Merchant Magazine - January 1986

They

how to help us make money."

JIM CAMPBELL. President Spenard Builders Supply Anchorage, AK

CANFOR U.S.A. CORPORATION

lnnovation and Quality in Lumber Sales

At Canfor U,S,A. Corporation, we believe that your lumber and building materials needs are important. So important that we're dedicated to delivering products with consistent quality, at prices that boost your margins.

Our strategically located lumber transit/reload centers offer reliable deliveries of full or mixed truckloads of lumber. Canfor's commitment to the reload concept assures our customers of continued service and savings they can count

on.

Our full-line regional distribution centers offer timely deliveries on a wide range of lumber and building materials. At Canfor, we're committed to seeing that you'll have the products you need, when you need them.

Canfor U.S.A. Corporation's National Trading Group works with the finest mills in the United States and Canada to bring you virtually every lumber specie at the best possible price.

A professional in-house traffic department provides a variety of shipping options to assure prompt, cost-effective deliveries.

Our complete line of lumber and plywood products are specifically manufactured to meet the demands of the retail, D.l.Y. and commercial builders.

Canfor's response to the manufactured housing industry's need for fast dependable service has resulted in our position as one of the Nation's largest producers of custom roof trusses.

Canfor U.S.A Corporation

ffieK

I.[T'S REYIEW THT IUIAilY FTAIURES AND BEI{EFITS OF IHIS EXCITII{G

REDUCES COLD AIR INFILTRATION THROUGH SHEATHING CRACKS & SEAMS.

REDUCES HEAT LOSS THROUGH WALLS BY 33%!

PROTECTS INSULATION R-VALUE

TyVEK ALLOWS HUMtDtTy AND

TYVEK IS LIGHTER AND STRONGER THAN 15 LB. FELT

- PUNCTURE RESISTANT

- TEAR RESISTANT

- WATER RESISTANT

- WON'T ROT OR SHRINK

_ PLIANT

- SELF EXTINGUISHES MOISTURE FROM INSIDE THE HOUSE . BECAUSE OF 50% SAVINGS IN LABOR TO ESCAPE THROUGH THE WALLS. COSTS WHEN COMPARED TO THE INRATED AT 94 PERMS - HELPS KEEP STALLATION OF 15 LB. FELT, TYVEK IN.WALL INSULATION DRY AND IS COST EFFECTIVE ON AN INSTALLED EFFICIENT. BASIS.

Editor-Publisher David Cutler

Senior Editor Juanita Lovret

Assistant Editor David Koenig

Contributing Editors Dwieht Curran, Gage McKinney, Ken Thim

Art Director Martha Emery Staff Artist Carole Shinn Circulation Dorothea Creegan

The Merchant Magazine (USPS 796-56000) is published monthly at 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92.660, phone (714) 852-1990, 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.

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SUBSCRIPTIONS

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EDITORIAI

Get Smart

11 NEW example of "smart house" technolFogy has been incorporated into a Maryland test home built by the National Association of Home Builders and the Gas Research Institute. Anyone involved in making, distributing and selling home and building products should watch this latest turn in the technology revolution carefully. The electronic age is surely upon us and those who ignore or downplay its likely impact upon our industry do so at their peril.

Among the advantages of the "smart house" technology is that it saves money through efficient use of energy while maximizing the benefits of advanced communication and control systems. This includes space conditioning systems, appliances, lighting, electrical outlets and utility meters, as well as telephone, doorbell, intercom and security systems. In the future, a simple telephone call will enable the homeowner to start a meal, reset the thermostat, and listen to phone messages before leaving the office to head home. Additionally, the "smart house" offers the advantages of lower installation costs for wiring

and piping as well as saving on heating, cooling and appliances.

In the NAHB/GRI test home, even the family room is "smart." A housewife will only need to use the touch screen of a computer system to control appliances, a space heater or patio grill. A voice recognition sensor can also turn the fireplace on and off. A personal computer can be plugged into an outlet in the bedroom to display the operational status of the appliances. Temperature probes in the grill control cooking time and temperature. Batteries provide a standby system in case of power failure.

If only a minority of these marvels prove commercially feasible, it means materials and products used in the home may be in for some radical changes. For distributors and sellers, serving the home market will call for a familiarity with electronics applications. To those who can't or won't cope, the electronic revolution will be tne watershed event. It will inevitably mark the point at which the scoffers are forever left behind.

Serving the lumber and home center markets in 13 Westem SfatesSince 1922

Selllng tothc 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 63 years.

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

markets in 13 Southern states

Computers work hard for Colorado retailer

WO SPECIAL-function computer systems help Home Co., Littleton, Lumber and Supply Co., provide service to customers.

One of the special purpose computers is a materials take-off system. It figures the lineal and square footages and does all ofthe extensions for takeoffs.

The computer operator uses a sound-sensitive wand to trace along the key measurements of the structure on the blueprint. A microphone attached to the drafting table picks up the signal and enters it into the computer. The computer calculates, records, sorts and prints out the materials list.

Time is saved in making measurements, figuring roof sheathing, exterior trim and doing extensions. President and co-owner Don Guetz says it reduces a considerable amount of the drudgery of take-offs and increases the accuracy, but cautions that the operator must already know how to do take-offs.

Story at a Glance

Materials take.of I system reduces drudgery, increases accuracy. truss design software package handles preliminary plans, cutting list, drawing and table layout for assembly, cost estimate.

The second specialized system is a truss design software package. The computer calculates to a sixteenth of an inch the angles and lengths of components of simple and complex trusses and draws the plan for the designer, contractor and fabricator to see. At this point a decision is made as to the correct and final design.

The computer prints a detailed cutting list for the components cutting operation, a drawing ofthe trusses and table layout for the assembly operation, and a detailed cost estimate for pricing.

"It is essential that we provide the highest level of service to our contractor customers who account for 9090 of our business," says Guetz.

"Historically, we catered to the small and medium sized custom home builder. Today we are taking on larger customers building tract and multifamily projects," he said.

Part of providing good service is supplying as much as possible to meet the needs of the builder. Home Lumber stocks all major species of dimension lumber and plywood, purchased in carload lots.

Home Lumber designs and fabricates trusses with the aid of outside engineering. They build stairs, prehung doorsand custom fit windows in their workshop. The yard is composed of a five acre main yard and another four acres on the railroad track.

Cousins, Don and Mike Guetz bought Home Lumber from its retiring owner in 1982, at the bottom of the housing recession. The Guetzes were new to the lumber business.

Their success is credited to their combined experience in small business and sales, and more importantly, says Mike, credit goes to a number of employees who have worked for the (Please turn to page 43)

TRUSS departmenl uses a special computer system which calculates the angles and lengths of truss components, draws the plan, prints a detailed cutting list and table layout for the assembly operation being performed by Bryan Johnson.

PLAY on words attracts attention at Home Lumber and Supply Co. in suburban Denver. Conlractor trade oredominates.

LASC Focuses on success

li|lloCUS on Success" was I the theme of the Lumber Association of Southern California's Annual Management Conference. The picture that focus produced was sharp and clear as LASC's members clicked through a well organized program that covered a number of business topics.

Story at a Glance

Future planning. forthcoming markel and product develop. ments . . evaluation of com. petitive factors time management Wayne F. Mullin named Lumberman of the Year

FATHER & S0N: (1) Ed Fountain Sr. and Ed Fountain Jr. (2) Pele Speek, Peter Ganahl. (3) Laura & Dick Gavis, JoNell & Ron McClellan. (4)) Katie & Wayne Gardner, exec. v. p. of LASC. (5) Scott Schledorn, Jack Finnegan, Scott EileJson. (6) Ed Founlain Jr. & John Mullin, accep-

ting an award for his father, Wayne. (7) Linda & Gordon Beach, Barbara Founlain. (8) Linda & Jeff Jahraus. (9) Julie Hogg, Ted Schafer. (10) Jeanne & Jerry Holdren. (11) Loren Smilh, Nancy & Bill Sullivan. (12) Elaine Smith, Rick Ponce, Gale McBride. (13) Milt Johnson, Ed

Gavotto. (14) Pete Marshall, Dana & Bob Schneider. (15) Mark Pahetta, 8ob Duran, Jeni & Mike Prediger, Jenni Mann. (16) Patti & Kevin Lindsay, Kathy & Sleve Thurgood. (17) Stacie Agnew, Terry Wesseln. (18) Al Newkirk. Herb Winward.

January 1986

"Focus on the Future" began the business program as Jim Frodsham, South Bay Redwood, presented a report by the Future Planning Committee. He reviewed various potential themes and activities for LASC as the association works toward setting its goals and objectives for the next five years.

Following was a luncheon at which Wayne F. Mullin, Mullin Lumber Co., was honored in absentia as The

Lumberman of the Year. The 87 year old lumberman began his career in 1922 and opened his own firm the following year. While in ill health, Mullin still is in his office most days, lending guidance to the firm now operated by his son John.

"Focusing on the National" was a speech at the luncheon by outgoing National Lumber and Building

(Please turn to page 4 I )

C0NGRESSIONAL Rep. (1) Bobbi Fiedler, Al Newkirk. (2) Marion & Andy Ersek, Ruth & Frank Wright. (3) George Champion, John & Patty Nichols. (4) Bob, Colene, Marty & Randy Porter. (5) Dennis Heet, Mike Buford. (6) Jack Secoy, Chuck Jenkins, Marty Temple. (7) Bill Jones, Brent Bouslog. (8) Vicky & Drew Sasser. (9) Frank Purcell. (10) Al Reed, Allen 0uimby. (11) Gary Nelson, John Newquist. (12) Frank Penberlhy, Gaye Cutkomp. (13) Richard Hawthorne, Phil Butterfield. (14) Randy & Mark Carlson. (15) Roger Braniger, Mark & Sandy Lofland. (16) Tom Mullin, Don Stobaugh. (17) Wally Swanson, Frank lvanovich, Wanen Lindsay.

WBMA scores another first

lN lrs 82 years of existence, the I Western Building Material Association has been honored with many "firsts." This year they received another. For the first time, the National Lumber and Building Material Dealers Association held its annual convention in conjunction with a

regional federated association: WBMA. It was the 69th annual convention for "Nationalj'which before had always held its annual convention separately from the federateds' annuals.

Meeting in Seattle, WBMA again held its popular building products

showcase in addition to its convention. The exhibits this year were at the Seattle Center and were open two of the four days of the meeting. The convention headquarters was the Westin Hotel.

Always well attended, the WBMA convention attendance this vear was

CHECKING lT oUT at the expo were (1) Gerald Grider, Helena & Ken Gohrick. (2) Denise Burrell, Ted Hodgkiss. (3) Bob Jacobson, Jim Basler. (4) Rick Ingram, Darlene Wiggans. (5)

Petra Reininger. (6) Walt Thoulion, Ed Gunderson. (7) Dot Fash, Jayne & Jim Killen (8) lvlargaret & Dale Knudson. (9) Ralph Howell, Bill Zagone, Mark Balfour. (10) Denise & Bruce

Peterson. (11) Shirley Greer, Frances & Ansel Hyland. (12) Al Meier, Ted Anderson, Jack Jacobs0n.

Story at a Glance

WBMA hosts NLBMDA as "National" holds its first annual meeting with a regional federated . . attendance nearly 2000 . motivation, management techniques and communication skills featured at meetings . . . B. C. Premier urges ioint U.S./Canada wood promolion to the world.

up 22c/o from 1984 and including national delegates totaled nearly 2000.

After an evening of get-together socializing, WBMA members and dealers from all over the United States who had come for National's meeting gathered Sunday morning, Nov. 17, for a session of exhibitor's quick-pitch selling talks, moderated by Sid Voorhees, Eugene Planing Mill, and Jim Bender, Robinson-Bender & Associates.

Among the convention programs was a presentation on personal relationships by Tom Champoux of The Effectiveness Institute who explored four different personality types and

0UALITY W00D THEME at Disdero Lumber Co. display included this $20,000 solid wood piano, a tuxedo clad piano player and (1) Jim Meyers, Dan Day, John Jayne, John Meyers. (2) Keith Brown, Chuck Link, managingofficerof WBMA. (3)Alice Hamman, steve Littlefield, Larry Hamman. (4) Nick Kent, Norma & Earl Pennington, Bernice & Al Newkirk. (5) Dick Wegner, Mari Prlain, Duqan Baker and his duck. (6) Eric Gerretsen, Teiry Willey, Kyle Kincaid. (7) LMA exec. v.p. Gary Smith and his wile, Kathleen. (8) Tom Borgen, Earl Miller, Steve Kramer. (9)E. J. Johnson. exec. v.0. of the Arizona lumber association, and his wiJe, Sharon. (10) Jeny Zanrosso, Bruce Martin, Jim Bergman. (11) Steve Toftoy, Dave Komar, Lance Humphrey, Laurie Clancy, Bert Fisher, Bob Gruhlke, Bill Hayes, Larry Humphrey. (12) Dean Matlhews, Michelle Pjesky. (13) Dick Bullack, Kathryn Smith. (14) Julian Apostolou, Steve Harsch, John DeCou, Dinny Waters. (15) Dan Waters, Betsi Powers.

HumpregsmUer {

Million Dollar Expansion by Millwork Firm

1SEDEoPLE are turning to f quality products in their lives and this trend is most clearly evident in their homes. The overall square footage may have dropped, but this downsizing has only intensified the owners' preference for the best when it comes to materials and products used in their homes," observed Ray Flynn, president of Windsor Mill, "at the same time, the pressure is always there to manufacture that product at competitive prices."

To meet this challenge, Windsor Mill has embarked on a $l million expansion effort. State-of-the-art machinery has been purchased to produce not only a better quality product, but also to bolster productivity and give the company a competitive edge.

Story at a Glance

Windsor Mill embarks on $1 mil. lion expansion...new equipment, buildings, additional employees...marketing extended into sunbelt and Deep South.

An example is the new M.K. Weinig moulder. The machine turns 6000 rpm which allows Windsor Mill to increase the daily output, but more importantly, increases the number of knife marks per inch and thus improves the finish on the wood. Two new digital control Weinig pattern grinders help the knife room keep up with the mill's six moulders, edge gluing and fingerjoint lines.

