Merchant Magazine - January 1983

backed up quick service,r promises

Best wishes {or *, the New Year. r

Serving the lumber, building materials and home improvement markets in 13 Western Slates-Sln ce 1922

You may not be building a 530'dome, but if you need laminated beams, we've got what you want to do the job right.

Our beams are all V4 Douglas Fir and meet the highest allowable stresses your engineer can design for at no added cost.

Specification:

W.C. Douglas Fir 2400 Fr Comb. V4

Per AITC ll7-82 Design

Exterior Type Adhesive

AITC Architectural Finish One Coat Clear Sealer

Individually Wrapped Cambered on 2000 Ft. Radius

We are now stocking laminated beams in a broad range of sizes and lengths up to 60'. All are available for fast deliverv.

Sizes available now:

Widths Depths

3t/s"

5tA"

6%"

F DWES TO ES I

We take custom orders toofrom domes to homes, we can meet your needs. To feel secure you're getting the best - call Weyerhaeuser:

o Anaheim

o Los Angeles 710 East Cerritos Avenue 3557 South Hill Street (7t4) 772-5880 (213)'748-5451

. Fontrna

o Sepulveda 17400 Slover Avenue 16714 Schoenborn Street

(714) 877-6100 (2r3) 894-4015

(213) 443-2421

(619) 231-2332 (San Diego)

l0t/2" through l6Vz"

l0%" through24" 12", 15", 16t1r", lg" and 24"

These Customer Service Centers are only four out of a larger Western network resdy to provide you with quality building products.

Tacoma Dome, Tacoma, Wash., built of We.verhaeuser laminated wood.

Laminated beams serve residential needs too.

The Merchant

Publisher Emeritus A.D. Bell, Jr.

Editor-Publisher David Cutler

Associate Editor Juanita Lovret

Contributing Editors

Dwight Curran

Gage McKinney

William Lobdell

Al Kerper

Art Director Martha Emery

Staff Artist Nicola O'Fallon

Circulation Kelly Kendziorski

The Merchant Magazine (USPS 796-56000) is published monthly at 4500 Campus Dr., Suite 4t0, Newport Beach, Ca. 92.650, Phone (7f4) 549-E393, 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.NOR,THERN CALIFORNIA & oREGoN: contact Drvid Cutler, 4500 Campus Dr.. Suite 480. Newport Beactr.Ca. 92660.Phone(714) 549-8393.

FROM SOUTHERN CALIFORNIA: contact Carl Yann, 205 Oceano Dr., Los Anseles. Ca. 90049. Phone (213) 4723lB or (714) 549-8393.

FROM THE MIDWEST: contact Wryne Westlrnd, I109 Willow Lane, Mt. Prospect, Il. 60056. Call (312) 437 -7377

FROM THE SOUTHEAST: contact Don Bengard, Box 17216, Greenville, S.C. 29606. Call (803) 24-6580.

FROM ARKANSAS & OKLAHOMA: contact Timothy J. Nelson, Marketing Communications, Inc., 5l15 S. Vandalia, suite E, Tulsa, Ok. 74135. Call (9r8\ 496-8777.

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 year; $9-two years; $12-three years. Foreign: $14-one year; $20-two years.Single copies $1.25. Back copies $2.50 when available.

DAVID CUTLER editor-publisher

Clean up your act

NE OF the more satisfying aspects of being a purveyor of lumber, paint, hardware, tools and home improvements, is that you personally are involved in helping people to live better.

Yet, too many times we see people operating these businesses who haven't stopped for a little self-examination. Look around. Is your store a mess? Are the buildings and sheds, parking lot, signing and general appearance more reminiscent of a "before" photo than the "after" appearance a seller of home improvements should present? The same applies to wholesalers and distributors as well. Whether there is public contact or not, a messy, shabby workplace detracts from morale and the effective conduct of a firm. If you think this laxity doesn't communicate itself to customers and others, you're just kidding yourself.

Studies over the years have confirmed again and again that the investment in a proper store environment and pleasant working conditions pays for itself many times over.

For an occupation as meaningful as helping to supply the needs and wants of sheltering a nation, it is regretable indeed that we too often encounter the disheveled, dirty, depressing and even disgraceful in a business that should bejust the opposite. There is no good reason why every office and every store shouldn't be a model for the world to emulate. People should take one look at your store or offices and say, "nowthat's what I'd really like my place to look like."

Be honest with yourself. Look around with a fresh eye, an objective view' If your little corner of the world won't elicit that kind of a positive response you'd better ask yourself why not.

SeNino the lunbeL builcting mateilals and home imprcvement - md*ets in 13 Westen States-Since 1922

Pacific Northwest and Alaska dealers meet in Seattle

EOR the first time since 1973, the F Western Building Material Association held its annual convention and building products showcase in Seattle, Wa., drawing a crowd of more than 1400. Among them, 150 new attendees at this Pacific Northwest favorite, evidence of WBMA's continued strong support from the industry.

See pages 11 &12 for convention photos

The Building Products Showcase was at the Seattle Center, a short hop from the twin towers of the Westin

Story at a Glance

WBMA's 79th annual 1400 strong dealers gaining con. lidence for 1983. management, promotion and emPloY. ee involvement stressed Merlyn Jolley was elecled new president.

Sunday, Nov. 14, and were followed by the opening of the showcase that afternoon.

Keynote speaker the next morning was Mick Delaney whose inspirational message was liberally sprinkled with humor. He stressed constructive actions and the positives of life.

W.C. Dieruf, Jr., a successful Texas retailer, then held a seminar on successful management that stressed profit, not volume. "Let 'em buY it from your competition if you can't make any money on it," he said. "Demand greater breaks from suPpliers, induce your customers to educate themselves about products, rather than relying on your helP to take their time to explain products. Use non-cancellable contracts and have one continuingline in which you are the lowest priced."

Hotel, convention Hq. and site of the meetings. The popular Quick Pitch Selling Talks opened the Program

WESTERN BUILDING MATERIAL

19t3 OFFICERS and DIRE(

ASSOCIATION DIRECTORS

PRESIDENT Merlyn Jolley, Jolley Building Supply' Inc. 197 Locust Street, Shelley, [d.83274

VICE PRESIDENTS Robert L. Kerr, Kerr Hardware & Electric Co. P.O. Box 366, Brookings, Or. 97415

Cecil Cleveland, Valley Best-Way Building Supply P.O. Box 14024, Spokane, Wa. 99214

NATIONAL DIRECTORS C.E. Link, Western Building Material Association P.O. Box 1699, Olympia, Wa.98507

A.H. "Ike" Parker, Parker Lumber Co. 1200 Navy Yard Highway, Bremerton, Wa. 98312

IMMEDIATE Frank Powers, Seattle Lumber Co.

PAST PRESIDENT P.O. Box 508, Renton, Wa. 98055

DISTRICT DIRECTORS Howard Axtell, Tracv McGinn, Robert Adams, Joe Orem, Jeff Swan, Chuck Cain, Gerald Billington, HaReynolds, Dick Reiner, Ken Marson, Dale Knudson, Faye Johnstone, Mike McDonnell, Joe Campero, Dale Stockton, Scott Roerig, Tad Scharpf, Mark Balfour' Dennis Mullins, Jim Duncan, Don Ferguson, Bill Whittemore, Bob Perrin, Earl Nelson, Bob Storms, H.S. "Skip" Fleisher.

The Northwest economy was addressed at the following luncheon by Edward R. McMillan of Rainer National Bank, who said an imperceptible recovery was already on its way. He foresees only small further declines in long and short term interest rates, with l29o-1390 conventional mortgages soon. The Pacific Northwest will enjoy above average growth before 1985, with tourism and foreign trade gaining imPortance, he feels.

Connecticut dealer Carl G. Dill then talked on keys to successful promotions: creating demand through lively ads which are well thought out; traffic building; market dominance; pricing and positioning.

He said the six steps to planning a successful promotion were (l) goals, (2) objectives, (and be specific in both), (3) purchasing, (4) advertising, (watch your timing, get co-op money and select your media carefully), (5) final steps (the last minute details) and (6) evaluation; be honest

DIRECTORS AT LARGE Bob Withers, Larry Knudsen, Bill Winfree (Pleuse

Attention Hardware and Home Center BUyefS: Don'tMr.ss the Hardlines Conferencc

Held in conjunction with the first Winter National Hardware and Home Genter Show

January 31-February 2, Las Vegas Convention Center, las Vegas, Nevada

Sponsored and conducted by the American Hardware Manufacturers Association with the participation of the California Retail Hardware Association; the Pacific Southwest Retail Hardware Association; and the Pacific Northwest Hardware and lmolement Association.

Monday

JANI,'ARY 31 LAS VEGAS CONVENTION CENTER

8;3G9:30 a.m.

Hardlines Conference Keynote Address

"DlY-Marketing Bonanza of the Next Decade"

The inaugural Keynote Address in the Hardlines Conference Program will be presented by William G. Mashaw, Managing Director of the National Retail Hardware Association. Mr. Mashaw's presentation will make the case that Do-lt-Yourself is the dominant force-and issue-to be dealt with by the hardware industry both now and in the foreseeable future. He will explore such critical areas as determininq the true potential DIY represents for all segments of the industry; keys to capturing market share; and observations on major players and forces in the DIY marketplace.

3;3G4:30 p.m.

"Modern Store Design Techniques"

The use of color and decor to enhance the retail environment is one proven method of improving your customers' reaction to your store. Color and decor are crucial elements in successf ul merchandising and display, and the practical information provided in this seminar can help you to improve your existing store or to make better, more sophisticated design decisions as you set up your new store. Retailers interested in improving their existing stores through instituting a decor program will learn about reformatting to add emphasis to merchandise; improving tratfic flow and direction; and departmental identification. The new store people will learn, in addition, how to use color and decor to achieve a better exterior and interior blend; to coordinate decor design and store layout; to create an impact that will create sales; and to establish merchandise category dominance. The seminar presenters are recognized experts in the retail store design f ield. They include Llew Reszka, Vice President, Programmed Products Corp., Plymouth, Mich.; and Jim Gray, Staff Director Store Modernization, National Retail Hardware Association.

Sponsored by Pacitic Southwest Retail Hardware Association

3:3G4:3O o.m.

"The 98th Congress: New Beginning or the Same Old Thing?"

The mid-term elections and the lame duck session of the last Congress are now history. New faces in Washington will mean changes in the course this country charts for the next two years. These changes may be merely cosmetic, or they may be profound, deeply affecting you as businessmen and as citizens.

AHMAWashington Counsel, Sheldon l. London, is a seasoned observer of the Federal Government and the legislative processes in the nation's Capital. He will share in this seminar his assessment as to what the hardware industry-and the business community in general-can expect from the newly-installed 98th Congress.

Sponsored by the Americarr Hardware Manutacturers Assoclation

3:3G4:30 p.m.

