Merchant Magazine - January 1985

'We re 1O0% nto the do-it-yourself market Supply s very critica for our promotional programs We worked out a movement history, based on grades specres and srze Then we agreed upon price The mill-direct shipments with local Customer Service Center backup. have kept us rn stock without a hitch "

HARVEY KN ELL, Presrdent

Ole's Home Centers Pasadena, CA

"Weyerh.aeuser helps. ps lSeep pncescompemNe.

HAPPY NEWYEAR!

AS WE MOVE INTO THE NEW YEAR, WE WOULD LIKE TO ANNOUNCE THE GRAND OPENING OF OUR NORTHERN YARD, ON JANUARY 14,1985.

LOCATION: 11299 HARLAN ROAD

LATHROP, CA. 95330

(20e) 982.0585

You want it when?

WE ARE EXCITED ABOUT THIS NEW YARD, AND LOOKING FORWARD TO SERVING ALL OF CALIFORNIA! THE NEW ... OFFICE WILL BE STAFFED BY MARY MULDER AND BOB HALLAK. LOTS OF LUCK TO THEM AND A HAPPY NEW YEAR TO ALL!!!

Publisher Eneritus A'D' Bell' Jr'

Editor-Pubtisher David Cutler

Associate Editor Juanita Lovret

Assistant Editor Patricia Nowlin

Contributing Editors Dwight Curran, Gage McKinneY, Ken Thim

Art Director Martha EmerY

Staff Artist Carole Shinn

Circulation Dorothea Creegan

The Merchant Magazine (USPS 7%-56000) is published monthlY at 4500 Campus Dr., Suite 4E0' Newport Beach, Ca. 92'66t0' Phone (714) E52-190, by The Merchant Magazine, Inc. Second-class postage rates paid at Newport Beach, Ca.' and additional offices. POSTMASTER: Send address changes to The Merchant Magazine, 4500 Campus Dr., Suite 480, NewPort Beach, Ca. 92660. Advertising rates upon request.

ADYERTISING OFFICES

FROM WASHINGTON STATE & IDAHO: contact Crrole Holm, 7033 82nd S.8,, Mercer Island. Wa. 98040. Phone (2M\ 62/./070.

FROM NORTHERN CALIFORNIA & OREGTON: contact Dsvid Cuiler, 4500 Campus Dr., Suite 480, Newport Beach, Ca' 92660. Call (714) 852-1990.

FROM SOUTHERN CALIFORNIA: contact Carl Vann, 205 Oceano Dr', Los Angeles' Ca. 90O49. Phone (213) 472-3113 or (7t4) 852-1990'

FROM THE NORTHEAST: JosePh A. Sher' 6l Maine Ave. F4, Rockville Centre, N.Y' il570. Cdl (516) 678-1625.

SUBSCRIPTIONS

Change of Address-Send subscriPtion oJders and address changes to Circulation DePt., The Merchant Magazine, 4500 CamPus Dr., Suite 480, Newport Beach, Ca.92660.[nclude address label from recent issue if possible, plus new address and zip code.

Subscription Rates-

U.S.: $9-one year; $15-two Years; $20-three years. Foreign: $20-one vear: $35-two years' Single copies $2. gack copies$3 when available.

WTO IOT]RC

Promoting the rr,'tiorr of do-it-yourself decks u ith \\'estcrn \\bod is admittedly not ne\\,,

But with today's smaller homes, the idea of exra space with decks is very eas,v to sell.

Easier sdll, when you take advantage of V,'estern \lbod's neu' promotional kit.

It combines the high-arvareness of professionally produced radio and ne\\ spefer ads, with an idca hook to ger homeou ncrs thinking about decks,

MThere's no charge for any of these materrals an..l thev're ready to run. Just put 1,our five-second tag on the radio, and vour store namc at the bottom of thc ads. It's that simple.

So, for the price of a stamp, get evcrything you nc.,l to pump up sales...q-, As cures g.l, a Jcck prornoiion /W\ ill L:::i:: ii,-ltki,'i ".,. o\1[l

Dear V'/WlA:

I'm pumpc,l. Shou'me the miracle of mcrchandising u ith a frcc \itstern \\bod retailcr's kit. Between your advertising and mv media placement, this deck promorion sht,uld Jt uonders for our circulation.

\Al\1t I Iii\1

\l)t)iiLsi (lT\

Thcrc's norhing Like tt hurtl-scllitr ( cld.k pri)rn.)rion &) {i d \orir .\Iord traJiic u slnt in thc ann. lY/c'li shol. .orr hor.t, free

Shut Up and Listen

THIS is the time of the year when there is a I great deal of talk about increasing R.O.I., customer service, the level of merchandising, employee training, marketing, etc., etc., etc.

Corporate self-improvement is fine, but frequently it is too inner directed. We suggest a good many companies could better spend their time listening. Listening to the customer. It's a seldom practiced art and one that should occupy a far greater amount of every employee's time.

Listening, for those of you who are probably talking at this very moment, consists first of shutting your mouth. Many find this the most difficult aspect of the art. What follows, though, can be equally taxing: thinking about what's been said. As the old saw has it, there's a message in there for you somewhere, if you'll just listen.

If your customer or potential customer didn't think he had something to say, his mouth would be closed. Yours should be.

Your part here is to listen and think, and, not incidentally, please don't interrupt. The number

of uncompleted sentences uttered every day must surely total into the trillions. You won't find out what the customer wants if you are talking. You know what you think, now clam up and find out what the customer thinks. The answer to many a business problem lies with the customers.

All the operational and management expertise in the world is meaningless if you don't hear your customer. What they say can take the form of direct suggestions, made to correct a fault they perceive that you don't. More difficult to grasp are the sometimes idle remarks that the thoughtful recognize as a problem the customer has encountered. It's up to you to recognize this clue, evaluate its implications and act upon the implied suggestions to correct a problem. Sometimes, company expansion can grow out of these remarks as outsiders spot opportunities you don't.

If you don't listen to your customers, it won't be too long before you don't have any customers or any business to manage.

Bigger proves better for tabloid

IN an advertising print world, dominated by catalogs, mimaturc flyers, small tabloids, "flexies" and miscellaneous assortments of uncommon cards and folders, a heavyweight piece stands out!

An example of heavyweight is a broadsheet with a "wing-span" almost 3 feet wide in a single piece of newsprint. With large illustrations and bold prices, it muscles into view of the recipient and can't easily be ignored.

"Go for something a little different" was the reasoning behind the king-size format, said Ted Geocaris, Palmer G. Lewis Co. major accounts muu:rager. PGL advertising and promotion manager Chuck Lauber designed the tabloid and with product managers, selected items and selling prices. Retail dealers were offered special purchase prices to increase inventory of featured items or to bring in products not stocked for the sale.

Paper costs for a wide flyer were a little higher than ordinary newspaper size tabloids, but since co-op reimbursements are based on costs, they were covered. The advantages of the giant size format with less make-ready and altering for the dealer saved money for both the retailer and the sponsor. The products featured were all fast-movers with excellent acceptance by the d-i-y audience and exceptional profit for the retailers.

Phil Eichholtz, owner of New Lumber & Hardware, Federal Way, Wa., a few miles south of Seattle, liked the idea of a tabloid devoted exclusively to pushing good-moving do-ityourself building materials. He com-

mented, "This flyer by PGL covers a good range of items we normally stock as well as items not included in

Story at a Glance

Big advertising tab is a custom. er puller. ..large type and pho. tos are attention getters...big. ger than usual format allows more products and features to be mentioned. other tabloids available to us. The unique size makes it doubly interesting. "

Although the promotion caught New Lumber in the midst of some store remodeling, it did not cause a serious negative effect. The weather, they felt, might hurt the sale, but instore selling was brisk.

"We know the tab drew people in because it was responsible for many sales of featured items, such as poly, plasterboard, insulation and lumber items," Eichholtz said.

Jim Eichholtz, Phil's son and general manager, added, "We liked the size of the giant tab and the whole concept of pre-selected items and pricing. Would we use it again, maybe in early Spring? Yes, you bet!"

All things considered, the fall sale promotion heavyweight tabloid also scored a victory for Brookdale Lumber Co. in Tacoma, Wa. Desperately trying to ruin the chance of success was the bad weather - wind and rain, but manager Ron Torgeson was pleased with the response and results.

"We liked the format which I'm sure stood out among the mini-size circulars and flexies that come in the mail," he said. "It did a job because we saw many new faces, shoppers we hadn't seen before." Ron selected direct mail distribution for the 13,000 tabs he had printed.

Items that moved well for Brookdale were chimney pipe and systems, sheet rock, roofing and outdoor landscape products. Torgeson uses this rule of thumb in evaluating a sale as to cost and resultsto be successful, it must increase sales by tenfold or more over the expense of the promotion.

too!

REM0DELING customers check out oversize tabloid for specials during the giant fall sale at Brookdale Lumber. Tacoma. Wa.

The giant tab won a TKO in this department

Big 'oWestern" dealer convention and show

llOW IN its eighth decade, the l!"Weste1n "more formally known as the Western Building Material Associationcontinued its long record of successful service to the industry with its 8lst annual convention and building products showcase.

fuain held at the Red Lion Inn, Portland, Or., the powerhouse show drew more than 1300 this year, up from last year's attendance. For added convenience, the Building Products Showcase was held in a convention hall adjoining the hotel, rather than at a separate site as in years past.

Exhibitors remarked on the positive attitudes voiced by most of the dealers and the general optimism regarding the expected business conditions for this year. Show traffic was generally heavy with dealers showing real buying interest.

After a Western All-Industry Reception, Saturday November 10, to open the convention portion of the event, the Quick Pitch Selling Talks followed Sunday morning, moderated

by the inimitable Dugan Baker, complete with banjo. Ed Long, Fields Products, won the rookie division for best presentation while the veteran award went to Steve Graboves of the

Story at a Glance

Computers, do.it-yourself, moulding sales and economic factors comprised the convention part of the program as brisk floor traffic marked the building products show. ..Cecil Cleveland elect new president.

Palmer G. Lewis Co. Overall winner was Jim Bender, Robinson-Bender Co., for his always-impressive magic act, performed in an Emmett Kelly circus clown costume.

That afternoon was devoted to

WESTERN BUILDING MATERIAL ASSOCIATION

1985 OFFICERS AND DIRECTORS

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

VICE PRESIDENTS Bob Perrin, Capital Lumber Co. 3105 State Street, Boise, Id. 83703

Clayton Smith, W.J. Conrad Lumber Co. l22l N. Bayshore Drive, Coos Bay, Or.9742O

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

IMMEDIATE Robert L. Kerr, Kerr Hardware & Building Center

PAST PRESIDENT P.O. Box 366, Brookings, Or. 97415

DISTRICT DIRECTORS Howard Axtell, Bill Hepworth, Robert Adams, Joe Orem, Jim Olson, Scott Blackstock, Mick Bush, Hal Reynolds, Dave Pool, Harold Beckemeier, Dale Knudson, Faye Johnstone, Craig C. Esary, Joe Campero, Gerald Newenhof, Scott Roerig, Tad Scharpf, Mark Balfour, Dennis Mullins, Jim Duncan, Wesley Sine, Bill Whittemore, Bob Jacobsen, Earl Nelson, Bob Storms, Rand Thomas

DIRECTORS AT LARGE Bob Withers, Ken Nyce, Bill Winfree

touring the show, which was packed with new products, convention specials and exhibitor prizes for the dealers.

Keynote speaker Dr. Gene Stanaland, a former college professor and now an independent economist, used his deft Alabama humor as he reviewed the economic forces that preceded today's conditions. He believes that control of inflation depends upon reduction of the federal deficit. If this occurs. Stanaland observes, businessmen should enjoy four to five stable years of good economic conditions.

A panel discussion on computers was next, presented by the Young Westerners, a youth group that is part of WBMA. Moderated by Betsi Powers, Seattle Lumber Co., leadoff panelist was Bob Jacobsen, Lloyd Lumber, who related his experiences with computerizing a retail operation and suggesting dos and don'ts.

Joe Orem, Bellingham Sash & Door, continued the theme, noting that management must push for the idea of computers and that one person must be designated with the responsibility for the system. "Get rcady before the computer arrives," Orem counseled.

Kyle Kincaid, Knoll Lumber & Hardware, said computers have three stages: (l) fun, let's get it, (2) paper, how do you cope with all of it, (3) utilization, what to use and what not to use. He said that margins and turns, as they relate to inventory function, were the most important computer aspects in most situations.

Dennis Orem, Jerry's Building Materials, called point-of-sale the heart of any retail system, describing it as, basically, a filing cabinet. He outlined various SKU codes, noting that descriptive ones eliminate looking the item up in a code book. This allows floor people "to get on with

(Please turn to page 16)

R0ILERSKATING time: (1) Terry Pickel. Cheryl Jones, Paul Benishek.'(2) Pat-Mulcahy, Sheri Fuller, Joe Lovato. (3) Joe Connors, Toin Mock, Don Delano. (4) Chuck, Gretchen & "Gerry" Lauber. (5) Matt Mattson, Kathleen & Ed Gunderson. (6) Dennis 0rem, Kyle Kin-

caid, Betsi Powers, Joe Orem, Bob Jacobsen. (7) Bob Waltz, Jim Duncan, Rick Barnes. (8) Mel Magnelli, Bob Lassiter. (9) Ted Hick, Ken Nyce. (10) John Zagone, Norman & Marie Fisher. (11) Bill Zagone, Al Cannon. (12) Dennie Price, Becki & Chuck Posey. (13) Rick

0uintanilla, Ted Getsiv. (14) Doug & Helen Jones. (15) Darlene & Jim Bender. (16) Terry Swanson & Jim Morse. (17) Jim Turner, Patti W00d. (18) Ron Campbell, Dale Repshas. (19) Earl Jr., Earl Sr. & Susie Nelson.

Merchandising keys dealer/wholesaler confab

Peter Ganahl. (7) Bill Evenson, Ralph Cardwell. (8) Pete & Mary Beth lves, Marty Temple, Pete

Rick Learned, Jack Secoy. (16) Don Stobaugh,

Bob

Lauren Jacobbe, Scot Schledorn.

Johnson, Jerry & Joyce Mclaughlin. (19) Lidiett & Dan Higman. (20) John Newquist, Kim & Dan Croker. (21) Jackie & Steve Gwaltney, Mark Lolland. (22) Pat Taylor, Scott Watson. (23) George Barr, Jr.. Bob Reed.(24)Jon Wolfe, Donna & George Swartz

TOP ERASS confab included (1) Wayne Gardner, Milt Johnson, Al Newkirk, Jim Frodsham. (2) George Clough, Ed Fountain. (3) Kingston McKee, Stanley Brown. (4) Chuck Goeser, Dean Votruba, Marc Myers. (5) John Mullin, Bob Strahan. (6) Milt Johnson,

Marshall. (9) Rick Ponce, Mike Bulord, Dennis Heet. (10) Jim Pottratz, Jeff Locke. (11) John Sweet, Dan Harper, Marilyn Sweel. ('12) Bill Sullivan, Dan Harper, Blaine Smith, Terry Wesseln, Rick Ponce. (13) Mike Wexler, Claudia Jennings, Frank Penberthy. (14) Stanley Brown, Greg Arndt. (15)

Golding, John Cavers. (17) Jack Price,

(18) Milt

EOUYED

bv what has been ED gooo yeuu ror Dorn lrs rerau and wholesale members, the Lumber Association of Southern California met Nov. 8-ll for its annual management conference. The convention theme "Merchandising in 1985" reflected its members' determination to use all the business tools at hand to keep the good times rolling.

The first order of business was the election of new officers and directors. (See list accompanying this story.) Next it was the awards luncheon and the naming of popular veteran lumberman George Clough of Anfinson Lumber Sales as "The Lumberman of the Year."

