Merchant Magazine - January 1990

Hardwood Lumber Co.

a,- sfs Lumtrer Company

CT]STOM MILTING fte

Whether )'ou're seeking the best in hardwoods' millin.q ser-r.ices or a combinettion, Mercury Hardrvood ciln provide whatyou want right now.

We hi.rve 30 veitrs' expel'ience getting the job done cot'rectlv und on time.

A wide relnqe of mouldings' panel products, manv c:trried in stock, complement our hardwood inventoty. And ifwe rlon't have r.vhat -vou lvitnt, r've know r.vhere to get it. At a firir price, too.

EQuallvr rve hitve the peoPle who can expedite your service needs and tend to vour purchtts-

ing req[uirements. Our sitles people are larorvledgeable industrv veterans who know hrrrdwoods. They can help vou choose the species best suited to youl needs. Then ttssist -vou with any rnillinq thut is required.

Our mill does strtright line and gang ripping, rnoulding' lesawin.{r cut-to-len gth and surfrcin.q as well as tr variety of custom work for that hard to fill requirement.

Mercurv Hardwood htls the products and selwices supported bv a customer oriented attitude vou'll find refi'eshing.

We wunt to be vour hardwood company.

MERCURT

Hardwood Lumber Co.

Don Nystrom

Larry Lantz

Jose Salim

14166 Nelson Avenue

P.(). tsox 2406

Citv of Industtv, Ca. 91746-0406

FAX 818-336-7111

(818)968-9,322

Seruing the lumber and home center makets in 13 Western StatesSince

JANUARY

Easy Ways To Reduce Material Handling Losses

Check List For Federal Trucking Regulations

How To Avoid Problems Of Undercharge Claims

Tips On lmproving Delivery ln The

Of Advantages Of Equipment Leasing

Yard Mules Prove They Have Pull In The Yard

L-P Continues Baja Venture Despite Criticism Northwest Dealers Begin 1990 With Optimism

Hus

Ahska & Hawaii

Serving 13 Western Sfales

Editor-Publisher David Cutler

Senior Editor Juanita Lovret

Associete f,ditor David Koenig

Contributing Editors Dwight Curran, Gage McKinney, Ken Thim

Art Dhector Martha Emery

Staff Artist Ginger Johnson

Circulation Lynnette A. Perkins

The Merchant Magazine (USPS 79656000) is published monthly dt 4500 Campu h., Suite 4E0, I{€ryport Beadr, Ca. 92660, phone (714) E52-190, by The lv1erchant lvla.gazine, Inc. Second-class postage rates paid at Newport Beach, Ca., and additional offices, POSTMASTER: Send address changes to The IVlerchant Magazine, 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, Northern California and Canada: Contact Carole Hofm at (206) 774-3713 or 21819 77th Place West, Edmonds, Wa. 98020.

Change of Address-Send subscription orders and address changes to Circulation Dept., The lVferchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Include address label from recent issue ifpossible, new address and zip code.

Subscrlption Rates-U.S.: $l l-one year; $17+wo years; $22-three years. Foreign: one year payable in advance in U.S. funds-Canada or Mexico: air-$35; surface-$30; South America: air-$55; surface$30; Asia: air-$68t surface-$3O; Europe: air-$98: surface-$30. Single copies-$3; back copies-$4.SO when available plus shipping & handling.

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

DAVID CUTLER editor- publisher

What's your New Year's Resolution?

llt E'VE suggested some New Year's resolu- It tions below that are sure to make 1990 more pleasant and profitable for you. While most are directed at dealers, there's plenty here to involve wholesalers and distributors.

Find a "niche" and market to it

Develop an effective inventory plan

Revitalize kitchen and bath displays

Shop competition and devise a plan to beat them

Take a more active part in your association

Make signing and shelf talkers more benefits specific

Try direct mail advertising to contractors

Have a contractor appreciation night

Serve lree coffee to early morning customers

Sponsor a youth team as a promotion

Provide local newspapers with news of new employees, promotions, how-to clinics, etc.

Try a customer-is-always-right policy for returns

Emphasize add-on sales

Be more friendly and attentive to customers

Set up a system to cut shrinkage

Sell more projects

Make the store a pleasant place for both customers and employees

Look for ways to give customers extra value

Survey your market area, identify customers

Take a good look at the negative effects ofdiscounts

Use co-op advertising as a competitive edge

'Make a commitment to computer technology

Expand employee education programs

Focus on customers' wants and needs

Be more innovative in merchandising

Institute a cost cutting program

Keep up with changes in the industry

Spend more time on the sales floor

Concentrate on improving inventory turns

Analyze deliveries for profit or loss

Get rid of tired, dusty displays

Clean up the store, wax floors, wash windows, paint where needed

Repair and landscape parking area

Encourage employees to be better groomed, more neatly dressed

If you tell us at this time next year you've accomplished all of the above, we doubt we'll believe it. But if you manage even a few, you'll know your time was well spent. But don't wait, start today.

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

SelllnO to fihc

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

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

customers and prospects. Building Products Digest, the highly acclaimed monthly for the Southern trade can help you get across your message. The Digest, incidentally, is the sister publication of The Merchant Magazine and is based on The Merchant's proven format . doing the job for advertisers for 67 years.

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

& 2xG

NBS WHO[,ESALE LUTIBDROO.

SPECIALIZING IN A

COMPLETE LINE OF THE FOLLOWING:

REDWOOD

CONSTRUCTTOI{ HEART ROUGH

1x4,1x6,1x8,1xI 2 2x4,2x6,2x8,2x1

grade - in ground

foundation grade

CDX STR

& *3 DF lagging LP-22 3xl 2 Rough

DF MUDSILL - CZC for school jobs

COPPERNATE II250"

TREATING SOLUTION 'I &5gal.pails PINE

& BTR Sugar Pine: 1x6, lx8,

1x6,1x8 1xl2

Shiplap: 1x6, 1x8 - #3 T&c I x6

*2 Com S4S: 1 x4 lhru 1 x1 2, 2x1 2

#3 Com Sugar Pine S4S 1 x4 thru 1 xl 2

#4 Com S4S I x1 2

C/S 4x4 KD Pine S4S

*3 Comm. 2x1 2 S4S Pine

(213) 567-1301

How to cut material handling losses

IIANAGEMENT rarely thinks of lUl materials handling operations as affecting their company's overall profitability. But, there is a way to cut costs here that can ultimately improve a company's profitability.

"Operator training can increase a company's profitability by reducing losses due to inventory damage and by making materials handling operations more efl'icient," says Hank Unck, manager, marketing training at Hyster Co. "Furthermore, operator training enhances on-the-job safety for employees."

Being aware of how a powered industrial truck operates is the first step toward safe, eflicient, productive materials handling operations.

"Operating a lift truck is more complicated than driving a car because operators must maneuver the equipment in restricted spaces, travelwith fragile loads, and move cumbersome loads up and down or in and out ofstorage areas," explains Unck.

Actual on-truck training will help improve these maneuvers by fostering an understanding of how the lift truck operates and by teaching proper operating procedures, which will minimize bad handling habits. Moreover, an awareness of proper versus improper operating procedures enables the operator to correct problems before they become serious.

Even experienced lift truck operators can benefit from a refresher training course, "especially if the company has recently changed to a different type of equipment," he says.

Just as motorists observe rules of the road to promote safety on the highways, operators of powered industrial trucks must observe rules of the warehouse to ensure safety in

materials handling applications.

Do look where you're going, whether you are traveling forward or reverse.

Don't overload the truck. A load that is too heavY can cause the truck to tip forward. Boxes or pallets stacked above the load backrest can fall and result in products damage or operator injury.

Do stay clear of the lift mechanism. Never put hands, arms, head or legs through the upright or near the carriage of lift chains.

Story at a Glance

Ways to train lift truck drivers to avoid inventory and equip ment damage, injuries, loss time lower insurance costs, less inventory shrinkage reflect wellon bottom line.

Don't ride on the load forks. Forklift trucks are designed for handling goods, not carrying people. If someone riding on the front forks falls off, he could be seriously injured.

Do carry a load uphill when operating a truck on an incline so it won't slide off the forks.

Don't jump offa lift truck that tips over. It is safer to

hold firmly to the steering wheel, brace your feet and lean forward and away from the point of impact.

Productivity is directly related to the safe, efficient movement of goods, which can be achieved through operator training and practice. Improper handling of goods, improper truck operating procedures or truck accidents can cost a company thousands of dollars in a verY short period of time in terms of damaged goods, damaged lift trucks and personal injuries. In addition, recurring accidents and employee injuries can lead to increased insurance costs for the employer.

Operator training is required by law, but it also promotes material handling effrciency and employee safety, reduces loss and shows uP positively on your bottom line.

0AlillGE training dling.

such as this can be prevented by lift truck drivers in material han-

How to keep up with new trucking regs

I UMBER and building material dealers and whole- b salers maintaining trucks to make deliveries are as subject to recent Federal Highway Administration and Department of Transportation regulations as interstate truckers if they make deliveries in adjoining states.

Keeping up with the phasing in of regulations including postponements and clarifications can be a full time job. The following information should be helpful.

Inspection, Repair & Maintenance: Effective as of Dec. 7 , 1989, all commercial motor vehicles operated in interstate or foreign commerce must pass an annual inspection. The inspection requirement may be met through periodic inspection programs administered by the states, self-inspection, roadside inspection or inspection performed by a licensed commercial garage, as long as the inspection conforms with federal standards (or state if comparable to federal standards). The F'ederal Highway Administration is currently surveying each state to determine whether it has or will have an inspection program that meets the new federal standard.

This regulation applies to any truck crossing statelines. You are considered to be engaging in interstate commerce if you deliver lumber or building materials to a customer in an adjoining state.

Traffic Violations: The Federal Highway Administration has more specifically defined serious traffic violations for commercial truck and bus drivers.

Commercial vehicle drivers moving more than 26,000lbs. on interstate systems could lose driving privileges after two or more convictions of serious traffic violations. These include tailgating, driving l5 or more miles per hour over the speed limit, reckless driving, improper or erratic lane changes and any violation connected with a traffic fatality.

Drivers convicted of two such offenses in a three year period are disqualified from operating a commercial vehicle for at least 60 days. Three serious violations in a three year span extends that to a 120 day disqualification. For the penalties to apply, convicted violations have to occur in separate incidents.

The Commercial Driver's License program will be completely phased in by 1992. Drivers discovered to be submitting false information when applying for a license may be subject to a 60 day disqualification after that time.

Controlled Substance Testing: Federal Highway Administration regulations on controlled substance testing went into effect on Dec. 2l, 1989, for companies with 50 or more drivers. Smaller companies will be required to begin testing by Dec. 21,1990.

Regulations apply to those engaged in interstate commerce. In general, they require that commercial drivers be tested prior to employment, periodically, upon reasonable cause, and after a reportable accident if there is reasonable suspicion of driver drug use or operating a vehicle under the influence of drugs. A commercial motor vehicle is defined as any vehicle with a gross vehicle weight rating of 26,000 pounds or more, any vehicle transporting hazardous materials required to be placarded, or any vehicle designed to transport more than l5 passengers.

Many transportation consultants are recommending companies begin a drug testing program immediately regardless of size. The logic of this recommendation is that with closer driver scrutiny, stricter licensing rules and substance abuse testing, qualified drivers will be harder to come by. Companies not practicing safeguards may end up with those who have problems or poor safety records.

Underground Storage Tanks: As of Dec. 22. 1989. owners and operators of underground storage tanks are required to conduct tank tests or leak detection monitoring for tanks at least 25 years old. This is the first deadline for compliance with the new EPA regulations. Tank owners must notify appropriate government officials of any leaks discovered.

In addition, tank owners and operators must provide government access to test records. Civil penalties up to $25,000 which may be compounded for each tank daily, may be imposed on owners and operators in violation.

Compliance Help Available: Department of Transportation safety kits are available from the American Trucking Associations to help you meet federal trucking regulations. The kit includes forms required in accordance with Section 391.51 of the Federal Motor Carrier Safety Regulations and a copy of the Safety Regulations book. They also have available the 1990 edition of Federal Regulations for Motor Vehicles. Information regarding these is available from the American Trucking Associations, 2200 Mill Rd., Alexandria, Va. 22314. Their customer service number is l-800-ATA-LINE.

Story at a Glance

The latest on federal regulations affecting trucks and drivers. compliance dates transportation consultant recommendations ...compliancetips.

What are undercharge claims and how can you avoid them?

I I NDERCHARGES usually surlJ face when a carrier files for bankruptcy and a trustee appointed by the court begins to gather the assets of the business.

An audit of the carrier's freight bills, tariffs and other records may show instances where a rate charged was lower than the carrier's tariff rate. Then an attempt is made to collect the difference between the rate originally assessed and the tariff rate assertedly applicable.

There have been incidences of carriers publishing a clearly applicable rate only later to cancel it unilaterally without notice to the shipper. Carriers also have been known to provide shippers with a copy of a tariff with the appropriate rate and Cate. but deliberately not file it. This nas been used later to blackmail the shipper by demanding huge undercharges when he wanted to change carriers.

Shippers can minimize their exposure to claims by following the following recommendations issued by the National Industrial Transportation League.

(l) When you negotiate a rate with a carrier. insist that you be supplied with a copy of those parts of the tariff that will govern your shipments. Be skeptical of a carrier that resists that request on grounds that there will be some administrative delay in obtaining a copy of his tariffs. The carrier must file the tariff with the Commission before he accepts tender of your movement in order for it to be effective.

(2) Insist that the tariff clearly describe the commodity that you are shipping.

(3) Insist that the carrier expressly specify, in writing, the existence of all conditions applicable to a discount or commodity rate. Questions to which a

carrier should respond are whether the rate is restricted to or by:

a. Certain origins?

b. Certain destinations?

c. Single line routings?

d. Maximum shipment weight?

e. Minimum shipment weight?

f. Receipt by the carrier of a letter of participation?

g. Shipments where the bill of lading contains specifi ed notations.

h. Freight collect shipments?

i. Prepaid shipments?

j. Specific payor of the freight bill?

k. Timely payment of the freight bill?

(4) Evaluate the financial strength of carriers seeking your business by requesting that they provide you with copies of appropriate financial reports. Keep in mind that the likelihood of your being confronted with undercharge claims becomes a near certainty if you have done business with a carrier that later goes bankrupt or ceases operations.

(5) Consider using contract rather than common carriers. However, take care to assure that the service qualifies as contract carriage [49USC 10102 (15) (B)1, and that you have a contract that satisfies the Commission's requirements [49 CF'R Part 1053]. In order to qualify as contract carriage, a carrier must either provide service to you in dedicated equipment or service designed to meet your distinct needs. Contracts must be in writing, must be between the carrier and a particular shipper or shippers, must impose specific obligations on both the shipper and carrier, and must cover a series of shipments during a stated period of time.

