Merchant Magazine - January 1988

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"Delivery To Your Yard ls Now Available"

Edltor-Publlsher David Cutler

Senlor Edltor Juanita Lovret

Asslstrnt Edltor David Koenig

Contrlbutlng Edltors Dwight Curran, Gage McKinney, Ken Thim

Art Dlrector Martha Emery

Strff Artlst Parie Petty

Clrculatlon Alice Nielsen

The Merchant Magazine (USPS 79656000) is published monthly at '15fi) Campus Dr., Suite 4E0, Narport Beadr, Ca. 92660, phone (714) E52-190, by The I&rchant lvlagazine, Inc. Second-class postage rates paid at Newport Beach, Ca., and additional offices, POSTMASTER: Send address changes to The lvlerchant lvlagazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660.

ADVERTISING OFFICES

Advertising rates upon request.

From all states east of the Rocky Mountains: Contact Jean Waggoner Gogerty, national sales manager. From Arizona, Nevada and California: Contact David Cutler. Both may be reached at (714) 852-1990 or by writing 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660.

From Washington State, Oregon, Idaho, Wyoming, Montana, Utah, Colorado, Nonhern Calilornia and Canada: Contact Carole Holm at (206) 774-3773 or 21819 ?7th Place West. Edmonds. wa. 98020.

Change of Mdrcss-Send subscription orden and address changes to Circulation Dept., The lvGrchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 9256O. Include address label from recent issue ifpossible, new address and zip code.

Subscripdon Rates-U.S.: $9-one year; $15+wo yean; $20-th€e yean. Foreign: one vear oavable in advance in U.S. fundsbanada-or lVftxico: air-$35r surface-$30; South America: air-$55; surface-$30; Asia: air-$68; surface-$30; Europe: air-$98; surface-$30. Single copies-$2; back copies-$3 when available plus shipping & handling.

The lvtrerchant Magazine is an independently owned publication for the retail, wholesale and distiibution levels ofthe lumberand home center markets in 13 western states.

DAVID CUTLER editor-publisher

You're sick, sick, sick

r|r HERE'S AN OLD medical axiom that doc- I tors tell about a well and healthy person who is continually told he's sick. Sure enough, after enough repetition, all those dreary warnings of illness take their toll and the person actually becomes sick.

spending. The fizz in our formerly bubbling economy is evaporating as capital spending projects are cut by firms large and small. On the personal level, home improvement projects have been temporarily shelved as spooked customers wonder if everything is going to be all right.

That's what seems to be going on now with the economy. Since the stock market crash of last October, the press has relentlessly hammered home a drum beat of negative news about the condition of the economv. While some stories may be unsubstantiated and more are mere speculation, the effect has damaging. It is classic cause and effect.

many been

"When people keep hearing experts predicting that things are going down the tube, they start acting like things are going down the tube," the Wall Street Journal has quoted Harvard Business School professor Stephen A. Greyser as saying. The economy has gone flat as corporations and individuals have curtailed

Although some of the news is genuinely bad, the far greater negative portion too often smacks of a self-fulfilling prophecy. Against such a back drop the challenge becomes one of keeping perspective, filtering out the gratuitous negatives and maintaining a realization that the economy is not shot. There is business out there for those who have the resolve to aggressively pursue it.

Thisishowsome building supply will lespond to their eompetition in 1988...

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A comprehensive professional education program. We've assembled an all-new professional education program for 1988 featuring hard-hitting sessions designed to help you identify and build your competitive advantage. Be sure to attend some or all of these

Enjoy 'Uazz on the Lake" after the Show. Have a great time after Show hours at The National Home Center Show's@ fun-filled 'Uazzon the Lake" social hours. Relax with your fellow CIMPETITIUE deaters as you enjoy f ree hor! dbeuvres,

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Free Pre-Registration |nstructions

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IiIPOFilANT: In ordar to process your registralion, your company's business activity musl be indicated below: (l)

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Jb these guys, it's more than just competition. More than mere sport. It's a dream. A chance to be the best in the world. So at the Olynpic Tiaining Center in Colorado Springs, vou'lIfind onlv the best.

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proud to be an official sponsor of the U. S. Olympic Ji1211."- Harry Merlo, Chairman and President, Loursiana-Pacific. Call us today to find out how L-P Inner-Seal can pertorm for you. For complete information, specifications and samples, call Chicago area (372) 397-8833 or Los Angeles wea(7LD 582-0977.

I\EALERS equipped with their I/own truck or fleet of trucks have a special advantage, but also the added problems and worries that come with maintenance and driver letdowns. They are putting a lot of trust into each driver.

"You allow a driver to take your products and one of your greatest assets - your truckand to use your fuel. You want to ensure he's using it productively," says Kurt Burmeister, national sales manager of Rockwell International's automotive products division.

To monitor truck and driver performance, a number of companies like Rockwell have been offering various tracking aids. The grandfather of the tracking device is the tachograph, a nonelectronic gauge currently in use by a number of home centers.

Story at a Glance

Tracking aids help to improve productivityof drivers trackers monitor speed, rpm, braking, idling and other trip information...new computerized systems outperform traditional nonelectronic models, but are vastly more expensive to buy.

Onboard computers help track trucks

he shifts properly using a progressive shifting technique," says Burmeister.

Tripmaster is a small device, actually a microprocessor, that fits aboard the truck. "All information is recorded on a chip, making it instantly available for evaluation," he says."lt will also save drivers from having to write things down," Burmeister continues. "Tripmaster has a keypad through which the driver merely inputs the amount of goods dropped off or whatever."

Steve Waller, product specialist for Stemco Instruments, a venerable tachograph producer, explains: "The tachograph has been around a long, long time. It records information on a small circular chart, but it's diflicult to read. You have to have someone who knows how to interpret the various lines on the chart."

In an effort to remedy this problem and to gather more complete information, companies are now introducing electronic trackers. Some dealers have backed off these computerized aids because "they just supply too much information" and because of price tags up to five times those of their nonelectronic counterparts. But many think they are here to stay.

Rockwell International has devised Tripmaster, "which gathers speed and rpm information to improve productivity. Then you can: one, improve the driver's route, or two, control driving habits, such as stop times, how he slows down, or if

Stemco has also created an electronic extension of the tachograph. Their Computer Trip Recording system utilizes an onboard computer which monitors speed, rpffi, excessive idling, reasons for delays, braking information, oil pressure, water pressure and other pickup and delivery information.

Waller says, "The CTR system uses a mobile memory cartridge, which is placed into the onboard computer to record trip information. It's completely solid state, not the cassette type, so it's tamper proof."

After the trip, the cartridge is pulled out, taken to the office and placed on a cartridge reader, which is tied into the oflice IBM personal computer or a compatible model. All of the information is dumped out into the main computer, completely clearing the mobile memory cartridge so it may be used again. The information can now be plugged into preformatted reports or rearranged into any type of report the transportation manager would like.

"Our biggest advantage is the extreme flexibility of our software. Everybody makes the hardware, the difference is that our software allows managers to track by truck, by driver, by route, by date, or whatever. You may use driver grading reports,

in which all drivers start out with 100 points and points are taken away for high speed, excessive idling, et cetera," says Waller.

Still, the success of any driver program can rest on the way it is introduced to the driver. Tracking programs can benefit everyone. As Burmeister explains, the electronic tracking aids "allow you to be a better manager and your drivers to be more professional drivers. Often you can't tell a driver how to drive and he doesn't always know if what he's doing is good or not. (The trackers) allow him to know what he's supposed to do."

01lB0lR0 tracking aid is mounted out of the way to record trip information on a rugged, tam per-resistant cartridge.

0lIA entry terminal f rom Stemco Instruments in a handheld size allows drivers to check current and log new information.

How lumber moves from ship to shore

I UMBER HANDLING. The L words conjure up the image of a crew of men stacking tens of thousands of pieces of lumber, one piece at a time, onto a truck destined for the yard. And, actually, that was just the way the service was performed when Guerero Lumber Handling, Inc,, Long Beach, Ca., first began operations in 1931.

The nature of the business has changed dramatically throughout the years. Handstacking has long been replaced by bundle-toting forklifts, but the demand remains for Frank A. Guerero's service in Long Beach and Los Angeles harbors.

Frank Guerero's father started the business 57 years ago. Back then, it usually required about eight to ten handlers at the dock to meet the ship. Frank joined the company after he got out of the service in 1953. Father was getting out of the business as son and the age of automation settled in. Soon the full crew had been replaced by a single lift driver and an assistant.

Their day begins with the arrival of a steamship, often Greek or Korean in name, with hardwoods from a

faraway port. The steamship company hires a group of longshoremen, which hold the legal right to unload the foreign vessels. They stack the lumber on the open dock and Guerero works with the customs broker for permission to receive the lumber. He checks the identity and condition of the wood before loading it onto his truck and hauling it, most often, to the final customer.

"Nowadays, we usually won't deliver the bundles of hardwoods to the yards," says Guerero. "Most of the importers just have a desk and an ollice, so we use our own trucks to deliver their orders direct to their customers."

Because they don't have the facilities to stock the lumber on site, many companies will order exactly the amount needed from the supplier. Others, usually in order to keep a steady relationship with suppliers, may try to sell the shipment while it's on the water. But by the time the wood is unloaded onto the dock, importers have only a few days to let it sit. After that, Guerero must ship the unsold lumber to a public warehouse. last choice since the

Story at a Glance

How dockside lumber handling has changed.. what's involved in offloading both hardwood and softwoods... what a professional handler does and why it is important.

K0ffEAl{ ship docks with Philippine mahogany shipment.

101{GSH0REtllAll releases his load

(right) works with terminal's Bud Paulsen. SIltltPEll codes help identify'buyer and species.

backlog of bundles hurts everyone ver has no idea what he's picking up. - supplier, importer and handler. Many times I've seen them deliver "At certain times of the season, the wrong material. we ship more to the warehouses than "We also make sure the mill at other times," says Guerero. didn't ship the wrong material. Just "When the stock market crashed a last month, a company had ordered I couple months ago, lots of custo- x 12 meranti. On the docks we noted mers backed off on their orders. I x 10 had been sent in from MalayThey wanted to wait and see, and we sia. which the customer didn't want. ended up shipping a lot of lumber to It could have been delivered clear the warehouses." back to the East Coast before anvone

The docks are open to the public, though, so companies can - and a number (especially with smaller shipments) do - attempt to pick up and deliver their lumber without Guerero. But the problems they encounter are often not worth the trouble. Waiting for the stevedores to unload your shipment, dealing with detailed paperwork, having your own truck, hiring someone to load the truck, and securing a forklift at the dock are among the inconveniences for the infrequent handler.

In addition to availability, companies such as Guerero's also offer experience. "People trust us," he says. "They know that we know the difference between various species of hardwoods. A typical freight dri-

llETAIIEl|

else discovered the error," says Guerero.

He is also familiar with the various markings companies use to identify each load. The ends of boards may be painted half red and half white, or painted white with a red dot. Other importers merely have the company name, initials or logo stenciled on the bundle, or have a simple code applied. For example, a bundle stamped Russwood B-14 would identify a Russell Stadelman & Co. shipment of hardwood plywood.

The handler must also carefully check the shipment for damages. Guerero explains: "ln loading and unloading the cargo, about 100/o of it may get scuffed, gouged or dropped. The bundle may break open and you'll have pieces adrift everywhere. After they restack the bundle, we'll have to have a piece count and check the lumber's condition."

He must also note damages that may have been incurred when the wood was initially loaded onto the ship or perhaps tossed about on the

(Please turn to pagc 57)

M0ilK crane unloads crates of exotic mahogany

examination by Frank Guerero of identity and condition of imports is needed.

STARE0ARI! view: Korean ship is about to unload.

0AlillGES are not insured unless noted by the handler before the shipment reaches the customer.

Rate negotiation can result in undercharge bills

By Richard L. Bredeman Senior Traffic Consultant B. R. Garcia Traffic Service Walnut Creek, Ca.

THE relaxation of regulation since the passage of the

IMotor Carrier Act of 1980 has given shippers new opportunities to negotiate both service and pricing.

It has also produced some problems. One of the most vexing is when a shipper, who negotiated a discount from a motor carrier previously, receives undercharge freight bills denying the discount. Typically, these discounts are substantial, often as high as 500/0, and the bills may cover shipments which moved several years earlier. These bills are usually from an auditing firm, representing freight shipped via a carrier which subsequently became bankrupt.

In a bankruptcy proceeding, the court appoints a trustee, who often selects a firm which specializes in this field, to examine the freight bills for possible undercharges. The auditor's financial success depends on collecting the maximum amount of additional freight charges.

Discounts are particularly susceptible to undercharge claims. Auditors have relied on a principle known as the "filed rate doctrine," which has been upheld by the Interstate Commerce Commission and the United States Supreme Court since 1915. This doctrine holds that a common carrier is required to collect, and the shipper is required to pay, the full lawful charge shown in the applicable freight rate tariff, regardless of any conflicting information or understanding between the parties.

In their zeal to obtain traffic, carriers in many cases promised substantial discounts to shippers, while failing, inadvertently or otherwise, to publish the discount provisions in a tariff and hle it with the ICC.

Another frequent basis for undercharge claims concerns failure to comply with technical documentation requirements, such as specified annotations to be made on the bills of lading. The commission in recent years has held, under certain conditions, that omission of a notation from the bill of lading, if it has no effect on the carrier's operations, is not sufficient reason for denial of the rate.