Keynote speaker Sausha Sherbin spoke on coping with life's stresses and pressures. In a fast paced talk, she offered suggestions on managing various areas in a person's life, reviewed differing personality types and described negotiation as the number one skill in the world.

Next day, Nov. 9, Sunset Magazine's Wally Simmons reviewed the western market and told how it differs from the rest of the countrv and how

TAKING a break (1) Gordon Beach, Frank lvanovich. (2) "Jimmie" & Seth Potter. (3) Colleen & Jerry Higman. (4) Dorothy 0kutsu,

that relates to retail selling.

Alan Oakley, Oakley's Lumber Mill & Mouldings, Inc., Gardena, Ca., representing the Wood Moulding and Millwork Producers Association.

Story at a Glance

Western market review, moulding sales, various customer ser. vice strategies and corporate security featured...Ed Fountain, Jr. elected president, George Clough named Lumberman of the Year.

presented the l0 Commandments of Moulding sales. They are: display properly, maximize tie-in sales, make it easy to buy, merchandise shorts, be knowledgeable, sell as a decorating product, sell ideas, use merchandising aids, keep literature nearby, promote, promote, promote.

Mike Learned, Michelle & Brent Bouslog. (5) Bob & Colene Porter. (6) Paul 0rban, Mary Moore. (7) Betty & Jack Finnegan. (8) Joe

More good ideas on merchandising followed as the Second Growth panel continued the theme. The group, a part of LASC, is composed exclusively of under-35 years of age members.

John Cavers of Ganahl Lumber told the members to be different, "set yourself apart from the competition." He said that adding extra features where possible (surfacing, remanufacturing, lengths, etc.) all illustrated ways of gaining a competitive edge.

Scott Watson, Lynn Forest Products, described the service aspect of his job in supplying the precise needs of their mobile home and R.V. customers. He noted that educating the customer on what your products and company can and cannot do helps alleviate problems.

Pat Taylor, Capital Lumber, said suppliers must be alert to new trends and products to serve customer needs. He observed that the better informed would do a better job and would likely make more money in the process.

Tom Mullin, Terry Lumber Co., related their methods of merchandis-

(Please turn to page 49)

Tidwell, Colleen Higman. (9) Steve Freeman, Ed Gavotto. (10) Andy Ersek, Roger Braniger. (11) Don Watson.

Increased attendance marks home center show

MANNING (personing?) show booth are (1) Don Montgomery, Andrea Swift, John Zepka.

(2) Art Olsen, Mel Rhodes. (3) Michael 0'Malley, Wally Lynch. (4) Harry Ervin, Max Whitworth. (5) Ross Fineman, Ross Eberhart.

(6) Jim Carroll, Rob Maple, Ernie Flanagan.

(7) Kathy Finch, Belty Paul (8) Bob Gorelick, Linda Lowe, Bob Strahan, Jim Conomikes,

Dave Rose. (9) John Wilmore, Bill Sandell, Tom King. ('10) Diane Dolmat, Gary Weller.

(11) Robin Wood, Clint Bower. (12) Todd Lund, Bill Clow, Bob Riggs. (13) Kevin Strauch, John Huff. (14) Kathy Arndt, John Schick. (15) Jerry Browstein, Clill Lighlfoot.

(16) Rick Kost, Ben Philan, Dick Johnson.

(17) Bill Perry, Ben Johnson. (18) Pamela

Carraway, Marty Victor. (19) Al Meier. (20) Don Watson, Jerry McLaughlin. (21) Dennis, Mark & Doug Lolland. (22) Chuck Roelen, Bill Teachout. (231 0z & Waldo Tinsley. (24) Brent Crosby, Carle H. C. Hall, Ken Coleman. (25) Dave & Sam Rice. (26) John Renwick, Dennis Ballam. (27l, Earl Miller, Barney Wagnef

tr,r 3

IrHE SECOND annual western I Home Center & Building Materials Show, held again at the Anaheim Convention Center, Anaheim, Ca., drew more people to the exhibits and the accompanying seminars than the inaugural year. Attendance was 10,533, a modest increase over the first year.

The third annual will be held September 19-21, at the same site. Notes show director John Berry, "The continuing interest of both exhibitors and retailers in the first two shows clearly demonstrates the need for an annual regional show for manufacturers and suppliers who have special marketing interests in the 13 Western states." The 1984 expo was held November l5-17. While the first show concluded on Sunday, the second set Saturday as the final day, as will the 1985 version.

Story at a Glance

More people plus high quality exhibits. ..wide ranging seminar program accompanies show .next year's dates: Sept. 19-21,Anaheim, Ga. ...'85 show expected to be even bigger.

Challenging his audience with a thought stimulating keynote address, Sanford C. Sigoloff, chairman of the board and c.o.o. of Wickes Companies, Santa Monica, Ca., asked questions instead of answering them.

Assuming the role of consultant, he designated the capacity crowd of home center retailers and suppliers as the board of directors of the U.S.A. Citing the need for turn-around and regeneration, he used colorful charts projected on a giant screen to show the position of the U.S. in relation to other countries in productivity, GNP, technological and educational advancements as well as R & D. Then he asked his audience what they intended to do about it.

The teaming of an industry in transition with a nation in transition provided an interesting although not comforting presentation. The audi-

(Continued from page 10)

the most important aspect of their job: taking good care of the customer."

Following on the computer theme, the next speaker, L. Dale Boozer, president of Boozer Lumber Co., Columbia, S.C., related his firm's experience of growing by utilizing the computer to give greater control of the financial and management aspects of the business. Like others speaking on the subject of computers, he stressed that management must be committed to the computer and remain involved in its implementation and operation.

At the president's banquet, held that evening, a presentation was made to honor retiring WBMA staffer Arne Kirkebo for his contributions over the years to the association. As part of his honors, he was presented with a check to defer travel expenses on his forthcoming trip to visit family at his ancestral home in Kirkebo, Norway.

Larry Knudsen, formerly with the Lumbermen's chain of stores, moderated a d-i-y panel on Tuesday morning. William E. Matthews, Lanoga

Corp., urged lumber dealers to know and examine their markets before entering the d-i-y field. He said it was essential to be "aware of where you were now, where you wanted to go and how to get there."

Earl Miller, Al Meier Building Supply, said dealers should be prepared to keep the customers they attract through promotions. He related various methods, such as courses and a building materials show, his firm used to keep customers coming back.

George Gower, Builders Supply and Home Center, urged companies to "stick to what you know after you've found your niche in the market." He said that "the products and people at your store should be selected to fill your particular company goal." Owners and managers, he added, should be examples to employees of what attitudes the firm expects.

An excellent presentation on how to increase sales of wood mouldings was narrated by Neal Heflin of the Wood Moulding and Millwork Producers Association. He enumerated Ten Commandments to guide retailers to increased moulding sales.

DISDER0 Lumber stalfers (1) Walt Shriver, Dick Lewis, Jim Meyers, John Jayne. (2) Steve Littlelield, Cecil Cleveland. (3) Petra Reininger, Hal Huff. (4) Bill Rooney of L-P and The Merchant Magazine's Carol Holm. (5) Mindy Jorgenson, Darlene Wiggins. (6) Cheryl & Randy Wiktorek. (7) Larry Humphrey, Dick Lewis. (8) Larry Knudsen, George Gower, Earl Miller, Bill Matthews. (9) Brian Dickie, Joy & Chuck Cain, Frank Vandermeer. (10) Shirley & Vern Greer. (11) Donna McDonald, Mary Ana Powers. (12) Dan Cribbs, Jim Porteous, Tim Young, Kevin Hennessy, K. G. Melde. (13) Julie Apostolou, Tad Scharpl. (14) Dinny Waters, John De0ou. (15) Elizabeth & John Haldane, visitors from Northern lreland, Steve Penberthy. (17) J0an & Bob McPherson.

Concluding the convention was the annual Men's Luncheon to Honor the Ladies. Speaker Dean K. Leaman, a Texas retailer who is the current president of the National Lumber and Building Material Dealers Association, reported on Congressional activities and association business. He noted that the next meeting of "National" will be held in conjunction with the "Western," November 15-21, 1985 in Seattle, Wa.

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Osmose brand pressure treated lumber, plywood, timbers and agricultural products from WWT offer builders, contractors and retailers definite advantages. Osmose Wood hoducts resist rot, decay and termite attack. Osmose Wood hoducts are environmentally clean and can be used in a variety of decorative and structural applications.

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An average of 1.51 ntillion housing slarts per year between 1984 and 1988 is forseen by the National Association of Home Builders...About ljVo over the 1979-83 average, NAHB projects 1.336 million units for 1985, 1986 and 1987...'85 is expected to be the star with 1.507 million starts...

Nationql Lumber has opened a new outlet in Ontario, Ca., with additional new Ca. stores slated for San Bernardino, Fullerton, Fontana and Encinitas despite a drop of TlVo in the third quarter earnings and a 52Vo decline in the first 9 months of '84...

Wickes Companies, Inc., has made an initial cash payment of $298 million to its creditors under the terms of its bankruptcy reorganization...HomeClub, Long Beach, Ca., has completed a $30 million private equity placement with a group of 15 investors including the Jack Eckerd Corp., HRT Industries (owners of Zody's) and the Ceneral Electric Pension Fund...

Coast to Coast Stores has a new unit in Silverdale Village (Bremerton), Wa., Larry and Pam Spry owners...Sutherland Lumber, Anaheim,Ca., is protesting the building of a multi-screen theater and restaurant on property adjacent to it...

New Lumber & Hardware, Federal Way, Wa., reeently completed a reru*odeling project... Lanoga Corp. has closed its Lumbermen's store in Dallas. Or....

Kelleher'Moulding, which recently moved to a new warehouse in Chino, Ca., from Rancho Cucamonga, C3., has acquired Horvey Moulding Co. San Diego, Ca,,., [o price was revealed...Slewurt Hardwood Lumber Co., Los Banos, Ca., is celebrating its 5th year in business...

Americon Timber Products, Oklahoma City, Ok., has opened a wholesale office in Boulder, Co., Gary Coodman and Bob Givens, in charge...Stockton Wholesole, Stockton, Ca., has closed its Anderson (Redding), Ca., branch yard...

Wickes has closed its 4Vz acre retail yard facility in Grand Junction, Co....University Park Lumber Co., has closed its yards in Denver, Castle Rock, Conifer and Frisco. Co....

Mt. Anget Lumber Yard, Mt. Angel, Or., has closed after 56 years in business. . .the Murphy Co. plywood plant, Jasper, Or., lost all but their green veneer inventory and a dryer in a recent $4 million fire. .

The Pacific Stock Exchange has suspended trading of Dant and Russell. Inc. stock due to noncompliance with Exchange filing requirements; the Portland, Or., based firm filed Chapter ll bankruptcy in 1982.

Stockholders have approved formation of a holding co., USG Corp., with U.S. Gypsum becoming one of nine operating subsidiaries. . .U.S. Gypsum has opened a 4\ffi sq. ft. consumer products warehouse in the City of Industry, Ca., serving Az., Ca., Id., Nv., Or. and Wa. . .

International Paper Co. will offer 590 to 1090 of a new limited partnership involving its 7 million acres of timberland to the public . . .lP also took a one time pre-tax charge againsl earnings of about $150 million in 4th quarter '84 to cover anticipated losses from sales or closing of some wood products manufacturing operations and expected losses on West Coast timber operations.

lVeyerhueuser Co. will take a nonrecurring after{ax charge of about $45 million for 4th quarter '84 to set up a reserve for plant closing and production curtailmentsl the Coos Bay, Or., plywood plant and a lumber mill in Longview, Wa., have been closed.

Sir James Goldsmith and a Cayman Islands concern plan to acquire as much as 25Va of Crown Zellerbqch Corp., San Francisco, Ca. .his attempted takeover of Sl. Regrs Corp. last spring was averted by a buyout. .

GAF Corp. will increase capacity at its roofing plant in Fontana, Ca., along with expansion of 9 other roofing facilities in a $22.8 million capital expansion program.

Sales at Palmer G. Lewis Co., 1nc., Auburn, Wa., distributor of building materials, were $l13.7 million for the lst nine months of 1984, an 1890 improvement over the previous year. .

Vinyl siding and accessories shipments have increased almost 5 times in the past l0 years to 5.5 million squares in '83.

A new Ca. shoplifting law allows a merchant to recover damages of not less than $50 and not more than $500 from an adult or emancipated minor who has stolen merchandise. .

Construction contracting rose 890 in latest figs. (Nov.) to $16.9 billion of all kinds of contracting. . .both home foreclosures and late mortgage payments set new records in 4th quarter '84. . .home mortgages are now just above 1490, the lowest level since last spring. .

While housing starts declined 0.790 in Nov. (atest figs.) bldg. permits for future construction rose an encouraging ll9o, leading forecasters to suggest declining interest rates may soon produce a housing rebound. . .starts were at a seasonally adjusted annual rate of 1,528,000; singles were off 0.890, multis slipped 0.4V0. .

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Engineered with a solid core.

Guaranteed Knot free, Void free and Patch free.

Furman Lumber, a coast to coast distributor of quality lumber products introduces Sturdi-Wood from Pelican Mills. This state of the art Oriented Strand Board is ideally suited for residential and industrial construction, plus a wide variety of do-ityourself applications. Furman Lumber has many years of experience in this new generation of structural panels and is confident that this improved OSB product will play a significant part in the dynamic growth of the western construction industry.

. Designed to cut, drilland nail easily.

o Formulated with a non-Urea exterior glue (Phenolic Resin).

. Designed to be at least equalto plywood in every way.

GALENDAR

JANUARY

World of Concrete '85 - Jan. 14-18, Las Vegas Convention Center, Las Vegas, Nv.

is the PR(IFESSI(}i{AL'S A[[ PURP0SE PLASTIC

Can be used under Fiber Glass! ::i,:a,*e 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. 44

ile"r?lli.:' 16 matchins rvood colors

CAUFORNIA FOREST PRODUCTS

P.O. Box 2292

Gilroy, Ca, 95020

(408) 842-1673

John Wilton Larry Mussallem

Western Building Material Association - Jan. 15-30, district meetings. Jan. 15, District 15, Astoria, Or.; Jan. 16, District 9 & 16, Portland, Or.; Jan. 17, District 17, Eugene, Or.; Jan. 29, District 7, Olympia, Wa.; Jan. 30, District 8, Olympia, Wa.

WBMA Young Westernem - Jan. 17-20, annual conference, Eugene Hilton, Eugene. Or.

Dub's Ltd.-Jan. 18, golf, Marin Golf & Country Club, Novato, Ca.

Oakland Hoo-Hoo Club - Jan. 21, dinner and concat, Francesco's Restaurant, Oakland, Ca.

Umpqua Valley Hoo-Hoo-Ette Club-Jan. 22, general meeting, Tom-Tom Restaurant, Roseburg, Or.

Black Bart Hoo-Hoo - Jan. 23, 1985 Sports Night, Michele's, Santa Rosa, Ca.

Humboldt Hoo-Hoo Club - Jan. 24, annual crab feed, Eureka Inn, Eureka, Ca.

National Association of Home Builders-Jan. 26-29. show. Astro Hall & Astro Dome, Houston, Tx.

Jensen Byrd Co. - Jan. 27-28, show, Spokane Convention Center, Spokane, Wa.

FEBRUARY

National Woodwork Manufacturers Association - Feb. 2-6, annual meeting, Sheraton El Conquistador, Tucson, Az.

Southwest Hardware Co. - Feb. 3, show, company headquarters, Phoenix, Az.

Los Angeles Hoo-Hoo Club - Feb. 8, initiation & golf, Imperial Golf Course, Brea, Ca.

Winter National Hardware & Home Center Show-Feb. 17-19, Las Vegas Convention Center, Las Vegas, Nv.

