus Forest Products, Climax, Nv., are forecasting that they expect 2x4s to reach new dimensions in 1982.

${ffitttso)$ $;'T, ffi,

PACIFIC NW MEET

(Continued from page 39)

economist predicted the prime rate would be in the l49o range early next year. There also should be a very slow recovery, beginning the first part of the year.

A panel headed by William Fishman, president, Bill Fishman & Affiliates, a marketing services company, San Diego Ca., examined numerous marketing problems and developed a number of answers for WBMA members.

Robert Jacobsen, Lloyd Lumber Co., Inc, Nampa, Id., and Joe Orem, co-owner, Bellingham Sash & Door Co., Bellingham, Wa., were the Northwest panel members. Much of the discussion had to do with meeting or beating competition with the mass merchandisers. One of the important ways of beating such competition is maintaining an image as a dealer in quality lumber with an extensive inventory, according to Fishman. The retailing giants can't and won't try to compete on this level.

Neither will they have the quality employee found in the locallyowned building materials outlets, he added.

All three members of the panel stressed the importance of offering the complete spectrum of prices on products such as panels. The dealer. should offer them everything from hardboard on up they said.

Speaking to the dealer who feels he does not want to carry the low quality products in this business, Fishman said, "You may not want to but you may have to."

What products should be displayed on the balcony of a new store? "Put up that merchandise you don't want to sell," the marketing expert told the dealers.

Jacobsen described a study made by his company that indicated even areas in a store with a low ceiling or a slight rise in the floor decreased the sales of products displayed in them. If possible, stick to a square building, he added.

"Don't put your buying mistakes on the end caps of the gondolas," Fishman advised. These are some of the best marketing areas in your store and should be used for promoting such things as seasonal items.

The convention offered a busv

and varied program for the dealer's wives that included an aerobic fitness workshop, a travel program about China and a talk by Dr. Howard R. Pyfer, M.D. on a "Prescription for the Rest of Your Life."

Teamwork Rewarded in Denver

The Weyerhaeuser Co.'s Denver, Co., customer service center is the first of the firm's 69 wood products customer service centers across the nation to receive the senior manage-

ment's "Improved Performance Award."

The award recognizes the employees' outstanding teamwork, and the unit's improved productivity in supplying lumber, plywood, paneling and other wood products to retail lumber dealers and home centers throughout the Rocky Mountain Region.

Participating in the award presentation dinner meeting on Dec. I for all the Center's employees were Paul Kay, v.p. of sales and distribution; Jim Fisher, Western zone rngr.; John Turner, district mgr. and John Else, Denver customer service center mgr.

More and more households are getting into re- modelins. And Inland Lumber wa-nts to helo.

Red Cypress is an exotic softwood comparable to clear heart redwood, in color. texture and uses.

Red Cypress is smooth on one side, ready for stains or other finishes.

Red Cvpress Tonque and Croove Reversible Wall Paneline will be a ereat addition to a livine room -wall. den oi anv

room in the house.

Each package contains over 21 sq. ft. in 1' to 4' random lengths, with easy to follow installation instructiois included.

ADDITIONAT RED.CYPRESS PRODUCTS IN STOCK

DIMENSIONS: 2 x4,2 x 6, etc.

TIMBERS: 4" and Larger.

3 CRADES: Clear, select, better and commons.

BOARDS: Rough or S4S.

ALL STOCK: Completely Air Dried.

ALL PATTERNS: Available.

CAIL US FOR SAMPTTS AND PRICE T!ST.

IIIIIIITIIIIIIIIIII II-I

NEW PRODUGTS and

selected sales aids

Rack UpSales

The Handy Rack panel is now available from American Plywood Association in conjunction with the Frofit with Pre-cut program.

Designed to encourage sales of plywood panel products to do-it-yourselfers, the rack holds panels cut to 2 x2, 2 x4, and 4 x4 sizes determined to be perfect for home projects.

Dealers can order a knock-down metal Handy Panel rack or plans for building their own rack from plyrvood and lumber. A sheli for literature provided by the American Plywood Association is an option.

Reflect on This

Modular displays showcasing fullsize sliding, bifold, three-way and walk-in mirror closet doors are available from Monarch Mirror Door Co.

Seven different display options designed ro capture buyer attentiorr in retail outlets are being offered.

The nnodular configuration allows from one-to-six display doors to be shown. The displays include complete painted wood frame, silk screening, header signs, brochure holder and free brochures. Some modules provide a choice of an island or end-cap display.

Monarch also will custom design individual modules for specific display areas. Instructions for inserting the panels are included with all displays.

The Wet Look

Luster Seal with deep penetration is a protective surface coating that waterproofs and beautifies stone, marblecrete, exposed aggregate panels and other similar masonry materials.

New from Chemstop, it is applied with airless spray for large projects, and a coromon garden sprayer for small areas. A brush or roller also can be used. It is available in qt., gal., and five gal. containers and 55 gal. drums.

The Merchant Magazine

Solar Space Heater

A new solar space heater is being introduced by Multi-Structures, Inc.

The Suntap solar hot air collector panel uses solar energy to provide space heating. Installed on any south facing wall with ordinary carpentry tools, the air-syphon-type unit can save up to 40 gallons of fuel per heating season, according to the manufacturer.

Available in 3'x 8'and 3'x6' panels with or without blower, the fully insulated panel weighs 3 lbs per sq. ft., blends with existing windows, and needs no central control system. The black, surface treated aluminum collector is covered by a tempered safety glass window to maximize absorbtivity.

Warming Trend

Effective in eliminating cold drafts, the acrylic interior window is new from Defender Energy Corp. Light weight and 18 times more impact resistant than glass, guaranteed against discoloration or yellowing, the system is available with several types of molding, including a magnetic mount for instant removal on frequently opened windows. They can be cut to fit any size or shape window, sliding glass door and skylight.

Portable Floodlight

From RAB Electric Mfg. Co., a new outdoor floodlight, the portable Lil Tuffy, is molded of a black plastic that reportedly won't chip, peel or fade.

The housing is shock-proof and

UL listed for use in wet locations. It is available in a kit with prewired 6 ft. cord & plug, stake, either cast or stamped wall mounting plate, lip gasket and hardware.

Kits come packaged in 2-color shelf display boxes or carded for doit-yourself merchandising.

FREE READER SERVICE

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

More Light For Less

A new retrofit lens for fluorescent fixtures that is said to provide better lighting quality with lower energy costs is from the Holophane Division of Johns-Manville Sales Corp.

Retro-Lens, which fits most grid type non-air supply 2 x 4 fixtures, incorporates the Refractive Grid lens, an injection-molded lens comprised of precisely formed hemispherical refractive elements which transmit the downward light while intercepting potential glare rays and redirecting them into useful work areas.

The improved lighting furnished by the replacement lens reportedly allows the disconnection of two lamps and their ballast in a typical 4-lamp, 40W fluorescent fixture.

Hands Off

A desoldering pump that can be operated with one hand without external power has been introduced by the Ungar Division of Eldon Industries.