As a result of this growing problem, the National Industrial Traffic League, on February 26, 1985, filed a petition with the Interstate Commerce Commission, asking them to initiate a rule-making proceeding to address the matter.

Shippers felt that, with "deregulation," they could depend on assurances, written or verbal, from the carriers that the negotiated rates or discounts were legally hled tariff provisions. Shippers told the commission they

should not be penalized for administrative failures of the trucking companies.

The commission, in due course, agreed with the shippers, and, effective November 29,1986, modified their long-standing policy of strict adherence to filed tariff rates.

The key to the commission's authority to make this change is the distinction between a "legally filed rate" and a "lawful rate." Under the new policy, the commission will consider a challenge to the legally filed rate, when based on a showing that collection of the legally filed rate would be unlawful. Under the Interstate Commerce Act, the commission may find collection of a legally filed rate to be unlawful, when it is shown to result from an unreasonable practice of the carrier in violation of Section 107 of the act.

Story at a Glance

What to do if you receive "balance due" freight bills for undercharges basis for claims ways to avoid problems, what action you can take.

To support the contention that collection of the legally filed tariff rate would be unlawful, shippers must show convincing proofofa negotiated rate or discount' In exceptional circumstances, properly supported testimony' corroborated by other evidence, may convince the commission. However. written documentation, such as a letter from the carrier, would be far more effective.

What should you do if you receive "balance due" bills from carriers or their assignees? First, verify the carrier's or auditor's claim from the standpoint of actual tariffprovisions. Ifyou hnd the claim to be correct in that respect, and you know a different rate or discount was negotiated, look for proof. If you have such proof, decline payment in writing, stating your reasons. In your reply, refer to the Commission's policy statement in "Ex Parte No. MC-177, National Industrial Transportation LeagueNegotiated Motor Common Carrier Rates." The auditor may try to minimize the importance of this proceeding,

Delivery cost management puts you in the driver's seat

By Wally Lynch Paid Associates

GOPHISTICATED cost account9ing systems, computer software programs and logistic experts can deal with managing delivery costs, but this article is all about doing it without them, or a blank check and an army of people.

away if you no longer made any deliveries. Examine and allocate costs from each of the following accounts.

(1) Wages, payroll taxes and benefits.

(1) Profitability of delivered sales: (To-date over 90% of those examining this have identified an operating loss from delivered sales alone.)

rttt) ovERCoMEPSYCHoloct- CAL BARRIERS These are three of

Here are frve procedures that anyone can implement right now, at little or no additional cost, to begin to mthage delivery costs almost at once. the most common hang-ups encountered. One or all may be yours.

(A) Cost management (control) is very diflicult and complicated.

(B) Delivery serves the customers: their needs dictate the expense, thus the costs are not manageable.

(C) Our accounting system won't handle it.

(Read on to see why these myths are just that.)

ESTABLISH SEPARATE PROFIT OR COST CENTERS

(2) Recruiting and training.

(3) Vehicle and equipment depreciation/lease.

(4) Interest and insurance.

(5) Licenses, sales and excise tax.

(6) Tires, tubes, garaging, washing, painting.

(7) Fuel and oil.

(8) Maintenance, repairs and supplies.

(9) Supervisory and management expense (approx. 60/d.

(10) Payroll overhead (approx. 40/i.

(Any accountant should be able to provide this information in three to four hours.)

(B) The result will identify a total

dollar amount spent on the delivery

function.

(2) Delivery cost ratio: The percentage of dollars spent to delivered sales made. (Nominally 5olo to 8% of delivered sales.)

(3) Delivery expense as a percentage of total operating expenses: (This often will range from l8o/o to 250lo of daily expenses and demonstrate its need to be managed.)

(D) Identify miles driven by:

(l) Reading odometers.

(2) Checking oil change tickets.

(3) Estimating mileage. (Average is around 20,000 miles per year per truck.)

'"

(A) Identify delivery costs by asking yourself what iosts would go

(C) Identify total delivered sales for the same period covered by cost identification in order to determine:

(R) Cost per mile driven can be determined by dividing total delivery costs by total miles. (Range will be between $1.75 and $2.25 per mile.)

(l) Having determined what cost per mile has been, set or peg a figure to cover what you believe it will be, based upon estimated miles to be driven.

(2) This hgure (say 92 per mile) now becomes the standard to be recovered per mile per delivery.

(B) Set a pre-tax profit figure on delivered sales. (Industry average is nominally 2.50/o on total sales.)

(C) Determine a budgeted delivery cost ratio as a percentage of delivered sales by dividing total delivery cost by total delivered sales. (Range is 5olo to 8%)

FoRMULATE A DELIVERY

I POLICY with the information pro-

vided by your budget.

(A) Define profit areas of delivery on a wall map with three 10 mile circles outward.

(l) Budgeted profitability can be determined by dividing budgeted cost per mile driven by the budgeted delivery cost ratio. (Example: $2 divided by 6.50h or $30.77 in inventory value per mile driven.)

(a) At the l0 mile circle, this is 20 driven miles or 20 times $30.77 or $615.40 must be on the load or the company loses money.

(b) nt the 20 mile circle the profitable load is 40 times $30.77 or $1230.80 or the company loses money.

(2) With this simple method you can determine budgeted profit and loss before delivery is made. lt can be set up in a chart for dispatcher's review and use before each and everv delivery is made.

Story at a Glance

Five steps for managing delivery costs easily. ways to identify costs, set up budget, establish a delivery policy. free sample trip ticket and delivery P&L statement offer.

(B) Determining number of delivery trucks needed.

(l) One 2 to 2-1/2 ton 16' flat bed truck should easily provide for the delivery of $ 1.000.000 worth of material annually.

(a) A normal40 hour week is 2080 hours annually which means a delivered sales average of $480.76 per hour per truck, which in practical terms is one delivery in the a.m. of $961.52 and another one in the p.m. of the same amount daily.

(b) Another way to look at it is by miles driven at a maintained speed of 15 MPH. Traveling 20,000 miles per year, the truck is on the road 800 hours of the 2080 hour work year.

Transportation Special lssue

(A) You'll need a trip ticket for this purpose to show you how many miles were driven and the value of loads handled per trip. (This has several other benefits which are too numerous to list here.)

(B) Have whoever dispatches your truck(s) make up a daily P & L on delivered sales following these steps:

(l) Total the miles driven.

(2) Multiply this figure by the cost per mile driven ($2).

(3) Total the sales value of all deliveries made less taxes.

(4) Combine the budgeted pretax profit percent on delivered sales (2.50/o) with the budgeted delivery cost ratio (6.5%) and multiply this combined figure (9.00/o) by the total sales value.

(5) The difference between the cost developed in step 2 above and the recovery determined in step 4 above is the profit or loss against the budget for the day.

(6) The process will take less than 5 minutes to accomplish.

(7) Management can immediately do something about losses with such decision making information.

Managing delivery costs is just like managing anything else. Identify the problems. Explain the solutions and monitor implementation.

The five simple steps outlined will be helpful in moving your company from reacting to the customer's delivery demands to managing a cost effective service to these same customers.

(For a free sample trip ticket and a copy of a delivery P & L statement, send a stamped, self-addressed envelope rc lilaily Lynch at Paid Associates, P.O. Box 741623, Dallas, Tx. 75243-ed.) by evaluating what's

happening around you daily.

(c) The load profitability r point at the 30 mile circlellll} MANAGE wlTH HINDSIGHT is 60 times $30.77 or $1846.20.

Long distance delivery

UAWAIIAN TRADE sounds roJI mantic, but to the building product dealer trying to span nearly 2500 miles between the West Coast ports, his closest source for many building materials, and his Island customers, it is strictly business.

Seattle, Wa., Portland, Or., Oakland and Long Beach, Ca., are the principal departure points for mainland produced building materials headed for Hawaii. Lumber often sails from Coos Bay, Or., Eureka, Ca., and other lumber Producing ports in the Northwest.

Three companies share in the Hawaiian trade: Matson Navigation, the oldestin existence since 1882; Hawaiian Marine Lines, a CrowleY Co., and Sause Bros. Ocean Towing Co. Inc., whose barges specialize in lumber. All three regularly carrY building materials across the Pacific, often battling storms and high seas.

Matson specializes in container shipments while HML carries both palletized or platform shipments as well as 20 and 40 foot dry containers. Containers frequently are used to carry the more fragile materials such as windows. doors and cabinets. Lumber is carried both under cover and out on deck, depending uPon its packaging.

Companies making large shiP-

ments normally make their own shipping arrangements and deliver materials to the dock. However, companies making small shipments often find it easier to use the services of freight consolidators or freight forwarders. These are companies which receive packaged materials from several companies and consolidate them in containers which they then ship. When the container arrives in Hawaii, the freight is broken up and distributed.

Cargo ships and barges usually dock at the Honolulu terminal, the main port on the island of Oahu. Inter-island barges are then used to carry the freight to the outer islands of Hawaii, Maui, Lanai, Molokai and Kauai.

The Pacific crossing takes about eight days, but most shippers calculate door to door delivery at two weeks. Matson has its own Sand Island Terminal in Honolulu and its own barge to the neighboring islands. The 300 ft. Islander can carry up to 155 containers. Other vessels use leased facilities at the Honolulu terminal and utilize local barge services such as Young Brothers.

Building product shippers often develop unique shipping techniques for their products. For example, Western Cabinet and Millwork,

Woodinville, Wa., ships cabinet components by container to a subassembly facility on Oahu, rather than ship completed cabinets. They do about $1.5 million volume annually, sending the finished product by barge to contractors and dealers on the other islands. Containers are loaded at the Woodinville Plant bY their employees and delivered to the Matson terminal in Seattle. When the containers arrive in Honolulu, they go directly to the assemblY plant.

Story at a Glance

How building mat6rials get to Hawaii special rcquirements for some shipments... "RG Ro" and container vessels and barges shuttle building Products and lumber from the mainland.

Ron Hillman, general manager at the Weyerhaeuser distribution center in Portland, Or., is responsible for Weyerhaeuser shipments to Hawaii. Lumber, plywood and metal products such as nails and fencing are their principal shipments. Mate-

LUllBEl and pipe are in deck cargo Hawaiian Marine Lines crew. Lanai by F0RfUnS stow building materials inside the house on 400 x 100 ft' Hawaiian Marine Lines barge.

being loaded

rial is sent in mixed loads by container every two weeks. Each order is identified and carries the name of the customer who is responsible for taking delivery at the terminal.

"The procedure is not much different from shipping materials to a customer l0 miles away," says Hillman. "lt's a service oriented business with the need to understand the customer's needs and then service them as required."

Fragile products such as windows require special packaging to assure their safety. They are frequently palletized and banded for ease in handling. Shipment is usually by container. Doors also require special packaging and handling. They are crated in plywood to withstand dam-

age and moisture. Doors are normally shipped in containers.

Matson pioneered containerized cargo shipments in the Pacific in 1958, carrying them on a deckload basis. In 1959 they converted a freighter into an all-container ship and in 1960 they began service with the first all container ship in the Pacific. This vessel had a capacity for 436 24-ft. containers. "Ro-Ro" vessels as the roll-on, roll-off trailership ser-

vice carriers are known began operating in 1973. The most recent innovation is a combination rgll-on, roll-off/lift-on, lift-off carrier which has the capacity of I,179 (24 ft. equivalents) containers and trailers.

Hawaiian Marine Lines uses combination house/container barges. The house provides covered cargo stowage with the deck space accommodating container and breakbulk cargo.

0lffG0 containers are unloaded trom Manukai at Matson's Sand lsland terminal in Honolulu

"R0-R0" trailers in background and containers await shipment to Hawaii. "Ro-Ro" is shipping shorthand for "Roll 0n - Roll 0ff."

C0lil8lllATl0l{ house/container barge is loaded by Hawaiian Lines in Portland, 0r.

Marine

Gill{ES are used to load containers aboard ship in Los Angeles.

:-E'. ,(Q il i?) Uiit-(o -*tr -t,f O LDLfrlIELio . rw-fi,i i

Lumber C.'iry will open a new store in Canoga Park, Ca., in March Art and Hana Chapple have opened Tenina Home Center in Tenino, Wa. Home Lumber Co.. Alamosa, Co., has closed .

Mallco Lumber & Buitding Materials, headquartered in Phoenix, Az., has opened a new prehung door operation in Tucson, Az. .. three O'Malley building materials centers in Tucson have been closed by the retail div.

Dixieline Lumber has opened a store in Solana Beach, Ca., utilizing a shuttered Handyman store . HonrcClub, Inc'^. has a new discount store in Albuquereue, N.M.. ,. Bab's Mart is a new hardware store in Preston, td...

Glenn and Karen Hurd are acquiring Hurd's Hardware and Custotrt Machinery. Harrisburg, Or., from his father, Roscoe, with plans to expand . . . .Stor is a new home furnishings retail store opened in the City of Industry, Ca., by James D. Stadtlander, former Ole's v.p., and Harvey Ci. Knell, former ceo at O/e's, which was owned by his family before being acquired by W.R. Grace and later sold to Wickes.