The addition of a Canali resaw and a Grecon "optimizer" trimsaw pre(Pleose turn to pase 42)

STATE 0F THE ART machinery (top) is part 0f Windsor Mill's million dollar expansion. Jim Stroupe (at right in center photo), national sales manager, and Bill Gates, general manager. Theresa Meier, otlice manager, (lower photo) utilizes new computerized invoicing system.

40 year old Arizona dealer opens new facility

Et * and games paid off at the I grand opening of the new facility at O'Malley Building Materials in Yuma, Az.

The fun began when the advertising department cut atv ad and some 60-second radio ads featuring mgr.Bob Ramsey with the punch line "We've spent a million bucks here and if you don't come in, we're in big trouble!"

"Being a good Irishman in spirit," he says, "my tv and radio name was O'Ramsey. Now, that sure got their attention and lots of laughter."

All tv and radio stations in the

Yuma area were saturated for a week prior and two weeks after the opening. This advertising was supplemented with plenty of newspaper ads and a tabloid insert in the paper as well.

A private party on the evening prior to the official grand opening feted the contractor trade, architects and community leaders with hors d'oeuvres and champagne. A special drawing was held with the top winner receiving a trip to San Francisco for two, complete with airfare, hotel and sightseeing. Numerous other gifts were given away.

The mayor of Yuma cut a ribbonwrapped 2x4 to officially open the store. Pepsi and popcorn were served to customers all weekend. A free sixpack of Pepsi was given as an inducement to signing up for the O'Malley Home Improvement Credit Card. Some 300 applications were taken. Many prizes, a number donated by manufacturers and suppliers, were given away in a grand opening drawing.

Another giveaway was wooden nickels. For each $25 purchased, the customer received an O'Mallev Buck

show a oortion ol the comolete hardware section and the contractor sales ollice.

CUSTOMER FRIENDLY Pink Panther (center) poses with Bob and Nancy Ramsey at the grand opening of the rebuilt 0'Malley facility in Yuma,

Az. Bathroom fixtures are well displayed in the store (top right). Lower pholos (left to right)

good for $l toward any $10 purchase until March 31, 1986. "An amazing number have been given out so far," Ramsey says. "The idea seems like a good one by the response."

O'Malley's Yuma store is located in the southwest corner of Arizona on the California-Mexico border. Handling a complete line of building materials with Douglas fir predominating in the lumber department, the store serves all of Yuma County, a radius of 70 miles.

The yard, which started at the present site in 1945, was enlarged in 1950 and 1965. The most recent remodeling Iast October replaced all permanent structures. The business mix is approximately 70s/o builder and 3090 consumer although management is striving for affi/40 mix. The enlargement and modernization of the store is already developing more consumer business, according to Ramsey.

A complete lumber yard as well as

building materials center, the facility covers four acres. A 13,000 sq. ft. sales floor is supported by 13,000 sq. ft. of attached warehouse, 15,000 sq. ft. of pole sheds and 1,800 sq. ft. ofoffices.

Story ata Glance

O'Malley branch introduces new store buildings lots of advertising for new operations draws large turnout busi. ness mix tilting toward d.i-y. company growing with sunbelt. There are 55 employees with 25 in the yard and warehouse and 17 in sales. Six people are in management with seven in the office. The store maintains

its own in-house training, advertising and merchandising departments.

A lot of emphasis is placed on sales with constant advertising and promotion of their private credit card. Special bonuses are given for new accounts. Store volume is about $8 million annually.

O'Malley salesmen are proud of their company and work hard to establish personal contacts and develop customers. An active advertising program supports their efforts. The company will make deliveries up to 250 miles away using a fleet of 12 trucks. Sales have changed as the area has developed and grown. "We no longer sell many of the product lines that were commonplace 25 years ago," Ramsey notes, "because of the specialty companies that have come with the phe-

(Continued from page 59)

crowd

lammed the store for grand opening (top right). Warehouse (lower photos) is well equipped.

W. R. Grace & Co. plans to sell its retail div. including Orchard Supply, Allwood's, Angels, Cashway, Ole's and Handy Dan to finance a $595.9 million buy back of 26Vo of its shares held by the Flick group of West Germany.

Pay 'N Pak plans to open two San Francisco, Ca., area stores in March to supplement a 55,000 sq. ft. warehouse store and a warehouse opened in the Greater Bay Area last year.

Builders Squore has opened warehouse stores in Las Vegas, Nv., and Oxnard, Ca. . Home Depot will build a 52.9 million home improvement center in a Chula Vista, Ca., shopping center. .

Frank and Kristie Streifel have opened a new Coast to Coast store inGustine, Ca. . Coast to Coastis negotiating a lease for an outlet in Junction City, Or., using a vacant dept. store building. .

Copeland Lumber Yards has opened a new 15,000 sq. ft. retail store and warehouse in Albany, Or. Poyless Cashwoysplans to close four Tucson/Phoenix, Az., area stores next month. .

Vance Building Center, Homedale, Id., has been named Pro Retailer of the Year. . Home Depot will open two more stores next month plus 14 others during the year.

O/e3 plans to open stores this year in La Verne and Yorba Linda in So. Ca. plus two undetermined sites in No. Ca. .

W. J. Voget Co. has opened a second store in El Centro. Ca. . The Hardware Co. will open a 10,350 sq. ft. store in Ranch Penasquitos,

Ca. . . Seaside Hardwsre Coast to Coast, Seaside, Or., has been purchased by Bernard "Sarp" Sarpola.

Pubtishers Paper Co. is selling 8090 of the company to Jefferson Smurfit Corp., (see page 23 for details). Louisiana Pacty'cwill build a Waferwood plant in Dawson Creek, B.C., with 8090 of the product destined for the U.S.

Southwest Forest Industries. Inc., Phoenix, Az., has sold iti Knox Lumber Co. retulunit for $29 million to a Knox management group and the Sterling Group, Houston, Tx. Jefferson Smurfit Group Ltd. has sold its 9,3V0 interest in Southwest Forest Industries Inc., ending the takeover threat. .

Potlatch has abandoned plans to buy back 20Vo of its outstanding common stock for an anti-takeover measure at least one shareholder has filed a class action suit aeainst the movp.

National Gypsum Co. is being sued by a stockholder who charges its proposed $l.l billion leveraged buyout is "grossly inadequate". Potlatch is reopening ldaho wood products operations following ratification of a labor agreement with employees.

Crestwood Forest Products has moved its offices from Dublin, Ca., to Bethel Island. Ca. Coos Heod Lumber & Plywood has moved to Berth 200 in Wilmington, Cn., (L.A. Harbor) where it plans to begin building next mo.a?A ' x 60' office and two 60' x 280' pole sheds; a computerized inventory control system is set to begin as well later this year.

Liberty Lumber Co. is a new sawmill in Arlington, Wa., Mike

Buse, owner; Jim Lewis and Terry Lamie in charge of sales. . .Osborne Lumber Co. Inc'. has moved into new 275,000 sq. ft. facilities at 8100 Enterprise Dr., Newark, Ca.

Pope & Talbot /nc. stockholders have approved a plan to transf'er part of their timber assets to a limited partnership Fibre-Form Wood Products, Inc., Rocklin, Ca., has opened an office in Taiwan. ..

Columbio Wood Products is a new firm in Beaverton, Or., Larry Pelatt. owner . . Autumn Enterprises, Inc., has been formed in Boise, Id., by Bill Trammel, Jim Wallace and Ron Brady, specializing in industrial softwood and hardwood.

Southeast RooJing Supply, Newark, Ca., had a $1.5 million fire last month Belknapllc., Louisville, Ky., the nation's largest independent hardware wholesaler. has filed for bankruptcy. .

Sierra Pacific Intlustries, Redding, Ca., has finalized negotiations to purchase the Champion International sawmill in Anderson. Ca.: SPI does not intend to operate the plant but will consider use of the property for future expansion.

Hammennill Poper Co. is considering restructuring and sale of its hardwood sawmill business

American Piggyback, Inc., and Freight Dktribution Services, Inc., have consolidated as FDSI. located in Burbank, Ca. .Northwest Reloadhas been opened in Eugene, Or., by Larry Boyles . .

Contracts for new construction dropped 590 in Nov. (latest figs.) to an annualized rate of $225.8 billion; the setback followed a 4-mo. period of record buildins activity. .

Housing starts in Nov. (latest figs.) fell to their lowest pace in more than 2 yeors: 1,547,000 units on a seasonally adjusted annual rate. single family starts dropped l7.5Vo while multis slipped 2.7V0; bldg. permits for future construction were off 2.4V0. .

Douglas Fir - Hem Fir Redwood-Cedar Spruce

OIDIDEEWE@MDA.A slnb8s" 8erG.

P.O. BOX 20174 c 7050 SAN JOAQUIN STREET SACRAMENTO, CALI FORNIA 95820

PHONE (800) 521.1155 (916) 452-5671

Call Jim, Stan or Lloyd

JANUARY

Dub's Ltd.Jan. 17, golf, Marin Golf & Country Club, Danville. Ca,

Lumber Merchants Association of Northern CaliforniaJan. 17-19, management seminar, Asilomar, Ca.

National Association of Home BuildersJan. 17-20. convention & exposition, Dallas Convention Center, Dallas, Tx.

Black Bart Hoo-Hoo CIubJan 22, annual Sports Night, Kevin's Restaurant, between Healdsburg and Santa Rosa, Ca.

Humboldt Hoo-Hoo ClubJan. 23. annual crab feed. Eureka Inn, Eureka, Ca.

Umpqua Valley Hoo-Hoo-Ette ClubTom Restaurant, Roseburg, Or, Household Appliance Trade ShowFrance.

FEBRUARY

Jan. 2E, meeting, Tom

Jan. 31-Feb. 3, Pans,

National Wood Window & Door AssociationFeb. l-5, annual meeting, Marriott Hotel, Marco Island, Fl.

California Hardware Co.Feb. 2, market, San Francisco Concourse, San Francisco, Ca., and Pomona Fairgrounds, Pomona. Ca.

Birmingham Spring FairFeb. 2-6, housewares, Birmingham, England.

Fair for Home AppliancesFeb. 4-7, Cologne, West Germany.

Constructa 'E6 HannoverFeb. 12-19, international building trade exhibition, Hannover Fairgrounds, Hannover, West Germany.

Home Center Loss Prevention ConferenceFeb. 17-20, Fort Worth, Tk.

Oregon Logging ConferenceFeb. 2G22' Eugene Hilton, Eugene, Or.

Umpqua Valley Hoo-Hoo-Ette ClubFeb. 25, company appreciation night, Roseburg, Or.

American Hardware Manufacturers AssotiationFeb. E-27, London Trade Mission, U.S. Embassy, London, England.

MARCH

Wood Heating AllianceMarch 1-4, wood energy trade show & seminars, Reno/Sparks Convention Center, Reno, Nv.

Frankfurt International FairMarch 1-5, housewares, Frankfurt, West Germany.

American Hardware Manufacturers AssociationMarch 2-5, international hardware trade fair, Cologne, West Germany.

International Hardwood Products AssociationMarch 2{, annual convention/World of Wood exhibition, The Waiohai, Kauai, Hi.

Forest Industries Clinic & Machinery ShowMarch 5'?, Memorial Coliseum, Portland, Or.

Mountain States Lumber and Building Material Dealers AssociationMarch 5-8, lumber dealers ski retreat weekend, Lake Dillon. Co.

National Home Center Show,/Home Improvement Congress & ExpositionMarch 9-12, McCormick Place, Chicago, Il.

Western Wood Products AssociationMarch 1l'14' spring meeting, Westin St. Francis, San Francisco, Ca.

National Lumber & Building Material Dealers AssociationMarch 1G18, Conference with Congress, Hyatt Regency Hotel, Washington, D.C.

DIRECT MILL SHIPMENTS DISTRIBUTION YARD IN SACRAMENTO, CA

A four-day investment in profitability for Building Supply Dealers through innovation

DESIGNED TO MEET YOUR NEEDS AND INTERESTS. lf you're a building materials dealer, you'll want to make plans NOW to attend the 11th annual National Home Center Show this March in Chicago. There's nothing in the world quite like the National Home Center Show because it's the ONLY trade show specifically designed to

serve your needs as a retailer of building materials and other home im_ provement products. More than 1,300 leading manufacturers will be displaying thousands of the hottest new products for both consumers and conlractors. And when it comes to do.it-yourself producls, the National Home Center Show is the world's largest exposition of products for the DIY market.

AN OUTSTANDING OPPORTUNITY FOR BUILDING SUPPLY DEALERS. Your business is undergoing rapid changes, particularly in the area of new and increased competition. The National Home Center

Free Pre-Reg istration I nstructions

make your business more prolitable; to meet and exchange information with your fellow dealers from around the country. The National Home Center Show is a fourday investment in your profitability, and it's lhe ONE annual industry event you can't afford to miss.

SAVE $1O.OO BY PRE-REGISTERING TODAY FBEE OF CHARGE. Fill out the pre-registration form below and return it to us by February 7, 1986. Yori ll save $10.00 by avoiding the at-Show registration fee. plus, you'll receive a FREE embossed Show badge sent to you by return mail. Avoid the lines this March by sending in your form TODAY.

1. Must be received in the show otfice by February 7,1986. Confirmation ot pre{egiskation and hotel reseryation torms will be mail€d within thr€e weeks. Free badges will be mailed alter January 3, 19g6.

2. Late mail registrations will not be processed. Register again at show (At-show registration tee 91o.oo.) 3, REGISTRATION COMPUTERIZEO, ALL INFORMATION MUST BE FILLEO IN. 4. NO ONE UNOER 16 YEARS OLO AOMITTED.

Show offers buihing supply dealers like yourself the opportunity to gain tremen-l

IMPORTANT: In order to process your registration, your companys business activity must be indicated below:

HOME GENTER MERGHANT :J

BILLFISHMANT'i:iilltililtllllttillt:illlllil":l:lti:*lilill:lliili'ig':"*i1

Bill Fishman & Affiliates

me questions about the merchandise or try to give me money for their purchases.

