Merchant Magazine - January 1987

THE N/ATION/AL HOME GENTER

Idore than 1,4{}0 ;fmrcasing thousands of t0 your do-il-yourself and i4ome Center, i+ome Center of.the Year nwards Disday and the Ail ing Display Center. Relax and enjoy the company of professional customers. No buying group, association or wholesaler show offers the COMPT-ETE range of home improvemenl products you'll find al the 1987.National Horne Cenfer Show.

Exciling seminars and workshops geared to your specific needs and interests. Here's your opporlunity to listen to and interact with experts who understand and can offer solutions to the challenges and opportunilies you face on a daily basis as a building malerials dealer. You'll

fellow dealers after Show hours at ow FREE social hour. Plus. you can hold the line on lravel expenses by taking advanlage of our special hotel rates and rock-boftom airline fares.

save $lo by pre-registering TODAY for The National Home Cenler Show. Fill oul the registration form below and return it to us by February 6, 1987. You'll receive a FREE Show badge by return mail and avoid the Slo at-Show regis{ration fee. Mail yours TODAY!

Free Pre-Registration I nstructions

1 . Must be received in the show olfice by February 6, l98Z Confirmation of pre-registration and hotel reseryation forms will be mailed within threeweeks. Free badges will be mailed atterJanuaryS, 1987.

2. Late mail registrations will not be processed. Register again at Show. (At-show registration lee $10.00)

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

4, NO ONE UNDER 16 YEARS OLD ADMITTEDIMPORTANI Please leave soace between first name or initials and last name

THE N/ATION/AL HOIVTE CENTER

ilililililililililililililililililililililil il t

s]lollll.

March 8-11. 19tr/ Chicago, lllinois

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

(l) n Retailer/Dealer

(J) n Wholesaler/Distributor

(P) r-l Other (please describe)

Maillo: National Hom€ Canter Show 600&lcaltRoad Park Rldge, lL 60068 U.S.A. Hotel lorms wrll be sent on receipt of pre-registralion forms should not use this form. Please use form provided in Exhibitor Kit. I

Serving 13 Western States

Fditor-Publisher David Cutler

Senior Editor Juanita Lovret

Assistant Fditor David Koenie

Contributing Editors Dwight-Curran. Gage McKinney, Ken Thim

Art Dirtctor Martha Emery

Stalf Artist Carole Shinn

Circulation Louanna Muell

The Merchant Magazine (USPS 79656000) is published monthly at 4500 Campus Dr.. Suite 480, Netport Beactr. Ca. 92.660, phone (n4) 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 OFFICES

Advertising rates upon request.

From all slates easl of the Rocky Mountains: Contact Jean Waggoner, national sales manager. From Arizona, Nevada and California: Contact David Cutler. Both may be reached al (714) 852-1990 or by writing 4500 Campus Dr.. Suite 480. Newp6rt Beac[, Ca. 92660.

From Washington State, Oregon, ldaho, Wyoming, Montana, Utah, Colorado and Canada: Contact Carol Holm at (206) 340-0680 or l0l8 Lloyd Building, Seatrle, Wa.98l0l.

ST]BSCRIPTIONS

Change of Address-Send subscription orders and address chanses to Circulation

Dept., The Merchant Magazine, 4500 Campus Dr, Suite 480, Newport Beach, Ca. 92660. Include address label from recent issue ifpossible, new address and zip code.

Subscription Rates-U.S.: $9-one year; $l5two years; $20+hree years. Foreign: one year payable in advance in U.S. fundsCanada or Mexico: air-$35; surface-$30; South America: air-$55; surface-$30; Asia: air-$68; surface-$3O; Europe: air-$98; surface-$3O. Single copies-$2; back copies-$3 when available plus shipping & handling.

The Merchant Magazine is an independently owned publication for the retail, wholesale and distribution levels ofthe lumber and home center markets in 13 western states.

Ouality products, quality service, you'll find them both at All-Coast. Plus experience and knowledge, you'll find plenty

0f each, too. That's what it takes to be a g00d supplier

We're here to supply the retail lumber dealer and we

do it right. Our customers expect fast service and we make

sure they get it.

From your very first phone call you'll know we're not

new in the business. With our vast inventory and experienced

stafi you can count on delivery when needed.

All-Coast has personalized service, there's a salesman

assigned to your area. He'll get you quality materials at a

very fair price that you can sell at a profit.

We specialize in timbers, No. 1 and better Saw-sized

or surfaced, like those shown in the photo.

When you order from All-Coast you get quality

prooucts, uepenoaore servrce, compelrlrve pnces ptus

products, dependable service, competitive prices plus

something eise you can't get any oiher place - our

name.

DAVID CUTLER editor- publ

The growing threat from substance abuse

E OUR YEARS ago Indiana Senator Dan f Quale wrote that less than 2% of our leading business executives believed that substance abuse was a serious problem in their organization.

No more. Alert leaders now recognize that substance abuse is a serious situation, sometimes described as the nation's number one health problem. If you still think that the problem is confined to a few of the yard crew smoking a joint for lunch you better wake up.

While only about l0lo of the American population regularly uses marijuana, that still amounts to 22 million people. And millions more use it occasionally. The Institute on Alcohol Abuse recognizes about 15 million active alcoholics in the workplace. Many suspect the problem is far greater. Workers with substance abuse problems use one-third more sick leave than the average worker; their absenteeism is described as l6 times higher than that of other workers. Workers compensation claims for sub-

stance abusers run five times more than average. Their productivity is 250lo lower.

Make no mistake about substance abuse. It is every bit as prevalent in the boardroom as it is in the plant. The problem cuts across all social and economic lines. In the past five years, there has been a 1000/o increase in the number of "executive addicts" going to treatment centers. Whether it's booze, pills, tranquilizers, coke, crank or other street drugs, no group is immune. Identifying the substance abuser through testing and other methods has raised serious questions about civil rights, individual and community freedoms and a host of thorny questions.

Yet this sickening problem must be addressed and a reasonable measure of control achieved. The losses caused to businesses, individuals and families are appalling. If your company doesn't have an ongoing substance abuse program, it will cost you money and injuries just as surely as you are reading these words.

Serving the lumbet and home center markets in 13 Western StatesSince 1922

Firrst (eh..tsts f',1;:ll:r,+: -i..'u-e':s

How they keep the materials moving in Alaska's winter

TRANSPORTATION has always I been an integral part of the lumber and building material trade. But no where else in the West is this relationship quite the same as hauling to, from and around Alaska.

During the summer months, the weather is best and the widest variety of transportation modes and companies is available. The temperature is actually recorded in positive numbers.

The choices beginning in fall and lasting until late spring, though, become rather limited. "Everybody just folds up for the season," explains Dick York, assistant manager of Palmer G. Lewis Co., Inc.. in Anchorage, Ak. "lt's because there just isn't enough business to support

many businesses, and because the weather is very poor. The Gulf of Alaska, in particular, becomes choked with ice."

Two large shipping lines do stay open for business: Sea-Land, a national container ship operation, and Totem Ocean Trailer Express (TOTE), the local Washington-toAlaska company. Resembling aircraft carriers almost three football fields in length, their ships accommodate anything on wheels or tracks. Whatever a shipper uses for his overland moves (standard trailer, highboy, lowboy, piggyback, opentop, flatbed or other conveyance) is rolled or crane-lifted onto one of the trailership's five levels.

The ships can complete a round

STEllilSlllPS of Totem Ocean Trailer Express olfer live levels to transport flat beds, dry vans and trailers for maximum capacity (390 trailers and 126 standard autos) and the

most expedient loading and unloading method-simply driving the cargo on and off.

L0A0l1lG a Sea-Land llat lor shipment to PGL's Anchorage warehouse is done at Palmer G. Lewis Co.'s Auburn, Wa., distribution center.

trip between Tacoma, Wa., and Anchorage in less than a week. Transport time is about 2-ll2 daYs each way, with port turnaround about l0 to 15 hours.

But rough winter conditions can cause trouble even for the big transports. Late last November, one of the first storms of the season ravaged a TOTE vessel with rolls of 40'. Nine vans were washed overboard.

Shippers must also take sPecial precautions. "Some material, if sensitive to moisture like plywood, is loaded on flats and then covered with poly," says Harold Brandt, traffic manager for PGL in Auburn, Wa. "During winter months, some other commodities tend to fteeze, like water-based paints, so we shiP them in heated and speciallY insulated containers."

Story at a Glance

Fighting temperatures as low as minus 50 degrees, ocean and land shippers battle brutal conditions. special shiPPing and packaging precautions dictated by weather. cold and darkness take their toll.

Some carriers. such as TOTE, offer specially insulated trailers which are plugged into the ship's electrical system.

Shippers' only other choice is Alaska HydroTrain, a Seattle-toAnchorage barge service. Products are carried by a "tandem tow," a tug pulling a pair of different sized barges. Many of the units have wheels so they can be rolled onto railroad cars when they reach port. A one-way trip takes eight to nine days.

The rates are much cheaPer because the transit time is much slower, yet PGL uses this to their advantage. "We try to get Anchorage to sell (the product) while it's on the water," explains Brandt. "We advise what's coming up and they've got about l0 days to sell it." Selling it while it's on the ship saves an unnecessary trip to the warehouse. The product can be offloaded and shipped straight to the customer.

This is especially helpful in supplying the many islands of Alaska, which often must rely on summer shipments for virtually their entire inventories. Except for a June to August window of nice weather, service to western coastal islands is reportedly very margina..

Another characteristic of dealing in the High North is the length of daylight and darkness. "But you learn to live with that, too," says York. "During winter comes the shortest day, 5 hours and 20 minutes of light." The opposite occurs during summer. "When you wake up in the early morning, it's been light out for hours, and when you go to bed at night the sun still has yet to set," he adds.

Yet weather conditions provide shippers with most of their problems. In Fairbanks, Ak., for example, temperatures of 40'-50" below zeto are not unusual. On the roads, all the expected winter driving troubles arise.

"l was talking to one of our truck drivers recently," recounted York, "who said he got to Fairbanks on a trip a couple of years ago and it was 67" below. He pulled the tarp off the load and the tarp stood there like a tent. He couldn't fold it. lt was so stiff you could have driven a car through it. He said during that trip the warmest day was 45o below."

But even in the subfreezing regions of Alaska, somehow they keep the lumber moving.

FERRY service between Seattle and Alaska is provided by Alaska HydroTrain, a two-barge tandem towed by a powerful oceangoing tug.

Reregulation= a new direction

Bv B. R. Garcia Transportation Consultant

B. R. Garcia Traffic Service

E OR MORE than five years. ship- I pers and carriers, both rail and truck, have adapted (some more successfully than others) to an environment of deregulation or semi-deregulation.

A proposal to completely end the economic regulation of motor carriers in interstate commerce was introduced in the United States Congress in 1986 and would probably have been enacted into law, had it not been for the higher priority given the tax revision bill. Trucking deregulation will undoubtedly be considered in the 1987 session of Congress.

In the meantime, the individual states have gone their own ways in regulating intrastate trucking within their borders. In the forefront of activity has been the Public utilities Commission of the State of California (CPUC).

In April of 1980, the CPUC abandoned their system of minimum rate regulation for motor carrier transportation of general commodities, a system which had been in effect for many years, and embarked on a trial period in which the emphasis was to be on carrier-established rates, with each carrier to publish and file with the Commission, their exact rates.

The old Minimum Rate Tariffs were re-named "Transition Tariffs, " and the rates named therein (frozen at the April 20, 1980, level) were to be the lowest legal rates, unless the carrier filing a lower rate could meet one of the following requirements for reduced rates:

(1) Tfrat the reduced rate would contribute to that carrier's profitability, as evidenced by a detailed Cost Justification to be submitted by the carrier, or

(2) That the reduced rate is filed to meet the already existing lower rate of a competing motor carrier.

An interesting feature was

included, based on testimony of the Teamsters' Union that protection was needed against the possibility of non-union carriers filing rates which would be so low as to preclude competition by trucking companies who employed union labor.

To compensate for this factor, the CPUC ruled that, when a carrier files a Cost Justification for a rate reduction, he must show a labor cost based on the Prevailing Wage Scale established by the Commission, even though he may actually have lower labor costs.

In the ensuing five years, more than 1,900 rate reductions were filed with Cost Justifications, and many thousands of "Me-Too" rates were filed by competing truckers.

During this time, considerable pressure for change developed from various interested parties, ranging from establishment of a permanent system of strict regulation to complete deregulation, depending on the viewpoints of the individual proponents.

Many trucking companies were experiencing stiff competition, due to the effects of Senate Bill 860, which had made it easier for new truckers to obtain California intrastate operating authority. Meanwhile, the economic support which existing carriers formerly received from the Public Utilities Commission under the old system of minimum rates was gone. The rates in the Commission's "Transition

Story at a Glance

Complete trucking deregulation slated for 1987 session of Congress. meanwhile each state does its own regulating California PUC opts for tighter regulations on rates the current situation.

Tariffs, " which replaced the Minimum Rate Tariffs, were frozen at the level which existed in April, I 980.

In November, 1983, seeing the need for unity to meet their common goals, the California Manufacturer's Association (CMA) and the California Trucking Association (CTA). filed a joint application proposing a new system of regulation.

Briefly, the joint petition of CMA/CTA recommended adding two new classes of trucking contracts, i.e.:

(1) Truckload Volume Contracts based on a minimum of 50 truckloads per year or l0 truckloads in any 30 consecutive days, and

(2) Less Truckload Volume Contracts, requiring a minimum volume of 1.500.000 pounds per year or 30,000 pounds in 30 consecutive days.

Under the CMA/CTA proposal, Volume Contracts must either be justified by a showing of profit on the carrier's last annual report, or by a separate Cost Justification. In the case of the Common Carrier rates (not contract), CMA/CTA proposed that the CPUC prepare, and annually adjust, a Transportation Freight Cost Index (TFCI). If a TFCI showed a percentage change from the previous Index, all common carriers would be required to adjust their rates by the same percentage as the Index change.

Under CMA/CTA, "Me-Too" rate reductions would only be permitted for carriers who are already handling the involved traffic.

The proposal of the Ad Hoc Committee of smaller carriers differed in details from the CMA/ CTA proposal. The principal difference was the opposition of Ad Hoc to the Volume Contracts. Ad

The lumber business demands orderly, efficient and safe storage of many sizes, shapes and grades of wood. For Jones Lumber and Jones Wholesale Lumber that meant helo from Sammons & Sons.

"Sammons has been in the material handling business for nearly as long as we've been selling lumber. As our business grew, we knew that more eff icient storage was the answer to space planning and inventory control,"

states Rod Jones, president of Jones Lumber.

"But more importantly, the organization of our lines has given us a new perspective on inventory control. By separating each product by manufacturer, as well as individual type/grade, we can immediately verify visually stock on hand for those emergencies lhal pop up so often at the last moment."

"Sammons has had a sionificant

impact on our material handling needs. We would recommend their products and expertise highly."

Whether it's cantilever racks. oallet slorage, box storage or any other material handling need, Sammons can design a system for you. For over fifty years Sammons has been the name you can rest your reputation on.

Sammons...

Value tor America's Industry.

Ways to save delivery sche

By Wally Lynch Paid Associates

G ALES begin with an order and tJ are comoleted when the customerueceiues the purchase. What begins as a sale becomes a receivable once the purchaser has the merchandise.