(6) Retain for a period of five years copies of tariffs, letters of participation and all other documentation that shows the terms under which you have done business with a carrier, including documentation of any identifying code that a

carrier may have assigned to you and which formed the basis of your discount. This is because under the Interstate Commerce Act and the bankruptcy statute, a suit can be filed against you as long as five years after a shipment was actually moved.

(7) Use the resources of the Interstate Commerce Commission. lf you feel that you are being subjected to unfair, harassing or otherwise objectionable collection practices, contact the Commission's Office of Compliance and Consumer Assistance and provide them with the details of your concerns. You can also contact the Commission's Section of Rates and Informal Cases to obtain an informal ruling on tariff interpretation disputes.

Story at a Glance

Ways shippers can avoid being forced to pay undercharges when a carrier files bankruPtcY tips on negotiating rates and defending yourself against fraudulent practices.

If in spite of taking precautions, a shipper should become involved in a demand for undercharges, he should hang tough and ignore the claims,. hoping that he will not be taken to court. Records show that 100% of rill cases referred to the ICC for a ruling by the courts have been decided in favor of the shipper. The theory is that it is unreasonable for a shipper to pay carrier undercharges for shipments handled according to the parties' negotiated rate agreement.

Shippers also should be aware that it is against the law to cut a deal and settle for less than the tariff rate. Anyone suggesting this is breaking the law.

A look at delivery in the'9Os

By Wally Lynch Paid Associates

EING ten years older is the tough part of seeing a new decade ushered in. The fun part is reading and making all the prognostications for the future. Here are a few you can look for in the 1990s.

HOURS WILL CHANGE. The marketing approach toall services will be adopted. The customer will be served. There are major retailers in our industry providing delivery seven days a week. Many dealers run a night shift to load and stage the next day's operations. When you think about it, the contractor works on site froni 7 a.m. to 3:30 p.m. Many work all seven days of the week in season. The consumer is free to shop nights and weekends. As more and more dealers position themselves to serve their customers. the traditional service hours won't compete.

Story at a Glance

Expanded service hours, moro contract delivery, computer programs, fewer drivers, less equipment, better asset management. a self-test with answers to help you evaluate your position in the new decade.

MORE CONTRACT DELIVERY AND SERVICES. Every major retailer in this country makes use of contract trucking in one form or another. They do it because it's

cheaper and better and equipment maintenance is handled by the contractor. For the dealer there is substantially less capitaliied up. It is paid for as the service is utilized from realized gross margins. This makes real cost identification accurate and virtually indisputable. It also readily separates delivery costs from delivery services such as the custom placement at the site of deliveries of millwork, shingles, wallboard, brick and block.

COMPUTER PROGRAMS

WILL BE AVAILABLE. Currently delivery modules are available as part of several micro software packages. They basically capture truck and auto expenses and very little else in the delivery expense area. You can look for much improved programing in both micro and P.C. formats during the 1990s. Here are a few things that will be available in software packages.

Profit scrutiny before the truck is released. Measurement of driver and equipment effectiveness.

Monitoring of profitability of delivered sales daily.

Identification of profitable trading area dimensions.

. Measurement of market penetration within your trading area by municipality.

FEWER DRIVERS. LESS EQUIPMENT, BETTER SERVICE. Delivery will be more closely defined. Other services, such as C.O.D.

collections, return pick-ups and on site placements, will be segregated as separate cost centers. Matrix pricing will be expanded to support this repositioning of expense. More dealers will make direct charges for such services. There will be expanded shift use of equipment during seasonal months. A 6 a.m. first out, with daylight until 9 p.m., means a 15 hour use of equipment. Virtually two shifts. Drivers will only drive. When drivers pick and load, the equipment stands idle. Nominally a truck and driver cost $50 per working hour to sustain. When one or the other is idle, the effect and expense is obvious. To benefit, plan to stage and pre-load so that trucks turn around in your yard in 20 minutes on average. Why will these things happen? Because in an industry where 2o/o pre-tax is the norm, every operating dollar saved is comparable to $50 in sales. Saving $10,000 in expense is comparable to making $500,000 in sales.

MORE OUT OF PEOPLE AND ASSETS.

There are dealers currently averaging $2,000,000 in delivered sales per vehicle operated yearly. There are individual drivers handling up to $4,000,000 annually as well. Such operators have two things in common. As drivers they have only that one duty to perform and all rest and meal breaks are taken from and to the yard. This means that knowledge of building materials will stay in the yard all day while the ability to drive and off-load goes out and back more often. Both people and assets are more effectively used. More pressures will be brought to bear on the traditional dealer who historically had depended on the front end, or consumer sales, to offset the higher cost of contract business. When these two businesses are accounted for separately, most will be shocked to discover that they lose money on delivered sales and most likely are not competitive in the consumer sales area. Receivables, delivery and volume discounts raise the basic costs of doing business with the contractor by 100/o to 150/o over customers not afforded such benefits. The retail outlet glut and competitors without such millstones will force management to scrutinize the use of people and assets more closely. They're making more people all the time, but making them more

effective will be the profit path in the 1990s.

If you would like to evaluate your delivery operation, take the Questionnaire printed with this article. It asks l0 questions, explains the meaning of your answers and provides insights into what changes you need to make and what benefits can be realized through change.

Answers

(1) Most people do not keep any records of delivered sales. The significance of this question is that, at more than 900/o of the companies where we've had access to the figures, retailers are losing money on delivered sales.

(2) Very few retailers bother with this. They just know what is profitable and what is not. Our experience of checking thousands of loads has shown that over 400/o of all deliveries made were handled at a loss.

(3) Seldom is this figure computed, posted or known and the answer usually is "no." This information means different things to different retailing segments. Delivery costs are recovered either through direct charges, gross margin or a combination of both. Knowing the average sales value gives management a fast handle on the profitability of each transaction. Delivery costs and recoveries are akin to service calls. If they are $40 or $50 in your area and you don't have that much margin for delivery built into your average selling price or direct charge, you're diluting your profit potential and cost recovery.

(4) Rarely are these profits identified outside of the total sales mix. Delivery costs can run as high as 300/o of daily operating expenses and, as such, usually rank number one or two in terms of expenses for the company's total sales effort. When laid against delivery sales margins the arithmetic can look very ugly.

(5) Everyone has a system of some sort, but its effectiveness is measured in the size of the load when the truck leaves the store, combined with how lar it must travel. It costs about the same to run the truck whether it's empty or full. Experience shows that most trucks are half full when they are released.

(6) The purpose of a delivery poticy is to direct activities of all concerned in a routine manner while, at the same time, maintaining smooth, uninterrupted and profitable flow of goods and service to the customer. If you could scale such a policy's impact, you would want for a job one yard long35" ofroutine and l" of

DELIVERY PRA

CTICES QUESTIONNAIRE

1. DO YOU ROUTINELY RECORD AND 'IOTAL DELIVERED SALES ON A DAILY BASIS?

2.

HAVE YOU IDENTIFIED THE PROFITABLE DELIVERY BOUNDARIES OF YOUR TRADING AREA?

DO YOU KNOW THE AVERAGE VALUE OF EACH OF YOUR DEI. IVERI ES ?

DO YOUR P & L STATEMENTS ACCOUNT FOR PROFITS PROM DELIVERED SAIES SEPAR,ATELY?

DO VOU EMPLOY A LOAD MANAGEMENT SYSTEM TO INSURE EFFECTIVE UTILIZATION OF YOUR TRUCKS?

DOES YOUR COMPANY TTAVE A WRITTEN AND POSTED DELIVERY POLICY?

! T T tr n tr tr tr ! n tr 6. 7,

special handling. It's the main framework of the delivery day's activity in the eyes of both your employees and your customers.

(7) There is only one reason to work overtime in the retail business and that is if you're crazy enough to sign a union contract guaranteeing it. A 50 hour work week is 250/o more hours, but almost 38% more in payroll cost.

(8) Either by location or dollar, you'll find that 20% of your customers will produce 80% ofyour business. You have to know who and where they are.

(9) Generally merchants shop one another for price and product but seldom are services shopped. The knowledge that someone does or does not charge f,or services can be enormously valuable. Such information allows for competitive

TOTALS 9. (Continued on next

DO YOU OR SOMEONE AT YOUR COMPANY NORMALLY THE DEI,IVERY SERVICE OF YOUR COMPETITORS?

n n T n x n u x n n I

recovery of costs by charging for services. It's been known to reduce costs by as much as 250/o in terms of money collected plus money not spent.

(10) One million dollars is not very much when you break it down by a 40 hour week, or 2080 hours annuallY. That's $481 per hour and $500,000 is $240 per hour. The average delivery payload nationally is way below $1,000,000 per truck annually for retailers.

Here's how you stack up and what it means. One test group of 40 retailers averaged five NO answers and five YES answers each. Two answered NO to all ten questions; no one

page)

To buy or leasethat's the question

ACED with the need to replace or update aging delivery equipment, many managers for the first time are making decisions affected by the Tax Reform Act of 1986.

Many effects of this law are just now being realized. One important area is capital equipment acquisition. \ow, more than ever, the question ii:. should businesses buy or ldrhse?

Buying new equipment improves efficiency and ultimately increases productivity and profits, buying ties up capital. One way to conserve capital while still adding new equipment is leasing.

The Tax Reform Act of 1986 eliminated traditional investrnent tax credits for new equipment and introduced the Alternative Minimum Tax (AMT). This has a major impact on how many companies deal with equipment ownership and leasing. Some are finding it more expensive to own equipment because ownership increases theirtax liability. However, many new types of leases

Delivery Quiz

(Continued from page 13 )

answered YES to all of the questions. Later, when delivery audits were made of the individual operating units of the respondents, it was determined that changing every NO answer to a YES had substantial effect in reducing costs of the operation. The retailers evaluated were small chains and independents. The largest single retail outlet was in the $30,000,000 volume range and the smallest was just under one million. All were profitable and belonged to at least one structured buying group. About half were familv owned. The

have become available to provide use of equipment without outright purchasing.

A number of new financial options are available. Flexible leasing agreements allow companies to use the latest equipment while conserving cash and obtaining tax benefits.

Companies often choose to lease for:

Leasing offers tax advantages through acceleration of deductions, investment tax creditsand asset writedowns.

Leasing conserves capital, eliminating cash outlays.

Leasing may generate replacement of equipment to maintain productivity.

Leasing aids forepasting operational costs.

It is important for businesses to understand the different types of leases in order to maximize the advantages. Basically there are two types of leases: an operating lease and a capital lease.

Storyat a Glance

Ways to take advantage of the Tax Reform Act in replacing delivery equipment... buy/lease options. .. benefits of each.

An operating lease is typically a conventional rental contract. The lessee pays a flat fee for the use of the equipment. After the lease expires, the lessee returns the equipment to the lessor.

The capital lease is used by companies wanting to own the equipment at the end of the financial, con-

others were closely held corporations.

As the audits unfolded, the average identified benefits per outlet were just under $151,000. Individual retailer savings ranged from $26,000 to nearly $350,000. The exercise of changing five ('NO" answers to "YES" produced an average benefit ofjust over $30,000 each. A savings of $151,000 at pre-tax profit of 2010 is the equivalent of $7,550,000 in sales just for managing delivery. No effort has been made, beyond what has been described here, to prove or validate these conclusions statistically through correlation measurement. However, since the test group was studied, the succeeding five years of auditing of other retailers

has followed the same patterns. But even if the information is only half right, it means that $3,774,000 in sales and substantial savings can be obtained.

By now you should have reached two conclusions. F'irst, delivery is'a business unto itself, worthy of its own business plan with the problem identification, solution explanation and monitoring required to run any other business. Second, you should have multiplied your NO answers by $30,000 and divided that figure by your last year's pre-tax profit percentage. If so, you've probably discovered that one of the most profitable things you can do now, or almost any other time for your company, is to manage delivery.

January 1990

tract. Unlike a "borrow-to-buy" agreement, which requires a sizable down payment, a capital lease usually has a lump sum payment at the end of the lease.

The five most popular types of capital leasing options are: purchase option, $ I buy-out, balloon, skip payment and accelerated payment.

The accompanying chart provides an overview of each type of leasing agreement and how it can help solve specific problems.

Whether a company has one, or 100 pieces of equipment, managers

Transportation Special lssue

Spring Tool Promotion

should carefully consider whether to buy or lease the next one.

The decision depends upon each individual situation. Although the trend is toward leasing, a company must consult with its accountants and dealer for the right financial plan and equipment. Ultimately, the most successful companies in the 1990s will be the ones that use their capital most effectively.

LEASING OPTIONS WORKSHEET

This chart orovidcs an overview of tyDical business sltuations and the benetl(s cach leasing option ()ffers.

Situation:

Want to maximize cash tlow. May want to upgrade equipment later.

Looking to purchase, but seeking alternative fi nancing.

Looking to purchase but want low monthly payments.

Seasonal operation creates "feast or famine" cash flow.

Looking to maintain consistent level of cash flow to cover equipment and maintenance for long-term.

Solution:

Benefits:

Purchase Option Lease Low monthly payments. Option available to purchase equipment at pre-designated price, or can change equipment.

$l Buy-out Lease Provides alternative source of financing. Equipment is bought for Sl at end of lease.

Balloon Lease Determined Value Lease Provides lower monthly payment with a higher prearranged guaranteed purchase price at end of lease.

Skip Payment Lease Payments are made during busy season when there is strong cash flow, no payments due during "off-season".

Accelerated Payment Program Lease

Not looking to own equipment. Operating Lease (True rental)

Decreasing payments allow principal balance to be paid faster. Actual operating costs are keot stable.

Expense monthly payments as operatrng costs, pre-tax expense. Not showing ownership of equip ment on books.

Source: Hyster Company

Stanley Tools is teaming with Weyerhaeuser in a spring "instant win sweepstakes" promotion offering 3,000 prizes of tools and lumber worth nearly $150,000.

Consumers must go to retailers to see if the Match To Win symbol on their insert in Time, Newsweek, Sports Illustrated, The Family Ha ndyman and The Homeowner magazines corresponds to a winning symbol on Stanley displays.

Fibreboard Redwood Donatkrn

Fibreboard Corp., Concord, Ca., has conveyed 2, I 57 acres of redwOod timberlands to the Save-the-Redwoods League for addition to Fort Ross State Historic Park on the California coast.

Fibreboard sold I ,075 acres of the $6 million property to the group for $3 million cash and donated the other half of the land.

Spotted Owls "Everywhere"

A new Timber Association of California study revealed northern spotted owls thrive in a varietY of habitats, not just in old growth timbers as preservationists and the US Fish & Wildlife Service allege.

The wildlife biologists who conducted the timberland surveY concluded the bird should not be listed as an endangered species since "we found owls literally everywhere we looked."

Yard mules outpull forklifts

dozens of tractors or "yard mules" to work in their yards. They have found that getting the job done with the right equipment can avoid costly repairs and down time.

UMBER companies throughout sports car." the West already have put Victory custom rebuilds tow tractors to each customer's exact requirements. They find out what type of loads are to be pulled, the slope and type ofsurface (concrete, gravel, etc.), the size of the trailers to be pulled, and the number and size of wheels on the trailers, all to determine the pull capacity needed.