Western Hardwood Association - Feb. 21-23, grading school, Kelso Thunderbird, Kelso, Wa.

International Hardwood Products Association - Feb. 25-March 1. convention, Sheraton Plaza, Palm Springs, Ca.

MARCH

American Wholesale Hardware Co. - March 3, show, Long Beach Convention Center, Long Beach, Ca.

Monlana Building Material Dealers Association - March 3-5, 50th anniversary convention, Heritage Inn, Great Falls, Mt.

Cologne Hardware Fair - March 3-6, Cologne, West Cermany.

National Working With Wood Show - March E-10, Cow Palace, San Francisco, Ca.

Western Wood Products Association - March 12-15, annual meeting, Westin St. Francis Hotel, San Francisco, Ca.

National Home Center Show - March 17-20, Georgia World Congress Center, Atlanta, Ga.

National Lumber and Building Material Dealers AssociationMarch 19-21, 1985 Conference with Congress, Hyatt Regency Hotel, Washington, D.C.

Construmat Inlernational Building Exhibition - March 22-2E, Barcelona Fair Precincts, Barcelona, Spain.

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.

"Where Dependable Service is More Than a Phrase"

NFPA Urges Trade Reforms

Reduction or elimination of distortions in U.S. -Canadian wood products trade was urged recently by the National Forest Products Association.

Offering support for any negotiations that may be arranged between the two governments, NFPA President David E. Stahl sent a letter to U.S. Tiade Representative William Brock requesting the issue be given top priority in any bilateral trade talks.

The action was taken after the NFPA Board of Governors concluded that present trade distortions, while creating short-term gains for some producers, cause long-term harm to both countries' wood products industries.

Asphalt Roofing Strong

A continued strong market for residential roofing products is anticipated for 1985.

Asphalt shingle shipments through the first nine months of 1984 totaled 63,541,018 squares, a pace which, if continued for the balance of the year, would provide the industry with its best shipments record ever, approaching 80 million squares, according to the Asphalt Roofing Manufacturers Association.

Reasons for the strong showing were gains in the reroofing market, continuation of the housing recovery, and increased market penetration against competitive roofing materials, particularly in areas where laws requiring firesafe roofing have been

adopted or where deed restrictions have been overturned.

Trends indicate the continued growth in the use of fiberglass-based asphalt shingles for new construction and reroofing. The fiberglass product now accounts for about 8090 of the market for steep asphalt roofing.

Continued popularity is expected for three dimensional or laminated asphalt shingles which provide a roof with a distinctive textured appearance, deep shadowlines and earthtones hues. These shingles are available in both fiberglass-based and organic-based roofing.

Forest Industries Show

The l3th annual Forest Industries Clinic and Machinery Show will be held at the Memorial Coliseum, Portland, Or., March 2O-22.

"Response to this year's show has been great," says Brenda Ordonez, show manager for Forest Industries seminar division. "We're running well ahead of last year in booth space and sales." Last year's show boasted a record-breaking number of paid attendees with over 6,000 forest industry professionals and suppliers participating.

Scheduled workshops will offer solutions to problems currently facing the industry. Linda Groberman, Snowdon & Associates, Vancouver, B.C., will discuss "The Computerized Mill and Office: Planning and Implementing a Combined Operation." Richard Baldwin, vice president, Champion International Corp.'s

southern softwood manufacturing operation, Camden, Tx., will head uP a workshop on "Managing Change in the Mill."

Two workshops are scheduled to cover new ways to maximize mill profitability by more effectively dealing with old problems. Workshops on current technology in saw design, operation and maintenance and panel production also are scheduled

The machinery show is expected to draw nearly 300 suppliers to occupy over 51,000 square feet of exhibit space. Already, 8590 of the exhibit space has been reserved.

LUMBERMAN of the Year for Shasta Cascade Hoo-Hoo Club, Redding, Ca., Bud Frank (right) and Rod Curl, PGA pro and guest speaker. The award honoring Frank for years of service to both Hoo-Hoo and the lumber industry was presented at a dinner on Nov. 9.

Dort't gpt caught in between

Handling your own lumber purchases can be a comolicated. time-consuming business, with all the logistics, planning and scheduling involved. But when you call in the professionals from Hampton, you get exactly what you need, when you need it. Without hassle.

At Hampton we make it our business to know the market. We keep tabs on

what's available throughout the industry. We understand your needs and can give you firm delivered price and shipping commitments, including freight at our favorable contract rates. And we provide remanufacturing and custom milling at our Woodburn, Oregon, plant.

With Hampton, you're dealing with a financially sound company that every year distributes over 500 million board

feet of quality forest products, including 200 MBF from our own mill and contract suppliers. Call us today and find out how comDetitive we can be. HAMPTON

DNCKING FENCING

r

Redr'rrood

TIMBERS

r

r

"Our competition isn't standing stilt . . that's why we're always one step aheod."

Western Building Material Association

P.

NORTHWEST

CHUCK LINK executive director

aF\ONGRATULATIONS ro Cecil VCleveland - I 985 WBIvIA president. He was installed as 1985 WBMA President at our 8lst Annual Convention in Portland, Nov. l0-13. He is president of Valley Best-Way Building Supply and secretary-treasurer of Best-Way Structures, both in Spokane.

Cecil has been in the retail lumber business since 1949. He has been an active WBMA member for many years. In addition to serving two years as vice president, as a member of the executive committee and as a district director, he has served on several association committees. This involvement through the years plus his enthusiastic interest in WBMA genuinely qualifies him for his new post.

He is past president of the Spokane

Valley Chamber of Commerce, past president of Valley Sunrise Rotary Club, past exalted ruler of the Spokane Valley Elks Club. He and his wife, Beverly, have three married daughters, one son and three grandchildren.

Other officers installed at the convention were vice president Bob Perrin, Capital Lumber Co., Boise, Id., and Clayton Smith, W. J. Conrad Lumber Co., Coos Bay, Or.

Sincere thanks to outgoing President Bob Kerr! WBMA members learned to know Bob as the hard-working and enthusiastic president for a successful 1984. We sincerely appreciate all the time and effort he devoted to association activities, and wish to thank him, his wife, Phyllis, and family for their generous support to WBMA.

Retiring directors Larry Knudsen, Mike McDonnell and Tracy McGinn were presented service plaques in appreci-

ation of their service to the industry and tO WBMA.

Directors elected to 3-year terms are: Alaska: Bill Hepworth, Bob Adams; Washington: Mick Bush, Hal Reynolds, Craig C. Esary, Rand Thomas; Oregon: Dennis Mullins, Wesley Sine, Bill Whittemore; Idaho: Earl Nelson; director-atlarge, Bob Withers; executive committeemen, Earl Nelson and Tad Scharpf. Chuck Rouse was elected to a 5-year term as a trustee of the WBMA Insurance and Pension Trusts.

Three men were honored in recognition of 40 years or more of service to our industry. They are: Warren D. Cochrane, owner of Millwork Supply Company, Seattle; Mark Balfour, owner of Umpqua Building and Hardware, Reedsport, Or; and Robert M. Slettedahl, Lumbermen's, Palm Springs, Ca. Congratulations, gentlemen. We wish you many more years of continued success in our industry.

Cedar Special Issue

PGL. COMPLETE SERVICE FROM YOUR #1 SUPPLIER Warehouse inventory - Truck Delivery - Sales Support - Promotion Aids

E.J. JOHNSON execut ive vice president

atHE ALBSA announces wirh regret I the passing of one of irs most valucd and trusted colleagues, Aram Mardian. Mr. Mardian passed away December 14, 1984, at the Humana Hospital in Phoenix at the age of 80.

He was the lounder and retired director of Mardian Construction Company, known throughout the Southwest for its construction. Among some of the more prominent structures in Arizona built by the company are the Adams (Hilton) Hotel, The Arizona Legislature's House and Senate Wings, Phoenix Sky Harbour's newest terminal and the multi-purpose sports/civic Skydome at Northern Arizona University in Flagstaff . This revolutionary facility is the world's largest wood supported roof system of preengineered laminated wood beams that span 500 feet and rise 142 feet above the playing surlace. The facitity was completed in 1977 and covers 97,000 square feet.

Mr. Mardian, who was born in Armenia, came to the U.S. in 1914. After years in the construction business in New York and California, he moved Mardian Construction Co. to Phoenix from California in 1943. In 1950 he founded the Glen Mar Door Manufacturing Company. He also founded the Marco Crane and Rigging Company before retiring in 1974.

Aram Mardian was one of Arizona's outstanding citizens, having contributed his time to many state-wide programs and projects. His counsel was widely sought by his fellow businessmen and friends alike. He served as a contributing member to the ALBSA and was a member of the Hoo-Hoo International, the lumberman's fraternity. The Mardian family has requested that donations be madc to the Aram Mardian Scholarship Fund, c/o The Phoenix Rotary Club, P. O. Box 828. Phoenix. Az. 85001.

As the new year unfolds in Arizona, we continue to enjoy a relatively good economic base from which to operate. Economic indicators revr:al that in the last 10 years Arizona's personal income has

grown by 21890 to a per capita income of $10,719. Its present population is just under three million people, a growth of about 4090 for the same period of time. The metropolitan Phoenix and Tucson areas comprise approximately threefourths of the state's population and represent some of the fastest growing metropolitan areas in the country. According to the latest intercensal population figures, Maricopa (Phoenix) County is nearing 1.7 million people and Pima (Tucson) County is approaching a 6@,000 population figure. This data means that most of the state's approximately $3.6 billion dollars in building permits are issued in those two metropolitan areas. Coconino (Flagstaft) County, Arizona's next largest area, contributed over $75 million in building permits.

New housing units authorized in the first six months of 1984 reached 34 thousand in the Phoenix area and over seven thousand in metro-Tucson. Considering that wood increasingly dominates masonry as the preferred building material, the state's lumber industry continues to enjoy better times than most other areas of the country.

Like other communities, however, we anxiously look at national economic indicators along with the movement of the almighty interest rate for an indication of what the new year will really mean. Hopefully, a most happy, productive and prosperous 1985 for everyone!

FRED CARUSO executive secretary

Rilt' i.#'ti,'' llx'f ii#"iT:

recent Mountain States convention in Colorado Springs, Co.,a commitment to make a profit, collect on credit, sell their services and confront change.

"lt is important to make a profit, rather than just sales," said Jerry Woodward, Woodward Lumber ComPanY, Las Cruces, N.M., newly elected President. Woodward's philosophy led to the development of the association's theme, "Building Strength, Building Profits." Profits are the foundation for building strength, providing jobs and establishing longterm stability in a dynamic market.

Three topics of importance emerged during a roundtable discussion luncheon at which 95 dealers shared their views during the Nov. l5-18 convention:

(1) Competing with direct sellers and firms who undercut prices: Dealers defend themselves by offering good service and educating their customers on the value of those services. Future trends in service include cutting studs to exact length, putting shingles on the roof and delivering sheet rock into rooms. A suggestion was made that when dealers give free forklift or delivery service, they bill the customer with a zero balance due to let them know what the service was worth.

(2) Employee motivation and management: One of the most important steps in hiring is to carefully screen every applicant. Try to recruit employees rather than hiring the first person who walks through the door. Successful dealers have regular meetings, accent the positive and give strokes to employees in front of others. Cash incentive and other awards create better working environments and can dramatically increase profits.

(3) Credit and collections: The time spent in opening an account is of utmost importance. Set a firm credit policy, be firm and fair and let people know where they stand. Communicate to the customer what is expected in specific terms to avoid misunderstandings. At least one dealer has success using a third party collector.

"ldea exchange meetings between dealers are among the best investments of our time we can make," said immediate past president, Dave Stookesberry, Economy Building Materials, Greeley, Co. "The value of these meetings is the chance to compare your situation with other lumber dealers and find that most of our problems are universal and we can learn from others'mistakes and successes," he said.

Crissey Fowler Lumber ComPanY, Colorado Springs, Co., and Kitts Enterprises, Inc., Albuquerque, N.M., received awards for "most improved" and "outstanding" safety programs.

Both companies reduced their worker's compensation losses by more than 75t/o in two years through the development and implementation of employee safety programs.

The key features of a good safety program were determined to be:

r Hiring practices: Management checks the background and references for all applicants.

r Regular meetings and safety instruction: Management schedules times and places for safety training and discussion of specific concerns at their location.

r Visual inspection: Management makes inspections on a routine basis and corrects problems as they occur.

r Incentive plans for safety. Employees are rewarded financially and through recognition in front of their peers for having good safety records.

The awards are co-sponsored bY the Mountain States Lumber and Building Material Dealers Association and the Lumbermen's Underwriting Alliance.

The 1985 Mountain States convention will be held at the Marriott City Center Hotel in downtown Denver, November 7 -to.

Grace Spotlights Budget Deficit

W. R. Grace & Co., which includes home centers among its divisions, will spend more than $3 million on an advertising campaign designed to keep attention focused on the federal budget deficit. Print advertising and television commercials will be used with a toll-free number provided for obtaining a free booklet on the deficit.

J. Peter Grace, Grace chairman and c.e.o.. was chairman of a commission appointed by President Reagan in 1982 to survey government waste. The group recommended changes aimed to save the government $424.4 billion over three years.

Redwood Firm Expanding

The J. H. Blevins Co., Inc. has recently acquired two more firms to increase their capabilities as manufacturers and kiln operators in addition to their traditional role in wholesaling and remanufacturing.

The Napa, Ca., company recently acquired G&S Lumber Company's sawmill at Sebastopol, Ca., and the Placerville Lumber Co., Placerville, Ca.

The Placerville operation is on 44 acres, with five dry kilns, a planer, sawmill and a 40,000 sq. ft. dry shed. The property is rail served.

In early 1984 Blevins purchased the James Lumber Co. distribution facility in Napa. No price was revealed in any of the transactions.

"These new facilities," notes company president Jim Blevins, "allow us to make products previously acquired from other mills as well as to produce items that were unobtainable. The bottom line is better service for our customers by providing more products coupled with quicker delivery."

Western Softwoods, Moufdings & Miltwork Agd$ltural Wood ProduGts, Pl5nuood, Particleboard

Ponderosa Plnof SuSar Plne, HemrFlr, Ilouglas ffr, Cedsr and $P-F

Bill Hanrahan, Jim Haas

Bob Glatt, division mgr.

We are also pleased to be a West Coast area distributor for CF&I steel products as well.

BERGER & COMPANY IS AN INTERNATIONAL COMMODITIES TRADING ORGANIZATION WITH OFFICES IN:

San Francisco, Ca. (headquarters); Chicago, Il.; Colfax, Wa.; Fargo, N.D.; Filer, Id.; Grand Cayman, British West Indies; Santiago, Chile; London, England; Geneva, Switzerland; Nicosia, Cyprus: Buenos Aires, Argentina; Moose Jaw, Canada; Johannesburg, South Africa; and Taipei, Taiwan.

WHOLESALE distributors received tips on redwood qradino in a seminar conducted by Simpson Timber Co. at Arcata, Cailtett i'cr right) Rick Baughman, Capital Lumber Co., Albuquerque, N.M.; Mike parli, l.mperial Wholesale Supply, Salt Lake City, Ut.; Terry Garrett, Boise Cascade, Billings, Mt.; Jeff Barnes, Kelleher Lumber Sales, San Rafael, Ca.; Tom Circe, Simpson; Luella Brodin, Click Lumber Co.. Denver, Co.; Paul Doorly. McEwen Lumber Co., Tacoma, Wa., John Kimber, Edward Hines Lumber Co., Lafayette, Co.

Hardwood Flooring

I ET'S START with a positive statebment. The sales potential that exists for hardwood flooring in the do-it-yourselfer market is huge. Absolutely no question about it.

What can be questioned, however, are some of the basic salesmanship practices that are either overlooked or neglected by the vast majority of lumber yards, building supply houses, and home improvement centers. All of which result in profits lost from sales never realized.