Made of anodized aluminum with a replaceable self-cleaning, no-clog teflon tip, it is useful for hobbyists, do-it-yourselfers and small repair shops.

It's On the Level

Magnetic torpedo levels and 18" magnetic levels from Malco fit most tool boxes.

Both feature a magnetic strip that is matched to the milled aluminum gauging surface to insure professional accuracy and exceptional holding power. Three large, easy-toread, yellow vialsplumb,45 o and level top read center vial give information.

Torpedo levels are constructed around a duplex milled internal aluminum frame with cycolac end plates and will withstand shock or abuse. The 9" length plus a grooved gauging surface opposite magnetic strip side makes it useful on pipe and conduit.

The 18" levels are constructed from a l" x 2 l/8" extruded aluminum I-beam frame, heat treated and milled on both gauging

lmage Maker

Carver Tripp is introducing new packaging designed to attract the consumer and increase recognition and brand awareness of its wood stains and finishes.

The contemporary logo is designed in red, blue and green to stand out on the dealer shelf.

surfaces. Dust proof, protective vial covers are fastened with screws to facilitate easy adjustment or replacement. Construction design features one multi-directional vial which can be removed and replaced in a level, plumb or 45 o position.

Window Cover

AFCO Industries, Inc., has introduced the Windowlator, a system for saving energy through the use of interior window covers.

Of crystal clear glazing sheets with self-adhering vinyl mouldings, the cover is available in two assortments and open stock programs. Also available is a self-selling rack with descriptive "how-to" literature.

Concrete Patches

Speed Crete Deep Patch can be used for cracks and holes in masonry surfaces greater thanl/2" in depth.

A fast-setting, ready-to-use material, it reportedly does not require the building up of layers. It is available in 20 lb. and 50Ib. pails and in 50Ib. multi-wall bags fromTamms Industries Co.

In addition, the company has introduced an expansive marketing program entitled "You're Looking Like a Million." Veteran television actor and M*AIS*H* co-star Harry Morgan will be a corporate spokesman in consumer and trade media, merchandising and point of sale material.

Consumer advertising in magazines and television is planned. Additional elements of the marketing program will include a l6-p. Complete Guide to Staining and Finishing featuring a step-by-step orientation on how to stain and finish wood products; a special packet including wood projects with blueprints, howto instructions and a woodworking apron; and a $75,000 Home Improvement Sweepstakes.

Reversible Door Hinge

Reversible door hinges for cupboards and doors, manufactured by Lichtenberger Uni-Products Co. Pty. Ltd., Australia, are available from Intertrade Pty. Ltd.

The hinge used on flush, frame or rebated doors is made of zinc alloy in chrome, brass or bronze finish. Butts are 2 in., 3 in., and 4 in.

The reversible pivot hinge, suitable for house doors or any heavy doors, is adjusted for right-hand and lefthand opening. It is made in zinc alloy and pressed steel.

Heaton Call

A microelectronic setback thermostat from Johnson Controls automatically raises or lowers home temperatures up to four times a day in accordance with family activities.

The digital clock thermostat is controlled by a single tiny microprocessor. Slide selectors set the desired day and night temperatures and the times automatic temperature changes are desired. A separate on-off button for each day lets the homeowner skip the temperature changes to maintain constant levels on any day or combination of days.

A digital clock continuously displays time, room temperature and day of week. There is a backup bat-

tery power system in event of electric power failure.

Designed to control residential gas, oil and electric forced air, hot water, and steam systems for heating as well as central air conditionins systems for cooling, the unit installi on the wall and can replace existing thermostats.

The thermostat has a suggested retail price of $99.95 and is said to qualify for a federal income tax credit of I 5 9o its total installed costs.

Waterproofing for Wood

The Chemstop Manufacturing and Sales Corporation has introduced a new type of waterproofing specifically for wood construction. A transparent chemical solution that penetrates into the wood fibers, it will not normally stain, discolor, or form a film. Surfaces can be painted, stained, or given a clear finish after treating. It effectively seals in natural oils and resins to help prevent drying, splitting, and grainraising. Because moisture does not readily penetrate the wood, dry rot and other fungi are largely eliminated.

Application isby either airless spray, roller, or brush. Available in qts., gal., and 5-gal. containers.

JobSecurity

Federal Industries has a new rubber strapping in 200 ft. rolls with 80 metal hooks allowing the user to make the proper length of strapping needed for tie-down and containment jobs.

To make a strap, the user cuts the length required and threads each end through a friction-holding metal hook. The strapping measures 3/4" wide by 3/16" thick.

ConnectorSystem

Medalist Redi-Bolt has developed a connector system for home projects using round or square tubes with diameters of 3/4" ,l" or I l/4"

Called the TubeWorks, the system consists of a basic connector with an integral post. Additional posts are cemented and screwed to the connector as needed for each corner joint. Tubes slide over the posts.

The package includes four connectors and eight posts (enough for four corners). Additional posts are available in packages of four with necessary cement and screws included.

Hardwood from Down Under

Timber Holdings Limited is introducing several species of hardwood lumber from Western Australia for the North American building trade.

Jarrah and karri, both deep red in color, are now available from stock in flooring designs and wall panelings, long span, laminated beams, as well as reeded and smooth, and splinterless decking materials.

Also to be introduced this season are several new lumber species from New Guinea, including rosewood, black ebony, and teak.

A NewOutlook

A 90o Perma-Shield casement box bay window is the latest addition to Anderson Corp.'s line of windows and gliding patio doors.

The new unit, available in white or Terratone, offers removable grilles, insect screens and triple-glazing. Size variations range from 3', 4' or 5' heights in sizes to fit rough openings of 4' 2" or 6' l-7/8".

A 30 " and a 45 o angle bay are also available. All three units have Perma-Shield casement windows with double-pane insulating glass and vinyl-sheathing over preserva-

tive-treated wood core sash and frame as standard.

Andersen also is introducing a triple-pane insulating glass option for all awning and casement units. In addition, the gliding patio door now has a right-hand opening option in the replacement size available.

FREE READER SERVICE

For more inlormation 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 taster! Many thanks!

Up, Up,andAwayShell

The new MicroMate, a combination microwave shelf and range hood, is from Broan Mfg. Co., Inc. Designed to eliminate the problem of microwave ovens taking up counter space, it takes the appliance off the counter and puts it over the range with range hood features. The unit may be decorated with

matching wood mouldings, cabinet doors or vinyl wall coverings. Stovetop lighting is provided by a standard 20-watt fluorescent tube. Controls are flush-mounted.

The MicroMate has a dual centrifugal blower, capable of delivering 300 cu. ft. of air per minute. Solidstate memory controls allow the user to pre-set the infinite-speed slide control so that the blower automatically returns to the desired speed when turned on.

The Broan Heat Sentry detects excess range heat and automatically turns the blower to high speed to protect the heat-sensitive microwave from possible damage. When the temperature returns to normal, it automatically shuts the blower off or returns it to its original setting.

S,;1"* A*px,ffirk,, e,.