EAGLE Rrrchase Order Entry System Demonstration/Seminar

The EAGLE System, developed by the American Hardware Manufacturers Association (AHMA) and now being offered through its subsidiary corporation, American Hardware Data Systems, Inc., is a breakthrough for the hardware industry in the area of electronic order processing. Wholesalers and manufacturers currently using, or considering using, computers to speed their order processing operations owe it to the future of their businesses to attend this seminar and learn how the EAGLE System will provide the central link which will allow dissimilar computers to talk directly to each other. EAGLE has been thoroughly tested by hardware industry manufacturers and wholesalers and has proven its worth in terms of reliability, greater order accuracy, reduced paperwork, shorter turnaround time for orders, and improved productivity. Personnel from both AHDS and Informatics General Corp., the timesharing firm selected by AHDS to process EAGLE, will be on hand to provide information on the system, answer your questions, and demonstrate how EAGLE works.

Sponsored by American Hardware Data Systems, /nc-

Tuesday

FEBRTARY 1 LAS VEGAS CONVENNON CENTER

8:3G9:15 a.m.

"The Washington Merry-Go-Round"

This important time slot has been reserved for Jack Anderson, syndicated columnist and Washington investigative reporter. Anderson, a Pulitzer-Prize-winning journalist, has broken stories which have made history, shaken up governments, rattled multinational corporations and shaped the direction of current events.

3:3G4:30 p.m.

'Ten Steps to Better Retailing"

As top management people in your retail firm, you have wide ranging responsibilities which encompass all phases of operating a successful,

profitable business. This seminar/workshop will focus on building your managerial skills and strengthening your control over decisions involving inventory mix, customer development, employee productivity, teaching others in your company and financial management. This is an excellent course for all retail owner-managers and will prove valuable as well for anyone interested in developing practical management skills. lt will be presented by Jim Pence, an experienced and entertaining trainer of small business personnel whose background includes over 500 presentations in the past several years to dealers from all 50 states and five foreign countries.

Sponsored by the Calitornia Retail Hardware Associatlon

3:3G4:30 o.m.

"How to Use Co-Op Advertising"

Successful retailers know the value of promotion in keeping their stores before the buying public. This panel presentation will provide helpful ideas on how to improve the productivity of your promotion dollars by using media representatives to assist you in maximizing your co-op advertising potential.

Presenters are Frank Hennessey of the National Advertising Bureau and Joyce Reed of the Radio Advertising Bureau.

Winter National Hardware & Home Center Show

This new marketing service is an extension of the AHMAs activities in sponsoring and conducting the National Hardware Show each August in Chicago, the largest such trade event in the world. The Winter Show will allow exhibitors new access to their western markets, while providing buyers new oppodunities to conduct pre-season business with the principals of their major suppliers.

Approximately 900 exhibitors have thus far reserved in excess of 200,000 net square feet for the inaugural run of this premier winter hardlines event. They will be organized into two divisions. The Lawn Garden and Outdoor Living Division; and the Hardware, Housewares and Allied Lines Division.

Both divisions will be housed under one roof and on a single, vast exhibit floor at the Las Vegas Convention Center.

It is anticipated that this show will have a distinctive

Both will make short presentations and they will then be joined by two retailers who are frequent advertisers and good promoters for a panel discussion. Following the discussion, the floor will be opened to questions from the audience.

Sponsored by the Pacitic Northwest Hardware & lmplement Association

Wednesday

FEBRI,'ARY 2 . LAS VEGAS CONVENTION CENTER

8:3G9:15 a.m.

"How Merchandising Groups Approach the Hardware/Home Center Market"

Many hardlines retailers have found substantial benefits to their businesses in affiliating themselves with a larger organization in the hardware industry. Presenters Harold Dungan, Chairman of Pro Hardware, Inc., William F Hooten, President of Liberty Distributors, lnc.; and Richard Brant, Managing Director of Sentry Hardware Corp., will share this time in presenting some of the unique advantages to the retailer which come from association with a merchandising group.

international flavor provided by both overseas firms exhibiting their products for American buyers, and by international buyers invited from throughout the world to attend. Special support services developed by the AHMA Export Committee will enhance these visitors' opportunity to make productive contact with their U.S. counterparts.

"What's New?" New Product Exposition

New products will be given a very high profile at the Winter Show in an exposition setting developed by the AHMA for its Hardware

Industry Week activities at the summer Hard-

ware Show. All exhibitors have been rnvited to submit products introduced by them within the previous 12 months. Each entry is keyed to the exhibitor's booth number, making the Exposrtion the most important first stop for the new products buyer who wishes to catch the new products trends early and ride them to profitability.

NEW president (1) Merlyn Jolley and Frank Powers, immediate past president. (2\ WBMA exec. v.p. Chuck Link with Ken Marson. (3) Ted Rosaver, T.R. McMillan, Walt Kozie. (4) Roger Conrad, Donna Slevenson. (5) Hazel & Homer Greer. (6) Axel Friedheim, Clilf Axelson, Paul Hirsh. (7) Don

Mescher. Andv Anderson. (8) 0verview ol the buying shriw. (9) Nita & Mark Balfour. ('10) Norman & Angie Kruckenberg. (11) Don & Diane Ferguson, Susie & Earl Nelson. (12) Kurt Wilson, Jodi & Mike Goff (13) John Jaramillo, Kyle Rainey, Judd Watts.

Ted Hannum. (14) Dick Rust, Luann and Al Cail. (15) Terry Wiggins. (16) Mike Holmberg. (17) Rob MacDonald, Marc Jorgenson. (18) Bill Scates, Linda & Bill Jeude, Lorie Scates. (19) Shawn & Scott Roerig. Jeff & Claire Swan.

C0MPUTEB mysteries are explained away at the Dataline b00th (1) by Julian Apostol0u t0 Kelly, Debbie & Kyla Vance. (2) WBMA's Arne Kirkebo, Sid Voorhees. (3) Steve Ahl, John Mayginnes, Chris Hecht. (4) Linda Soderlind, Dick Lundgren, Rick Barnes. (5) Gary Popp, Ray Taylor, Brian 0gle, Tad Taylor. (6) Bob Mullen, Steve Mattson. (7)

Betty Paul, Joe & Helen Campero. (8) "Jerry" Lauber, Eddie Klune, Helena Gohrick. (9) Ron Divers. (10) Mark Smith, Ken Gohrick, Steve Gray. (11) Greg Lingle, Jackie Reed, Jim Eentley. (12) Jerry & Debbie Mattson, Chuck Cain. (13) Gil Halley, Chuck Lauber, Mitch James. (14) Darlene &

Jim Bender, Cecil Cleveland. (15) Betty Halley, Debbie Fretts, Dick & Barbara Wegner, Dugan Baker, Randi Dillman. (16) Skip 0'Neill, Chuck Graalf. (17) Scott Andreasen, Jack Janson, Tom Read, John Wayno. (18) Shirlev & Vern Greer. (19) Marian & Maynard Hoffmann. (20) Matt Mattson, 8ob Withers, Don Gerretsen.

WBMA CONVENTION

(Continued from page 8)

with yourself and your staff.

Market dominance is ideal, but sometimes only dominance in certain items is feasible. Remember, Dill stressed, "it's cheaper to give customers free counter tops than it is to knock 40v/o off the price of the cabinets. "

WBMA's under 35 group, the Young Westerners, then addressed ways to get employees involved in profit making. Panelist Rick Barnes, Knoll Lumber and Hardware, said profit must be explained in terms employees can understand. Motivation should be positive; money and fear are short term only. Recognize achievement.

Mike Bates, Seattle Lumber, said the seven steps were: (l) communicate company goals, (2) let them know what's expected, (3) training, (4) innovation and creativity should be encouraged, (5) reward good performances, (6) enthusiasm must be generated from the top down, and (7) build confidence in your leadership.

Ken Marson, Marson and Marson Lumber, described how his firm had established a profit-sharing plan for employees and owners. He said it can help tie employees to your company, fulfills a social responsibility and aids in retaining key people.

Panel moderator Andy Boyd, Parker Lumber Co., summed it up. "Be a leader," he said, "use what you know and give your people pride

in themselves and in the company."

The new president for 1983 is Merlyn Jolley who replaces Frank Powers of Seattle Lumber, the immediate past president. For other officers and directors, see the box accompanying this story.

Next year's convention is set for Nov. 4-8 in Portland, Or., at the Red Lion Motor Inn, Lloyd Center; showcase at the Memorial Coliseum.

Lumber Numbers Worst Since the 1930s

The current depression in the western lumber industry is even worse than that ofthe 1930s according to a California industry consultant.

The study prepared by George A. Craig for a group of timber firms shows that at no other time in the past 56 years has the annual-average constant-dollar price of lumber dropped in each of 4 consecutive years. Price drops in the past two years were the greatest of the study period.

An analysis of lumber demand gives similar results. Never in the past 56 years has the drop in lumber de-

mand been as sustained or as steep. In 1982, lumber demand lagged the gross national product by almost 460/0.

In Craig's view, these unprecedented conditions must be understood by those who oppose legislation that will allow companies with expensive federal timber under contract to terminate some of their timber sales. Legislation to do this has passed a Senate committee. He noted that there is much more dependency now on federal timber than there was in the 1930s, so government's concern about solutions should be greater.

We know lurnber Let us help

Whether your job is as ordate 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 , arry quantity you need. If we don't have it, we can make it.

Just ask. A In Redwood, Union Forest Products has S4S and pattern lumber, architectural patterns; mouldings, mixed loads and units available LTL, T€pT and rail. A Also please inquire on clear Douglas Fir and Hardwoods.

How to plan and create more effective advertising

part of any advertisement. It determines whether or not the customer will read the advertisement. Make it short but informative. Highlight a benefit to the reader. What will the merchandise do for him? Give it a sense of urgency, so that the reader will come to your store today, rather than tomorrow.

(3) Show the merchandise, in use if possible. Studies show that ads with illustrations attract more readers than all-type ads. Illustra(Please turn to page 26)

By Joan Oliver Newspaper Advertising Bureau

/l S A RETAILER, you know Fthat some advertisements work and some don't. To help you achieve a consistent level of effective, salesmaking advertising for your business, here is a simple plan, put together by advertising experts after studying thousands of successful retail advertisements.

The plan is based on newspaper advertising, because newspapers are the medium most retailers use. An ad in the daily newspaper produces immediate sales results. People think of ads inthe paper as shopping information they consult before shopping.

The objectives of your advertising are twofold: (1) to keep your present customers informed of Your merchandise, your sales, and Your specials; (2) to bring new customers into your store.

I. Planning Your Advertising.

(1) Set an advertising budget in line with your sales goals. Estimate your gross sales for the coming year. Be realistic in considering your sales goals for this period (including possible expansion) as well as those of your competitors. Keep inflation in mind and changes in local conditions. Once you've arrived at a sales goal, allocate a percentage for an advertising budget. The average budget ranges from 2-490.

(2) Plan month-by-month spending to match sales. A month that produces only 590 of your yearly sales merits only 590 of your advertising dollars. Sometimes, however,

you can stimulate sales in a slow period by investing more ad dollars.