In many cases, potential d-i-yers can justifiably feel like orphans when inquiring about hardwood flooring. They are pointed in the direction ol a display and essentially told, "Help yourself."

Good salesmanship means assisting the potential customer to make up his or her mind about buying the product from your store.

Now. let's take that statement a little farther with reference to selling hardwood flooring. Assuming that your sales person is knowledgeable about the product and has answered any questions correctly, why not have him suggest (to the

by Dave Ferrari President Virginia Hardwood Co.

come back. If not, you haven't lost anything. Your hardwood flooring distributor can also supply you with additional samples if your display supply is not adequate.

customer) taking home a 24-inch square wood pattern from your store display to show to the wife or husband -to see how it blends in with the decor-how beautiful it looks in the actual setting where it would be installed. Believe me. this is a proven technique that works. There is almost nothing that can close a sale faster in hardwood flooring.

And don't worry about losing money if the sample is not returned. Just charge a deposit sufficient to cover the cost of replacement. Nine times out of ten it will

Here's another thought to tie in with the selling approach. Why not line yourself up with a freelance craftsman who is looking for spot labor assignments to install hardwood flooring? Your sales people can thus lead in to the potential flooring buyer by offering to "have an experienced professional come out to the customer's residence at no charge to measure the job and quote a price for the installation labor."

You have now accomplished two things: (1) You have planted the seed in the buyer's mind that not only can he purchase the flooring himself, thus avoiding a theoretical price mark-up from a contractor. but can save himself the time and trouble of doing the task himself by employing a professional installer. (2) Established the odds heavily in your favor that no matter which way the buyer (Please turn to pase 62)

Winter Hardware Seminars Set

Increased sales and effective management skills will be addressed in seminars at The Winter Hardware & Home Center Show and Hardlines Conference to be held February 17-19 at the Las Vegas Convention Center, Las Vegas, Nv.

Jud Walford, executive vice president of Builders' Square in San Antonio, will be the keynote speaker at this year's Hardlines Conference, part of the annual show, a western regional marketing event sponsored and conducted by the American Hardware Manufacturers Association.

"Turn Your Store Into a Selling Machine" is the topic of the first seminar in the series, presented by Jack Rice, director of education for the National Retail Hardware Association, and Bob Gast, managing director of the Wisconsin Retail Hardware Association.

Other seminars planned are "The Impact of Computers," addressing the use of in-store computer systems; "D-I-Y Strategies that Work," concerning different types of d-i-y stores and how they fit into their markets; "Variable Pricing for Profit and Image," explaining the importance of customer perception on pricing; and "Positioning Your Store to Serve the D-I-Y customer," offering ideas for retailers to select the best positioning.

HPMA Honors Davidson

Jack Davidson, retired owner of Pacific Wood Products Co. and Davidson Panel Co., Anaheim, Ca., has been named an honorary life member of the Hardwood Plywood Manufacturers Association.

Directors recognized him for over 30 active years in hardwood plywood retailing, wholesaling, importing and prefinishing at the annual fall meeting at the Doubletre€ [nn, Monterey, Ca., Oct.24.

Clifton Jones, president, Bradley Plywood Corp., Savannah, Ga., was elected chairman of the board effective Jan. l. Bradford Mills, director specialty products, Champion International Corp., Stamford, Ct., was elected vice chairman. Clint Ludeman, Davidson PWP, Anaheim, Ca., was among the new directors elected.

Approval was given for separating the veneer & affiliate division into a veneer manufacturers division and a supplier division. Actions by the formaldehyde task force were reviewed

by the prefinish division. A slide presentation of statistical information on the consumption of hardwood plywood was made to the cut-to-size division.

Speakers during the meeting included David E. Stahl, president of the National Forest Products Association; Roy Polatchek,Capital Woods International Inc., Fountain Valley, Ca.; Bernard B. Barber, Jr., executive secretary of the Woodwork Institute of California, Fresno, Ca., and Norm Eaton, Steelcase Inc., Carolina Division, Fletcher, N.C.

Gustav Grube, Architectural Plywood Inc., North Hollywood, Ca., and Clark McDonald, HPMA, were among the 12 members and spouses participating in a hardwood plywood veneer mill study tour through Peru, Chile, Argentina and Brazil after the meeting.

Learn by Doing

On-the-job training results in 7 5s/o retention as compared to l5q0 retention for classroom training.

\[bVe sot the soods ontheGolden State!

With sheathing and studs to go.

If you're a wholesaler or distributor in the Los Angeles basin, \Tillamette's ready to fill your orders for top quality sheathing at Berth 199 in \Uilmington. Located in the Bay Area? You'll also find us at 2800 Alvarado Street in San Leandro, where we have the finest sheathing as well as studs.

\7e do all the warehousing so you won't have to. From a few units, to a truckload, just call us for a quote, then give us the specs. \Ve'll have the goods on our dock, ready for your prompt pick-up. What a way to save time and save some green in the Golden State!

Phone us today at503.926-777I.

Willamette Industries, Inc.

Lumber and Plywood Sales Division

Albany, Oregon 97321-9990 503-926-7771

Ernest F. Warns is now chairman of Sequoia Supply with Paul W. Hylbert Jr. as pres., according to Sanford C. Sigoloff, chairman and c.e.o., Wickes Co.s. Inc.

Wayne T. Karnoski will become southwest senior sales rep for Simpson Door Co., succeeding Al Aarhaus who is retiring after 25 years. Headquartered in Covina, Ca., he reports to Hank Ricklefs, gen. sales mgr.

Salvatore C. Bellini has been named v.p. at GAF Corp., responsible for financial operations, building materials div., according to Samuel J. Heyman, chairman and c.e.o. Thomas J. Zickell has been appointed v.p. and director of manufacturing.

Greg Werner and Doug Baker have joined Chapman Lumber, Portland, Or., in sales.

W. A. Hensler is now senior v.p. and gen. merchandise mgr. at Wickes Lumber.

Steve Manning is the new western regional sales mgr. at Laticrete International.

Harold J. Pfountz has been elected assistant corporate sec. at The Coleman Co.

Craig Kincaid, Robert S. Osgood, Inc., Los Angeles, Ca., has been in High Point, N.C., seeing customers.

Daryl G. Dahlmeier is now v.p., purchasing and transportation, at Southwest Forest Industries Inc., Phoenix, Az., according to W. A. Franke, pres and c.e.o.

Bud Perkins is the new sales mgr. at Golden State Moulding, Rocklin, Ca., according to Lew MacDonald.

Mike Bakula is the new pres of the San Joaquin Valley Hoo-Hoo Club. Gary Hodges is No. v.p.; Roy Parsons, So. v.p.; Bernie Barber Jr., sec.-treas.; Wally Kennedy, sgt.-at-arms; Don Johnson, Gary Long, Mike Riley, Bob Schlotthauer, directors; Chuck Wills, vicegerent snark.

Robert D. Peterson, chairman and c.e.o, Palmer G. Lewis Co., Inc., Auburn, Wa., will retire Feb. l, retaining his position as chairman. John N. Anderson, director of PGL and pres. of SeaPac Sales Co., will become vice chairman and c.e.o. on that date. Richard E. Lundgren will continue as pres. and c.o.o.

Stewart Turley, Jack Eckerd Corp., is a new member of the board of directors of the HomeClub, Long Beach, Ca. Bill Carter, Carter Forest Products, Ukiah, Ca., is beginning his 30th year in the lumber business this mo. He began with the J.E. Higgins Lumber Company.

Charles Scharpf has joined the sales staff of the Whitewater Lumber Co., Eugene, Or.

W. Stewart Orr, past pres. of Western Building Material Association, is recuperating at his home in Grants Pass, Or. after heart by-pass surgery.

Al Privette has joined the sales staff of Manke Lumber Co., Tacoma, Wa.

Dick Davis will retire January 3l from Willamette Industries, Portland, after 39 years in the industry.

Tony DeCoito, sales mgr., McKean Lumber Co., Redding, Ca., and his wife, Joey, are the proud parents of Travis Vincent DeCoito on November ll, 1984.

Rich Adams. Ponderosa Lumber; Mike Atkerson, Joe Butkiewicz, Weyerhaeuser Co.; Sam Birdsong, Dave Butler. Butler Wholesale Lumber; Bob Harrington, Roseburg Lumber; Jim Joseph, Specialty Forest Products; Pete Krihak, Randy Smith' Dan Taylor, Snavely Forest Products; Dan Lasure, Don Thill, O'Malley Retail; Ron Lutes, Masonite Corp.; Dave Molhoek, Canfor USA; Terry Powell, Mallco Lumber; Steve Sheasby, Jeld Wen; Tim Trent, Ponderosa Truss; Bob Westby, Sun Valley Door; Ron Wilcox, Arizona Millwork, are new members of the Phoenix, Az., HooHoo Club.

John Spelman has been named mgr. of the 84 Lumber Co. store in Merced, Ca.

Clint Bower, Mariners Forest Products, is back in Santa Ana, Ca., after business trips to Indiana and Tennessee, Harold Fuerst has retired from G & R Lumber Co., Cloverdale, Ca., according to Marty Olhiser.

Jim Sloan is now plywood sales mgr. at Bohemia Inc., Eugene, Or. Don Wood and Al Wirth are his assistants. William Shields, exec. v.p., Williamette Industries, Portland Or., is the newly elected chairman of the National Forest Products Association; John G. Hampton, pres., Willamina Lumber Co., is the new public timber div. chairman.

Tim Weiss has been promoted to mgr. of Lumbermen's Building Center, Newberg, Or.

Randy Haworth is now co-mgr. of the 84 Lumber store in Salinas, Ca. Mike Bracey is the new co-mgr. at the San Luis Obispo, Ca., unit.

Fred Annin, Valencia, Ca., is a new sales rep for Mill-Rose in So. Ca.

Bob Duran, former mgr. of Terry Building Center of Hollywood, Inc., (Ca.), is now managing the El Sereno, Ca., facility. Steve Martinez is serving as interim mgr. in Hollywood; Vikki Dean, new mgr., Simi Valley, Ca. Scot Schledorn, mgr. of the Terry purchasing dept., also is now mgr. of the Terry wholesale operation, The Blanchard Co. Terry Mullin, pres., recently returned from a Hawaiian vacation,

Glen R. Mielke, former v.p. of K-mart merchandise coordination. is now corporate v.p. in charge of the southwestern div.

James R. Quillen, Thunderbird Steel Corp., Albuquerque, N.M., has been named pres. of the National Building Material Distributors Association.

Beau Welch is now gen. merchandise mgr. at HomeClub, Long Beach, Ca.; Ken Calvert, Mike Gaylor, Wayne Johnson and l,ew Myers are new buyers.

Sam Aprile, DMK-Pacific's Scotts Valley, Ca., office, vacationed for two weeks in So. Ca. and Az., according to pres. Dwight Curran at the Fremont, Ca., Hqs.

Bill Sullivan, Golding Sullivan Lumber Co., Westminster, Ca., is the new pres of the Los Angeles, Ca., Hoo-Hoo Club. Jim Moss, Ed Fountain Lumber Co., Los Angeles, is lst v.p.; Jim Golding, Golding Sullivan Lumber Co.,2nd v.p.i Rodger Morris, Louisiana-Pacific, Los Alamitos, treas.; Mike Wolk, Ganahl Lumber Co., Anaheim, sec.; Jay Orendorff, Fountain Industrial Lumber Co., Los Angeles, golf chairman, and Jim Cates, Ganahl Lumber Co., asst. golf chairman.

Allen Morris has been named central regional sales mgr. for Kwikset, Anaheim, Ca., according to Domenic Caldone, v.p.-sales.

Harold Beckemeier, Quincy Lumber Co., Quincy, Wa., has been elected chairman of the Grant County P.U.D.

Dur Sayre is now gen, mgr. of CowmanCampbell Paint Co., Seattle, Wa.

Bob Kerr, immediate past president, Western Building Material Association, has been elected mayor of Brookings, Or., for the fifth time.

Norman Hove, Cheney Building Supplies, Cheney, Wa., is home from a recent stay in a Spokane hospital.

Hal Smith is filling the new position of exec. v.p. at Builders Emporium, Irvine, Ca.

W. Lee Nutter, director of timber and wood operations, northwest, for ITT Rayonier, Seattle, Wa., will relocate to Stamford, Ct., as v.p. and director, timber and wood operations, according to Ron Gross, chairman, pres, and c,e.o,

Rick Flores has moved from international marketing to plywood sales at Boise Cascade Corp., Portland, Or.

Dennis Reinwald has joined GuitteauNewland Lumber Co., Eugene, Or.

Anne Arkie has resigned as director of corporate policy at Mungus-Fungus Forest Products, Climax, Nv., reported Hugh Mungus and Freddy Fungus.

(Continued on next page)

48

service bn truck and trailer loads of custom milling.

lf we don't stock it, we can make it here in our new remanufacturing plant, the newest, most modern plant on the west coast. For your inquiries call:

PERSONALS

(Continued from page 3 I )

Perry Blasberg has been promoted to mgr. at Lumbermen's, Bainbridge Island. Wa.

Edward Adams, Three C's Lumber Co., Grant Pass, Or., attended a plumbing seminar in Las Vegas, Nv.

Daryl Dahlmeier is now v.p., purchasing and transportation, Southwest Forest Industries, Phoenix, Az.

Bob Line is new to the sales staff of Steve Johnson Lumber Co., Eugene, Or.

Robert A. Dunn, v.p., marketing, is one of three new executives at Standard Structures, Inc., Santa Rosa, Ca., according to Richard C. Caletti, pres. William I. Sterett, v.p., sales, will continue to have sales responsibility for systems products; Gary A. Hellwege, v.p., operations, and Norman P. Gigon, director, human resources.

Steve Allen has been appointed sales mgr. at Puget Sound Plywood Co., TacorE, Wa., according to C. Mintken, gen. mgr.

Sam Fineman, pres., Bel-Air Door Co., Alhambra, Ca., is back from a visit to their Bangkok, Thailand, door factory.

Tim Ellinger, is now with Longtree Ltd. Partnership, Spokane, Wa.

H.E. "Bud" Poe is now outside sales mgr. for United Lumber Co., Anchorage, Ak.

George Gower is the new gen. mgr. of Builders Supply and Home Centers, Palm Springs, Ca., according to pres. Frank Purcell.

Jim Bentley is now sales and promotions mgr. at Ernst Home Centers, Seattle, Wa.

El Louise Waldron. Waldron Forest Products, Sacramento, Ca., was on an Oregon mill trip recently.

Tom Greilich is now hardware, power and hand tools buyer at Mr. HOW Warehouse, Gardena, Ca.

Ralph Cardwell has joined Sierra Madre Lumber Co., Pomona, Ca.

Barbara Perrine, Western American Forest Products, City of Industry, Ca., has been elected to the board of directors of the Building Industry Credit Association.

Sam Witzel is now with Gemini Forest Products, Los Alamitos, Ca., reports Dale Bacon.

Joseph Canajal is a new sales rep for the newly-created consumer products div. of United States Gypsum Co., City of Industry, Ca., reporting to E. E. "Duke" Sparks, group marketing mgr., consumer products.

WE SPECIALIZE IN PRE-STAINING "YOUR MATERIAL" IN ALL OLYMPIC COLORS. COATING ALL 4 SIDES OF EXIERIOR SIDING AND DIMENSIONALTRIM, PLUS 4 COAT APPLICATION ON ALL SIZES OF PLWVOOD, ENCLOSED WAREHOUSE FACILW.

Dick Morrison has retired from American Distributing Co., Modesto, Ca., after 45 years in the industry. Rich Morrison is replacing his father as pres.

Steve Popp has been appointed v.p. and Janelle Balogh asst. sec. of Gilbert Forest Products, Inc., Lake Oswego, Or., according to John Gilbert, pres.