. Any store parking lot that requires a left-hand turn crossing more than one lane of heavy traffic.

. Any store that insists on writing a ticket on merchandise I can easily self select and take to the cashier.

11650 lberia Place

IT WAS almost l0 years ago when I Harvey Rosenf then general merchandise manager of Handyman, accepted my invitation to address the National Home Center Show. He used the term "comfort zone" in his speech. It was the first time most of us in the audience had heard it.To illustrate the term.Rosen invitedus tofold our arms. He than asked us to unfold them and then to refold them in the opposite direction. (Try it!) In /ftal position Rosen reminded us we were all "outside-of-ourcomfort-zone." He then went on to make his point about store layouts, visual merchandising, services and how they all affect the customer's comfort zone.

San Diego, Ca.92128 comfort zone in most home centers. The article went on to list a number of quotes, beefs and attitudes remodelers perceive about home centers. It started me thinking about those retail stores which I avoid because when I'm in them , I'm outside my comfort zone.

. MANHATTAN PIZZA In Rancho Bernardogreat pizza,but I can't stand that rock n' roll music constantly blaring for the benefit of the help.

r PRICE CLUB For any purchase that won't fit in my car trunk, they offer no help or suggestions for getting bulky material home.

. Any store where it's obvious that the man who writes my pick-up ticket for the yard tallyman has no idea the merchandise is still in stock.

I was reminded of Rosen's speech recently when I read a story about criticisms which remodelers have concerning home centers. In a focus group session, one contractor remarked that he felt outside his

. SAKS FIFIH AVENUE Regretfully, I don't fit the prototype of a Saks customer and their sales people make sure I know it. (Neiman Marcus, on the other hand, likes my patronage.)

WOOLWORTH When I'm dressed in a a tie and jacket, customers keep asking

The remodeler article also reminded me how neglected a research tool focus groups and consumer advisory councils can be for home centers and building material dealers. In the past year, I have been involved in organizing consumer groups for both manufacturers and retailers. It is an enjoyable and eye-opening experience for both the management and the consumer group. It's a surprising experience for the store management. I've watched a consumer panel stand in unison to applaud the retailer for having the initiative to size-up the community.

It is an extremely cost-effective vehicle. Too bad more retailers don't try one on for size.

*Harvey Rosen is president of Handyman today.

call:

Publishers Sells 80% Stake

Jefferson Smurfit Corp. has agreed to buy 8090 of Publishers Paper Co., including four sawmills, two papermills, two particleboard plants and some timber contracts for $150 million. The deal does not include company timberlands. Final agreement on the transaction is expected by March.

Publishers Paper Co. and its solid wood products division have just concluded their best year since 1979, with both operations solidly profitable.

This is the fust venture for Jefferson Smurfit, a Dublin, Ireland paperboard and packing manufacturer, into sawmills and newsprint. Its annual sales are around $700 million.

Goldsmith To Get CrownTimber

Crown Zellerbach chairman Sir James Goldsmith will receive control of the firm's timberlands in exchange for his stock in the company, while James River Corp. will buy most of the remaining operations in a $1.5 billion, two-step deal.

Pending approval by stockholders by March, Goldsmith would exchange his 13.6 million shares he acquired during a $560 million raid in July for control of the timberlands, $90 million in cash, and the Crown container operations and office products unit.

Due to the depression in the timber market, Goldsmith is not expected to show significant profits for years, although he would have a l4-year contract to supply timber to James River.

Western Cities to Boom

Ten of the 20 fastest growing large cities are in the West, according to the Bureau of Economic Analysis' projections.

Two of the other 20 million-plus growth areas will be in the Northeast and eight in the South.

In the West, between 1983 and 2000, the population of Phoenix, Az., is expected to increase'by 550/o; Riverside-San Bernardino,, Co., 424/o; Salt Lake City, Ut., 36s/o; Denver, Co., 350/o; Sacramento, Ca., 34t/o ; Anaheim-Santa Ana, Ca., 3290; San Diego, Ca., 32t/0, and Seattle, Wa.,290/0.

Nlot at Mattco.

[!ttnougn it's true, life here commenced forty years ago, we knew from day one, our life blood was the lumber and building materials dealer. _ loud and clear, it ..r" through. Outstanding service had to be combined with dependable quality and variety if we were to make it. From buyer to warehouseman, to the truck driver making the delivery, to the salesman making the sale. All had to keep the one, most importantiliingthe customer - in mind, first and foremost.

fiorty years ago it was recognized that we would exist for and because of the customer. lt worked then, it's worked through the years, it's working now, and, we are confident it willcontinue to work in the future. Few things are constant. Customer recognition isone.

Itt yo, are doing business with us, youknow whatwe mean. lf you aren'twith us, give us atryand see what forty years of "live" service, sensible prices, and consistant quality can do for your prof it picture,

Lumber Association of Southern California 6R\

THE'SoiuTHlLnrunffi

WAYNE GARDNER executive vice president

ll ANY years ago the lumber associaIUltion, at a Palm Springs management conference, had a program that was entitled "Today Was Tomorrow Only Yesterday."

The basic premise of such a title is to get everyone to thinking abut how close tomorrow really is, to help or try to help us straighten out the thinking pattern endemic in a lot of usI'll do it tomorrow. That is the rule that some follow, "never do today what you can put off until tomorrow." When tomorrow really arrives, something has to be done.

What is your image of tomorrow? Do you really think it will be a 26 hour day in place of the Z hour day that you experienced today? Tomorrow will bring untold solutions to the problems of today. Through some magical power we all feel will be imparted to us tomorrow, our problems will be solved. Tomorrow is the day we are going to start on the diet; tomorrow is the day rve will call on that prospect who's been buying from someone else; tomorrow is the day we will call on the customer who owes us money from three months ago; tomorrow is the day we start plans for the new marketing program; tomorrow is the day we are going to re-arrange the world. But if we are not prepared for today, how can we really be prepared for tomorrow?

As an industry member, You can find your trade association of tremendous help to you. Association programs should be geared to tomorrow's challenges as well as those of the unforeseen variety that appear in some of our todays,

LASC, at the recent management conference, had speakers dealing with time

management, tomorrow's supply of lumber, dealing with tomorrow's people, the political situation of tomorrow, plus having a great group of lumbermen around to talk with and get their viewpoint on tomorrow' Focus On Success was the themeand that should be our theme for every daynot just for a few days in the fall. Are you focused on success? Do you have a plan

that will allow you to go striding confidently forward? Oh, you may stumble or falter, but your plan allows you to pick up the pace again quickly. Just as a candle flickers with a breeze, but comes back to light your way when you shield it with your hand, your business plans may waiver slightly when affected by the economic winds of change, but your hand can make adjustments to meet the situation, and allow you to again stride conhdently forward, guided with a well organized plan.

Do you envision yourselfwith a flickering candle, always on the verge ofgoing outor a candle that flickers and then comes back strongly to light your way? Are you focused on success? Now is the time to start. Todaynot tomorrow. For today was tomorrow only yesterday.

rfHE MOUNTAIN States Lumber and I Building Material Dealers Association (MSLBMDA)will hold its first-time, spring buying show, called the Building Materials Buying Show, Monday and Tuesday, April 14 and 15, at the Denver Merchandise Mart, Denver.

Entrance is free for building material dealers and their employees. Complimentary food and beverage will be served.

The format of the spring show is all busi-

trims.

We offer both standard and custom sizes.

Mantels are manufactured in western hemlock and oak.

ness, with serious buying and product education in the exhibit hall. Dealers will be offered a complete display of lumber, panel products, doors, windows, rnillwork, hardware, paint, tools, plumbing, insulation, fasteners, fencing, roofing, siding, specialty products and more.

The purpose of the spring show is to generate sales for vendors and good buys and product selection for retail dealers. The goal is to create a showcase of building materials in the Rocky Mountain West and offer dealers new products and spring specials as they enter their major construction and remodeling season.

Announcing: suN PLYWOOD, tNC.

SUN PLYWOOD, lNC. joins the Sun family of mills produci ng quality building materials. SUN PLYWOOD, lNC. is located at North Bend, Oregon. Shipping facilities include rail (SP RR), truck,

piggyback van, and barge. We're a member of the American Plvwood Asiociation'. Look for our grade stamp for your assurance of quality. Our goal at SUN PLYWOOD, lNC. is to

provide you a consistently quality product, fast service at market prices. lf you are not using SUN PLYWOOD-we are new-ask your favorite distributor to order a shipment today.

A NEW ADDITION TO

THE QUALITY SUN FAMILY OF BUILDING MATER'AI.S

UN STUDS, INC._SUN STUDS iS elebrating Thirty Five Years of production exellence. Sun Studs was the first comouterized awmill in the world. Production exceeds 90 rillion board feet annually of KD Western lemlock and Douglas Fir Studs graded under VCLIB grade rules.

SUN VENEER, tNC.-SUN VENEER leads the industry in computerized technology and fiber utilization. Production capacity exceeds 850 million square feet annually of 1/10 inch veneer. Sun employees are involved from logging to replanting to manufacturing for the benefit of vou-our customer.

ED ECENT actions bythe Federal Tiade II Commission and the Department of Justice appear to open the door for manufacturers to require retailers to comply with suggested retail prices. Guidelines issued by the Justice Department also clear the way for some manufacturers and distributors to enter into exclusivity arrangements without fear of antitrust prosecution.

In letters to the House and Senate appropriations committees, the FTC said a manufacturer may announce unilaterally that it will sell only to retailers who agree to comply with suggested prices. The Commission said a retailer may agree with the

manufacturer's policy "in order to avoid termination." The policy represents a change lrom that of previous law if there was a "real" or "implied" agreement between manufacturers and retailers involving suggested retail prices.

The nonprice vertical restraint guidelines issued by Justice state that companies with less than l09o of the market can imoose venical restraints on retailers or wliolesalers. The restraints that are allowed under the guidelines are customer and territorv allocations, exclusive dealerships, dual distribution systems, and tie-in arrangements. Even if a company has more than a l09o market share, the department said, it will not be concerned unless the market is concentrated.

WE

lT IS with much mixed emorion that the lmembership of the ALBSA responds to the retirement news of Dean Drake, senior vice president and general manager, retail division, of the O'Malley Companies.

Drake is completing 50 years of superb contributions to the lumber industry, 35 of which have been within Arizona and with the O'Malley organization. While his numerous friends and colleagues will undoubr edly miss his timely counsel and direction. we all wish him and his wife, Gene, every happiness and enjoyment in the years to come.

Drake's lumber career began in 1936 in Beaver, Ks., where, upon graduation from high school, he ran a one man yard for the A. C. Houston Lumber Co. He was subsequently transferred to operations in Alva, Ok., and then in 1938 to a Houston subsidiary, Home Lumber Co. in Boise. Id. His auditing and inventory responsibilities at that location covered 22 separate yards throughout ldaho, Oregon and Nevada. Shortly thereafter, he was promoted to assistant manager of the company's largest holding in Reno, Nv., and then to assist in an expansion progr.rm in Las Vegas.

Following a war time job and stint with the U.S. Army, Drake again returned to the lumber business in 1945 with Ellensburg Lumber Co. in Washington, a forerunner of Boise Cascade Corp. After five years as its chief accountant and manager of retail yard operations, he accepted his first position in Arizona with the O'Malley Companies.

As manager of their Tempe operations, he consistently achieved top production and in 1964 he was called upon to assist with a company wide reorganization as operations manager for all O'Malley yards. Drake was later named to the O'Malley board of directors, a position he has held since 1976.

Drake is a past president and 20 year board member of this association and has also served on the National Lumber & Building Material Dealers Association board for the past nine years. He was awarded the Lumberman of the Decade distinction at the ALBSA state convention in 1980.

We shall indeed miss Dean and his presence on our board with the value of his years of experience which he has shared with all of us. His avid interest in golf is well known and we wish him the enjoyment of countless "birdies" and even an "eagle" or two from time to time.

Thanks and best wishes, Dean and Gene.

CHUCK LINK executive director

OPERANNG

WALLY LYNCH

Builders Express, Inc. 11550 Plano Rd. ment come into play: (l) off-loading. (2) Dalf as, Tx' 75243 sto.ring. (3) picking. (4) on-loading.

INCE the expansion of this col- Some limited usage time is identified as umn to include any and all rearranging, but it has no urgency factor. "-perating Opportunities," the most fre- Second, when measured, picking and

qu.nt inquiry rieived has been on forklifts on-loading range between 12 and 16 minandhowiogetmoreuseoutof them. Many utes, and average around 15 minutes per dealers feellhat this costly piece of equip- stop or delivery to the customer. Unloading ment is under utilized and that, for the most and stocking time runs about half the time' part, they have too many units in opera- or 7.5 minutes per stop handled. tion. Over the years these numbers have held

Itisagoodbetthatallarecorrectonboth steady despite the average "stop" value counts. -The readings we have taken over achieved' There appears to be very little itt. i.*r on the clJcks show weekly run- time requiredvariation in functions regardning times ranging from four to six hours less of value, based on averages over an exforhost units, wittr some few getting as tended period of time. The highest meahigh as eight and ten hours. If you are a surement we have recorded has been 16 diibeliever, have someone check the clocks minutes per $800 stop' oiyour equipment for four or five weeks. When the decision making information Wiitr utitiiation of eight to ten hours in a is known, it is simple to employ a small 168 hour week, or about 690, it isn't dif- discipline designed to serve both the ficult to feel over equipped. customer and the company. Take a typical

In addressing ttre proUtem, operational "nine hour open" work day and set aside evaluation and ixperience have shown two six of these hours in two hour increments' itrings. ftst, fourmajorusesof theequip- The hours of ll a.m. to I p.m. are for

receiving and storing. The hours of 7 a.m. to 9 a.m. are for picking and loading' as well as the hours of 2 p.m. to 4 p.m. The time gaps between 9 a.m. and I I a'm. and I p.m. and 2 p.m. are for elasticity in usage.