Bttilcler's Emporiumwill open a store in Cathedral City, Ca.. next month . . . Lodi Lumber Co., Placerville, Ca., has closed its original Lodi, Ca., outlet . . . E. S. Brush & Sors, San Francisco, Ca., is closing with the retirement of partners Frank and Ed Brush

Al Meier's Building Center has six locations with the acquisition of Vaughan's Building Center in Sumner, Wa.; the chain's Federal Way. Wa., location has just completed a remodeling which doubled the size of both its retail and yard space

Wnclsor Mill, Windsor, Ca., has purchased Harwood Products' remanufacturing plant and its inventory at Willits, Ca.; Windsor will now produce redwood. Doug fir and pine products at this second location.. Sacramento, Ca., lumber dealer Jack Fuller bought from Harwoqd for a reported $600,000 approximately 7.5 acres including the planing mill and main mill structure. .

Furman Lurnber, /nc., Boston, Ma,, has acquired Slaughter Brothers, Inc., a Dallas, Tx.-based specialty wholesaler, for an undisclosed amount . MCO Holding Inc'. wlll acquire 7.8 million shares of Maxxom Group Inc. (parent co. of rhe Paci/ic Lumber Co.) for a combination of cash, stock and notes

Whonnock Industries, Vancouver, 8.C., is now known as International Forest Products Limited. acronym lnterlbr (see story on page 33).. , Bohemia Inc., Eugene, Or., will build a $4.7 million glulam beam mfg. plant at Vaughn, Or., in addition to acquiring lnternational Poper Co.'s lumber mill in Gardiner, Or.

Stone Container Corp., Phoenix. Az." has sold an interest in its forest products div. to private investors and spun it off into

The Merchant liagazine

Stone Forest {ndustries, which will share its Chicago, ll., hq. Stone Container's Jerry Freeman is pres., and Don Graves, exec. v.p....

Honsador 1nc., based in Ewa on the island of Oahu. will expand its outlet on the Big Island of Hawaii with construction of a 16,500 sq. ft. warehouse and 1,500 sq. ft. officelsales area on a new site in the Kaloko Light Industrial Park...

Dieht Lumber Praducts, Inc., Salt Lake City, Ut., celebrated its 30th anniversary lasl month with an ofen house buying show...

Monarch Building Supply, Kahului, Hi., has acquired BWB Glass Co. . . . Plug-Away Wood Products has been opened in Springfield, Or., by Len and Larry Tatom

Hunter Woodworks has added a 2,000 sq. ft. open parking sffucture at their Carson, Ca., plant .. . WTD Industries. Portland. Or., is acquiring a plywood plant in Whitehall, N.Y...

Setzer Forest Products, Sacramento, Ca., has added a 10,000 sq. ft. storage bldg, and expanded an existing mill bldg. by 4,000 sq. ft., .. Lumber Products. Portland. Or., is celebrating its 49th year in the hardwood business . .

Sales of metal building systems climbed to $1,081,102,000, up 3.'130/t. in 1987 . . sluggish consumer spending is forecast by a University of Michigal? survey showing that the public's confidence in the economy continues todrop...

Housing starts for Nov. (latest figs.) were up 7.50/o at a seasonally adjusted annual rate of 1.64 million units. single family home starts climbed 1.50/o; multifamily unit starts rose 230/o .. . building permits fell 0.7olt

KID DOUG FIR S4S

at

thru 2O'

National Housewares Manufacturers AssociationJan. 10-13, international housewares exposition' McCormick Place, Chicago, Il.

National Association of Wholesaler'DistributorsJan. l016, annual meeting, Westin Kauai, Kauai. Hi.

Mountain States Lumber & Building Material Dealers AssociationJan. 11-13, residential framing lumber estimating course, Denver, Co.

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A UNIVERSAL FOREST PRODUCTS COMPANY

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Western Wood Products AssociationJan. 11, district meetings, Sheraton Airport, Portland, Or.; Jan. 11, Coeur d'Alene Resort, Coeur d'Alene, Id.; Jan. 12' Riverhouse, Bend, Or.; Jan. 12, Valley River Inn, Eugene, Or.; Jan. 13' Host International Hotel, Sacramento, Ca.; Jan. 14' Red Lion's La Posada. Phoenix. Az.

Inland Empire Hoo-Hoo ClubJan. 15, dinner/initiation, Indian Hills Country Club, Indian Hills, Ca.

Lumber Merchants Association of Northern CaliforniaJan. 16-17, annual management seminar, Asilomar State Park, Pacihc Grove, Ca.

Black Bart Hoo-Hoo ClubJan. 20, dinner meeting, Ukiah, Ca.

Humboldt Hoo-Hoo CIubJan. 21, annual Crab Feed, Eureka, Ca.

Young Westerners Club - Ja,n.2l'24, conference, Eugene, Or.

National Building Material Distributors AssociationJan. 22-23,"Best Seller List" workshop, co-sponsored by North American Wholesale Lumber Association, Seattle Marriott Sea-Tac AirPort, Seattle, Wa.

Blish-Mize Co.Jan. 23-24, Sentry market, Holiday Inn, Denver, Co.

American Wholesale Hardware Co.Jan. 24, show' Long Beach Convention Center, Long Beach, Ca'

FEBRUARY

California Hardware Co.Feb. 6-7, Sentry market, Los Angeles County Fairgrounds, Los Angeles, Ca.

Southwest Hardware Co.Feb. 7, Sentry market, Phoenix, Az.

World of ConcreteFeb. 7-11, annual concrete exposition, Las Vegas Convention Center, Las Vegas, Nv.

Central Builders Supplies Co.Feb. 10-11, annual buying show, Louisville, KY.

Lumber Merchants Association of Nothern CaliforniaFeb. 11, insurance trust meeting, San Jose, Ca.

National Association of Credit ManagersFeb. 11' Colorado lien law workshop, Marriott West, Denver, Co.

Lumber Association of Southern CaliforniaFeb. 12, general meeting, Sea Lodge, La Jolla, Ca.

Black Bart Hoo-Hoo CtubFeb. 18, initiation, The Palace Hotel. ukiah. ca.

Hoo-Hoo-EttesFeb. 20, national board meeting, Griswold Inn, Claremont, Ca.

National Wood Window & Door AssociationFeb. 20-24' annual meeting, Marquis Hotel, Palm Springs, Ca.

Western Hardwood Association - Feb. 25-27, grade rule school, Thunderbird Inn, Kelso, Wa.

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04-508381 FAX (6041 327-7422

DOUGLAS FIR . SITKA SPRUCE (PLANK, TBRS & CLEARS) HEM-FIR . ENGELMANN SPRUCE wHrTE P|NE (M|NOR VOLUMES)

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EXPORT SALES THROUGH SEABOARD LUMBER SALES

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Top producer of fine grain premium Canadian Western Red Cedar

CEDAR LOG SUPPLY Fine grain, top quality coastal logs from International Forest Products logging operations ensure consistent ongoing timber supply for all your rcquirements.

MANUFACTURING. 2 modern sawmills and re. manufacturing plants cutting 180 million FBMper year and I modern shake and shingle millproducing 2ff,0N sqs. per year.

QUALITY - Our mills manufacture products consistently surpassing industry standards.

SELECTION - Our mills offer one of the widest and most complete selections ofcedar products from 7/16"x 4" panelling to 16"x l6"x 32'tirnbers,

INNOVATION. lile pride ourselves in introducing new products as requirod by our customers.

DELIVERY - Ve ship by water, rail, truck or piggyback van anywhere in North America. Mixed shipments between mills as required.

SALES STAFF - Located at each mill to give you fast accurate and personal marketing assistance.

Call the bllowing International Forest Products Limited Mills for all your cedar requirements:

Silvertree, Vancowe4B.C, (6041 327.9241

McDonald Cedar Products, FortLanglev, B.C. (604) 888,1616

Classic Shake & Shinf c, Whonnock, B.C. (6041 462.7 lll

Custom Cedar Products, Vancouver, B.C, (6041 327.9242

HOME GENTER MERGHANT

OME predictions for 1988:

o Retailers will seek more mature salespeople.

Home centers will increase their advertising space in local newspapers and shoppers.

Warehouse operators will accelerate their expansion into smaller markets.

Cashiers will be reeducated to be more sales oriented.

Systems and procedures at the check-out will be changed to increase the speed of processing purchases.

Sales volume of insulation and ceiling fans will continue to decline as oil prices drop.

More retailers will promote "look us up in the white pages" as more local telephone directories and more product classifications confuse the market.

Look for more visibility of employee names.

Home center chains will experiment with consumer incentives copied from frequent flyer programs.

In states that permit it, home center retailers will tie in with bank promotions.

Successful retailers will reemphasize package selling, making computer orientation a must for counter people.

Women in key management positions in the home center industry will be spotlighted.

RTA furniture will increase in floor space, volume and profits at home centers and building material chains.

The new tax laws affecting expense reporting will drive retailers crazy. Media advertising will emphasize benefits. Store signing will emphasize features.

Giant retailers will continue to benefit from the unspent coop-advertising funds accrued by smaller dealers.

Lumber will become more visible in the showroom.

Closet organizers (installed and as packages) will increase in product dominance.

As housing starts drop, store hours willbe extended by building material retailers.

The devaluation of the dollar will put more meaning in the "Made in America" label. (Last year, "American Made" was tagged a non-issue.) Controlled substance abuse will become a major topic at store meetings.

Where floor space will allow, home center chains will experiment with office furniture/oflice supplies.

YEARS Of Lumber Handling ln

WAYNE GARDNER executive vice president

THe holiday season has passed. The I tree ornaments have been put away. The New Year's resolutions have been tried and forgotten. The bowl games are now sweet memories and it's time to get back to reality.

During the period between Thanksgiving and Christmas a lot of shopping was done. Fortunately or unfortunately some of it was done at the "warehouse" type operations. The group with the big advertising dollar that constantly assaults our ears and eyes with advertising copy telling how inexpensive their merchandise is in comparison to other stores and what great places they are to shop. I must admit to being victimized by their advertising hoopla at times and from the size of the crowds, many, many other people are as well.

Are we bargain hunters, curiosity seekers, enthralled with large amounts

of dusty merchandise in various states of disarray, are we looking for sensationalism or are we just masochistic? What group psychology works on us to attract us to those types of stores?

Prior to Christmas I found myself looking in the plumbing department for an item for a friend. The shelf items were dust laden, the boxes broken. Since I was looking for a higher quality item, and none was readily visible, I had to take a number and wait for a service representative to help me. Although it was only five numbers down from that being serviced, it entailed a 15 minute wait. When my turn came, I asked, "Any higher quality?"

This question really threw the clerk. His expression told me that no one ever asks for better quality - only lower prices. He finally said, "No." I thanked him and left.

I then went to the local lumber yard. They did carry three different quality levels in the item I wanted. The stack was not dusty. The boxes were not

crushed. And would you believe itthe price was the same as I would have paid for a lesser quality item down the street at the big advertiser.

Our New Year's resolution should be to inform our customers and potential customers that we do, in fact, give service and offer quality at a price that's commensurate with what they get. The customer can shop in pleasant surroundings, not have to trip over boxes in the aisles, not have to buy dusty merchandise, have a customer service representative who is knowledgeable and willing to help with a question, all at the right price.

As I look at customers in the "mass merchandiser," and this includes clothing as well as building materials, it seems to me that most of them are walking along with a blank look, totally confused by the piles of merchandise, and would really like to be helped. But they certainly aren't going to get it at the discount center or whatever name you choose to call it by. Not even mentioned are the long checkout lines or the long lines at the return merchandise counter.

Let's not try to emulate the high volume, low price (?) operation. Let's study the good examples in our industry and there are a lot of them. That's reality.

Let that be your New Year's resolution. lt will pay good dividends throughout the entire year. Happy New Year.

GARY L. SMITH executive vice president

As evPloYERS, you are all painFlfully aware, by now, that health insurance costs have risen dramatically within the last year, giving you only a briefrespite since the liability crisis ofthe recent past. This combines with workers compensation rates that never stop spiraling, having risen over 40% in lumberyard classifications in under two

years. As pressure for additional mandated benefits at the federal and state levels increase, insurance costs are outstripping increases in virtually all other areas of doing business.

Many of us in the association business rankle at the idea that some of our members only think of us as their insurance carriers, but that may still be one of the most helpful things we do for your business. What we don't communicate enough, particularly to those not participating in our association insurance

AI Are vour oroers

J always late?

The Merchant Magazine programs, is that this is your opportunity to actually participate in successful cost containment, wellness and safety programs and have the dividends returned to you in cold, hard cash.

At the present time, LMA has group insurance programs for life/health/dental and workers compensation. The plans are administered by volunteers from within our membership who know your needs because they are their needs, too. That's all very nice, you say, but my agent or broker knows what I need, too, and has always had rates right down there with LMA's. In workers compensation, the rates are the same, anyway, so where's this financial "participation? "

In both programs LMA administers, participation can pay dividends. The dividend program on workers compensation insurance is well known. Many of you who are not insured by our carrier,

January 1988

State Fund, or are insured by them on an individual policy, may be receiving annual dividends and feel you're doing about as well as you can. What you may be passing up, however, is the opportunity for a bonus dividend.

We are very pleased with our association with State Fund and proud of our group's dividend record, returning over 2 million premium dollars to our membership in the last five years. But the figure that really sells the program is the $109,000 and change in bonuses.

The "dividend" program you may not be familiar with is the one more or less built into our health insurance plan. The recent spate of rate increases left us all wondering how good a job we were doing in administering our association program until we compared our recent 10.50/o increase to those ranging from l5400/o imposed by the better known names in the healthcare field. There are several factors involved in building a rate for health insurance coverage, but it basically boils down to: Claims * Retention : Premium.