Delivery is the action between these two points. Whether in the expansive, high tech computer world of Federal Express or the simplicity of a paper boy on a bicycle, every delivery requires scheduling. The essentials of scheduling are policy, performance standards and planning. The procedure is no different for lumber and building materials.

Policy begins with management's determination to make deliveries. It then branches into what the customer and employees need to know. Basic ground rules for a delivery policy must be known by everyone. These include days and hours, geographic parameters, charges, expected time lapse and the handling of "specials" as a relief valve for the "frantic frantics."

In addition, these rules provide those responsible for executing the policy with details of how they are to implement the company's commitments.

Policy guidelines posted for both customers and employees should include:

Store Hours: Daily: Mon-Sat: 7 a.m.-5 p.m. Sundays: Closed all day

Delivery: Daily: Mon-Fri: Orders received by noon, same day service.

After noon: Next work day morning.

Other: Conlact operations manager.

Employee only policy guidelines include:

$on duling

Performance standards involve the five activities which govern effective scheduling of delivery of any kind. Once identified they can be measured. The information can be used to determine equipment and manpower needs as well. These include:

(1) Load Management: when orders are collected twice daily for delivery as many as 50 stops can be sorted geographically as well as by truck load by one person within an hour's time. This can also be done intermittently during either half of the day. The object is to make up truck loads, or a minimum of four deliveries per trip.

(2) Picking time: if one man spends his entire day picking, banding, wrapping and pre-loading orders, how many does he complete? The average achieved is "picking time." A regular shift day of 8.5 hours, a lunch break of a half hour and two quarter hour breaks, measures 7.5 productive hours. It may vary slightly, but picking time average should be nominallv l5

Story at a Glance

Delivery turns a sale into a receivable. scheduling is a must in all operations. policy, performance standards and planning... proper procedure does more for less dollars.

minutes. On this basis, one man should pick 30 "stops" per 8 hour shift.

(3) Load - turn time: the truck returns from a trip, the driver spots it. How long before the vehicle is reloaded and outbound?

Visualize a framing package banded and pre-loaded and stacked on4" x 4"s in a l6'x 8' area in your yard with one of your 2Vz tons parked alongside. How long would it take to put the load on the truck, strap it down and move out? Again you will find 15 minutes to be an ample and "doable" time parameter. Note that the yardman can't pick anything until he's told what it is and the driver can't deliver anything until it's on the truck. These two must complement each other's activities with management's direction.

(4) Driving time: the elapsed time from and to the yard forms the framework of determining miles per hour. From this total stop time, break time and mealtime must be deducted. Most urban areas have 30 mph speed limits where not posted. What you are after is to achieve driving performance on average of 5 miles less per hour than posted.

(5) Site time: how long does it take to offload at each delivery point? Must you hand or machine place items like shingles, wallboard or millwork? Can you dump or boom? Identify what's normal or acceptable to you. Almost without exception deliveries which are merely off loaded can be accomplished comfortably in 15 minutes or under. Conversely, the best l2' wallboard, first level placement only, averages about 50 sheets per man per hour.

Planning, the third essential of scheduling, is a way of doing something that has been worked out beforehand. It is a scheme for action.

(1) Dispatcher: orders are funneled routinely to him for

action. Twice daily he develops maximum loads and trips based upon published delivery policy. Exceptions are handled and resolved at the discretion of the operations manager. A pickup truck is available for use by salesmen to handle "hot shots." Taxi drivers can be used to handle some types of "frantic frantics."

(2) Yardman: one yardman has 30 "pick and load units" each per shift. He can pick and load trucks making four trips and 26 deliveries per day or some similar combination.

(3) Drivers: all breaks and meals are taken from yard only. One hour deducted from 8.5 hour shift time leaves 7.5 hours to make deliveries. Three trips, three turns (2 breaks - meal taken concurrently), to make nine "off loading only deliveries" daily would take turn time of I hour plus 2.25 hours stop time. This will leave 4.25 hours of drive time. This, less .5 hours refueling and preventive maintenance time, leaves 3.75 hours of "drive time." At 25 mph the truck can be driven 93.75 miles daily.

Scheduling delivery within the parameters of the delivery policy of "orders" received before noon, delivered same day and orders received later delivered on the next working day becomes feasible. The communication of policy setting, identification of standards and their maintenance plus planning of loads is all measurable and manageable before, during and after delivery.

If you would like a copy of "LoadManagement" a pamphlet for managing loads, trips and delivery people send a stamped, self-addressed envelope.

How to avoid downtime on trucks

FIOWNTIME on delivery trucks

V can be expensive and frustrating with customers unhappy about delayed deliveries, drivers being paid while idle, and costly unscheduled repairs.

But with a regular program of daily checks, preventive maintenance and regular service, trucks can be operated efliciently and safely without unexpected delays or repairs. The owner's manual for each vehicle should be a bible of maintenance. Adhering to the manufacturer's recommendations is vital whether you have your own garage or send out your maintenance and repairs. Regularly scheduled maintenance allows your delivery operation to function smoothly, efficiently and economically.

Each driver should be made responsible for conducting a daily check of his vehicle and reporting any trouble or potential problem to his supervisor who then must be responsible for having the problem corrected. A written policy should be posted to establish who is responsible for minor routine maintenance such as changing oil, lubrication, adjusting brakes, replacing worn tires and doing minor repairs as well as keeping the equipment clean.

Daily delivery records kept by the driver should include a sheet for a

daily preventive maintenance report. This sheet, which should include the name or number of the vehicle, the odometer reading and the date, must be completed and signed by the driver at the conclusion of each day. It is turned into the supervisor who becomes responsible for attending to any problems pointed out.

Story at a Glance

Preventive maintenance prevents trouble. drivers must do daily checks what items you and your people should be checking to avoid problems.

The checksheet. which can be run through very quickly, divides the inspection into three parts with space for remarks by the driver. The engine check includes gasoline, oil, battery and radiator plus additional inspections judged necessary by the driver.

The exterior checkoff includes examining all mirrors, reflectors and glass including headlight covers for cracks, chips and cleanliness. Inflation and condition of tires plus

checking wheels and rims for damage, missing or loose lugs and leaks also must be checked. Checking door operation and examining the body and equipment for damage are additional items.

The interior check includes testing lights, emergency flashers and turn signals, horn, windshield wipers and safety belts as well as both hand and foot brakes and steering mechanisms. Cleanliness of the cab is another interior checkpoint.

Drivers also should maintain and be responsible for checking emergency equipment such as truck insurance card, accident report forms and emergency flares, as well as items such as ropes, red flag for tailboard loads, shovel, chain and binder.

It is important that the driver plays a key role in maintenance. He is the only one in a position to detect and avoid trouble on a routine basis. The supervisor of drivers also must be diligent in attending to any problems reported to him. If nothing is done after a driver documents potential trouble, the system is worthless.

If downtime is a headache in your business, now is the time to get together with your maintenance people, supervisors and drivers and initiate a preventive maintenance program.

Keep your eyes on the driver

f|UT OF CONTROL lumber truck Vkills two. Lumber truck crushes sports car. Overturned lumber truck causes massive freeway tie-up . . if headlines such as these are part of your nightmares, it is time for you to keep an eye on your driver.

Truck safety has become a national concern. In late fall, the American Trucking Associations launched a series of late-night "trucker" radio program spot announcements plugging the need for safety and courtesy on the highway. More than I 100 commercial messages were broadcast on 12 stations across the country.

This advertising campaign was coupled with the Road Team project in which six selected professional drivers toured the country making speeches, giving interviews and appearing on radio and tv with their safety message.

During 1986, the ATA also was instrumental in getting legislation creating a single commercial drivers

license. This was a legislative victory over one of the biggest problems facing trucking"an increasing accident record involving trucks and cars," said Thomas J. Donohue, ATA president.

The single commercial driver's license will work to get bad drivers off the road by creating a uniform, national licensing system for drivers ofheavy vehicles. A central file ofall major violations will allow states to exchange information about driving records. With this new legislation road tests in the vehicle to be operated will be mandated in all states. In addition, it provides for more roadside inspections of equipment and drug/alcohol testing of drivers.

As an employer of truck drivers, you can set your own policies and establish your own guidelines for hiring and keeping drivers who are competent and qualified. Dixieline in San Diego, Ca., is an example of a retailer who has set up a simple, yet effective program for qualifying and training drivers.

They begin by not selecting inexperienced drivers unless they have had a reasonable period of working at Dixieline and a thorough knowledge of policy and procedure. "Before hir-

ing a new experienced driver, the company does a background check and conducts a driving test to certify that he is familiar with large trucks," says Roger

ing or driving under the influence of drugs or alcohol automatically disqualify a prospective driver.

Myers,

corporate security/safety director at Dixieline.

Story at a Glance

New national drivers license for heavy trucks. added roadside inspections... how one retailer screens, hires, checks and trains the drivers it puts into its trucks.

The background check for prospective Dixieline drivers includes (as required by both the Department of Transportation and the California Highway Patrol) verifying with the Department of Motor Vehicles in Sacramento that the candidate has a current drivers license of the correct class. They also check past driving records and violations with the DMV. They investigate all violations. Violations such as too many speeding tickets, reckless driv-

If a prospect survives this investigation, he must undergo thorough physical examination including alcohol and drug abuse screening.

If both the license check and physical are acceptable, the new hire receives additional training before being allowed to drive a Dixieline truck. This includes being responsible for material in the Driver's Handbook which is issued to him, and instruction by the garage foreman in truck nomenclature and characteristics. He has on-the-job training of two weeks as a ride-along and two weeks as a driver with a trainer along. The final check to be passed is a driving test with a dual trailer rig given by the garage foreman. The driver who completes all this successfully is then on probation for 90 days.

Untrained driver candidates selected from present Dixieline employees undergo the same checks and complete extended training

(Plcusc tunt t() ltugc 19)

Successful management conference

lA ALLING California the "Bad V Check Capital of the U.S.,"

Ralph Landry told the opening session of the Lumber Association of Southern California convention that there are many ways to prevent "deadbeats from beating you out of your own

Landry is the credit manager of Builders Supply in Palm Springs, Ca., site of LASC's 36th annual management conference.

He said that pre-liens were essen(Please turn t0 page 19)

Story at a Glance

Credit management, the economy, how to effectively price inventory, and stress control addressed at 36th annual LASC meeting... Al Newkirk honored as Lumberman of the Year... Phil Butterfield named new president.

HALL

Ill Bob Sievers, Stan Brown, George Clough, Carl Poynor. (21 Bill Ferguson, John Ganahl. l3l Andy & Marion Ersek, Sylvia & Jim Frodsham. l4l Tom & Russ Mullin. l5l Art & Yvonne Penberthy. (61 Rodger & Sandy Morris. l7l Dennis Kirk, Pete Marshall, Wayne Earley. l8l Rick Learned, Dave Barry. l9l Al Reed, Bob Ransom, Al Martin. (l0l Jim Gilchriest. llll Terry Fischer, Michael Learned. ll2l John Newquist, Jack Butler, Janet & Mark Paletta. ll3l Jamie & Dick George. ll4l John Allen. ltSl Coteen & Bob Porter. (l6l Scott Eilefson, Jack Finnegan, Matt Hallendy.llTlMike Sampson. Il8l Doug Willis, Patric Taylor. Il9l Gale & Jackie McBride, Drew Sasser, Rick 0rlando.

0F FAME panelists

money."

Mr. Comfort says: "TWEK@ is strong, tough. and gives yearround comfortl

Canada has agreed rc impose a l5o/t tax on timber exported to the United States, ending the controversy that Canada had been unfairly subsidizing softwood exports the U.S. willlift proposed duties on softwood imports from Canada

Foorltill Luntber and Hardv,are Co., Int'., Glendora. Ca.. has been remodeled bv new owner Don tsoehm.. A $l.5.million Hayward Luntber Builders Center has opened in Barstow, Ca. Lumbermen 's is building a home improvement center in Silverdale, Wa. ..

Sackett artd Peters, Whittier. Ca.. held a preview of' their recently remodeled store for 200 dignitaries and custonters

. , Haines Lumber, Inc. is A new store opened by Ken and Judith Haines in Albany. Or.

Diamond Lumber Inc., Oroville. Ca., has tripled its size with a $25.000 remodeling and expansion . Vant'e Building Servic't' Center has been opened by Marion Vance in Winnentucca. Nv. ,.

H&E Do ft Yoursell Centerhas opened a 32,000 sq. ft. store in Palnrdale, Ca. Ole's in Upland, Ca., is closing because its lease has been terminated: the city is purchasing the land for redevelopnrent. .

Lumberjack Corp. plans to build a new outlet in Chico. Ca. . . . Payless Lumber C'o., ["lermiston, Or., I-ras been remodeled by its founder, John Richards. who has returned from retirement to manage the store

Mercer Island Lumber, Mercer Island, Wa., has closed with Errsl considering closing its Mercer lsland store by mid-year. according to a co. spokesnran . Edgemont Lumber and Home Improvement Center, Sunnymead, Ca.. h;rs celebrated its l5th Anniversary

Oregon- Willamette Lumbcr Corp., Lincoln City, Or.. has flled for Chapter ll bankruptcy' .\penard Ruilclers ,\npply, has closed its store in Glennallen. Ak.

Walker .Scou is closine irs National City, ('a., unit ancl fivc other San Diego. Ca.. are:l stores, keeping open stores in Escondido and Palm Springs. Ca., Handyman, San Diego, Ca., based chain of -53 Ca. and Az. slores. is completing liquidation with plans to clistribute at least $47.11 a share over an indefiniteperiod...

Coast to Coast ,*ore.s. lnc.Denver, Co.. and Builder Marts o.f Amerit'ct Inc., (ireenville, S.C., are negotiating a merger... I|'ickes Co^s. ended its bid for Lear Siegler which was then acquired by Forstmann Little, a private investment partnership fbr $2.1 billion

Di-rieline Lumber, San Diego, Ca.. has purchascd 5 fornrer Iland,rrman units in their area: Lir Mesa, 75,000 sq. ft.; Kerne,v Mesa,62,000 sq. fl.: Solana IJeach, 42.000 sq. {i.; Ranclro San Diego, 41.000 sq. fi.; and Chula Vista. 60.000 sq. It. The additions to Dixieland's 7 other units are expected to move sales to Sl-50,000,000 a year

Ranser Wholesale Lumber Co. has moved its office to Glendale. Az., from Phoenix ... Paci/ic States Pl.r'v,ood, San Rafael, Ca., has acquired Cali.fbrnia Plywood Co.,Emeryville, Ca. . . Dottgltert.y- Hamma Resource.s, Reno, Nv., has opened an offlce in Columbus. Oh.

Oregon .Strottd Roard Co. has opened a new office in Sacramento. Ca., headed by "Marty" McGinnis .. . Sun River Lumber Co., Inc"., has moved to new ol-fices in Fair Oaks. Ca. .

The Merchant Magazine

,/c w,ett -Ca tne ro n Lu ntbe r Corp., Lake Oswego, Or., has opened an office in San Clemente. Ca., Robert Spry, nrgr. Banks Lumb<,r Co. has sold its Flemet, Ca., div. to Lynn Forest Products, Corona. Ca.