Days when deliveries are heavy, the forklifts might load until I I a.m' and be back at I p.m. until 4 p.m. Or, if there is no "inbound," the equipment could be used to pick and load all day. The reverse is true when in-bound is heavy. The important thing is the definition and the discipline.

In such a structure you might expect a daily production of six hours in one shift on average. Also, each forklift operated on this discipline should pick and load four stops per work hour and off-load and store twice as many stops, or eight per how. If your average delivery stop is valued at $600' then $2400 is staged and put on a truck each operating hour. Conversely, M800 (at sell) should be off-loaded and put away per hour.

Based upon these values, one forklift should be ableto handle from $3,328,000to $6,656,000 annually. Take the total sales volume handled and divide it bY the number of forklifts used to see where you stand.

Charts to illustrate the points discussed in this column are available. Readers who are interested in more information maY contact W-allY Lvnch at Builders ExPress Inc., tis50 Plano Rd., Dallas, Tk. 75243 or call (214) 341-2886ed.

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 caPabi I itY to work for you. Call todaY:

Steve

Ryan, General Manager

I n California (800) 582-3950

Outside California (805) 833-0429

P ressu re-Treated Lu mber

OUALITY HARDWOOO LUTIBER & PIYT'OOO

SOFTWOOD LUMBER & TILL WORK

STOCK AilD cusToil MouLDll{GS

Melamine pane| particleboard, bardboards, cedar closet lining, Tbumsend hardtaood planking, C-Select Douglas Flr

Hardware Show Opening

Dates for the 1986 Hardware Industry Week service event and National Hardware Show will be Aug. l0-13 according to a joint announcement by the American Hardware Manufacturers Association and Cahners Exposition Group. Sunday has been designated for the opening of McCormick Place East and the new building, McCormick Place North. Both facilities will remain open through Wednesday afternoon.

The Words That Hurt

Dealers may find it hard to believe, but, according to a White House Office of Consumer Affairs study, 9690 of the customers who are dissatisfied never complain about discourteous service.

But, 9l9o of these people say they will never buy from the company offending them in the future. In addition, most of them will tell at least nine other people about the unpleasant experience. A whopping l39o will tell more than 20 other people about the bad service.

n LL PROS and cons considered, 1985 rvvn5 a good year in the hardwood flooring business, wholesale and retail. We personally believe that 1986 has an excellent chance to exceed the high records set by the previous two years. Interest rates are low and most financial forecasts indicate a continuing trend in this direction. In keeping with these low interest rates, the banking institutions are aggressively pursuing individual persons to apply for loans, thus giving added impetus to make purchases that previously were beyond reach.

General interest in residential remodeling and redecorating hit high peaks last year and hardwood flooring dealers with aggressive marketing programs in this field registered high sales volumes.

It also has become apparent that present day customers rue more quality conscious than in ye€us previous and are seeking better value for their dollars. This has proven true not only when shopping for hardwood flooring but for other products as well. Good salespeople soon realize that upgrading is not difficult when potential buyers already realize the advantages of a better quality item versus an inferior, cheaper one.

The increasing use ofhardwood flooring in commercial projects will continue in 1986, not only because of its attractive appearance but because of hardwood's reputation for ease of maintenance, durability, and inherent decorative characteristics that make it easy for decorators to work with. Some interior designers even carry the

Hardwood Flooring

by Dave Ferrari President Virginia Hardwood Co.

wood flooring scheme up the walls. It is being done in home recreation rooms, dens, and executive offices, clothing stores, fixture stores, and other types of retail complexes where it will lend an exotic backdrop to the products being sold. Plank is probably the most popular for wall paneling but parquet or a pattem such as herringbone can be used to beautiful effect.

Speaking ofplank, an interesting trend is taking place among d-i-y home remodelers, and professional interior decorators. The "linear look" is coming back. That's right the old fashioned wood strip look is "in!"

Of additional interest to home centers and building supply yards is that this new plank can be sold by the square foot! For instance, the Bruce Hampton plank measures 3" wide by 48" longone square

foot. This unique feature enables the plank to be sold in a uniform measurement similar to parquet. And, since many retail merchandisers successfully promote parquet on the basis of "What you don't use, bring back and we'll give you credit for it," this same sales policy can now be applied to plank because of the simplicity in calculating returns.

Together with the strip look popularity, the latest color trend is toward light colored floors instead of dark. Decorators are asking for strip plank flooring in the lightest of colors even white. What a splendid opportunity for home centers, lumber yards, and building supply yards to capitalize on this current interior design color craze and promote the new strip plank to the d-i-yers on the basis of "Buy by the square foot and return what vou don't use!"

Dorft 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 keeo 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 vear 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 comoetitive we can be

CASCADE STUDSTNc

I(D HEM.FIR STUDS

I(D LODGEPOLE PINE STUDS 2x4 ond 2x6

Ituck and trailer shipment < > vans an d piggynacf available. Shipplng location: Lenz Sidlng, Or. Southern Paclflc and eurllngton Northern.

cAscADE STUDS, |N@RFORATED, HC63, Box 302 Chiloquln, q.97624 Charles Ktchel, sales manager

NFPA Targets New Markets

Under the banner of "Serving Tomorrow's Markets," the National Forest Products Association concluded its 1985 Annual Meeting in Los Angeles on Nov. 19 with a resolution opposing the tax bill that was currently pending in the U.S. House of Representatives.

NFPA also approved the formation early this year of the American Forest Council. The new association would meld together the forest productivity progr:rms of NFPA's Private Timber Division, the Tlee Farm System and communications programs of the American Forest Institute.

Further changes in NFPA's structure and progra.ms were suggested

$28.7 M illion Telephone N etwork

The most important business tool used in the distribution of forest products is the telephone. Today there exists an extensive network of telemarketing professionals who in 1982 spent nearly $28.7 million in telephone expenses to market $7.2 billion of forest products. This vast sales network consists of the 340 North American Wholesale Lumber Association firms who participated in their recently completed NAWLA 1983 Sales Survey.

The telephone expenses are evidence that the NAWLA Wholesaling Network is indeed a vital link in the chain of forest products distribution. The $28J million represents savings to both manufacturers and customers alike in the distribution of forest products.

Telephone expenses increased by $7.3 million from 1982 to 1983. This figure represents an average telephone cost per firm of $84,304 in 1983 compared to $59,359 in 1982.

This era of specialization has brought with it a substantial increase

Tube Outranks Reading

Home centers not using tv as an advertising medium, should consider adding it to their promotion program, according to the Television Bureau of Advertising.

Adults spend more time watching television each day than listening to the radio or reading magazines and newspapers. Tube time clocks out at over four hours a day as compared to less than three hours devoted to listening and reading.

from the results of a recently completed survey of both members and non-members. The results pointed to the need for a better NFPA marketing program and greater member involvement in association activities. A detailed action plan will be presented for review by the board at its January meeting.

The two-day meeting was heavily oriented toward market expansion. The Product Division demonstrated new applications of computer software for aiding builders, architects, and others in the design of foundations and in determining the fire performance of wood assemblies.

NFPA staff was authorized to work closely with treated wood producers

in the number of sales and support personnel employed by NAWLA wholesalers. In 1983, NAWLA wholesalers employed 4,345 salespersons, and another 10,M2 support personnel, an increase from 1982 when there were 3,249 salespersons and 6,088 support personnel employed by these firms.

These totals represent anearly 25s/o increase in sales personnel. While part of this increase can be attributed to

and distributors in complying with new EPA guidelines for the handling and use of treated wood products. NFPA will help to implement a consumer awareness program.

NFPA also elected new officers for 1986. They are Richard W. Buchanan, Jr., president, Buchanan Lumber Company, Inc., chairman of the board, replacing past chairman Robert F. Higgins, president, Medford Corporation. John E. Stevens, president, Kirby Forest Industries, Inc., is first vice chairman; William M. Shields, executive vice president, Willamette Industries, Inc., second vice chairman. Reelected president and secretary respectively were David E. Stahl and John F. Hall.

better volume business, there is a trend towards more distribution yard and remanufacturing facilities, requiring more people to sell products in smaller unit size transactions.

The survey also revealed that more companies are utilizing credit managers and traffic managers, and in larger firms this often means additional support personnel assisting these individuals.

D-i-y Growth Set To Take Oll

Annual growth of 5.690 through the next five years is seen for do-it-yourself business by Dr. Bert McCammon of the University of Oklahoma.

"There will be explosive growth in d-i-y market potential among the 35-54 age groups, both of which are more aggressive d-i-yers than other segments of the population," he pointed out to some 80 home center and manufacturer executives attending the first executive conference sponsored by the Home Center Institute.

Better store position is needed in order to compete, Brad Farnsworth,

Housing Expansion Winds Down

After three years of expansion, housing is showing signs of gradually slowing down because of declining economies in many areas of the country, according to John J. Koelemij, president of the National Association of Home Builders.

"The national market is winding down-not collapsing," Koelemij said. NAHB still predicts about 1.72 million new housing units in 1985,

director of research services for HCI, stressed, pointing out that consumers evaluate retailers on price, value, convenience, assortment, quality, merchandising and service.

Other discussions at the Nov. 5-7 meeting in Chicago revealed that retailers want more help from manufacturers in encouraging d-i-y activity and teaching them how to do tougher projects. Retailers also feel they will become more involved with the Universal Product Code and electronic ordering. Making people more productive through profit sharing and doing more consumer research are challenges of the future.

down from the 1.76 million starts in 1984 but ahead of the 1.7 million in 1983.

"What's happening today is unique to the housing industry," he said. "In the old days, we rode the interest rate roller coaster. When mortgage interest rates fell, housing construction picked up. Interest rates are still important today but the rate of new job creation, the growth of real incomes and other local market conditions are equally important considerations. "

Raised Wood Floors OKd

Houses built on wood "crawl space" foundations are just as energy efficient as those built on poured concrete slabs, according to results of an intensive 60-house study commissioned by the Western Wood Products Association.

The findings contradict theories basic to the development of energysensitive building regulations since energy costs began soaring in the early 1970s.

Though delayed while under analysis and just made Public, the studY was conducted over the winter of

Wood Homes Score In Peru

The myth that wood construction materials and systems will not sell in masonry-dominated markets has been demolished by the rush to purchase 15 American Plywood Association demonstration houses built near Lima, Peru, according to Dave Rogoway, APA vice president, marketing.

Peruvians lined up to buy the homes, demonstrating that they consider them better than the brick

1984-85 by ConSol, a Stockton, Ca., energy engineering firm, with the cooperation of PG&E. The results have led to further research to determine why raised wood-joisted floors perform as well as slabbetter than energy technologists had believed.

WWPA members were concerned that declining lumber usage was due in part to California's new residential building regulations which had led many contractors to trade 2,000 board feet of lumber per house for a sheet of poured concrete.

The ConSol/PG&E researchers matched up 60 homes, all in the same climate zone located inland from the

San Fracisco Bay Area in Northern California. Half had been built on slab. half on crawl sPace foundations. All houses were virtually identical in square footage of floorspace, floor plans, window arrangement, orientation to the sun and other factors critical to energy considerations. All houses also had been constructed prior to the implementation of the new energy regulations.

The study drew uPon actual utilitY bills for each of the houses involved over the same l2-month Period. Hot water heating was subtracted, so the analysis covered onlY the costs of space heating and cooling'

homes for sale in the area. A total of 2,395 potential homeowners took part in a government sponsored lottery to decide who would be able to purchase the wood homes. This was twice as many as applied for brick homes of similar design.

Door Stories Spur Sales

A series of articles on energy efficiency, esthetics and ease of mainten-

ance of today's wood windows and doors being distributed to more than 2,700 newspapers across the country should stimulate sales for building material retailers.

Prepared and distributed by the National Wood Window & Door Association. the articles are intended to educatp homeowners, increase the use of wood windows and suPPort the sales efforts of dealers and distributors.

srx BAND MIttS

Over 50,000,000 feet annually

WBMA SCORES FIRST

(Continued from page I 3)

explained how they interacted within companies. Noting that 9090 of all communication was non-verbal, he stressed the importance of understanding why others do things differently.

WBMA's Young Westerners group presented a marketing, managing and motivating panel. Among the panelists was Petra Reininger, Rexnord Chemical, who discussed the CARE (Customers Are Really Everything) Program which is designed to eliminate selling distractions for sales people. She added that a firm should discover its marketing niche and establish a marketing program to secure it.

Eric Gerretsen, Gerretsen Building Supply, reviewed management problems and ways to solve them. Basic to this, he said, was the concept ofbreaking one large, seemingly unsolvable problem into various "chunks" and attacking them one at a time. He warned, "if you don't run your business, it will run you."

Rick Barnes, Knoll Lumber, described true motivation as being inspired by oneself. Companies must develop an envhonment in which employees can excel. The best method for management to use to motivate people is setting a positive example, by being a leader.

The next morning, the legislative and government affairs section of "National" presented an address by The Hon. William R. Bennett, Premier of British Columbia. Speaking mostly about Canadian lumber exports to the U.S., he said he was optimistic that a trade agreement "all can agree upon" will be made. He claimed that Canadian timber was not subsidized ("our system is different") as the International Trade Authority had agreed in 1983. He called upon the United States and Canada to mount a joint North American campaign to sell wood to the rest of the world.

James A. Goldberg, NLBMDA general counsel, then brought the dealers up to date on the latest IRS rules of automobile record keeping.

Economist Gene Stanaland spoke on the negative attitudes surrounding business in America and explained some of their causes. Using his marvelous sense of humor, he drove home the point that business should not feel guilty about making a profit.

The newly elected president of WBMA is Bob Perrin, Capital Lumber Co., Boise, Id. New vice presidents are Clayton Smith, W. J. Conrad Lumber Co., Coos Bay, Or., and Joe Orem, Bellingham Sash & Door, Bellingham, Wa., and the national directors are C. E. "Chuck" Link, WBMA, Olympia, Wa., and Gordon Gerretsen, Gerretsen Building Supply Co., Roseburg, Or. The immediate past president is Cecil Cleveland, Valley Best-Way Building Supply, Spokane, Wa.