Claims are a factor that we don't have a lot of control over beyond efforts in wellness programs, playing with deductibles and hoping for the best, but an association program like LMA's can affect retention. Retention can include a lot of things, including tax, various administrative fees for billing, payment of

claims, building claim reserves and. of course. profit.

By no means is profit a dirty word, but that is where an association program can have an impacl on your insurance costs. We are, admittedly, part of that retention number in that we charge an administration fee, but because we have those volunteer administrators on our insurance trust committee who don't have to be paid a commission, and the association doesn't have a group of stockholders who require a return on their investment, we can keep costs lower. At times, this may not be reflected in our rates, because we have to "protect" the plan by charging premiums high enough to cover costs, but our plan, and those of many other associations, contain another feature that can give us an advantage. lf we have excess premium after all costs are paid it's not just some broker, agent or insurance company's lucky day (again!); we are able to accumulate it as a reserve and eventually return it to participants or eliminate or minimize further rate increases. In the past five years our insurance trust committee, your peers, have declared premium holidaysa given period of time when no premium billing was madeworth $220,842 to participants in our plan. It represented 2-l12 months when no premium was due.

Lumber

Handi-cut/ Home Ctr. Brds. Half Pak PT.L. and PW.

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

FRED CARUSO

executive secretary

Il'lffS Enterprises, Albuquerque, I \N.M., received the award for having the most "Outstanding Safety Program" among building material companies in our five states area.

Company president Bob Kitts accepted the award at a ceremony in Denver recently. The award is sponsored bytheassociation in conjunction with the Lumbermen's Underwritine Alliance.

Kitts Enterprises was chosen for the award because of their low turnover of employees, incentive program, drivers safety program and top management involvement in safety. A wholesale distributor of hardwoods, softwoods, cabinet and furniture hardware, custom mouldings and paneling, the company employs 46 people.

The safety award is presented annually to promote attention to the practice of safety in lumber and building material operations.

G;K 5cALEsl -l sl| 't I ft?a \r\ Pffjb \4-{

"You weigh 23,000 pounds. you're intelligent, neat and make friends easily."

The Merchant Magazlne

MEREEN.JOHNSON Straight line Multi-Rip Saws & Select Rip Saws

Mgrs. To Buy Wickes Lumber

Wickes Cos., Santa Monica, Ca., has agreed to sell its lumber unit to the division's management for an undisclosed price.

Founded in1952 and the oldest of Wickes' current divisions, the lumber operations included 241 retail outlets with 1986 sales of $1.02 billion.

Proceeds from the sale are assumed to go towards Wickes' $2 billion debt or to fund expansions in other divisions.

Tax Off On Ganadian Lumber

Canada and the U.S. have agreed to cancel the 15% levy on Canadian softwood lumber exports to the U.S. from British Columbia, the largest timber producing province.

This agreement covers almost '7 5o/o of the Canadian softwood exports and includes lumber from the four maritime provinces, Newfoundland, New Brunswick, Prince Edward Island and Nova Scotia. These provinces had been practically exempt from the tax all along.

The action came as a result of British Columbia raising its stumpage

fees and requiring lumber companies to assume the full cost of replanting, thus fulfilling provisions in the original pact for the tax to be replaced by other measures.

At press time discussion was continuing on retaining or eliminating the lumber export tax for Quebec, the second largest softwood producer. It was not immediately clear what effect the change would have on lumber prices.

Davidson Opens New Plant

Davidson P.W.P. celebrated its 50th year anniversary and the opening of a new, 395,000 square foot Chino. Ca.. location in an event hosted by founder Norman Davidson, Jr.

It was built to accommodate the company's growth and the consolidation of the corporate oflice with manufacturing operations, Davidson and two long-time associates, Dr. Gary Demerest and Dennis Morgan, arrived in a horse-drawn stagecoach, provided for the occasion by Wells Fargo Bank. Davidson, who founded the company in 1937, began the dedication with introduc-

tory remarks followed by a celebration shared with customers, suppliers, employees and long-time associates and friends.

Bohemia Builds New Plant

Production of laminated timber products will be increased by 500/o when Bohemia Inc. completes construction of a $4.7 million manufacturing facility at Vaughn, Or., this summer.

Herb McKillop, general manager, laminated products manufacturing, says that 55 employees will be hired. In addition an adjacent dry kiln and planing mill operation will employ 35 to dry and surface lumber for the operation. Jim Walsh will add two new sales people to his on-site sale force. Stock beams and headers as well as custom beams will be produced at the new plant for U.S. and Pacific Rim customers. Bohemia's laminated products plant at Saginaw, Or., will continue to operate at full capacity as it has done since 1971. Their sales of stock and custom-ordered laminated beams, glulam headers and purlins amounted to more than $21 million as of April, 1987.

Custonl M illirtQ Spacialists

Higgins Welcomes New Staff

Topping-off a two-day managers' meeting held in the Walnut Creek, Ca.. Ramada Renaissance Hotel, J.E. Higgins Lumber Co. hosted an open house at their new corporate headquarters oflices in nearby Concord, Ca.

Managers of the new J.E. Higgins operations, located at facilities formerly occupied by Sand PlYwood in Los Angeles, Escondido, and San Bernardino, Ca., were welcomed bY

The Merchant Magazine

other Higgins managers and corporate staff and met key Professional contacts from legal, financial, and other outside service companies attending the Oct. 9 affair.

Higgins Lumber operates l2 distribution divisions plus Golden State Flooring Co., serving California and Nevada markets.

Stanline Earns Maior Ranking

Stanline Inc., Norwalk, Ca., is among the "200 Best Small Companies in America," as listed in a recent issue of Forbes.

The only building material wholesaler on the list, Stanline ranked No. 49 among companies reporting annual revenues of less than $315 million.

Firms were numbered primarily on a five-year average return on equity. With $59.7 million in sales in 1986. Stanline achieved a 25.40/o average return on equity.

Ex-Lumber Train Reborn

The old Camino/Placerville/Lake Tahoe. Ca., diesel train of MichiganCalifornia Lumber Co., Camino, Ca., has been granted a second life as a luxury wining/dining vehicle.

Rechristened the Wine Train, the refurbished engine will haul daily trains through the famed NaPa Valley with stops at wineries for "a unique wine and food experience on wheels."

WELC0IYIE by J. E. Higgins manager Harry Anthony (second from left, top ph0t0) for new managers (left to right) Ralph Whitehead, Steve 0berholser and Bob Evans. (lower photo) Jack Coates, Joe Long, Don Labbe and Frank Wilson.

Whonnock Changes lts Name

Whonnock Industries Limited, Vancouver, 8.C., is now known as International Forest Products Limited.

In announcing the change, William L. Sauder, chairman, pointed out that the Whonnock Lumber Division will be known as the Pioneer Lumber Division. The Whonnock Shake & Shingle division will adopt the name Classic Shake & Shingle. Products from the Whonnock Custom Cedar Products division will be designated as International Forest Products Custom Cuts. The McDonald Cedar Products division will become McDonald Cedar. The Silvertree-division will retain its name. The name change is believed to have been made to better reflect the full role of the company in a global economy.

In the U.S., International Forest Products, Inc., based in Chino. Ca.. has no problem with the Canadian firm's similar name. Phil Butterfield, president of the Southern California wholesaler and remanufacturer, noted that "they're a supplier of ours and will continue in that role. As they have no U.S. offices and as a

manufacturer aren't competitive with us, we think it will be an asset for us." Butterfield also noted that his firm had been compensated by the Canadian company.

Doug Fir No. 1 In West

Douglas fir continued to be the Number One species in the West in 1986, representing 470/o of all lumber manufactured in the area, according to the Western Wood Products Association.

The 9.67 billion feet of Douglas fir and Douglas firllarch produced was 18.4% more than in 1985. Of the total, 67.20/o was dimension, 12.90/o studs, and 10.30/o timbers.

Total production for all species in the West was up l5o/o in 1986.

The second-largest produced wood was Ponderosa pine, up 9.30/o in 1986 to 4.02 billion feet. About 38.40lo of Ponderosa pine production was in commons, with 36.60lo as shop and 76.40/o as dimension lumber.

Hem-fir was third, climbing 17.60/o in 1986 to 3.91 billion feet. For hem-fir lumber, 70.50/o was dimension and 17.30/o studs.

Cedar Pine & Fir

Rate Negotiation

/Cotttirtued |run Page 12)

stating that it is only a policy statement. It is, however, a policy which can be used to your advantage if you follow the proper procedures.

While the Interstate Commerce Commission has taken a positive stand on this issue, it has decided against accepting formal petitions direct from shippers on such undercharge claims. It will only act when a case is remanded to it by the court which is handling the carrier's suit for collection of the tariff charges. Therefore, to utilize this policy, the shipper must wait until he is named in a suit by the carrier or its auditor.

You may have to decide whether the dollar amount of the "balance due" freight bills warrants the expense of court action. Remember, the carrier or auditor must make that decision too. If you are named in a collection suit, that is the time to petition the court to remand the case to the Interstate Commerce Commission for its opinion. The courts are not compelled to grant your petition, nor to accept the commission's findings, but they generally defer to the commission's expertise in rate matters.

If you believe you have a case under the commission's new policy, don't wait to be sued. Put your facts in writing and petition the commission for an informal opinion. A favorable informal opinion from the commission, while not binding on the outcome of any formal proceeding, is a possible negotiating tool, and it can later be used to support your petition for a court to remand the case to the commission.

Expect the carrier or auditor to be aggressive in his correspondence with you. He may make vague generalized statements about the statute of limitations being extended two additional years by the Bankruptcy Act. The relationship between the three year statute of limitations in the Interstate Commerce Act and the two year period named in the Bankruptcy Act is often misunderstood, and a statement implying a five year limitation is misleading. If you are in doubt about the time limit on a particular bill or bills, it would be a good idea to seek expert opinion.

Of course, the best protection from this problem is not to let it happen. If it is at all possible, you should look at the tariff yourself and confirm that the particular rate or discount is named, before making any shipments thereunder.

You should also get and keep written confirmation of all carrier negotiations. If you do find yourself in a situation where payment is sought for alleged undercharges, the new policy of the Interstate Commerce Commission may be the solution.

As a final note of caution, this discussion relates only to interstate truck shipments by common carriers. Contract trucking of interstate shipments requires contracts, and the carrier need not file his actual rates with the Interstate Commerce Commission.

On the other hand, regulation of intra-stote traffic by the various state commissions may be very different from those of the Interstate Commerce Commission. For example, the California Public Utilities Commission rigorously enforces filed rates of both common and contract carriers.

Pallets Are No. 2 Wood Users

More lumber is used by pallets each year than any other wood product except houses. The over 3,000 pallet manufacturers and recyclers in the U.S. use approximately one-frfth of all the lumber purchased in the United States.

0A[T board game lrom Bohemia with 29 sales employees as targets is ready for use by Steve Killgore, lumber sales mgr.; Jim Walsh, glulam sales mgr.; Keith Wright, marketing v.p.; Jim Sloan, panet products sales mgr. (left to right). The game is available free by writinq Bohemia, P.0. Box 1819, Eugene,0r.97440orcalling (503) 342-6262.

Richard Staehely has been named system operations mgr. at PoPe & Talbot, Portland, Or., according to pres. R. Steven Mason.

J. Douglas Martinez is now director of marketing at Price Pfister, Pacoima, Ca.

Rick Houk recently won the Salesman of the Quarter Award at Sequoia Supply, F-airfield, Ca., according to Bob Riggs, mgr.

Norm Clow, Serra Lumber Co., CaPistrano Beach, Ca., organized a fourday fishing trip down So. Oregon's Rogue River, joined by business associates Mike Esposito, San Antonio Pole Construction Co.; Al Filger Jr., Al Filger Sr., Ted Kopp, John KoPP, George Grant, Ken Weir, Mark Andreotti and Pat Cornforth.

Tim Lucia has joined Pay 'N Pak Stores Inc,, Kent, Wa., as v.p. of marketing & communications. Richard T. Takata has been promoted to exec. v.p.

John Wagenhofer is new to the cedar dept. at Cascade EmPire, Portland, Or.

Jack Hawley has been appointed gen. mgr. of Georgia-Pacific's millwork operations in Yreka and Cottonwood, Ca.

Carl Dooley has been promoted to comgr. of 84 Lumber Co., Stockton, Ca.

Thomas J. Grove has been promoted to v.p. of sales & marketing at Weathervane Window Co.. Kirkland. Wa.

Bill Horn, gen. mgr., Carroll Moulding Co., Huntington Beach, Ca., has announced plans to retire later this year.

Clint Bower, Mariners Forest Products, Santa Ana. Ca.. son Clint Jr., and daighter Stacey got in their annual Christmastime trip to San Francisco, Ca., prior to the holidays.

Steve Kendall is a new lumber & plywood trader at Orepac Building Products. Tacoma. Wa.

Jon Orton has been transferred to manage the newly purchased Al Meier's Building Center in Bonney Lake, Wa. Bud Rex, contractor mgr., and Jim Kralovick, asst. mgr., will stay on 'under Meier's ownership.

Doug Berquist, Taylor Lumber & Treating, Beaverton, Or., was a recent business visitor in Sacramento, Ca.

Bob Cochrane is now sales mgr. for Pope & Talbot's Spearfish, S.D., mill, according to Craig Broady, gen. sales mgr., Portland, Or. Reed Trull is now responsible for all domestic commodity sales from the Oakridge, Or., mill, and Bob Dues is a new Doug fir salesman.