(3) Decide what you want to Promote. Plan each month's specific ads three or four months ahead. Make a list of your store's departments or lines of merchandise. Next, list the percentage of total sales each contributes to your business. Advertising allocations should generally conform to these figures, but you may want to spend more on a specific item or line because of a special promotion or purchase.

II. Creating Advertisements That Sell.

(1) Create a distinctive advertising style and stick by it. Effective ads not only draw customers to your store, they also build the "image" of your store. Your ad must instantly convey your store's personality. Develop a recognizable look or "format." (Jse the same basic layout, the same style of illustration, the same type faces and the same kind of headline and copy. This will not only make your ads more effective, it will also save you time in putting the ads together. Use illustrations and color to attract attention. Use simple language. Develop a recognizable store logo as part of your "format." Make sure that your ad is aimed at the target audience.

(2) Write your headline carefully. The headline is the most important

Story at aGlance

Keep presgnl customers informed. . . bring in new customers create a desire for merchandise . . . establish a sense of "buy now" . plan ahead for results.

Percenl of the yeo/s totol soles done eoch month.

When dealers compare computer systems their overwhelming choice is Dataline.

The underlying reason is that Dataline understands the complexities of your business. We speak gour language. Direct, results-oriented dealer language.

Unique among computer companies, Dataline has specialized for over eleven years in designing only programs to meet the special needs of building supply and home center customers. We start by helping you ask the right questions, by exploring the various aspects of your business, by identifying problems and opportunities. Only then do we begin applying the flexibility of a Dataline svstem.

And we don't stop there. Working with your staff, we make sure that every program is running smoothlg, efficientlA, profitablg.

The results? lt is commonplace for Dataline users to reduce inventory levels by as much as 757", double product turnover rates, double collection of finance charges and increase gross margins by as much as 5 percentage points (and sometimes more). It is also commonplace for dealers to achieve payback on investment within eight months of operational startup.

A California dealer uncovered all the answers he needed when 45 of our customers responded to his inquiries. He now relies on his own Dataline System.

Shouldn't you be considering a Dataline Computer System, too?

Send for the complete Dataline storyJust fill in this coupon and mail today: D

n Please send me Dataline literature.

! Please have a Dataline representative call me.

NAME TITLE

CO|APANY

Computer tystems for Bulldlng Supply Dealers/Home Centers

4 Danbury Road, Wilton, CT 06897 QO3\ 762-2473

ADDRESS, CITY

Coping in tough times themes conference

ESPITE the distractions of Palm Springs, members were present and accounted for at the business meetings as the Lumber Association of Southern California held its 32nd management conference and annual convention.

Topics covered a range from pursuing excellence to finance, transportation, customer service and changes in the wood market.

Elections were the first order of business with Jim Frodsham, South Bay Forest Products, elected new president; Milt Johnson, Home Lumber, lst v.p.; Ed Fountain, Jr., 2nd v.p.; Phil Butterfield, sec.; Al Newkirk, treas.; and Wayne Gardner, re-elected exec. v.p. at the Nov. I l-13 meeting.

Inspirational speaker Chuck Boyle counseled the dealer and wholesaler membership of LASC to use positive discipline to help employees move onto higher goals as management helps them to a higher level of performance. He said leaders must command, not demand, and should play to their strengths. He defined success as "achieving the very best that's in you."

Bank of America economist Dr. Eric Thor forecast a weak recovery; housing starts 2590-3090 above 1982; a double digit prime lending rate in '83 accompanied by home mortgage rates between 120/o -74V2 s/0, dropping to l09o in 1984. "The West won't outpace the country," he forecast, saying that Southern California has

transportation problems, costly housing and fewer new jobs being created.

Adapting sales and service to changed market conditions was discussed by a panel composed of members of Second Growth, the LASC's under 35 group. Lead off panelist Bill Sullivan, Golding Lumber Sales, said his firm had adjusted by, among other things, assuring suppliers, re-evaluating accounts, collection procedures and becoming more aggressive in sales to their dealer customers.

Retailer Geoff Rue, Chandler Lumber, stressed that they had to be certain that their customer could sell newly introduced items. He said "the best sale is made with the ultimate

CHECK for $253,139, an insurance refund,is presented to (1) Peter Ganahl by Lauren Jacobbe and Carl Weber of Cypress Insurance. (21 Mel Lauritsen, Allan &

Meredith Bufkin, Gordon Woolard. (3) Vivian & Ed Fountain, sr. (4) Greg Arnds, Jack Secoy, Gordon Beach. (5) John Ganahl, Marty Temple. (6) Mike & Cindy Tracy,

Mark Boone. (7) Frank Bader, Randy Miller. (S) lvan Schultz, Dave Barry. (9) Bill Sullivan, Louise Delaney. (10) Dick Kaiser. (11) Rick & Donna Learned.

customer in mind." Customer service was becoming increasingly important, Rue said.

Brent Bouslog, Ganahl Lumber, observed that they had intensified their efforts with existing customers, rather than seeking new ones. It had proven a profitable method for them, he said.

Next speaker, transportation expert David Benson of Hampton Affiliates, Portland, Or., forecast more reload centers and increased use of inter-modal shipments between the Pacific Northwest and California. Barge traffic could be affected by the question of a duty on Canadian

lumber exports to the U.S. He said the best way to check rates was to call the carriers directly, as their experience indicated even the field sales personnel were not keeping current with the jumble of new rates since deregulation came into effect.

Another panel discussion, this one on full service lumber distribution, was begun by Tom Betts, Betts-Sine Lumber, who noted the excellent job done by their hardware department manager, a woman who understands how to serve homeowners, an important part of their growth plans. They

(Please turn to page 38)

OLD & NEW presidents (1) Peter Ganahl, Jim Frodsham. (2) Shirley & Bob Abbott, LASC exec. v.p. Wayne Gardner. (3) Miles Davidson, Wally Swanson, John Sweet. (4) Geoff Rue, Brent Bouslog, Michael Learned, John Ganahl. (5) Tom Betts, Bill Cowling, (6) Bill Beale, Ralph Smith. (7) Lynne Walker, Dave Benson, Henry Voorhees, Gordon Beach. (8) Ralph Cardwell, Ray Bell. (9) John Newquist, Warren Lindsay, Dennis Kirk. (10) Lloyd 0lson, Jim & Babe Pottratz, Larry Olson. (11) Steve White. (12) Robert Marriott, John & Chuck Jenkins. (13) George & Donna Swartz, Kris Betts. (14) Roy Peterson, Bob Sievers, Erik Jorgensborg. (15) Milt Johnson, Don Watson.

The Supreme Court has ok'd the controversial acquisition bY the Union Pacific Railroad of the Missouri Pacific and Western Pacific RRs An across the board rate increase is now in effect for railroads nationwide . . With ICC approval private carriers can now "trip-lease" drivers andequipment...

Burlington Northern is increasing capacity of its Yeon St. piggyback yard in Portland, Or., by 7090 with a $600,000 expansion . Lumber inventarles have dropped in the West to 1.992 billion ft., lowest recorded since Jan.'73...

The federal bankruptcy court is allowing a product failure suit involving Rescon, aManville CorP. wall product, to proceed in Ca. Dsnt & Russell Inc., Portland, Or., and four subsidiaries have filed Chapter I I bankruptcy petitions

More than $5.4 million lawyer and accountant fees charged to Wickes Co.s are being reviewed by the bankruptcy court Evans Products Co. has closed its home-building business with an operating loss of more than $11 million and a one time loss of $20 million; the Evans building material business sale to Sharon Steel Corp. is still pending

Diqmond Internot ional'smerger into Diamond Acquisitions Inc. has been approved by shareholders . St^sftivou Plumas Lumber Co., a new firm established by lumbermen Fred and Bill Duchi and Frank Hasy, has purchased the old Essex Lumber Co., Quincy, Ca.; production is 859opine...

Resales of existing singlefamily houses rose to an annual rate of 2.1 million in Nov. (latest figs. available) . . . New housing starts reached a 22 month high

with 1,428,000 units, 6690 above Nov. l98l Single home starts were up 23.7V0; permits for future construction up 6.lslo .

With the signing of the gasoline tax bill, double-bottom and other large trucks from the West Coast will be o.k. to travel on federal highways in Eastern and Southern states where they had been banned. .

Sun-Tek has mothballed its Woodburn, Or., facility, consolidating operations to its Portland Hq., for improved shipping service . . Falcon Manufacturing Corp. is a new plywood mill oPened in Eugene, Or., by Rod Noah, Bob McNaught, Doyle Hall, Roger Batson and Everett Christian.

MacBeath Hsrdwood, San Francisco, Ca., reports that its Montebello, C3., yard is now 10090 operational after a devastating 1981 fire . Wholesale distributian is slated to grow more than 49a per year between now and 1990. ..

Hugh M. Woods Co., Denver, Co., plans to build two units in Las Vegas, Nv. .84 Lumberhas a new store in Damascus, Or. . AII Americon Home Center, Downey, Ca., is converting 3,600 sq. ft. of warehouse into retail space . Anderson Lumber Co., Bountiful, Ut., has remodeled with a d-i-y emphasis; Ketchum, Id., Park City, Ut., Rupert, Id., and Tremonton, Ut., are next for a face lift with a new 40,ffi0 sq. ft. home center slated to be built in West Jordan, Ut.

The four Handy Andy Stores and Sunset Lumber & Distributors, which make up Sunset In' dustries, Tucson, Az., have been purchased for $2.03 million by the firm's chairman and pres. Harold Kitay . . Sharps Home Center,

Hemet, Ca., has expanded building and parking lot Lumber Co., has a go-ahead construction after two Years controversy with the CitY Phoenix.Az....

its 84 on of of

Wrightwood Hardwore and Lumber, Wrightwood, Ca., was destroyed in a $200,000 fire . . Payless Cashways Inc. has Purchased the seven Lumberjack home improvement stores in Sacramenton Ca., for $26.2 million in cash . . . San Fernando Lumber Co., San Fernando, Ca., is alive and well: it is San Fernando Valley Lumber Co., Burbank, Ca., that has filed Chapter 1l

HUD has deep sixed a staff Proposal to grant relaxed thermal standards for masonry construction in localities South of an imaginery line between Washington, D.C. and Oregon.

The International Trade Administration has termed the Peti' tion for Countervailing Duties on Canadian Softwood Lumber a "complicated case" and set March 7 as the deadline for a Preliminary determination on whether or not the Canadians have a government subsidY . .