Newly elected directors are Norman Kruckenberg, Bill Hepworth, John Connell, Robert Harper, Fay Johnstone, Mark Balfour, Phil Kudlac, Jim Duncan, Bob Storms, Rand Thomas and Bill Cromett.

He was sharply critical of American quality control, especially in automobiles, and warned that U.S. producers will lose markets if domestic quality doesn't match or exceed foreign competition.

Elections for new officers were held by the NLBMDA. (For new officers and directors of WBMA see box accompanying t hisslory./ New president of National is Patrick McCormick, McCormick Lumber & Fuel, Madison, Wi.; lst v.p., Gerald A. Jewett, Jr., Jewett Lumber Co., Des Moines, Ia.; 2nd v.p., Earl T. Carpenter, Street Lumber Co., South Hadley, Ma.; treas., Merle Mensinger, American Lumber Co., Modesto, Ca. Harry H. Horrocks II continues as acting exec. v.p.

A number of social events enlivened the business schedule. Immediately following convention activities, 75 lumbermen visited the Weyerhaeuser headquarters in nearby Tacoma, Wa., and one of their lumber mills. Later, another group of 100 left for an industry tour of Canada.

Sierra Club's Big Club

The Sierra Club was the fifth highest spending congressional lobbying organization during the first quarter of 1985, according to congressional records.

The National Committee to Preserve Social Security and Medicare ranked first among the 7,200 registered groups.

Mike Moseby is new to sales at Martin Forest Industries, Healdsburg, Ca.

Doug Hildman has been appointed hardwood lumber sales mgr. for TieeSource, Inc., Portland, Or.

Paul Anderson has joined the sales team at Berger & Co., Sacramento, Ca., according to Bob Glatt.

David and FlaviaCarlson, Carlson Builders Supply, Junction City, Or., are back after attending Ace Hardware Corp.'s convention and exhibit, Kansas City, Ks.

Robert Westing, Westing Co., Crand Rapids, Mi., has been elected pres. of the National Building Material Distributors Association. Joseph T. Theby, Jr., t Lensing Wholesale, Evansville, In., is now lst v.p.; Glenn A. Hart, OrePac Building Products, Lake Oswego, Or., 2nd v.p., and George M. Bryson, Hugh

I. Johnstone, John A. Kirshling and J. Christopher Lansing, directors.

Jack Barber has been appointed mgr. ofthe new Builders Square in Oxnard, Ca. Zig Konuszewski will head the Las Vegas, Nv., store and Phil Bragg will manage the Houston, Tx., store.

Mark Powerhas been named co-mgr. of 84 Lumber Co., Miramar, Ca.

Walt Kellogg III, v.p., Kellogg Lumber Co., Denver, Co., has been selected 1985 "Lumberman of the Year" by W.O.O.D. Inc.

Rich DeSmet has joined Minton Co., Mountain View, Ca., as a sales rep.

Donald H. Cuthbert has been promoted to national accounts marketing mgr. for Weyerhaeuser Co., Sacramento, Ca. Steven Folino succeeds him as sales rep.

J. Steven Broadhead is now gen. mgr. of finance and administration, Idaho Timber Corp., Boise, Id.

Don-Lee Davidson. Davidson Industries. Mapleton, Or., has been elected chairman of the American Lumber Standards Committee.

Marty Schneider has joined the new industrial lumber dept. at Lacy Forest Products, Redmond, Or.

Gary Haskett is the new mgr. of marketing and sales for Omak Wood Products, Portland, Or.

Bob Owens, Owens Forest Products, Duluth, Mn., has been on a safari in Zanbia hunting duck and geese.

Larry L. Funk has been named senior v,p. of Ceco Industries Inc., Oakbrook, Il., and pres. of its concrete construction div.

Gordon Shawver is new to sales at Door Stores of California, Inc., El Monte, Ca., according to Julian Gudding, gen. mgr.

Terence L. Smith, pres., California Hardware Co., City of Industry, Ca., has been elected pres. of Sentry Hardware Corp. Mark E. O'Malley, Southwest Hardware Co.. Phoenix. Az.. is now a corporate dir.

Brad Starkey, Visalia, Ca., has been appointed sales rep in Ca., Nv. and Az. for Atlantic Cabinet Corp., Williamsport, Md., according to A. James Nelson, v.p., marketing,

Bob Bothwell has been promoted to trading mgr. of All-Coast Forest Products, Inc., Chino, Ca., according to Daryl L. Bond, pres. Phil Dodson is the new exec. sales mgr. and Kent Bond is asst. exec, sales mgr.

Jack Smith and Chris Petenon itre new to sales at DMK-Pacific Corp., Fremont, Ca., according to Dwight Curran, pres. Paul Cloud. Mark Peters and Rod Garett are new to sales at Brazier Forest Industries, Thcoma. Wa.

David F. Wilson is now sales rep for the Weyerhaeuser CSC, Sacramento, Ca, Steve Campbell, McKenzie Trading Co., Eugene, Or., has been on vacation in Japan and Hong Kong.

Allen Hawkins has joined the Woodwork Institute of California, Fresno, Ca.

Edward W. Beck, v.p,, general counsel and sec., Pacific Lumber Co., San Francisco, Ca., has been named a director. Bill Bright, sales mgr., Richardson Lumber Co., Cloverdale, Ca., is back at his desk after a brief business triD.

h.

Mike Bennett and Steve Langsdorf, lumber salesmen for Southern California PreStain, Long Beach, Ca., helped rescue an 8l-year-old woman moments before flames totally consumed her condominium.

Rick Wilson, formerly with LouisianaPacific, Fremont, Ca., has joined the sales staff at Georgia-Pacific, San Leandro. Ca.

Nicholas J. Kirkmire, v.p., corporate affairs. Plum Creek Lumber Co., Inc. Kalispell, Mt., has been elected pres. of the Pacific Logging Congress. Glen Duysen, Sierra Forest Products, Terra Bella, Ca., is now v.p.; Raymond M. Luthy, Publishers Paper Co., Lake Oswego, Or., treas., and William J. Cary, Portland, Or., exec. v.p. and sec.

Marshall Ritchie, marketing mgr., Red Shingle and Handsplit Shake Bureau, Seattle, Wa., has retired after almost 30 years with the bureau.

Jim Hunter, Schmidbauer Lumber Co., Eureka, Ca., is back after a Mexican vacation in Puerto Vallarta.

Jud Smith is now western regional general sales mgr. for the building materials div. of GAF Corp.

Steve Lupo has been promoted to western regional sales mgr. for Jacuzzi Whirlpool Bath, Walnut Creek, Ca.

Marc Crozier has joined sales at OregonCalifornia Forest Products, Eugene, Or. Ken Van Nortwick is new to sales at Boise Moulding & Lumbet Boise, Id.

We're interested in you. Let us know when you or one of your employees has changed jobs, been promoted, gone on vacation, had a baby, you name it. Just mail in a card or letter to The Merchant Magazine, 4500 Campus Dr., suite 480, Newport Beach, Ca. 92660 or, if easier, call (714) 549-8393. There is, of course, no charge.

Ted l)emas, asst. director, quality supervision, American Plywood Association, Tacoma, Wa., has retired after 33 years with APA. Loren Pollard succeeds him. Raymond C. Mitzner is now managing dir., international operations-Europe.

Earl Chalfan. Westem Intemational Forest Products, Beaverton, Or., has been named Lumberman oi the Year bY the Portland Wholesalers Association. Harvey Hetfeld, Niedermeyer-Martin Co., Portland, Or., has been elected pres.

Mike Campana, has joined CoPeland Lumber, Seaside, Or., as mgr'

Jerry Heilman has been named co-mgr. of 84 Lumber Co.. Vancouver, Wa.

Kathleen Keele is now a marketing and business analyst at ASC Pacific, Inc., Federal Way, Wa., according to Tom Black, business develoPment mgr.

Mike Schmidt has been named plant mgr' of Richfield Millwork and Rob WNttier has moved to sales, according to Ron Hoppe, sales mgr., Sierra Pacific Industries, Redding, Ca.

George Kersey is the new national marketing director at Plywood & Veneer World Co., Los Angeles, Ca.

Tom Horstmann has joined Palmer G. Lewis Co., Auburn, Wa., as Or./ld. regional mgr.

Preston Sparks is the new lumber sales mgr. of Omak Wood Products, Omak, Wa. "Red" N. White is a new trainee in the paint dept. of Mungus-Fungus Forest Products, Climax, Nv., according to Hugh Mungus and Freddy Fungus.

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W.O.O.D. lnc. Marks lts 25th

W.O.O.D. Inc., Denver, Co., climaxed its 25th year anniversary with sponsorship of the 1985 Architectural Awards for Excellence competition.

Five designs utilizing wood were recognized, a single family residence, a multi-family residence, a commercial structure. an interior

and a remodeling,/restoration project.

Special anniversary functions during the year included a membership luncheon and a long-range planning retreat. W.O.O.D. Inc. was formed in 1960 to promote an acceptance of wood products in the Denver metro trade area and to promote friendliness among industry members.

The Merchant Magazine

Loss Prevention Conference

The Home Center Institute will hold its fourth annual Loss Prevention Conference Feb. 17-20 at the Hyatt Regency Hotel, Fort Worth, Tx.

Speakers will include attorney James Cleary Jr. on "Legal Aspects of Handling Shoplifting Cases" and William Perry on "Controlling Your Bottom Line."

Workshop roundtables will cover personal computers within loss prevention, safety, setting up a shrink control program, document examination and other topics.

Beige Back In Home Fashion

Color conscious retailers are keeping their eye on beige which is predicted to be a leading color trend in home fashion.

Many of the leading beiges will be in the lighter tones, leaning towards the red rather than the yellow side of the color wheel, explains Julie Landis, master carpet stylist for Armstrong. She also expects a return to a wider variation of beige offerings in carpet lines.

Greys will continue to be the new neutral for some time, Landis said, with an emphasis on the pure grey tones and lighter shades. Blues also will remain strong, especially the grayed out blues that provide such good versatility as a decorating base.

In the red family, the roses and mauves will stay strong. Peach tones will lean towards softer values and turquoise will become an important accent color.

guALrTY RED\ilOOD FENCE BOARDS

Manufacturers of fence boards, posts and rails, decktng and speclalty ltems. Our sawmill and reman factltttes provide us with versatility in meeting your culstomers' needs.

LASC CONFERENCE

(Continued front page I I )

Material Association president Dean Leaman on the activities of the Washington, D.C. based group. LASC is one of the 26 associations nationwide that belong to "National."

Focusing on the future, Weyerhaeuser's Herb Winward described Southern California as the biggest wood market in the world. He said more edge-glued products, flat core trusses and l-beams were likely in the future as well as advances in grading to reduce and hence simplify inventory, lowering its cost. Repair and remodeling will grow, he said, as the 5.8 million existing homes in Southern California age. The future will also include small structural lumber and squares composed of chips and chemicals.

As is custom at LASC's Palm Springs annual, its under-35 age goupThe Second Growthpresented a panel discussion on competitive methods.

JimTaft, Ganahl Lumber, described sales education and customer relations as key points. He noted that

"people do things for their own reasons." Education, Taft observed, must be consistent with existing corporate values, be backed by management, perceived by employees as being important and, lastly, show employees that there is something in it for them.

John Newquist, Newquist & Bergstrom, said change was essential to survival, noting that California now had 90 sawmills where it once had 900. He suggested that a firm had to build on its reputation, providing credit, transportation, customer and supplier knowledge. "We focus on certain items as we compete," he said, "so that we can be different from our competition."

Bill Jones, Far West Fir Sales, related the steps in computerizing an office. "Avoid automating a manual system, it won't work," he said. Jones counseled a company to decide what it needed, then seek it from vendors. He added that top management didn't require computer expertise, but did need to have a working knowledge of the system selected to gain value from it.

Drew Sasser, Buena Park Lumber, offered that a firm should do what it does best to stay competitive in its market. His firm had remodeled for

better efficiency, more end caps and cross merchandising. Various promotions had also been successful for his company. He noted some of these as more advertising, a parking lot sale, tool sales in cooperation with vendors, a free pancake breakfast to demo tools for contractors and a 2590-off-everything-night for invited customers.

Next day, Friday, Nov. 15 (daY three of the four day gathering), a presentation on time management by Craig Stearn, Armstrong World Industries, told how to manage work time and motivate employees. Among the various suggestions, listing goals and setting priorities were prominent. Management should find out, he said, what employees "want" from work and seek, within realistic bounds, to provide it.

"Focus on Washington" was presented by Congresswoman Bobbi Fiedler, currently a leading candidate to run against Senator Alan Cranston in the next senatorial election. The daughter of a local area builder, she charmed her audience with an e:uygo-

(Please turn to page 43)

Long Dimension Rough Dimension Other Douglas Fir ltems

MILLWORK FIRM GROWS

(Continued from page 14 )

pare those departments for future growth.

The Windsor, Ca., based moulding, millwork and specialty wood products company continues to expand and diversify its product and customer base.

"A few years ago we were selling almost exclusively redwood products into the western U.S.," states Jim Stroupe, national sales manager. "Now we are running Douglas fir, cedar and redwood into a multitude of different products. We have become significant factors in the manufacturing of frames and jambs, inter-

ior paneling, fascia, closet pole and mouldings. Moreover, we have expanded our sales effort into the growing sunbelt area and the Deep South. Again the emphasis has been on delivering a quality product to our customers."

"One of our major growth areas is in wood strip paneling," continued Stroupe. "ln order to increase our market position and provide an attractive point of purchase package, we have installed an H.A. Fischer continuous feed shrink film packaging system. Packaging is a very important part of maintaining our quality. We don't want to expend all our efforts in production if we cannot protect the product during shipping and storage."

New machinery and new markets are only part of revamping at Windsor Mill. People have also been added. Bill Gates has joined the company as general manager. Gates previously worked in several capacities for Weyerhaueser Co., including managing their western Washington distribution center.

Expanded production capacity means expanded sales opportunities. Ray Bergman has joined the firm assisting Stroupe in this department.