Donald J. Burrows, former production supervisor at Rexnord Chemical Products, Inc., Commerce City, Co., has been named plant mgr. of the Chicago Heights, Il., operation.

Thomas Dickens and Tess Escay Reynolds are new marketing mgrs. at The Flecto Co., Inc.,Oakland, Ca.,according to Bradley W. Baker, director of marketing.

4 ODIT'IIPTC, INACHINE ST4INING .,..GOWffHrHE PROFESS'OruAIS FOR o/UAUWCONTROIITD

New System Shortens The Line

Ganahl Lumber has a new service to help customers at its Anaheim, Ca., store. Those with few purchases will no longer have to wait in line with those who have many items to check out since an express lane will offer fast, in*-out service.

Signs posted prominently announce that those with l0 items or less are eligible to use the express line. Further instructions explain that the service is for those who (l) have a few items in hand, (2) need l0 different yard items or less or (3) need no advice from a salesman.

The sign also points out two other services offered by the store. Quick check registers are located at the front of the sales floor for those paying cash for store items. Service for those customers needing millwork or special items is facilitated by having numbers available so that they can be served in order of arrival.

"The express lane idea, of course, is not exactly new," Sam Crawford, retail manager, says, "but using it at the lumber yard will help to segment our customers so that we can better serve them."

The express lane will be used primarily on week+nds and is intended for those people who know what they want and just need a ticket written.,Crawford hopes to reduce the waiting time for customers at the counter with this new system.

Our qtratitg tumber cart- be tsitored to gour ex(rct sPecif,rca' trons: rougtt, S2S or S4S, greet\ orir dried or kitn dried We cqn ship bg truck and traiter or bg rait

100% GR0WTH in jusl two years has been achieved by ERISA insurance trust managed by the Mountain States Lumber & Building Material Dealers Association. The non-profit trust is managed by a voluntary board for the benelit of members and their employees. Current trustees are (l - r) Guy Dobbin, Crissy-Fowler Lumber Co., Colorado Springs, Co.; Dave Chambers, Anderson Lumber Co., 0gden, Ut.' and Darrell Ballard (trust chairman) of T-Bird Home Centers, Alamogordo, N.M. Total premiums now exceed $3.6 million.

Future Dates

Check our Calendar on page 20 for information on upcoming conventions, meetings and trade shows in your region.

and selected sales aids

Light A Candle

Designed for lasting use, Create A Candle has been introduced for home decoration by Wonderwick.

The hightech patented design product consists of a reusable wick, standard and 3 l/2 oz. starter supply of refined wax beads, for 20-25 hours of flame.

The candle is clean, odorless, dripless and sootless burning. An adjustable flame length burns in a fixed position without becoming short. The user chooses the container.

Entrance Scene

A new folding door from Western Turnings and Stair Co. can be expanded to fit doorways from 2' to 8' by adding separately packaged addon panels.

Complete Wallpapering Kit

Wallpapering is reportedlY made easier for d-i-y bY using a new wallcovering kit from Hyde Tools.

The seven piece kit contains a roller, five single edge razor blades, a razor knife, a plumb bob kit, a smooth brush, a paste brush and a triangle trim guide. Instructions are included in the kit which comes boxed or skin-packed.

RealWood Veneer Panels

A new 7/16" thick Paneling is being introduced by Georgia-Pacific' The product has real wood face veneers available in six species of oak, fir and pine. Rich tones and Prominent grain patterns characterize their appearance.Because of the thickness, the panels are said to be sturdier than most panels. They can be installed directly io studs for either residential or commercial applications.

Classic Wood Columns

Wood columns by E. A. Nord Co. can be used in such customary functions as porch or portico supports and embellishments, or in collonades. They can also be used in offices and homes.

The columns, made from seasoned western hemlock or Douglas fir, are available plain or fluted, and come in lengths from 8 to 20 ft. All parts, including matching capitals and bases, are sealed to help prevent moisture penetration and to help provide better paint adhesion.

A custom program offers doors up to 8 ft high to span uP to 20 ft, singly or in pairs, double-ended or multiple-meeting, with heavY dutY hardware and custom accessories.

Features include extruded aluminum metal tracks, heavY dutY metal latches, solid core door Panels' machined door panels, woodgrain finishes and color matched hardwood handles.

The RailThing

Adjustable, pre-assembled railings from Morgan Products can be used bv a do-it-vourselfer for new home construction or as replacements dwing remodeling.

The system comes with starting, landing and intermediate newels, straight rail sections, and sloped rail sections that adjust to fit stair inclines of 33 to 4O degrees.

Useful either as stair railings or room dividers, the wooden railings can be stained, varnished or painted.

Big Time Hood

A new wooden hood kit from Broan is designed for custom wood kitchen cabinet installations.

The fire retardant full-metal insert. which slides into a wooden cover, adapts to custom hoods up to 42" wide.

The kit features a squirrel cage blower with infinite speed control, energy+fficient cooktop lighting and a Heat Sentry, which automatically turns the blower to high speed when excess cooking heat is detected.

An Easy Rule To Follow

A new Stanley Powerlock rule provides a 16'-3A'blade with the feature of reading measurements through a window in the top of the rule case.

The top-read feature is used for inside measurements-the width of a doorway, the interior of a cabinet or bookcase. For laying out predetermined measurements. the desired measurement can be pre-set in the rule window and held with the blade lock. The marking edge along the back of the rule can then be used to mark the measurement.

The blade, which has dual markings that can be read left to right or right to left, is protected by DuPont Mylar. It is also available with metric measurements.

Brush-on Waterproof ing

A new waterproofing membrane package designed specifically for use on vertical surfaces such as gypsum wallboard. cement backer board and plywood has been introduced by Laticrete International.

The product is said to prevent water from seeping through cracks and penetrating to backer panels, avoiding costly replacement or repair.

The membrane, which is cold applied with a paint brush or roller, is for use in bathrooms. kitchens and showers.

The waterproofing mini-unit contains one gallon of paste and a roll of rot-proof, fiberglass fabric for covering vertical cracks and joints. It will waterproof up to 120 sq. ft.

New Door Glass Coating

Heating and air conditioning costs can reportedly be decreased when using terrace doors, patio doors and casement windows by Marvin Windows. They now use Low-E, thin, metallic coating applied to the glass and sealed within the dead air space of the insulating glass unit.

The coating is said to be virtually invisible so it can offer a natural, trueto-life view of the outdoors and provide a conventional glass appearance to the exterior.

The new film, which is said to allow Iight to pass through to brighten the interior, reduces glare and lowers lighting costs. The company claims the film is effective in filtering out much of the sun's ultraviolet rays, helping to control fading of drapes, carpets and furniture.

Double Clean Sink

A large soaking,/cleaning bowl and a smaller compartment designed to receive a waste disposer are combined in a self-rimmed stainless steel sink from Elkay.

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

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

Optional features include a hot water dispenser, a soap/lotion dispenser and a single lever faucet with swivel aerator and water-savins flow restrictor.

Door Installation Kits

Consumer-packaged kits from Doorcraft are said to sell doors to doit-yourselfers because they take the carpentry mystery out of door installation. All parts needed for installation are included in the kits along with well-illustrated, easy-to-follow instructions.

Interior passage and bifold doors as

well as exterior wood panel and flush doors and steel doors are available with jambs, hinges, and assembly screws.

All doors are reversible so they can be used for left handed or right handed swing. One common frame system is used for all the exterior doors. The same jambs, weatherstripping, and sill also work for all exterior doors.

Plan On A New Home

A new design kit from Homemaster has everything necessary for planning and drawing professionalquality home plans.

All drafting equipment needed, sample floor plans, front elevations, templates for tracing common components, furniture cutouts for room arranging, and forms to help in budgeting, scheduling and planning are included. An illustrated instruction booklet explains how to use the kit components.

ShovelHandle Holds Up

A new polypropylene shovel handle by Tiue Temper is guaranteed for l0 years against cracking or breaking in normal use because of defects in quality or workmanship.

The product is designed to not rust, corrode or splinter like metal and wood grips. It is said to be stronger, lighter and better able to resist heat, cold and on{he-job chemicals.

A Close Call Saw

Helping to reach hard-to-get-at places, a new close quarter hack saw by Parker Manufacturing Co. will accept both hack and reciprocating saw blades for use on either wood or metal.

The product has a molded plastic handle and a die cast frame with a tightening screw which will accept whole or broken blades.

Hanging In There

A new closet organizer consisting of double-hung shelf-and-rods, a pole support system and shoe rack is new from Clairson International. Available in either brown or white, it comes in two sizes. One is designed to fit closets up to 5 '10" wide and the other is suitable for closets up to 7'10" wide.

The product can be installed with a hand drill and Phillips screwdriver. The patented fin-back anchors screw into drywall so that the installer need not locate studs.

Anti-Moisture Sealer

Damaging effects of moisture are said to be prevented by Klean-Strip's Umbrella Waterproofing Sealer which forms a clear, protective moisture barrier both on and beneath the surface of concrete, masonry and wood.

The seal reportedly provides pro-

tection against water damage for extended periods, even under severe conditions.

The product inhibits swelling, warping and shrinking of wood due to moisture, and extends the life of paint where moisture is a problem. It also treats canvas' and most fabrics to make them water-repellent without stiffness. It is applied by brush, roller or low pressure spray.

Packaged for strong impact at point of sale, the product is available in qt., gal. and 5-gal. containers.

Ring Out The Old

A new telephone chime box that replaces the traditional ringing of the telephone with a chime has been introduced by AT&T.

The Tonechime is designed for use with any modular telephone and requires no special hook-ups or wiring. There is a dial on the box that allows the volume to be adjusted to the level easiest to hear.

In rooms where there is no phone, the chime will sound its notes when plugged into a phone jack.

PACIFIC FOREST PRODT]CTS, /JvC.

Two Grills to Go

Designed for condominium and apartment balcony living and flexible space situations, Happy Cooker's Condo-Que Grill is available in both gas and charcoal models.

The unit features a big 258 sq. in. cooking area, 2 position telescoping legs, lid venting, rustproof porcelain finish and a 5 year limited warranty.

Available in black porcelain finish, the unit is easily stored and portable. The adjustable leg height permits use of the grill for table top cooking, tailgate parties, picnics and other occasions when space efficiency is important.

Medium Fiberglass Shingles

Georgia-Pacific Corp. has expanded its architectural shingle line to include a new medium weight fiberglass shingle product with a distinctive design and rich texture of wood.

The new Valiant shingle carries a UL listing for Class A fire protection and a 30-year limited warranty.

It comes in four colors.

Parquet Today

A new prefinished solid hardwood parquet product, DuraPark by Harris-Tarkett may be arranged in a variety of patterns not possible with conventional parquet products.

According to the company's installation specialists, it may be installed in more than nine distinct pattern combinations including the traditional mosaic parquet design, alternating parallel patterns and a basketweave. This product is available in three species and five shades, and comes with an acrylic polyurethane factory finish.

Pine - Douglas Fir - Plywood - Redwood - Cedar

Flowery Subject

National Ceramics has introduced a line of ceramic vases.

Styles include Grecian urns, temple jars, horn necks, heart bowls as well as contemporary deco and scallopedshaped vases. Many colors are offered. The most popular are said to be mauve, almond and ebony.

Replacement Patio Doors

Patio doors from 5 to 12 ft. wide are now available from Hurd Millwork.

The primed and aluminum clad wood patio doors are all available with Heat Mirror transparent insulation. They are said to be easily retrofit in standard replacement situations.

The doors are specially sized to replace existing metal doors of 5, 6,7, 8. 9 and 12 ft. widths.

Reversible Saw

A new reversible dovetail saw by Raki International features an offset handle which enables it to make flush cuts and narrow kerfs. It is useful for fine joinery work, tight-spot applications and cuts at level ground.

The product also features a stiff back, factory-set fine tooth blade design, and varnished wood handle.

Fashionable Gray Cabinets

A new line of all laminate cabinets has been introduced by Well-Bilt Kitchens.

The contemporary, conventional frame-type design is highlighted by oak grain, contoured feature strips on

door and drawer edges. Many color combinations are offered including the newest fashion color-gray.

Features include wire pulls, exterior surfaces of melamine laminate, all white vinyl interiors, roller bearing side mounted drawers and adjustable shelves in all wall and base cabinets.

For more information on New Products write The Merchant Mogazine, 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!

Color Conscious Siding

Alcan Building Products has added a Dover gray color to its Vin-AlWood aluminum siding product line. Responding to a color audit showing that consumer tastes are changing, creating more of a demand for neutral colors, the siding is now available in several profiles with matching siding accessories. It has a polyvinyl chloride coating applied over a corrosion resistant primer, resulting in a coating that is three times thicker than the coating on ordinary aluminum siding and is guaranteed under a transferable lifetime limited warranty.

S4S

and pattern lumber

Architectural patterns

T]NION REDWOOD ToaztZ

Moulding o Mixed loads

Units: via LTL, T&T and Rail

P.O. Box 348, Stockton, Ca. 95201, (2091 465-47rr

"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 aleft to progress.

Slider Replacement

A new hinged patio door system by E.A. Nord Co. can directly replace existing aluminum sliding glass doors.

Sized to fit all standard openings, the system is available in basic 6'8" height, and in 54, 6-0, 7-6 and 9-0 widths, with left, center and right swing designs.

The doors are said to provide 3090

Posts, poles, pilings, timber, crossarms, grapestakes, dimension lumber.

Pacific Wood Preserving of Bakersfield produces virtually all pressure treated wood products. And, with comPuterized inventory control, Pacific Wood Preserving of Bakersfield offers accurate and complete service. A single phone call can put this complete caPabil itY to work for you. Call todaY:

Steve Ryan, General Manager

In California (800) 582-3950

Outside California (805) 833-0429

more energy efficiency than aluminum sliders. Features include %" insulated clear or solar bronze or solar gray glass, 15lite removable grill assemblies, treated and prefinished oak sill. a 2%" lock backset and foam compression weatherstripping around the doors and frame.

Battery Smoke Detector

A new 900 Series photoelectric-type home smoke detector from Gentex Corp. offers the convenience and reliability of a 9-volt alkaline battery.

Provided for single station operation, with tandem interconnection up to 20 units, I l7 " thermal and RF driver options the detectors utilize a pulsing infrared LED light source and photodiode sensor operating on the light scatter principle. Smoke entering the sensing chamber increases the LED's pulse rate 8 times faster than normal. Once the sensor has confirmed smoke for two consecutive pulses, it triggers the solid state 85 dB piezo horn. This verification method. combined with a 5 to I signal-to-noise ratio, reduces or eliminates the possibility of nuisance alarms.

A functional test knob simulates an

actual 20/o smoke condition inside the sensing chamber which causes the unit's horn to sound. Each detector is fully insect screened and comes with convenient twist lock mounting. The Series is UL 217 listed.

An Unbreakable Rule

Evans Rule Co. has introduced a new Vz" width size charcoal-case TiuLok tape. It joins the /q" and l" charcoal+olor tapes currently available.

The cases, said to be unbreakable, are guaranteed for life and come in three lengths 8', l0', and l2'. TheY feature stay-put fingertip blade locks.

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

Wood Floor Restoration

A new Gillespie floor care and restoration assortment by Klean-Strip is said to enable virtually anyone to restore wood floors with common

problems such as worn and scuffed traffic patterns, sun-faded areas, or floors that have become dull and dingy.

The products reportedly allow hardwood floor restoration without sanding. The packaging includes instructions for use.

Help For Home Masons

A new line of masonry specialty products designed for use by the home d-i-yer has been introduced by Gardner Asphalt Corp.

The line.marketed underthe Bond-R label, includes blacktop and driveway repair; roof repair and waterproofingi and concrete patch and repair products.