Reel Lumber,9er,-it'e, Anaheim, Ca., has purchased ,tau,dust & Sltavings Hardy'oorl Lumber Co., Riverside, Ca.; Rcd is operating the I4 year-old company. selling hoth retail and industrial. with Tom Tiberi. retail mgr., Don Clark, wholesale nrgr., and Don Best, industrial mgr.

Mike Moseby and Richard Oberl-raus are t he founding l)artners of lYttrtlt('oast Redu'ood & Cedar Co., a new Kirkland. Wa. office wholesaler . . Crtrnet{ Lumber Co.. Central Point, Or., has a new dry kiln on line :rt their Oroville. Ca.. dinrensionmill ...

f:rost Hardwood. San Diego, Ca., has a new 12,000 sq. ft. building. enclosed on three sides, for storage of lunrber and materials ... Baker Hardv+'ood Luntber (b., National City. Ca., has added 10,000 sq. ft. of additional lumber storage to an existingbldg....

Georgia-Par'lic has acquired two moulding plants. one in Marysville, C.a., from Challenge Lurnber Produt'ts, lnc. and one in Yreka, Ca.. fronr Klamatlt l,(tttrldin,q tllill lnt'.

We.verhaeuscr is consolidating product lines at two No. Ca. customer service centers with San Jose handling only doors and Ilayward concentraling on building material products . .

Roseburg Forest Procluc'ts, Roseburg, Or., has acquired Paul Bunyan l.umber Co., Anderson. Ca. from Ken Walker for an undisclosecl price. includecl are more than 90.000 acres ol'tinrberland owned b-v- Walker

Hottsittg .starts for Nov, (latest. figs.) dropped 1.8%i to a seasonally adjusted annual rate of 1,598,000 units: multi-fanrily starts were down 6.lVr: single lhmily home starts crept up 0.3(X,; building pernrils rose l.7tth', honre construction in the West \\lts uP 6t'/,,

R[[[il0 Fhtbed speciarists!

LUIIIBIR rffinTs:; TRfll$P0RT nlnil#

GALENDAR

JANUARY

Lumber Merchants Association of Northern CaliforniaJan. 10-11, top management seminar, Asilomar, Ca.

Western Wood Products AssociationJan. 12, district meetings: Sheraton Airport, Portland, Or., and Coeur d'Alene Resort, Coeur d'Alene, Id.,; Jan. 13, Riverhouse, Bend, Or., and Valley River Inn, Eugene, Or.; Jan. 14, Host International Hotel/Airport, Sacramento, Ca.: Jan. 15, Red Lion's La Posada, Phoenix, Az.

Mountain States Lumber & Building Material Dealers AssociationJan. 12-L6, residential framing lumber estimating and speed estimating seminars, Denver, Co.

Dub's Ltd.Jan. 16, golf, Marin Country Club' Novato, Ca.

Los Angeles Hoo-Hoo ClubJan. 16, initiation, Indian Hills Country Club, Rubidoux, Ca.

National Association of Home BuildersJan. 16-19, annual convention, Dallas Convention Center, Dallas, Tx.

Humboldt Hoo-Hoo ClubJan. 22, annual crab feed, Eureka Inn, Eureka, Ca.

FEBRUARY

Southwest Sentry Hardware Co.Feb. 1, Sentry market, Southwest Sentry Hardware Co. distribution center! Phoenix, Az.

National Wood Window & Door AssociationFeb. 7-11. annual meeting, Inter-Continental Hotel, Maui, Hi.

International Furniture & Woodworking Industry Exhibition - Feb. 7-16, Accra, Ghana.

Wood Moulding & Millwork Producers AssociationFeb. l8-20, annual meeting, The Pointe, Phoenix, Az.

Western Hardwood AssociationFeb. 19-21, grading school, Thunderbird Inn, Kelso, Wa.

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Dub's Ltd.Feb. 20, goll Claremont Country Club, Oakland, Ca.

National Association of the Remodeling IndustryFeb. 26-28, annual convention/exposition, Washington, D.C. Convention Center, Washington, D.C.

MARCH

International Hardwood Products AssociationMarch 37, annual convention: World of Wood - "Dialogue," Loews Ventana Canyon Resort, Tucson, Az.

Forest Industries 19E7 Clinic & Machinery ShowMarch 4-6. Memorial Coliseum. Portland. Or.

International Hardware Trade FairMarch 8-10, Cologne, West Germany.

National Home Center ShowMarch 8-11, sponsored by Vance Publishing Corp., McCormick Place, Chicago, Ill.

Mountain States Lumber & Building Material Dealers AssociationMarch 12-13, building materials buying show. Denver Merchandise Mart, Denver, Co.

Western Wood Products AssociationMarch 17-20, spring meeting, St. Francis Hotel, San Francisco, Ca.

Loss Prevention ConferenceMarch 1E-20, sponsored by Home Center Institute, Embassy Suites Hotel, Orlando, Fl.

Woodworking Machinery & Supply ShowMarch 2E-30, Toronto. Canada.

HOME GENTIER MERGHANTI

Bill Fishman & Atfiliates

11650 lberia Place

San Diego, Ca.92128

? HE HOME Center Show in Chi-

I cago this March is going to be a humdinger.

The show will be larger. There will be more vendors displaying and there will be more retailers attending. The attendance figures will be way up because of input by those attending the Home Center Show Advisory Board Meeting that I chaired about four weeks after the close ofthe 1986 show. We, the show's management team, got quite an earful from the advisory board.

Helen Jo Whitsell, ceo of the Copeland Lumber Yards in Portland, Or., remarked that some dealers felt that the show was outside their comfort zone. She let us know that some of the retailers that she talks to in her market felt that the very title of the show and its Chicago location left the indepen-

dent building material dealer with the impression that the show was positioned for the big guys only. The other members of the board representingthe independents agreed with Helen. Dale Boozer from Columbia, S.C., Pat Rooney of J.T.'s Home & Building Centers in Newport, R.1., and Ric Russell of Millard Lumber in Omaha, Ne., advised us to create an identity with the less-than-giant home center and we could count on more people feeling that this show was for them.

"Let people know how much it would cost to come to Chicago for the run of the show, how to get from the airport to the hotels and what to do after show hours," they advised us. "Pinpoint the seminar programs to their size and talk about concepts that they can adapt to become better merchants. Talk to them about their problems and within sales figures that they can identify with "

We listened carefully. The manage-

ment team was very responsive to the advice ofthe advisory board. You have probably received a copy ofthe 20-page promotion about the show. You may not, however, recognize that there are two versions of this promotional piece. Version B is the typical brochure that is sent to the major home center chains. Version A is pinpointed to the rural markets. The opening two pages are specihcally geared to those who have never before visited Chicago or the previous Home Center Shows. lt shows typical airfares, cab fares, hotel costs, meals, courtesy buses, shopping areas and sightseeing.

As the board recommended, I pulled together a seminar program that identifies the needs ofthe independent dealer. There will be two opportunities to attend a full-day session with Jim Pence. Chilt Ellett of Chapin, S.C., will, in his good-ol-boy style, present 25 ideas to increase effectiveness in dealing with people.

There will be sessions on how to attract big-user customers and idea exchanges that will put retailers at round-table discussions with other retailers of their size.

Most importantly, I have advised all the speakers at all l3 seminars to tailor their addresses to this newly identified audience of less-citified operators. But there's more to this month's

column than just the new format for the Home Center Show. There's a point I'm trying to make. It has to do with the overstoring of America.

Is America overstored? You bet it is! Only in some very rural areas do you find people driving more than 20 minutes to choose from a variety of different retailers merchandising similar products. In the lumber and building material industry the competition has become fierce.

Today's customer, whether he's a do-it-yourselfer, a small contractor, a commercial account or a major developer, has the option of shopping close to home at the home center or lumberyard at which he feels most comfortable and where he feels he's getting the best value. (That's "best value" not necessarily the lowest price.) So how do you find out what to do to make customers feel comfortable in your location. Ask 'em! Sit 'em down and ask'em.

One of the most important, yet neglected. sources of information available to a retailer about his own operation is from his own customers. Most retailers have never learned to harness this source of information. It's so easy, so inexpensive and, regretfully, so overlooked. One of the best ways to have your customers tell you how your showroom fits within their comfort

zone is to create an advisory board just like the advisory board that provided us with the input to reposition the Home Center Show.

What can retailers learn about their own operations from an advisory board of their customers and non-customers? Here are just a few areas that were touched upon by advisory board meetings that I have chaired for retailers:

. How the communitv identifies the store

. What is missing or unnecessary in the merchandise mix

o Just how friendly and knowledgeable are the "friendly and knowledgeable" sales people How easy or dilficult it is to shop the store

o Does the background music and paging system create discomfort lor the shopper Do systems and procedures need overhauling

. Do the employees understand and believe the company's charter and goals

When you attend your first advisory board meeting, wear your thickest skin and come ready to learn that what you wish you were and what you are are not necessarily the same.

FRED CARUSO executive secretary

I IOUNTAIN States members met lUl recently to take a hard look at the challenges facing their businesses in an era of stiffcompetition, rapid change and a tough economy. Some 136 dealers from 65 companies met at the Broadmoor Hotel in Colorado Springs, Co., for two days of discussion and education.

"The economy in the Mountain States region has been hit hard in the past three years, but because the national economy is still expanding, the area has a chance to turn itselfaround," said economist Morton Marcus.

"Competition is from the intellectual activity of all other people," said Marcus. "How you use your mind to meet the needs of customers is the challenge. lf times were better, there would be even more competition. The

competition is not from price-cutters, foreigners, cheap labor, too much supply, nor others in the industry."

Frank Denny, president of Builders Square with 83 home center warehouses throughout the country, said that his company is on the leading edge of the information age. "lt is information utilization that will win the competition. The factualness of the information and its utilization is the key."

"Go forward on systems," Denny said. "lt doesn't take a lot of time. money or people to do it. lt takes a person dedicated to capturing, identilying, analyzing and reacting to information."

"lndependents can't compete item by item on a price basis with mass merchandisers. The biggies have more money. more resources, more staying power," said Jerry Attridge, speaking on how to sell against price competition. "Anybody can drop a price but nobody can match your service."

"Warehouse home centers, a new

concept in retailing, will never represent more than l2-150lo of the market and will never be in more than 30-35 metro markets," according to Denny. "The remaining 850/o of the market will be represented by independents."

Independents have the home field advantage," said Jerry Attridge. "They know their customers, their market, the financial state of their customers and where needs are not being filled."

"The sole purpose and objective of being in business is to create and keep a customer the only source of revenue and profit," Attridge said.

Ed Sandlin, Trinidad Builders Supply, Trinidad, Co., was elected president of the MSLBMDA.

LINK executive director

THE IMMIGRATION and Relorm I Control Act o[ 1986 was signed into law by President Reagan on Nov. 6, 1986. lts major impact is that all employers - including individuals who hire domestic workers. businesses of whatever size. trade associations and other tax exempt organizations and state and local governments - must examine citizenship papers prior to hiring.

The bill makes it illegal for an employer to knowingly hire an alien not authorized to work in the United States. An employer convicted of a hiring violation would face a fine of $250 to $2,000 per illegal alien for the first offense and up to $10,000 per illegal

alien for the third offense.

All employers are required to verily new hires by examining either a U. S. passport, or a combination of a birth certificate or Social Security card and one of the following: a driver's license, a state-issued identification card or an alien identification document known as a green card. In order to ascertain if employers have actually examined the documents, employers will have to fill out and retain a special form to be developed by the Justice Dept. verifying the document examination.

In addition, newly-hired employees will have to fill out a similar form. Both forms will have to be retained by the employer for three years. ln the case of applicants who are not hired, the bill only requires record retention for appli-

THE SOUTHLANDffi

at lower tax rates as a result of the Tax Reform Act of 1986.

T HE YEAR 1987 is going to be I great. The economists predict housing starts will maintain, interest rates will be down and we will be looking

The impact of the Tax Reform Bill will be felt by all. To give all the members of LASC a better feel for it, we will have a speaker on it at the Feb. meeting in San Diego. With the changes or perhaps newer interpretations that will

cants who are "recruited," a term which will undoubtedly have to be defined by the Justice Dept. in regulations implementing the law.

The bill provides an initial sixmonth period during which the government is directed to develop and disseminate an education program on the requirement of the new law. For a year after that, there will be no fines levied, only citations.

Congratulations to Clayton Smith, who was installed as WBMA 1987 president at our 83rd annual convention held in Bellevue in November. He joined the W.J. Conrad Lumber Co. of Coos Bay, Or., 40 years ago and is now co-owner and v.p./gen.mgr. Clayton has been active in WBMA affairs for many years, in addition to his many community activities. Congratulations to Clayton and his family and best wishes for a successful and happy 1987.

WBMA members sincerely appreciate the time, effort and inspired leadership outgoing president Bob Perrin devoted to association activities through 1986. We thank Bob, his wife, Becky, and family for their generous support of WBMA.

be handed down, it should make for a very interesting meeting. The specific location in San Diego has not been selected yet, but, in all probability, the meeting will be at one of the finer hotels in downtown San Diego.

The May meeting will be Catalina bound. We may be able to stay in a condo project on Catalina or we may just stay in Long Beach at one of the hotels near the Convention Center and go to Catalina for the day with a portion of the meeting being held on the Island.

Area meetings will be held in late

(Please turn to page 26)

PRE.STAINING of rumber

CHUCK

WAYN E GARDNER executive vice president

Afso fire retardant treatments

OPERANNG OPPORTUNITIES

WALLY LYNCH Paid Associates PO. Box 741623 Dallas. Tx.75243

ANAGING by exception has been around a long time. Here are a couple of interrelated examples that your company might face.

For months the company had been plagued with requests for delivery to be made on site within the hour or by 7 o'clock the next morning, or so it seemed. None of the customers seemed satisfied with 24 hour delivery.

The exceptions were tearing up the routine and clobbering budgeted costs. The salesmen insisted that the requested delivery was what was needed.

Investigation revealed that the company had been averaging 32 deliveries daily for a six month period. The lowest month averaged 30 deliveries per work day and the highest month was 36 deliveries daily. The "hot shots" identified were averaging three per day. The lowest month averaged two such exceptions per delivery day and the worst month was four per working day.

The exceptions were less than 90[ against the rule. In school that's pretty close to which most of us probably never got. In business, it's probably better than a lot of lumber yards ever achieve.

About 200/o of your customers will generate 80% of your business. What the analysis showed was that less than half of these preferred customers were asking for preferred treatment. More important, most of the special requests were for items that could be delivered in a pickup or a taxi cab.

Oddly enough, this brought to light the existence of a serious condition which management had not dealt with and was the real cause of costs skyrocketing. The company was contractor oriented and had only negligible consumer business. During the period of evaluation it was noted that the average billing (less sales tax) per delivery stop was $410. Nominally, there are nine complete material packages per house, thus a minimum of nine deliveries.

Take offs made by the company were averaging over $12,000 at billing price. Thus the company was making an average of over 29 deliveries to equal a house package. Obviously, it would be rare indeed to average nine stops per package, but subsequent action proved it possible to sustain a I 2 to l4 stop average.

It was a matter of dialoguing about what was good for both customer and company with those who could do something about conditions that did not exist and exceptions that did.

March and April at the usual locations. Second Growth will continue to be active with two dinner meetings before the June weekend.