"More people, and more production mean more and improved plant facilities," Gates reported. "Four new pole barns have been built housing over I million board feet of lumber. We can now keep our product dry from start to finish."

"We have also added a new storm drainage system and significantly increased the surface area of our yard," Gates continued. "The number of railcar spots has been increased and the capacity of the blower and sawdust collection system has been improved."

SPDILMAN

The office has been expanded and updated, too. Windsor Mill has doubled its office space and added a computerized invoicing system.

"Our emphasis on quality products for customers has allowed us to grow and improve," Flynn continued. "Everything we're doing is designed to meet the growing demand for quality wood products for the future."

LASC CONFERENCE

lContinued from Page 41 ) ing manner and a competent review of current political realities.

That afternoon attorney Victor Yacullo spoke on employment laws and federal and state requirements on wrongful discharge of employees. He was followed by Sidra Weider who talked on employee communications and the vital role it plays in successful companies.

New officers elected at the meeting, held, as usual, at the Spa Hotel, were: president, E. L. Newkirk, Chandler Lumber Co.; lstv.p., Phil Butterfield, International Forest Products; 2nd v.p., Richard Hawthorne, Northridge Lumber; treas., Martyn TemPle, Weyerhaeuser; sec., George Swartz, Mar Vista Lumber. Wayne Gardner was re-elected executive v.P.

The directors for 1986 are for retail: Warren Lindsay, Donald Olson, Ross Callaway, Robert Slettedahl, Russell Fritchey, Edward Bauman, Robert Ransom, George Swartz, Charles J. O'Donnell, Richard E. Hawthorne, James Barr and George Barr. For wholesale: Creighton Anfinson, Daryl Bond, Philip Butterfield, William

Evenson, Jay Linderman, Jeff Lynn, Ted Pollard, Jack Secoy, Don Swartzendruber and Martyn Temple.

The balance of events at the well attended conference were social, taking advantage of some fall sunshine in the desert to relax between meetings.

COLORADO RETAILER

(Continued from page 8)

company, some for as many as 27 years. Three such employees are Melvin Zabel, general manager; Arlo Nielson, yard foreman; and Gordon Beckman, shop foreman. "This management team sets a verY high standard ofintegrity and service essential to supporting our builder customers," he said.

Don and Mike Guetz are excited about the prospects for the future of the lumber business in Denver and are continually looking at new techniques for improving their business. They will soon go on line with a full point-ofpurchase computer system which will provide real-time inventory and sales information.

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NEW PRODUGTS and selected salesaids _ffi t:;g

permit a wider selection and increased flexibilty in wiring systems. Available in brown, ivory or white, they offer solutions to the need for more outlets in heavy use areas such as kitchens. garages and workshops.

Calorie Calculator

A new pocket calculator from Sharp Electronics doubles as a weight control aid.

The MC-700 Stay Fit calculator has a three-key memory listing 153 foods, giving instant readings of portion size and calorie count.

Users can add the calories of any food consumed to an independeni memory to follow their daily or weekly intake. The calculator weighs 2.2 oz. and features a oneline, nine-digit liquid crystal display with 5 x 7 dbt matrix.

Lumber Calculator

An improved version of the pocket-sized lumber calculator which complies with the industry,s latest dimensional standards is available from Wadington SlideCharts.

Curve Glass Windows

A new line of clad round-top windows has been introduced by Wenco.

Made with 5/8 in. doubie gladng and double weatherstrip, the roundtops fit three widths of single casement, three widths of twin casement and seven widths of double-hung windows.

Available in bronze or white bakedon vinyl finish, the windows have a wood brick mold option. Interior trim and sunburst grilles are also offered. Each unit also comes with sub sill for use as a free-standing unit.

SocketToMe

New grounding adapters which convert two outlets into six have been introduced by Challenger Electrical Equipment Corp.

These and the three-outlet adapters

The calculator operates like a slide rule but reads as reliably as a catalog data sheet. It quickly projects board feet of all standard lengths of lumber from 8 to 2l ft. Lumber sizes are listed from I x 2" to 16 " sq. timbers.

Comparative dimensional data for nominal size versus actual size for both dry and unseasoned lumber are also given.

Solar Heating Appliance

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

A new solar water heater system featuring a computer that "talks" the homeowner through programming and operation is new from Exemplar, Inc.

Components (collector, storage and pumps) are housed in one streamlined 4'x 8' unit. Mounted on the lawn or roof, it is connected to an existing water heater with the microprocessor control unit.

Reportedly, the homeowner will save 4O9o to 80qo of the energy he normally uses to heat water.

KeepYourWood Dry

RainCoat water repellent, which minimizes moist movement in and out of wood (the main cause of cupping, twisting, etc.), is available from Koppers Co., Inc.

It can either be brushed, sprayed or applied to wood with a roller.

Clamping Grounds

All types of clamping are simplified and the cost of constructing a wide variety of work-holding jigs is reduced by a new jet clamp system from Sylvax Corp.

Its two clamping jaws have a built-in locking action to enable them to lock into position on plain standard section steel or aluminum bars.

Overtightening is reportedly impossible because of a fail-safe torque limiting feature.

Wirehouser

A new line of thermoplastic "soft boxes" for residential wiring including many labor-saving features has been introduced by Challenger Electrical Materials.

Molded-in threads, positive positioning guides and hinged twin-leaf openings for wire make for easy installation. All multi-gang and 4-in. square boxes feature lGm-Klamp cable grips which enable the conductors to be locked into place with the turn of a screwdriver.

Custom Sunspaces

Customized solar room additions for fuel economy, expanded living space and indoor plant cultivation are new from Solar Additions.

Featuring slanted front glass to let in maximum solar energy during short winter days and a roof overhang or external sunshades to block outside summer warmth, they come in disassembled components for d-i-y assembly.

Offered are three basic styles: a classic angled glass mode, modern curving arch construction and a vertical slass look.

Work-holding adaptors can be fitted to the jaws to permit the clamp to be rotated around the workpiece without releasing the clamping pressure.

lgnitingGun

An all-purpose gas flame lighter with a one-touch switch which requires no batteries has been introduced by J.D. Lawson, Inc.

It features a flame adjusting lever, easy-view window to check the level of gas and a simple refill inlet for butane gas. The long-stemmed nozzle has a safety cap.

DoorWeatherstripping

Insulating strips which combine efficient insulation with easy installation and a woodlike appearance for exterior doors and garage doors are new from USG Corp.

Jambseal strips are pre-finished cellular and flexible PVC weatherstripping products that are maintenance free and reportedly more durable and economical than most wood, aluminum or plastic weatherseal products. They are said to be long lasting and will not warp, crack or split even when exposed to temperature extremes. They are ready to install without finishing and never need repainting.

European Cabinetry

All laminate cabinets which are European in styling with full overlay doors and concealed hinges yet conventional in frame type construction for extra strength and installation

ease are new from Well-Bilt Kitchens.

The Euroline's sophisticated, sleek lines are accented by continuous oak pulls. Other features include quick clean exterior surfaces of melamine laminate; white vinyl interiors; roller bearing, side-mounted drawers, and adjustable shelves in all wall and base cabinets.

Doors and cases can be mixed or matched in white. almond. oak grained or gray.

energy usage up to 4890, extends the life of the bulb up to 100 times and dramatically reduces maintenance costs.

It also acts as a "buffer" to absorb arcing and often saves both bulb and fixture from shorting out.

Help the Blind

An adaptor which attaches to roller blinds to allow them to be raised and lowered by the same remote control rod that opens and closes the windows in out-of-reach applications is new from VeluxAmerica Inc.

The Tlpe AR Adaptor is clamped to the blind's pull tab and can be securely gripped by the rod when used with the co.'s model GGL roof window.

Light Socket Converter

A solid-state rectifier which mounts on the base of any incandescent light bulb between the base and the socket to convert ac to dc current is new from Garon Products. The Power Disc reportedly cuts

"LOOKING AROUND" says Paul Bunyan

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

Complete inventories and prompt delivery of the finest quality timber.

Wood Hood Kit

A new wood hood kit for ranges from Broan combines performance and easy installation with the high style of custom wood cabinetry.

An infinite speed control provides quiet performance, while Heat Sentry protection automatically turns the blower to high speed when excess cooking heat is detected.

Fire retardant and easy to clean, the full metal insert can be adapted to wood hoods up to 42" wide. A built-in duct connector with damper is included for easy installation.

Easy Tackling Spackling

A spackling compound especially suited for small jobs and quick repairs such as filling nailholes and hairline cracks is new from Borden.

Elmer's Redi-Spack Lite wall repair compound's light, even consistency is said to make it easy to apply and easier to sand. Recommended for both indoor and outdoor use. it reportedly dries quickly, requires minimal sanding, resists shrinking, sagging and cracking and can be cleaned up with water.

Depending on the depth of the crack, the compound is paintable in 15 minutes. It is available in quart, pint and Vz-pint plastic containers.

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Floor Finishing Line

New floor enamels from Sherwin-Williams provide a hard, durable low luster finish on floors, steps, porches, patios and fixtures of the home.

Polyurethane floor enamel, used for interior and exterior concrete, wood and metal, on painted and unpainted surfaces, provides a full gloss durable finish. It is resistant to abrasion, repeated washing and scrubbing, sun exposure and other climatic conditions.

Acrylic latex floor enamel features low odor, rapid drying properties and excellent application and penetration characteristics.

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PRESSURE TREATED LUMBER

"Whefe Dependable Service is MoreThan a Phfase"

Blinded FromThe Light

Vertical blinds from Graber Industries have a slightly domed shape to hang closer together with more stability, sealing out light completely and assuring maximum privacy.

The blinds are made of easy-tomaintain pvc material and feature 3-l/2"-wide louvers in a variety of designer solid colors. They are fully opaque.

Shelf Help

Prefinished vinyl-clad shelving that is easily cleaned, cut, machined or fastened with screws is available from Furman Lumber, Inc.

Useful in a variety of do-it-yourself projects like bookshelves, storage units and entertainment centers, Topshelv is made of sturdy, industrialgrade particleboard laminated with 4-ml. vinyl in white and almond.

Each shelfis edge-banded along one edge, but can be specially ordered banded on two, three or four edges.

For more information on New Products write

The Merchant Magazine,4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660.

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

Draft Dodgers

A new line of energy-saving doorand window-sealing systems has been introduced by J. H. McClure Sales.

The line includes five aluminumbased systems used as door attachments, an adhesive "V" tape weatherstrip and an adhesive foam tape.

Also available is a door-activated draft excluder with a brush seal for inside doors. The soft brush does not mark tiles or carpets because it lifts over them when the door is opened. When the door closes, the unit is activated by a roller attached to the wall.

LoungingAround

The streamlined Sunlounger has been introduced by Sebel Furniture, Ltd.

It is totally molded and embodies anti-static material that repels soiling. Ultra-violet stabilizers prevent deterioration even with permanent outdoor use.

The lounges are equipped with non-protruding wheels to permit use in restricted quarters at poolside.

On the Bench

A complete line of work benches with tops of maple, steel, plastic or hardboard has been introduced by Turnkey.

The hard edged grain maple top is harmless to sharp tools. It will not chip or crack under heavy blows.

The steel frame has adjustable legs 293A " to 353A " high.

The benches are available in six sizes, 30" and 36" wide, 4' to 8' in length.

TieOneOn

New plant ties from Nomaco are ideal for supporting tomatoes, small trees, roses and other plants.

Their foam coated wire will not damage or cut plants. Reportedly five times stronger than conventional plant ties, they can be used season after season.

The company also offers a merchandiser. The dispenser, which doubles as a shipping carton, can be used on shelves, pegboard or as a free standing counter top display.

Motorized Windows

A motorized module which opens venting skylights at the touch of a wall switch, rather than by hand cranking, is new from Wasco Products.

The skylight's opening position can be pre-set to 4, 8 or I I inches. The addon device is for use only with Wascobrand venting skylights.

Paint Pot Liner

A five quart disposable plastic paint pot liner is new from Leaktite Corp.

Constructed of clear, solvent resistant polyethylene plastic, it is lightweight, easy to change, and fits snugly in a five quart metal paint pail. It can also be used as a sealable storage container by adding a lid.

The liner reportedly won't distort or leak like bag-type liners.

Cement Patch

A quick-setting patching compound that stops active water leaks in any masonry surface is new from W.R. Bonsal Co.

In three to six minutes, Sure-Fix Plug A Leak Cement will set, even under water or against high-pressure leaks. It also will not shrink, oxidize or deteriorate with age.

Hand Cleaner

A waterless hand cleaner that removes dirt, grime, grease, paint and ink from hands is available from Klean-Strip.

Klean-Hand. which contains lanolin to condition and help keep hands soft, is said to clean quickly, easily and without harsh abrasives.

It is available in a 16 oz. plastic squeeze bottle or a28 oz. hand pump dispenser.

Uses include anchoring bolts, posts, rods, pipes and metal fixtures; repairing all breaks in the surface of masonry construction; repairing potholes in floors or road decks in sub-freezing temperatures, and underwater work in swimming pools or at dock sites.

Packaged as a dry powder and requiring only clean water for mixing, it is available in2-l/2 and l0lb. resealable plastic pails. Basic application tools are a chisel, hammer, putty knife or trowel and a mixing pail.

Roof Blanket

An insulated rubber-roofing retrofit system for mobile homes is new from Tremco.

The patented roofing system combines special insulation with a synthetic rubber membrane to protect the roof.

It is said to take less than cne day to install and has a lO-year limited warranty.

Electric Outlets On Tap

New multi-outlet strips from the Wiremold Co. bring a number of wall-mounted outlets safely and neatly to any electrically busy place in your home.

Using flat head screws, the strips mount easily on most surfaces. Once up, they can be painted to match or accent any color scheme. There is no more need for extension cords.

Please Save Fido

A bright red and black vinyl Pet Emergency Rescue Sticker to alert emergency personnel that a pet is on the premises is now available from Creations by Charlsey.

The sticker measures 6" x 4" and can be placed on outside doors or windows. It can also act as a crime deterrent by showing that there are pets in the house to make noise if a break-in is attempted.