';Y:o:##,1;:i,ies.,,t

Vinyl Replacement Window

Comfortrol, a new rigid vinyl replacement window system designed for energy-efficiency and carefree maintenance has been introduced by Louisiana-Pacific.

Combining the superior insulating capabilities of rigid vinyl with durable construction to provide savings in heating, cooling and maintenance costs for homeowners. the unit is custom-built to assure a perfect fit. A frame and sash of multicavity extruded rigid vinyl provide maximum insulation strength. An interlocking meeting rail designed for extra-tight weatherseal prevents heat loss while adding strength and security. The 7,/8 " double insulating glass also reduces heating and cooling loss. Each sash has its own balancing system for trouble-free operation. Both tilt-in for safe, convenient cleaning on the inside and stays in place in any open position to allow controlled ventilation.

The window is available in a variety of styles.

Wholesalers of imported and domestic hardwood lumber and plywood. We stock a f ull line of hardwood lumber and plywood in Los Banos and San Francisco. Ca.

High, Low Lighting

A 3-level lamp converter developed by General Electric can transform a traditional onloff lamp socket to modern selective lighting using a 3-wav bulb.

Lamps can reportedly be upgraded rn seconds without tools or rewiring. The consumer turns off the table lamp, replaces the old bulb with a converter fitted with a 3-way bulb, turns the lamp on with the original socket and chooses the desired light Ievel by rotating a collar on ihe adapter through audible click stops for .high-,-mgdium and low brightneis levels of lighting.

Hardwood Floor Protection

Anderson Hardwood Floors has introduced a new line of floor care products designed to preserve and en-

hance the beauty of hardwood floors.

The line includes: Flor Stain, for professional staining of unfinished wood; Flor New to renew finish on worn hardwood floors: Flor Kleen to take up scuff mprks and other stubborn stains; Flor Kare for normal cleaning and shining; and Flor Shine, a natural paste wax to protect against marks and stains.

The products feature 4<olor packaging and a stocking display unit.

holes or breaks in concrete. It is said to anchor to bolts and similar items in concrete with more than twice the holding power that those items attain when anchored in fully cured or conventional concrete alone.

From Hartline Products Co., Inc., it is available in llb., 5-1b., 25-1b., 50-1b., and 125-lb. packages.

Concrete Repair Powder

Rockite is a new powder-like compound that mixes with water to a pouring or pliable consistency for the quick and permanent repair of cracks,

Fast Working Compounds

A new fast-hardening compound, Durabond 20, has been introduced by United States Gypsum Co.

With a 20-30 minutes setting time and a working range of 15-20 minutes, the powder joint compounds can be used both for interior and exterior, commercial and residential applications. The asbestos-free product provides low shrinkage and reportedly, superior bond as well as resistance to humidity changes.

Other uses of the compounds include patching and smoothing interior drywall and concrete surfaces, finishing joints in exterior gypsum ceiling boards, and presetting joints of veneer finish systems.

COMPUTERS EXPRESSLY DESIGNED TO SOLVE THE UNISUE PROBTEMS

We use the best MINICOMPUTER hardware (no micros or PC's). including Data General, Point 4, lNl, Televideo and Printronix.

We have COMPLETE, integrated software packages and will tailor any software to your specifications. COMPLETE hardware systems start at $15,000.

Cutting Comments

A new line of razor knives, scrapers and replacement blade dispensers has been announced by Red Devil. All instruments include integrated safety features and handles made of nylon.

Included are a pocket knife, a razor cutter, rzvor scrapers, four utility knives and a window scraper which can double as an ice scraper.

The general purpose and heavY duty utility knives both use breakaway stainless steel blades to provide eight new, sharp cutting edges before requiring replacement. The pocket, adjustable utility and allpurpose utility knives also carry spare blades in their handles.

Re-roof Requirements Met

A l/2' insulation board classified by Underwriters Laboratories, Inc., for Class A re-roof construction over non-combustible roofing decks is now available from Manville.

The l/2" Retro-Fit Board is said to provide a suitable and economical substrate for use in applying a new built-up roof membrane over an exist-

ing BUR system when no additional thermal protection is required.

New Life ForAn Old Saw

A radial arm saw can be created out of almost any 7Va" or TVz" circular saw by using the Pippin Saw-Mite. The converter is said to be easY to assemble, use, transport and store. It

The company also recommends the board as a base for mechanically fastened or ballasted EPDM singleply membranes.

Won't BlowYourStack

The new line of Sentry Brand chimney caps from Simpson Dura-Ventis designed with heavy expanded mesh spark arrestors and heavy steel construction.

Six sizes are available to fit flues from 7' x 7 u to 18 " x 18 ". For flush top chimneys or chimneys where the flue liner protrudes less than I ", an optional leg kit is available.

The legs attach to the cap with the bolts provided and extend down into the flue to grip the sides. When the time comes to clean and sweep the chimney, the cap is reportedly easy to remove.

provides all the standard radial arm saw functions: crosscutting, mitering, ripping and beveling, and can be clamped to existing work surfaces. The company also manufactures a router adapter kit and a saw table kit.

Portable Heat

A new pocket-size hand and bodY warmer is being introduced bY EJW North America. First introduced in Japan last winter, the Hot Pockets pouch provides the user with up to 20 hours of heat without wires, battery, flame or fuel of any kind.

The user removes one or more pouches from its plastic, protective bag and shakes or kneads it for two minutes until heat is produced. After tucking the pouch in his shirt, sweater, pocket, hat or glove, the user will experience heat comparable to that given by a traditional heating pad set at medium.

The product is said to be safe and non-toxic.

gUALITY RED\IrOOD FENCE BOARDS

Manufacturers of fence boards, posts and rails, decking and specialty items. Our sawmill and reman facilities provide us with versatility in meeting your customers' needs'

Light Up Four Ways

New dimensions in crealire lightillg are possible rvith four ner" products introduccd by Vista Manufacturing.

Krystal-Lite is a lorv voltage tube lighting s)'stem that can be inlaid in llotrr.. :lairsa!:. aisler or transitiott arcas for accent or safety. Thc square or round tubing can be bcnt to conform to irrc-sular or curved surfaces, mounted in plastic or aluminum channels or inlaid using no mounting hardnare, depending on the desired cffect.

Chandel-Lite chandeliers and light curtains use clcar, oneJialfinch sealed acr-vlic light tubes. Alternate tubes, containing no bulbs, function as sparklc reflectors.

Versa-Lite is a flexible PVC tube that houses encrgy-efficicnt bulbs and can bc bent or trvisted rrithout damage. Thc tube is held by an aluminum channcl.

Flex-I-ite is a round, totall-v flexible light ilhich can be curved or bent at sharp angles, even tied in a knot. It will conform to anv shape or can bc sculpted 1o lorm its orvn shape.

All of these Vista lighting systems are versatile enough to be adapted to home application.

Garage Door Elegance

Cathedral rvindows can be added to any Colonial garage door style from Wayne-Dalton Corp.

These rvood panel doors are made from hemlock or Douglas fir. Because the stile and rail door comPonents are dip-treated prior to manufacturing, the company offers a two-Year limited warranty against dry rot on the wood, rails and stiles.

The hot-dipped galvanized steel hardrvare reportedly protects against corrosion and helps in smooth operation.

For nrore irtforntatiorr on New Products writc The Nlerchortt Mogazrnt'. 45(X) CampLrs Dr.. Suite 4t0. N*rport Reach, Ca c)26b0. Please nrention rssue date and pagc number s() \\'€ ciln process uour rc quest fastcrl Man'" thanksl

Group Honors Lumberman

Aspecial retirement dinner to honor Bill Johnson, Hobbs Wall Lumber Co., for his years of service to the redwood industry and his 30 years as a club director, has been held by the Oakland Hoo-Hoo Club, a lumberman's fraternity.

Johnson, a former club president in 1960-61, was also named Lumberman of the Year in 1975. Approximately 65 were present, with some coming from as far away as 200 miles to take part in a series of brief speeches of recollection.

The club's annual golf tournament,

held each May in conjunction with their longstanding Reveille Meeting, will now be named the Bill Johnson Golf Tournament and will include a perpetual trophy. Johnson has chaired the event for the last several years.

Dwight Curran, a past president of the club and organizer of the dinner, noted that "the board of directors of the club wanted to recognize Bill's contribution not only to the club but his decades of dedication to the highest standards of the redwood industry. " Curran is the president of DMKPacific, Inc. in Fremont, Ca.

The dinner was held November 6. in San Ramon. Ca.

Yup, check's in the mail

Many lumbermen can probably identify with the feelings of the management of the Seymour Lumber Co., Seymour, Wi., when they learned that it had taken 20 years and 22 days to deliver a bill to a customer in Pulaski, a town 12 miles away.

Harold Rudie Sr., 76, received the statement bearing a 50 stamp and Oct.2, 1964, cancellation in a routine mail delivery last month. The Pulaski post office suggests that it might have become lodged in a fold in the bottom of a bag or stuck under a piece of equipment.

Rudie thinks the bill was for materials used to put an addition on his barn. The lumber company apparent- ly had nothing printable to s&y, according to an Associated Press wire story.

Covers the market. Gets Results.

Building Products Digest takes your advertising message to retailers and wholesalers in the l3 Southern states: Texas, Oklahoma, Arkansas, Louisiana, Mississippi, Alabama, Florida, Georgia, Virginia, South Carolina, North Carolina, Kentucky, Tennessee.

REMINISCING at retirement dinner were (1.-r.) G-P's Carl Force with Bill Johnson and (right ph0t0) Ralph Boshion with Johnson.

How you can save on a, delivery costs

This month lltally Lynch continues a discussion of the responsibilities of the dispatcher of materials for deliverl by a lumber and building moteriol dealer. Last month's column emphasized thot, regordless of volume or location, the functions of a dispatcher depend upon the delivery policy management spells out-ed.

The delivery policy makes dispatching a feasible job whether it is a full time or an additional duty job. Delivery costs for almost any company in the business represent from ?.00/o to 25 9o of its daily operating expenses. Hence the need to spell it out.

Basically, there is a need for both an internal and an external policy. The former tells the employees what the company expects of them and the latter tells the customer what they may expect from the company. Begin with the part the company wishes its people to play.

(I) WORK HOUR PARAMETERS:

Bear in mind that the main customer for most delivery dealers is the contractor who begins his work day at 7 a.m.

(2) CEOGRAPHIC PARAMETERS:

The industry neither develops, records nor publishes delivery costs, but they are the key to setting the delivery trading area. Most dealers must carry at least $20 in sales value per driven mile to make money on delivered sales. Thus, within a l0 mile radius a $400 delivery is usually profitable -farther out it is a loss.

(3) SCHEDULING: Picking, staging and preJoading all take time and even your best customer will understand that. Fully loaded trucks have the greatest profit potential. Build scheduling around the capabilities of your people and their equipment. Generally, orders received and planned in the a.m. can be delivered in the p.m. and vice versa for orders received in the p.m.

(4) PRE.LOADING, STAGING AND TURN TIME: When trucks and drivers are not being used for delivery and driving, their combined cost still goes on at about $20 per hour. Therefore, "turn time" in the yard will be the least when materials are staged and pre-loaded. Generally, one man dedicated to picking and loading should be able to handle 20 stops and 6 to 8 turns or loadings per 8 hour day when planned.

(5) BACK ORDERS: The customer immediately forgets what was delivered on a timely basis for that which is back ordered. Have a method to substitute or cancel unless customer is willing to wait.

(6) VEHICLE USE: Maintenance costs are soaring and in many instances represent better than 5090 of vehicle ownership costs for the year. Lack of preventive maintenance and driver vehicle rotation are the main culprits. Assign drivers to vehicle responsibilities and use.

(7) TWO MAN DELIVERIES: A second man or helper on the truck generally adds about 3590 to the cost of the delivery. Generally speaking, all deliveries can be made with one manthe driver with occasional and/or intermittent help at the job site. Two men are needed when something like wallboard, shingles and underlayment must be hand or machine placed after delivery is made.

(8) SIGNATURE REQUIREMENTS: Delivery completes the sales, but in most states only if you can prove it. Know what the law requires and protect your company.

External delivery policy is developed from the internal progrnm, plus competitor postures and customer needs.

(l) DELIVERY PARAMETERS: Set forth days of delivery, geographic boundaries and charges, if any.

(2) DELIVERY SERVICES: Indicate availability of various services at job site after delivery is made and charges, if any.

(3) DELIVERY SCHEDULES: List time table for deliveries either by day of the week and location, or elapsed time from order placement until completed.

(4) BACK ORDERS: One missing piece from an order can stall construction. Let customer know how "back orders" will be handled before they occur.

Such policies won't solve all of your delivery problems, but for all those concerned, they will make a "yard long" job 35" ol routine and l" of "special handling."

"Management Sumeys the Black Hole of Delivery," divided into threeseparate dollar volume manuals, under $2 million, $2-5 million and over 55 million, is available for $45 from Builders Express Inc., I1550 Plano Rd., Dallos, Tx. 75243, Attention: Wallv Lvnch,

Gloss fl,urrnbc+rr Horuleris

Western Hardwood Annual

Tremendous strides in gaining legislative support for the proper public management of the adler resource were reported by the Western Hardwood Association at its annual meeting in Reno, Nv.

Outgoing president Marvin Noble, Noble and Bittner Plug Co., Hebo, Or., was awarded an honorary gavel in recognition of the work done during his two year term.

George Powell, who aided in founding the association and served as president during his years as sales manager for Cascade Hardwood, Chehalis, Wa., received a lifetime membership in recognition of his 30 years of service. Jack Kohl, Kohl, Inc., Wilsonville, Or., received a certificate of appreciation for three years as a board member and past president.

Ed Mason, Great Western Lumber Co., Everson, Wa., was elected president. Paul Myers, United Forest Products, Portland, Or., was named vice president, and Jack Kohl Jr., Kohl, Inc., treasurer. Rod Remington, Goodyear Nelson Hardwood Lumber Co., Inc., Sedro-Woolley, Wa.; Charles Slocum. Pacific Coast Hardwoods, Inc., Portland, Or., and Juel Sheldon, Ross-Simmons Hardwood Lumber Co., Longview, Wa., were elected to three year terms on the board of directors.

The Sept. 26-28 meeting was held at Harrah's.

TEAMING up for 1985 new ollicers ol the Western Hardwood Association are (top photo. lefl to right) Paul Myers. vice president; Ed Mason, president; Jack Kohl, Jr., treasurer; (lower photo) board members Rod Remington, Charles Slocum, Juel Sheldon.

A Cur Prlme Sonccrn

ls Your rlmbcr and

Speclalty Produce leeds

THIBTY years of service t0 the Western Hardwood Association by George Powell (right) is recognized with a plaque presented by retiring president Marvin Noble.

LASC CONVENTION

(Continued from page l3)

ing lumber, which comprises 9090 of their sales. He noted that 70v/o of their volume was in framing lumber and plywood alone. Mullin said what had worked best for them was motivated employees and constant training coupled with customer service and reliability.

The final panel was on various aspects of security. Leading off was Martin Temple of The Weyerhaeuser Co. who noted that yard theft alone was a $20 million problem per ye,u for his company. Observing that "if you provide an opportunity for your people to steal, they will," he counseled the establishment of a security system as a first step.

Chandler Lumber's Chuck Goeser urged that every office procedure include security. He described their earlier yard security system of wire fences, dog and guard and said that "eventually, we were forced to build a fortress, complete with yards of razor ribbon top." He said the savings produced meant it paid for itself in less than two years.

Roger Myers of Dxieline Lumber examined the people side of security, noting that it begins at hiring time. This includes background checks, looking for time gaps and other signals on job applications.

The annual dinner dance followed that evening while Saturday was devoted to golf, tennis and other pleasant Palm Springs pastimes. The conference was again held at the Spa Hotel.