One of the main functions of an association is to communicate with the members. This communication can be in person, on the phone, by bulletin and newsletter or by meetings. LASC is going to be doing a better job this year than last in all areas.

Through the medium of meetings, information will be conveyed to the members and their employees on subjects that are too lengthy for a newsletter. To make it worthwhile for the member, the meeting material must be relevant to the industry as well as timely. LASC has always tried to use this criteria.

As we come under the aegis of the Tax Reform Act, with business deductions for dinners at 800/0, instead of the full 10006, it's incumbent on the association to do the best possible planning and executing that has ever been done.

The new officers elected at the Palm Springs Management Conference, and listed elsewhere in this magazine, are now in place and committed to giving the best possible guidance to the association. Meetings will start within a month to plan the 1987 management conference. Getting a head start on the planning takes a lot of pressure off everyone.

Although the Raiders' football team with the slogan "Commitment To Excellence" didn't quite live up to expectations, the term can still be applied to the officers and staff of LASC. Their commitment is to give you, the members and potential members, an association and programming that's as close to "excellent" as can possibly be achieved.

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o

o

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Call Bob Steele (503) 752-9618

N.E. Elliott Circle, Corvallis, Or.97330

Pacif ic Northwest dealers convention

33 A ET OFF your duffs." urged l\l Ray Cooney, former vice chairman of the board of Scotty's, Inc. as he told members of the Western Building Material Association that mass merchandisers like Scotty's "will only put small independents out of business if you allow it to happen."

Speaking at WBMA's 83rd annual convention held in Bellevue (Seattle), Wa., he said small chains and independents must become more professional, innovative and creative. "The two most important factors: your people and inventory management," he advised.

Involve your people in your business, Cooney counseled. "A well trained employee is a happy employee. Don't try to do business without a computer; it's going to change retailing more in the next l0 years than it has changed in the last 100," he said.

Convention activities got off to a brisk start Sunday morning, Nov. 9, with a 9 a.m. start for the always

popular Exhibitors Quick Pitch Selling Talks. More elaborate and better prepared than ever, a string ofpitchmen informed and amused an enthusiastic audience of Pacific Northwest and Alaska dealers.

Story at a Glance

Smalls can successfully compete with bigs, WBMA convention told by mass merchandiser...business meetings covered internal security, incentive and compensation plans and how dealers can get support from suppliers. . Clayton Smith elected president. next year's meeting: Portland.

theft; (3) establish a policy; (4) communicate the policy to all employees, and (5) enforce the policy fully and firmly. Case said that employees must be made to realize that stealing from the firm injures not only the company but also its employees as the thief is stealing money that would go for employee raises and bonuses.

The Young Westerners, an under-35 group of WBMA members, next fielded a panel discussion on employee incentives - compensation and profit sharing, Teresa Swick, Johnson-Postman Lumber, Tacoma. Wa.. noted that incentive plans must include cash flow and other management factors to produce effective results. She said the goals should be specific, measurable, actionable, realistic, rewarding and timely.

The newly elected president of WBMA is Clayton Smith, W.J. Conrad Lumber Co., Coos Bay. Or. New vice presidents are Earl Nelson, Nelsons Inc., Twin Falls, Id.; Joe Orem, Bellingham Sash & Door, Bellingham, Wa. National directors are C.E. "Chuck" Link, WBMA, and Gordon Gerretsen, Gerretsen Building Supply Co., Roseburg, Or. The immediate past president is Bob Perrin, Capital Lumber Co., Boise, Id.

Newly elected directors are Andy Boyd, Rick Barnes, Mick Bush, Bill Winfree, Mary Ann Warren, Jerry Davis, Pete Sylvester, Carl Van Well, Bob Jacobsen and Harvey Hoff.

The balance of the afternoon was devoted to the Building Products Showcase and Buying Show held at the convention hotel, the Red Lion Inn. The show was also held the following afternoon. Well attended and a traditional keystone event at the annual convention, the show had 106 exhibitors occupying 145 booth spaces.

The next day, breakfast keynote speaker Ralph Lewis reviewed global politics as seen from the perspective of the oil industry. He contended that the U.S. lacks the oil necessary for its national defense, pointing out that 7 50/o of all oil wells ever drilled are in this country.

Security professional John Case then spoke on the need to protect company assets from theft and suggested ways to implement controls. Pointing out that employee theft is five times greater than shoplifting, Case said drug and dishonesty screening were essential during the hiring phase.

His five steps for a security program include (1) hire right; Q) remove opportunities for employee

Next panelist Terry Withers, Withers Lumber, Woodburn, Or.. said firms should decide why they want an incentive program and then proceed to setting specific goals and formulas to reach them. Presenting the program to employees in a positive manner was a critical part of the plan. He noted that a lack of goals at

(Please turn to page 36)

ii,:I, :,lf i i l[,98?11', f ili' Bli, v:',1 ;l?ii Jean Fakundiny, Gary Newman. l3l Arne Kirkebo, Chuck Link, John Kendall. l4l Sid &

"Hank" Voorhees, Janet Conrad. (51 Roger Conrad, Wes Strahm. [6] Gordon & Pat Gerretsen. l7l Rick Barnes, Terry Withers. (81 Pat Bates, Betsi Powers, Kyle Kincaid, Dennis Parry. l9l Ken Hall, Matt & Suzi Salzinger. ll0l 8ob Harper, Carl Liliequest. llll Roger Cooper, Randy Kennedy, Jock Wood, Bruce Tays. ll2l Pete Koch, Cary Lawrence, Gary Wright. (l3l Ken & Helena Gohrick. (l4l Bob Kennedy, Ted Hodgkiss. llSl Dick Wegner, Rov Manion. ll6l Ron Radelet, John & Joan La;is. llTl Homer Greer, Bob McPherson, llSl Kristie Smith, Bob Mullen. (l9l Craig Wagner, Joe Campero. l20l Shirley Meinhardt, Bob Jacobsen. 12lf lfa Gibbs, Mark Ballour. l22l Dan Olson, John S. Hart.

REREGULATION

(Contittued from page 10)

Hoc argued in favor of increased regulatory control, expressing the belief that rate-cutting has led to financial hardship for carriers, excessively long hours of driving, deferment of vehicle maintenance, speeding, and overloading of vehicles, all having an adverse effect on highway safety.

The recommendation of the Commisssion's Staff, while defending the competitive rate making philosophy, resembled in many respects the plan advanced by the Ad Hoc Committee. The principal difference was the staff's proposal for an IndexedZone of Ratemaking Flexibility (IZORF). Under this proposal, the staff would prepare a Truck Freight Cost Index which would be adjusted annually; however, when the adjusted TFCI shows a percentage change, a corresponding change in actual rates would only be mandatory when the change exceeds 5ol0.

On April 16, 1986, the full Commission, adopting in principle the recommendations of their Administrative Law Judge who conducted the hearings, came down squarely on the side of more regulation.

The new program which the California Public Utilities Commission adopted is essentially a hybrid of the proposals of the Ad Hoc Committee of smaller truckers and the recommendations of the Com-

mission's staff, adopting the concept of the annually adjusted Truck Freight Cost Index and the 50/o zone of ratemaking flexibility, with one notable exception.

The Commission adopted, for a one year trial period, an alternative kind of contract, in which profitable carriers would be allowed to file contracts without any specific justificiation if they provide for dedication of specifically identified equipment for the exclusive use of the contracting shipper for at least 30 days. Such contract would be permitted to become effective on the date filed with the Commission, and would not be subject to percentage changes reflected in the annual revision of the Truck Freight Cost Index.

In order to reflect a perceived increase in trucking costs since April, 1980, the Commission ruled that California intrastate trucking rates, with certain exceptions, be increased by l0o/0, no later than May 5, 1986.

In a resolution adopted September 17, 1986, the CPUC formally adopted a "get tough" policy for enforcement of this new regulatory program, including penalties for both truckers and shippers who are found to be in violation of the regulations.

The new program was originally scheduled to become effective October I, 1986. In order to allow the staff more time to work out details for implementing the program, this date has been postponed

twice, the latest effective date being February I, 1987. However, trucking companies are required to issue rate tariffs (either individually or collectively), to replace the Commission's Transition Tariffs. They must have filed the tariffs with the Commission prior to Dec. 3, 1986, showing an effective date of not later than Jan. 2, 1987.

So, California has opted for tighter regulation. What will happen if and when the Federal government enacts complete deregulation of trucking in 1987, which may quite possibly pre-empt the right of the individual states to regulate trucking rates for intrastate shipments?

Whatever happens, it should be interesting.

Mich-Gal Locomotives Retired

Steam locomotives no longer being used by Michigan-California Lumber Co., Camino, Ca., are being renovated by Don Wynant, a Mich-Cal retiree and train buff.

After new wood bumpers and floor boards are installed, the retired engines will be painted.

Now that the trains are no longer in use. the tracks. which were laid in 1904 between Camino and Placerville, are being removed. A mechanical nail puller removes nails, followed by a machine with a metal boom in front which lifts the rails and places them aboard a truck. And the sounds of yet another western railroad fade into history.

We're Bohemia's sales team,

Everyone of us really caresa lotabout serving all the needs of all our customers with superior quality wood products. Lumber. Plywood. Glulam. Particleboard. MDF. Our products are competitively priced, efficiently and rapidly delivered, with the very best service in the industry.

We'll do it for you, too.

Michael O'Malley has been named the retail div. gen mgr. of The O'Malley Companies, Phoenix, Az., replacing Dick Passaglia, who has left the company. Duncan Hossack is the new gen. mgr. and v.p. of Mallco Lumber & Building Materials, formerly headed by O'Malley.

Bob Spry has joined Jewett-Cameron Lumber Corp., Lake Oswego, Or., opening a branch office in San Clemente, Ca., according to Donald M. Boone.

Eddie Justus has been promoted to asst. sales mgr. at Duke City Lumber Co., Albuquerque, N.M.

Richard E. Gardner has retired as western reg. technical mgr. at Koppers Co., Oroville, Ca., after more than 35 years with the firm, according to Paul R. Boyle Jr., western reg. sales mgr..

DeWayne Bond, v.p., Hacienda Home Centers, Albuquerque, N.M.. and Clarence Bond, exec. v.p., have resigned from the co. they helped lound in 1975. Leroy Sanchez, now v.p.-store operations, and Russell L. Kauzlaric, now v.p.-sec.-treas., join co-founders Felix Sanchez and Robert Sanchez on the board of directors.

Bob Weiler is now co-mgr. of 84 Lumber Co.. Lancaster. Ca.

Morris James and Ken Kehoe are the new owners of Bethel Builders Home Center, Port Orchard, Wa.

Bill Whittemore, co-owner, LaGrande Lumber Co., LaGrande, Or., has been elected to the board of the Oregon Retail Council.

Jim Guice has joined Grangeville Lumber & Home Center, Grangeville, ld., as gen. mgr.

Jack Powellhas joined sales at GeorgiaPacific, Fort Bragg, Ca.

Dave Bufe', Mesa Forest Products, Costa Mesa, Ca., is the new pres. of the Los Angeles Hoo-Hoo Club. Henry Voorhees, J. H. Baxter, Inc., Long Beach, is v.p.; Rodger Morris, Louisiana-Pacific, Corona, Ca., treasl Rod Kautz, South Bay Forest Products, Orange, Ca., sec.

Christine "Chris" Mazour has been promoted to traffic and credit coordinator at Caffall Bros., Wilsonville, Or., according to Bob Walton, sales mgr. Gary Knight has joined the lumber sales dept. as a sales trainee.

Phil Rosenkranz has been named mgr. of 84 Lumber in Santa Rosa, Ca.

Marty Olhiser has joined Capital Lumber Co. at their Healdsburg, Ca., facility as sales mgr.

Clint Bower, Mariners Forest Products, Santa Ana, Ca., and his daughter, Stacey,were in San Francisco, Ca., before the holiday season on "a big buying spree."

Paul Meyers, newly elected pres. of the Western Hardwood Association, Portland, Or., has appointed chairmen including Mike Starling, Tumac Lumber, Portland, grading rules; Rod Remington, Goodyear Nelson Hardwood Lumber, SedroWoolley, Wa., promotion; Merlin Smith, Carolina Wood Turnings, Olympia, Wa., and Jerry Van Dorn, Diamond Wood Products, Eugene, Or., legislative co-chairment Don Reel, Reel Lumber Service, Anaheim, Ca., nominating; Jack Kohl Jr., Kohl, Inc., Wilsonville, Or., economic research; Jim Hunt, Pacific Hardwoods, Philomath, Or., mdmbershipt Marvin Noble, Noble & Bittner Plug, Hebo, Or., raw materials supply; Jack Kohl, Jr. and Mike Starling, program committee co-chairman.

Pat Cordes, Ganahl Lumber Co., Anaheim, Ca., and his wife, Tina, are the parents of 7 lb., 9 oz. Amanda, born Dec. 16. 1986.

Mike Parli has been promoted to sales mgr. of Louisiana Pacific's coastal div.

Terry Bascou is the new sales mgr. at Cook Lumber Co., Chehalis, Wa.

D. Dean Peel, Emerson Electric, has been elected pres. of the American Hardware Manufacturers Association. David W. Lasier, pres., Schlage Lock Co., San Francisco, Ca., is lst v.p., and William J. Gamble, exec. v.p.-sales and marketing, McCulloch Corp., Los Angeles, Ca., treas.

Scott Brock is now co-mgr. of 84 Lumber Co.. Ventura. Ca.

Dennis Hall has been appointed district mgr. for the Pacific Northwest, Alaska and Western Canada for Bruce Hardwood Floors. Dallas. Tx. Mark Reece is responsible for Co., Ut., Wy. and Eastern Mt. Melvin Burkhardt is West Coast and Southwestern reg. mgr., according to Michael J. Kearins, v.p. of sales.

Douglas A. Hall has joined the sales team at Lair-Swanson, Inc., Seattle, Wa.

Bill Tracey, Ed Fountain Industrial Lumber Sales, Los Angeles, Ca., recently spent a week golfing in the Phoenix, Az., area, according to Ed Fountain. Jr.

Howard Bird, head of the paint/sundries dept., Lumbermen's, Redmond. Wa.. has been elected December Employee of the Month by his coworkers.

Rex Vowell is new to the trading staff of English Bay Forest Products, Portland, Or.

William Landriani has joined Canfor U.S.A., Boise. Id.. to handle Midwest sales.

Richard Rummelhart is now No. states field rep for Western Wood Products Association, replacing Richard Geary, who is now director of international marketing.

Roy Liles has joined Stockton Wholesale, Stockton, Ca., managing the treated products line. Bob Woehl is the new Bay Area salesman.

Robert B. Sabistina has been named chief inspector of the National Hardwood Lumber Association, according to Walter Fields. Dwight C. Lineberry is asst. chief inspector.

Joseph T. Theby Jr., Lensing Wholesale, Inc., Evansville, In., has been elected pres. of National Building Material Distributors Association. Glenn A. Hart, OrePac Building Products, Wilsonville, Or., is pres.-elect. Diane Miller-Lindsay has joined the association as exec. sec., replacing Marie Lang, who is on maternity leave after giving birth to 7 lb. Jessica Marie.