John C. Albert, Union Camp Corp., has been elected chairman of the American Wood Council. Robert Courtney, Pope & Talbot, Portland, Or., is vice chairman & treas.

Bob Shepherd, sales mgr., Fibreboard Corp., Concord, Ca., was feted with a gala party at corporate headquarters to celebrate his 40th birthday, according to Mike Sampson.

Bob Davids is a new outside sales rep for Rolando Lumber Co., San Leandro, Ca., according to Helen Osborne. Cary Knowland is the new receptionist and smile on the phone.

Jim Hormuth has opened a sales office in Los Angeles, Ca., for Vaughan & Sons, Inc., Austin, Tx., according to Thornas R. Rice, v.p. & gen. mgr.

The Merchant Magazine

Bob Setterburg, warehouse man, Lumbermen's, Redmond, Wa., was elected December Employee of the Month by his co-workers.

Wendell Moore, No. central regional mgr., American Plywood Association, Tacoma, Wa., has retired after nearly 30 years with APA.

Mark Rutledge has joined the Red Cedar Shingle & Handsplit Shake Bureau, Bellevue, Wa., as asst. marketing mgr., according to Michael Westfall, pres.

Marilyn H. LeMoine has been promoted to mgr., public relations, of the American Plywood Association, Tacoma, Wa., according to Dennis J. Hardman, information services div. director. She succeeds Jack F. Merry, who resigned to begin his own business.

Arthur W. Jarr has been elected pres. of the Plywood Pioneers Association. Roland W. Mill is now v.p.; Robert H. Ripley, sec./treas., and Norman O. Cruver remains chairman of the membership committee.

Edward B. Hale is the new SW regional sales mgr. for Hubbell Lighting.

Steve R. Morrison has been named gen. sales mgr., national accounts & manufactured housing, for Masonite Corp.'s Hardboard Group, according to C.L. Tollefsrud, group v.p. Bronson J. Lewis, retired chief executive, American Plywood Association, Tacoma, Wa., has completed a threeyear term as consultant to the APA and its board.

Mike Bakula has joined the sales staff of Martin Forest Industries, Healdsburg, Ca., according to Gary Malfatti, v.P.

Scott Fossum, inside salesman, Rolando Lumber Co., San Leandro, Ca., married Zillah "Zip" Dunkle in San Francisco, Ca., on Nov. 21, 1987.

PRE.STAINING of rumber

January 1988

Rick Johnke has been promoted to sales mgr., building materials div., at Building Material Distributors, Inc., Galt, Ca., according to Steve Ellinwood, pres. and c.e.o. Mike Garrison is now No. Ca. sales mgr. for millwork products; Vern Miller, mgr. of product specifications, and William Matthews, director of marketing.

John Breedlove has joined Home Depot as special projects mgr.

Richard K. Hinz is the new director of marketing, Hardboard Group, at Masonite Corp., according to James Morrison, Hardboard Group v.p.

Bill Rowland has been promoted to asst. sales mgr. of the in-house sales team at Ponderosa Products, Albuquerque, N.M., according to Dave Dudley, pres. Dick Goodman is now sales coordinator and Park Brownell, traffic mgr.

Reg Justus, Just Woods Forest Products Co., Portland, Or., and his wife, Jill, were on a 10-day Far East buying trip, visiting Singapore, Jakarta, Borneo and Bali, stopping in Hong Kong for some Christmas shopping.

Mel Jaffee, pres. and c.e.o., National Lumber & Supply, Inc., Fountain Valley, Ca., has been honored by B'nai B'rith International at a testimonial dinner.

Steven W. Mulholland has joined Sequoia Supply, Inc., lrvine, Ca., as product mgr., panel products.

Harold Bogert is now sales mgr. of ITTRayonier's sawmill in Hoquiam, Wa.

Dave Miller is handling sales for Bald Knob's lumber div., Longview, Wa., through Perry H. Koplik & Sons, Portland, Or.

Steve Wilcox and Sharon Sykes are new traders at Alpine International, Eugene, Or.

Larry Shoemaker has joined Sawtooth Lumber Sales, Meridian, Id.

Merl Tanner, Louisiana-Pacific Corp., Samoa, Ca., has retired after 40 years in the industry, the last 18 with L-P.

Tom Blackwood is now in purchasing at Vancouver Manufacturing Co., Washougal, Wa.

William G. Goudge, Perry H. Koplik & Sons, Portland, Or., has been elected pres. of the Portland Wholesale Lumber Association. Leonard Larson is v.p.; Rick Suchecki, sec./treas, and Sherrel Andrews, exec. sec.

Ed Mazzolini is the new gen. mgr. of the Georgia-Pacific lumber trading unit in Eugene, Or.

Bill Luke, Crestbrook Forest Industries, has been named board chairman of the MSR Lumber Producers Council, Spokane, Wa.

Sherm Griffith has been named gen. mgr. of Weyerhaeuser's customer service center in Fontana, Ca., according to R.E. Lundgren. Ron Camp is now gen. mgr. in Sepulveda, Ca., and Scott Quisenberry in Los Angeles, Ca.

Mel Rhodes, industrial sales rep, Weyerhaeuser Co. door & millwork, Cerritos, Ca., has retired. He joined the facility in l97l when it was owned by Simpson Timber, having worked the six previous years for Simpson in Indiana.

Darrell Robinson has joined the sales force at RSG Forest Products, Kalama, Wa., according to Greg Mobley, sales mgr.

Jesse Hall is the merchandise mgr. of the new Dixieline Lumber in Solana Beach, Ca. Mike Browne is yard foreman; Mike Catalino, branch mgr., and Alan Galvez, retail sales mgr.

(Please turn to page 38)

Personals

(Continued from page 37)

Donald S. Hendrickson is pres. and gen. mgr. of BMC West Corp., Boise, Id. Management for the 20-unit, former Boise Cascade retail chain includes Robert Becci, Dick Blackwood, Ellis Goebel, Steve Pearson and gen. mgr. Stan Bell.

Randy Marquardt has been transferred flrom Armstrong World Industries' Northwest ceilings rep to asst. mgr. of the Southeastern region in Atlanta, Ga.

Jim Runkle has been promoted to mgr. of Square Deal Lumber Yard, Silverton, Or., replacing Terry Richards, who has left to pursue other interests. Carl Hashenburger is now asst. mgr.

R. Scott Berg has been named American Forest Council v.p. for forest policy and research, according to AFC pres. Laurence D. Wiseman.

John Weyerhreuser has been promoted to sales mgr., inland markets, at Weyerhaeuser Co., Tacoma, Wa., according to Richard E. Lundgren, marketing mgr. Rick Schlehofer is now national accounts marketing mgr. for the Pacific Northwest region.

Mort Tishan and Paul Bearah are handling casket stock for Hugh Mungus and Freddy Fungus at Mungus-Fungus Forest Products, Climax, Nv.

Train Collector Survives Shipping Less Lumber

As more lumber is shipped by truck, traditional users are deserting the railroad lines. But one man is still banking on the rail, Willis B. Kyle, president and majority owner of Kyle Railways Inc., San Francisco, Ca., and its nine separate lines.

Kyle, whose holdings include the Yreka Western Railroad, Mendocino Coast Railway, Idaho Western Railroad, and San Francisco's Port Railroads, isn't surprised by less lumber by rail. "The marketing distribution has changed drastically," he explains. "Economically, trucking can meet the needs of speed, smaller order sizes and widespread delivery."

Still, Kyle says his lines offer "generally lower freight rates, larger quantity capability, better care and more control for a more satisfactory way to get the job done."

Lumber is delivered straight from the mill on bulkhead flats, boxcars and now a three-sided car, less one side wall for easy transport of long lengths of lumber, But no new lines are cropping up, due in part to no

new logging operations.

Patience has long been a necessary virtue for 73-year-old Kyle, ever since he purchased his f,rrst line, the Yreka Western, in 1956. "This is a low yield business where you've got to wait a while for the profits."

"Railroading is a heavy capital business," Kyle continues. "I think some of the bankruptcies today are because people don't realize the cost. Maintenance is very expensivetrack, bridges and locomotives."

Kyle's other railroads are a Midwest regional line and four other short lines: tourist lines in Hawaii and Colorado/New Mexico, and two predominantly forest products railroads in Tennessee.

Financial Help For lmporters

Tropical Forest Products, Inc., San Rafael, Ca., an importer of tropical hardwood lumber, will offer a new financial service for importers of wood products. According to president James Oliver, they will offer the new service primarily to plywood, lumber, veneer, door, wood furniture and furniture parts importers.

I1'y'ou have er.'er asked yourself - Ant I Competitive'? or Ant I absolutel.v sure I buy rrt_r' Building Materiuls ancl Hardv'are ri,ght?'I'hen yorr need C.B.S.-Central Builders Supplics Comnanr'.

C.B.S. can take the guessu'ork out of buf ing. Since 1937, C.B.S. has been hclpin,u indepcndent building matcrial dealers re rnain e ompctiti\ e u ith mammoth corporation chains. IJecausc C.B.S. is a dcaler orl'ned non-prol'it corporation, all discounts, rebiites, datings and advertising f'unds are all passed directll' to the participating membcrs.

*C'.ll.S. has becn nationallv rccctgnized as "The Plutt, 'fct Go To llu.y' Lctv"'a

* As vou bur niorc the cost to belong goes down-nol up

* (.ll.S has an in-house l.urrrber l)cpartntcnt

* (.ll.S. has a (icneral Iluilding \latcrials I)ept.

* C.B.S. has a program *itlr thc tlluc Cirass I ool C'ompatnv

(' ll S. is cle a ler ow rtcri (.ll.S. has a stalc-ot-thc uri intcrnai !()nlrnunication st\lclrr rrith participating nrcnrbcrs

('.B.S. Rebates urc paicl t() thr- rncnrbc'rr irr aa'lr

(.tl.S. hlrs un in-housc- IlLrilding Specialtics I)cpt. (.ll.S. opcratc\ lt\ ll Ir()n prof it eonrpanr ( .ll.S. rrrcrtrbe rs sharc in thc cosl t() ()ncnllc

*('.B.S. was f'eaturecl in the I)ecenrber. 1986 edition rif The I\{erchant Nlasazine

An Historic Column

The architectural grandeur of ancient Greece and Rome can be recreated with Chadsworth's classically designed, crafted wooden columns.

NEW PRODUGTS

and selected sales aids

This carrying system provides for a lift capacity of up to 4,000 lbs., despite the forklift's own weight of 3,000 lbs. Its light weight also makes for easy handling even on rough, muddy terrain. Utilizing its telescoping legs, the lift reportedly can maintain a level load on up to a 30'grade.

This telescoping feature also provides for increased maneuverability during pallet handling, improves operator visibility, and allows the lift to load itself onto the rear of a truck piggyback style for transportation to the work site.

A new material handler from Spyder Inc., unlike conventional counter-weighted forklifts, carries its load between its two hydraulicallypowered front drive wheels.

Other features include an ExtendA-Fork convenience for quick removal of pallets from the forks, independently powered hydraulic drive wheels, free swiveling rear caster, single responsive control, and an air-cooled diesel or gasoline engine.

Options include four wheel drive and extended masts.

Carefully detailed, reportedly to the genuine Renaissance specihcations, the columns may be used inside or outside, as structural members or decorative elements.

The columns are primarily constructed from Ponderosa pine and clear heart redwood, although other woods are available on request. Column staves are individually tapered to give the proper entasis to the shaft, while maintaining a consistent thickness throughout their length. Using an exclusive double-V joint for alignment, the shafts are then assembled with Type-l glue, producing a strong, watertight bond.

They come in many heights, diameters and styles, which include doric. ionic. corinthian and many others.

For more information on New Products write The Merchont Mogozine, 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:

Hedging Towards Safety

A new hedge trimmer cord from Royal Electric has been designed to make cutting shrubs and hedges easier. more convenient and safer bv lessening the chance of accidentally cutting the power cord.

The unit utilizes a 15" section of

retractile cord and a belt clip to keep it out of the way. The rectractile cord will extend to a full 6 ft.

It also features all-weather jacketing that remains flexible from -58o to +221", and is highly abrasion-resistant.

Paintless Patterns

Vinyl lattice said never to need painting because the color or white pigment is added in the first stage of manufacturing is new from Cross Industries.

The lattice reportedly does not rot and is not susceptible to termite attack.

It is available in three different weights, diagonal or rectangular patterns, and a variety ofcustom colors.

January 1988

Breakfast In Bed

A collapsible, multi-use folding lap tray is new from Stylette.

The sturdily molded lap tray features rounded edges, vented side storage pockets, and a large table

surface measuring 2l-l/2" x 14". lts legs fold easily and smoothlY for quick, compact storage. - It is offered in non-fade white, almond and muted slate blue.

White Hot Wood Flooring

Two white wood flooring styles, along with floor care products designed for use on white wood, are new from Hartco.

The flooring is pre-finished with a white pigment stain rubbed deep into the pores of the wood, two coats of tough polyurethane, and a final wax topcoat.

Winter White Parquet is l00o/o Appalachian oak in 12" x 12" units made of four 6" x 6" squares with tapered tongues and grooves. The second style, Aspen White PatternPlus, comes in four modular-sized units, 9", 18" 27" and 36" in length and each 4-l/2" in width.