"Tow tractors free up the forklift for what forklifts are supposed to be doing: lifting," says Tony O'Gorman, sales manager for Victory Ground Support Equipment Co., Los Angeles, Ca. "F'orklifts place the weight and strain on the drive train not on the rear ends. So they aren't designed to tow. You break off the gears and axles."

"Tractors will pull that full 20 ft. stake bed, with a couple of trailers behind it," he adds. "They have a special industrial-geared, low-gear transmission. Just like a pickup truck has a different transmission than a

"One unit we sold last year to a South Carolina kiln yard is being used to pull full kiln loads, with a total weight of about 800,000 lbs.," says O'Corman. "They put them on carriages and the tractor pulls them in and out of the kiln like a train."

The company is one segment of its parent company, Victory Salvage Co. Since 1947, Victory has been buying surplus equipment from the government, overhauling it and reselling it to private industry. But the

salvage business isn't quite what it used to be. "Technology advances so fast today that brand new equipment is. of course. better and often cheaper," he says.

Story at a Glance

Ways tow lractors bring efflciency to yard operations... sturdy vehicles pull tremendous weights, go where llft trucks can't. last many years without costly repairs

The ground support equipment division, though, has taken offin the last l5 years, because it deals in equipment that hasn't changed much in the last few decades. It reconditions tractors to pull aircraft, belt loaders to load baggage on planes, tractors to pull baggage trailers, and steps to climb up to planes and sells them to regional airlines at smaller airports (e.g. Ontario and Palm Springs, Ca.) and Fortune 500 corporations which own their own aircraft fleets (e.9. Dow Chemical Co., Quaker Oats).

But lately Victory has detected a new, growing market for its tow tractors: the lumber industry. "We noticed that during the last three to four years, a lot of lumber companies have been coming to us, complaining that they were hurting their forklifts with all the pulling," says O'Gorman.

"The first company we dealt with was Hayward Lumber," he recalls. "We made trailers which they used as an order picker. They loaded the

UICT0RY Ground Support Equipment Co.'s line of tow tractors can accommodate a wide range of loads, up to hundreds of thousands

the equivalent ol a 747 air- ol poundsprane.

January 199O

trailer as they went up and down the aisles. This allowed them to have narrower aisles and increase storage space. Yard mules are also more maneuverable than forklifts."

Since then many other lumber companies have followed suit, including Terry Lumber Co., Los Angeles, which has a fleet of more than l5 Victory tow tractors, according to O'Gorman. A number of other firms in Los Angeles use the tractors to move rail cars.

The tractors arrive at VictorY in no way resembling the form in which they leave. The company completely strips each piece of equipment down to the lrame, does all bodY work necessary to restore it to its original condition, primes it and paints it. Engine, transmission, braking and steering systems, radiator and other engine accessories are replaced or thoroughly rebuilt. Equipment is completely rewired and furnished with all new gauges, lights, seats and tires.

"We start from scratch and then build it back up again," says O'Gorman. to "zero time." Zero time is an aircraft term referring to equipment with an hour meter instead of an odometer. Hour meters clock time in use instead of mileage.

Victory's tractors are rebuilt to zero time, since every single feature is reconditioned. "There's no way I say, 'Oh, the brakes aren't that bad, clean the shoes and let's Put them back on.' This way I can offer a full warranty, fully supportable, since

our work is such that it's equal to OEM (orginal equipment manufacturer). Yet it's just 50 to 60% the cost of new equipment," he explains.

An additional benefit is that Victory's models use a general automotive engine. "Some people are hesitant because they've never owned a tow tractor. But it's the same as maintaining a pickup truck. You can get the basic partswater puffip, alternatorat the local auto parts shop, meaning less down time and cheaper prices," he says. Additionally, Victory provides service and parts for all kinds of tow

tractors. "People call for parts for some vintage World War Il tractor and you can tell from their voice that they've lost hope," says O'(iorman. "l say, 'Yeah, we've got it in stock, you'll have it by tomorrow,' and they can't believe it."

Actually, he has come across numerous companies who have been using the same yard mule for 40 years. "They keep running for a long, long time," he explains. "That's the way they were made."

And using the proper equipment for jobs can help ensure your equipment is still running for a long, long time. he adds.

CUST0lillZEl| tow tractor can drag dead weight of 2,000 lbs. and pull 15 times as

much in rolling weight.

Gustonl M illirtQ

$pccialists

IilE S BLi] IIEFS

Ll'illurcl Ltuttbcr Co., lircsno. Ca., has been sold to thc Ril'IC We.st chain . . L'olco Buildar's Strpph,, (iooding. Icl., has openecl a I 7.-.](X) sq. f t. store to rcplace the {acility destroyecl b,v flrc last spring

Est'ctlotrtt, Lutrrber und Suppll,, I)olorcs, ('o., will ope n a sccond location in ('ortez. ('o.. using a lbrmer lJoisa Cascudt 1'ard . Sicurborou.glt l"utnber u rtd lluilrlin,q Suppl.r,, Morgan I lill. ('a.. hls purchasecl Sprin,q Dulc Gunlerr ('cntt,r^ also ir-r Morgan IIill

Itudsort Llilln,ork is thc new nanrc fbr ltincs/Gittirt.q.s LLrmbcr (rr.. l)enver. ('o. . , ,,llutno Do- It ('trttar.,\larlogordo. N.lVI., has be-cn purchirsed by l;rccl ancl NorntaNelson...

l {orrte I:.rpo.,t nlanLtfiictLlrer's showroorr.r contplcx. opens carly thi,s y'car in Scattlc, Wa.. lirr contriictors and honrcowners... Unitetl lJuiltlin.q Cctrter^ []ort ('ollins. ('o.. has nrovccl into ncw quarters

Dou,qlos Ltrmber. ('astle I{ock. ('o., has ircquirerl Ll"lrt'ar Ridge Itrtnber antl (iutt'tt'u.y, I-trtnbcr in [)enver, ('o... ,'trlt(t, Lttmltcr (ir.. Sigurtl. I t.. will huilcl l rirrcl in Mlnti. [ 1.. rr ith ir :|ring ol)cningpllnnetl ...

lVutional Lumbcr t{i .Suppl,t'. lrountain Vallc_v-. Ca..lost S2.3 million their 3rcl qllartcr

lJt'rtlt'.r' lrttt'r'tttrriorttr l, Sircrirmento, (.a., has openecl it ne\\' sales of'flce trarlirrg conrntoclity itents in the (ortu,gru lluilditt,q in Omaha. Ne.. ('anclice llriggs, exWeyerhucuser. is gcn. ntgr. . .

Evet'.qrcrtt Lunrbt'r & LIolding, Itrt'. is a ltew Orange, ('a.. wholesaler specializing in lur-rr-

ber, ntillwork ancl cLrstom rlrilling: the lbur partners are Frank Quatlrocchi, prest Ilill I-aipplc lnd Ken Krriser, v.lr.s. ancl [ )cnn1, ('urran. sec.-trcas.

Utril.v l"ot t'.stProdut'ts has o1;cncd a ncw salcs of.frce in ("Lrtlcr. Ca... .,iakl-I'l'cn C'orp.. Kllnrath I-alls. Or., has acquirecl Ll'ltita .trlari Lttmber^ White Swrrt.t. Wa. ('ctlur-l,l/tst (-orp., l)cnvcr. Co.. has charrgcd its nantc to Colorulo Foresl Inrlttsliit'r irrtd ntovctl to lr six lrclc site on l'. (r-llh Avc. .

.4ltl l orast Protltrtts has contpleted a new 16,00t) sq. lt. luntber storage builcling at its Iikiah, ('a., heaclclr-larters G. P. Sitnp.sotr Ltuttbtr ltrt.. lrLrgene. ()r., Iltl it ncu ectlirr lt'rtcing ol)cfil- tion in llocluianr, Wa., llon Whitehcrd in chargc

Ort'.qott-(.u rradion [:ora.st Pnxl1/(1\ hirs lttovctl itcf()Ss l()wn t() 2281 N. (ilassell, suire Il.. ()ritrtge, ('u. .5irr.,rr' .l,lotrntoitt Pine ( o.. l lincs. Or., has been acclLtircd b_v .\atluoia A.ssocintt.s. tt partrrcrship inclucling l)onalc'l A. (iravcs,with a nanre change to Sttott' l,lotrt/uittl)ittc, Llrl., the Iiend. Or.. salcs officc conlinues

lJi.c ('raak Ltrnrbtr (b.. I)avcnport. ('a.. donulcri a giant l)Oug llr ('hristrrlls trcc 1o the ('it1, of' Slnta('ruz,,.

Lotltutrr Ltrtrtbcr. l{osevillc, ( a.. escapccl clantage f'ron-: a rc('cnt gri.tss llrc on ncighborirrg prollcrty

;\ n n i ve lsa r ies'. ;1'la rq uct rlLl'ollc I-utrtbt'r ('o.'s plywood div., (irancl J'errace, ('a.. is approaching its lrd.. . LInit.t' f'itrcst Protllrr'1s. Y'uba ('it1.('a..hls its 2nd thisnronth...

The Merchant Magazine

Or<'Ptrr lJttilclittx l'rtrltttts. Ittt., Wilsonville. Or. has acqr.rired .\ttrtd Pl.v,tutod, 1rru. distribution u'arehouse in l-'resno and Pascr Robles. ('it." kceping lhe Sand l)lywoocl nanre and personnel . .

Gcorgin- Put'i.lit exLended its hostilc lakeover offer lbr Glr,ct \ur'!ltt'rtt lltktut.so Cor1t. 11t Jan. 5: reportedly more than 73oh of Gr<'ut Northcrn lr stock has been tcndered in the $3.47 billion ofl'er

fibrehoard ('orp. has reached an agrcen-]en{ lo pllrchase Louisisrta-Pucilic's Recl Blufi, ('a.. rrillwork operations for Sl4 million.."

4tlttnta Doors antl Wintlou,s, San Juan ('apistrano, (1a., which has stores in Laguna tlills, Orange and Mission Viejo, Ca., has flled lbr ('hapter I I bankruPlc\ protccti0n...

The proposed merger between Dutuline. 1iru'.. Wilron, (1t., and Prc/itnraster' ('omputct Systems, Irrt.. ALlstin, l'x., has bccn clrlled ol-l'by mutuul agreement . .

Nult'or, Int'., Beverly Hills, ( a., parent co. of National Lotk Oorp., will acquire Builders' Ltardvrare ()roup (Wesbck Corp. and ,lPI lltuk'ttrIrtt.).

Air lVail Co. is moving its offlce and lactory to South Gate, Ca., from Los Arrgeles C)rstortt Builelittg Produt'ts. Bell, Ca., hits acquire d Don'rrtutt Protlut t.s 1nc'., San Bernardino, Ca. .

1' he Pu t't i t' I e bou rd /Med i u nr Den.sity fiht'rbourd In,stittfte now hirs a holline, (301} 670- l 752. ro answer questions about its prodLrcts The :Vallonctl I.urrtber cQ Btrikling Material Dealers Assotiatiorr has fbrnred the l\ationql lluildin,q Materiuls Institutr,

I{ott.sing.\Ial'ts lbr Nov. (latest figs.) slid 4.7'Y, to a seasonally adjustccl annual rlle of 1.36 nrillion Lrnits . sirrgle firnrily home slarts wcredolvn (J.9iX); ntLlltifrrntil,r rrnits. ol'l' 14.4'/,, . . huilding perrnits sligrpgd

1.1'rh .. starts in the West were o1'f'5.J'1,

Buying Trucks By Telephone

Used truck shoppers, who know the year, model, horsepower, transmission, rear axles, suspension, sleeper size and wheelbase they want, can locate available trucks in minutes using a 1-800-346-9919 locator system number.

Set up by Kenworth Truck Co., Kirkland, Wa., the hot line lists in a computer all used trucks in their dealerships. The data base has more than 3,000 used trucks ranging from over-the-road and short-haul models to construction and logging trucks.

Northwest Port Proiects

Major transportation improvement programs at the ports of Tacoma, Wa., and Portland, Or., aim to increase shipping capacity and better port access.

The Port of Tacoma is expanding its trade zone by nearly 40% to 886 acres near the waterfront. while the Port of Portland is widening and realigning its main access highway and its freeway interchange.

Multi-User Accounting System

Looking for a mini-computer to doyour ac-counting? Or a network of IBM-PC compatibles?

Here's the On Balance alternative: Add a co-processor card to a PC compatible and give it the Power of a mini-computer. Add time tested software that's already in use in reman plants, wholesale building material suppliers and sawmills. That's the 0n Balance Accounting System.

You can buy a four user system for under $25,000, including hardware and software. If you already have an IBM-PC compatible, it's even less. We can finance the software. We offer custom programming to your specifications.

Quality Control Starts at a Very Early Stage at Pacific DE Southeast D Forcst Products ))

Whatever happen

By Matt Moulder

U.S. Plywood Corp.? Many recall those good old pre-spotted owl days when a firm calied U.S. Plywood was one of the prime suppliers for industrial lumber in Northern California, with sawmills in Anderson and McCloud, Ca. Their combined annual production was in excess of 200 million board feet. Much of their timber came from the Hearst tract the company purchased in the early 1960s.

U.S. Plywood merged with Champion Paper Co. in 1966 and the name was changed to U.S. Plywood Champion Papers Inc. In 1970 it was shortened-to Champion International. The mills in Northern California were eventually closed, but others remain in operation today. The name U.S. Plywood reappeared in 1985 when a number of Champion employeei banded tbiether and purchased the company's distribution yards. Then in 1987, the name faded away once again when Ceorgia Pacific bought the yards.. "

Bob Korn was.-,rne of the key sales fig,ures for USP from 1955 to '1 970. Bob has been retired from the lumber game for a number of years. He now lives in Redding where he clips coupons and plays golf at Riverview C.C.

Kelly Calley, Bill Anderson, and John King were prominent names on the sales scene in the '60s and '70s. Bill now has his own firm, Maywood Anderson Corp. in Euplene, Or. lohn King went on to serve as head sales manaser foi Southwest Forest Industries in Phoenix, Az., and since the sale oi Southwest to Stone Forest, lohn has been on the staff of Mallco Distributors in Phoenix. Kelly Calley is retired and lives in Redding with trout fishing and g,olf occupying much of his time.

Don West is now general manager of Lakeview Lumber Products in Lakeview, Or. Don also handlei sales for the firm. lohn Barrett served as director of sales and purchasing after the sales office was moved from Redding to Eugene. lohn is now serving, in the same capacity for Ceorgia Pacific in Atlanta, Ca.

Carl Allison, on-e of the top sales people during the late 70s, is the former head sales manager for Sun Studs in Roseburg, Or. Dave Brewer and Cullen Murphy are in Eugene, where they work for Maywood Anderson during the week and follow the Oregon Ducks' athletic endeavors on weekends.