We're manufacturers of cedar products, K.D. or P.A.D.; selected #3 & better, #2 & better common. We can offer selected stock for #3 common price. Try usl

The range hood can be installed ductfree or ducted to the outside. It has twin, dishwasher-safe aluminum filters or, in ductfree installations, twin activated charcoal filters. WP4

We are manufacturers and sell wholesale ONLY

Through the Ceiling

A preassembled register unit which sets into a2 x2 T-Bar ceiling system for attachment of the duct is available from the Lima Register Co. It provides adjustment of damper and directional air deflectors through the perforated face after it has been installed.

Constructed with high density fiberglas to eliminate condensation and absorb sound, it has aperforated face of rust resistant electrodeposition coated steel.

Supply, return-air, dampered, and non-dampered models are available.

Shower Power

The Swan Corp. now has a shower surround product for builders, contractors or consumers.

Known as Showerwal, this system is manufactured of press-molded fiberglass with a baked-on polyurethane coating. Suited for both remodeling and new construction, it is packed, knocked down, in a corrugated carton with all materials needed for installation.

Showerwal adjusts to fit shower base sizes from 30" x 30" up to and including 36" x 36". In addition, an optional extension panel fits areas up to 36" x 60". The system reportedly installs in an hour using only a drill and caulking gun.

An in-store merchandiser is available to stocking dealers.

Pe rf ormance G uaranteed MacMillan Bloedel Building

Materials have a new Aspenite waferboard underlayment panel that they back up with a written guarantee.

Panels, when handled and installed as floor underlayment in accordance with instructions set out in their application brochure, are

guaranteed to hold floor covering adhesives firmly; not warp, buckle or

delaminate; not cause cracking of the floor covering, or nail popping; not split or crack on nailing or stapling.

"Thisis our 19th year of serving you and we look forward to many, many more."

pine sugar pine cedar whlte fir douglas flr

Adaptable Frame.Up

By Benchmark, the Adjusta-Fit concept of a 2-piece steel frame is new for entrance systems.

It provides a single pre-hangable jamb and closure units to cover the range from 4 l/8" to 7 " wall thickness. After the pre-hung steel frame is installed and shimmed from the interior, the closure unit slips around the jamb edge from the exterior with a l/2" adjusting depth.

The system allows interior and exterior wall sheathing to be installed after the frame is in place.

The total energy-saving package has magnetic and compression weatherstripping for a refrigerator- like seal, plus thermal barrier threshold. The pre-finished frame may be pre-hung with any style of pre-finished Benchmark insulated steel door.

Window Trim Kit

The Swan Corp. is marketing an adjustable, three-piece trim system for the window sillwithin the bathtub alcove area.

Designed to go with their fiberglass tub surround, the Tubwal, it reportedly will work with any other surround material.

Compression molded of fiberglass, the horizontal sill section has a ribbed bottom for water run-off while the vertical jamb sections have an interlocking design for a watertight fit. The system is equally suited for new construction and remodeling.

Mastic, caulk and pressure sensitive tape are included with the kit which comes in white.

WaterChaser

New display packaging of a special faucet kit with the Model-H-100 water filter is from Everpure, Inc.

The styrofoam box has a clear plastic outer wrapping that makes it effective for shelf merchandising.

The point-of-use water filter

reportedly removes tastes, odors and particulate impurities as small as l/25,0ffith of an inch. It is an additional sink-mounted faucet that offers a choice between bottled-quality drinking and cooking water and ordinary tap water used for utility purposes.

4&$ {:F

Reversible Pliers

A newly developed retaining ring pliers from Sunbelt Industries offers twelve different pliers in one by utilizing interchangeable, reversible heads.

The complete set, a handle and six heads, is capable of fitting internal and external retaining rings with shaft/housing diameters of up to 2 3/8" or 6O mm.

Opening the lock on the head, revolving the head 180 o and reattaching it to the pliers, converts an internal to an external pliers for any ofthe six heads. Also available in a larger size to handle retaining rings from 1.6" to 4" in diameter, the pliers has a nickel plated finish, black finish heads, plastic insulation on the handles, and a compact storage case.

Daylight Stretcher

Lite-Span from Malco Products is a new temporary lighting system suited for the job site and indoor or outdoor applications where lighting is a problem.

Lampholders spaced at l0 ft. intervals are available in 50 ft. (5 lamp) or 100 ft. (l0lamp) lengths. Heavy duty l2 gauge conductor cable allows them to be interconnected.

Scent to do the Job

Vaportek, Inc. has introduced a compact disposable odor neutralizer, Odo-Raser.

Housed in a polypropylene container, the unit is activated by easy, adjustable controls. It emits a nontoxic neutralizing vapor for use in small rooms, vehicles, closets and lockers.

Passive Solar Door

The Atrium Door, an all wood swinging patio door system, is now available in 8' tall units for passive solar use.

With approximately l39o more glass area in the door to permit increased sunlight penetration in passive solar applications, they are available in a variety of combinations of swinging door and fixed coordinate panels as well as single door units and coordinate units. Constructed of all natural woods.

the frame, jambs and headers are built of edge-glued ponderosa pine. The sill is of edge-glued red oak.

The doors are hung on five commercial grade hinges. A heavy duty tubular extruded aluminum screen rolls on stainless steel ball-bearing rollers top and bottom.

Each door comes complete with installed weather-stripping, aluminum screen, dead bolt/lever system and keys and all necessary hardware. Removable wooden grills are optional.

RIIIil|I nar*spciarisrs! illlfHil ";uflxx tnfrtlsplru"ffi

FINCH FEEDER, designed for one of America's most abundant bird species, has small feeding holes to discourage larger, marauding birds. With tinted sides and easy to assemble parls including a snapon cap that makes it easy to load, the feeder holds two pounds of seed. A hanging cord is included in each four-color, UP0-coded package, packaged six to a shelf pack carton, Suggested retail price is $7.49 lrom Fiubberrnard.

gewalWlnlraalaLurrrbp,r

FREE READER SERYICE

For more information on New Producls and New Literature. wrile The Merchant Magazine, 4500 Campus Dr., Suite 480, Newporl Beach, Ca. 92660. Please mention issue date and page number so w6 can procoss your requesl faster! Many lhanks!

Solar Hose

A new, internally ribbed silicone solar hose for collector-to-collector connections between headers is being introduced by Chase-Walton Elastomers, Inc.

Creating a permanent expansion joint between flat bed solar collector headers, it prevents leaks caused by thermal expansion/contraction fatigue.

OnTopof OldSmokey

D-Soot, a combustion catalyst compound which eliminates creosote and soot buildup in furnaces, stoves and fireplaces, is available from Vigilant Products Co. to be used with oil, wood or coal burning units.

A combination of catalytic "gravel-like" materials to prevent buildup of soot and creosote and reduce the risk of chimney fires, it is applied by sprinkling directly onto

coals or low fire a few times a week. Its non-corrosive properties reportedly will not harm metal flues or stoves.