A Window For Any OPening

Five new sizes of casement, awning and picture windows are now available from Andersen CorP.

A small, square-shaped awning window, a slender casement unit with two taller heights, and a casement/awning picture window in two new widths are offered. All products are vinyl clad wood in white or earth tone exteriors.

Accessories include screens, blinds, extension jambs, removable glazing panels, snap-in grilles and two types of High-Performance glazing, in tempered and high-altitude varieties.

Stock Locks

A new line of passage and PrivacY locksets is now available from Atrium Door & Window CorP.

Offered in a polished or antique brass fltnish, the lever-handle locksets are shipped in unique new packaeing which puts the Products in n'eaifutt view, while providing high package durability and easy stacki-ng. - In aOdltion, a merchandiser featuring a 48-unit capacity, two workine models. two literature racks and ex'ira storage space below, all in less than 4 sq. ft., is also available.

Home Of The Future

A new building system producing efficient, flexible and passive solar structures designed to adapt to any site and environment has been introduced by Mayer Freedome.

Shingle Introductions

Three new shingles featuring limited warranties ranging from 25 to 35 years are now available from GS Roofing.

Genstar High Sierra, a heavy weight laminated shingle, uses different granule formulations for enhanced appearance.

Sierra Fire-Halt, a middle-weight laminated shingle, comes with the U.L. Wind Resistant Label.

Genstar Architect 80, the industry standard lieht heavYweight shingle, features a U.L. Class A fire ratine.

Pothole Patch

An improved pothole patching compound has been introduced by Hy-Grade Corp.

Maintenance products include a white wax for application immediately after installation, a product for routine cleaning and polishing, a cleaner for removing stubborn spots, marks and old wax builduP, and a touch-up kit for rePairing small damaged areas.

Freedome structures emploY a dome-like roof, many windows, and non-bearing walls, which may be opened. The single- or multi-family units are constructed by conventional methods using conventional materials.

The buildings are adaptable in response to the changing needs of families. Living space reportedly can be easily reduced or expanded from 1,200 sq. ft. to 7,000 sq. ft.

Unlike conventional materials which are said to be extremely hard, dry and crumbly, HPM is glossy, soft and easy-to-work, leaving a patch similar to most driveway surfaces.

The material reportedly bonds just as well under water. No drying time is necessary; the patch can be walked or driven over immediately after compaction.

It comes in a strong, leak-proof, poly bag and has a shelf life of over one year, even with outside storage.

The core structure is supported by six columns; the exterior is supported by conventional walls.

Showy Shingles

Georgia-Pacific's new laminated architectural shingles feature a distinctive shadow line created by the dragon tooth laminated to their backer strips and an extra line of drak granules which form a rich, three-dimensional look of increased thickness and luxury.

Fiberglass-based Summit shingles are applied just like standard threetab shingles, with no special furring strips or roof leveling required when reroofing. A nailing line on the face of each shingle ensures accurate fastener placement.

from Radon Testing Corp. of America.

A charcoal canister absorbs a sample of air and is then mailed to the company's labs. A computer analysis determines the amount of radon, if any, in the home, and the results are sent back to the home in about a week in a conltdential report.

complete drywall screwdriver systems with nylon framing hosepieces, locking collars, aluminum depth locators, l/4" magnetic bit holders and l" No. 2 Phillips bits.

Accessories include a top grain leather holster and additional locking collars, depth locators, Phillips and slotted bits and magnetic bit holders.

The naturally occurring, radioactive gas travels underground and percolates in the air within living spaces, usually seeping into a home in the basement. Contamination can also occur through cracks in floors and walls, loose-fitting pipes or just about any construction imperfection.

New Screwguns

Double Doggie Bed

Real wood doggie bunk beds are now available from Du-Say's.

A seal down adhesive strip applied to the shingle's backside allows its weight and the effect of gravity to pull the sealant into quicker contact with the shingle below.

All shingles are uniformly cut prior to lamination at the plant. They come in four earthtone colors and black.

Radon House Test

A home radon testing kit designed to detect the presence of the invisible, odorless gas is available

Variable speed power screwdrivers designed to increase productivity and reduce fatigue are new from AEG Power Tool Corp.

The tools feature reversible 5.1 amp motors, a 9 dog coaxial clutch system to eliminate spindle runout, ergonomically engineered housing and handle for user comfort, industry standard 1.4" hex ANSI drive system, a recessed lock button with push-through reversing pin, and a side mounted, stainless steel belt clip.

The four new models each weigh 3 lbs. Two models come equipped with locking collar, nylon depth locator,l/4" magnetic bit holder and l" No. 2 Phillips bit. The other two are

The two beds lift apart for use as single beds. The ladder is also detachable. Each bed measures 28"x 19", features an Early American design with wood finish, and includes a brass nameplate that can be personalized with up to l0 letters. Foam cushions have washable slip covers.

No assembly is required.

Painter's Helper

Two top-selling paint accessories - masking tape and poly dropcloth-have been combined into one easy-to-use protective drape by Daubert Coated Products.

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 {aster! Many thanks!

Shake And Plant

Wildflower seed mixture is now available in handy shaker cans from Bentley Seed Co.

The Merchant Magazine

U.S. and will cover up to 600 sq. ft. The mix is bulked up with I oz. of vermiculite to make spreading easier.

Countryside Wildflower Mixture is a balanced blend of many different species of natural, self-reproducing flower seeds.

The 2 oz. shaker cans are packed 12 Io a folding display carton. [t is also available in 4 lb. and l/2-lb. bags, and in bulk orders and special blends on request.

Delicate Wallcovering Situation

Clear wallcovering adhesive for hanging delicate materials such as silk, grasscloth, burlap and cloth has been introduced by Durabond.

Tape 'n Drape's straight-edge tape leaves crisp painted edges, while its attached durable polyethelene dropcloth catches splatter and drip.

The product is available in a 4-l/2" x ll5-ft. roll that unfolds to 2l inches, and an l1-l/2" x 115-ft. roll that unfolds to 43 inches. The rolls are pre-assembled on a cutter, with refill rolls also offered.

Each shaker contains a I oz. blend of l6 different wildflowers suitable for growth throughout most of the

The product provides a non-staining seal which reportedly will not show through delicate wallcoverings. It is also mildew-resistant, so it will stand up to high-moisture conditions.

The adhesive comes ready to use; no mixing or soaking is required. It stays workable for several hours for easy repositioning and dries completely within 48 hours.

The product is available in l/2gallon and gallon containers.

"Vhefe Dependable Service is More Than a Phfase"

January 1988

Hooked On Paint

Double duty paint can hooks are new from Crawford Products.

The hook's flat end can be used to pry open any paint can by placing it under the rim and lifting to pop the cover open. The hook's round end hangs from a ladder rung to hold the can in place.

They come in a color-coordinated (black, gold and red) blister package with a product-in-use illustration on the front panel. Each package contains two hooks and can be merchandised on a pegboard.

Leather Stripping

A point-of-purchase leather goods display is now available from Goldblatt Tool Co.

The revolving, four-tier display holds 58 items, including carpenter aprons, tool holders, nail bags, knee pads and belts. All items come prepackaged in boxes or poly bags or carded, and hang neatly on revolving wire racks.

A two-color header tops the merchandiser.

[[nfi ASPEN

This fine and uniform-textured hardwood contains no resin, has good toughness and exceptional stiffness for its light weight, shows a high resistance to splitting in nailing, and is soft and easy to work with either hand or machine tools. Aspen has good gluing and paint-holding qualities. Stability is one of its outstanding qualities.

Try our WP-4 "Panel Grade" ASPEI)'I!

NORTHWEST DEALERS

| ('rt11 1111111'1i ! i, )nt i)t!r 1E ) complain about poor products. He offered six questions sales people can ask customers. They include: "are you looking for anything in particular? ls this your first or are you replacing one? Have you been to another store to buy this product? Your reason for interest in our product? Have you seen our product? What major use do you intend for the product? " Sharp claimed these six questions ciln turn lookers into buyers.

Wrapping up the business program was ir panel discussion presented by the Young Westerners, an under 40 group that is part of WBMA. The lead off panelist was Teresa Swick. a manufacturers rep, who suggested the need dealers have to focus in on cuslomers in certain segments of the business. "Analyze your business, see what you do best. Study your competition so that you can differentiate your business from theirs." She concluded that competing often comes down "to getting your market segment."

Dennis Orem, Jerry's Building

Materials. related how that firm had surveyed its customers as well as hiring an outside survey firm to help them position themselr,'es in their Eugene. Or., market. The verdict: do what you do best. The-v" acquired a vacant Boise Cascade store and expanded, playing on their strengths and emphasizing what set them apart from their competition.

Jim Kress of Eugene Planing Mill said his firm. unlike Jerry's had alway's been a contractor oriented firm. In deciding their market direction the compan!'. like the others, studied the competition and the

STIMSON

TRADING COMPANY OFFERS

A FULL LINE OF LUMBER. TIMBER, AND PREMIUM SIDINGS.

Timber owner, manufacturer, and wholesaler. Stimson Trading delivers a Jull line of lumber and timber products. dimension umber. heavy tirnbers and premium sidings of redwood. f ir, and hardboard. Scheduled delivery is by truck, rai and barge Competitive prices and f ul.fillment of contract obligatlons are the basis of our servrce.

Call us at (503) 295-0951

Stimson Trading Company'Studio One. Roof Garden Pacif ic Building Portland. Oregon 97204

January 1 988

market and found their niche.

One strong area fbr them has been installed sales. Kress related how this is different from other aspects of retailing building products. He noted that installed sales is a service business and every effort has been put forward "to maintain excellence in service every step of the way."

Among the final convention business was the recognition of the exhibitors for the best displays. Winner was K&S Distributors; second, Cascade Wholesalet third. Northwest Forest Products. Schlage Lock received special recognition for its 32 year record as an exhibitor.

Winner of the outstanding sevice to community and industry award was Cecil Cleveland of Valley Bestways Building Supply in Spokane, Wa.

Bolstered by a pre-registration count that was up more than 20% from last year's convention plus the optimistic economic consensus, WBMA concluded another well attended and successful annual meeting.

P&M Hosts Industry Seminar

Picturesque Little St. Simons Island off the coast of Georgia was the site of the third annual national advisory board meeting held by P&M Cedar Products, Inc.

The three day seminar included an informal evaluation of the industry and P&M's services as well as a forecast for future business. Those attending and their wives were able to enjoy the recreational lacilities of the island, privately owned by P&M, wh;ch is becoming an exclusive vacation spot for naturalists.

Michael Berolzheimer, president of P&M. invited Eric Canton, Canton Lumber, Minneapolis, Mn.; Larry Humphrey, Humphrey Lumber, Tacoma, Wa.; Bill Sharp and Phil Dodson. All-Coast Forest Products, Chino, Ca., and Jim Epperson, Epperson Lumber. Statesville, N.C., to the November session.

Larry Hood, executive vice president and general manager; Jon Reed, director of sales and marketing; Charlie Moss, national distribution manager; Craig Groner, production planning manager, and Don Prielipp, director of technical services, were on hand to answer questions.

Optimism at 84th annual WBMA convention

ESPITE the stock market crash that preceded their annual convention by about a month, members of the Western Building Material Association were uniformly optimistic about the business prospects for this year as they met in Portland, Or.

In an informal roundtable of more than 40 members from the five states served by WBMA, every member felt that 1988 would equal or better last year. The five states are Washington, Oregon, Alaska, Idaho and Montana which officially

Story at a Glance

Confidence marks well attended Pacific Northwest dealers' annual .. Joe Orem elected president. next year's meeting: Tacoma, Wa.... meetings covered service excellence, sales techniques and market positioning.

became a part of WBMA on January l. (See The Merchant, December, page 44).

Formal business sessions began Sunday, Nov. 15, with the renown exhibitors' "Quick Pitch" selling talks. As the name implies, each vendor gets 3 minutes before the dealers to pitch his products and services. That time limit was effectively enforced this year by moderator Richard A. "Dick" Wegner who used an authentic set of police lights and a police siren (on loan from the Portland P.D.) to keep the 35 presenters to their alloted time. Winner of the top prize for presentation was David McCulloch of the Dataline Corp.

As WBMA is affiliated with the National Lumber and Building Material Dealers Association, its current president Earl Carpenter reported on that association's activities and gave a rundown on current legislation pending before Congress.

Following was a seminar on ser-

WESTERN BUILDING MATERIAL ASSOCIATION

19E8 OFFICERS AND DIRECTORS

PRESIDENT

VICE PRESIDENTS

NATIONAL DIRECTORS

Joe Orem, Bellingham Sash & Door

P.O. Box S, Bellingham, wa.98225

Earl Nelson, Nelsons

P.O. Box 208, Twin Falls, ld. 83303

Tad Scharpf, Scharpfs Twin Oaks Builders Supply

P.O. Box 887, Eugene, Or.97440

C. E. Link, Western Building Material Association

P.O. Box 1699, Olympia, Wa. 98507

Gordon Gerretsen, Gerretsen Building Supply Co.