Cene Sjostrand followed his stint with USP-Champion with a tour of duty as head sales manager for the former Paul Bunyan Lumber Co. in Anderson, Ca. Cene now has his own wholesale business in Redding, Wood Products Buying Service.

iiuppy New Year to all of our good suppliers, customers, and friends. May prosperous times continue for you and may the next recession be neverl bt

PACTFIC SOUTHEAST FOREST PRODUCTS

P.O. Box 819, Diamond Springs, Ca. 9561 9

3706 Mt. Diablo Blvd. #200 Lafayette, cA94549

4Ls/284-s807

Larry White

Curt Crane $161 626-4221

Manufacturers: Ponderosa & Sugar Pine Mouldings and Cutstock

Located

ffi> 'No-z,/ri ','2,.! .'/ fit;tWiyt: fiioCtntt,

JANUARY

Los'Angeles Hardwood Lumberman's ClubJan. 11, dinner, Monahan's Pub, Pasadena, Ca.

Mountain States Lumber & Building Material Dealers AssociationJan. l1-12, speed estimating seminar, Holiday Inn, Denver, Co.

International Housewares Exposition - Jan. 14-17, mick Place, Chicago, Il.

Sacramento Hoo-Hoo ClubJan. 15, initiation

Sacramento, Ca.

Oakland Hoo-Hoo ClubJan. 16, joint initiation meeting with Coast Counties Hoo-Hoo Club, San Jose, Ca.

Black Bart Hoo-Hoo ClubJan. 17, industry night meeting, Broiler Steak House, Redwood Valley, Ca.

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

Maui Hoo-Hoo ClubJan. 18, meeting, Maui, Hi.

Spokane Hoo-Hoo ClubJan. 18, Past Presidents Night/ initiation meeting, Spokane, Wa.

Western Building Material AssociationJan. 18-21, Young Westerners Club conference, Red Lion InnRiverside, Boise, Id.

Shasta Cascade Hoo-Hoo ClubJan. 19, initiation meeting, Red Lion Inn, Redding, Ca.

Central Builders Supplies Co.Jan. 25-26, annual trade show. Orlando, Fl.

Inland Empire Hoo-Hoo Club - Jan.26, initiation meeting, Indian Hills Country Club, Riverside, Ca.

FEBRUARY

Constructa HannoverFeb. l-7, international building trade exhibition, Hannover, West Germany.

American Architectural Manufacturers AssociationFeb. 8-10, trade show, Chicago O'Hare Exposition Center, Rosemont, Il.

Los Angeles Hoo-Hoo ClubFeb. 9, golfl, dinner & initiation meeting, Imperial Golf Course, Brea, Ca.

California Hardware Co.Feb. l0-11, Sentry market, Pomona Fairgrounds, Pomona, Ca.

Spokane Hoo-Hoo Club - Feb. 15, Valentine party, Spokane, Wa.

Western Hardwood Association - Feb. l5-16, grading school. Kelso. Wa.

Maui Hoo-Hoo ClubFeb. 16, Valentine Ball, Maui, Hi.

Smopyc - Feb. 16-20, international construction equipment show, Zaragoza, Spain.

Los Angeles Hardwood Lumberman's ClubFeb. 23-25, golf tournament trip, Tropicana, Las Vegas, Nv.

National Wood Window & Door Association - Feb. 24-28, annual meeting, Inter-Continental Hotel, Cancun, Mexico.

American Wholesale Hardware Co.Feb. 25, Long Beach Sports Arena, Long Beach, Ca.

Oakland Hoo-Hoo ClubFeb. 27, crab feed, Spenger's, Berkeley, Ca.

Western Wood Products AssociationFeb. 27-March 2, spring meeting, Westin St. l"rancis, San I.rancisco, Ca.

McCormeeting,

HOME GENTER MERGITANT

BILL FISHMAN

Bill Fishman & Affiliates

11650 lberia Place

San Diego, Ca.92128

f ttlS year's llome ( enrer Show in I ('hicugo is going to be l humdinger!

[-ast April, in a smoke filled room at the Westin FIotel at O'llare airport, the show management was given a mandate from their advisory board to nrake this 1990 show a "must see" for the independent retailer.

"[)o whatever has to be done to get the small town and rural dealers to this evenl," they said. "lt's the only way to fill the aisles now that the show has increased the exhibit area to stretch over all the floors in both buildings at Mc(-ormick Place.

"Put together an educational program that is different than the typical programs presented by state associations and buying groups. Ciive these inde-

pendents information they can act on to make them more profitable."

I)one! Flow's this lor a lineup?

[;orty-five different presentersfrom A to Z (Arndt to Zimmerman)including: l5 independent dealers talking about how they compete with the giant chains; 7 key executives of the largest home center chains reacting to the trends of increased customer service and new product categories; 3 building material supplierst 2 kitchen & bath experts; 4 hardware suppliers; 5 distributors; I professor, and 8 creative industry consultants.

In addition to the l0 workshop sessions there will be four general sessions bringing together independent retailers f rom all parts olthe world to sit at round tables exchanging ideas and seeking solutions to common problems. Two of these programs will begin with a compli-

mentary continental breakfast.

The board cautioned show management that they have a responsibility to put the show within the comlort zone ol the rural retailers.

"Get the message to the exhibitors that they are to recognize the combined buying power of the independents and to extend all the courtesies in the booth that they extend to representatives ofthe giant chains. "

"Just once I woud like to be invited to the top of the exhibit booth," chuckled one of the rural dealers at the meeting.

It's going to happen at this show! Throughout the past year show management has directed a promotion program to exhibitors, advising them of the importance of the independent dealers and the ways to make them leel wanted and comfortable in their booth. There will be a special workshop on "boothrnanship" for exhibitors before the show.

To make this show extremely cost elfective, management has arranged to categorize the products, making it easier to shop the show. Then they cut the show by one day, arranged for discounted air fares and put together coupon books that offer additional discounts and premiums from many of the (ihicago attractions and eating places. It's going to be a humdinger!

PRODUCTS FOR OVER 80 YEARS

DENYENICO,

PO Bor 16107

Oenver, Co.80216

303-287-2591

FAX 303-288-8470

cHAl{DLEn, AZ.

302 South 56lh Sl.

Chandler, A2.85226

602-961-0978

800.352-91 69 Az. Wats

FAX602-961-1832

PtlTsBuhcH, PA.

PO Box 9808

Pittsburgh, Pa.15227

412-885-4dto

800-245-6500 US Wats

FAX 41 2-88$605{r

OPERANNG OPPORTUNITIES

WALLY LYNCH Paid Associates

PO. Box 741623

Dallas, Tx.75243

J,""" 3?: d:?i

tion long enough to check it out.

There are companies using the basic approach that leaders aren't born, they are developed. They believe it is possible to teach such skills to anyone willing to learn. Their concept envisions a blending of skills, attitudes and goal setting capabilities. Perhaps not coincidentally, goals, attitudes and skills form an acronym of the word GAS. They provide the propulsion to luel productivity.

The teaching arsenal contains text materials, workbooks and audio tapes. Each part is developed to foster personal growth in specific interrelated human business activity. Each is pertinent to many businesses. Every company is in the business of selling something and servicing the customers to whom they cater. Most companies grow because of or through the people who work for them. Developing and identilying leadership within any company is important.

It's pretty common practice in business to promote f,rom within. The best worker becomes a supervisor or the best salesman becomes the sales manager. Unlortunately these people are all too often ill prepared for the promotion because the needed skills, attitudes and goals are entirely different. Managing managers who manage other people is another gradation in leadership function.

These training programs are more

than motivational teachings that make one leel good on Friday and are forgotten on Monday. They are sophisticated but easily assimilated instructional programs to make people more effective.

Remember all the times you've gone

through the managing processes? You identified problems, explained solutions and monitored results, but still you couldn't get the horses to drink. These programs appear to not only get the horses to drink, but to do it with timeliness and effectiveness.

lmprovement Spending Rases

llomeowners spent $l0l.l billion on maintenlnce. repairs and improvements in 1988, according to the U.S. Department of Commerce. The figure is up $7 billion from 1987's $94.1 billion.

WAYNE GARDNER executive vice

Iu rnanuARY the wesrern cow- I boys will meet in Southern California. with the Lumber Association ol Southern California as host.

The Cowboys are representatives from the lumber and building material associations from the Oregon-Washington region, the Mountain States, including Arizona, Texas, Northern California and Southern California.

This has become a very important meeting each year wherein the associations represented exchange ideas on speakers, membership programs, insurance and other services.

The presidents and some of the vice presidents, as well as the regional officers plus the managing officers, can get together in a relaxed atmosphere and talk. The agenda will be relative to the West. There will be a little social activity

and a lot of work done during the l-l/2 day meeting.

In past years these meetings have been most fruitful ones that each of us looks forward to. You always manage to return home with a couple of ideas more than you went with.

In December the Western Building Material Dealers Association met and elected new officers for the years 1990 and 1991.

Frank Collard, Ganahl Lumber Co., Anaheim, was elected president; yours truly, Lumber Association of Southern California, vice president, and Tom Hopkins, Credit Bureau of Santa Cruz, was elected treasurer.

The group voted to renew the contract of Ron Barrow and Associates as the legislative advocacy firm.

Western was formed many years ago to watch legislation that might affect the mechanics lien law for the State of Calilornia. Although that has been the primary emphasis in past years, the

The Merchant Magazine

group now follows legislation that could affect the building materials industry in the area of codes and standards, collections, contractors license law, environment and energy, labor, public works, taxes and fees plus general legislation that might directly impact any firm doing business in the lumber and building materials field.

Over the years Western has been most effective in curbing efforts to change the mechanics lien law in ways which would be adverse to the lumber and building material distributor.

Those associations making up Western are the Building Industry Credit Association, Los Angeles; Building Material Dealers Credit Association. Fresno: Building Trades Association, Montereyl Credit Bureau of Santa Cruz County, Capitola; CBI of San Jose; Lumber Merchants Association of Northern California. Sacramento: Lumber Association of Southern California. Citv of Industry.

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

We offer Service not excuses for the competitive edge you need.

o Specializing indiscount rates for loads out of 11 Western states to all points.

o Alsobigvolume discounts.

o Operating flatbeds.full tarps & vansover 1,000 trucks nationwide

. NATIONWIDE COVERAGE

L-P Mexico Plans Under Fire

Work on the first phase of a $12 million Louisiana-Pacific manufacturing plant in Baja California is set to begin as soon as final permits are secured from the Mexican government.

Located at E,l Sauzal, just north of Ensenada, the plant as approved by the L-P board of directors will air dry and plane green redwood for lumber markets in Southern California and the Southwest, according to Shep Tucker, public affairs manager at L-P in Samoa, Ca.

Despite news stories to the contrary, the first loads ofgreen 2x4 and 2x6 redwood are expected to be shipped in February or as soon as the dredging ofthe harbor at El Sauzal is completed, he said. The company put out bids for the job in late December.

The wood will be stickered and stacked to await completion of production facilities, according to Tucker. The plan, he emphasized, is to have inventory ahead of the planer.

Production is expected to begin midyear. The site is located about 60 miles below the LJ.S. border.

John Kirchner, a l0 year L-P veteran, is project manager in Baja ('alifornia. He is finalizing plans for the ground breaking and construction of facilities, assisted by Roberto Jimenez, a bilingual Mexican national who formerly held a key economic development position with the Baja California government. f:quipment from the inoperational Potter Valley, Ca., sawmill will be used in the El Sauzal plant.

I)espite a storm of local criticism in the Humboldt and Mendocino press, L-P maintains that no logs will be shipped to Baja California, only green redwood lumber. Company officials stress that they plan to continue operations in both Humboldt and Mendocino counties.

Tucker emphasized that they are approaching the first phase of the project with cautious optimism. He intimates that the success of the

sawmill and planer operation is essential to consideration of any further development in Baja ('alifornia.

Fire Retardant Guidelines

New interim testing guidelines for the design and installation of fire retardant treated wood have been released by the Fire Retardant Treated Wood Manufacturers Council. The newly-formed council comprises a group of fire retardant chemical and fire retardant treated lumber manufacturers.

According to George Eliades, president of the Society of American Wood Preservers and executive director of the council, "The new testing guidelines have been developed in response to isolated reports of product degradation under severe moisture conditions or unusually high temperatures." Specifically, the new guidelines establish maximum temperatures and moisture levels for fire retardant treated lumber and plywood.

(Please turn to page 54)

New Marketing Partnership

Woodnet. Inc.. a coast-to-coast marketing group of eight independent distribution yard wholesale firms, has been formed to coordinate the introduction of new building products to retail trade.

The organization includes Coastal Forest Products, Inc., Hooksett, N.H.; Canton Lumber Co., Minneapolis, Mn.; Epperson Lumber Sales, Inc., Statesville, N.C.; The F'orest Products Group, Columbus,

Oh.; Manufacturers Reserve SuPPlY, Irvington, N.J.; Nicholson and Cates (Burlington) Ltd., Burlington, Ont.; Snavely Forest Products, Inc., Chandler. Az.. and Wholesale Wood Products. Dothan. Al.

H. M. "Pete" Niebling, president, will operate from a Portland, Or., office. According to him, the organization is a marketing and merchandising group. It will not be involved in any buying activities. His role will be to seek out new products and coordinate the esta-

blishment of working relationships with both suppliers and customers.

Reports Niebling, "Consider that these firms participated in over 350 shows and seminars last year involving architects, retailers, contractors, and consumers. Their current combined advertising budget approximates $350,000. Each firm is a known and respected element of the regional marketplace they service. They are well positioned to introduce, promote, market, and merchandise a producer's product."

"The Quiet Giant"

$ Cimt in fongcity-A maior West Co6t forest products wholesaler since 1926.

$ Giant in tntegrity-Continuing a tradition of solid ethics.

$ Ciant in fxperience-An efficient, courteous staff-alwals reliable.

$ ciant in Seruice-Cargo, mil, truck and L.A. Harbor inventory to fit your needs. Burars Lumbo CompanJ/... Doing tbe job for 6J yearc and still standing tall.

Home Center Show Features

Twenty leading industry associations are participating in the 1990 National Home Center Show March ll-13 in Chicago, Il., with special displays highlighting their programs, services, industry legislation, issues and trends.

American Plywood Association, California Redwood Association, Cedar Shake & Shingle Bureau, Hardwood Plywood Manufacturers Association, Home Center Institute, International Hardwood Products Association. National Association of Floor Covering Distributors, National Building Material Distributors Association, National Concrete Masonry Association, National Decorating Products Association, National Kitchen & Bath Association, National Lumber & Building Material Dealers Association, National Retail Hardware Association, National Sash & Door Jobbers Association, National Supply Distributors Association, National Wood Window & Door Association, North American Wholesale Lumber Association, Southern Forest Products Association, Western Wood Products Association and Wood Moulding & Millwork Producers Association are included.

The National Home Center Show Hotline, (800) 642-7469, provides attendance information.

Fire At Terry Lumber Co.

The Terry Lumber Co., Northridge, Ca., was filling lumber orders the morning after a fire caused extensive damage to the facility Dec. 7.