GREEN or DRY o DIRECT M|LL SHIPMENTS LCL o CARGO o

RAIL r TRUCK & TRATLER o

PRESSURE TREATED LUMBER Yard & Olflces: End of Airport Rd. P.O. Box 723, Uklah, Ca. 95482 Phone CORDES LANGLEY, ROGER HOWARD:

is the PROFESSI0NA['S Att PURP(lSE PI-ASTIC Boat builders, furniture makers, cabinet makers, etc. haie found it the one sure answer to correcting wood defects, filling wood cracks, gouges, covering countersunk nails and screws. -

Can be used under Fiber 0lass! @& Keaoy Io use rgnt out or Ine can, famowood! eiiJiil,',iij,Pl:Lir-'l';i'.1'Ii,ilili.1li'j M

quickly; won't shrink; takes spirit stains, and will not gum up sander. Waterproof and weatherproof when properly applied. -&

colors

New display rack for Triple Shell Brackets by Sterling Hardware includes actual mounted sample to allow do-it-vourselJ consumer to feel bracket's rigidity when installed. ColorJul sign shows applications in garages and in basements with concrete walls.

FLOORING SALES

(Continued from page 8)

ton, and the flooring rolls parade in a circle, rotisserie-like, for customer inspection and selection.

The salesperson unwinds the chosen pattern like 12' wide ribbon from a giant spool, measures off the amount needed, cuts it with a cutting bar built into the machine, then rerolls the material for customer take-home.

Loading the FloorMaster also takes only one person. The crankoperated lift cart that comes with the machine cradles the roll up and onto the machine. "It's a beautiful little thingone man can do it, " Thomas says of the cart and its handling.

By contrast, loading of the store's old seven-roll rack with a forklift required three men and a wide

customer-free aisle. "With customers all over the place, it used to get a little rough, " Thomas recalls, and for this reason he also considers the FloorMaster a safety plus.

The unit comes equipped with a cutting bar, but a special mechanical cutter is available as an option. All American began leasing one of these ayear ago. Here's how it works:

o Parked in an unobtrusive place, the cutter is rolled in front of the FloorMaster when needed.

o Like roll film in a camera, a bit of the flooring is fed into the cutter and unwound from the FloorMaster by means of a crank.

. A counter on the cutter measures the exact amount of material being parceled out.

The Merchant Magazino

r The material is cut by gliding a wheeled, guided circular blade across it.

o Finally, the purchased roll of flooring is wrapped with paper from a dispenser attached to the cutter.

Again, it takes only one salesperson to perform all these steps.

Best of all, the FloorMaster acts as a traffic magnet. "A lot of customers come in just to see it," says Thomas.

It's no wonder, then, that he's only halfjoking when he warns, "If anyone tries to take it away from me, he's going to have a long, hard fight on his hands."

We are indebted to Armstrong World Industries, Inc. .for allowing us to use this material which first appeared in their pub I icat io n, Logic- ed.

CUSTOM REMAN U FACTU RING

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

MANAGEMENT CONFERENCE

(Continued from page l2) affect a loan.

He said that the applicant must sell the banker on both himself and the desirability of the loan. Most important factors in a loan to the banker, White noted, were amount, duration, repayment schedule, security for the loan and alternate repayment sources if needed.

On avoiding giving personal guarantees to a banker to secure a company loan, White said that sometimes it is possible to (a) say it's against company policy or (b) suggest the banker explain it to your wife "who gets hysterical when personal guarantees are mentioned." He counseled to ask up front as to when an individual can get offthe personal guarantee and to get in writing the criteria for removal.

A panel discussion held that afternoon, November 12, was peopled with four persons who work through their company with the industry. Leading off was Al Silver of Industrial Indemnity Insurance Co., who told how accurate reporting of assets was essential for correct coverage.

Irma Leen, Bayly, Martin & Fay, urged a review of personal insurance so that valuable items and collections can be added to a specific schedule to assure that they have adequate coverage in case of loss.

Dave Barry, also with Bayly, Martin & Fay, reviewed liability insurance, noting that Southern California has more law suits than anywhere else for liability claims. Even contracts can create situations where a company or an individual becomes liable for damages.

Wrap up panelist Carl Weber,

Cypress Insurance, explained how experience modification could save money by showing that a company had a safe record, few or no claims and that as a result premiums could be lowered. Workman's Compensation dividends are another way of getting money back from your insurance carrier, he observed.

Next morning Max Resnick, a home builder and developer, told how he, with other builders in the San Fernando Valley, had joined together to try and stimulate home sales and fight the current depression in home building.

Resnick claimed that 30 year mortgages at from9Vz0/o to l3q0 interest were currently available but that buyers were no longer looking as the press had given the impression money at such favorable rates was no longer available.

(Please turn to page 59)

American trEiEE & FEanerfcrcfer ringr, Hsec.

REMODELLED STORE

(Continued from page 1 1 )

was reworked for better visibility and customer contact. The cashier and salespeople sit at a 40 ft. counter. Their area is elevated, enabling eye-to-eye contact with customers standing on the other side of the counter. Traffic flow is greatly improved with the new counter area and the cashier at the exit. A new, glassed-in office is also elevated so Parsons and sales manager Mike Farage can see throughout the store.

A 3 ft. high adobe brick wainscot wall was added to the exterior of the building for flood protection. This precaution was taken because the building flooded twice in recent

history, the more recent of which, in 1973, caused some $50,000 damage. Each doorway is also equipPed with flood gates to further Protect the store.

An early West facade highlights the front elevation, reminiscent of San Luis Mill and Lumber's history. Redwood siding stained light gray is accented by dark brown and bluegreeh trim and large corbel brackets. The entire building is now sprinklered for fire protection and brought up to current energy standards. The entrance was relocated to conform with city street widening efforts as well as to provide additional parking in front of the new entrance.

The structure housing the mill, built in 1883, still stands although 20 ft. of the building was choPPed

The Merchant Magazine

off for street widening. A new facade was added which follows the same theme as the store. The mill is used for cutting specialty moldings and sidings, surfacing, special order milling and building special order cabinets.

"The remodel added room' Protection, and aesthetics," Roy Parsons summed up. And if the open house was any indication, San Luis Obispo residents like the changes very well.

TLC for Company Car Fleet

Insure tender loving care for company cars by offering them first to the employees driving them when it is time to sell.

Old Grorrth Douglas Fir

Sales Mgr. Ted Barnes

Phone: (503) 874-2236 P.O. Box 7 Riddle, Oregon 97469

(Continued from page 57)

Economist Dr. "Rusty" Rostvold, a popular Los Angeles tv commentator on money matters, described how the world of finances had changed in the 1980s and what other developments might occur during this decade.

The five new forces of the '80s, he claimed, will be (l) double digit inflation, (2) double digit interest rates, (3) escalating energy costs, (4) escalating taxes, and (5) scarcity of resources and tangibles. What to expect in the '80s included more inflation; high interest rates; several recessions; tight money credit; chronic capital shortages; escalating energy costs; U.S. dependency on the world economy; a shift from money to items with intrinsic value; ill-timed monetary and fiscal policies; and more government.

He said personal investment strategies should: hedge inflation; minimize taxes; protect real estate; and maximize return on investment while minimizing risks. He stressed the importance of liquidity, long term debt and "things."