Denying published reports elsewhere that they would open several freestanding home improvement centers in So. Fl., Sears reveals they actually will open six free standing paint and hardware speciolty stores in the Chicago, New York and Los Angeles metro areas this year

Top executives in heavY construction and contracting trades posted al6Vo average earningsin' crease in'81 as opposed to a 13Vo increase by executives in other major industries CaPitol spending appropriations by the 1000 largest mfg. co.s are the lowest since late '78

Mortgage foreclosures hit a record 16'l ,40A in the third quarter, but delinquencies droPPed. mortgage interest rates fell to a 2-year low in Nov. with a 13 to l4Vo average FHA and VA max. rate at l2Vo With the end of the Section 8 program, for the lst time since 1937, the countrY has no federal program to build public housing

l'ilf t-iln'flQ R lP UEIiR tiutr \lu o) [ry m L] L!ti-o

CALIFORNIA FOKEST PRODU CTS

P.O. Box 2292 Gilroy, Ca, 95020 (408) 842-1673

John Wilton

GALTNDAR

JANUARY

Western Wood Products AssociationJan. 17' District 5 meeting, 12 noon, North Shore Motor Hotel, Coeur d'Alene, Id.

National Housewares Manufacturers AssociationJan. 17 -20, 7 8th International Housewares Exposition, McCormick Place/McCormick Place West, Chicago, Il.

Oakland Hoo-Hoo ClubJan. lE, dinner and initiation, Francesco's, Oakland, Ca.

Pacific Southwest Hrrdware AssociationJan. lE' Sales Training for Key Employees seminar, association training center, Anaheim, Ca.

Western Wood Products AssociationJan. 18' District 3 meeting, ll a.m., Sunriver Lodge, Bend, Or.

Western Wood Products AssociationJan. lE, District 2 meeting, 6 p.m., Valley River Inn, Eugene, Or.

Western Wood Products AssociationJan. 19' District 4 meeting, l2 noon, Host International Hotel/Airport, Sacramento. Ca.

Western Wood Products AssociationJan. 20' District 6 meeting, I I a.m., The Pointe, Phoenix, Az.

Western Wood Products AssociationJan. 2l' District I meeting, 12 noon, Red Lion Inn/Lloyd Center, Portland, Or'

GamblesJan. 21-23, show, Las Vegas Convention Center, Las Vegas, Nv.

National Association of Home Builders-Jan. T2-25, convention and exposition, Astrohall-Astrodome complex, Houston, Tx.

Budrow & Co.Jan. 2il, Annual Dealers Show, company facility, 14O30 Gannet St., Santa Fe Springs, Ca.

Building Industrial Credit AssociationJan. 29, annual dinner dance installation, Disneyland Hotel, Anaheim, Ca.

National Woodwork Manufacturers AssociationJan. 29Feb. 3, P.G.A. Sheraton, West Palm Beach, Fl.

Mountain Ststes Hardware &Implement AssociationJan 30Feb. l, Convention, Sheraton Tech Center, Denver, Co.

California Retail Hardware AssociationJan. 31, convention, Las Vegas, Nv.

American Hardware Manufacturers Association-Jan. 31'Feb. 2, Winter National Hardware and Home Center Show, Las Vegas Convention Center, Las Vegas, Nv.

FEBRUARY

Intermountain AssociationFeb. 3'5, Convention, Hilton Hotel, Salt Lake City, Ut.

Oakland Hoo-Hoo ChbFeb. 15, family crab feed, Pacific Fresh Restaurant, Alameda, Ca.

Denver Reserve Supply Co.Feb. 21'22, Buyers Workshop' Denver Merchandise Mart, Denver, Co.

Builder Marts of America, Inc.Feb. 22-24, l2th Annual Independents Days products and management services expo, Atlanta Hilton Hotel, Atlanta, Ga.

International Home Center Marketing ConfercnceFeb. 2'6, Convention Center, Dallas, Tx.

National Home Center/Home lrnprovement Congrtss &ExpositionFeb. 27-March 2, Convention Center, Dallas, Tx.

MARCH

International Hardwood Products AssociationMarch 1-5' 27th annual international convention, Inter-Continental Hotel, Maui, Hi.

PalmerG. Lewis Co., Inc.March 6, annual customer buying show, company headquarters, Auburn, Wa.

Best lYisbes to all for a bafiPy ond prosPerous New Year

"Vhere Dependable Service is More Than a Phrase"

We're distributors for. . .

The only complete DIY line, plus pre-stained mouldings to go with it. A low maintenance product, a true peel & place Dly wood tile. plenty of deater merchandising aids.

Quality Service since 1932

HOME GELNTER MERGHANT

BILL FISHMAN

Bill

Fishman & Atfiliates

11650 lberia Place San Diego, Ca.92128

IT,S ruar time of year. To spur you I in your planning and help your projecting, we are offering a complete glossary

of New Year's resolutions designed especially for home centers and building material retailers.

o Plan a schedule of clinics and demonstrations.

lnAllTheTforld!

Merchandise the advertising with enough lead time to buy-in for the event.

Keep the stores open longer hours. Create an "Energy Savings Center."

Develop a program to merchandise end-caps with the same considerations as the advertising is merchandised.

Increase the number of tabloid promotions in 1983.

Survey customers, non-customers, and employees to determine how the company is perceived in the market.

Increase cooperative advertising billings by 3090.

Advertise fewer items with more severe price cuts.

Promote credit plans.

Create five new remodeling packages. Try a mailed tabloid section.

Remove and rewrite the negative signing in the store.

o Create a product knowledge training course for store employees.

o Shop competition systematically.

o Retrain the "purchasing agents" as merchandisers.

o Offer an incentive program to all employees.

o Formulate a public relations campaign.

O Run an off-premises Home Show.

o Plan a statement stuffer continuity program.

Koa, thought to be the most beautiful wood in the world, is ideal for use in fine furniture, musical instruments, flooring, veneers, plywood,cabinets, wall paneling and novelty items.

o Hold a builder's & contractor's "Appreciation Night."

o Display more lumber in-store for takewith.

a Try color in the R.O.P. advertising.

o Develop a file of competitive and outof-town ads.

o Run a stylized map in the ads.

o Make advertising copy show benefits rather than only features.

O Capture more meaningful information at the cash register.

o Ticket sale merchandise at the advertised price.

Plywood Makers Settle Suit

Georgia-Pacific Corp., Weyerhaeuser Co. and Willamette Industries Inc. have agreed to pay $165 million to end a l0-year-old classaction lawsuit, which charged the companies with conspiracy to maintain high plywood prices.

All three companies deny any involvement in illegal activities.

Robert E. Flowerree, chairman and chief executive officer of Georgia-Pacific, said, "We feel that settling this litigation is in the best interests of our shareholders, despite the fact that we know we did not fix plywood prices. We previously won on the same issues, facts and evidence in the Federal Appeals Court.

"However, because of the risks and expenses inherent in litigation of this size, we felt it was best to settle these cases and put them behind us. "

Weyerhaeuser and Willamette also said that the settlement was made in order to avoid litigation risks and expenses. Over a three-year period, Georgia-Pacific has agreed to pay $99 million, Weyerhaeuser $37 million and Willamette $29 million.

Among the charges levied against the companies was that they charged "phantom" freight rates as part of a conspiracy to maintain high prices.

Come lo A AmCO forTHERMAX SHEATHING

Help your cuslomer cuf energy cosls ond conserve energy itself by offering him Celotex Thermox sheothing. Combined with fiberglqss insulolion wiih convenfionql 2 x 4 froming, your cusfomer will hove qn energy-efficienf insuloting syslem for new buildings qnd odditions thot will moke his producf more soleoble ond help increose your profifs.

ARIZONA

(Continued from page 24)

convention held in Orlando, Fl., Dean Drake, general manager and senior vice president of O'Malley Lumber Company, w:ls elected as vice president of District 5 which includes, Arizona, Southern and Northern California, Montana, Western Mountain States, and Texas Federated Associations. We are fortunate to have Dean represent the areas.

Although our membership has suffered in this bad economic period, I urge members to pass the word for nonmembers to join.

Non-members are benefitting through lien law legislation, decreased workmen's compensation rates, wood promotion, etc. These efforts are carried forward in bad years as well as good years and we need their support.

The Wood Promotion Committee will be announcing early this month plans to generate more lumber sales. In this time of energy increase we have a great opportunity to dominate the construction market through wood wall systems.

@dgx' cErrNGs

Since Celofex ceilings offer f ive vorious mefhods of inslollotion lhey sell themselves io your cuslomer. A reol profit moker for you. Your cuslomer will like the choice of pofterns ond remember, the noise obsorption quolifies of these ceilings ore o big selling point, too!

! ire prevention measures are most efffective when employees are involved in self-policing safety procedures. Employees can police their own safety measures only if they know the rules, are well trained, and if management promotes and enforces fire safety regulations consistently. Employees should be trained in self-policing of hazardous conditions such as:

o Smoking violations, especially around fl ammable liquids.

o Excessive accumulation of dust and flammable liquids.

o Improper storage of flammable materials.

In addition, management must Promote and enforce safety programs such as:

o Issuing "Hot Work" permits when equipment is used that can ignite combustible materials.

o Conducting regular inspections of fire prevention conditions in the workplace.

o Carrying out regular checks on the proper working order of fire fighting equipment.

o Organizing a safe and orderly system of evacuation in the event of fire.

o Fire drills should be carried out periodically and all employees trained in emergency procedures.

o Organizing and training an employee fire brigade as a first line of defense against flres.

As 1982 came to a close, rnany tlrxpayers were attempting to minimize their tax bill by investing in the shelters. According to Gary J. Merz, CPA, Vander Wegen & Kincaid, a general definition of a tax shelter is any investment activity which is enhanced by its tax treatment. Before yielding to a salesman who promises a four to one write off of your investment, he says that the areas to be con-

sidered are:

(1) Is there a reasonable expectation of gain? i.e.: The investment must have "economic substance."

Does the investment suit your (taxpayer) needs? i.e.: Traditional high risk shelters are for the most Part beneficial for taxpayers in the 5090 tax bracket only.

Do the sponsors and managers of the program have proven track records in the particular activity?

i.e.: Tax shelters have many undesirable types involved in them. What is the fee structure for the sponsor/general partner? i.e. : If the general partner hasn't made a financial commitment, it usuallY points to an underlYing Problem. Is the prospectus tax opinion worth anything? i.e.: Ask Your tax advisor to analyze the issues involved.

A T OUR last meeting with the Arizllona General Contractors we rnade the decision to go in with only a clean-up bill which would:

(1) Change preliminary notice to best known address and or legal description. (A legal description is onlY needed in case a lien has to be filed.)

(2) Describe completion by a notice of completion by the general contractor. The material supplier would

then be sure of the 90 day filing deadline.

(3) Change any language in bill that is not clean to be fully understandable. We had discussed introducing a bill on "Stop Notice" separately. I am going to recommend we delay this action until 1984 and try to recover home improvement liens and single family dwellings. These would be major changes which would not cloud the clean-up bill scheduled for introduction this Year.

At the November NLBMDA annual (Please turn to page 23)

FRANK DAV]S executive vice president

WE MANUFACTURE:

D Certified K/D redwood and western red cedar

! Patterns and surfaced

! Fingerfoint

I Edge glued stock

E Paneling

! Mouldings

WE ALSO OFFER: Custom milling and drying and loading

(Continued from page l4)

tions showing merchandise in use allow the reader to picture himself or herself using the merchandise.