Joseph J. Ferrara, senior v.p. and credit mgr., Furman Lumber, lnc., and George Gray, senior v.p., asst. treas. and controller, have been named company directors, according to John R. Furman, chairman of the board and c.e.o.

Robert N. Clum is now national engine sales mgr., power equipment div., for Honda. He succeeds Robert Jacques, who is now national mgr. of sales training and dealer development.

Lenny Feaster, mgr., Bayview Lumber Co., Westport, Wa., has purchased the store.

Robert Humphrey is new to the wholesale div. of International Paper Co.. Portland, Or.

Norton Clapp has retired as chairman of the board of the Lanoga Corp. Gary Macleod succeeds him, Monte A. Leen is now v.p.-marketing/ merchandising, and Langdon S. Simons Jr. is now on the board.

Jack McKinnon has been appointed chairman of the board of Forest City Trading Group, Portland, Or. Milan Stoyanov is now pres. and George Baitinger, v.p., marketing. Steve Tennent succeeds Stoyanov as pres. of Buckeye Pacific Corp., Portland.

Dick Coons is new to sales at Lynco Materials, Eugene, Or.

Norman Sievert has been named Pacific Northwest field rep based in Seattle. Wa.. for Western Wood Products Association.

Robert J. Vetorino, gen. mgr., Crow Publications, Portland, Or., is the father of Brett Stephen, born Dec. 8, 1986.

Robert West, sales mgr., Sierra Mountain Mills, North San Juan, Ca., and his wife, Deliah, are the parents of Robert John, born Dec. 17, 1986.

William "Bill" L. Johnson has joined Palmer G. Lewis Co., Auburn, Wa., as sales mgr. for Wa. and Mt. Preston Paakkonen is now retail merchandising specialist.

Steve Stephens is a new sales rep with Allied Forest Products. Inc.. Portland, Or., according to Stanley W. Stephens, pres.

Jim Moss, Ed Fountain Lumber Co., Los Angeles, Ca., is back after a week in Hawaii, where he ran and finished the Dec. 7 Honolulu marathon, according to f,d Fountain Jr.

Nereo Pecson is now co-mgr. of 84 Lumber Co., Steamboat, Nv.

Christos Stamnas, sales mgr., Wickes Lumber, Reno, Nv., recently attended a weeklong Advanced Sales & Design School sponsored by Quaker Maid in Pa.

Al A. Carte is now in charge of the Meals on Wheels program at Mungus-Fungus Forest Products, Climax, Nv., according to Hugh Mungus and Freddy Fungus.

ODITNPTC, IIIIACHINE STAINING

WE SPECIALIZE IN PRE.STAINING "YOUR MATERIAL" IN ALL OLYMPIC COLORS. COATING ALL 4 SIDES OF EXTERIOR SIDING AND DIMENSIONAL TRIM. PLUS ,1 COAT APPLICATION ON ALL SIZES OF PLYWOOD. ENCLOSED WAREHOUSE FACILW.

.,.. GO WI\HTHE PROFESS'OruAIS FOR QUAUryCONTROIIED PRE.STAINING.

NORTHWEST DEALERS

(Corrtinued frorn page 28)

his firm had hurt their initial efforts at establishing a successful program. "The third time," he said, "we made it."

Knoll Lumber's Kyle Kincaid said that successful employee incentive plans depend upon employees who respond to incentives, a company with clear goals, an appropriate reward system and employees who need education and training. "Finally," Kincaid stressed, "if the plan doesn't work, change it."

The luncheon speaker that Monday was Harlan Hummel, executive v.p. of the National Lumber and Building Material Dealers Association. who reviewed the activities of "National" that affect its federated members, such as WBMA.

Speakers on Tuesday, the concluding day of the convention, included Jim Bender, RobinsonBender and Associates, who offered a number of practical suggestions to the dealers regarding utilizing manufacturer and wholesaler support

services. "Use your wholesaler's inventory to adjust your own," he said. "And don't be afraid to send some of it back. It's better to pay a re-stocking charge than sit on it for a year." But don't return cats and dogs as it is counterproductive to maintaining a positive dealer/ wholesaler relationship, he counseled.

Bender said dealers should be more aggressive in asking suppliers for help, counsel and any other support that is available. "Use their expertise and personnel wherever you can," he suggested.

The final speaker was Dr. Dale E. Turner, who presented the dealers with a series of slogans, a distillation of wisdom acquired, as he called it, and explained the full meaning behind each of the cards used in his presentation.

Some of the better ones: "lf Life Hands You a Lemon...Make Lemonade," "The Secret of Success is to Find a Need and Fill It." "lt is Better to Fail at Doing Something Than to Succeed in Doing Nothing," "The Road to Success is Always Under Construction" and

"Right Now is A Good Time."

New officers and directors were elected at the meeting. (Please see box accompanying story.)

Next year's convention will be at the Portland Red Lion Inn at Lloyd Center the second week of November. The following year, the WBMA annual will be held for the first time ever in Tacoma. Wa.. at the Sheraton Hotel. in earlv November, 1988.

AT SH0W were {ll Bob Gruhlke, Charlie Moss. {21 Rick Barnes, Kathi Milligan, John Snead. {31 Mary Morrison, Chuck Lauber. l4l Claire & Jeff Swan. (51 Sanford Gladstein, Dave Cullen, Larry Steeley. 16l Ed Gunderson, Judy Duncan, Kathleen Gunderson. [7] John Jayne, Bob Kerr. l8l Bret & Cherie Walker, Dolores & Morrie Tarte. l9l Frank & Maryanna Powers, Judy Marquardt. ll0l Wendy & Stuart Childers, Bill Tilley. ll ll Andy & Kathy Boyd, Wanda Cochran, Karol & Kurt Gerhard. (l2l Marydell & Gordon Marson. ll3l Mike Wade, Chloe McKinney. ll4l Keith Pagnac, Dick Anderson. llSl Bob Findlay, Lynda Travis, Tom & Rosalee Waggoner. ll6l Pam & Barney Wagner. Il7l Teresa Swick, Henk Intveld, Dick Johnson. llSl Carl Van Well, Jack Case. ll9l Al Meier, Earl Miller. l20l Rick & Ron Herr. 12ll Ray Ulatoski, Norman & Angie Kruckenberg.

Personalized Door Plates

A new line of custom designed and personalized decorative door plates is available from Banington Brass.

NEW PRODUGTS

and selected sales aids

Gloset Lift

A pneumatic closet pole lift system which doubles closet hanging space and provides easy access to space at any height has been introduced by Keije Cabinet Organizers.

Mounted ona bracket on the right or left, or attached to both sides of the closet, the Up, Up and Away lift can be raised or lowered with just one hand. The telescoping pole is available in single or dual models ranging from 28" to 47" in width.

Said to be easy to install, the system turns out-of-the-way space into convenient, usable storage.

Paccar Midrange Movers

Kenworth and Peterbilt MidRanger trucks designed with tiltcab style for better maneuverability, visibility and serviceability have been introduced to the West by PACCAR Sales North America, Inc.

Predicted to convert some buyers from conventionals, the debut l3-210 model, a 13,000Ib., 210 HP midrange truck, includes a Cummins 6CT8.3 diesel engine featuring replaceable cylinder liners, Bosch fuel system, heavy-duty

Cummins-designed connecting rods, forged steel integrally balanced crankshaft, pistons with three ring-grooves with Ni-resist inserts and Keystone profile, fullfloating piston pin, and high-swirl combustion bowl.

Also standard are Spicer 14" twoplate clutch, Fuller "Synchro-6" transmission, Rockwell FD93l front axle, RS-20-145 "World Class" rear axle, and Goodyear premium radial "metro system" tires.

A torsion bar tilts the cab (manufactured by Volkswagen of Brazil) without need of tools or cab iack. Day-to-day fluid checks can be made visually, without having to tilt the cab.

Unlimited mileage warranties include 12 months for the basic vehicle, 24 months for the major components, and 36 months on cab corrosion perforation, cab structural defects, framerail, crossmembers and suspension (except springs and bushings).

With seven distribution centers in the U.S. and Canada, PACCAR plans dealer coverage from the West to the Mississippi River by mid-1987 and to the East Coast bv Januarv.1988.

Made from heavy l/8" thick solid brass, bronze or stainless steel with mirror or brushed finish, the plates offer elegance, in addition to durability with their unique triplelayered protective coating.

Deep, multi-faceted, custom engravings offered in various styles (Old English, script, tarragon, tiffany) reflect light and stand 5-l/2" tall on strndard size plates. Up to three characters are set at standard cost. Plates measure 7" high by 34" wide by l/8" thick.

Old Fashion Pull

A new style oak and brass pull chain toilet has been introduced by Sonoma Woodworks. Inc.

The conversion unit makes for easy installation utilizing existing fixtures and plumbing connections. It comes complete with oak tank, hanger, adapter plate, pull handle, seamless liner, polished solid brass flush tube, supply tube, pull chain, lever, and all necessary connectors and washer.

During installation, it accommodates any rough in from l0 to 16 inches.

Built-ln Hair Dryer

A hair dryer built in to the wall to be handy when needed and out of the way when not needed is new from NuTone.

The dryer has no exposed electrical parts, no electrical on/off switch and poses no danger of electrical shock even if handpiece falls into water.

Finished in a textured almond, the housing and handpiece are molded of durable, crack and chip resistant polymeric. The set measures 8" wide, ll-l/2" long and extends 3-5/8" from the wall. The entirely enclosed motor has double thermal protection and requires no filter or screens.

SL-20 Silicone Sealer & Polish seals grout and porous tile to improve water resistance and minimize dirt penetration. Offered in 16 oz. bottle, it can be used to polish and enhance tile, chrome and fiberglass.

The Drench Gonnection

A device which connects a garden hose to any threaded water bib or to another hose has been introduced by Exxcel Corp.

Made of durable hi-impact styrene. Quik-Konnector requires only I /8 turn to connect or disconnect.

Features include non-skid grip to prevent hands from slipping when removing or installing it and an Oring seal and washer to prevent water leaks.

The connector is said to fit all standard hoses and threaded faucets.

Better Burning

A technologically advanced wood stove designed to burn with virtually no smoke emission and to heat more efficiently is new from Vermont Castings.

Painter's Helper

A multi-purpose tool which screws into paint roller frames is new from Z-Pro Paint Sundries. Hang-Ope can be used to hang rollers on peg boards, rest them atop paint cans, and open lids and bottles.

Pickup Bedding

A new multipurpose bed mat for pickups, vans, Blazers and Broncos is now available from DeflectaShield Corp.

A contoured handpiece has angled fins to direct airflow for greater drying control, with a wirewound cord that stretches out 60".

Tile Cleanup

Three new setting and grouting products have been introduced by Summitville Tiles, Inc.

SL-7 Super Cleanup is used for removing grout srdear, dirt and stains from ceramic tile and other masonry surfaces. Available in quart or gallon size, it is designed for removing cementitious grout products from quarry, paver, brick and slate.

SL- I 5 Invisible Seal is a penetrating sealer for unglazed ceramic tile, brick, concrete, stucco, clay and other masonry surfaces. Also coming in quart or gallon sizes, it is non-flammable and does not change the surface appearance of the substrate for a natural look.

Tuff Turf"s unique vinyl material and air flow design prevent moisture buildup and rusting of the pickup bed.

The Defiant Encore uses a catalytic converter and a refractorylined chamber to achieve a clean burn and high efficiency, producing less creosote to reduce the number of chimney cleanings needed and the risk of chimney fire.

A thermostat allows control of the heat between the stove's burn range of between 10,000 and 47.000 BTU/hour.

Other features include a swing- out, covered ash pan for safe removal of ashes even while the stove is in use, a polished cast iron cooking griddle, top and front loading, a reversible flue exit to permit top or rear venting, leg levelers on all four legs, large glass doors using a unique 'air-wash' system to keep them free of soot, and a detailed and sculptured finish available in traditional classic black or porcelain enamel in a variety of colors.

The 12" x 12" x 3/4" tiles are snapped together for easy installation. They are packed in either 6 or 16 tiles to a box.

Bit Of A Display

Router bits can now be displayed in a handsome wooden cabinet from Henry L. Hanson, Inc.

through conventional materials. It uses two polished aluminum surfaces separated by encapsulated air, which reduces conductive heat transfer.

Reportedly, it will retain as much as 970/o of radiant energy in winter and gain only 3olo of solar neat rn summer.

Chime In

New door chimes with a unique tonal bar material to produce a superior chime sound are available from Maple Chase Co.

escape, insulates against heat and cold, and may be decorated to complement any decoi.

The merchandiser features 82 pieces of 60 different sku's, with enough storage space for 80 additional bits. The 23" wide x 27" his.h and 10" deep cabinet is made -to provide maximum impact in minimum space.

Also included are shape and identification label and price strips to mark each bit, a four color header with photo of the product in use and list of its benefits, and an easy-to-read chart behind the header for retailer reference.

Reflections On Insulation

Reflective insulation employing a matrix of specially formulated polyethylene air bubbles sandwiched between layers of 990/o pure aluminum foil has been introduced by Reflectix, Inc.

Unlike traditional insulation products which primarily reduce the flow of heat and heated air, the foil-bubble laminate reflects the thermal energy which passes

Chimex chimes also feature lighted push buttons with 50,000hour bulbs, a two-note chime for the front door and a one-note chime for the rear door. easilv installed transformers which can bb either screw-mounted to iunction box or stud-mounted. coniemporary design and acoustical resonating chambers.

Basement Security

A hinged window cover to protect against basement window break-ins is new from Cadillac Plastic.

A double Lexan panel, which lets light in, opens to permit full use of the existing window for ventilation, permits fast emergency

Said to be virtually impenetrable, the steel basic frame has a hinged steel cover fitted with two sheets of Lexan. It reportedly can be installed in 15 minutes or less using only a drill and hammer. Standard finish is greystone semigloss baked epoxy.

Precision Pruning

An ergonomically designed nursery knife which conforms to the shape of the hand has been developed by Fiskars Manufacturing Co.

The durable comfort-curved handle and stainless steel blade make the tool dishwasher safe. Designed for precision pruning of delicate, soft-stemmed plants, the knife comes in bright optic orange for easy identification.

BLUE IAKE FOTTEST PRODUCTS

I1'y'orr harc crer askcci vourscll - Arrt lCornpetilive? or,4nt Iabsoltrtt'l-t'sure I btt.t rrr.t'

RuilcJin.e Muterials and Hurdv'ure right'?'l'hcn 1ou need ('.ll.S.-Celltral IlLrilclcrt Sttpfrlict C'ompani.

C'.8.S. eun takc thc gucssuork out ol'iruring. Sincc l9-17. ('.8.S. has bccn hclpitlg ittcicpclldent buildrng ntaterial dealcrs rerrrain colnpetiti\c u'itlt nrantntoth ettr;loratiort eltaills. Becausc C.ll.S. is a dcalcr ct*nedlton-prof'it corporation, all discoullt\, rcbiitcs. dlttittg: lttlcl adre rtising l'unds arc all passed diree tlv lo thcparticipating menlbct's.

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Computer Management

A computerized building materials management system from Computer System Dynamics, Inc., is now available for NCR as well as Point 4 computers.

freeze, corrosion, sand storms and other elements is new from National Marketing Group.

The software, designed to improve overall business gross profit, is identical for both lines, containing all CSD features and subsystems, including point of sale and millwork order processing applications.