Starting at 9 p.m. in a stand-up finish shed, the fire of unknown causes is under investigation. No loss figure has been determined though early press

January 199O

reports were in the $1 million area. Production was not affected although several buildings were lost. There was little damage, other than smoke, to the office area and minimal damage to the store.

Inventory damage was low in footage, but high in dollar value because much of it was moulding and redwood, according to Mike Prediger, assistant to the president of The Terry Companies. Both he and store manager Bob Schledorn had high praise for the Los Angeles City and County fire fighters. "They did a superb job," Prediger said.

Gunmen Rob Home Depot

Three gunmen held l5 employees of Home Depot, Huntington Beach, Ca., at gunpoint, escaping with an undisclosed amount of cash, checks and credit card receipts, said Home Depot.

The handgun-armed bandits burst into the store at 6:30 a.m. Dec. 5 and directed workers to the rear of the store. They fled after forcing the manager to open the store safe and ordering employees into a restroom, police said.

Jobs Rely On Doug Fir

The West's wood products industry was responsible for 1.25 million jobs last year, most notably thanks to another strong year of Douglas fir production.

The Western Wood Products Association estimated that each of 224,000 manufacturing positions in 1988, supported four other jobs in the community.

The region was dominated by Douglas fir production, which was responsible for 30,000 manufacturing jobs, which underwrote 120,000 others.

Douglas fir grows in twelve western states, west Texas, Canada and Mexico. Last year, Oregon produced the most Doug fir, 5.226 billion bf, followed by Washington, 2.246 billion bf, and California, 1.6 billion bf.

Most Douglas fir is sawn into framing for housing and light commercial construction, although it is also used for large beams.

California is the lumber's top destination, followed by Oregon, Washington, Arizona, Texas, Idaho, Minnesota. lllinois. Nevada. Connecticut and Iowa.

Tom Skelly has joined F'urman Lumber as Gypsonite sales specialist, reports pres./c.o.o. Hawk Furman.

Kevin Seward is mgr. of MacMillan Bloedel's new Denver, Co., distribution center.

Walter Thoulion is the new pres. of Wood-Kote Products, Portland, Or.

Caroline Daybell, Wolfe Lumber Co., Newport Beach, Ca., married Richard Johnson Dec. 16, 1989, followed by a honeymoon in Jamaica.

Lisa Warren is new to sales at Mallco Lumber & Building Materials, Phoenix, Az., according to Rich Bilby.

Steve Ahl, Ahl F'orest Products, Ukiah. Ca., leaves in late Jan. for a threeweek vacation in India.

John Wilton, California F'orest Products, Gilroy, Ca., is back at work after being hospitalized last month for pneumonia.

John Campbell has been promoted to sales mgr. at Setzer Forest Products, Sacramento, Ca.

Harold C. Maxwell, Temple-lnland Forest Products Corp., has been elected chairman of the National Forest Products Association. Dan M. Dutton, Stimson Lumber Co., Portland, Or., is lst vice chairman, and David D. Leland, Plum Creek Timber Co., Seattle, Wa., 2nd vice chairman/treas.

Tom Gollick, Idaho Timber Corp., Boise, Id., has been promoted to v.p.mktg. Floyd Brown is now gen. mgr., Boise, Id.; Mick Hessler, mgr., Weiser, ld.; Greg Trail, Boise sales, and Dave Hommel, logging mgr., North Powder, Or.

Harry Bleile, P&M Cedar Products, Anderson, Ca., recently visited customers in New Zealand and Australia.

George Hannaford has been elected pres. of the Plywood Pioneers Association; v.p. Jack E. Rowbotham, sec./ treas. Billie Larson, membership committee chairman Norm Cruver, and trustees Don Deardorff. Paul Ehinger and Dan Froehle. Bob Ripley has retired after l0 years as PPA sec./treas.

Robert Graham is now mgr. of membership development for HomeClub, Fullerton, Ca., reports pres. John R. Chase. Tom Shapiro is new mgr. of broadcast advertising.

Jack Eskeberg, Spokane, Wa., has been appointed a regional director for HooHoo Internationa[.

Ken Thim, Domtar Gypsum, Los Angeles, Ca., won a trip lor two to Hawaii at a company party in Las Vegas, Nv.

J.D. Hasselbach, Celotex Corp., has been elected pres. of the Asphalt Roofing Manufacturers Association. Michael Vidan, Georgia-Pacific, is v.p., and Gregory T. Faherty, Siplast Inc., sec.

Bob Smith, Western Door & Sash Co., Oakland, Ca., recently vacationed in Hawaii.

Lisa V. Strayer is now So. Ca. commercial sales specialist [or Marlite, La Mirada, Ca.

Dennis Mitchell, Fountain Industrial Lumber Sales Co., Los Angeles, Ca., was hired for a bit part in a tv spinoff of the film Lethal Weapon, which was being filmed near the co., reports Ed Fountain Jr., pres.

Keith Ker, Max Ker & Sons Lumber Co., Idaho Falls. Id.. has been named an honorary life member of the Mountain States Lumber & Building Material Dealers Association.

Billy Tarpley, executive secretary, HooHoo International, has resigned to pursue other interests. Beth Thomas assumes his duties as office mgr.

Posts, poles, pilings, timber, crossarms, grapestakes, dimension lumber. Pacific Wood Preserving of Bakersfield produces virtual ly all pressure treated wood products. And, with computerized inventory control, Pacific Wood Preserving of Bakersfield otfers accurate and complete service. A single phone call can put this complete capability to work for you. Call today:

Steve Ryan, General Manager ln California (800) 582-3950

Outside Cal iforn ia (805) 833-0429

January 1990

Dick Hotaling is the new gen. mgr. of Mullin Lumber Co., headquartered in Los Angeles, Ca.

John Maple, Marysville Forest Products, Marysville, Ca., is back from a two-week vacation in Tahiti.

Rod Kautz, South Bay Forest Products Co., Orange, Ca., has been installed as pres. of the Los Angeles Hoo-Hoo Club, succeeding Dave Bufei Mesa Forest Products, Costa Mesa, Ca. F'irst v.p. is Doug Willis, Product Sales Co., Orange; 2nd v.p. Robert Golding, Golding Sullivan Lumber Sales, Tustin, Ca., and board members Louie Escobedo, Richard Miller, Dennis Richardson, Ron Pepping and Steve Shudoma.

Jim Frost, F'rost Hardwood Lumber Co., San Diego, Ca., has been elected pres. of the San Diego Hoo-Hoo Club.

Tim Ball, Dolan Building Materials, Sacramento. Ca.. has been named pres. of the Sacramento Hoo-Hoo Club.

Rick Richter, Western Woods lnc., Chico. Ca.. has been honored as the Shasta Cascade Hoo-Hoo Club's Lumberman o[ the Year.

Jerry Hahn, Stone l'-orest Products, Medford, Or., recently competed with a Phoenix rugby club in a tournament in Puerto Vallarta. Mexico.

Steve D'Angelo is now managing Furman Lumber's new engineered wood products dept.

Jay A. Retuno has been appointed western region mgr. for Gold Medal, Duarte, Ca., according to Torrey A. Glass, v.p.-sales & mktg.

Dan Vonallmen and Patty Kruger are traders at Ace Hardware's new Beaverton, Or., lumber and building material office.

Don Nystrom has been named gen. mgr. of Mercury Hardwood Lumber Co., City of Industry, Ca. Larry Lantz is now in industrial sales.

Kay Giannandrea is heading Unity Forest Products' new sales ofTice in Cutler, Ca.

Robert A. Boyd hasjoined JH Baxter & Co., San Mateo, Ca., as pres. and c.o.o., according to Alfred X. Baxter, chairman and c.e.o.

Gregg Trapp has been promoted to div. mgr. at Maple Bros., Brea, Ca., reports Lew MacDonald.

Sterling Wolfe, retired head ol Marquart-Wolfe Lumber Co., Costa Mesa, Ca.. and his wife, Loraine, celebrated their 50th wedding anniversary in late Dec.

Dave Simmons, formerly of Specialty Forest Products, Chandler, Az., is now gen. mgr. of Redding Power's sawmill div., Redding, Ca.

Kelly Miller is now trading green fir dimension and panel products for Suncrest Forest Industries. Medford. Or.

Jeff Maughan is a new stud salesman for TreeSource, Portland, Or.

Robert L. Donnelly, pres., Contact Lumber Co., Portland, Or., has been named National Forest Products Association Member of the Year. NFPA Forest Industry Leader award winners: William Shields, Willamette Industries, Portland, and John Hampton, Willamina Lumber Co., Portland.

Sid Voorhees, Eugene Planing Mill, Eugene, Or., has been nominated March of Dimes Land County Volunteer of the Year.

Walt Shriver is new !o Orepac Building Products, Wilsonville, Or., as mktg. specialist.

Holly Reeves is now with Greenwood F-orest Products, Lake Oswego, Or.

Todd Pate is new to Creative Forest Industries, Downey, Ca

Wallacp Zin is the new chief of fence construction at Mungus-Fungus Forest Products, Climax, Nv., according to Hugh Mungus and Freddy Fungus, owners.

(Please turn to page 32)

Kiln-dried Frontier Incense Cedar Siding is an affordable alternative to Standard & Better green cedar sidings. Every unit is paperwrapped and contains a two-length mix,pre-bundled and end-capped for added protection. And Frontier Siding is available in a variety of patterns suitable for a wide range of architectural styles.

Features

J Kln-Died; Dimensionally Stable

Z Protectioe Bundlingwith End Caps

I All-Weather PaWr Wraryed Units

D 6- to 15-Foot l*ngths

Z Milled from Incense Ctdar; Naturally Decay Resistant, Exceptionally Durable

Personals

(Continued from page 31)

Curtis Brown. Jones Wholesale Lumber (,'o., Lynwood, Ca., and his wife, Alison, are the proud parents of Tia Brown, born l)ec. 12, 1989.

John Jayne is now gen. mgr. of Al Disdero [-umber Co., Portland. Or.

Tom Woltjer, store development mgr., Jensen-Byrd Co., Spokane, Wa., is in charge ofthe new Trustworthy Stores program lor independent hardware & home centers and the Golden Rule stores program lor lumber & building material dealers.

Cris Schureman is heading up the contractor sales div. of Specialty Wood Products, Commerce City, Co.

Mark Krpan has joined Sequoia Supply, Fairfield, Ca., as inside sales rep for Sacramento to Redding/Reno to Carson City territory, according to mgr. Bob Riggs. Steve lwanciow is the new outside rep for Sacramento South to Fresno; George White and Buz Ashbaugh, Peachtree Windows & Doors, and Ron Kolbe, Trus Joist products.

Craig Adair has been appointed market research mgr. of the American Plywood Association's mktg. group.

Don Smith has been promoted to sales mgr. of Sun Studs, Inc., Roseburg, Or., supervising lumber, plywood & veneer sales. Hank Muller has been added to the sales dept.

Sharon Small has been named sales mgr. of the Siller Bros. Sound Stud mill, Anderson, Ca., succeeding Billie Gowans, who retired after 40 years in the business.

Future Dates

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

R&R Spending Keeps Climbing

Expenditures on residential repair and remodeling soared during the 1980s, from $45 billion in 1982 to over $100 billion in 1988.

When adjustments are made for the impact of inflation, expenditures climbed 87%. All regions shared in this growth. Economic and demographic fundamentals supporting R&R expenditures will remain solid for at least the next five years, pushing R&R expenditures from a little over $100 billion in 1988 to $133 billion in l99l and $168 billion in 1995. In inflation-adjusted terms, expenditures would rise from less than $85 billion in 1988 to $100 billion by the mid-1990s.

In 1987, an estimated 12.5 billion board feet (BBF) of softwood lumber were consumed in the R&R projects as well as 7.3 billion square feet (BSF) of softwood plywood; 1.5 BSF of OSB and waferboard; 3.3 BSF of sidings (most importantly vinyl); and large volumes of windows, doors, cabinets, fencing and roofing materials. Combining changes in product usage trends with the in-

creases in R&R expenditures, Resource Information Systems, Inc. forecasts further increases in the volume of materials consumed in R&R projects over the next several years.

Softwood lumber consumption is expected to climb from 12.5 BBF in 1987 to 15.9 BBF by 1995, led by continued growth in the consumption of treated lumber. Between 1980 and 1987 the volume of treated lumber consumed in R&R projects more than quadrupled, reaching 4.3 BBF in 1987. Over the succeeding eight years, treated consumption is expected to grow an additional 750/0.

Weyerhaeuser DiY. Changes

Weyerhaeuser Co. is reorganizing its architectural door division, placing its Santa Rosa, Ca., and Varnville, S.C., plants up for sale.

Although the company is working with prospective buyers for the Santa Rosa and Varnville units, the division will retain its Marshfield. Wi.. operations, reports Santa Rosa general manager Gary Flack.

Habitat Needs Donations

Those in the industry with inventory they wish to donate to a nonprofit organization are being sought by Habitat for Humanity International.

Former President Jimmy Carter began working with Habitat for Humanity in 1984 and donated one day of carpentry skills and manual labor at a work site in Americus, Ga. Since then Jimmy Carter Work Projects have been held each year with the Carters joining other volunteers to build or renovate homes for others. This organization builds homes for the ill-housed and homeless, using donated materials and volunteer labor. Two 1990 projects will be centered in Tijuana, Mexico, and San Diego, Ca. Since 1977,the group has helped to build l131 houses in the U.S. llabitat has regional centers throughout the United States and national centers in Australia and Canada.

More information is available from the international headquarters in Americus, Ga.

THE TREATED ANSWER

Lumber, plg,vood, round stock stokes, poles, & pilings

Agency stomped, ground contoct fire retordont pressure-treoted wood products

Shown Kelley o Chorles ThomPson

Alarm Bar For Doors

A combination heavy metal lock and alarm that fits into sliding glass and patio doors or sits in sliding double-hung windows is new from Honeywell.

NEW PRODUGTS and selected

sales aids

Out Of Body Deliveries

A hydraulic demountable truck body system from Demountable Concepts allows trucks to have more than one body, so one can be loaded while a second is with the truck making deliveries.

Truck Container's lifting and locking system allows bodies to be hvdraulicallv lifted from the truck

Treated Lumber Blade

A circular saw blade has been designed especially for pressure treated lumber by Oldham Saw Co. Unlike other carbides. the nreci-

and removed. Included for security are locking hooks and safety devices such as a cab-mounted safety buzzer.

A special base-frame features retractable legs that the body stands on during loading, guide rails to facilitate alignment of body to truck, and a light plug to deliver power to body lights. The complete sub-assembly reportedly can be matched to any brand or style truck body.

sion sharpened blade has a triple chip tooth design made to shear-cut lumber. lts anti-stick chemical coating is said to reduce friction between the blade and lumber for easier cutting, while its negative hook angle avoids build-up in the tooth gullets.