(4) Make each ad complete. Include all essential information about the merchandise or services being sold: style, design, workmanship, brand name, price, your store's name, address, telephone number and business hours.

III. Make Merchandise Part Of Your Advertising Plan.

Advertised items should be prominently displayed and available. Stock up on featured items and train your staff to suggest and sell tie-in items.

To sum up, advertising is a proven method of building volume and profits, for big advertisers, as well as small. Properly and effectively executed, advertising will benefit both you and your customer.

Note: If readers want more information about how to use newspaper advertising more effectively, they should call their local newsPaPer advertising representatives.

HARRY MENDENHALL execut ive vice oresident Lumber Merchants Association of Northern California

&UITWS

1055 Lincoln Ave. San Jose, Ca. 95125 (408) 295,4103 :lli!illillllilliili:il:l::i:i':ililiiii:liilli:.iti,j:i:lil:*il:!ii:;:,r:i:,r:lliiliiL::lllllil+ii

l7ou MAY NoT be selling it as dim! ension lumber but the use of wood has doubled in the past two years for use as fuel. Household use of wood for fuel climbed from about 23 million cords to more than 50 million cords per year in I 98 I . That includes all household users of wood from those who rely on it for most of their energy needs to those who use it infrequently.

Wood was the main fuel used in 4.5 million households in l98l, with the majority ofusers found in rural areas. Such households burned 22 million cords of wood last year, with an average use per home of just under five cords.

Total wood use bythree major consumer groups, households, industries and utilities has increased 5690 since 1970 according to the Energy Information Administration.

A California problem exists in that no wood may be taken from a state park. However, wood may be cut from national forests if one obtains a permit from Forest Service Personnel.

Down fall and dead trees are marked for cutting into firewood.

Wood hijackers have been raising havoc with both the state parks and the national forests. Since the geographic areas of many state parks and all of the national forest lands are usually isolated, it is an easy task for most wood hijackers to move into an area with their heavy equipment and remove several hundred cords undetected. The price of cord wood ranges from $180 to well over $230 in the metropolitan areas of California.

As the winter season approaches, stocks of kerosene heaters are appearing in member stores. The past two years showed a boom in sales of these heaters.

The California state law prohibits the use of kerosene heaters for residential use unless they are vented according to codes, but customers are purchasing without regard to codes. It is also required that the seller of these heaters have conspicuously posted a warning to the effect that they are not intended for residential heating unless vented according to codes.

To preclude the possibility of fines and lawsuits, it is strongly suggested that all dealers selling kerosene heaters post such a sign at the point of sale or at the merchandise display.

Customers are going to buy them anyway, but you are protecting yourself.

Coming next month . .

John Newquist, Eel River Sales Co., Newport Beach, Ca., recently returned from a sales trip to Dallas, Tx.

Eric Shelby has been promoted to sales rep. II, John Taylor, to sales service mgr., and Terry Humphrey to senior sales rep at Simpson Building Supply Distribution Center, Santa Clara, Ca.

Charles "Red" Anderson, a newly elected v.p. at Bracut International, is now gen. mgr. of the Arcata, Ca., plant, according to Denny Hess, pres.

Chuck Higgins, district mgr. of The Terry Companies, has moved from Terry Building Center, Simi Valley, Ca., to Hq. in Tarzana. Steve White has moved from purchasing at Hq. to Terry Building Center where Ron Tanner is now mgr. Steven R. Mellem and Chris Mercado are new in the general purchasing dept. in Tarzana.

Mike Herbert has joined Nu Forest Products, Healdsburg, Ca., as sales mgr., according to Mike Parli.

Frank Reynolds has retired from North Pacific Lumber Co., Portland, Or., after 40 years in the business.

Stephan Elliott is the new retail div. merchandise mgr. at O'Malley Lumber, Phoenix, Az., replacing Jerry Hancock who has moved to Chandler Corp., Boise, Id.

W.D. "Dick" Rose has been promoted to gen. marketing mgr. at the GeorgiaPacific Corp. distribution div., Atlanta, Ga., according to Ronald P. Hogan, div, v.p. James D. "Jim" Fulleris now gen. products mgr. of the div.

Bernard Kritzer has been named senior v.p. and group officer in the retail area of Wickes Companies, Inc., according to Sanford C. Sigoloff, chairman and c.e.o., headquartered in Santa Monica, Ca.

Curt Wood is now in sales at Eel River Sawmills, Fontana, Ca.

Paul Robbins is new at Anderson Forest Products, Kirkland, Wa.

Myron E. Bernslein has been elected v.p., industrial relations, and John H. Wimberly, v.p. and exec. assistant to the chairman of the board, according toWalter E.Ousterman, Jr., chairman, pres. and c.e.o. of Kaiser Cement Corp., Oakland, Ca. Arnold B. Brown, Jr., senior v.p. and gen. mgr., international operations, and director, is taking early retirement after 27 years with the co.

Winston "Red" Davison is now sales mgr. at Saginaw Shingle Co., Aberdeen, Wa.

Brent Crosby, Domtar Gypsum America, is the new pres. of the Oakland, Ca., Hoo-Hoo Club; Frank Kinney, Hulbert Lumber Co., Newark, Ca., v.p.; Dwight Currtn, DMK-Pacific, Fremont, Ca., sec./treas.; Dick Madsen, Domtar Gypsum, sgt. at arms; Tom Cole, Weyerhaeuser Co., Tom Fogarty, Osborne Lumber, Ted French, Burton-French Lumber Co., Tom Richert. Richert Redwood, Dennis Hansen, Truitt and White Lumber Co., directors.

Scott "Gater" Gates has joined sales at Chandler Corp., Phoenix, Az.

Max Kinnison has been promoted to comgr. of the 84 Lumber Co. store in San Bernardino. Ca.

Gary R. Taylor is the new district mgr. for Or., Wa., Mt., and western Id. for Minwax Co., Inc., Montvale, N.J.

Tony Merkel has been named sales mgr. for Simpson Building Supply Co. distribution center, Kirkland, Wa., according to Bill Doniels, mgr. of that facility.

Joe Omweg, Omweg's Homecenter, Carpinteria, Ca.; Ed Lowry, Lowry Hardware, Tucson, Az.; Hal Sturgeon, Granada Hills Hardware, Granada Hills, Ca.; Bruce Bundschuh, Myrtle Ave. Lumber, Monrovia, Ca.; Jack Carmichael, Battels Hardware, Whittier, Ca.; Russ Wilson, Koontz Hardware, Los Angeles, Ca.; Jeff Schulein, Crown Hardware, Corona Del Mar, Ca.; Jirn Steenbergen, Martenet Hardware, Anaheim, Ca.; Bob Mohler, Ontario Lumber & Hardware, Ontario,; Alberto Carrillo, Macons Kres, San Ysidro, Ca.; Milt Tuckness, L.L. Smith Hardware, Phoenix, Az., are 1983 District #l directors for the Pacific Southwest Hardware Assn. Bill Griffin, Griffin Hardware, Santa Ana, Ca., is pres.; Bob Hrtcher, Eastern Hardware, Bell Gardens, Ca., I st v.p. , and Bill Meanley, Meanley & Son Hardware, La Jolla, Ca., 2nd v,p. Blake V. Blakey, Anawalt Lumber and Materials Co., Pacoima, Ca.; Ken L. Lenhart, Lenhart TV Hardware, Mesa, Az., and Donald E. Bledsoe, Greenacres TV Hardware, Bakersfield, Ca., aremembersof the 1983advisory board forthe Pacific Southwest Hardware Assn.

Ben Lerny, formerly with Western Woods, Chico, Ca., has joined Ensworth Forest Products, Auburn, Ca., as a partner and v.p., according to Ross Ensworth.

Alfred X. Bexter, pres., J.H. Baxter & Co., San Mateo, Ca., is the new chairman of the forest products political committee of the National Forest Products Assn.

Gus Hubbard will retire from Simpson Timber Co., Seattle, Wa., next month.

Edward H. Tutun has been appointed group executive for W.R. Grace & Co.'s retail group, according to Carl N. Graf, president and c.e.o., following the retirement of Robert H. Anderson, who had headed the group since 1978.

Chuck Wofford has advanced to sales at Higgins Lumber Co., Union City, Ca. Fd Fountain, Jr., Fountain Lumber Co., Los Angeles, Ca., has returned from a tour of the No. Ca. redwood country.

John Mayginnes and Steve Ahl report that the '82 Spirit coupe which races in the sedan class under the sponsorship of their All Heart Lumber Co., Ukiah, Ca., placed 3rd overall on the IMSA racing circuit for the year with Irv Pearce behind the wheel.

Lloyd Jones, Ketchikan, Ak., is the newly elected pres. of the Pacific Logging Congress.

Jack McDonald is now at Western International Forest Products,Portland,Or.

George V. Titus has been named a rep for Enterprise Wallcoverings, Inc., based in Fremont, Ca.; Mary V. Drvis, new operations mgr. and Frank J. Roos, new merchandise mgr. at the Torrance, Ca., Hq.

Anson Damon has retired from Navajo Forest Products, Navajo, N.M., after more than 36 years with the firm, according to sales mgr. Joe ShiPman.

Jim Frodsham, president of South Bay Forest Products, Orange, Ca., wants everyone to know that the "S" and "B" letters in the company logo, which were inadvertently transposed in their ad by a printer's error in the December issue, definitely don't stand forwhat "B" "S" usuallydoes. Itwas just one of those unfortunate printing errors that occasionally bedevils the best of them.

James W. Henderson is the new v.p.-gen. mgr. of the Cloverdale, Ca., facility of Rolando LumberCo..Inc., San Leandro, Ca., according to Thomas J. McHugh, pres.

Furman C. Mosely is replacing Gilbert L. Oswald as the pres. of Simpson Timber Co., Seattle, Wa. 0swald has moved to vice chairman, according to William G. Reed. Jr.. chairman.

Mike Dode is a new sales rep for Andersonia Forest Products, Arcata, Ca., according to Ed Andenon.

Harvey Schuman has retired from the Eugene, Or., branch of Lumber Products after 23 years; Gary Graham is now in outside sales.

Billie Gowans is the new sales mgr. of Sound Studs, Inc., Redding, Ca.

Cecil F. Hansen has been named a director at Alpine International Corp., Portland, Or.

Hugh Mungus and Freddy Fungus have named retired Army officer Major Funding to handle charitable activities at Mungus-Fungus Forest Products, Climax, Nv.

O HARDWARE, HOUSE\ITARES, & ALLIED LINES PRODUCTS . I^AWN, GARDEN, & OUTDOOR LIVING PRODUCTS

o D'I-Y, HOME IMPROVEMENT, HOME CENTER & BUILDTNG SUPPLY PRODUCTS

I.AS VEGAS CONVENTION CENTER-JANUARY 3I.FEBRUARY 2, 1983

The Winter National Hardware ShowShop this new major product showcase featuring The Winter Show is sponsored by the American over 850 leading manufacturers. See, examine, and Hardware Manufacturers Association, with the compare new products and complete product lines cooperation and support of Pacific Southwest at this major hardlines trade exhibition held in Las Hardware Association, Pacific Northwest HardVegas, the most spectacular trade show site in the ware and lmplement Association, and the Califor- country. nia Retail Hardware Association.