Dr. Rostvold's personal investment portfolio is broken down into 25s/o real estate, 4590 collectibles, l59o common stocks, l09o bonds and 590 "mad money."

He foresees no quick recovery from this reccession. The turn around will occur when the public begins to spend its money, he said.

A panel discussion followed, manned by members of Second Growth, an under-35 year old group that is part of LASC. Mark Lofland of Capital Lumber reviewed the effects of the rising cost of money and said that three of the most important

(Please turn to page 62)

STEWART HARDWOOD LUMBER CO., INC. (209) 826.6544

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

ll Ar we observe our second anniversary, we extend sincere thanks to our customers and friends.

Altvantages Aduertising system

GOLDEN ERA AHEAD

Your editorial "A Steely Resolve" in a recent issue (Nov., p. 6) of The Merchant was well spoken.

There have been tough times in the past that many of us have experienced in this industry of ours. We have been going through some reduced business activity these past months, to say the least, and are probably facing even lower sales volume well into next year.

You have reminded us that if we are to see it through to the inevitable "golden era," perseverance, adaptability to new ideas and change and plain old fashioned resourcefulness will be our ultimate salvation.

My congratulations to you again in publishing a first rate magazine. What a void in our industry there would be without it.

Russell P. Fritchey Palm Ave. Lumber 829 Palm Ave. Alhambra. Ca. 91803

KOA ALOHA

We sure appreciate the swell job that you and your staff did on the recent article about Koa (October issue, pp. 8 & 9). It was a very flattering review of our operation. I just hope that we can live up to the nice things that you said about us.

Many thanks for a job well done.

Glennon D. Mueller President

Campbell-Burns Wood Products Co.. Inc 50 Kukila Street, Hilo, Hl.

WE'RE UP IN THE ROCKIES

Complacency seems to be the order of the day in many instances and we need more of the positive acumen in our business and social relationships.

We have a small organization in the Rocky Mountain area, A.R.M. (Associated Representatives of Manufacturers) interested in displaying their wares at small Mini-Home Shows in rural areas. Colorado enjoys a much better business climate than most of the states in the Union but it has been slow in many categories. Nevertheless, a good percentage of the fraternity embrace the sour and lugubrious attitude you refer to in your commentary. (See editorial, Nov., p. 6) The small letter, calendar and show

schedule I make up each month recently had the following paragraph inserted: "Advertising has been arranged for each of the towns and there should be a big turnout at each location. We have had 350-500 in attendance at many of our shows in the past and with just a little effort on all our parts, we could make each demonstration a bang. With business the way it is, now is the time for the big push so all of us will be in on the ground floor as the turn-a-round arrives in the near future. We in the Rocky Mountain area enjoy a good business compared to the rest of the country and together we can handle the avalanche to our advantage when it comes."

.We are one of the fortunate companies who have not suffered a great downturn in business for '81. Our corporate thinking is, and will continue to be, one of optimism and dwell on the potential rather than the disasters of the times.

We need more of your editorials!

Rei Olsen

RW Specialties, Inc.

5301 Vasquez Blvd.

Denver. Co. 80022

Forklift Repairs Risky

Fatigue crack repairs on forklifts should be done only by a manufacturer or a qualified expert. Replace-

ment of the equipment often may be advised.

In-house welding can destroy the strength of heat tempering.

(Continued I'rom page 59) factors in their business were facility, inventory and receivables. He stressed the role of people in a business, calling it number one in importance.

Jeff Thomas, Chandler Lumber,

discussing the panel's theme: "Do you want to make it happen, watch it happen or ask what happened?" said that "we can make it happen by believing it will." He said the industry had been hurt by pessimism.

Pre-cutFENCING

Thomas advised that this was a time to take advantage of the current business lull to prepare for the future.

Dennis Heet, Heet Brothers Fencing, told how his company had changed and survived shifting market conditions. "If a firm is adaptable and flexible it can cope with differing conditions by having the mind set to be flexible. " He lauded the role advertising had played in Heet Brothers'success.

Dick McArthur, Ojai Lumber, said a company must be ready to change fast and that informing the employees of changes was an important part of company flexibility. In these times, keeping an inventory in balance for customer needs was vital.

Ending the 3lst annual on a high note was a luncheon honoring the incoming and outgoing officers. A record setting dividend check of 5251,233 was presented by LASC's insurance carriers to the association to conclude the conference on an appropriately monetary note.

Service-oriented wholesaler

LeBeck Forest Products is a specialist 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 and Plywood. (707) 542-0820

Dave leBeck

Insulation'Reg' Summary

For a free copy of Highlights of FTC Home Insulation Regulations (#HIG-493), write Johns-Manville Service Center, 1601 23rd St., Denver, Co. 80216.

Folding Doors

A new catalog detailing Spacesaver solid wood folding doors and partitions in color is available free from Wood Specialty Products, Division of Shakertown Corp., 24300 W. 60th St., Mountlake Terrace, Wa. 98M3.

Current Outlook

For free window catalog or replacement window brochure, call toll-free: (8m) 346-5128, or write, Marvin Windows, Warroad, Mn. 56763.

Appliance Sampler

A new 8-p. major appliance sampler is free from the Builder Sales Department, White-Westinghouse Appliance Co., 930 Fort Duquesne Blvd., Pittsburgh, Pa. 15222.

Hardware Stock Guide

The 1982 Fine Line Classification Manual is $35 for members, $50 for nonmembers, pre-paid from the National Wholesale Hardware Association. l90O Arch St., Philadelphia, Pa. 19103.

Stack Estimating

For the free new 4-p. chimney estimating guide, write the Advertising Department, Heatilator Inc., P.O. Box 10360, Des Moines, Ia. 50306.

Exporter lnformation

Businessman's Guide to Standards

Code giving practical information on the International Standards Code negotiated during the Multinational Trade Negotiations is free from Ms. Robin Layton, International Trade Administration, Department of Commerce, Washington, D.C.20230.

FREE REAOER SERVICE

For more information on New Products and New Literature, write The Merchant Magazine, 4500 Campus Dr, Suite 480, Newport Beach, Ca. 92660. Please mention lssue date and page number so we can Process your request fasterl Many thanksl

Inside Story

For a free copy of ThermaTite Plus Insulating Sheathing (brochure #TT -l2A), write the Johns-Manville Service Center, 1601 23rd St., Denver, Co. 80216.

Slow Burn

An 8-p. brochure discussing the combustibility of rigid polyvinyl chloride siding is free from Vinyl Siding Institute, 355 Lexington Ave., New York, N.Y. 10O17.

Travel Expenses

The Financing of Exports and Imports is free from the Morgan Guaranty Trust Company of New York, 23 Wall St., New York, N.Y. 10015.

For Singles Only

Single copy of the Annual Report on Exchange Agreements ond Exchange Restrictions is free from the External Relations Department, Attention Publications, IMF, Washington, D.C. 20431

Lotsa Hot Water

Literature on heat exchanger kits for supplemental home hot water is free from Tubular Systems Corp., 30 Central Ave., East Providence, R.I. 02914.