The adjustable, telescoping heavy gauge steel bar fits snugly inside a doorway or window frame to prevent forced entry. Vinyl end caps provide tight grip and prevent marring.

In addition, solid state electronic sensors inside the device activate a 90 decibel pulsating alarm and set off a bright, flashing light when it detects motion. It operates on four size "C" batteries and can be tested by pressing a test button.

Glulam Headers

New glulam headers designed to replace solid sawn timbers and flitch plate headers have been introduced by Weyerhaeuser Co.

The new 1500 fb header is a straight, non-cambered beam, manufactured to replace No. I sawn timbers and 2xl0 and wider width framing lumber headers that are built up or fabricated in the field. The new

For more information on New Products write The Merchont Magozine.4500 Campus Dr Suite 480. Newport Beach. Ca 92660. Please mentron issue date and page number so we can process your re' quest faster! Many thanksl

headers come in3-l/2" widths, to eliminate the need for furring strips with stud walls.

They are made with kiln dried, machine stress rated lumber for more predictable performance, avoiding warping, twisting and shrinkage.

January 199O

The Five Minute Fix

A fast, thick epoxy adhesive especially designed for vertical and overhead bonding projects has been introduced by Devcon.

Five-Minute Epoxy Gel cures and bonds quickly through a chemical reaction between epoxy resin and hardener, reportedly resulting in high-strength, water-resistant connections.

Quick Plank Paneling

A new plank paneling system easily applied directly to drywall has been introduced by McKenzie Products Corp.

The Flexette System uses inter-

Lawn Coverage Fabric

A new line of nonwoven protective fabrics for lawns and gardens has been introduced by American Agrifabrics.

BlockOut Weed Shield is said to block weed growth, while allowing in air and water.

UnderCover Pest Shield reduces

locking tongue and groove panels and a unique fastener which eliminates nail holes, splitting from blind nailing, damage from adhesive, and improper spacing caused by natural exnansion and contraction.

from damage.

When removed in the spring, the panels can be hosed clean and stacked neatly for compact storage.

Tray Unique

Unique storage options for kitchen and bath cabinets are now offered by Kemper.

The product comes in a I oz. dual-syringe container to bond wood, metal, fiberglass, ceramic, china, glass and other materials.

Nail Strip Holster

A new nail strip holder from Alta reportedly is comfortable to wear, eliminates nail scratches and skin abrasions, will not break the strips and allows quick, easy reloading.

pesticide use in the control of insects and other pests.

And QuikStart Grass & Garden Cover improves grass germination, as well as protecting fruits and vegetables from frost, harsh winds and insects.

Protective Pool Panels

Options include a base file drawer, tilt-out tray for sink cabinet, tall storage with roll out drawers, and roll out shelves.

Solder Of Fortune

Brazing fuel from Turrter is designed to tackle high temperature soldering jobs such as repairing garden tools.

High vapor' pressure within the canister is said to stabilize the flame temperature even in cold weather.

The molded plastic nail strip pouch features a contoured angled design for both wearer comfort and to prevent nail strips from breaking and two compartments with a removable divider to hold strips up to l 6d.

The pouch fits on any belt up to 3in. wide.

Link-a-Rink protective panels for swimming pools that allow skating and other winter sports in the pool have been introduced by Pool Conversion Industries.

The interlocking panels are reportedly designed to fit any size or shape of pool and will protect the tile, coping, cover, liner and plaster

Easy Access Whirlpool

A new fiberglass hydro tub featuring a removable side panel for easy access to the whirlpool system has been introduced by Cerilean Products.

Designed for single and multifamily homes, the baths offer onepiece tub and apron construction, fully directional pvc jets, adjustable

air controls, rigid pvc piping, an antivortex suction system, 100% drain down system and a t hp. pump.

Planters'Bunch

A wide range of planters has been added to Novelty Manufacturing Co.'s line of wood products. New are two 21" high by 14" square upright cedar planters (in a solid or slat-like look): an 8" wide by 5" high hanging planter, offering the crate look of natural wooden slats and durable plastic liners, and the 21" long by l4' wide Berry Box Caddy, a rustic, country-look crate with two removable, white plastic flower box liners.

Surface Glass Stains

Adhesive-backed film which can be cut and positioned on windows to simulate stained glass has been introduced by LCV International Ltd.

More than 150,000 designs are available in two product ranges. Krafty Glass is an economy range of film, featuring simulated lead strips and designs including rectangles, diamonds, circles, characters and pictures.

An innoustioe third pafit transportation seruice olfering

. srrangement of pickupsldeliveries

o up-to-minute tracing

o single bill of lading

. insfont quoting

PtG,ilUC, PROtTfTO

P O. Box 1419. Hillsboro, Or 97123 lso3l648-7+44

TOLL FREE | -800-633-3723

FAX 503-693-1354

Canterbury Vision is designed for more advanced handymen, offering special templates and tools to cut the self-adhesive lead strip which gives the finished window an authentic appearance.

Reflect On The Options

A full line of bottom roller, top rolling and frameless bi-fold mirrored closet closures is now available from Century Shower l)oor.

The mirrored doors are offered with pencil edge and beveled mirrors, are adjustable and can be custom-built to fit any opening.

January 199O

Save Your Energy

Solid vinyl replacement wifldows from Reynolds Metals Co. now combine interlocking meeting rails and a frame step-sill to minimize air and water infiltration and maximize energy savings.

REDWOOD & CEDAR SIDING

DIRECT FROM OUR MILL TO YOU

We make Redwood and Cedar Siding and Interior Paneling in a variety of sizes, patterns, and grades. It is unmatched for its beauty,cost effectiveness, long life, dimensional stability, and finish retention.

GUARANTEED:

Lowest Prices in U.S.

Highest Quality

Prompt Delivery

Complete Satisfaction

CALL US FOR A QUOTE OR MORE INFORMATION

408426-7997

A portion of SILVAN'S profits are devoted to reforestation projects around America.

Renovator windows also f'eature full-length extruded sash lift handles. Options include double or triple glazed glass.

Safety In Numbers

A full line of security accessories for the Safe & Sound wireless home security system is now available from Dimango Products.

Wireless remote accessories include a fan speed control/light dimmer; wall switch/dimmer; electrical appliance on/off switch; plug-in lamp dimmer; door chime extender; personal pager; Child Guard alarm, and mini window/door transmitter.

TIMBERS

D,F. CLEAR

PINE PATTERN

PINE COMMONS

CEDAR

REDWOOD COMMONS

REDWOOD PLYWOOD

REDWOOD PATTERN

REDWOOD UPPERS

LONG DIMENSION

QomnlWlnllanleLumbp,r

Hem-Fir Hemlock Douglas Fir

GREEN or DRY . DIRECT MILL SHIPMENTS o LCL o CARGO o RAIL o TRUCK & TRAILER T PRESSURE TREATED LUMBER

{7071 468-0181

IHE EARIH0UAKE in San Francisco postponed their originally scheduled ooen house. so Universal Forest Products had it Nov. 1 0 at its Stockton, Ca., facility, complete with tram cars t0 tour the yard. More than 50 attended. lll Joe Garofalo, Bob Abbott, Kevin Joyce. l2l John Mensinger, Vic Larson. l3l Mike McGinnis. l4l Dave Sinjem.

CALIFORNU FOREST PRODUCTS, mc. P.O. Box 2292 Gilroy, Ca,'95020 (408) 842-1673

John Wilton

"Vhefe DependableService is MoreThan a Phfase"

Northwest dealers see good business in 1990

n ETAILERS in the five state area Fl encompassed by the Western Building Material Dealers Association uniformly reported good business in 1989 and the expectation that 1990

Story at a Glance

Well attended convention and exhibits reflect good business conditions.. marketing, motivation, timber supply and drug problems addressed by speakers Tad Sharpf elected president.

will see more of the same as they gathered for their annual convention. The dealers from Washington, Oregon, Montana, Alaska and Idaho gathered in Portland, Or., for their annual convention and building products showcase, held at the Red Lion Inn, Lloyd Center, Nov. I l-14.

Sunday business sessions kicked off with the popular and amusing "Quick Pitch" selling presentations, limited as usual to three minutes. Best presentation winners were: Fred Christ. Scott Bennett and Carl Bosserman of Quality Coatings, Inc. Most original presentation was won by John Berthe and Dave McCulloch, Computer Systems Dynamics.

Best first time presentation honors went to Richard Wickizer. VeluxAmerica. Inc.

The balance of the day was spent touring among more than 100 booths at the exhibit hall, conveniently located across the entry drive from the front of the hotel. Exhibitors reported good traffic and interest from the dealers.

Keynoter William P. Morton, pres. of the National Lumber and Building Material Dealers Association reviewed "National's" programs and activities and brought dealers up to date on critical industry

(Continued on next page)

PAST PRESI0EI{T: llf lke & Dianne Parker. [21 Bill Cromett, Dick Lundgren. l3l Gordon Gerretsen, Bob Colison. l4l Pat Crowell, Bob Jacobsen, Mick Bush, Ron Schmidt. l5l Roger

Fouts, John Newell. [0] Jeff & Chris Aiken. [7] Julie Voorhees, Kris Gerretsen, Diane Jack. l8l George Fee, Jim Honeysett. l9l

Virginia Grant, Steve Graboyes. ll0l Scott Bennett, Sue Rumsey. [lll Susie & Earl Nelson. ll2l Cecil Cleveland, Merlyn Jolley.

N0RTt|WESTEflNEBS: (l) Casey & Sid Voorhees, Pat Holman, Chuck Link, WBMA exec director l2l Ed Cunliife Tom Walls. l3l Mike McMullen, Joe Maliszewski, Gene Gradwohl. l4l Jim Adams, Chad Feverborn, John Jayne, l5l Bob & Phyllis Kerr 16l Marie & Wayne Mattson l7l Jim & Jeanne Pruitt l8l

l(','ltitttr<,1 .trt)2t !,r\ |;, tt\ | ttl issues in the flrst part ol'Monday's program. Thcn it was off to the exhibits fbr the balance of the ntorning.

An excellent seminar was presented that afiernoon by ('arl (i. Dill. a Connecticut dealer with 6 stores. Merchandising, he said. is the right prodr-rct at the right price at the right time. presented in an entertaining nranner to the customer.

IIe said that products with promise f or dealers included doors. moulding. reflectivc insulation. carpeting, white kitchens and baths. Dealers should strive. he stressed. to

be the dominant marketer in their trade area. Dill said a company's philosophy can nrotivate employees to perlornr better. "Communicate with your people verbally and in writing, it pays," hc said. "lnsist on cnthusiasm and harcl work." I)ill added.

The dual problems ol-substance abuse and inventory shrinkage wcre irddressed in the next l)resentltion. Kyle Kincaid, Knoll Lumber and I Iardware. Kenmore, Wa., related thlt shrinkage is more than merely cntployee thefi. IIe demonstrated with a well done slide presentation that sloppy operating practices can

cost dealers n.roney in many areas. Casey Voorhees, E,ugene Planing Mill, Eugene, Or., described America's drug problem as costing U.S. conrpanies $65 billion annually. He urged dealers to get professional assistance in making certain their en"rployees are drug free. A tlrm and enforceable company policy can be an efl'ective structure to help companies, Voorhees said.

The frrst talk on the final day of the convention was by sales trainer Bill Sharp who said women shoppers respond best to a percent off appeal. Inventory should be arranged verticatly, not horizontally, he said. with

Tom Waggoner, Joel Donovan, Bosalee Waggoner. l9l Brent Walker, Clayton Smith, lrv Dellinger ll0l Bob & Juanita Crawlord. (lll Dave Lund, Joel Donovan, Bert Fisher, Ed Finnerty. ll2l Patty Van Well, Jeri Scharpf. ll3l Andy & Kathy Boyd llal Polly & Bob Mullen tlSl Rich Venables, Bob Turkington.

G) ir{b

ll6l Bob Vandewall, Ray Nailor. (l7l Walter Kozie, Bill Zagone. (l8l Claire & Jeff Swan. ll9l Jim Turner, Bob Kennedy {201 Mike Brallier, David Barry. 12l I Mary Murphy, Mark Arneson, Pat Bates. (221 Bill Cromett, Mark Magers, Earl Miller. l23l Caryn Buckenberger, Pam Kolb, Rick Bender.

high profit items at e1'e level and that end caps should have one to two high profit items.

Sharp urged dealers to show employees that "your prices are fair compared with the competition" and to communicate policy and expectations so workers know what is expected. Noting that 960/rr of clerks don't ask for the order. he said dealers should educate employees to end their presentation with the buying questionthen "shut up" and let the customer decide.

The final business speech of the 86th annual was by consultant Daniel (ioldy who described the threat to timber supply by environmentalist/preservationists, what in-

dustry was doing to combat it and how dealers could become involved.

New 40-Year Club Members inducted by WBMA are: N{urlin W. Davis. CB Wholesale (io.. Burlington, Wa.: R. \i. Pcterson. Ashland. Or.l Forrest Ullman. Ullntan Lumber Co.. Big Timber, Mt.; L. R. "Bill" Aldrich. Aldrich & Co.. Billings. Mt.; Wallace Stellan. Aldrich & Co.. Billings. Mt.l Troy French, French's liuilding Materials, Hardin, Mt.: Robert G. Simkins, Simkins Hallin Lumber Co.. Bozeman, Mt.; I)ale Onrsberg. Oil Field Lumber C'o.. Cut Bank, Mt.: Richard Stemper. Astoria Builders Supply. Astoria, Or., and Irvin F-. I)ellinger. Western Building Material Association, Oly'nrpia, Wa.

1 990

OFFICERS: Tad Scharpf. pres.; NIick Bush. v.p.. Bob Jacobsen, v.1.r.; \'. [:. Canrozzi. national director: C. tr.Link. national director: Farl Nelson, immediate past pres.

DIRFICTORS: Norman Kruckenberg. \like lluza. Robert Adams. Ilrent Walker. I{arry James. Rick Barnes. Alan Stouffer, llal Reynolds. tllake Kingslel'. Jim Turner, Stan Martinkus. Rick I\lcCartney, Frank Rima. I)ick Stemper, Carl Van \\'ell, J. R. "l)ick" Witts, Curtis Jack, I'hil Kudlac. Charley Miller. Wesley Sine, Uill Whittemore. Chuck Stout. Ilob Lassitcr, C'leone Jolley, Rand Thomas. Charles M. Simpson, Milo Stordahl. Tom Simkins.

DIREC'TORS AT I,AR(iE:

I)avid Dittnrer. Ken Marson, Bob Withers.

T]XECU'TIVE ('OMM I'TTEE: N'lark Balfour.

INSURANCE & PI,NSION

TRUSTIIIIS: Warren Barry, Cecil ('leveland. John Kendall. (iordon Marson. l)ick Morse.

SUPPI.IERS COUNCII.: E. R "lLa1,'" Nailor.

YOL N(; WI,S'TT]RNE RS CLU B

PRESIDFINT: Steve Henna.