Tap Topping

A lightweight cover to protect outside faucets and pipes from

Consisting of a plastic outer shell with Styrofoam insulation, the covers come in tan, brown, brick red and white.

Triple Layer Tape

A nylon cord reinforced flexible plastic tape with an adhesive backing is new from Griffolyn.

Four versions of Griff tape offer high puncture and tear resistance, flexibility and aggressive adhesive backing. Each adheres to metal surfaces, wood, rubber, ceramics, etc.,

and can be used for pipe wrapping, flashing to seal out moisture, and for many other permanent repair applications.

The 3-ply tapes are available in 5" wide x 100' long rolls.

Thicker Plywood

Large size plywood panels in thicknesses up to 2" and sizes up to 5 ft. x l0 ft. are now available from Bohemia Inc.

A variety of non-standard plywood panel widths and lengths, such as 54" x 108" or virtually any configuration up to the maximum dimensions is offered.

P,O. Box 2292

Gilroy, Ca,'95020 (408) 842-1673

REDWOOD SPECIALISTS

John Wilton Latry Mussallem

"Whefe Dependable Servlce is More Than a Phfase"

Add More To Your Shower

A new shower caddy from Rubbermaid provides more space in the bathroom.

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

Two-Headed Hammer

VersaTile

The 12"-wide caddy holds two wash cloths side by side on the towel bar and has two wide shelves for soaps and shampoos, in addition to molded-in slots to hold various razor sizes. A suction cup helps secure it, over the shower head.

Measuring 17-1/2" long x 4-1/8" deep, the caddy is available in light blue, plum, rose, almond, white and clear.

A hammer with an adjustable, push button actuated shim to help remove long nails without bending them or damaging the surface is new from Exxcel Corp. Uni-Hammer's shim locks in place when not needed.

The hammer also features a forged, alloy steel head, heat treated for maximum strength and durability; a heat treated, polished steel handle with a suede rubber grip, and a 16 oz. balanced weight.

|l|s ilills ca]|$ u,ill| ll|s Br0Pn0flffi!

FAMOWOOD

is the PR0FESSI0NA['S AtL PURP0SE PtASTIC

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

Can be used under Fiber Glass!

Ready to use right out of the can, Famowood applies like putty-sticks like glue; dries quickly; won't shrink, and will not gum up sander. Waterproof and

ano gum up sanoer. walerp wealherproof when properly applied lff,,illir:. l6 matchins rvood colors

BEVERTY MANUFACTURING COMPANY 9ll8 S. Main Street.Los Angeles, Calif,90003, P.0. Box 73233 MinuhcturarsolFamowood,famoslare.Frmosolvent 0rslrrbutorandDaalatlnquirieslnvil.d

A new 8" x 8" ceramic floor tile combining heavy duty durability and ease of maintenance with good looks is now available from Wenczel Tile.

Also used for walls, the tile comes in almond, beige, camel, clove. sand and silver and was designed to coordinate with other tile line colors for walls, backsplashes and counters, resulting in 42 different color combinations.

For baseboard, threshold or wainscot, 4" x 8" trim tile is also offered.

Add A Glow

An epoxy that not only adds a protective chemical-resistant surface, but also can be applied simply by mixing and pouring, is new from B.D. Classics Enterprises.

Producing a thick, glowing, crystal-clear finish, Aristocrat Epoxy is l00o/o pure with no solvents added. It is impervious to water and spills from alcoholic or acidic beverages.

Recommended for interior purposes only, it can be used on rough or smooth surfaces including leather, wood, ceramics, varnish, rocks, dried flowers and shells.

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

Better Cooking & Cooling

New microwave oven and room air conditioner models have been introduced by Quasar Co.

The three new microwave ovens feature totally redesigned control panels, including enlarged touch pads with larger lettering.

All nine new air conditioners have a slide out chassis and an air swing system providing cool air throughout the entire room. An Auto Saver feature and "DeHumid" operation on two models reduces energy consumption while increasing comfort under high humidity conditions.

Special Order Timbers

Light, Measure & Sharpen

L ighted bl.tde pou er lltpes fronl lrwin now f'eature a built-in pencil sharncne r.

.,,\n on/off switch is also built into the thuntb slidc blaclc lock of thc l " Lock'n Light taPcs. Wlten locked. a soft L.E.D. light is activated for casl' rcading of measurements closest t0 the case.

tance along uith extrente flexiblity' to withstand cold. hcat. rain and field animals.

The reusable covers are available in several grades of thickness front 3 ply to 7 plyt in black. u'hite or clear color combinations. boxshaped or rounded. and in standard individual and group pallet sizes. Custom sizes and closures such as drawstrings. elastic. velcro flaps or gronrmets arc also availablc.

Thc tapc has u chip-rcsistant. l ellorl -coated steel blacle. insidc merrsurentcnt nrarkings u Iticl.t aulonraticall-"" adcl in case length. decinral ecluivalent to 64ths. circunlference/dianteter scale. and a ncarll' inclcstructible clrrome-ltllrted tape ca sc.

'['l.re tlpes arc poucrecl bl one r c a d i I y' a c c e s s i b I e , I o n g - I a s t i n g lithium batter).

Protecting Palletized Products

Covers I'or storing Iuntber. drums and other palletized products outside safell' and rvilh conlplete wcather protection arc available liom Griffblr-n.

Maclc of n1'lon tire-cord meslr layered between polyethl lene fi lnr. the high densitl'. lightweight cover offers high puncturc and tear resis-

ffpe felrrcjrg sPecialisfs @

And now Britt Lumb-er products are available in cedar, too.

At Britt Lumbei we specialize inproducing quality fence posts, boards and rails directly f ram the log in our modern sawmill. We'rebigenough to meet your customers' needs...yet small enough to guarantee quality

New To Trim

A new consumer class linetimmer equipped with a l6 cc twocycle engine, flex-shaft, bump-feed twin line trimming head and "D" handle is from Sachs-Dolmar.lt is designed for homeowners with moderate trimming jobs.

The LT-250 linerrimmer now includes a "D" handle and the BC250 brushcutter now comes with a "C" handle.

Rubbish On Wheels

A 34-gallon wheeled refuse container which permits rolling trash to the street for pick-up without bending over is new from Rubbermaid.

Features include molded-in handles on two sides, heavy duty 6" wheels with cold weather impact resistance, secure snap-on lid and reinforced l/2" axle for extra strength.

Holding up to 75 lbs. and sized to fit 39-gallon or larger lawn bags, it will reportedly stand up under subzero temperatures and will not rust or dent.

Sealed With A Touch

A silicone sealant packaged in an innovative dispenser unit for application by a finer control device to regulate sealant flow rate and bead width more precisely is new from General Electric.

Silicone II One Touch Bathroom

Tub & Tile Sealant utilizes a simple lever to apply sealant through a high-precision, non-clog polyethylene valve. Once the job is done, an easy turn ofthe flow valve closes off the container and preserves the remaining sealant. The product is said to be ideal for sealing around the tub, sink and shower as well as for securing and moisture-protecting plumbing hardware, fixtures and accessories. It adheres to ceramics, glass, porcelain, marble and wood as well as many plastics and metals.

A Little Flood

A new 75-watt mercury miniflood fixture has been designed for landscape lighting applications by Stonco Lighting.

The square mini-flood is compact and lightweight, with its mercury lamp producing bluish white light for perfect accenting to rich green color found in landscapes. Its die-cast aluminum construction and Duraplex II finish resists harsh weather.

The 39" high container comes slate blue or chocolate.

Spray & Stay

A spray adhesive specifically for wallcoverings has been introduced by Custom Building Products.

ble to be thinset directly over it. The kit is water and chemical resistant.

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

Used to cover switchplates, outlet covers and A/C vents, it is as easy as spraying the object, adhering the wallcovering directly to it, and trimming off the excess.

Crack Operation

A suppression kit to stop or reduce cracked floor tiles is new from Laticrete International. Consisting of a liquid rubber and a reinforcing fabric, it is applied over visible cracks in the slab floor at room temperature. Unlike sheet membranes which are costly, thick and must be applied to the entire floor, the system is applied onlY to cracks. The treatment cures to a thin 20 mil membrane with 30% elongation, permitting tile and mar-

Kiddie Time

A new juvenile clock line including three alarm and three wall clocks has been introduced by Spartus Corp.

smaller retail package from Shakertown. Featuring a full-color label with applications pictured, the 48-piece pack comes with complete installation instructions and has an "easv carry" handle for the customei. The pack will cover 12-l/2 sq. ft. at 7-l/2" exposure for exierior applications and 16-l /2 sq. ft at 10" exposure for interior applications.

Paste Up Kits

Two complete wallcovering tool kitsone for wallpaper, the other for vinylare now available from Allway Tools.

The line features primary colors and whimsical shapes while empha- sizing education and decorative themes raiher than faddish licensed names.

Models include a wall clock that helps children tell time, recognize colors, spell and read, and the Happy Face, a round analog quartz bedside alarm.

Shingle & Available

Fancy Cut Decorative Cedar Shingles are now available in a new

Made from 10006 clear western red cedar. straight grain and knotlree, the shingles are available in nine different patterns.

Each kit includes a paste brush, smoother, seam roller. break-a-wav blade knife, chalk, plumb bob, chalk line, and instruction booklet. The vinyl and wallpaper kits are identical except for the length of the bristles on the smoother.

Included are new types of brushes, made with crimped polypropylene bristles, attached bv a unique sonic-welding process to a structural foam handle.

The compact, shrink-wrapped boxes, designed to be pegboardhung or bin-stacked, are packed l0 to a carton.

LASC CONFERENCE

(Corttinued from Page I6) tial to an effective credit Program and that dealers should work with their local district attorney on check prosecution programs. "You should be familiar with both the D.A.'s program and the workings of the small claims court so you can make the system work for you," he urged. With some larger jobs, he said, use of separate invoices keeps amounts low enough to qualify for small claims court.

Running concurrently was a wholesalers credit panel discussion manned by Frank Collard, Ganahl Lumber Co.; Andy Ersek, South BaY Forest Products, and Bill Deger, Pozzi-Fenati. They reviewed their various credit strategies and related methods that had worked successfully for them.

The annual awards luncheon was held next to honor the directors and the immediate past president, E. L. "Al" Newkirk. It was an astonished and very touched Newkirk who discovered later in the program that he was also the winner of the Lumberman of the Year award. The convention, held this year for the first time at the Marquis Hotel, began its formal program Thursday, Nov. 13, and concluded on Saturday.

That afternoon, Bank of America economist Dr. Duane Paul gave his forecast for the Southern California economy. He predicted that new housing starts this year would be off 5%-10%, but that the bulk of the decline would be in multiple unit construction. He said single family home starts would decline only 50/0. "With the population expanding at twice the national rate, we're bullish on the area's economy," he said. Dr. Paul foresees that Southern California will match New York as a financial center by the turn ofthe century.

"Look for a slow first quarter," he said, with the entire year "probably at a slow pace."

The next day Dan Nimer, a pricing consultant, presented a morning long session on pricing. He said an ideal pricing plan should provide the greatest perceived value in product and services brought to market, consistent with the growth and Profitability of the company.

Noting that a l% increase in price can equal a200/o increase on the bot-

(Please turn to page 50)

Lumber Barging Growing Fast

Shipping lumber by barge has long been considered cost efficient by lumber manufacturers. Now favorable pricing coupled with ease of handling and speed of deliverY has increased the popularity of moving lumber by water.

One of the most recent entries into the business is Latitudes Marine based in Eureka, Ca. With its roots in ocean salvage and towing, the company has introduced its service using modern tugs and barges to the lumber transportation market during the past three years.

The company recently acquired waterfront property and a loading dock in Eureka, giving it the capability of stocking lumber at the loading facility. This arrangement allows manufacturers to schedule trucking and delivery times as well as helping them to free up space at mill facilities.

Delivery time from Eureka to Los Angeles or San Diego ports in Southern California is from three to three and one-half days. From Oregon ports the trip takes an extra day, averaging four to four and onehalf days with a 2,000 to 5,000 horsepower tug doing the towing. Both open and covered barges are available to ship green lumber as well as dry lumber and plywood.

John LaPrade and Alexandra Gavora own and operate the comPanY. Jim DiMatteo is sales manager. Tours of the facility are available by contacting DiMatteo in Eureka.

DRIVER TESTING

(Continued from page 15)

before becoming probationary drivers.

DMV records for all drivers at Dixieline are checked annually for traffic violations. Violations, whether in their personal car or the company truck, are grounds for disqualification, according to Myers. All accidents are investigated by him. Disciplinary action including termination can result.

Even if a company is not large enough to have a corporate safetY director, someone must be given the responsibility for hiring and training drivers as well as keeping a handle on their safety records.

Help is available from the National Lumber and Building Material Dealers Association which publishes a Truck Driver's Manual, from the state police or highwaY patrol, the state department of motor vehicles and the US Department of Transportation (DOT) which covers driver qualifications in the Federal Motor Carrier Safety Regulation and Noise Emission Requirement handbook.

00UBtE barges loaded with lumber fall in behind tug which will tow them t0 ports in Southern Calilornia from Eureka, Ca.

Phil Butterfield is the new president of the Lumber Association of Southern California. Vice presidents are Richard E. Hawthorne and Martyn Temple. George Swartz is treasurer.

Retail directors include Warren Lindsay, Donald W. Olson, Allen Quimby, Ross Callaway, Robert Slettedahl, Russell Fritchey, James Barr, Jim Rif-

((-orttinued JTorn prcvious page)

tom line, Nimer stressed that cost has nothing to do with pricing. "Cost is used to test, not set prices," he said, adding that the marketplace will finally decide what the price of any given item will be. Pricing should be done from a customer orientation, he said.

Nimer told the LASC members that there are nine questions they should ask themselves regarding pricing. (1) What business am I really in? (2) Who is the customer?

(3) Why do they buy? (4) Why should they buy from me? (5) Wtro is the competition? (6) What are the critical factors for success? (7) How well have I met my markets?

(8) Based on my answers for questions l-8, what is my perceived value? (9) Based on questions l-8, are there any other businesses I should get in or leave?

The following discussion was the

fenburgh, Robert Ransom, Tom Betts, Charles J. O'Donnell, Terry Wesseln, Jerry Higman and Ted Schafer, Jr.

Wholesale directors are Creighton W. Anfinson, Daryl Bond, Phil Butterfield, Jay Linderman, Mark Lofland, Jeff Lynn, Ted Pollard, Jack Secoy, Don Swartzendruber and Martyn Temole.

Hall of Fame Panel, composed of Stanley Brown, Chandler Lumber; Carl Poynor, Fremont Forest Products; Bob Sievers, Fisher Lumber; and George Clough, Anfinson Lumber. Together they represented 196 years in the lumber business.

Brown told the group that companies needed to evaluate what their assets really are and play to them. Profit not volume is the name of the game, he said, noting that the biggest firms in the area have not survived. He named as examples Sun Lumber Co., PattenBlinn, Hammond Lumber Co., E.K.Wood and Owens-Parks Lumber.

Fisher Lumber's Sievers said they sell value, not price, and that quality is the only real alternative to price. The most important asset their company has is its people, he said. Get involved with your association, it will pay off in many ways,

Sievers remarked.