Wood Wizardry

Two booklets on waferwood use, Decoroting Magic and Magic, a collection of projects, are available free from Louisiana-Pacific, 1300 SW 5th Ave., Portland. Or . 97201.

Siding Assist

A two-page technical data sheet on western wood siding is free from Western Wood Products Association, Dept. A-8, Yeon Building, Portland, Or. 972M.

Radiant Heat

A 4-p. brochure on the Energy Kote radiant heating system is available free by writing TVI Energy Corp.,47 Pine St., New Canaan, Ct. 068,10 or by calling 8W-U3-2345. Going Up?

An 8-p. color brochure on circular and spiral stair systems is free from the Ericson Stair Co., Inc., ll23 Taylor Way, Tacoma. Wa. 98421.

Answers to Roof Questions

Georgia-Pacific's Reroofing Guide is free from Georgia-Pacific Corp., 900 S.W. Fifth Ave.. Portland. Or. 972M.

Back in Circulation

For a free copy of the new Patton Ventilating and Circulating Fan catalog, write Patton Electric Co.. Industrial Fan Division, P.O. Box 128, NewHaven, In.6774.

GENERAI, MGR. HOME CENTER

CONTRACTOR

SALES OPERATION

RESPONSIBLE all phases mgmt. profitability. New facility. Excellent salary, profirbased bonus. Contact in confidence. Write Box 435 c/o The Merchant Magazine.

OUTSIDE salesperson wanted. Wholesale hardwood and softwood lumber. Salary, commission, auto expense, medical, and profit sharing. Will train right applicant. Contact Gene Porter, Haas & Porter Inc., (213) 961-5487.

MANAGER for retail yard Solano County, Ca. Must have experience small contractor and do-it-yourself trade, paint, hardware, plywood, lumber, etc. Bondable and selfmotivation is a must. Great potential. Pension plan, hospitalization, vacation, profit sharing. Bright future for the right man. Write Box 436 c/o The Merchant Magazine.

SALES PERSON: Neiman-Reed Lumber Co. is looking for, preferably, experienced industrial sales person to supplement our existing sales force. We service the So. Ca. market and have an excellent program of insurance, profit sharing, etc. Will tailor compensation to fit your needs and ability. Call Pi Bliss (213) 873-2195; 13301 Burbank Blvd., Van Nuys, Ca., 9ltl0l.

MERCHANDISING manager-home center store. Excellent benefits. Salary open. Fisher Lumber Co. Contact Erik (213) 395-0956.

INDUSTRIAL SALES

Inside industrial sales position covering Los Angeles and Orange County, Ca. Fine opportunity for the right person. Good salary and benefits. American Forest Products Co., ask for either Frank Quattrocchi or Mike Sims (213) 773-92ffi or (714) 523-0890.

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; 94. 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. 92560. Make checks payable to The Merchant Magazine. Mail copy to above address or call (714) 549-8393. Deadline for copy is the 22nd of the month. PAYMENT MUST ACCOMPANY COPY.

LUMBER OPERATIONS MANAGER

WILL BE RESPONSIBLE for remanufacturing and sales for an integrated lumber company with complete milling facilities. Position reports directly to president. Salary open with excellent benefits. Experience in lumber remanufacturing and sales is required. Please send resume with salary requirements to Box 438, c/o The Merchant Magazine.

SALESPERSON

LARGE wood preserving company needs a salesperson in S.F. Bay-Northern California area. If you've had minimum l-2 years sales experience in lumber or building products, send resume to Box 434 c/o The Merchant Magazine.

EXPERIENCED pallet salesman. Ask for Carl Boesch, Hunter Woodworks, (213\ 775-254,/.

ARE YOU SATISFIED?

DO YOU think of doing business in the classic unhurried manner of a time you thought was gone? Call me to discuss the many benefits of your affiliation with a group of gentlemen trading lumber in a gracious old time manner.

We are interested in experienced lumber traders of any age with a substantial following. Softwood or hardwood, domestic, import or export. Stay where you are. If you like, work from your home. Full or parttime. Travel as you choose.

W. Preston Germain, president, Germain Timber Co., 304 Center Ave., Pittsburgh, Pa. 15215, (4121'782-3240.

SALESPERSONS

REDWOOD EMPIRE, a division of Pacific States Industries (PSI) has immediate openings in its wholesale lumber division (No. Ca.) for experienced salespersons. Distribution yard experience desired. Remanufacturing knowledge a plus. Serving Ca. and national markets. Redwood Empire offers a base salary plus excellent commission to the individuals who possess a strong buying and sales background. Medical/Dental/Life included. Contact Dan Naughton at (408) 629-4484 for interview, or send resume to sales manager, P.O. Box 1300, Morgan Hill, Ca. 95037.

HIGHLY experienced sales person wanted for large retail lumber company in Bay area, Ca. Excellent salary. Send resume to Box 424 c/o The Merchant Magazine.

EXPERIENCED lumber counter person wanted for retail lumber company in Santa Monica, Ca. Excellent benefits. Contact Erik Jorgensborg, Fisher Lumber Co. (213) 395-0956.

EXPERIENCED lumber salesmen needed for industrial sales in both softwoods and hardwoods to cover Los Angeles and Orange Counties, Ca. Commissions, car, profit sharing and retirement plans. Good medical and dental. Contact Don Reagan, sales manager, Cal-Forest Lumber. (213\ 321-2107

EXPERIENCED retail lumber and building material man seeks position in Ca. Bay Area. Strong w/figures, credit, pricing, all detail. Bondable, non-smoker. Hands-on productive attitude. (2W\ 826-4290 or Box 437 c/o The Merchant Magazine.

LOCAL LUMBER hauling Southern California roller bed truck and trailers and bobtails radio dispatched. Rail car unloading at our spur in Long beach. 3C Trucking (213) 422&26.

PRIME BUSINESS OPPORTUNITY

RETAIL LUMBER YARD and building materials outlet. Located in fast-growing Northern Arizona town. Over 20 years in business. Excellent location. Plenty of parking. 1980 net profit of $90,000. Parker Investment Co. (602) 3t3-2731.

TWISTED AND WEATHERED

Douglas Fir S4S and rough, 3x4 and wider and 4x4 and wider. Call Wm. Hunter, Hunter Woodworks. (213) 77 s-2s44; (2 I 3) 83 5-567 l.

REMINDER:. Paynrenr musr accompany the copy you send in for classified ads. Just use the instructions above to fis,ure the anrount. When you call in ads. we'li- tell you the anrount that nrust be sent for the ad.

For The Record

Due to a printer's error, an incorrect address ran in the Oakfield Limited advertisement that appeared on p. 70 of the October issue. The correct address is 20212 N.W. 34th Ave., Ridgefield, Wa. 98642. Their telephone number is (206) 887-3165. The Merchant Magazine regrets any inconvenience caused.

LUTBER Atll PtYUO0lt

A|Psircecompany'.'(213)680.0874AmericanForostProductsco'''(!1t)Z9Z.?ll1iiiiiiY.ii-#dins AmsricanFordstprodUctsco'(csrritos)'''t213i926.23468onnin9lolLump9rco(!1t)aq!.1tlt Am8ricanForestProductsco.(vanNUvs)'''''(2l3}873-|348

Am€rican Hardwoodoo.