You will enjoy coming to Las Vegas' Las Vegas has These Associations will provide comprehensive thousands of first-class low cost hotel rr first rate entertainment attraction"

programs of educational 'meetings co'iering curding tourist activities. I vutD(arr- rent marketing topics and special events.

r--ADVANCE REGISTRATION FOR FREE SHOW BADGE PREREGISTER NOW TO ATTEND

It could be one of the best business decisions you make all year.

Your badge and hotel reservation form will be mailed to you upon receipt of this form.

Mail to: Winter National Hardware & Home Center Show 999 Summer Street, P.O. Box 3833, Stamlord, CT 06905 (203) 96/SqD0 Telex 649/m0 CAHEX WU STD

"n.,oo.lli"fl},:

NEW PRODUGTS and selected salesaids

film or paper so it allows moisture vapor to pass through, eliminating the danger of in-wall condensation. The product is lightweight, tear-resistant and reportedly will never rot or shrink.

Energy Saving Doors Tax OK

The Internal Revenue Service has certified Simpson WeatherBeater Doors for a Residential Energy Tax Credit. Also certified for the tax credit are thermal models in Simpson's International Line.

The WeatherBeater doors are solid core with a specially designed frame to prevent warping. The flatness and stability of the doors are said to help to maintain a tight weather seal under all conditions.

WindowDressings

A modular arched window system said to combine the customized look of decorative arched windows with the normal installation of conventional windows is new from New Morning Windows, Minneapolis, Mn.

The system can be used in restorations, new construction and on interior dividing walls. The windows are delivered in insulated, pre-boxed rectangular modular sections of any custom dimensions. This eliminates the need for additional on-site framine.

A Barrier Against Cold

A new home energy-saving air infiltration barrier that reportedly cuts heat loss through insulated walls by 3390 is from Du Pont.

Tyveck is a sheet of very fine, highdensity polyethylene fibers. It is not a

The thermal doors combine real wood with double panes of thermal glass. According to the company, the French style thermal doors are 64s/o more energy efficient than single glazed doors of the same type. Other styles of their thermal doors are said to be about 37Vo more energy efficient than standard wood doors with single pane glazing.

Cabinets for the Handicapped

A line of cabinets for the handicapped has been introduced by the Connor Cabinet Div., which followed HUD and FHA guidelines for the handicapped in public housing facilities.

They include regular base units and drawer units in selected sizes of 12" to 48" wide and feature an83/q" high toespace for wheelchair footrests. A 5Vz" high valance, along with 3" and 6" fillers, are available in 48" and 84" lengths. Fillers to 42" allow for cutting to specified lengths. Also available is a 60" high utility cabinet in either 24" or 30" width with four adjustable shelves.

A Cabinet Watch

The new Greenwich bath cabinet features adigital clock and night light with onloff switch.

The genuine oak frame comes in walnut or honey finish with a 16" by 26" plate glass mirror that has stainless steel edges. The cabinet recesses in standard 2" bv 4" walls.

All Decked Out

Oakwood Manufacturing, Inc. is offering three new products for the retailer.

First, a bulk merchandiser display that fits a standard gondola end or can be used anywhere in the store. The merchandiser utilizes bins for bulk display of items for those dealers who prefer to sell by bulk rather than in kit form.

Erecto-Pat step kits can be used from deck to ground or from one level to another on multi-level decks. There are no risers to be cut.

A new do-it-yourself park bench kit includes one pair of black baked enamel finish park bench legs, rustresistant lag bolts and step-by-step instructions.

The customer decides what length he wants to build and the retailer supplies the lumber.

For more information on New Products write The Merchant Magazine,4500 Campus Dr., Suite 480, Newport Beach, Ca.92660.

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

A Star ls Formed

^ Starplates are connecting devices for forming do-it-yourself-geodesic buildings. Eleven pre-engineered steel connector plates assemble 25 equal-length wood struts into a bolted framework, in sizes from 3'to 14'wide.

_ According to East-West Design, Inc., using their kit that retails for $32.95, one person can erect a framework in two hours.

The framework can be used to construct a greenhouse, gazebo, corn crib, carport, playhouse or a doghouse.

Walk-in Vault

Henges Manufacturing, Inc. has a walk-in vault with a wide varietv of security applications.

Offering 94 cu. ft. of storage space, the interior is a 3Yz' square with a 7' ceiling. A weight of IZS lbs., external dimension of 44" x M" x 86" and heavy-duty materials reportedly make the Safeguard Vault virtually impregnable to common burglar attempts.

The fire-resistant vault is constructed of l2-gauge steel, 50,000 psi, painted with urethane enamel. The door opening is l9%" wide and can be right or left hinged. For safety, the vault is designed to prevent accidental lock-in and maintains aircirculation.

Guaranteed for five years against all defects in workmanship, it costs $l,440.

Computer Matchmaker

Benjamin Moore & Co.'s new computer color matching system, consisting of three components and an optional fourth component, was developed in direct response to the service needs of dealers. The svstem is said to be easily operated by a paint dealer with minimal training.

Using the system, a dealer can arrive at a formula for custom paint colors in minutes. The formula, or prescription, can also be typed out with the aid of the optional line printer. Each prescription contains coded information describing the base and finish to be used and gives the exact number of shots required of each colorant in order to reproduce the custom color.

The computer element of the system is capable of being utilized for basic business accounting procedures. The system will be available to dealers through direct purchase or with the option of a three to five year lease.

Anchor Bolts Away

A new line of wedge type stud anchor bolts has been added to the Star Expansion line. The bolts are used in concrete where extra holding power is required.

More than 20 different sizes are available ranging from %" x l%" to l" x 12". The product's design reportedly eliminates drillirrg oversize holes as the thread diameter is equal to the hole diameter.

New Generation Stove

The United States Stove Co. has a new generation of circulators: the Legacy Wonderwood and Wondercoal.

Both offer a new cabinet design with rich earthtone colors in a leather-grain embossed steel cabinet. The cabinet front is highlighted by a simulated wood-grain control panel.

The 3021 Wonderwood and 3027 Wondercoal feature a lift-up top and auxiliary cooking surface, full-size ash pan,firebrick lining and optional blower.

With the Legacy's baffled, stainless steel heat exchanger, potential heat is drawn into and around the exchanger. The concentration of heat allows the exchanger to extract and recirculate heat previously lost.

Concrete Finisher

Tamms Industries Co. has a professional concrete finisher that is said to fill, seal, level, texture and finish masonry surfaces. The ingredients in Concrete Finisher are similar to natural concrete so the product becomes part ofthe surface, notjust a coatlng.

It is mixed with water and applied by hand trowel or spraying, depending on the surface to be covered. Available in 70lbs. bags, its coverage is estimated at 6-9 lbs. per square yard for a two-coat system that is ap- proximately l/8" thick.

lmprovedAstragals

Astragals produced by Benchmark are said to provide improved weather seal-out, energy savings and protection in double door installation.

For more information on New Products write The Merchant Magazine,4500 Campus Dr., Suite 480, Newport Beach, Ca.92660.

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

Hot Display

A point-of-sale display containing an assortment of Rust-Oleum Heat Resistant Bar-B-Q Black coatings is designed to help retailers boost impulse sales and profits in their lawn and garden departments, and outdoor shops.

The aluminum astragal now features a thick foam rubber boot and a rigid polymer connector. It comes prt-assembled with operating spring Ioaded flush bolts top and bottom to lock securely into header and threshold. A wider channel design accommodates heavy dutY deadbolts.

The prepackaged display contains 30 cans of the heat resistant finish for refinishing heated surfaces such as outdoor grills, stoves and fireplace equipment.

As part of the Promotion, RustOleum is providing retailers with an advertising allowance amounting to 590 oftotal heat resistant coating purchases.

Affordable Joists

Alpine Engineered Products, Inc. has a new engineered roof and floor truss system.

Produced from 2 x 4 stress-graded lumber, scrap 2 x 4 blocks and AlPine connector plates, the J-24joist can be used as a substitute for 2 x l0 timber framing members.

Tie One On

Ratchet Strap, a tie down straP' secures loads to a car, truck or trailer. ThelYz" wide high-strength nYlon webbing with S hooks at each end is available in l0 ft. and 15 ft. lengths. The straps have a suggested list price of $19.98 and$22.49.

"LOOKING AROUND" says Paul Bunyan

Paul does not rest on his fame as the lumberman's symbol of accomplishment. New requirements and changing conditions keep him alert to progress.

Draf t on Guard

Thermo Cuard is a new solidstate energy audit tool from Metrifast designed to detect the relative degree of heat loss (winter) or gain (summer) in a home. This 9-volt battery-operated, hand-held electronic instrument allows a homeowner to locate drafts around windows, doors. vents and electrical outlets.

With rhis informarion, an economical decision can be made about where to place insulation or sealing compounds to minimize air conditioning or heating cost. The unit is $19.95.

Plug lt Up

Hydro Stop, a formulation that stops leaks in concrete and masonry, is a product of Tamms Industries Co. Idcal for underuater ivork, it takcs an initial set in 3 to 5 minutes but reportedll' can be shaved and shaped 1'or up to an hour after miring.

It repairs disintegratcd concrete in dams, piers, tanks, waterways, piling, abutments, watcr and sewer mains, catch basins, conduit and bridges.

It contains no calcium chloride and miring rcquires only water to form a putty-like ball. lt comes in various sized tr,rbs ancl pails.

Fancy Storm Door

Allan Mfg. Co. has a line of security,/storm doors designed for installation by either a builder or doit-yoursel fer.

The doors are pre-hung and packagcd in standard 36 in. r 80 in. and 32 irr. b1 80 in. openings. The I in. x 2 ir"r. steel tubing frames dceoruled u itlr aluminum castings arc sandblasted and electrostatically spray'ed w ith a black stain finish alkyd rcsin paint containing rust and salt spral inhibitors.

Doors of Steel

Porvene Roll-A-Door is manufacturing lightweight rolling steel home garage doors, which roll up above the garage door opening like a window shade with eight pounds of uprvard pressurc. It requires 15" of room above the door opening for storage.

The embossed texture with u,cather resistant paint creates a hardrvarc exterior. The steel doors are said to make forced entry atternpts unlikely.

Fair And Square

Orem Research has a Super Square, reportedly a complete redesign of the traditional carpenter's framing and layout square.

The tool's unique pivot point and inner slot provide professionals and handymen with quick calculations.

Light weight, non-glare aluminum

with fine-etched black gradations makes it easy to read.