Chain Saw Tote

A one-size-fits-all tote for carrying and storing chain saws is new from HMC/The Green Machine.

The Saw Sak is designed to fit saws up to 77cc, with an adjustable bar

cover for blade lengths from 12" to 24',.

Made of machine-washable. oil/ gas/tear-resistant black nylon, it features a green shoulder strap and twin hand straps, a full-length zipper and a large pocket with velcro closure for storing extra chains, goggles, oil and tools.

It can also be used as a log carrier. When not in use, the bag folds up for compact storage.

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

Animal, Bug & Bird Repellent

A new longJasting repellent for animals. rodents and birds that is also ecologically safe and non-hazardous is new from Burlington Bio-Medical & Scientific Corp.

The broad spectrum product combines an extremely bitter substance with a tag scent into a special solvent system, which allows it to penetrate into the bark of trees and other surfaces. When attempts to bite, lick, nibble or chew are made, the animal is constantly reminded that this property is off limits.

It can be used on siding, fences, posts, telephone poles, unpainted areas and even garbage. The effectiveness remains intact for up to a year.

TapWrap

A cover designed to prevent freezing and rusting of outdoor faucets is new from Intromark Inc.

Faucet Sock slips over the faucet and secures withan attached tie string. Its nylon cover is both water and wind resistant.

Containing thermal insulation made of olefin and polyester fibers, the product is both washable and dry cleanable.

Designed for use on building or ground faucets, it is produced in 5Yz" x 6" and 5t/2" x12" sizes in five colors.

M ini-Microwave Merchandiser

The Half Pint, a compact microwave oven with 0.43 cu. ft. interior capacity, is new from Sharp Electronics.

The artwork on its packaging carton matches the features of the oven, so stacked cartons can actually sell the product. A replica of the door, for example, clearly shows the cooking times for commonly prepared foods near the dial timer.

More On the Floor

"Big Foot," a new dimension f or Ro-Tile's full line of l3 designer colors and slate-textured floor tiles, is now available.

The 12 tile (including grout joint) offers durability and a low maintenance, skid-resistant surface. Its handcrafted appearance is highlighted by subtle surface variations.

More about oak - part three

lllHeN Europeans came to U U North America they especially valued the white oaks because these species closely resembled the European oaks. They used white oak to build their sailing ships, furniture and wagons. For generations woodworkers preferred the greater strength and durability of the white oaks over the reds. That has changed more recently because the red oaks, a faster growing species, have become more plentiful than the whites and more available in wide widths and long lengths. But white oak remains superior in any application that requires a resistance to decay, such as boats or barrels, or extra strength, such as spokes, rims or handles. When quarter or rift sawn the white oaks show more figure than the red, so they are most prized as veneers. In recent years the finest white oak logs, called veneer logs, have been exported to Europe where they bring exceptional prices.

As with other oaks, geographyplays a crucial role in the growth of the best white oak timber. Again the lumber manufacturers of the Appalachian region produce some of the best white Oak lumber. Only two species of white oak usually reach the commercial market from that regionthe true white oak (Quercus olbo) and forkedleaf white oak which assures a uniformity in workability, texture and color. Exceptional white oak lumber comes also from a broad area that includes much of Kentucky, Tennessee and Missouri. As one experienced lumberman put it, "the best bourbon and the best white oak come from the same counties."

From other regions of the country lumber buyers expect less uniformity. The white oaks that grow to the north, especially around the Great Lakes, represent a wide variety of species. The

northern logs are usually smaller than the Appalachian logs, thus providing more limited dimensions in lumber. The white oaks that grow in the lowlands of the south generally make the poorest product because of difficulties in seasoning such lumber. Like the swamp red oak, swamp white oak is tough and stringy. It is best used for ties and timbers.

The hardwoods that produce fine lumber in the eastern portion of the United States normally do not develop a good product in the west. Soil conditions and limited rainfall restrict the growth of hardwood trees west of the Rockies, making them impractical for saw logs. Nevertheless, some Western distribution yards will stock black oak (Quercus kiiloqgil from southern

Story at a Glance

White oak resembles Euro. pean oak. Appalachia, Kentucky, Tennessee produce some of the best. . black oak lound in West. .. live oak, dry oak thrive in dry climate . other oaks found south of the border.

Oregon and California. This tree grows best between 2500 and 4500-foot elevations in the Sierras.

Reasonably good timber also grows in the foothills surrounding the northern Sacramento Valley. Most black oak lumber ends up in pallets, crating and dunnage, but the clears have been used in place of eastern white oak. Although black oak is extremely difficult to dry, some cabinet plants have used it successfully in mass production. The craftsperson, however, will find greater workability and consistency in the srstern varieties of oak.

Several other types ofoak also grow in the dry climate of the west. Live oak (Quercus virginiana), sometimes sawn near the California coast, belongs to the oak family although its grain is dissimilar to other oaks. The "tan oak" (Lit hocacpus densiflorouy' from California, although sometimes used for furniture, is characteristically unstable. The tannin obtained from its bark gives it its only commercial value.

Many species of oak grow south of the American border. Tiue oaks grow in the lower altitudes of southern Mexico and in the higher altitudes of the Sierra Madre, but generally these are used only for local consumption. Other oaks grow throughout Central America and into the northern regions of South America. Trees in these warm climates produce dense, dark-colored, tough wood which is usually unsuited for fine woodworking.

This is the third article in a mini-series on osk. Author Gage McKinney is a contributing editor with a wide background in hardwoods-ed.

THIRTY years oi selling al Virginia Hardwood Co., Monrovia, Ca., were recognized by this lrophy presented t0 James H. Dorsher, general sales manager, upon his retirement. He had won the salesman o1 the vear award 1 2 times.

Wood Exhibit At Dallas Show

Members of the Wood Products Promotion Council, American Plywood Association, American Wood Council, Southern Forest Products Association and Western Wood Products Association, will co-sponsor an exhibit at the National Association of Home Builders convention and exposition, Jan. 17-20in Dallas, Tx.

TIMBER SIZER PRE-EABRICATION

Focal point of the 40 x 4O ft. exhibit will be a framed house placed on a sectional wood deck platform. Small kiosks will serve as information booths for each of the associations. The display will be visible across the entire exhibit hall with 30 ft. high wood frame towers covered with fabric announcing "Wood .. the possibilities" as the theme of the exhibit.

D.F. GRAPE STAKES REDWOOD & D.F. LATH

TIMBERS

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

Bracrrt International

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

A Sac. Lunch

nf ILL suPPLIERS and friends

IUlof Sacramento area wholesalers were present in full force for the l4th Sacramento Area Wholesalers Annual Luncheon at the Red Lion

Motor Inn ballroom in Sacramento, Ca.

Invitations to the early December affair are eagerly sought each year and coveted by those who receive them.

LUNCH EUNCH included (1) Wayne Murphy, Glen Dietz, George Litile. (2) Miki Mikoni3, Steve Little, Claudia Jennings. (3) Stan Rossman, El Louise Waldron.- Coniev MacDonald. Pat Hunter. (4) Dan Mayi. Date Fleshman, Bob Tennant, Kathv Perkins, Frank Antonsson. (5) Lau'. Corneti Miller, Dennis

Yonts. (6) Jim Hayes, Jim Ellsworth, Hank Feenstra, Bill Comer, Bob Dirham. (7) Joe Bambino, Carol Caldwell, Lew MacDonald, Fran Fuqua. (8) Max Corning, Frank Penberthy, (9) Til J0hnson, Jim Golding. (10) Kathy Parmeter, Ken Caylor. (11) Rick Richter, Ralph Heath. (12) Lou Ouiring, Robert West, Dick Smallridge. (13)

Steve Hagen, Bill Gittings. (14) Slu Heath, John Souza. (15) Nick Nicholson, Charlie Pascuzzi, Jack McKenzie. (16) Brad Fee, Fred Molter, Loretta Cunneen, Scott Cardwell. (17) Nick Elardo, Dave & Loie Schaller. (18)Jeny & Myrtle Wilcox. (19) Jerry Hahn, Dennis Byerley.

Business is put aside with the daY devoted to renewing old friendships and initiating new ones.

Host companies included Berger & Co., J. H. Blevins Co., California Cascade Industries, Canfor U.S'A. Corp., Continental Pacific Lumber Industries, Dier Lumber Co., Ensworth Forest Products, Forest Products Marketing, Gabbert Lumber

Sales, Inc., Georgia-Pacific Corp., Hedlund Lumber Sales, Jenkins Forest Products, Lausmann Lumber, Louisiana - Pacific Corp., Martin Forest Products, Mid-Pacific Trading Co., Mouldings & Millwork, Inc., Nikkel Corp., North Bay Forest Products, North Star Forest Products, Old Town Lumber & Millwork, Pooser Lumber Co., River City Moulding,

Rocklin Forest Products, Schaller Forest Products, Sequoia Supply, Setzer Forest Products, Siskiyou Forest Products, Stockton Wholesale, Sun River Lumber Co., Union Planing Mill, Waldron Forest Products, Western Woods, Inc., Western Wood Treating and Whittaker Forest Products.

TOASTING 1986 are (1) Rick Rosa, Dave Snodorass, Karl Drexel, Tom "Beltbuckle" Knippin, Dan Rue. (2) Richard Wilson, John Bozich. (3) Chuck Powles, Marty McGinnes,

Bob Glatt. (4) Bob Riggs, Bill Scolt, Craig Murphy. (5) Jim Murray, Bill Sullivan. (6) Gary Steiner, Jeff Loftus. (7) Joe Bowman, Gary Luiz. (8) Craig Triebwasser, Bud Robey, Betty Foster,

Will Riegel. (9)Warren Aaberg, Gene Gradwohl, Mark lVluro. (10) John Diederich, Mike Price, 0rville Chedester.

Restoring Flooring

"Restore Your Wood Floors Without Sanding" is a free 8-p. booklet from Klean-Strip, P.O. Box 1879, Memphis, Tn.38l0l.

Construction Cost Guide

"Building Construction Cost Data 1986" is $39.95 from R. S. Means Co.. Inc., 123 Construction Plaza, Kingston, Ma O2364.

Shingle File

Applications of decorator cedar shingles are described in a free folder from Shakertown Corp.,Box 400, Winlock, Wa.98596.

Selling The $100 Screw

"The U.S. Government Purchasing and Sales Directory," a 199-p, guide to doing business with the government, is $5.50 from Dept. 36-PD, Superintendent of Documents, Washington, D.C. 20402.

Clean Room Furnishings

A 6-p. bath furniture brochure is free from Universal-Rundle Corp. (North Oaks Collection), 303 North St., New Castle, Pa. 16103.

Wood On The Inside

A free 2Gp. "Miracle Worker's Guide to Real Wood Interiors" is available from Western Wood Products Association. 1500 Yeon Building, Portland, Or.972M.

Plank Panel Standards

"Industry Standard For Interior Wood Plank Paneling" is $2.50 for Wood Moulding & Millwork Producers Association members and $25 for nonmember firms from WMMPA, P.O. Box 25278, Portland, Or 97225.

Time For A Takeover

A 4-p. guide to turning your business over to a successor is $l from Independent Business Institute, P.O. Box 159, Akron, Oh.,14309.

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

Glazed Look

Information on high performance insulating glass is free from Andersen Corp., Bayport, Mn. 55003.

Hobbyist Panel Projects

"The Handy Plan Project Book," 28-p. of diagrams, material lists, illustrations and instructions for nine d-i-y panel projects, is $5 or 750 each for l0 or more from American Plywood Association, P.O. Box I1700, Tacoma, Wa. 9841 l.

Mortar Manual

A product selection guide ofadhesives, mortars and grouting materials is free from Laticrete International, Inc,, I Laticrete Park N., Bethany, Ct. 06525.

Nuts & Bolts

A custom door hardware brochure is free from Schlage Lock Co.,1554O Roxford St., Sylmar, Ca.91342.

Knotty But Nice

A data sheet on "Select Knotty Redwood" is free from Simpson Timber Co., P. O. Drawer V, Arcata, Ca.95521.

Fire Works

A free brochure of fireplace design ideas and installation is available from Preway, Wisconsin Rapids, Wi. 54494.

Wood Handlers

Information on wood handling lift trucks is free from Hyster Co., P.O. Box 847, Danville. Il. 61834.

Special Treatment

A fire retardant and preservative treated wood specifications handbook is available free from HooverTreated Wood Products, P.O. Box 746, Thomson, Ga. 30824.

Forest Myths & Lumber Lore

"Fearsome Creatures of the Lumber Woods," a 48-p. book oi lumber lore, is $4.95 from Bishop Publishing Co., 2131 Trimble Way, Sacramento, Ca. 95825.

Automated Shutters

A motorized rolling shutters brochure is free from Somfy Systems, Inc., 2 Sutton Pl., Edison, N.J. 08817.

Give Up The Office

A report on how to destroy your business without even trying is $l from Independent Business Institute, P.O. Box 159, Akron, Oh.44309.

Door Guide

A 20-p. brochure on architectural doors is free from Weyerhaeuser Co., Architectural Door Division, P.O. Box 130, Marshfield, Wi. 54449.

From The Heart

A data sheet on clear all heart redwood is free from California Redwood Association, 591 Redwood Highway, suite 3100, Mill valley, ca.94941.

Get Organized

A free brochure on space-saving kitchen cabinet organizers is available from Keije Cabinet Organizers, 57 Hamilton Ave., Waterbury, Ct. 06702.

Covering Up

A l2-min. audiovisual on the retail merchandising of wallcovering is available from Abrams lnternational Merchandising Systems, l-8W-241 -8822.

ARIZONA DEALER

(Cotrtinued .frottt page I7)

nominal growth of the Southwest."

When asked about his best selling items, Ramsey laughed and said "That's hard to say, but honestly, the ceiling fan business has been unbelievably great. We have sold thousands and thousands of them."