Carl Poynor, in his inimitable manner, mixed a rich array of jokes in with his basic message that the business is in good hands due "to the fine young people" who are coming up in the business.

Elder statesman George Clough, who has worked in and around the lumber business since 1919, said that he had never met a lumberman he didn't like. Clough reviewed past association policies that had changed at government instigation and said that the changes have been good for the industry.

The final business session was a panel discussion on stress. Bill Sullivan, the president of Second Growth, an under-40 part of the LASC, was the chairman.

Leadoff panelist Rick Orlando, Barr Lumber Co., observed that some managers add to the stress of their employees by not providing adequate sales training. The stress of dealing with customers is always present in a retail business and employees should be urged to use exercise, hobbies or the like to help alleviate stressful job situations.

Scott Eilefson, Burns Lumber, counseled that industry problems must be faced, that they won't go away. He noted that stress affects each of us differently. Eilefson said that goal setting and the division of

(Please turn to page 57)

M|]{UIES BEF0BE he received Lumberman of the Year honors, Al Newkirk lll acceoted this past president's plaque from Milt Johnson. (21 Creighton Anfinson, Bill Evenson, Tom March. l3l Ed & Barbara Fountain, Mike Buford, Rick Ponce. l4l lvan & Dotty Schultz, Barbara Temple. l5l Wayne Gardner. 16l Carl Poynor, Bob Wilber. l7l Bob Sievers, Marty Temple. l8l Dr. Duane Paul, Phil Butterlield, Leon Lauderbach. [91 Robert Golding, Julie Tomlin, Terry Wesseln. ll0l Scott Schledorn, Jenni Mann, Nancy & Bill Sullivan. llll Jon Hesketh, Ande Swift, Eric Jorgensborg, Dinny Waters. ll2l Jeff Jahraus, Jerry Holdren. ll3l Kathy & Bob DiMeco. ll4l Jon Cencak, Kathy & Steve Thurgood. llSl Ted Schaler, Jackie & Steve Gwaltney. ll6l Cindy Mazanet, Shery & Frank Velez. (l7l Kevin & Patti Lindsay, John Mazanet. (l8l Dennis Heet. ll9l Gaye Greenberg, Pat & Lisa Hawthorne. l20l Pat & Roger Braniger, Judy & Don Watson. 12ll Ed Gavotto, Jane Golding.

T0AST|i{G the holiday season are [ll Scott Williams, Charles Kitchel, Ralph Heath. l2l Russ Britt, Eill Gittings. [3]Jorrn Diederich, Elmer Lewis, Pat Gould, Maury Walker. l4l Bob Haas, Bob Britland, Craio Triebwasser. Les LeGaux. l5l Nadine Bergman, Lee Rawlin. 16l Bob Riggs, Sid Johnson. l7l Dave Snodgrass, Chris Johnson. l8l Dan

Opichka, Betsy Mazzanti, Lew MacDonald. [9] Greg Hudson, Fred Holmes. ll0l Mike Bivins, Bill Blount. Illl Lee Turner, Dennis Nelson, Bill Elmore. ll2l Annette Chr.istensen, Jack Jenkins, Karen Powning. ll3l Jay & Mike Robbins, Len Richert. ll4l Mark Setzer, Tony Ksidakis, Dan Merrill. llSl Jim Hayes, Jim Ellsworth. ll6l Ctruck

Powles, Bill Dyer. Il7l Claudia Jennings, Doug Hanson. itgl Rick Richter. ttgl Ditk Johnson, Bob Reed. [20f Terry Kuehl, Max Corning. {21| Morrie Tisdall, Rick Shaw, Marty McGinnis. l22l Gene Gredwohl. (231 Steve Fudurich, John Parsons, Mark McDonald.

*#;m

SACBAMEtIT0 (Ca.) area wholesaler's 15th annual Christmas luncheon oictured on these pages (plus related party on next page) drew more than 325 guests, December 5, 1986. A list ol lunch s00ns0rs concludes this column. lll Bob Shepherd, Bob Glatt, Joe Bowman. l2l Ron Knight, Bill Sullivan, Don Cherovsky, Robert Golding. l3l Bud Perkins, Ken Rainey, Gil Barton. l4l Chris Cornett, Vic Hadley. l5l Karl Drexel, Til Johnson, John Souza, Tom

Knippen. (61 Doug Heryford, Nancy Haws, Bill Gaittens. l7l Ben Cassinerio. l8l Karl Drexel, Betty Foster, Michael Gerry. (91 Jack McKenzie, Jim Hawkins, Craig Edwards. Il0l Claude Scott, Josh Tyler. Illl Ann White, Kim Silva, George & Betty Kavooras. (l2l Will Riegel, Ed Bayless. [l3l Jody Sanders. [l4l Steve Little. ll5l Robert West, Dan Mathes, Dick Smallridge. ll6l Jim Murray, Marshall Schmidt, Myrtle Wilcox. llTl Ken Hopper,

Ken Wertz, Jim Earnard. llSl Enita Nordeck, Til Johnson. ll9l Lou 0uiring, Steve Bertsch. l20l Rebekah & Rod Gasser, Mark Muro. Lunch sponsors included: Berger & Co., J. H. Blevins Co., Calif. Cascade Industries, Calif. Lumber & Millwork, Canfor U.S.A., Continental Pacific, Dier Lumber Co., Ensworth Forest Products, Far West Fir Sales, Forest Products Marketing, Gabbert Lbr. Sales, Georgia Pacific, Hedlund Lumber Sales, (Continued on next page)

CELEBRATI0II 0f their handsome new suite 0f offices has been held by Waldron Forest Products, which recently moved from Sacramento, Ca. to nearby Carmichael. The six olfice suite includes sales areas, conference room, kitchen and storage. In front of Christmas tree: Ill Pat Hunter, Jon

Main, El Louise Waldron. l2l Finn Hurley, Jim Hunter. (31 Jennifer & Holmes Pooser. laf Tim DeCoito, Hoss Salters. l5l Ruthe Finch, Linda Weber. (61 Steve Crane, John Maple, Wayne Baisdon, John Deisher. l7l Tim Tanner, Jim Johnson. l8l Casey Curry, Bob Dirham.

COUNTY LUMBER: ALIVE & WELL

We read, as have a number of our friends and suppliers, of our recent demise in your magazine arlicle of December 1986, page 18.

Please be advised that this comDanv is very much alive, is very well, and ii very much a part of the Santa Barbara area we serve.

We shall expect to read of our resurrection in your next edition.

Ron Barker

The County Lumber Co. P.O. Box 4176 Santa Barbara, Ca. 93140

The County Lumber Co. is indeed alive and well. What closed was a subsidiary, the County Lumber Home & Garden Shop, due to a lost lease. The other two units of County Lumber continue to operate successfully. -ed

BLDG. MATERIALS "R'' US

We wish to thank you for publishing a story about C.B.S. in the December '86 Special Issue of The Merchant Magazine. The story was favorable and appreciated.

However, I have one comment. C.B.S. is not a "fast growing hardware buying cooperative." We are well known as a fast growing leader of the building material buying groups. Being tagged as a "hardware group" may be misleading to some prospective independent retail building material dealers.

Phil Pobanz CEO & Treasurer

Central Builders Supplies Co. 215 Broadus St. Sturgis, Mi. 49091

(Continued from previous page) Jenkins Forest Products, Kelleher Moulding, Lausmann Lumber, Louisiana Pacific, Martin Forest Industries, Maywood Anderson Co., Mid-Pacific Trading Co., Mouldings & Millwork Inc., Nikkel Corp., North Bay Forest Products, North Star Forest Products, 0regon Pacific, Pooser Lumber Co., Biver City Moulding, Rocklin Forest Products, Sacto. Pac. Redwood Whsle., Schaller Forest Products, Select Lumber, Sequoia Supply, Setzer Forest Products, Siskiyou Forest Products, Stockton Wholesale, Sun River [umber Co., J.M. Thomas Foresl Products, Thunderbolt Sales, Union Planing Mill, Waldron Forest Products, Western Woods. Inc.. Western W00d Treating and Whittaker Forest Products.

SIZER PRE-FABRICATION

GRAPE STAIGS REDWOOD & D.F. LATH

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

NHLA Elects Fields President

Walter M. Fields, Jr., Walter M. Fields Lumber Co., Inc., Memphis, Tn., was elected the 45th president of the National Hardwood Lumber Association at its 89th annual convention, held in Montreal, Canada.

Fields has long been deeply involved in the National Hardwood Lumber Association. He was first elected director in l9'7 4 and served until 1980 when he entered vicepresidential succession. His name was closely connected with the association's inspection school in Memphis. When the decision was made to move the NHLA offices from Chicago to Memphis in 1977, Fields was chdirman of the building committee which supervised the design and construction of the new office and educational facilities.

Vice-presidents elected for similar two-year terms, are John G. Thomson, Peter Thomson & Sons Ltd., Alliston, Ontario; Henry C. Fulcher, Jr., Sitco Lumber Co., Wilmer, Tx., and Jim C. Hamer, Jim C. Hamer Co., Kenova, W.V.

Two directors were elected to fill

unexpired terms: John O. Schaffhauser, Anderson-Tully Co., Memphis, .and John C. Sirianni, Sirianni Hardwoods, Inc., Painted Post, N.Y. Newly elected directors are: Wallace A. Buchanan, Buchanan Hardwoods. Inc.. Selma. Al.; Joe W. Mathias, Frank Miller Lumber Co., Inc., Union City, In.l James T. Powell. Jr.. Canton Hardwood Co., Inc., Canton, N.C.; Gerald Slavney, Thompson-Katz Lumber Co., Inc., Memphis, and Emmett P. Vaughn, Jr., Emmet Vaughn Lumber Co., Knoxville, Tn.

The 1300 registrants attending the opening session heard the Honorable Daniel Johnson, minister of industry and commerce for the Government of Quebec, discuss opportunities for doing business in Canada. Troy Stinson, Noranda Inc., analyzed the Canadian/U.S. situation concerning softwood imports to the U.S. John D. Abernathy, chairman and c.e.o. of Seidman and Seidman, forecast a furniture industry shipments growth to $14.5 billion. The convention was held October 20-22.

The second general session,

essentially a business meeting, heard reports from the active committees and acted on matters of concern to the association and the industry. A proposal to alter the definition of a clear-face cutting in the association's hardwood lumber grading rules failed for lack of support.

Meetings of the Hardwood Distributors Association, the American Walnut Manufacturers Association, International Hardwood Products Association. National Lumber Exporters Association and the Hardwood Export Trade Council were held in conjunction with the NHLA meeting. Milton Cole, John I. Shafer Lumber Co., Logansport, In., was elected president of the HDA.

The 1987 NHLA convention will be held in Washington D.C.

Top

Complete Roofing Handbook: Installation, Maintenance, Repair by James E. Brumbaugh can help a d-i-yer. Priced at $29.95, the 640-p. book is from MacMillan Publishing Co.. 866 3rd Ave., New York, N.Y. 10022.

WhirlpoolPinUp

A giant 33" x43 " full color portable spa poster with major features highlighted is free to dealers from AquaSpa. 501 N. Miller, oklahoma City, ok. 73107.

lron Sides

A 4-p. Cedarwood steel siding panel brochure is free from Alcan Building Products, Dept. LRCW, P.O. Box 1100, Warren. Oh.44482.

Toying Around

"Making Timeless Toys in Wood," a 96-p. full color book, is $9.95 plus $1.50 postage from Sun Designs, P.O. Box 206, Delafield, wi.53018.

Room UnderThe Stairs

"Understair Storage," a plan sheet and building materials list, is free from Western Wood Products Association. 1500 Yeon Building, Portland, Or. 972W.

Alarming News

Catalogs on two fire alarm systems, one with an intruder alarm. are free from Nulone Inc., Madison & Red Bank Rds. , Cincinnati, oh.452n.

Views Thru Vinyl

Five new brochures on vinyl windows, window condensation and the Vinyl Window & Door Institute are free from VWDI, Society ofthe Plastics Industry, Inc., 355 Lexington Ave., New York, N.Y. 10017.

Plaster Reinforcer

A new stucco and plaster reinforcing mesh pamphlet is free from Keystone Steel & Wire Co., 7000 S.W. Adams St., Peoria, Il. 61641.

Storm Watch

An aluminum storm window brochure. featuring double hung, slider, picture and basementdesigns, is free from Season-all Industries,80 Wayne Ave., Indiana, Pa. 15701.

Cabinet Making Made Easy

For a store's craft library: Cabinet-making: The Professional Approach\t Alan Peters has 197 pages well illustrated. Part of the MacMillan Practical Arts Library it is available for $29.95 from MacMillan Publishing Co. , 866 3rd Ave., New York, N.Y. 10022.

DIY Storage Units

"Build-and-Stack Storage Units," a d-i-y plan sheet for modular storage units, is free from Dept. PS50M, Western Wood Products Association, 1500 Yeon Building, Portland, Or.99204.

Pressure Preserved

"Characteristics, Use and Specifrcations of PressurelTreated Wood," an 8-p. guide, is free from Westem WoodPreservers Institute, 5830 Oberlin Dr., San Dtego, Ca. 92121.

VinylLine

''The Homebuilder's Answer Book," l0 pages on vinyl siding, windows and doors, is free from the Vinyl Siding Institute, 355 Lexington Ave., New York, N.Y. 10017.

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 Mogazine. Many thanks!

Pallet System

A 6-panel pamphlet describing a new computer-designed pallet system is free from National Pallet & Container Association. 1625 Massachusetts Ave., N.W, Washington, DC. 2N36.

lce Breaker

Information on a new winterized water system for cottage, camp or trailer is free from Pyrotenax U.S.A., Inc., by calling l-8005261545.

Finishing Touches

"Finishing Wood Exteriors: Selection, Application and Maintenance," a 56-p. handbook, is $3.25 from the Superintendent of Documents, U.S. Govemment Printing Office, washington, D.c.2u02.

OuterSpace

A24-p. "Homeowners Guide To Outdoor Storage" is free from Arrow Group Industries, Inc., 100 Alexander Ave., Pompton Plains, N.J. fr444.

Broadcast Ads

"Guide to Local Radio and TV Advertising," a24-p. pocket-sized booklet, is free from CertainTeed Corp., P.O. Box 860, Valley Forge, Pa. 19482.

Fringe Benefits

An employee benefis report featuring a survey of all major industries is $20 from U.S. Chamber of Commerce, 1615 St., N.W., Washington, D.C.

Two On The Roof

"The Commercial, Industrial and Institutional Roofing Materials Guide" is $85 for tu'o biannual issues from National Roofing Contractors Association, 8600 Bryn Mawr Ave., Chicago, Il. 60631.

New Light On Lamps

A 6-p. fluorescent lamp brochure is free from GTE Products Corp., 100 Endicott St., Danvers, Ma. 01923.

LASC CONFERENCE

(Continued from page 50)

problems into manageable parts was helpful. "Our enthusiasm helps us cope with stress," he said. "Recognize fear and address it," he suggested.

John Allen, Capital Lumber, said that management and employees need to team together to addressjobrelated stress problems. lf a problem can be identified, analyzed and coped with, a great deal ofjob stress can be lessened. Stress, to varying degrees, is a problem for all, he said.

Russ Mullin, Terry Lumber Co., noting that 500/o of all doctor visits are stress related, said that people can make stress work for them if they can control and direct it positively. Learning time management is a good antidote to job stress, Mullin observed.