NEW PRESIt|Ei{T (ll Tad Scharpf and former assn. mgr. Ross Kincaid. [2] Larry Hanlon, Natasha Edscorn, Bill Hahn l3l Dave McCulloch, John Berthe. l4l Dugan Baker, Vaughn Pipes. l5l Steve Wilson, Jay Ruhle, Peter Brophy. (61 Shawn Mick, Leslie Hugo l7l Kyle & Robin Kincaid. [8] Stan Smith, Tom Case, Jim Turner. l9l Loren & Jerrie

Skjeret. ll0) Katie Parry, Terry Willey, Teresa Swick. ll l) Warren Barry, Ed Gunderson. Il2l Helen & Joe Campero. Il3l Woody Railey, Bay Blackstock. Il4l Noel Wicks, Wes Just. llSl Joe Connors, Leroy Custer. ll6l Dave Chrrstensen, Eric Gerretsen. [17] Cindy Law Dan Olson.

Treaters band together to fight back

E NVIRONMENTAL conscious- b ness is becoming environmental paranoia, a runaway overreaction that could close markets for treated wood products, warned speakers at the recent wood preserving association's joint conference.

Business must turn the tide of over zealous preservationists and the media was the message of the annual meetings of the Southern Pressure Treaters Association, American

Story at a Glance

Five associations meet to discuss various threats to treated products... industry must fight inaccurate media and public opinions.

Wood Preservers Bureau, American Wood Preservers Institute, Society of American Wood Preservers and National Timber Piling Council Nov. 8-10 in New Orleans, La.

"The treating industry has grown up and we need to step outside the treating plant," urged William Crossman, Atlantic Wood Industries.

John Hall, AWPI, reported at the communications committee meeting

C0I{SUMER Awareness Program speaker of the year lll Joe Elder received award from David Doyle. l2l Richard Jackson, Paul Goydan. l3l Frank Robertson, Ben Johnson. l4l Fred 0mundson. l5l John Cashmore. (61 Corrv

McFarland, Conrad Kempton. l7l Barbara Cardwell, Barry Holden, lan Stalker. l8l Jack Bryan, Gene Chiu. t9l John Hall, Dale Arnold. ll0l Howard Collingwood, Jim Batchelder. llll Patrick Bamage, Ben Craig. (l2l David

Doyle, George Eliades. ll3l Dale Pflug, Ron Cauley. Il4l Karl Brohammer, Jelf Easterling. tlSl Rick Markway, Ken Lee. ll0l Wayne Brooks, Garnett McCollum. llTl James Rane, Bob Smith. IlSl,Dennis Lindsay, Dave Bryce.

on increasing attacks on treated products by the press. Weyerhaeuser's John Cashmore noted his company received more than 200

199O Officers

American Wood Preservers Bureau

OfJicers/Directors: Clif Jones Jr., chairman; Tim Bean, vice chairmanl Eric Yeadon. presidentl Donn Keefe, vice president; Byong I. Min, v.p./secretary; Bette Verry, treasurer.

Executive Committee : Clif Jones Jr., Tim Bean, William B. Cox Jr., Rae Ehlen, lan Stalker.

Board oJ' Governors: William B. Cox Jr., Clif Jones Jr., Howard Powell, James L. Respess III, Joe Daniel, Buddy Perry, Glen Bracewell, Jack Smith.

Board ef Review; Gerald Prange.

Ar,nerican Wood ' Preservers Institute

OJficers: James R. Batchelder, chairman, Theodore A. Clay, vice chairmanl James Respess, treas.t G. Howard Collingwood, past chairman; John F. Hall, pres.; M. Agnes Osborne, sec.

Executive Committee: Allred X. Baxter, Rae R. Ehlen, Robert O. Hawes.

Committee Chairmen/Vice Chairmen (respectively): Jeffery H. Bull and Conrad Kempton, regulatory affairs; B. Corry McF'arland and Robert O. Hawes, legislative relations; Jack Emmert and John Cashmore, communications; Alfred X. Baxter III, political action.

Southern Pressure Treaters Association

O.ffice rs/Di reclors; David Castlebqrry, pres.; Dave Bryce, lst v.p.; Karl Boatright, 2nd v.p.; Ray Bobo, treas.; Paul Castle, sec.t Charline Muller, Clyde Norton, Auston Hancock, Art Stebbins, Jim Standish, Jack Kennedy, David Webb, directors.

phone calls, many vicious, following a particularly damaging piece in the Chicago Tribune.

SAWP's George Eliades concurred, explaining he recently spent an hour on the phone calming a panicstricken woman who feared her child was being "poisoned" by her deck.

Patricia Hamilton, AWPI, spoke on Earth Day '90, a global environmental celebration. She said it was too important to be ignored, encouraging industry to become involved, especially at the local level, in delivering facts.

"Eco-terrorists" battling to close timberlands was addressed by David Hancock, president of Hancock Lumber Co., chairman of the National Forest Products Association and vice chairman of the American F'orest Resource Alliance. "lt's not a Northwest issue or a big company issue," he explained. "Those who control the natural resources of a country, control the social fiber of that nation."

"lt's time to start filing our own lawsuits and holding responsible preservationist individuals as well as their organizations," Hancock added.

Lawrence S. Ebner, McKenna, Conner & Cuneo, warned wood preservers of potential lawsuits. He pointed to the industry's vulnerability due to its nature, public ignorance, public anxiety and advantages of the plaintiffs.

"Leaving the authorship of public policy to activists is irresponsible," noted Rafael D. Pagan Jr., Pagan [nternational. He said business can prove the validity of its intentions only through "a new spirit of openness and full participation."

Combining the annual meetings of the treating associations is a first step. Echoed Howard Collingwood, AlliedSignal, Inc.: "lt's much more impressive when we speak in unison."

LUIITBER COITf,PATIY QUALITY LUMBER TREATED AND AVAILABLE ,/ pwwooD

,/ oouGLAS FtR ./ roa MARTNA USE

WE SELL BYTHE PIECE...OR THE LOAD

A VARIETY OF *TREATED FOREST PRODUCTS ARE IN STOCK FOR YOUR IMMEDIATE USE:

4thru 2x12 4 thru 3 x12 4thru 4x12

*TREATED FOR GROUND CONTACT WITH CHROMATED COPPER ARSENATE.

Revised Millwork Standards Due

The Wood Moulding & Millwork Producers Association is revising major industry standards to include updated technical information and additional product offerings.

WMMPA is updating four standards (WM l-79-hinged interior wood door jambs; WM 2-82-vinyl wrapped interior moulding & mill-

work; WM 3-79-exterior wood door framesl WM 5-81-standard certified non-structural laminated or finger jointed wood) and working with the American Wood Preservers Association and National Wood Window & Door Association to develop an industry-wide non-pressure treating standard.

T0AST|llG New Year at Sacramento, Ca.

Wholesalers' Annual Luncheon, held Dec. 1, (see other pictures) were Ill John Botlini, Steve Little. [2] Rick Houk. Dick Jackson (3] Les LeGaux, Mark Miller, Gordy Martin [4] Ralph Wallen , Ron Lewman, Hank Feenstra. (51 Ron Robbins, Bill Elmore, Les Doddington. (61 Claudia Jennings, Yolanda Waters (71

Steve Hagen, Til Johnson. [8] Ken Womack, Don Getts, Bob Biggs. [9] Carl Moran, Earl Blerle. ll0) Steve Rush, Ted Zaragosa. llll Ed Gale, George Poulos, Todd Lund. ll2l Deanna Scott, Alice Winholtz. (l3l Steve Bertsch, Bick Fichter Il4l Dick Smallridge, Robert West. (15) Davrd Probst, Pat Zan, Dennis D'Amato, Jim Waterman. (l6l Mike

Smith, Enita Nordeck llTl Gary Palmer ll Sl Craig Triebwasser, Ken Hopper. {l9l Rod Gasser, Karl Drexel. 120l Lloyd Gabbert, Terry Kuehl, Mark Denner. [2]) Jim Edwards (221 John Snead, Kyle Keaton. l23l Bob Brass, Bobert Haas. (241 Jeff Squires {251 Dan Rue. [28] Holmes Pooser, Bill Courtwright.

SlCRAilEllT0, Ca., area lumber industry people (also see other pictures) included lll El Louise Waldron, Gary Hartmann. l2l Ralph Heath, Chris Cornett. l3l Jerry & Myrtle

Wilcox, Jim Haas. l4l Lyle Thompson, Nick

Elardo. l5l Darci Beumel, Sid Johnson. 16l

Jack Mills, Jerry Ensworth, Laura Cornett. l7l Earl Moore, Fred Turkheimer, John Maple, Perry Adcox. l8l Taylor Hubbard, Chris

Pooser. l9l Sue 0'Dell, Jenifer Swink, Ann White, Betty Kavooras. ll0l Je{f Tornai, Dan

Nabors, Ben Leany, Gene Pietila. llll Art & Bev Gutzeit, Ted Hewitt. (l2l Bob Tennant, Glen Breedlove, Dale Fleshman. ll3l Tom Von

Moos, Patrick Custer, Larry Barker. ll4l Eric Shelby, Ruth Kesich, Tanya Niskromoni, Pete Hill. llSl Joe Lumadue, Bud & Kathy

Perkins. ll6l Gordon Roby, Mark Kable. [l7l

Miki Mikonis, Bill Riedlinger. ll Sl John Diederich, John Ferguson. [9] Mark Maiors, Don Cherovsky.

TIMBER SIZER

PRE-FABRICATION

TIMBERS

From cutting a wedge to pre-fab'd crane pads or mine shafts. Angle cut, cross cut, <lrilling, dapping-t$(re'll do them all to customer specification.

Drawer 4779, Arcata, Ca.9552L 707-822-3648

Portland wholesalers name Man of the Year

Miller, Bud Goudge. l5l Terry Niedermeyer, Dana Wood. 16l Kent Brewer, Leslie Campbell, Rick Aeschlimann. l7l Doug Gremmel, Rose Miller. l8l Dick Vance, Ron Owens. l9l Sandy Alldredge, John Adams. Il0l Dave Betz, Mark Mitchell. llll Gary Mackie, Mark Nizic. Il2l

&

P0RTtll{D Wholesale Lumber Association's Lumberman ol the Year award went l0 [ll Al Disdero and was presented by John Pein. l2l Jim Golding, Joe Nealon. l3l Dave Miller, Sherrel Andrews. [4] Bill Goudge, Margie

Senator Hatfield Wams Industry

"Public opinion will eventuallY determine the future of the timber industry," Senator Mark Hatfield (R.-Or.) warned the Portland Wholesale Lumber Association at a recent meeting of the grouP.

Hatfield conjectured that if a Public vote were taken now in Oregon over limiting the timber cut, environmentalists would win over the timber industry.

Noting the vital role of the industry in supporting the state's infrastructure, the senator said, "l can't do it alone. there must be a deliberate strategy by industry to inform the people of Oregon that the prosperity of the state depends upon the timber industry."

A self-proclaimed friend of the

lumber industry, Hatfield told the 327 present at the Dec. l5 Christmas party that "ultimately this is a people problem, not a technical forestrY issue. Small operators and their employees will need assistance. Some way must be found to help them."

He stressed that timber suPPlY was not merely an industry issue, but one that affected every citizen in the State of Oregon.

In other business. Al Disdero. founder of Al Disdero Lumber Co., Portland, was honored as Lumberman of the Year. The presentation was made by John Pein, Lumber Products, Portland, a former club president. Presiding at the meeting was PWLA president Bill Goudge, Perry H. Koplik & Sons, Portland.

was dubbed "Honorary Lumberman of the Year" by the Portland Wholesale Lumber Association at their Dec. 1 5 annual Christmas luncheon. See Iacing page for other pictures of the event. (ll Club pres. Bill Goudge, Sen. Mark Hatfield. (21 Chuck Danskey, Betty Woods, Leland Curtiss. (31 Rita Kaley, Dan Priest, Valerie Johnson. l4l Loren Krebs, Jim Rodway. [5] Mark Inglis, Tom Davies, Dan Bice. [6] Leland Curtiss, Bill Hayes. l7l Dale Ragel, Kevin Childs. t8l Paul McCracken, Bill Haqenstein, Mike Burger. l9l Jerry Hahn, Douo Cox. [l0l Nels Nelson, Newt Acker. [l ll Bob- Weinkaul, Tim Shana{elt. ll2l Mark Denner, Scott Daley. ll3l Paul Cheatham, Ben Philan, Meryl Phillips. ll4l Jay Christiansen, Larry Konnie, Terry Hancock. Il5l Dave Halsey, Mike Mannex. Doug Bussey. ll6l Grant & Terri Kistler, Steve Webb. llTl Brvan Concannon, Rick Suchecki. {l8l Nick Naoier, John Bratland. Il9l Jim Kadera, Sterling Hanel. 120l Jelfery Littlejohn, Virgil Lucas.

SE]{AT0R Mark Hatlield (R-0r.)

nrrrnnn I nTFl-ct-il /A\l-itlflRE llULl\!\U LLti U tihlr,.u reLrL,L5

Forklift Shopper

A l2-p. brochure on the new Nomad line of internal combustion forklifts is free from Nissan, 425 N. Martingale Rd., Ste. 1900, Schaumburg, Il. 60173.

Safe& Sand

A 64-p. abrasives and safety products catalog is free from Norton Co., by calline (800) 321-3316.

Radon Report

"The Facts About Radon Gas" is free from DAP Inc., Box 277, Dayton, oh.45401.

Taken For Granite

A bi-fold, six panel hardcover sampler of new Permetage granite flooring tiles is available from PermaGrain Products, by calling (800) 548-5000.

Hardwood Products Brochure

A free brochure on hardwood mouldings, plank paneling and S4S boards is available from F'oreign & Domestic Woods, Inc., Box 449, Bowling Green, Ya. 22427. (804) 633-5001.

Flexible Stucco

Information on a new flexible pseudo-stucco is free from Weatherall Co., 2261 Carriage Dr., Rolling Hills Estates, Ca.90274.

All The Trimmings

"Wood Moulding Ideas for the Home Builder & Remodeler," an 8-p. design booklet, is $l from Wood Moulding & Millwork Producers Association. Box 25278, Portland. Or.97225.

Lap Sided

A 6-p. Ultra-Lap insulated hardboard siding brochure is lree from TempleInland at (800) 231-6060.

Lift Maintenance Manual

"Periodic Maintenance for Lift Trucks: Questions & Answers" is free from Hyster Co. at (800) 221-ll9l.

Flooring Film Festival

A complete hardwood flooring video library, containing nine 8- to 20-minute tapes on products, sales, installation and repair, is available from Bruce Hardwood F-loors, 16803 Dallas Pkwy., Dallas, Tx. 7 5248.

Hardwood Yellow Pages

The 48-p. 1990 Hardwood Manufacturers Association buyers' guide is free from HMA, 2831 Airways Blvd., Ste. 205, Memphis, Tn. 38132.

Wardrobe Doors

An 8-p. brochure and a full-color stuffer on wardrobe door systems are free from Stanley Hardware at (800) 622-4393.