Douglas fir is the big seller in lumber. Ramsey explains that it is most readily available off the West Coast. He likes the freight advantage of cargo coming by barge to San Diego and then being trucked to Yuma. About 8090 of the lumber is bought from Southern California wholesalers who deliver by truck. The rest comes direct from the mills in the Northwest by rail. The yard has no rail spur.

The Yuma facility has its own local pre-hung door shop. Trusses are obtained from the O'Malley plants in the Phoenix area.

Yuma is part of a company founded in 1908 by the O'Malleys, who moved to Phoenix, Az., from Missouri and Colorado where the family had beenin the lumber business. Pioneers in the territory long before Arizona became a state, they have earned a place among the foremost leaders in the lumber business in the nation.

Diversifying over the years, O'Malley has established a line of 19 retail facilities in southern Arizona, west Texas and New Mexico as well as divisions for millwork, contract hardware, wholesale lumber and hardware, real estate and investment. They also own a concrete pipe manufacturing company and a roofing company. The retail division owns and operates four truss manufacturing plants and five prehung door plants. Corporate offices are located in an O'Malley-owned highrise in Phoenix. Employees in the company total over 1,500 people.

Capitalizing on the O'Malley reputation for honest dealing, personal attention and service to the customer, the Yuma store has been exceptionally successful. Manager Ramsey expects it to continue to grow as the sunbelt area flourishes.

Future Dates

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

GIASSIFIEE

ADVERTiSEMENTS

IXX)R SALESMAN. kading distributor in No. Ca. is looking for someone with a minimum 3 years experience selling wood and metal doors to door shops, retailers and pre-hangers. Excellent compensation and benefit package. Send resume to BMD, Inc., P.O. Box 606, Galt, Ca. 95632. Attn: Mike Fergason.

SALES: Manufacturer and distributor of stile and rail doors and millwork is expanding operations into Bay Area of No. Ca. Looking for sharp, aggressive two-step sales people for both inside and outside sales position. Knowledge of market and products a must. Excellent opportunity for the right people. Send resume to Box 542, c/o The Merchant Magazine.

YARD MANAGER

Retail lumber yard manager wanted for yard in Northern S.F. Bay area. Very active growth area. Must have contractor & retail sales experience. Excellent benefit package, salary negotiable. Send resume to Box 538 c/o The Merchant Magazine.

LUMBER TRADER, experienced in softwoods, boards and selects. Excellent opportunity for aggressive individual. Send resume, in strict confidence. to P.O. Box 23186. Portland, Or.97223.

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: $40. 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., Suite 4t0, Newport Beach, Ca. 92,66i0. Make checks payable to The Merchrnt Magazine. 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.

YOIJR OPPORTUNTTY

Need salesperson experienced in lumber, hardware and building materials. Inside counter and outside sales. Excellent benefits. Watts Lumber Company, 7100 Radford, No. Hollywood, Ca. (818) 765-7570.

RETAIL/CONTRACTOR lumber yard in Ventura County, Ca., looking for experienced yard foreman. Please mail resume to Box 543 c/o The Merchant Magazine.

SALES: Wholesale lumber distributor is expanding existing sales staff and needs experienced self-motivator, aggressive and with following in So. Ca., to sell import and domestic hardwood plywoods, hardwood lumber and softwoods, plus cut{o-size. Excellent commission and benefits. Please call Jim Skay at Skibba Lumber, Inc., Orange, Ca. (7141 997 -17M.

LUMBER TRADER: Established No. Ca. wholesale comp:rny looking for traders in west coulst species, experience necessary. Must be selfstilter with customer following. Top compensation and benefit package. Send resume to Owen McKannay, Schaller Forest Products, Box N, Redding, Ca.9fi9.

DIAMONDLUMBER

We operate a lumber department that handles 350 million board feet of lumber a year and are expanding our Dallas operation. This expansion has created an immediate need for the following positions.

c TiafJic Manager-Self motivated, goal oriented with the knowledge and desire to create a traffic department. Must possess a good working knowledge of all lumber transportation modes.

o Lumber Buyer-Must possess a minimum of 2 years lumber purchasing experience.

Lumber Ttader-A self starter. interested in producing sales and profits with previous lumber trading experience. So, ifyou are experienced in any ofthe above positions and are looking for an opportunity to grow, send your resume and salary history in confidence to:

Lumber Merchandise Manager Damond Lumber. Inc. 1555 Valwood Parkway Carrollton, Texas 7501 1-5026

the market.

Results.

LOCAL LUMBER hauling Southern

California roller bed truck and trailers and bobtails radio dispatched. Rail car unloading at our spur in Long Beach. 3C Trucking (213) 422-0426.

Order Blank

RETAIL LUMBER YARD UTAH LOCATION

Retail lumber yard located in large growing town in Utah. Well established business with sales volume over $6 million and still growing. Good gross profit margin. Real estate has rail spur in yard. Manager willing to stay. For further information contact: Tom Harrison (801) 292-8481.

RESAW WITHOUT MOTOR, 42" Fay-Egan

$1250. Gangnp saw,lVz x 12 arbor with 15 hp. motor. Both old. Contact Bob (805) s43-3871.

COPELAND

TWISTED

PRINT YOUR TOTAL HERE $

*Phone number and address can be oart of 25 word minimum.

per column inch rate applies to camera ready copy; $40 we set the type.

:-] Assign a box number and mail my replies daily. TO RUN: TIMES

SOUTIIERl{ CALIFORNIA LOS A]IOELES AREA

SAl{ FRA]ICISCO BAY AREA

HMS Syslems Corp. J.H.Baxter&C0..

onAtacE, R|YERS|DE & SAX BERNARDIXO COUl{TIES

Burns Lumber Co.

C&ELumberCo.

CaliforniaHardwoods (8001 421-7779

Calilornia Lumber Inspeclion Seruice

Cal-West Lumber & Milling C0........

Canlor U.S.A. Corp.

Carroll Moulding Co.

Cascade Emprre Corp.

DMK-Pacifrc Corp.

Essley & Son. D.C.

Far Wesl Fir Sales.

Fontana Wood Preseruing

FounlainLumberCo..Ed.

Freeman &C0., Slephen G.

FremonlForeslProducts

Ganahl Planing Mill

Georgia-Pacilic Corp.

Goldrng Sullivan Lumber Sales

HarrisTruckinoCo. ........

Hines Equipme-nl Co.

Inland Trmber Co.

Johnston Hardwood lnc.........

KooDers

Forest Products .

Calilornia Lumber Inspeclion Service

Calilornia Redwood Assn.

Casella Transponation

Cresiwood Foresl Producls 0MK Pacilic Corp.

wors, Inc.. Floor Servrce Suootv {San Jose) .

Georqia-PaciticCdr6.

Georoia-Pacilic Corb. (San Jose)

HarnEssTimberPrddubts....

Hiooins Lumber Co. {Monterev)

Hiddrns Lumber Co. iSan Josil

Hiddins Lumber Co. iUnron Citvt

Hiodins Lumber C0. lwalnur Cidek)

Hii?wood Lumberbo........

Louisiana-Pacilic Corp

MacBoathHardwood{Eerkelev)

MacBealh Hardwood lsan Frahbisco)

Pacilic Lumber Co. Panel Clio RedwoodInsDeclionservice

Rolando LumberCo., Inc.....

Sequoia Supoly (Fairlield)

SequoiaS_uppli(SanFrancisco).

5tm0s0n

raoRTHERlt AND CENTRAT CALTFORNTA

Georgia-PacificWarehouse..

Hedlund Lumber & l,lachine Slaining Higgins L!mber Co. Koppers Co.

Laminated Timber Services, Inc

LewisCo., Inc., PalmerG.

Louisiana-PacilicCorp..... Michigan-Calilornia Lumber Co.

M & l\4 Builders Supply.. Nikkel Corp., The P& [4 CedarProducts........ Rocklin ForestProducls SimmenLumber........ Stanline, Inc. Stocktonwholesale

ljnion Foresl Producls ....... Union Planing Mill Waldron Foresl Products.. Western !!bod Treating Co. Wbyerhaeuserco.

SAilTA MARIA Higgins LumberCo.

SAilTA BOSA AREA

J.H. BlevinsCo., Inc.........

Higgins LumberCo. ....... Martin Forest Industries.

Noyo Timber Products, lnc.

Nu-ForestProducts Rich ooss, Inc. WindsorMill. Inc............

UKIAH/CALPELtA/WItI.ITS

AllHearlLumberCo., Inc.

coastwoooemeivlng,inc......

Forest Producls Transporlalion Litlle Lake lndustries

ANEA DMK-Pacilic

Marketino

WEI{ATCHEE

PACIFIC NORTHWEST STATES

GR€ATER MRTLAIIO AREA

J.H. Baxter & Co.

6oise-ciiiaoe

Callall Brothers.

BUVE trlS'

CascadeEmpireCorp....... (800) 547-8371

Cole&Associates,JohnT..... ..

continental Forest Products. (800) 547-8465

Crow's Weeklv

Drsdero Lumbar Co.

0MK-Pacilic

Estacada Lumber

Friesen Lumber Co.

Fullmer Lumber Co.

Furman Lumber, lnc.

Georgia-PacrticCorp.

HamplonLumberSalesCo. .. .....

InlercellManulacluringC0.,lnc.

Lewis Co., Inc., Palmer G.

Loursiana-Pacrf ic Corp

Lumber Producls

Ml. Angel Plywood Inc..

Nonhwesl Hardwmds

Penberlhy Lumber Co

Pope & Talbol

Publishers Foresl Products (800) 547-6633

Foresl

Red Cedar Lumber Assn.

(509) 922-4949

(800) 541'059i

Lewis Co., lnc., Palmer G (206) 662-21 11

YAKIlIIA

ALASKA

ROCKY tOUllTAll{S

SOUTHWEST ARIZONA

James Frederic Macrum, vice president of Woodmaster Wholesale, Lakewood, Co,, died of cancer on Oct. 3, 1985. He was 68.

Born Jan. 16,1917, in Denver, Co., he had been in the lumber industry for 45 years, starting with Weyerhaeuser in Oregon in 1942. He had worked with K. V. Lumber Sales in Denver before joining Woodmaster.

Mr. Macrum attended Denver University and served in the U.S. Army during World War IL He was a member of W.O.O.D., Inc., A.R.M. sales organization and was a Mason.

He is survived by his widow, Lois, two sons, four granddaughters, one grandson and three brothers.

Steve S. Yaeger, chairman of the board of Yaeger & Kirk, Inc., Santa Rosa, Ca., died Dec. 8, 1985, in Santa Rosa after a short illness. He was 78.

Vinyl Siding Sales Strong

Vinyl siding and accessories are expected to experience strong grorvth in 1986, according to John W. Belt Jr., chairman of the Vinyl Siding Institute.

When all the figures for 1985 are compiled, it is expected that shipments will reach 7.5 million squares, a jump of I million squares from the previous year's high.

Vinyl siding has continued to make inroads into new construction while maintaining its position as the favored material for remodeling, Belt said.

Born in North Dakota, he moved to Sonoma County, Ca. where he began work at 18 for the E.U. White Lumber Co. He became manager and eventually went into business with the firm's owner, Henry Law, as Law & Yaeger. In 1952 he formed Yaeger & Kirk with Robert E. Kirk.

Mr.Yaeger was a past president anda member for 46 years of the Santa Rosa Kiwanis Club.

He is survived by his widow, Frances, one brother, three sons, one daughter, ll grandchildren and a great-grandchild.

Fred Gummerson, owner and operator for 28 years of G & R Lumber Co., Cloverdale, Ca., died Nov. 23, 1985, in San Jose, Ca. He was 76.

A native of Sweden, he moved to Cloverdale in l9zt6 and formed G & R, which he ran until he retired in 1974 when he sold the company.

He is a longtime member of HooHoo International, the lumberman's fraternity, and the Commonwealth Club.

Mr. Gummerson is survived by his widow, Dorothy, two brothers, one son and three daughters.

ADVtrRT[gtrREO INDtrX

February, f986

An exciting addition to this magazine's series of special issues will appear in Febmary, 1986. Highlighting cedar, it will cover a wide range of topics of interest to anyone involved with wood. lltell be talking about cedar's selling points, marketing possibilities and its growing role in the wood market . . . plus: how to buy it and how to promote cedar.

In addition, there will be case histories and other success stories on how wholesalers and retailers can proftt from cedar's growing market acceptance.

ADVERTISERS: Make sure youle not left out of this important issue. Call or rurite today to resewe space in our Febnrary Cedar Special Issue. The deadline for space reseruations is Januargr 15, 1986. To resenre space orfor more information, just call the telephone number shown below.

Desert Redwood' is no mirage

Youknowthe problern wood looks right, feels right,

Some redwood hrnber is too geen Someistoodry.

Well, new Desert Redwood from Louisiana-Pacific is just rigfit It sohes the problem once and for all

New L,ouisiana-Pacific Desert Redwood is construction common or consbuction heart lumber

that is kiln dried rather than air dried. But just to a perfect

percent or ICJ lowermoisture contenL

Only after it's dried is it trimme4 planed and graded Dimensions are bue. Shrinkage is controlled Gradingis right on Louisiana-Pacific Desert Red-

worksrighl Even better, it's priced right And another beautifrrl ttringabout L-P Desert Redwood is its weight Unlfte gre€n redwood that weighs up to 2800 pounds per thousand board feet Desert Redwood weighs about 1600pounds per thousand.

You payless freight to get iL You deliver more per tmckload. Your retail customer can load it withease.

Louisiarn-Pacific Desert Redwood constrrction common and constuctionheart are available in 2"x4" or2"x6" dimensions in lengths to 20 feeL

Nobody else makes it Just Iouisiana-Pacific Dscover the beauty of L"ouisiana-Pacific Desert Redwoodtoday.

A personal guarantee.

When you buy an Americannnde Louisianra-Pacific product fike Desert Redwood, we e>rpect you to CIAect the besl Not just quality. But a competitive price. A satisfictory business relationship. And service that leaves vou completely satisfied

The 12,000menandwomen of Louisiarn-Pacific joinme in gvngyouourpersonal gturantee.

Wewillperforrn

If we don! letus know, please.

Sincerely,