The business sessions concluded. the next gathering was for the President's Dinner Dance before the Saturday golf and tennis activities that topped out another successful convention for the Lumber Association of Southern California.

Quallty-,

GTASS:FIED ADVERTISEMENTS

MANAGERRETAIL LUMBER CO.

We are looking for a person with solid background and management. Extensive experience in lumber industry required. Fisher Lumber Co. - Weyerhaeuser Co. Send resume to: Mr. C. R. Sievers. P.O. Box 765. Santa Monica. Ca. 90406.

LUMBER BUYER LUMBER RE-BUYER

Grossman's Warehouse is expanding their purchasing office in Ventura, Ca. Looking for experienced lumber buyers. For information, call Ann Smith at (805) 658-8015 or send resume in the strictest confidence to Grossman's Warehouse, 665-5 Crescent St., Ventura. Ca. 93003.

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-to-size. Excellent commission and benefits. Please call Jim Skay at Skibba Lumber, Inc., Orange, Ca. 014\ 997-l'104.

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 camera ready, $45 if we set the type. 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 480, Nervport Beadr, Ca. 92650. Make checks payable to The Merchant Magazine. Mail copy to above address or call (714) 852-1990. Deadline for copy is the 22nd of the month. PAYMENT MUST ACCOMPTNY COPY unless you have established credit with us.

YARD MANAGER AND YARD SUPERVISOR

Grossman's Warehouse is looking for two experienced supervisors for its Montebello operation. Heavy emphasis on Contractor Sales. Volume 10-12 million board feet oer year.

Excellent benefits and compensation. Send resume to Grossman's Warehouse, 7601 Telegraph Road, Montebello, Ca. 90640 or call Mike Carlevaro at (213) 727-9685.

PORTLAND, Oregon based wholesaler adding to newly opened Southern California branch office, nice beach location. Opportunity for self-motivator with following. Also trainee position. Please inquire in confidence to: P.O. Box 9220. Portland, Or.97207.

SALES - Expand your Horizons! Need lumber and plywood salesman for new Fontana, Ca., distribution yard. Generous compensation plan plus fringe benefits - please contact Ray MacDonald 014) 681-4707.

Place your ad now!

cdr (714) 852-1990

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NEW FROM RANDOM LENGTHS!

The 1987 Buyers' & Sellers' Guide

Now you can own the industry's most useful reference source to helD BUILD SALES & INCREASE PROFITS! You'tl find the Guide the most complete. comprehensive. and accurate' directory available today, backed by the reputation ofRandom Lengths, the nation's leading report on forest products markets. This first edition of the Guide provides rhousands of accurate and detailed listings of producers and distributors of softwood forest products in the U.S. and Canada. It contains 34 sections, covering every major product category and trade function. It's arranged in 12 handy tabs for quick and easy reference. Let us prove how useful the Random Lengths Buyers' & Sellers' Guide can be. Order your copy today for a l0-day no-risk examination. If you are not fully satisfied, return the Guide for a full refund. Single copies of the Guide are $130, posrpaid. Multiple orders are even less. Call for details. ORDER TODAY! Call Nancy at (503) 686-9925, or write Random Lengths, Box 867, Eugene, Or.97440.

NORFIELD-GENIE DOOR & jamb machine with strike routing machine. Three years old, great condition. $8500 OBO. Roy Wallingford (805) 925-8644.

YATES C-88 moulder/sticker. 8" wide, completely rebuilt. Priced to move. (805) 543-5533, Pacific Access Lumber, P.O. Box 1098, San Luis Obispo, Ca. 93406.

8" VONNEGUT Moulder available in 60 days. See in operation now. $18,000. Peterman Lumber Co. (714) 829-3466.

REPRINTS of hardwood articles from The Merchant Magazine. Excellent for reference or tnfning. Domestic Hardwoods, $12; Southeast Asian Hardwoods, fi; South American Hardwoods, g6; all three, $19. Send your check today including name and address to Hardwood Reprins c/o The Merchant Magazine, 4500 Campus Dr., suite 460, Newport Beach. Ca. 92660.

WHITNEY No. 30 double-head planer, in operation now - make offer! Nickerson Lumber (213) 875-2511

TWISTED AND WEATHERED

Douglas Fir 54S and rough, 2x4 and wider, 3x4 and wider, 4x4 and wider. Call Bill Hunter, Hunter Woodworks, (2t3) 7 7s -2s 4 ; (2r3) 83 5 - 5 67 r.

1 BOX FACTORY type re-saw; I gang rip saw; (any condition) Contact Chuck: (505) 294-0512.

REMANUFACTURING yard in San Bernardino County, Ca. SP Rail unloading, resaw, P.E.T., ripping; (iood location, close to fwys. Write llox 557, c/o The Merchant Magazlne.

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-M26.

, ftr r,, lrut, l) utlzn 6"lJ6nu o Dick Phelps, Broker (former lumberman) available to assist you.

JAMES R. GARY g Co. Ltd.

Realtors & Estate Agents 21747 Erwin St., Wmdland Hills, Ca.91367 ca. (818) 7olEl44 Nat. (E00) 431-0sss (800) 42r-0sss

Place your classified ad now!

Consultanls To Management

PEOPLE

Since 1979

ADVERTISING INVENTORY DISPLAY

P.O. 8ox 741623 9750 Trevor Drive Oallas, Texas 75243 (214) 690-6600

WHY IS IT - a m:ur wakes uo in the morning after sleeping under'an advertised blanket on an advertised mattress and pulls off advertised pajamas. Takes a bath in an advertised tub, shaves with an advertised razor, washes with an advertised soap, puts on advertised clothes, sits down to breakfast of advertised coffee, puts on an advertised hat, rides to his office in an advertised car, writes with an advertised pencil ., Then, he refuses to advertise, saying advertising doesn't pay, and then, if a business isn't good enough to advertise he advcrtises it for sale.

If you believe in your business and want to build it . ADVERTISE.

Gets Results

Building Products Digest takes your advertising message to retailers and wholesalers in th,e l3 Southern states.

4500 Campur Newport Beach, Ca. 92660 {714) 852-1990

o Senior Sales Managers

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o Branch Manager positions

o Trader/Broker talent

o

r

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- SOUTHERil CALIFOR]II+

LOSANGELESAREA

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

8€rkot Mfo. co. ... .....................:..

&verly Manufacturin0 Co.

Burns Lumbcr Co.

Camll Moulding Co,

Chaparul Dislributors

Chozen Trucking C0.

Coastal Lumber Co.

Coos Hoad Lumber & Plywood

3C Truckino

Dml8y Forosl Co., Inc.

El&El Wood Products Co.D.

Far West Fir Sales (213) 62$5206

Founlain Lumbff Co., Ed

Frcnont For8sl Produc|s .............

Grlleher Hardwmd Co.

G€mini Forast Products

Goorgia-Pacific Corp. (213) 96&5551

Hull Lumbor Co. (800) 223.HUFF

Inlild Timb€r Co.

&hnstm tlardwod Inc.

Jones Wholesale Lumber Co.

Lan€ Stanton Vance

Lumbs Assn. of So. Calil.

MacE€ath Hardurcod

Maple 8ros., Inc. M0ldin0s

Marquarl-WolloLumberCo............

Mutual tulouldino and Lunb€r Co.

ilodh Am€rican Plys/ood (ln Ca.) (800) 421-1373

osoood Inc., Rob€rt S.

Pacitic LumberTeminal ..

Pacitic Madison Lumber Co. 12131 773-2n2

Parr Lumber Co.

Penbslhy Lumber Co.

Pstorman Lumber Co.

PhiliDs Lumber Sa15.....

Producl Sales Co.

Roliable lvholesale Lumbor Co.

Sammons St0rage Systems

San Antonio Constructior

Sause 8rc. ocean Towin0

Snavely Focst Prcducts

Solt-Touch Cmpuler Systems

Sflth 8ay Forest P;oducls

Southern Calilonia Pro-Stain

Soulhwost Machinery Co., Inc.

Soulhwosl Plyvrood & Lumber Corp.

Stanlins, Inc.

Sumuood, Inc.

Vent Vue Products

Vhoinia Hardrood Co.

l,Vestem Amsrican Fbrosl Pmducts

Wsslem Inlmalional F0r6t Pr0ducts

tlbstem Tuminos & $an

ttlbyorhaeusn Co. (800) il7-7762

7118-5451

SAil FRAI{CISCO BAY AREA

Boaver Lumber Co.

geroer & Co.

California Forest Products

Calitornia Lumbef Insp€ction S€ryice .,

Calitomia Redw0od Assn.

Cas€lla TransDortatim

Crestwood Folest Products

DMK Pacitic CorD. .................

00rs, lnc..........

Flor S€ryice Supply (San Jc,se)

Georoia-Pacilic Corp. ..,............

Georoia-Pacitic Corp. (San Jose)......

Haness Timber Prcducts

Higgins Lumbcr Co. (Monterey)

Hiogins Lumber Co. (San &se)

Siggins Lumber Co. (Union City)

Higoins Lumber Co. (Walnut Crek)

Hirt & Wood Lumber Co.

HMS Systems Corp. Hub City Golden Gate Teminals mctTt/EUtEtil/F0nTun

]{OBTHERI'I AND GENTRAL CALIFOB

Bracul Internalional

Britt Lumber Co.

Costa Trucking, Joe Eureka Southern Bailroad Co. . Humboldt Bedvyood Co. Louisiana-Pacific Coro.

Redwood Co.

CorD.

Lumbcr (Kinlon Div.)

8Xt8G

Pacific Corp. (Redwood) ........

Co., Fred

GBEATEBSAl{

RIYEBSIDE & SAI{ BERI{ARDI}IO COUTTI ES

c0uut

tsUVE M]S' GUilDE

I{ORTHWEST STATES +OCKY ilOUIITAINS -

wAslllNGToil

Vaagen Bros. Lumber, Inc.

IEtt0nE

PGL Euilding Products

8[EUEn SEtTnt/TrC0tr mEl

American Plywmd Assmialion

Eeadex Manulacluring Co.

Brady International (206) 251-0900

Eurns Lumber Co.

Colonial Cedar

Georgia-Pacific Corp. (Tacoma)

Georgia-Pacific Corp. (Seattle)

Hub Cily Seattle Terminals

PGL Building Products (Auburn)

PGL Buildino Products (Bremerton) .......

PGL Building Products (Everelt)

PGL Building Products (Alaska Div.)

Lolh Lumber

McFarland Cascade (ln Wa.) (800) 521-2131

Martin Foresl lndustries

Northwest Foresl Products

Sequoia Supply

SimDson Timber Co.

Tumac Lumber C0. (800) 982-8202

Wasalch Mountain Manlel Co.

Western Turnings & Slair

Weyerhaeuser Co. (Seattle) (800) 562-0908

Weyerhaeuser Co. (Tacoma)

sP0mtE

Eerger E Co.

Georgia-Pacitic Corp.

PGL Buildino Producls

Weyerhaeuser C0. (ln 0r., ld., Mt.)

WEXITCIIEL

PGL guildino Products Yilfltt

@ts[TqAR[trS

M ark Kelley, co-owner of M&M Builders Supply, Inc., Tracy, Ca., died Nov. 28, 1986, in Tracy.

Born in Alameda. Ca.. Mr. Kelley served in the Army in World War II and was stationed with American occupation forces in Japan.

In 1946, he moved to Tracy and joined the staff of M&M Builders Supply, owned and operated by Glenn Marquand. In 1956, he became a partner with Marquand and after the latter's death, coowner with his widow. Pauline Marquand.

Mr. Kelley is survived by his widow, Katie, a brother, a sister, one son, two daughters, and two grandchildren.

Benton R. Cancell, former president and chief executive oflicer of Potlatctr Corp., San Francisco, Ca., died Nov. 22,1986, in Laguna Hills, Ca.., after a lengthy illness. He was

A native of New York City, N.Y., Mr. Cancell was educated as a professional forester and while still in college began his career with the American Pulp & Paper Association and the United States Pulp Producers Association. During W.W.ll, he served as director of the War Production Board's Forest Products Bureau. After the war, he joined Powell River Co., Ltd., Vancouver, B.C., and then Rhinelander Paper

Co., which merged in 1957 with St. Regis Paper Co.

He headed Potlatch from 1962 to 1971, continuing as a director until 1979. He also has served on the board of directors of Southland Paper Mills, Lufkin, Tx.; Northwest Pulp & Packaging Co., Ltd., Alberta, Canada, and in many industry organizations, including as president of the American Forest Institute.

Mr. Cancell is survived by his widow, Janet, two daughters, four grandchildren, and one great-grandchild.

James Patrick Donahue, president of Hirt & Wood Lumber Co., Inc., Eugene, Or., died Nov. 21, 1986, oflung cancer in Eugene. He was 59.

A life long resident of Eugene, he was graduated from the University of Oregon. He was a lumber broker and partner of Hirt & Wood.

Mr. Donahue is survived by his widow, Gloria, a brother, four children, and two grandchildren.

Frank A. Brown, retired sales manager for S.D.S. Lumber Co., Bingen, Wa., died Dec. 18, 1986, after a long bout with liver cancer. He was 72.

Born in Berkeley, Ca., Mr. Brown began in the lumber industry with Pope & Talbot in 1936. He later became co-owner of HelmsBrown Lumber Co., San Francisco, Ca. Subsequently he spent seven vears with Inland Lumber Co.. Col-

ton, Ca., and then l7 years with S.D.S.

He was a member of Hoo-Hoo International, the lumbermen's fraternity.

Mr. Brown is survived by his widow, Grace o'Tot", a daughter, and two grandchildren.

Februatyt 1987

An exciting addition to this magazine's series rf special issues will appear in February, 1987. Hightighting cedar, it will cover a wide range rf topics of interest to anyone involved with wood. Ve'll be talking about cedar's selling points, narketing possibilities and its growing role in he wood market . . . plus: how to buy it and row to promote cedar.

In addition. there will be case histories and rther success stories on howwholesalers and etailers can profit from cedar's growing market rcceptance.

ADVERTISERS: Make sure you're not left out of this important issue. Call or write today to reserve space in our February Cedar Special Issue. The deadline for space reservations is January 14,1987. To reserve space or for more information, just call the telephone number shown below.

UwHoTDsALDo*fir rs

PYRESOTE

TREATME NTS AVTIII,AB LE :

CZCLP.2 DF MTJDSILL

lumber-above ground

x4, u6, 2y.8, *10,2x12,2x14 3x4, 3x6, 3x8, 3x10, 3x12 4x4, 4x6, 4x8, 4x10, 4x12, 4x14 6x6,6x8,8x8, 1x4, 1x6

ACZA CHEMONITE

lumber-foundation grade X4 &2x6

plyrrvood{ou ndation g rade

't/2 & 3t4 CDX

#3 DF lagging LP-22

3x12

6x6 - 24 power poles S+S

hnta-Dorv, Penta-CII, Crcosote, 50-50, Pennanent wood Foundation (FDN

h'r€sote - Chemonite - D-Blaze - Exterior Flre Retandant

all treatments certified to AWPB specs.

COMPLETE LINE OF THE FOLLOWING:

CONSTRUCTION HEART ROUGH

CONSTRUCTION COMMON ROUGH

ROUGH DF