The inner slot serves as a protractor, revealing slopes in inches-rise per foot-run as well as the degree of each slope. Another edge is divided into twelfths so measurements can easily be translated into feet without conversion. The square comes with a 32-p. carpentry guide.

New Tomahawk

Vaughan's rig builder hatchet combines blade and striking face in one handy tool for forming and

OUALITY REDWOOD

Manufacturers of fence boards; posts and rails; decking; specialty items. Our sawmill and re-man facilities provide us with versatility in meeting your customer's needs.

Irom the lorest to the lence

P.O. Box 248 Arcata, Ca.95521 (7071822-1779

Russ & Bob Britt

framing. Redesigned to provide a deeper throat behind the large, milled striking face, the tool features a polished 28 oz. head with a 3Vz" blade cut.

Top Drilling

Engine. Drill, a 1.25 HP gas powered tool from Tanaka, is useful at remote sites or where electricitv is unavailable.

The drill features a23 cc, forced air cooled, two-cycle engine, high torque reduction gear box, centrifugal clutch, all-position carburetor, Vz" Jacobs chuck, and weighs 8.8 lbs.

It features quiet operation with one hour long fuel capacity. The electronic ignition module has a five year warrantv.

Lattice Landscape

Wing Industries, Inc. has pressure treated lattice for outside landscaping projects. High altitude Ponderosa pine with wood preservative chemicals to protect against decay from soil, water and wood destroying insects is available in2 ft. by 4 ft. and 4 ft. by 8 ft. sizes.

SteelAppeal

A raised panel garage door by Windsor Door Co. provides the inherent strength, low maintenance and durability of steel, while offering the classic elegance of deeply embossed decorative panels.

Model 450 is available in both raised and raised-with-design styles. At a standard height of 7 ft., door widths range from 8 ft. to 18 ft. and the number of panels across the width range from 4 to 9.

The door features galvanized steel panels, tongue-and-groove waterproof joints between sections, steel ball bearing rollers and outside keyinlock handles.

Comprehensive Adhesive

Rubber Caulk and Gutter Seal from Franklin Chemical Industries is a general purpose premium construction grade adhesive/sealant.

Weather resistant, the brown or white material reportedly seals against water, wind, dirt and dust, while adhering to wood, metal, masonry, glass and most building materials.

It's available in standard caulkins cartridges.

l||0 ilffis ca||$ t{il|| l|l0

il0 Pn0flffi!

FAMOWOOD

is the PR0FESSI0NAL'S Att PURPOSE PIASTIC

Boat builders, furniture makers, cabinet makers, etc. have found it the one sure answer to correcting wood defects, filling wood cracks, gouges, covering countersunk nails and screws. -

Can be used under Fiber Glass! 14e*

Ready to use right out of the can, Famowood applies like putty-sticks like glue; dries quickly; won't shrink; takes spirit stains, and will not gum up sander. Waterproof and weatherproof when properly applied. -4e

NEW VISUAL packaging highlights Schlage Lock Co.'s 8100 and 8400 deadbolt lock series, which leatures strong 1 " throws and frame reinforcers. The transparent, tamperpr00f packaging can hang on existing shelf pegboard displays, spring action racks or free-standing

corrugated display units.

Build a Barn

The line of wooden yard storage barns in the kit form by Jer Manufacturing has been extended to six basic models with the introduction of a 6' wide barn for limited space locations.

With floor space of approximatelY 36 sq. ft., center headroom of 6'6" and a 6' x 3' door, the kit includes a pre-cut and numbered frame, trim and purlin members, door hinges, hasp and screws, nails and an illustrated step-by-step assembly instruction manual.

Dealers provide siding, roof panels and caulking compound. Average retail unit cost, dependent on the panel grade selected, is $159.

No Balk Caulk

Macklanburg-Duncan has a new siliconized acrylic latex caulk with a 25-year "no quibble" warranty.

In four colors plus clear, it is packaged in a yellow tube with black graphics.

According to the manufacturer, the product if used as instructed will last for 25 years or the consumer will eet another tube free.

aF .-.4 - v.

1-{;r'F+ids-b-rr

Pine - Douglas Fir - Plywood - Redwood - Cedar

Watertight Case

Channel Drain. a new basement waterproofing system, is a do-ityourself product to be installed by the homeowner.

The 4-ft. sections of ABS plastic channels, which retail at $4 per ft., are sold in units tailored to fit the problem area in each basement.

The cost of the sections is said to be about %th the price of conventional waterproofing systems.

Pop Goes The Sprinkler

A sprinkler with a 4-in. pop up height for unobstructed spray distribution has been introduced by the Turf Div. of Rain Bird Sales, Inc. The model 1804 has a patented comolded, multi-function wiper seal which is said to clean the stem as it pops up, flush debris away as it

retracts and keep it from entering the unit at the nozzle/wiper seal interface.

It also features a filter screen under the nozzle to prevent clogging and a fully open /2" threaded inlet to facilitate case flushing and speedier installations. The sprinklers are available in a full range of nozzles.

PRE.CUT FENCII{G PRODUCTS We specialize in Western Red Gedar

Also, redwood fencing and benderboard Mixed Load Inquiries Welcome Perry Dictos (209) 268.8848

LASC CONFERENCE

(Continued from page 17)

found that tabloids worked well for them, but newspapers did not.

Milt Johnson, HomeLumber, told how they had restructured their firm to provide separate locations for their contractor and consumer business, feeling this was the most effective way for the firm to maximize their customer service and profits.

Bill Cowling, Dixieline Lumber,

told of the profit realized from having a mini-mill in each of their retail stores. He said that full service was "the name of the game" for retailers. Cowling also told of the saving of $256,500 over a period of 60 months that they had achieved by instituting energy controls on heating and air conditioning at one of their four stores.

Chandler Lumber's Al Newkirk told how they use in-store home shows to build traffic. He said the

TIMBERS

From cutting a wedge to pre-fab'd crane pads or mine shafts. Angle cut, cross cut, drilling, dapping-We'll do them all to customer specification.

Drawer 4779, Arcata, Ca.95521 707-822-3648

ATTITUDE adlustment was popular at the Fremont Forest Products' cocktail party and tennis/golf awards ceremony. (lop photo, left to right) Liz Cunningham, Marilyn & John Swelt, (lower pholo) Kathy and Paul Haacke, Mike Tracy. Phil Butterfield took honors Jor a hole in one. Chuck Jenkins, Judy Watson and lda Stobaugh also were recognized. The Hobbs Wall Lumber Co. trophy went to Dick Learned.

"All

"knowledge and enthusiasm ofgood people" was something they could provide that the chains couldn't. "Good personnel is the most important factor," Newkirk stressed. He added that they tried to keep their inventory along more traditional lines, saying "we don't get into selling beads and motor oil."

Wrap up speaker at the convention was Les Anderson, publisher of Random Lengths, the highly regarded industry price reporter. He sees more mills becoming involved in export; more Western lumber staying in the West; a growing role for Southern plywood; and lumber requirements changing as housing is downsized. He also noted that financing changes would have a major impact on the housing market.

Wood Outlook Conference

The Western Forestry Center and the Portland (Or.) Chamber of Commerce Forestry/Wood Products Committee are co-sponsoring Outlook '83 to be held at the Western Forestry Center on Feb. 8 and 9.

This conference will highlight marketing opportunities for wood products firms. Specific topics will include: overall economic trends, specialty products, domestic market and international markets.

One session will incorporate discussions on taxation issues including: timber taxation, severance taxes,

property taxes, and income taxes for forest products companies.

Managers from Pacific Northwest forest products companies who are interested in attending and participating should contact Robert Ganger, Portland Chamber of Commerce, 824 SW 5th Ave., Portland, Or.97204.

PEI.IETRATING OIL FINISHw 'aD v

Penofin, a penetrating oil finish and sealer, preserves the natural color, grain and beauty of wood. A special Redwood and Cedar penofin will enhance and protect siding and decking.

Field tests have shown that the transparent finish which incor' oorates Brazilian Rosewood oil, activated by a leadless dual catalytic system, rejects over 9Oo/o of the sun's ultraviolet rays thus eliminating the cause of checking and discoloration.

A m ildew and water resistant agent prevents nails from bl eedi ng and provides superior protection.

The line also includes a product for Marine use as well as natural, medium and dark stains lor interior finishes.

Southern Calitornia's Distributor of WENCO JX-7

Wood Windows & Patio Ooors

CHAPARRAL DISTRI BUTORS

28621 Canwood Street, Suite A, Agoura, CA 91301 (213) 889-5042

DEALER INQUIRIES WELCOME

CUST0M HOME design uses Lock-Deck from Potlatch Corp. to dramatize a massive cethedral ceiling. The laminated wood product requires no finishing although semi-transparenl stains can be apolidd. A factorv-app'lied acrylic finish is available in a variety of bolors. Lock-De'ct< is manulaftured at Lewiston, ld., and Warren, Ar.

ECoN0MICS d0minated this regional meeting of the North American Wholesale Lumber Association held in Los Anoeles. Ca. It was one of a series the wholesiler group holds each fall throughout North America. Dr. Rusty Rostvold, president of Urbanomics Research Associates and a commenlator on money matters for a Los Angeles tv. station, said the worst "is behind us, prepare for different business conditions in the'80s."

NAWLA is forecasting a 207" increase in housing starts in'83. (1) John Weston, Harry Selling, Wilf Livermore; (2) Gary Ho0r-

mann, Roger Braniger, Dennis Richardson.

(3) John Hodge, Len Albrecht, Steve Johnson. (4) Frank Bader, Ken Thompson.

(5) Joe Tidwell, Ted Gilbert, Bob Abbott. (6) Eill Tracey, Ed Fountain, John Cole. (7) Slerling Wolfe, Bill Baugh, Frank Maclean.

(8) Andy Ersek, Dick Tanaka, Fred Kruse.

(9) Jim Golding, Bob Mc0une. (10) Don Derbes, Bill Sharp. (11) Vince Cunningham, Ken LoBue, Blaine Smith, BillSullivan, Jack Butler. (12) Jefl Lynn, Daryl Bond. (13) Paul Haacke, Tim Gaffney. (14) Mark Herms, Bruce Burns.

o Water-Borne Salt . CCA Twe A

o GrapeStakes

o Posts & Poles

Treated Wood a Treat

A new brochure, "Treat Yourself To Properly Treated Wood," is free from the Southern Forest Products Association, P.O. Box 52468, New Orleans, La. 7O152.

Tips For A Quartet

For A Better Finish, a 32-p. booklet with how-to information on d-i-y projects is 250 from the Savogran Co., P.O. Box 134O, Norwood, Ma.0?.062.

Threshold Catalog

A catalog of thresholds and weatherstrips and a brochure of p.o.p. display units are free from Pemko Mfg. Co., P.O. Box 3780, Ventura, Ca. 9306.

Insulate Your Money

For the brochure "How To Save Money by Insulating Your Home " send 500 and a self-addressed stamped envelope to the Mineral Insulation Manufacturers Association, Dept. SR, 382 Springfield Ave., Summit, N.J. 07901.