Capiial Lumber Co. .

Connor Lumber Sales Contemporary Building Pr0ducts, Inc. CoosHeadLumber&Plywood .... crownDistributioncent,er''''''''iztsi5se-gozsFici5dilddsJpplyl

FremontForeslProducts

Galleher Hardwood Co

FremonrForesrProducrs (?!9) I?9-9q1t fiiHfliliiiiliifrlbi li,?i",iJidlJ"ri ' l;i|l65i:6idb r x ii;liii (41!) Ga||eherHardwoodco(?19}Z!?-ll99i[t1;l'.w;ji.if#c;':.ii*:''.1'Iii5|iig.iiiii,ii'coiEinoid G€miniForeslProducts........ (213) 594-8948

iiiiiiii:iLijmUerSiriil. ... ............ l1r5l 15.-nR61 ceorgia-Paciliccorp....

(213) 968 58i-7064

Hunterwoodworks'''''.'.(2l3)835.5671(2l3i775.2544NoyoTimrPdu-cls InlandLumberco........... .. izrsjlls.lsso tarr'Larso-nLumueiio''''(7l4)','''l,'i?lii5*.*l!i$l#lif#fi['k$e..'':'''''''.liii|if.gfii}#Hg'gt',qfi} Louisiana-Pacif ic Corp MacBea|hHardwmd(?l3)723.3301iiiii5iinrimoerto']:'.'.'''t.i66,i''.5355 Marquan-Woll6LumberCo..... .. (2.|3) 625-1494 osgood Inc., Roberl S. pafiflcLum5erco.|zisn[iiiiii.Eiiiffitrffi'||oRTHER-:::":.:*T":."1.:FoR1{|A*nm Pacific Madison Lumber Co. (213) 773

parr Lumber Co. i;i;i ;;;-;;;; renoiittryLuirioer.co''''''.'tiiii;i;];ii[1,l#f.*[lJih'|o.Co''''''''''''''11g1|[i!:ll6? PetermanLumb€rco. (?1q) qq!-qq!l

simmonsHardwo0dLumberco'''iztsius-sggoEn.sworlhForestP'odUcts'''''(91q)c?l-l?!sca|il0rniasUgar&e!l 5impsonauitongSup''-.'-''''''iztllicze-estsR-&.L-woodProdUcls'(916)273.7258capilo|P|ywoid,|nc'.'.''''':'

r213t q26-661q nCLq@rrWUCls \YtOt att-taca );;;{ ;il-;;;; silEnsFtELD iiiii ig?ggli "g'f'[flSo:"l,Til'191' rroo 582-3e50 (805) 833.042s

unitodwholesalelumberc0........

(213)726-1113

hc r7o7t252-6142 A|hambraMetalProdriis|:::::::::::::(?19)?cq.qZq1hfE'3li6u1"'"--*^::]:]::1:::: BerkorMrs.Co... i213i 87s-1163 gqlilorniasusar&weslernPineAsencv (?99) ?l?'ll9l LiSii'iF"or-esi'irotuirs...... Ii6il5czo62n fY,:ilI'Tfj':',,#b1$f*,oroi.in.''{3l3ii?3:33!x[,,3i!il'li*f,Isl"ouse'''''''.lifili!i.Fiii[i,i':llllf letijlnlr,'.'..'::'::''''']'i''.iiiii!ii:aijll1]f.9,'l,i'|illF.l*'nooucistnc'''''''.'..':li!gli$:iiii DEDo'r'slnc.". . ' iii5idii.E660 hill'-,9?;lj&ei,$Tf,!!. : . ..... Ei:|J}ilflB:ltis::::1 . ''on"u'."" ;;;:;;t"^';:'-;:;;'-";; - --* );i;{ !re'2jjj spEcrAL sE'yrcEs - TRAr{sp'RTATro* srandard srrrcrures, rnc.. . ' {383} 83?:9lll

msar{.supiii-''..''.,....''.,'.'(2l3)594.6717Ag*ood-MiiidLumoe|''.''..''..''.''...'(916)546.8244 Adams&C0. ......... ........ i2tsi 021-tzto tos8Al{0S urEUnL uHtututu - iltAilsPufttAiluil KIos BEAGH

Q1qJi-r'iri,;ri;.9io'..'.'i,ii)'',:l:"iiisiHi.sli;itiiflFf*T*.berco.''..-'''''''''(2o9)826.6544itrtfJlr*{ 3cTruckino Dai|ysawservice.iztsisol-tzglsnrocrlumberProducts'/,norAA7.tnmcmslwoodesgvr

i;ild.,l;f:*UU:r. ,,,,,,,,,,,,, il]ll il!,liii pl,f:i-,{,p,,q;.;.'', ,,,,,,,,, ,, , liiil ,ii,iii, ill$ififr[ii:fi1,11e1 'u'ru?1 liiiil ie;,#sl

MutualMou|din9andLUmberco'....''''''(213i549.5531

oRAltoE,

Adams & Co.

Al Peirce Co.

All Coast Forest Products

American Forest Products Co.

RIYERSIDE

AnEricanHardwood Co...........

American Mill & Manufacturing

Architectural Mouldinq Co.

Building Material Distributors Inc.

Burns Lumber C,o.

Calilsnia Lumber Inspection S€ruice

CalilorniaTimberline, Inc.

Caoital Lumb€r Co.

Cardwdl ForestProducts .........

Carroll Moulding Co.

ConnorLumberSales. Inc..

Contemporary Euilding Products, Inc

Crown Distribution Center....

DMK-Pacilic Coro.

Dudley Building Components .

Esslev & Son. D.C.

Eugene-Willamette Lumber Co.

Le';isCo.,lnc.,Palmerc... (916)246-3030 WltLlAtS

Far Wesl Fir Sales

frintriogil-umbeisares,tnc.....

Founlain Lumber Co., Ed

Freeman & Co., Stephen G.

FremontForest Products

Georgia-Pacilic Corp.

Goldino Lumber Sales

H & M Wholesle

lnland Lumb€r Co.

International Foresl Producls. lnc.

Kelleher Moulding Co.. Inc.

Knollwood Coro.

Xopp€rsCo.,lnc.

Laminaled Timber S€ruices, Inc.

MacBealh Hardwood

Mariner'sF0reslPr0ducts

Marouart-Wolfe Lumber C0.......

Newporl Planing Mill. lnc.

Panel Tex

Parr Lumber Co.

Seruice.

... .

Roy Forest Products Company

Ryqel Lumbersales

San Antonio Conslruction . .

Shaw Lumberoo..........

Simpson Euilding Supply

South 8ay Foresl Products . Sunrise Forest Products Co.

Treated Pole Builders, Inc.

C0.

Lumber Co.

Burns

BUVERS' GUIDE

PACIFIC lloRTllwEsTsTATESffi ffiROCKY toultTAtltsffi

COLORADO

AUEUnX LflisCo.. lnc.. PalmerG.

EEtLtXGltAt

Jerstedt Lumber Co., Inc.