P.O. Box 1577, Roseburg, Or.97470

IMMEDIATE

PAST PRESIDENT

DISTRICT DIRECTORS

Clayton Smith, W. J. Conrad Lumber Co.

l22l N. Bayshore Drive, Coos Bay, Or.9'1420

Norman Kruckenberg, Mike Buza, Robert Adams, John Connell, Andy Boyd, Rick Barnes, Mick Bush, Hal Reynolds, Bill Winfree, Mary Ann Warren, Robert Harper, Rick McCartney, Jerry Davis, Pete Sylvester, Carl Van Well, J. R. "Dick" Witts, Mark Balfour, Phil Kudlac, Jim Duncan, Wesley Sine, Bill Whittemore, Bob Jacobsen, Bob Lassiter, Bob Storms, Rand Thomas

DIRECTORS AT LARGE Bob Withers, Harvey Hoff, Bill Cromett

For more pictures

please see page 50

vice excellence presented by D. Bruce Merrifield, a consultant who also operates his own successful hardware distribution business. He said dealers should identify their best prospects and tailor their products and services to appeal to this group.

Merrifield said that inventory must be balanced with sales; how much do you need on hand to service your customer at a profit? He said that internal efftciencies can hold down selling costs and that customers should be educated regarding the costs that are built into service.

That afternoon the popular Building Products Showcase and Buying Show opened in the exhibit hall adjacent to the Red Lion Inn, convention headquarters. Trafftc was strong and a general feeling of optimism concerning 1988 business prospects included exhibitors as well as dealers.

The following day, Bill Sharp of the Percon Group spoke on sales concepts and techniques. He urged dealers to combat the negative image selling has with some clerks. He stressed the importance of listening in selling, of asking customers the right questions and of having a clear policy on returned merchandise.

Sharp said surveys concluded that eight out of ten customers don't buy unless asked, that 680/o feel they are treated indifferently, and that 140/o

(Please turn to page 46)

0UICK PlT0ll contest winner lll Dave McCulloch. l2l lrv Dellinger, Bob Perrin, Earl Carpenter. l3l Kathryn Upton and her brother Verdis Upton lll. l4l Tom Horstman, Gary Weatherly, John Burns. l5l Dugan Baker, Dick Wegner. 16l Violette Browne, Arne Kirkebo. l7l Jeri & Tad Scharpf, Bob Kerr, Vic Camozzi. l8l Margaret Knudson, Ruth Link. l9l Sharon & Perry Nydigger. ll0l Debbie & Jerry Mattson. llll Jim Jerick, John Leary, Doris Crane. [l2f Mike Maharg, Gary Hart, Tim Eggers, llSl Dick Rust, Andy Boyd. ll4lLud Turenne, Bob Vandewall, Gene Gillett. ll Sl Sig 0hlemann, Ed Gunderson. ll6l Petra Reininger, Jim Bender. llTl Bill, Mike

John Zaqone. [l8l Van Aubuchon.

&

ll9l Judy & Randy Marquardt. l20l Eric Saunders, Jeff Norman, Phil Klupenger, Dean Norman. 12ll Bob & Dana Harper, Angie & Norm Kruckenberg. 122l Teresa Swick,

Dennis 0rem, Jim Kress. l23f Tom Read, Bob Gruhlke. l24l Ron Hoglen, Al Godfrey. l25l Mike Chong, Randy Kennedy. 126l Norm Stanley, Carla Grimm.

IHE P0lItER PASSES: lll past pres. Clayton Smith and new WBMA ores. Joe 0rem. l2l

Dick Lundgren, David Stitl, Herb Winward. l3l

Vic Hadley, Greg Patterson, Gary Yaminski, Arne Hultgren. l4l Jock Wood, WBMA exec.

v.o. Chuck Link. l5l Lori lammatteo, Tom Mock. 16l John Myers, Tom Houghton. l7l

Steve Snyder, Don Mclalwin, Bob Vandewall. l8l Bill Johnston, Carl Dobbins, Loran Smith.

l9l Pat & Gordon Gerretsen. ll0l Nannette & Mike Wrede, Jeanne & Jim Pruitt. [l I I "Buck" & Sharon Wheat, Bill Tilley, Phil Cole. ll2l Rick Meador, Betty & Dave Shawver. ll3l Margie & Allen Brown, June & Norm

McAtee. ll4l Les & Linda Sioholm. llSl Terri Deoraw, Tom Plakos. ll6l Phyllis & Milo

Sto-rdahl. llTl Chuck & "Jerry"-Lauber. llSl Eddie & June Griggs. ll9l Karen Johnscn, Larry Jones, Debbie Storlohann. l20l Lori & Chuak Stout, Juanita & Bob Crawford. l2ll Mary Ana, Betsi & Frank Powers.

Shasta lumbermen's annual biggie

AS AIWAYS the annual Shasta Lumbermen's invitational golf tournament drew players from all over the U.S. lll Loren Forrister, Ed Sturza, Stu Lemke, Ted Saunders. l2l Jim Hunter, Patrick Custer, John Diederich. l3l Paul Taylor, Bob Prouty, Bill Gaittens. l4f Larry lce, Joe Derrah, Tim Decoito. (51 Mike Fellows, Jeff Setzer. 16l Jack Martin, Mitch

Stevens, Mike Ball, John Campbell. l7l Ken Caylor, Greg Keller, Jeff Norman. l8l Charlie Schweitzer. l9l Doug Hanson, 0wen McKannay, Mark Majors. ll0l Jerry & Greg McGuire, Dick Johnson. llll Terry Humphrey, Scott Kassahn, John Picot, Ron Hoppe. ll2l Dave Pearson, Charlie Clary. ll3l Rich McKenzie, Greg Moss, Gene Sjostrand. ll4l Bob Borg-

horst, George Rogers, 8ob Reagan, Marvin Keil. llSl George & Rick Kavooras. ll6l Rick Houk, Claude Scott, Bob Reagan, George Rogers, Phil McCafferty. More than 180 played at the popular invitational, held last fall. Now in its 24th year, the event has become a western tradition. lt is held in Redding, Ca.

t,

PtAOUE presented lll at Sacramento luncheon by Mead Kibbey t0 Eric Engstrom honored his 56 years as a lumberman. Born

in 1913 in Sweden, Engstrom loined Sacramento Box & Lumber in 1931, rising to become president. When the company was

sold in 1959 he loined Black Diamond Lumber, working until he retired in 1986. l2l Marion Snead and luncheon organizer Ralph Heath. l3l John Souza, Tom Knippen. lll Larry Fuller, Don Dier, Earl Bleile, Bob Shepherd. l5l Greg Keller, Gary Steiner, Randy Blizzard. 16l Steve Jobson, George Kavooras. l7l Craig Murphy, Ron Taylor. l8l Chris & Dave Schaller, Bob Weiglein. l9l Dick Smallridge, Robert West, Morrie Tisdall, Doug Hanson. ll0l Mike Webster, Art Gutzeit. lllf Rosie Benson, Ann White, Jenny Pooser, Eettv Kavooras. ll2l Bill Johnson, Mark Durk. ll3l-Miki Mikonis, Bill Riedlinger. ll4l Haskel Causey. llSl Rick Kavooras, Joe Lumadue, Rich 0dekirk. ll6l Dave Dahlen, Steve Page, Dennis Damato. llTf Ken Hopper, Ken Caylor.

Old Gronth Douglas Fir Green, Rough or Surfaced

Sales - Bob Norlon

Phone: (503) 874-2236

Oregon 97469

lll Charlie Schweitzer, Pat Gould, Dick Jackson. l2l Rick Rosa, Craig Triebwasser. l3l Doug Bergquist, Roy Liles. [1] Kathy Perkins, Nadine Bergman, El Louise Waldron. l5l Bob Riggs, Bob Glatt, Pat Zan. 16l Steve Little, Karl Drexel. l7l Rick Houk, Susie Carlos, Kerry Gay. l8l

Vince Vierra. l22l Mark Kable, Don Cherovsky, Fred Passmore.

SlCnAilEl{I0 (Ca.) Area Wholesalers 16th Annual Christmas party included

Orv Chedester, John Diederich. l9l Ted Zaragosa, Steve Bertsch, Kathi Neel. ll0l John Snead, Ed Bayless, Lloyd Gabbert. llll Tim DeCoito, Paul Jorgensen, Dave Woolf. ll2l Dave Wilson, Holmes Pooser, Jack Dasch. llSl Jerry & Myrtle Wilcox. ll4l John Maple, Jack Martin, Scott Setzer, Kory Kaufman. llSl Verdis Upton, Ed Gale. ll0l John

Campbell, Doug Heryford, Dan Merrill. llTl Dan Opichka, Mike Singleton. ll Sl Bud Perkins, Sid Johnson. ll9l Mike Bivins, Dennis Byerley, Mike Carter. 120l Kim Sauls, Jerry Hahn. l2ll Keith Kersell,

Treaters Elect New Officers

New officers and directors of the Western Wood Preservers Institute are Steve Ryan, president; Les Lonning, vice president; Paul Boyle, secretary; and Wes Alt, secretary.

Joining these men on the board of directors are John Sears, who represents the associate members, and Bill Bond, past president.

Ryan is vice president of Pacific Wood Preserving of Bakersfield,

Ca.; Boyle is regional sales manager of Koppers Company, Oroville, Ca.; Lonning is manager, Technical Services, McFarland Cascade, Tacoma, Wa.; Sears is branch manager of Pacific Lumber & Shipping Co., Rochester, Wa., and Bond is president of PermaPost Products Co.

An association of pressure treating companies in the Western United States, WWPI devoted the meeting to topics relating to providing technical and promotional information to treated wood users. Piling, pole, technical, environmental and consumer and industrial committees provided special reports on their activites at the Nov. 15-18 meeting at Palm Desert, Ca.

Buyers Pay More For More

New home buyers paid about one quarter more last summer than they would have in 1982, but received a bigger, better equipped home, according to the U.S. Census Bureau. The average American paid $132,000 for a new house between July and September 1987, compared to an average of $99,300 spent during the summer of 1982.

and outgoing president Bill Bond with 40th birthday cake, a gilt from Koppers Co. l3l unidentified , Joan Martinell, Dolores & Jack Suing, Joe Harbert, Bill Martinell.

IIAPPY 40IH BIRTH0IY Western Wood Preservers Institute: lll Amos Kamerer, Dick Gardiner, Paul Boyle, Bob Wright, Earl Clendaniel. l2l Incoming president Steve Ryan

P08Il.A1{D Wholesale Lumber Association's annual Christmas luncheon includes awarding of Lumberman of the Year plaque. (ll Phil Taylor.accepts the award from J. V. Torgerson. l2l Clay Donne, Phil Taylor, Don Nelion. l3l Jim Hildahl, Gary Moe. l4l Bob Zelinka, Fred Staehle, Rick Siltenes, Mark Denner. lbl Jim Golding, Tammy Crossland, Bill Davis, Harold Fay. 16l Mike Mackin, Tom Voget. l7l

Red Hart, Margie Miller, Mike Sullivan. l8l Paul W. Frederickson, Rick Suchecki, Leonard Larsen. (91 Scott Gregg, Mike Holm, Mike Susbauer. ll0l Paul Harrison, Bob Flint, Gary Knight. ll I I Bob Walton, Fred G. Turkheimer, Denny O'Sullivan. ll2l Rich Mercante. ll3l Bill Goudge, Art Parker. ll4l Patrick J.Olson, Bud Goudge, Bill Goudge, Sy Radowski. llSl Sean Coughlin, Karen

Crenshaw, Wally Hicks. ll6l Gary Hegewald, Leslie Campbell, John Stembridge, Gary Townsend. ll ?l Doug Anderso-n, Mark Mitchell, Phil Fleming. llSl Art Parker, Scott Daly, Tim Todd. ll9l Al Dugan, Beed Troll. 120l Vicky Lawrence, Judy Ramsey, Jay Gregg. 12llTim Stetson, Bob Bahling. The 64th annual party was held at the Red Lion Inn, Portland, 0r., Dec. 1 1.

tililt-t\/ilfl tl lll-i ED /^\l-it] lll-Q t-i tJUtTU\U L!t-] t-I lgLJDNi]LI I-UIJI]LL

Spare Parts

A 4-p. remanufactured lift truck parts brochure is free from Hyster Co., by calline (800) 221-ll9l.

Employee Search

"Finding the Hidden Labor Market," a l6-p. guide, is free from London House, by calling (800) 221-8378.

Gonstructive Newsletter

"True Blue Prints," a quarterly 4-p. construction products newsletter,is free from Dow Chemical Co., by calling (800) 258-2436.

Gartwork

A movable baking cart plan sheet (No. 54) is free for the lst 25 copies, 200 ea. thereafter, from Western Wood Products Association, Yeon Building, 522 SW 5th Ave., Portland, Or.97204

Sales Talk

Quotes for Sa/es Success, an inspirational hardcover sales book, is $9 from PersonalSelling Power, by calling (800) 752-7000.

Forestry Factbook

The Forest Industries 1987-88 North American Factbook, a 272-p. lst ed. wood products buyers guide, is $77 from Forest Industries, 500 Howard St., San Francisco, Ca. 94105.

Into Windows

A 36-p. window selection, installation and maintenance booklet is $2 from American Architectural Manufacturers Association, 2700 River Rd., Des Plaines, Il. 60018.

Wood Hog Log

Information on horizontal wood hogs for reducing kiln dry wood trim and furniture scrap for boiler fuel or mulch (catalog 25187) is free from Dresser Industries, Jeffrey Div., Box 387, Woodruff. S.C. 29388.

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

History Of A Navaio Success

"Thirty Years of Growth," an l8-P. profile of Navajo Forest Products Industries, is free from NFPI, Box 1280, Navajo, N.M. 87328.