Solid VinylSiding

"What Homeowners Want To Know About Solid Vinyl Siding" is free from the Vinyl Siding Institute, 355 Lexington Ave., New York, N.Y. 10017.

Guide on Roofing

"A Homeowner's Guide to Quality Roofing" is 500 from the Asphalt Roofing Manufacturers Association, P.O. Box 3248, Grand Central Station, New York, N.Y. 10163.

Membrane Roofing

A free color brochure describing the Hi-Tuff single-ply membrane roofing system is free from J.P. Stevens & Co., Inc., Elastomeric Products Dept., Easthampton, Ma. 01027.

Bossy Book

The Second-Generation Boss, by Donald J. Jonovic, Ph.D., a book about the heirs and successors of business

owners, is $19.95 (plus shipping and handling) from The Center for Family Business, P.O. Box 24268, Cleveland, oh.,4t24.

Designer Floor Tiles

Free full-color brochures on vinyl floor tiles and an architectural chip folder ($10) are available from GMT, 1255 Oak Point Ave., Bronx, N.Y. 10474.

FOR PROMPT SERVICE

On all New Literature stories write directly to the name and address shown in each item. Please mention that you saw it in The Merchant Magazine. Many thanks!

Chiseling Standards

New safety standards for electricians, glaziers, and wood, ripping and flooring chisels are 34 each from the American National Standards Institute, 1430 Broadway, New York, N.Y. 10018.

Wood Finishes First

A 6-p. wood finish brochure is free from G.L. Holmberg, The Sherwin-Williams Co., Chemical Coatings Dv., ll54l S. Champlain Ave., Chicago, Il. 6(b28

Watch That Water

A new catalog on flashings, waterproof membranes and roof accessories is free from York Manufacturing, P.O. Box 1300, Sanford, Me. 04O73.

Entry Door ldeas

A l2-p. folder offering ideas for using entry doors is free from Simpson Timber Co., Development Ctr., P.O. Box 566, Redmond, Wa. 98052.

Sierra Pacific Prof iled

A free four-color brochure describing Sierra Pacific Industries' operations and capabilities is available from the company,Box 4728, Redding,Ca. 9ffi.

Select a Floor Guide

A 2-p., 4-color illustrated selector guide on Hallemite Black Amazite flooring is free from United Materials Technology, Inc., 236 Millbrook Ave., Randolph, N.J.,07869.

Panes for Energy Saving

"A Guide to Energy-Saving Windows" is 500 from the National Woodwork Manufacturers Association, c/o S.R.&A. 355 Lexington Ave., New York, N.Y. 10017.

Technical Data

An engineered structural wood products catalog is free from Potlatch Corp., Wood Products, Western Div. P.O. Box 5414, Spokane, Wa. 99205.

Prefab System

Copies of metric manufactured prefabricated forming system literature are free from Symons Corp., 2N E. Touhy Ave., Des Plaines, Il. 60018.

The Edge of Competition

"The Competitive Transportation Edge" is free from the Southern Hardwood Traffic Association, P.O. Box 3057, Memphis, Tn. 38103.

Catalog Maintenance

A free 1982-83 Randustrial Maintenance Catalog is available from the Randustrial Corp., l33l l-NR Union Ave., Cleveland, Oh., 44120.

Antique Heart Pine

A free new color brochure and a millwork profiles brochure are from Legacy Pine Limited, Inc., P.O. Box 52614, Atlanta, Ga. 30355.

Roof All Over

Literature covering standing-seam metal roof systems is free from The Roof Group, Butler Mfg. Co., Bldgs. Dv., BMA Tower, Box 917, Dept. P2, Kansas City, Mo.6414l.

12 INCH moulder. Call Agate Sales (916) 272-2451 Ask for Randy.

COPELAND LI.IMBER WISHES TO BI,-IY Lumber Yards in the Western States. Contact Copeland Lumber Yards Inc., 901 N.E. Clisan, Portland,Or.97232, Attention John Matschiner. Real Estate Manager. (503) 232-7181 All inquiries kept confidential.

TWISTED AND WEATHERED

Douglas Fir S4S and rough, 3x4 and wider and 4x4 and wider. Call Wm. Hunter, Hunter Woodworks. (213) 77 5-2544'. (21 3 ) 83 5-s671

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.

ADYantages Aduertising System

THE MOST SUCCESSFUL HOME CENTER'BUILDING MATERIAL ADVERTISING PROGRAM AVAILABLE

36 Different Promotional Themes

o 36 Feature ltems

o 36 Sub-Features

. 432 Generic Product lllustrations

All in a sensational line drawing technique that makes it easy for you to adapt to your own advertising image.

SAVE YOURSELF MONEY

HALF PRICE OFFER for l0 or more subscriptions to The Merchant Magazine, when paid in advance. You and your employees can enjoy and benefit from The Merchant Maeazine for one year for only $3 per subscription. That's a 50% saving over our standard $6 per year rate. which is a real bargain in itself.

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

llhen sending in a change ol address please include zip code on borh oltl and neu addresses and either the old label or rhe inlomation lion it. Thanksl

Place your ad now! CaU (714) 549-8393

$l5Oivi'.

'and you gel 2 sets ol all art work!

GUARANTEEDI lf you're not fully satisfied we'll refund your money and pay the shipping costs both ways

BillFishmon &z4fliliotes

W LOS AIICEIES AREA ffi

GREATER BAY AREA

Bonninolon Lumber Co

aiiiJiiii iiiieiiiioisi,rourbs

Baverlumber Co.

Calilornra BaY Buildina Suodv Co.

caliltrnia Fofest Prodicts. .'

Calilornra Suor &Wes1€rn PneAoency.

Caliltrnia Suhr & weslern Pim A0enci.

Dablo Timber Prcducis

Euoene-Wilbmne Lumber Co

Fldr Servbe SuoDV (SanJos€)

Geo(oa-Pacilic Cori.

Garoia-Pacrlic CorD (San Jose)

Golddn Gale Lumber Co.

HarnessTimberProducls

Hiooins Lumber Co. (San Jose)

Hiddins Lumber co. lunhn citv)

Hr66ins Lumber Co. lWalnut Cieek)

HollsWall LumberCo.. |nc.

KellelEr Lumber Sales

Leatherbak Induslries.lnc.

MacBealhHardwood

Niesen-Wad Forest Prod. (408) 779-2147

NovoTimber Producls, Inc.

P.R.0.0. Wholesale Dslributors

Redwood Emoire. Inc

Rolando Lumber Co.. Inc.

Simoson Buildino SuoDlv Co.

simbsnTimberlo.. .....

Triahole Lumber co

Wascb Prcducts, Inc.

Coro. The P & M Cedar Products.

Selzer Foresl Producls

Srskiyou Foresl Producls

GmrqB.Pacrlic Coro (Redwmd)

Holmts Lumber Co.. Fred C.

NEsen-Wrd Foresl Products

FREMOTII

DMK Pacrfic Corp.

Louishm-Pacilic Corp..

FBESl{O

American Foresl Producls Co.

Easlon Lumber, Inc..

Ceorora'Pacrfic Warehouse

Hiooins Lumber Co.

lnleinational F0resl Pr0ducts Inc

Lewis Co. Inc., Palmer G.

Pacrlic Foresl Producls

Slandad Slructures, Inc.

WeverhaeuserC0. 1800) 742-1939

KI1{GS EEACH

Aowmd Mrll & Lumber

BAitoS

Hardwmd Lumber Co.

SOUTHER}I CALIFORNIA

RryERsrDE & [i3T.',illliiiJSi?31'''

0961 Hammermill Manulacluring lnc

iztl) ozz-srst InlandLumberc0'

Ameri;n Hardwood c0 ' iztlj sir'sloc Inlad Trmber co

SAI{TA ROSA AREA

J.H.BlevrnsCo.,lnc.

AndersoniaForeslProducls.-.. iztlj gqt-tloo KoppssCo'Inc'

lmiriiinl,tittslvlanutacluring. iztliqZO-zfls KelleherMouldinqC0 lnc'

8umsLumberco. i714i770-9923 LminaledTimberseryices'lnc

cilirwniir-umuir rnspection seryice. izt,i) sqo'sstz L-P Dstributbn center ''

calitornia Timberline, Inc (ztqi sgt lgtt

l'acBeath Hardwood

Crpital Lumber c0. (ztli sst'leot Marmer's Forest Prcducls

ciirorr l,rourcngco... .... .. iztl) ggg-olrr Marquart-wolleLumherc0

Connor Lumber-Sales. Inc iztli gzq-rtoo Newporl Haning Mill lnc

ConrmporrisuilOnb Products. Inc. iztci gsz ttZg Pacilh-Lumberc0 '

Delareysasfi& Door C0. (7141 821'4321 flel rg

oux'eiciiic corp. Otq) gsl tstz Parr Lunber c0

Essley&Son.D.'C. izrli sglrgot PelermanLumberco. ,' iug;;e-Wiira;ini

Gay B. Bradt, a buYer and salesman for the Wendling Nathan Co. for 35 years, died Nov. 20,1982 in San Mateo, Ca. He was 69.

Mr. Bradt had retired from the company on August l,1982.

He is survived by his widow, Marietta, two sons, three daughters and three grandchildren.

M.L. Bean, who bought a small drug store in Seattle in 1947 that became the foundation for the 253-store Pay 'n Save CorPoration, died Oct. 16, at the age of 83.

In just 35 years, he built PaY 'n Save into a diversified billion dollar retail enterprise, which includes a large home center division.

Mr. Bean, who began his retail career in 1921, also was active in church and civic affairs.

Howard Allison Libbey' President and general manager of Arcata Redwood Co. for more than 20 Years, died in San Francisco, Ca., on Oct. 31, 1982. He was 85.

A native of Eureka, Ca., he attended Craddock's Business College and served in the U.S. Navy before beginning his career in the redwood industry in 19l9 as bookkeeper for Little River Redwood Co. in Crannell, Ca. He was assistant manager when the company merged with Hammond Lumber Co. of Samoa in1925.

In 1933 he resigned to become a Iumber consultant. In 1934 he joined Hobbs, Wall & Co., Crescent CitY, Ca., becoming vice President and general manager. In 1939, he and several others formed Arcata Redwood Co., Arcata, Ca. He became president and remained in that position when the company was Purchased by new owners.

Mr. Libbey is survived bY his widow, Kathleen, two nieces and a nephew.

Clyde William Hansen, owner of Hansen Lumber Co., Ogden, Ut., died in Layton, Ut., on Oct. l6 at the age of 90.

Mr. Hansen and his sons had operated the lumber firm for 40 vears. -

Survivors include his widow, four sons, one daughter, l9 grandchildren, and 43 great grandchildren.

Rolando Lumbcr Co.. Inc.

Grain Douglas Fir Moulding

Fine Quality Solid Douglas

Fir Jambs & Frames Vertical Grain Douglas Fir

& Detailed Paneling

Maple driving original forklift, Fullerton, Ca.,