BRETERTOII Lewis Co.. Inc.. Palmer G. .

CYENETT

LewisCo.. Inc.. PalmerG.

KEltt0fiE

Lewis Co., Inc., Palmer G. .

KIRILAIID

Simoson Euildino Suoolv Co.

LACEY

LewisCo.. Inc.. PalmerG.

LOilGYIEW

Union Pacilic Raikoad..

OLYIIPIA

0elsonLumberco.........

SEATTTE Gel Air Door/Aloine Vene€rs.

Georoia-PacificCoro.

Lewii Co.. Inc.. Palmer G.

SimpsonTimberCo....

Union Pacific Railroad...

Wasco(Maicro lnd.).. ..

SHEtT0l{ SimDson Buildino Suoolv Co.

sPolGltE

Georoia-PaciticCoro.

Lewi5 Co.. lnc.. Palm€r G.

Union Pacilic Railrmd.....

TAC0tA

(800) 426-6040 Inc............

]IEPPNEN Kinzua CorD.

liltts80n0

PermaDost Producls Co

K-ttlTlt FALLS

Lumber Products

MEDFORO

Eyrn€Truckino. (800) 547-9655

FountainLum&rc0., Ed

Lumber Products

Union Pacific Railrmd

Wendlino-Nalhan Co.. Inc.........

GREAIEn mnTLt[o A8E

AlpinelnlernalionalCorD........

J.H. Eaxter & Co.

8el Air Door/Aloine Veneers. Inc. (800) 547-6755

ConlaclLumberCo. {503) 228-7361

Danl&Russ€||,|nc........ {800} 54i-1943

DatalineCorD.........

FarWesl Firsales

Fries€n Lumberco. (503) 397-1700

FullmerlumberCo.

FurmanLumber, Inc.........

Georgia-Pacific Corp.

HamolonLumberSalesCo. ........

Knollwood Corp.

LewisCo.. Inc.. PalmerG.

Louisiana-Pacitic Corp

Loulsiana-Pacific C0rp. (Beave(on)

LumberProducls

Mcoormick & BaxlerCreosotino C0...

Ni€dermeverMarlin C0. 1800) 547-6952

Norlh Pacilic Lumber Co. {8001 547-0440

NorlhweslHardwoods, Inc. .........

Publishers Foresl Products. t800t 547-6633

SiskivouForeslProducls

Sunrlse Forest Producls Co. (800) 547-1771

Union Pacilic Rai|r0ad..............

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

RIDOLE

C&DLumberCo.. Herberl Lumber Co.

BOSEEURG

Keller Lumber Co.

sAuil

Lumber Products

SlavtonwoodProducts.

SEASIOE

Agwood Mill & Lumber

oREOOll

BOISE

Georoia-Pacilic CorD.

LewiS Co.. lnc.. Palmer G. .

Louisiana-PacilicCorp. (Coeurd'Alene)....

Lumber Products

PressureTreatedTimberCo.

union Pacific Railroad.

rEwlsTot{

union Pacilic Railroad

POGATELLO

Union Pacific Railroad.

SAilDMINT

McFarland Cascade

A1iCfl08AGE

Arrow Lumber

LewisCo.. lnc., PalmerG.

SEWAND

Loursiana-Pacilic Corp

Hlt0

ALASKA

CamDbell.Burns Wood Products Co.. lnc.

lt0l{0LUtu

EelAir 00or/Kinoman Co. {Kinoco) KoppsrsCo.,lncl.....

Boid&Wrioht. lnc........ Simpson Ti'mb€r (808) 737-3194

80umEn Reid & wrighl, Inc.

c0L08^tt0 sP8rl{os

Therma-Tru, Inc.

cotilEBGE ctTY

RWSoecialties, Inc.

DEI{ViR

DenverReserueSupplyCo. ..........

Georgia-Pacific Corp.

Koppers Co., Inc.

McFarland-Cascade

Wasco(FacloryDirectsales)

GnA[D JUlrCTtoll BWSpeciallies. Inc.

Ettul{Gs

Georgia-Pacilic Corp.

BozErAt

McFarland-Cascade

EUTTE

NOilTAilA

Montana Pole & Treating Plant

Union Pacilic Bailroad ilssouu

Louisiana-Pacif ic CorD. LewisCo., Inc., Pa|merG.

CASPER Dresco Wyoming. UTAH

0G0Ell

Georoia-Pacilic Corp.

SALT UKE CITY Georgia.Pacilic Corp.

Macbeath Hardwood Union Pacilic Railroad

SOUTHWEST

lnc..PalmerG.

SPECIALIZING IN TRUCK & TRAILER SHIPMENTS .

OtsITUARV

Donald R. Walker, president and owner of Pacific Forest Products, Fresno, Ca., died Nov. 30 at the age of 60.

A lifelong Fresno resident, he was a member of the International Order of Hoo-Hoo, the fraternity for lumbermen; the Elks Lodge, and several other organizations.

Mr. Walker is survived by his widow, June Thiele; a son; a daughter; four grandchildren; his mother, and a brother.

Clotilda C. Casella, Casella Transportation, San Leandro, Ca., died Nov. 25, 1981, in Alameda, Ca., at the age of 72.

Widow of the late Joe Casella and an active participant in the business from its inception in 1946, Mrs. Casella was a native of Alameda and a member of the ltalian Catholic Federation of Alameda.

She is survived by a daughter, a son, five grandchildren, and two sisters.

Robert L. Reed, 63, partner and co-owner of Neiman-Reed Lumber Co. and its chain of Lumber City stores, died December 10, l98l in Van Nuys, Ca., of a heart attack.

Following service together during WW II in The Marine Corps in the South Pacific, Reed and Robert Neiman bought a small Van Nuys lumber yard in 1948. They built it into a large wholesale distribution yaid and a chain of 13 d-i-y centers.

Reed was a native of Pennsylvania and a graduate of Slippery Rock State College.

He is survived by his widow; a twin brother; two sisters; a son; a daughter; and two grandchildren.

ADWERTISERS' ilNDEX

A Change Going On

Ve are cutting Douglas fir posts and timbers from 6x6 through I2xl2 to lengths of I' to 40' with dapping, drilling and angle cuts. Also 2", 3" & 4" Economy through #1 & Btr. Give us a call on your cut-to-length inquiries. Conveniently located bdtween Arcata and Eureka, Ca., on ttre freeway at the Bracut Industrial Park. Rail or T&T shipments. P.S. r$(re still maintain a large inventory of dry redwood uppers. (short length specialists)

Bracrrt International

Ottice 7O7-a22-3648

Jerry Guin Denny Hess

KH 0n ilrHtffuR[l PR|lJII.TIKTR

No other lumber stacked in your yard right now can offer you the profit potential of redwood.

UllY? Because there's always a demand for redwood. Redwood's natural beauty cant be duplicated and people know that garden grades are the best woods for decks, fences,trellises and other garden uses.

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

PIU$, you-u get top pnce for every piece because redwood won't warp in the yard like other woods.

SI08K UP il0U.rhere's always a good supply and redwood is a natural seller.