Wood Report

The 468-p. Wood Handbook: Wood as an Engineering Materialis $27 from U.S. Government Printing Office, Dept. 36YF, Superintendent of Documents, Washington, D.C. 20402.

Wood Panel Reference

A 28-p. structural panel grade and specification reference guide (Form J20) is free for a single copy from the American Plywood Association, Box 11700, Tacoma, Wa. 98411.

Video Jamb

Sales videos on Embark prehnished jambs and mouldings and Oak-Over veneered jambs and mouldings are available from Contact Lumber Co., by calline (800) 547-1038.

Kitchen & Bath Beauties

"You & Your Beautiful Bath" is $3 and "You & Your Kitchen" is $4 from National Kichen & Bath Association, 124 Main St., Hackettstown, N.J. 07840.

Constructive Tools

A construction hand tool catalog is free from Kraft Tool Co., 1901 WYandotte St., Kansas City, Mo. 64108.

Porch Plans

A build-it-yourself front porch brochure is free from Georgia-Pacific Corp., by calling (800) 447-2882.

Read Up On Roofs

A new residential roofing shingle catalog is free from Celotex Corp., Box 22602, Tampa, Fl. 33622.

As The Wood Turns

lloodurning: A Designer's Notebook, a well illustrated craftsman's paperback, is $12.95 from Sterling Publishing Co., 2 Park Ave., New York, N.Y. 10016.

Stick To Adhesives

A 4-p. "Tile Installation Products Catalog" is now included in the free 16p. adhesives catalog from W.W. Henry Co., 5608 Soto St., Huntington Park, Ca. 90255.

Locked In

An elegant solid brass, lever style lockset pamphlet is free from Atrium Door & Window Corp., Box 226957, Dallas, Tx.75222.

Good Enough To Eat

The Beautiful Food Garden, a good addition to any home center's book department, can be ordered from Garden Way Publishing, Schoolhouse Rd., Pownal, vt.05261.

Grlme Story

How to Protect Yourself from Crime, a 248-p. book of crime prevention, is $2 from Kwikset Corp., 516 E. Santa Ana St.. Anaheim, Ca. 92803.

Prolects On Video

A five-part "Build Your Own" videotape series, showing how to turn plywood panels into a computer desk, Welsh cupboard, barn, sketch desk and siding, is $12.95 per tape from Morris Video, 2730 Monterey St. No. 105, Torrance. Ca. 90503.

Dockside Handllng

(Continued from page 1 I ) high seas. The survey must be extensive since losses are not insured if the end customer is the first to notice the.lamage.

Speed is also a necessity. Usually, Long Beach or Los Angeles is not the ship's final point of call; it is more often San Francisco. Oakland or Seattle. So vessels will allow themselves four or five days in Southern California ports, attempting to cast off as soon as possible. Once in a while, the ship will leave before dropping bundles and have to arrange for the shipment to be sent from up north.

The handler is kept up to date with accurate reports. Guerero receives advance notice of what the importer has on each ship and keeps an eye on the newspapers to see when the ship is docking. He also works closely with the customs broker to ensure everything sails smoothly.

He specializes in hardwoods, although the company does handle

(Please turn to pase 62)

rz

Specializing

GTASSIF[ED ABVERTISEMENTS

YARD FOREMANDISPATCHER

wanted for So. Ca. contractor-retail lumber yard. Must have experience in handling men and building materials, ability to dispatch our trucks, knowledge of both gas and diesel equipment, and ability to minimize fall down and rotate inventory. All applicants will be kept confidential. Send resume to Box 571, c/o The Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660.

SALES professional wanted to sell high pressure laminates and related products (formica style). So. Ca. sales area. Excellent frnancial opportunity with well-established company. Experience in plastic laminates sales preferred. Send resume and cover letter in confrdence. Write Box 570 c/o The Merchant Magazine.

SALES PERSON. We are looking for an individual, self-starter, with plywood & lumber background. Following helpful, excellent potential with many benefits. Send confidential resume to: Parr Lumber Company, P.O. Box 989, Chino, Ca. 91710, Attention: Personnel.

Tfventy-five (25) words for $19. Each additional word 65C. Phone number counts as one word. Address counts as six worrds. 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. Ad&ess replies to box number shown in ad in care of The Merdrant Magazine, 45fi) Campus Dr., Suite zl80' lkrvport Beadr, Ca. 92660. Make checks payable to The Merdrant Magazine. Mail copy to above address or call (714) 852-1990. Deadline for copy is the 22nd of the month. PAYMENT MUST ACCOMPAIIY CIOPY unless you have established credit with us.

PLYWOOD/HARDWOOD SALES

Well established firm looking for motivated person with sales experience in the San Fernando Valley, Ca. Tremendous opportunity, unlimited potential. Contact Mark Michie, Southwest Plywood & Lumber. (213) 6369891.

TRAFFIC MANAGER: Major manufacturer with multiple locations. Must be familiar with rail tariffs. Salary and bonus commensurate with experience. Mediegl and retirement. Must be willing to relocate. Send resume, salary history and references in confidence. Write Box 574. c/o The Merchant Magazine.

WHOLESALE LUMBER SALES: Southern California distributor/wholesaler seeks outside salesperson for San Fernando Valley and part of Los Angeles, Ca., area. Must have lumber sales experience. Draw, commission, auto, paid medical, profit-sharing. Send resume: P.O. Box 326, Etiwanda, Ca. 91739.

WELL-ESTABLISHED remanufacturing lumber operation in Northern California looking for experienced salesman who has specialized in pattern and other remanufacturing stock with customer following. We are currently handling western red cedar, incense cedar, pine, spruce and some redwood. We are a career-minded firm always looking for quality people to add to our team. Base salary plus commission, with several other benefits. Please send resume to Box 575. c/o The Merchant Magazine.

lmmediate Openings REGTONAL LUMBER BUYERS

Our aggressive nationwide growth has prompted the expansion of our LUMBER BUYING OFFICES. These are new regionalpositions otfering a solid salary bonus, benefits, and relocation package. lf you are an experienced lumber buying professional and are ready for the challenge and opportunity of managing $100,000,000+ in lumber purchases we would like to meet you! Send your resume, in confidence to:

S.K. Stevens

BUILDERS SOIIARE GORPORATION

100 Gross Roads Boulanad San Antonlo, Texas 78201

OFF-BEARER MACHINE. Built to Ferrari specifrcations. Almost new. Asking $15,0m. 1555 La Mirada Dr., San Marcos, Ca. 92069. (619) 744470p..

HYSTER FORKLIFT No.l65. Good running condition. Hunter Woodworks, 21038S. Wilmington Ave., Carson, Ca. 90749 (213) 775-2544

Covers the market. Gets Results.

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

LOOKING FOR PONDEROSA PINE WIDE BOARDS?

WE HAVE THEM AVAILABLE FROM 14'TO 42" IN 4/4 & 5/4 THICKNESS, LENGTHS AVAILABLE IN 6716'ON 1'MULTS OR CUTTO.LENGTH. SHRINK-WRAP AND POINT OF PURCHASE INSERTS ARE AVAILABLE. CALL OR SEND YOUR INAUIRIES TO:

TREE PRODUCTS ENTERPRISES P.O. BOX 280

LAKE OSWEGO. OR 97034 (503) 620-5868

BUILDING SYSTEMS

1-800-643-5555

NATIONWIOE SALE 30r40x10....................t3,/O5.m 'l0r60x 12....................t6,275.m

TWISTED AND WEATHERED

Douglas Fir S4S and rough, 3x4 and wider and 4x4 and wider. Call Bill Hunter, Hunter Woodworks, (213) 77 5-2544', (213) 83 5-5671.

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

COMPUTER SYSTEMS AND PROGRAMS MULTI.USER/PCD(T/AT/MINI

Accounting

LUMBf,RYARD SALES

(Small Operators) you sell l'll assist with advice EioTiSet FIat Fee (reasonable) (Large Corp. Operations) Full Service Brokerage Dick Phelps, Broker (former lumberman) 6379 Topanga Cyn. Blvd. Woodland Hills, CA 91367

IET'S TAI.I( FACTS

tAct #+, Cascade Empireis looking for a few special people who already successfully trade Forest Products as office wholeSalers and hav6 the facts to back up previous experience.

FACI #2:

We have a few facts of our own. lf you trade $150,000 Gross Trading llTgilsl Cascade, your income would be $55,000. tf rhat gross was $250,000, your income would be $100,000. In addition, we-have benefits which include life, health and dental insurance, disability insurance, 401-k savings.program, business expenses paid and incentive travel trips for our lop producers.

S4S Sandod Eoardr

* Quallty Oak llouldlng!

ft Vonoored Products

t 1 Acrc Conccntratlo/t Yard

t,OOO,OOO Bcl. Ft. Dry Storagt

lO Cu nttl Spw

| 50,OOO Bd. Ft. t chumidfftcatto'' Dry Kilns

Ssrfacc & stnightlinc fipplng aYallebtc

BOX828,ROTTE1 . MONTELIO,Wr53949

FACT #3:

. Wq try to keep it simple. You trade-you earn. you must be experienced in order to lespolq to this ad, you must have a proven record of tbp production, integrity and be a team player. We're lookihg for a perfect maich-your skills and our needs.

Our main office is in Portland, Oregon, with a branch in Newport Beach, California.

tACt #4:

- W"'rq serious and we hope you are. Reply to me personally and let's talk facts-including the possibility of adding you to the Cascad6 team.

Ray B. Haroldson President

-SOUTHERN GATIFORNIA-

SAl{ FBANGISGO BAY AREA-

]roRTlrERN AND CENTRAL CAUFORN|A-

IiGITUEUiEIA/FOfiUM

Bha lrkc FoGEt Prcducl6 .,... Bmcut Intrmdlonal Bdn Lumb0 Co. Cooh Truckh0, J06.......,...

Southam Bellroed Co.

CoiD.

Rldwood Co. .,...,...... Schnldbaucr Lumbcr, Inc ....,.

tiluY

Fomdl Producb, Inc. ,.

Hi00ln8 Lumbcr Co.

[rood Poscrvlno ol EaksBflcld, Coo, ..,.......,. curEnoru Eovvmrn Lumbor Sal68

Loulslana-Pacltlc Corp.

Rol.ndo Lumbcr (Klnloo Dlv.)

m8 Brr08 0MK-Paclflc

nEootm mEt

Lo0lslana-Peclflc Corp. (Bod Blufi) .,..,.

P&MCdlerPrcducts

Trtnlty Rlvr, Lumbcr Co

Wlsconsln-Cslltomle Fonst Prcducts

Ercn ftno/ilocnor rrEr

ManuhcludnC Co.

tsUVE M]S' GUIDE

PACIFIG I{ORTI{WEST STATES

@BITqAR[trS

Harry Larsen Jr., president and owner of Larsen Bros. Lumber Co., San Leandro, Ca., died Nov. 29, 1987, following a heart attack while playing tennis. He was 52.

Born in Oakland, Ca., he grew up helping his father around the lumber yard his grandfather founded in 1882. He succeeded his father, who died in 1967 He also served as president of the San Leandro Manufacturers Association.

Mr. Larsen is survived by his widow, Pat, a son and two daughters.

Leo S. Hulett. a well known leader in the redwood lumber industry, died Nov. 21, 1987, in Willits, Ca., after a lengthy illness. He was 77.

Born in Elk Grove, Ca., Mr. Hulett attended the College of the Pacific and served in the U.S. Marine Corps from 1929 to 1933. He entered the redwood lumber business in 1933, joining The Pacific Lumber Co.. Scotia. Ca. He later worked for Hobbs Wall Lumber Co.. San Fran-

cisco, Ca., and Sage Land & Lumber Co., Willits. In 1946 he helped form Willits Redwood Products Co., Willits, serving in various managerial capacities until the firm was acquired by Harwood Products Co. in 1973. He was retained by Harwood as a consultant until his death.

He served on the board of the California Redwood Association, National Forest Products Association, California Forest Protective Association, Redwood Inspection Service and Redwood Region Conservation Council. He also was elected to the Willits City Council in 1954, serving as mayor from 1956 to 1968.

Mr. Hulett is survived by his widow. Marian. a son and a sister.

Dockside Handling

lContinued from puge 57)

softwoods exclusively for one company. Guerero estimates that he does some work for 800/o of the hardwood companies in Southern California.

There is a marked difference between handling softwoods and han-

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

Bracrrt lnternational

Drawer 4779, Arc ta, Ca.95521 707-822-3648

The Merchant Magazlne

dling hardwoods. Softwoods, often arriving from the Pacific Northwest and Canada, are usually shipped in square bundles comprised of identical boards. Hardwoods, often coming from foreign ports, are not all uniform, regularly arriving in random widths and sometimes in random lengths.

The extra care that hardwoods need is Guerero's business. He smiles, "We're the only true hardwood lumber handler left on the waterfront."

Mallco Lumber & Building Materials specializes in mixed loads of quality lumber, sheet goods, glu-lam beams, and millwork to meet your needs.

We receive several rail cars each day, and turn our materials rapidly to provide you with the fastest delivery of the freshest stock available.

Part of a privately owned, family nrn company, based in Phoenix since 1908, Mallco's trucks cover the entire Southwest - from California to Texas.

You'll enjoy dealing the old-fashioned way with a reputable firm that takes pride in delivering on their promise of superior service, quality, and selection at a fair price.

Wholesale Lumber Supplier to the Southwest Since 1946