New officers elected include Ed Fountain, Jr., Ed Fountain Lumber Co., president; E.L. Newkirk, Chandler Lumber, lst v.p.; Phil Butterfield, International Forest Products, 2nd v.p.; R.E. Hawthorne, Northridge Lumber, treas.; and Martyn Temple, Weyerhaeuser, sec. Wayne Gardner was re+lected executive vice president.

Elected to the board of directors (retail) were: George Barr, James Barr, Ross Callaway, Russ Fritchey, R. E. Hawthorne, Warren Lindsay, E.L. Newkirk, Charles O'Donnell, Don Olson, Robert Ransom, Jim Riffenburgh and George Swartz.

For 1985 the board of directors (wholesale) includes: Creighton Anfinson, Daryl Bond, Phil Butterfield, Bill Evenson, Mark Lofland, Jeff Lynn, Ted Pollard, Jack Secoy, Don Swartzendruber and Martyn Temple.

TIMBERS

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

LUMBERPEBS0NS: (1) Joe Bowman, Betly Foster, Bill Gittings. (2) Marshall Schmidt, Hank Feenstra. (3) Bob Glatt, Arl Gutzeit (4) Gary Steiner, Gary Malfatti, Bob Riggs (5) Nick Clevenger, tVike Steinbach, Don Cherovsky, Nick Elardo. (6) George Little. (7) Chuck

Powles, Bill Dyer. (8) Loie & Dave Schaller. (9) Craig Murphy, Jim Butler. (10) Terry Kuehl, Jack McKenzie, Roy Gilmore, Ralph Heath, Jim Edwards. (11) R0n Taylor. (12) Chuck Powles, Jennifer Pooser, Bichard Rose, John Snead. (13) Dave Seegar, Mike

Singleton, Craig Triebwasser. (14) Jim Blevins, Ralph Healh, Rick Rosa (15) Stu Heath, Kim Cutslorth, Dave Bushnell. (16) Claude Scott, Ron DeWitt. (17) Myrtle Wilcox, Fred Hol mes.

benderboard

& stakes

January,1985

EOR A dozen-and-one years, F,nora rucKy enougn to artenq rne Sacramento Area Wholesalers Annual Luncheon have enjoyed a full measure of holiday cheer. In both senses of the term.

Held early in December each year, the luncheon's only purpose is to allow the California city's wholesalers to entertain all their mill suppliers and a few select customers. Happily

for all concerned. no further business is transacted.

More than 350 men and women were present at this years gathering, slightly more than last year. The general consensus seemed to be that it had often been a tough year for the mill operators, while wholesalers and retailers had enjoyed a better than average business year.

More than 35 area companies

sponsored the event, according to one of the organizers, Ralph Heath of California Cascade Industries.

For more pictures see

next page

BIG group at luncheon included (1) Jim Blevins, Peter B. Smith, Dave Snodgrass, Karl Drexel, Wayne Adams, Tom Knippen, Rick Rosa, Michael Gerry. (2) Gene Sjostrand, Paul Taylor. (3) Jim Stroupe, (4) Marty McGinnis, Jim Waterman. (5) Jack Powell, John Diederich. (6) Pat Hunter, Gene Pietila.

(7) Nancy Haws, Kim Cutsforth, Gretchen Bryant. (8) Craig Cookingham, John Cavallo. (9) Jack Martin, Dick Mills. Rich 0dekirk. (10) Harry Lausmann, Elmer Lewis, Lynn Layton. (11) Don Dier, Ed Hamilton, Russ Land. (12) Earl Bleile, Bud & Kathy Perkins, Dave Rix, Doug Westlake. (13) Bob Bretz,

Gavle Morrison, El Louise Waldron, Bill Cllltori. (tl) Al Ryan, Bruce Main, Bob Smith. (15) Jeff Barnes, Harry Lyon. (16) Jenniler Pooser, Jim Butler, Kathy Parmeter, Ross Mac0arty. (17) Tom Bonner, Dan Rue. (18) Lew MacDonald, Neil Hagen, Dick Dunbar.

Millwork Mfr.'s Open House

EOR the second year, Rocklin FFo..r, Products. a Sacramento. Ca.,-based millwork manufacturer has had an open house preceding the big luncheon held by area lumbermen. For pictures of that event, please see the preceding two pages.

The company's handsome offices reflect their millwork business. They

made lavish use of products they sell and manufacture in decorating their suite of offices. It makes a very effective product display.

An interesting feature is a bank of four wall clocks, displaying various time zones across the country. Company president Robert Plunkett notes they come in very handy in keeping time straight as they market their products across the U.S.A.

MILLW0RK men included (1) Tom Williams, Bob Plunkett, Dick Johnson. (2) Bob Glatt, Bob West. (3) Ron Hoppe, Eve Berg, Dick Johnson, Cecil Wetsel. (4) Don Cherovsky, Bob Reynolds, George Rogers. (5) Cindy Bain, Lori & Bob Dirham. (6) Joe Lausmann, Dick Flowers, Russ Land. (7) Kent Duysen, Jim Hayes. (8) Mark Majors, 8ob Reynolds. (9) Dave Wooll, Jim Ellsworth. (10) Charlie Pascuzzi. Mike Gatlin.

MOUNTAIN STATES CONVENTION

(Continued from page 26)

New Wood Foundation Name

A trademark has been issued for the new name, Permanent Wood Foundation, to replace All-Weather Wood Foundation, according to spokesmen from the Wood Products Promotion Council.

With more widespread use of the wood foundation system, WPPC officials sought a name which would more easily explain its function. Although it was important to builders in regions with cold climates that the foundation could be installed in any weather, the term All-Weather had little meaning for builders in Sunbelt states or for consumers. In contrast,

the new name establishes the longevity and permanence of the foundation.

The Permanent Wood Foundation (PWF) is an engineered system which uses pressure-preservative treated plywood and lumber instead of concrete or masonry for foundation construction. Foundation walls are framed much as a regular wall panel is framed, using nominal two-inch lumber and American Plywood Association trademarked plywood sheathing, all stamped for foundation use bY the American Wood Preservers Bureau. Advantages of the wood sYstem include ease and speed of construction, opportunities for in-plant prefabrication of panels, ease of insulation and

interior finishing and extension of the building season by eliminating the need for curing concrete.

Firm Aids in Positioning

The Falk Marketing Group, a national marketing consulting firm serving the home centerlumber & building materials industry, has opened a new division in Scottsdale, Az. The division is the first of its kind to provide services for positioning a home center4umber & building materials firm in its particular market, according to the president and founder. Richard A. Falk.

YABO T0UR of Crissey Fowler Lumber Co., Colorado Springs, Co., was conducted by Kent Brosh (left) for Jack Davis, Pecos Valley-H0uston Lumber Co., Roswell, N.M., and Picie HyIton, Hylton Lumber Co., Salida, Co. (lower photo) Dave Stringham (left), Stringham

Lumber Co., Salt Lake City, and Bob Mandel, ABZ Lumber Co.. Denver. comDare notes at the retail dealer roundtable luncheon, part of the Mountain States Lumber and Building Material Dealers Associati0n c0nventi0n in Colorado Springs, Co.

PRESIOING officer of the Mountain States Lumber and Building Material Dealers Association lor 1985 will be Jerry Woodward. (lower photo) Bob Kitts accepted theMountainStates Associalion's 0utstanding Safety Program award for his firm, Kitts Enterprises, Albuquerque, N.M., which reduced worker's compensation losses by 80%.

AIDYantages Aduertising System

New Gradestamp Policy Set

Timber Products Inspection, Inc., has announcd it will not allow its TPIAWPB treatment{uality mark to be applied to lumber bearing nonALSC approved gradestamps, effective Jan. l.

They state their reason for the action is the "increased frequency of non-ALSC approved mill stamps in the market place, particularly those on waterborne preservative-treated lumber." TP also cited its basic obligation to protect the integrity of its grademark, protect the interest of its clients both in the AWPB and ALSC programs and to protect the interest of the lumber industry as well as the public.

The TPIAWPB quality mark, according to the announcement, shall be applied only to lumber bearing an ALSC approved gradestamp, nongradestamped lumber, or lumber bearing only those proprietary mill stamps which do not contain an ALSC recognized grade nomenclature, nor which do not connote a false association with some type of agency.

HOME CENTER SHOW

(Coitinued from page 14)

ence appeared more uncertain than encouraged at the end of his talk.

Although the number of exhibit booths was down, traffic through the halls was most often described as "quality people, the kind we need and want to see," as one exhibitor phrased it. A number of those showing at the gathering expressed the opinion that "it was a people-sized show and hence gave us a chance to really talk to customers and prospects."

The seminars held concurrently with the show were most often regarded by those attending as very good or excellent. The presentations ranged a wide gamut of titles: strategies for independents, managing people, lumber grading, store layout, a chief executives' roundtable, managing financial results, and an idea exchange.

More than 50 different d-i-y, wood and building supply product categories were represented at the show. In short, anything and everything that goes to make up today's modern home center.

Plywood Buyer's Guide

"Where to Buy Hardwood PlYwood and Veneer," a 4l-p. booklet, is $2 from the Hardwood Plyvood Manufacturers Association, B ox 27 89, Reston,Va. 22090.

Supreme Grinder

The Sinkmaster garbage disposer line's 6-p. brochure is free from the Anaheim Manufacturing Co., P.O. Box 4146, Anaheim, Ca. 92803.

World Wood Markets

"Trends in Trade: The United States in World Wood Markets" is $25 for nonmembers and $12 for members from the National Forest Products Association. 1619 Massachusetts Ave., N.W., Washington, D.C. 20036.

Paint Patter

A sample copy of a new quarterly Olympic Stain newsletter for dealers is free from "Brushstrokes," 1932 First Ave., Suite 800, Seattle, Wa. 98101.

Uplifting Advice

A new 6-p. full<olor bulletin (No. 2861) on lift trucks is free from Yale Inquiry Center, Dept. 508, P.O. Box 12936, Philadelphia, Pa. 19108.

Clutter Busters

A storage systems stufferis freefrom Excel Wood Products, One Excel Plaza, Lakewood, N.J. 18701.

A Cool ldea

A full+olor catalog of attic fans and ventilators is free from NuTone Housing Group, Scovill Inc., Madison & Red Bank Roads, Cincinnati, Oh. 45227.

Sound Relief

"The Manville Fiber Glass Building Insulations Catalog" is free from Manville Service Center, 1601 23rd St., Denver, Co. 80216.

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!

Southern Forest Survey

A 24-p.brochure of forestry practices in the south is free from the Southern Forest Products Association, P.O. Box 52468, New Orleans, La.7Ol52.

Top Perlormance

An 8-p. booklet on reroofing for consumers is $12.50 per 100 from the Asphalt Roofing Manufacturers Association, c/o Sumner Rider & Associates, Inc., 355 Lexington Ave., New York, N.Y. 10017.

Top Twelve Questions

"The Twelve Most Asked Questions About Glazing Materials" is free from General Electric Co., Plastics Group, Inquiry Handling ServicePR #107-84, one Plastics Ave., Pittsfield, Ma. 01201 or (800) 422-1ffi.

Privacy Barrier

A 4-p, "Concepts" brochure on fencing is free from the Western Red Cedar Lumber Association, Dept. 669, Yeon Building, Portland, Or. 912M,

All About Housewares

"The Housewares Story," "NHMA Trade Panel Europe," "Profile of the American Housewares Consumer." "Marketing Research Study of Housewares Manufacturers" and information about the NHMA free loan film program are available free from the National Housewares Manufacturers Association, 1324 Merchandise Mart, Chicago, Il. @654.

Lumber Buying Help

"The 1984 North American Wholesale Lumber Association Membership and Distribution Directory" is $10 from NAWLA, 23,10 S. Arlington Heights Road, Suite 680, Arlington Heights, n. 60005.

lncome Booster

"Crowing Profits," a publication for dealers, is free from Building Products Communications, Georgia-Pacific Corp., P.O. Box 105605, Atlanta, Ga. 30348.

Plaster lmposter

Two brochures on veneer plasters are free from United States Gypsum, Dept. 122-ZZ, l0l S. Wacker Drive, Chicago, il. 60606.

Freight Carriers Guide

"A Comprehensive Guide to Freight Classification" is $19.95 from Bohman Industrial Traffic Consultants, Inc., P.O. Box 889, Gardner, Ma. 0lzl4o.

Intercom Info

A 16-p. radio intercom catalog is free from Broan Mfg. Co., Inc., Hartford, wi. 53027.

Side With Beauty

Pine and cypress plywood siding is detailed in "The Southwoods" which is free from Georgia-Pacific Corp., Dept. NR, P.O. Box 48408, Atlanta, Ga. 30362.

Controlling Time

A new 6-p. brochure on electric time control systems is free from Touch-Plate International, Inc., 16530 Garfield Ave., Paramount, Ca.90723.

Air it Out

An automatic foundation vent brochure is free from Witten Automatic Vent Co., Inc., P.O. Box2L44, Gastonia, N. C. 28053.

A"'Jfi o'Y?ilJI'lui",T#:'*

numerous hardwoods valued for use by woodworkers, craftsmen and carvers. For example, wood from apple and olive has no commercial importance, but is highly prized for handcrafted items.

Originally a native of Europe and western Asia, apple is now cultivated in many parts of the world. Prized for its fruit which is of great commercial value, it is difficult to find in a lumberyard. Even custom shops specializing in hardwoods for the woodworker rarely stock it. In fact, some of the uninformed have never heard of using apple wood for carving and other handicraft projects.

The apple is a small tree, growing only about 26 to 32 feet high at the largest. It usually has a misshapen trunk which results in a spiral or distorted grain. The wood of the domestic or cultivated apple tree is very similar to that of the wild or crab apple trees found in the woods.

Apple wood is a pinkish brown ranging from pale to medium in color. The texture is very fine and even although when compared with pear wood it is not as delicate. A moderately heavy wood, apple weighs about the same as beech.

Apple is slow to dry. It tends to warp badly and split during the process, but once it is dry, it is very stable in use.

Hard and strong, it is considered to be a very tough wood. It is difficult to split, but it saws well and machines to

These hardwoods are real fruits

a good finish although it is difficult to work. A person working with apple wood must be careful to avoid tearing the surface if the grain is irregular.

Apple wood turns exceptionally well and can be carved in intricate patterns. Stains are accepted well by apple wood which also polishes to a high luster. Apple wood should not be used under conditions conducive to decay since it is perishable.

Available only in limited supply, apple has never been widely used

Story at a Glance

Apple and olive useful for hand. crafts, carving. .little commer. cialvalue. .rarely found in lum. beryard or hardwood specialty stores. . .misshapen trunks provide distorted grain. ..wood finishes and stains well.

commercially. Cog wheels, wooden screws, shuttles, golfclub heads and small tools, especially for those used in carpentry, such as planes, mallets and saws handles, have been successfully made from apple. The limited supply and small size of the logs make the wood more adaptable to crafts. Woodworkers and carvers have used its turning capability and fine texture to an advantage. Apple also makes an attractive decorative inlay.

Olive wood also is secondary in importance to the fruit grown on its tree. Like apple it is usually a small misshapen tree, found only in locations with warm climates such as the Mediterranean countries, Africa, East Africa and California.

Pale brown to medium brown often with darker, grey or black markings, it has a fine texture. Some olive is straight grained, but the majority has an irregular grain. The grain often varies with area. For example, olive grown in East Africa is more shallowly interlocked than that from other areas. Most olive is about 2090 heavier than beech.

Olivewood dries slowly with a tendency to check and split. Once dry it has good strength, a high density and fine texture, all of which make it hard to saw, although it works well with hand or machine tools. The wood finishes to a smooth surface and can be stained and polished well.

Like apple, olive is used for small turned and carved items. Some African olive is used for floorins.