Guide To Plywood Periodicals

A revised 6-p. index to American Plywood Association publications is free for the first copy, $30 per hundred from APA, Box 11700, Tacoma, Wa.984ll.

Inventory Bulletins

Subscriptions toa newsletter on profitable inventory control are free from National Association for the Exchange of Industrial Resources, 560 McClure St., Galesburg, Il. 61401.

Insulation Regulation

Information on the Federal Trade Commission on labeling and advertising of home insulation is 250 from the Mineral Insulation Manufacturers Association, Dept. 6, 1420 King St., Alexandria, Ya.22314.

Pine Production

A Southern pine production survey is free for a self-addressed, stamped envelope from Random Lengths, Box 867, Eugene, Or. 97405.

Air Marks

A d-i-y air conditioner and humidifier booklet is free from Field Controls, 2308 Airport Rd., Kinston, N.C. 28501.

Off Road Lift Truck

A 6-p. folder on a new high lift, rough terrain truck is free from Hyster Co., 2000 Kentville Rd., Kewanee, Il. 61443.

SignsOf Tomorrow

A 4-p. Store of Tomorrow interior decor and signage folder (L-2272) is free from Sentry Hardware, 2700 River Rd., Des Plaines, Il. 60018.

Writings On The Wall

"Work Wonders With Wallcoverings" is 500 from the Wallcovering Information Bureau, Dept. NB, Box 1708, Grand Central Station, New York, N.Y. l 0l 63.

Making lt At Home

A l6-p. catalog of 150 books for the home craftsman is available from Sterling Publishing Co., 387 Park Ave. So., New York, N.Y. 10016.

Material Handling Products

A 108-p. materials handling equipment and industrial products catalog is free from Equipment Co. of America at (800) 327-0681, or in Florida, (800) 327 -674s.

Stone Faced

For all New Literature offerings write directly to the name and address shown in each iiem. Please mention that you saw it in lhe Merchant Mogozine. Many thanksl

A brochure on brick and stone facing for interior and exterior use is free from Z-Brick at (800) 828-0253.

Sauna Plan Book

The l7-p. "How to Plan Your Sauna Installation" is free from Am-Finn Sauna Co., by calling (800) 237-2862.

IXscover how eary it ir to ahqry{s{*qnp four acrce of nenr luE0ru' hilding material, btrilding specf,alty, fur, window and nilhrort prodffi when they are allinore oonvenient locationl

Nov produds mean neff pmstsl ; $effical, Li$ting & Security,pods. ,,

Do you plan to opand uistingpodrtrt ' Fmm hint & Decontingflihl&suii*F, , :' lines or add ne$' ones? Orm 1200 h $tore Equrpment & Sen'ices, ererp leading supplien hae the nen' home thing you need to build pur sab aid, impruement products and prognms increase ytur q1ofiqis d 11!0l&*brnl you need to sumd, $oupd by prodrfr Home Conter $hmr8. catosory for easy shopping!

Capitalize on the orpanding Plumbing, Kitchen & Bath marlaplam; see the latest in Hardnvarc & Ibols; boostyour profits with nov

the rcgbhationt tu ddails call fire l{ational Home Cents ShoP

tkillire toll-fr€o {9:00 am. to 5:00 pm., CSTI F8{Xl-642-?469 or write P.0. BCI( 1400, Linmlrnhile IL 6006S1400.

GLASS:FEB AEUERT!SEMENTIS

SALES PERSON: Well established lumber company in Riverside, Ca., looking for experienced trader with good following. Excellent commission plan. Please send resume or contact Joe Martinez, Sierra Madre Lumber Sales, P.O. Box 706, Mira Loma. Ca. 91752. (7r4) 68r-8955.

FUl,l. CHARGE bookkeeper to be responsible for accounts payable & accounts receivable and all corporate bookkeeping through trial balance for well established So. ('a. lumber company. Lumber company and computer experience desired. Salary commensurate with experience. Write Box 606. c/o The Merchant Magazine.

ll roLr [rclicvc in vorrr brrsincss .rntl wlnl to build it

Twenty-five (25) words for $21. Each additional word 700. Phone number counrs as one word. Address counts as six words. Headlines and centered copy ea. line: $6. Box numbers and special borders: $6 ea. Col. inch rate: $45 camera ready, $55 ifwe set the type. Names ofadvertisers using a box number cannot be released. Address replies to box number shown in ad in care of The Merchant Magazine, 4500 Campus Dr.. Suite 4E0, Newport Beach, Ca. 92660. Make checks payable to The Merchant Magazine. Mail copy to above address or call (714) 852-1990. Deadline for copy is the 22nd of the month. PAYMENT MUST ACCOMPANY COPY unless you have esrablished credir wirh us.

TWISTED AND WEATHERED

Douglas Fir S4S and rough, 3x4 and wider, 4x4 and wider, 6x6 and wider, and 8x8 and wider. Call Bill Hunter, Hunter Woodworks, Ql, 775-2544; (213) 835-567 1

INTERESTED IN WEST COAST CEDAR & REDWOOD ITEMS?

For sidings call Doug Willis. For spa and sauna items contact Phil Heim or Doug Willis. Call Product Sales Co. (714) 9988680. Please see our ad on page 4.

LOCAL LUMBER hauling Southern California roller bcd truck and trailers and bobtails radio dispatched. Rail car unloading at our spur in Long Beach. 3C Trucking (213) 422ry26.

WE BUY & SELI

25 years' experience in softwood mill sales and wholesale. Seeking opportunity to buy and sell your products on a commission basis.

Gene Sjostrand

WOOD PRODUCTS BLryING SERVICE

P.O. Box 657, Redding, Ca. 96099 (ero 246-WOOD (9663)

designed for all types of work

z Balanced for ease of handling

Rebuilt to ZERO TIME TOW TRAGTORS

No more headaches with broken forklift rear ends. The answer is simple. USE A TOWING TRACTOR TO TOW LOADS. With more than 15 years of experience, VICTORY GROUND SUPPORT EQUIPMENT COMPANY combines a sales, administration and service back-up for their reconditioned and rebuilt tractors that will make sure the job gets done but this time WITH THE RIGHT EQUIPMENT!

WHO WE ARE

Adive Dstribution js a full-service warehou* operation which stpcializc in the storage and distribution of srycialtv and commoditv prtduds. r\ wide varietv of value-added servic-s, uniclue in the industrv, is offered to both manufaclurers and retailers.

OUR LOCATION

With its headcluarters in the port citv of Sk)ckton, California, Adive Distribution can quicklv access m.rjor prrpulation centers of the West as readilv as it handlt's intern.rtion.rl imports and extxrrts.

FACILITY

;\ 130.000 1. tt. warehou*' ancl l-1 .rcrc of wlred storage allow the t.ltxibilitv n!{(s!rrv for hanclling m.rnv tvlE; of prtducts, including lumber and plvw,rxxl. \ltxlern w.rrehousing svstems, and a state-of-the-art computer network tr.rck At-tirt' Dstribution's oltration.

SERVICE OPTIONS

ACTIVE DISTRIBUTION, INC.

P. O. Box 1676,1125 N. Gertrude Avsnue Stockton, California 95201 Call Collect: 2Og 941-0241 FAX 209 941-8561

ATTN.: Bill wilson

773-2292

NORTHERN AND CENTRAL CALIFORNIA

ANCITI/EUREIWFORTUl{I

Beaver Lumber Co.

Blue Lake Forest Products

Bracut International

Britt Lumber Co.

Costa Trucking, Joe

Ensworth Forest Prcducts

Louisiana-Pacitic Corp.

Schmidbauer Lumber, Inc

Universal Foresl Products

Berdex Inlernational

eeaoCxiltanuGcluiingco.

Bowman Lumber Sales

Canlor U.S.A. Corp.

Caprlol Plywmd

Ensworth Forest Producls (Rocklin)

Ensw0rth Forest Products (Sacramento)

Gmrgia-PacilicWarehouse

Hedlund Lumber & Machine Staining

Hickson Corp.

KelleherCorp....

Parr Lumber Co.

Penberthy Lumber C0.

Philips Lumber Sales

Precision Mill & Lumber C0.

Producl Sales Co.

Reliable Wholesale Lumber Co.

Roane Co. (818) 881-7062 (213) 773-4032

San Anlonio Conslruction

Sause 8ros. ocean Towing

South Bay Forest Producls

Southwest Machinery Co., Inc. ..

Soulhwest Plywood & Lumber Corp.

Sumwood, Inc.

Toal Lumber Co.

Tradewesl Hardwood C0.......

Western American Foresl Producls

Western International Forest Products

Westorn Turnings & Stair

Weyerhaeuser . . 12131 748-7762 (800) 647-7762

oRAt{oE, RIVEBSIDE & SAil BERI{ARDII{O COUilTIES

tuSunvSRtSs ututY Agate Sales, Inc.

All-Coast Forest Products, Inc.

MlEn8flEt0

Lumber Co.

Wmd Preseruing ol Bakersfield Corp. cmrEn0ttE

Laco Lumber Co. (Woodland)

Laminaled Timber Services, Inc.

Louisiana-Pacific Corp.

liichigan-Calilornra Lumber Co.

l,lokelumne River Foresl Producls

M&MBuildersSupply NikkelCorp..The

*l'' 'il'illl

Union Forest Producls

Union Planing Mill

Unily Forest Products

Universal Foresl Products

Waldrm Forest Products .......

Western Wood Treating Co.

WeyerhaeuserCo. .. .

While Brothers

Wolfe Lumber Co.

srilt R08t AREI

Blue 0x Manulacturing

Capilal Lumber Co.

Georgia-Pacilic Corp.

Kelleher Lumber Co.

Martin Forest Industri8s

Noyo Timber Products, Inc.

",:l'.'tl

SuOar E Western Pine Agency

Lumb€r Pfoducts

Truckino

Wmd Treating, Inc. (t{0. Ca.) (800) 692-5744

REOOIlIG INEA

ouckback Products Co. (Chico)

Louisjana-Pacilic Corp. (Red Blutl)

P & M Cedar Products Trinity River Lumber Co.

stcRttEn0/810cfi0r tREt Active oislributim

Nu-Foresl Products

Winder Mill, Inc. .............

uxrAH/u,lu.rIs

Ahl Foresl Producls

All Heart Lumber Co., Inc.

Cal Coast Wholesale Lumber, Inc.

Little Lake Industries

Louisiana-Pacific Corp.

Performance Coatings, Inc. (Ca.)

Redwood Coast Lumber Co.

Willits Redwmd Co.

GREATER9AI{ DIEGOABEA

PACIFIC NORTHWEST STATES

ROCKY MOUNTAINSBUVE N]S'

f you enioy talking lumber with people who know how it's produced, where it's produced, and who produces it, call us. We have over 100 years'experience at

@tsilTUAR[trS

Alex Krauss, 81, former purchasing agent for Barnett Co., Denver, Co.. died Nov. 25, 1989, in Denver.

A native of Budapest, Hungary, he worked for lumber businesses in Hungary and Texas before joining Barnett Co. in 1943. He retired in l 988.

Mr. Krauss is survived by his widow, Marianne, one daughter, three sons, and five grandchildren.

Fire Retardant Guidelines

(-ontinucd lrttrn pugc )6)

Other major elements of the new guidelines include specific requirements regarding drying of the product after treatment; proper storage at the job site; precautions to be taken prior to applying the roof covering and ventilation requirements.

"These interim guidelines have been developed for designers and end-users in order to provide a meaningful standard by which to measure product integrity," Eliades adds. "For user groups, these uniformly accepted levels provide maximum moisture and temperature limits below which satisfactory performance can be expected."

The council is working with the National Forest Products Association (NFPA) to develop test procedures for evaluating fire retardant pressure treated wood products under ambient and accelerated conditions. The NFPA already requires third party testing and certification of recommended strength values as

John P. "Jack" O'Neil. 74. founder of Shamrock Lumber Co., Eugene, Or., died Nov. 17, 1989, in Eugene.

Born in Rose Lake, Id., he moved to Eugene in 1942 and opened a small stud mill. J.P. O'Neil Lumber Co. He also built a sawmill in Merritt, B.C., Canada, which he sold in 1972. He founded wholesaler Shamrock in 1977, selling the business last April.

Mr. O'Neil is survived by his widow, Kathleen, six sons, two daughters, l4 grandchildren, and two great-grandchildren.

well as continuous monitoring of the production and redrying processes by an approved third-party inspection agency.

The council is working closely with numerous organizations including lumber dealers, contractors, retail dealer associations and various municipalities.

Customer Service At Homeclub

HomeClub, Fullerton, Ca., is introducing home delivery, kitchen design centers and project centers into its warehouse stores.

Next day or same day delivery within a 12 to l5 mile radius will be available seven days a week. Members will be charged $23, non-members, $29.

Professional kitchen designers and an advanced computerized design system will help customers plan remodeling or designing of kitchens. A project center will be staffed by experts ready to answer questions and solve problems for customers.

THE BEAM KING

SINCE 1876 _ YOUR COMPLETE GUIDE... lumbermen$ red b00k serulce

The Lumbermens Red Book listsall producers, wholesalers, retailers of lumber and wood products of any kind, and. all manufac' turers ofwood f urniture, cabinets and millwork - mobile homes, prefab houses and modular unitswood recreational products, sportsware and toys - boxes, crates, pallets and industrial productsand all other products using wood in any form.

A Red Book listing showsthe exact business name - complete address, including

re **,{P fl3*,.^"",

Rcd Book rcrrlcc Alvc! t/ou -

P.O. Box and ZIP CODE!concise description of what the business does - special data such as location of purchasing doPartmentthe financial strength rating (not alone the net worth, but what is available to creditors)the exact payment rating (how it psys: prompt, slow, very slow).

A Red Eook credit rating is accurale, because the man who assigned it is a specialisl in the field we cover. His rating allows you lo make an immediaie decision!

*?:?+.lN ffi

I Please enter our subscription for Lumbermens RED r WEEKLy CHANGE SHEETS SS\Ff -.---.1 :gry-rc_e for one year. Bill us: $331.25 quarterly n; $662.50 semi-annually l; $1,325.00 annually E o CUMULATIvE SUPPLEMENTS })DI]I | \-!1: Please send more information, without obligation l-t.

o LUMBERMENS RED BOOK

IHE PROFITSARE 'U$AS BEAUTFUL

If you'renotstocking lnuisiana-PacificDesert Dry Redwood, you'remissing out on a golden opportunity. With its tightknots and natural variations of color and pattern, it has a more prestigious look than cedar orpressure teated lumber. And its healthier mark-up makes it a more profi table alternative.

Desert Dry Redwood is kilndried, and available in

constructioncommon, consfuction heart and B grades. So it gives your customers nahrral beauty and superiorperformance, at a price thafs 40 to 50 percent less than clear all-heart redwood.

Find outhoweasyitis to offeryour customers an athactive newbuilding material, whileyouearn beautiful new profits. Call

Bob Mosby, Desert Dry Redwood Sales Manager, at 707 /MX7'LL.