PANELS OR SKYLIGHTS

OEALERS can stimulate sales with vignettes or models 0f projects such as this new entryway using skylights to capture natural lighting and free energy.

Ways to warm up sales

FEMODELING and energy savfling are predicted to become two of the most active markets in 1985. You can profit from the trend with increased sales of weatherwise and fashionwise doors and windows for retrofit.

With more than a thousand different sizes and styles of windows manufactured in double and triple glazing, some already weatherstripped, you should have no trouble being able to provide just what the customer wants. Your challenge is to make him wanl to replace the existing windows in his home. By promoting both the practical energy saving features and the esthetics of architectural styling, you can stimulate sales substantially.

Doors as well as windows become outmoded and need to be replaced to meet current standards of energy efficiency and fashion. Replacement doors are one of the most efficient and economical ways of dressing up an older home. Both entry doors and replacements for sliding glass patio

doors are relatively simple and inexpensive projects that pay off big dividends in appearance and energy savings. By stressing these points, you can make a homeowner aware of advantages available to him.

You can make the consumer more aware of the inefficiency of older doors and windows as well as the attractive possibilities of retrofitting and remodeling. Additions utilizing solar heating with skyliehts or window walls range from enlarged entryways to living areas. hoperly planned

Story at a Glance

Ways to develop energy and remodeling sales...improve prof it wath doors and windows. .promoting proiects with clinics, advertising, literature.

use of double and triple glazed windows with wood frames for insulation plus weatherstripping can increase the use of sunlight for heating and cut utility bills.

Literature from manufacturers spelling out the advantages of door and window retrofit should be made readily available in the store. Models, vignettes, and illustrations should be used to show the possibilities of improving the looks of the home as well as the energy efficiency. Clinics and seminars also can be used to emphasize the ease and practicality of projects adding energy efficient windows and doors.

For those who are not do-it-yourselfers, you should consider store-provided installation or the recommending of contractors. Both methods will increase sales for you.

Call on your sales reps for help and ideas or write to associations such as the Fir and Hemlock Door Association, Yeon Building, Portland, Or. 972U, for literature.

GIASSIFIED ADUERTiSEMENTS

EXPERIENCED counterman for retail lumber and hardware sales. Small retail yard in North Bay, Solano County, Ca. Hospitalization, vacation, pension plan. Contact Jimmy Jones (707) 557-3000.

ESTABLISHED Orange Co., Ca., hardwood yard, with full mill, seeking experienced lumber salesperson to service So. Ca. area. Excellent opportunity. Send resume to Box 516 c/o The Merchant Magazine.

LUMBER TRADER who wants to semiretire, work 34 days a week. Must have following. Ideal retirernent community, Canyon Lake, Ca., with fishing, boating, golf. Call Mel Prince (714) 672-1938.

EXPERIENCED lumber salesperson, wholesale lumber company, industrial accounts in So. Ca. area, Commission plan, benefits. Send resume to P.O. Box 2627. Pomona. Ca. 91769.

MANAGER for small retail yard in N. Bay area, Solano County, Ca. Salary open. Hospitalization, vacation, pension plan. Contact Jimmy Jones (707) 557-3000.

Twenty-five (25) words for $19. Each additional word 650. Phone number counts as one word, Address counts as six words. Headlines and centered copy ea. line: $5. Box numbers and special borders: $5 ea. Col. inch rate: $30. Names of advertisers using a box number cannot be released. Address replies to box number shown in ad in care of The Merchant Magazine, 45fi) Campus Dr., Sulte 4t0, Newport Beach, Ca. 92660. Make checks payable to The Merchrnt Mrglzlne. Mail copy to above address or call (714) 852-1990. Deadline for copy is the 22nd of the month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

$ LUMBER SALES $ LOS ANGELES, CA. AREA

Experienced lumber salespersons with customer following. Are you tired of taking home peanuts? Always working for the other person? Don't take it any longer, accept the challenge-be your own boss. Operate as an independent, use our buying power. We are looking for qualified salespeople. Individuals preferred, however, existing sales teams with substantial customer bases will also be considered. 10090 financing, no money of your own required whatsoever. Just talent !

Facilities and services provided:

(l) Complete custom mill

(2) Covered storage

(3) Office space

(4) Trucks

(5) Rail spur

(6) Secretarial

Literally the chance of a lifetime. Send resume to Box 519 c/o The Merchant Magazine. Our current staff is aware of this ad.

Covers the market. Gets Results.

Aggressive Texas wholesale firm seeks experienced lumber trader. Unlimited earning potential. Hospitalization and retirement provided. Excellent work atmosphere in a growing area. Please send resume to Box 518 c/o The Merchant Magazine.

A 70 page history of the Pacific Coast hardwood lumber industry. It preserves stories of the hardwood giants of the past: Capt. Robert Dollar, Bob Osgood, Roy Barto, Paul Penberthy, Leroy Stanton. Sr.. Donald F. White. l0 pages of historic photos.

Anyone in the hardwood business anywhere will enjoy these stones.

Limited edition. $12 special offer includes postage and handling. Order from author: Gage McKinney, P.O. Box6'712, San Jose, Ca. 95150. Publication endorsed by the Los Angeles Hardwood Lumberman's Club.

REPRINTS of hardwood articles from The Merchant Magazine. Excellent for reference or training. Domestic Hardwoods, $10; Southeast Asian Hardwoods, $5: South American Hardwoods, $4; all three, $16. Send your check today including name and address to Hardwood Reprints c/o The Merchant Magazine,4500 Campus Dr., suite 480, Newport Beach, Ca. 92660.

When sending in a change of address please include zip code on both old and new addrisses and either the old label or the inJbrmation from it. Thanks!

Place your ad now! Call (714) 852-1990

DFW. LUMBER TRADER

GTASS!FiED ADUERTISERf,ENTS

WANTED: SHORTS & FALLDOWN

From clear, dry softwood 2" - 6" thick The Miller Co. (415) 488-4333

TWISTED AND WEATHERED

Douglas Fir S4S and rough, 3x4 and wider and 4x4 and wider. Call Bill Hunter, Hunter Woodworks. (213) 7 7 5 -25 44',(2 I 3) 83 5-5671.

LOCAL LUMBER hauling Southern California roller bed truck and trailers and bobtails radio dispatched. Rail car unloading at our spur in LongBeach. 3C Trucking (213) 422426.

LUMBER YARDS

ALASKA: Lbr Yd W/Home Ctr.

Trus & Clu-Lam plant on 10% ac.

$6,000,000.

COLORADO: 2 large Lbr Yds

W/Home Ctrs in Chapt 11. Need cash offers only.

OREGON COAST: LbrYd W/Home

Ctr on HWY 101 $1.7@.000 for all or buy opr assts at book value & leare

R.E. @$6,0@mo.

ARIZONA: Small town f1 Lbr Yd

$400,000. Sml Twn #2 Lbr Yd

$454,000. Sml Twn 13 Lbr Yd

Wz,W. Large Twn Lbr Yd W/sep

truss pl & door shop 94,750,000 Tms.

SO. CALIF: #1. Big city retail Lbr Yd. Buy assets @ mkt Value. Owners

#2. Resort city Lbr Yd

W/Home Ctr & truss plant on good lea* $1,500,000. #3. Small twn Hdw store & Lbr Yd mstly cash business.

AIIOEIES AREA BAY AREA

LUMBEB AI{D PTYW(!(!D

American Hardwood Co.

Burns Lumb€r Co.

Calilornia Wholesale Coos tiead Lumber & Plywood

Dooley Foresl Co., Inc.

Ellinotonwood Products..

Esslev & Son. D.C.

Far-vttistFir&tes -. (213) 629-5206

Founhin LumberCo., Ed

FrsmontForestProducts

Galleher Hardwood Co.

Gemini Foresl Producls

Gsorgia-PacilicCorp. (213) 968-5551

HeponerHardwmds.

Hill Lumber Co..,-[rax

Hull Lumber Co..

773-2292

B€aver Lumber Co.

Forest Products........

Pacific CorD.

Service SuDDlv (San Jose)

R Lumber cd. .:

Corb. (San Jose)

Harn-ess Timber Prdducls .

Hiooins Lumber Co. (Monterev)

Hiddins Lumber Co. lSan Josdi

Hiddins Lumber Co. lUnion Citv)

Hiddins Lumber Co. (Walnut Cidek)

Hirt&Wood LumberCo..........

Louisiana-Pacilic Coro

MacBeath Hardwood

P.R.0.0. Wholesale Distributors. .

Rolando LumberCo.. lnc..

Seouoia SuDolv

SitriDson Briildlno Suoolv Co.

Simbson TimberXo.

TrianoleLumberCo..

Trus J-6ist Coro.

wendaino-Nathan

Weslernloresl Producl Sales

ffi

(4081 727-6211 (415) 465-2658 (415) 796-3670 44151 e61-e200

TORTIIERI{ AIID CEIITRAL CATIFOR]IIA ffi

ARGAIA/EUREKA/FORTUt{A

Bracut International

Biit'iimb;ieit... . ...

Eel River Sawmills

Humboll Redwood Co.

Louisiana-Pacitic Coro

PVM Redwood Co.

Reid & Wriohl

Schmidbau-er Lumber. Inc..

Simoson Buildino SuoolvCo.

AUtrUNil/GRASS VALTEY

All-Coasl Forest Products. lnc.

8AKEESFIELO

Hiooins Lumber Co.

Paailic wood Preseruino of Eakerslietd. coro...l {805) 582-3950

cHtc0

Nodield Manulacturino

Siskivou-Plumas Lumber C0.

CLllVEBDALE

Bowman Lumber Sales

G&R Lumber Co.

Louisiana-Pacilic Coro.

Rolaodo Lumber (Kinlon Div.l

F|IRT SRAGG

Georoia-Pacilic Coro. {Redwood)

Holm-es Lumber Co.. Fred C.

FRESNO

Georgia-Pacrficwarehouse...... .. ..

Higgins Lumber Co.

LewisCo., Inc., PalmerG.

Pacilic Forest Producls

Trus Joisl

Weslern American Foresl Producls. WeyerhaeuserCo. (800) 742-1939 Woodwork InstituleolCalifornia.

L(|s 8A1{0S

StewartHardwood LumberCo. .......

TODESTO

SniderLumberProducts.......... ..

Sunrise Foresl Products .

Sward Trucking

RE|tOING AREA

LewisCo.. lnc.. PalmerG.

Louisiana-Pacilic Corp. {Red Blutl)

Paul Bunyan LumberCo.

Redding Lumber Transporl

TrinilvRiver lumberC0..............

SACNiMEilTO/STOGIfi ON AEEA

Boroer & Co.

CalilorniaBuildersSuoolv

Capilol Plywood

G0ldmg Sullivan LumberSales........

Inland Timber Co.

Johnston Hardv{ood lnc.........

Koppers 00., Inc. .......

L-P Dislribution C€nter

Laminaled Timber Seryices |nc.

MacB€alh Hardwood

Mariner's Forest Products

Marquan.WolfeLumberCo....

NcwoortPlanino Mill. lnc.

Pacific Coast Limber f,emanulacluring

Pacific Lumber Co.

Pacilic Madison Lumberuo...........

Parr Lumber Co.

ProduclSalesCo......

Reel Lumber Service.

RovForoslProducts0omDanv

SanAnlonioC0nslruclion............

Sequoia SuoDlv

SimpsonBdiidingSupply ..........

Sgu! gayFqCClProjucts........

Tool & Nail Lumber Co

Trus Joist Coro.

Canlor U.S.A. Corp. Ensworth Forest P;oducls. (soo) 525-bb1! Floor Seruice Supply. Ge0rgia-Pacilicwarehouse......

Hedlund Lumber & Machine Stainrng .

Higgins Lumber Co. KoDoers Co.

LairirnaGd Trmber Services, Inc.

Lewis Co., Inc., Palmer G. .

Louisiana-Pacilic Corp

NikkelCorp..The....

P&MCedarProducts.

RocklinForestProducls .. .... ...

SiskiyouForeslProducls

Stocklon Wholesale

Trus Joist

lJnion Forest Producls

union Pacilic Rallroad

Union Planing Mill

WaldronForeslProducts

Western Wood Treatrng Co.

WeyerhaeuserC0.......... {800) 952-5616

SAIITA IIIABIA

Higgins Lumber Co.

SAI{TA BOSA AREA

J.H. glevins Co., Inc. .

Hiooins Lumber Co.

M;rlinForesllnduslries

Novo Timber Products. Inc.

Nu:Forest Producls

Rich Doss, Inc.

WindsorMill, Inc.....

Woodland ProductsCo., Inc.

UI(IAH/CALPELLA/WIIIITS

All Hearl Lumber Co., Inc.

Coasl Wood Preseruino. Inc.

Forest Products Trans-oorlalion

HarwoodProducls.......

HoplandForestProducls

Little Lake

Louisiana.Pacif ic Cor0

Penotin

GREATER SAN DIEOO AREA

American Mill &Manufacturing

Baker Hardwood

Burns Lumber Co.

Fishman & Alfiliates

FountainLumberCo., Ed ...........

FremontForeslProducts

Frost Hardwood lumberoo.......

Georgia-Pacilic Corp.

MapleBr0s., Inc. Moulding

Sunrise F0rest Products C0.....

Trus Joisl Corp.

VirOinia Hardwood Co.

Western Wood Preseruers Instilute . .

Weyerhaueser Co.

PACIFIG IIORTI{WE3T STATES

wAsr{tltoToN

BUVE M]S' GUIDE

ROCKY tOUllTAllls ffi

souTl{wEsT ffi aRtzol{a

Seminars Promote Wood Usage

Building material dealers throughout the country are being invited to sponsor Wood Products Promotion Council seminars designed to help remodeling contractors use more wood more profitably.

Aiming at increasing demand for lumber and other wood products, a six hourprogramis puton by aWPPC team. Dealers are asked to make arrangements, accept any local costs and guarantee a minimum attendance of 35 for a fee of $10 each.

Field representatives from the American Plywood Association, the Western Wood Products Association and the Southern Forest Products Association are cooperating in pro-

moting the program as is the National Lumber and Building Material Dealers Association. A pilot program of five seminars has been successfully completed. WWPC is an umbrella group composed of existing wood industry associations.

Habit Changes Questionable

You should notice the changes in employee habits. These deviations might be clues to internal theft.

Extravagant increases on expense accounts, a sudden affluent lifestyle or a request for early retirement could suggest than an employee either is doing very well at the racetrack or pinching more fringe benefits than the company would like.

HARDWOOD FLOORING COLUMN

(Continued Jrom page 28)

decides, the flooring will be purchased from your store. That's what you're looking for.

There shouldn't be any problem in finding a person willing to spend a little time to measure and bid a job on a labor contract basis only. If you can't, contact your local hardwood flooring distributor for assistance.

Major shopping chain stores have used this independent installation labor angle for years, especially in carpet. It is well worth considering from a sales viewpoint -what do you have to lose?

ADUERTISERS' INBEX

'Wil*ft;$tr,aY{*Iltli{ltl-i*$:tf,'ri$$tt-*S

Old Grorrth Douglas Fir Green, Rough or Surtaced

Selllng tothe scurH2

lf you sell into the South, or any part of it, we can help you get across your message.

Building Products Digest covers all 13 Southern states. Each month we send 12,750 copies to 100% of allthe retailers, wholesalers, distributors and jobbers. That's all the home centers, home improvement centers and retail dealers as well as those at the wholesale level that back them up. This saturation coverage means you now have a way to reach your

customers and prospects. Building Products Digest, the highly acclaimed monthly for the Southern trade can help you get across your message. The Digest, incidentally, is the sister publica. tion of The Merchant Magazine and is based on The Merchant's proven format . . . doing the job for advertisers for 60 years.

You can count on reaching the market in the South through Building Products Digest. Call today, you'll be glad you did.