Merchant Magazine - January 1991

The wodd's largest Home Improvement Products Exposition and Management Conference

It's SHOWTIME in Chicago, March 24-26,lor retailers and wholesalers of home improvement products. That's when the curtain rises on more than one million square feet of the most prof itable products, programs and ideas for your business.

An unbeatable opportunitY

The 1991 Home Center Show is the one annual event where home centers, buildtng material dealers, hardware retailers and specialty retailers, along with the wholesalers who service them, can see a COMPLETE selection of the best new products offered by more than 1,200 exhibitors And it's all grouped by categorY to make shopping and comParing products easier than ever. In one power-packed three day event, you'll get a valuable update on what's hapPening in the marketplace, see the hot new products and disPlays You won't find anywhere else, Pick up new merchandising concepts, spend quality time with

March 24-26 1991 McCormick Place, Chicago

THE NATIONAL HO|IIIE CENTER

ilililillilililililililililil|ilill|l|1111il1t sl{ollu. & MANAGEMENT CONFERENCE

March 24-26ilChicago

vendor personnel, and bring back some great ideas to helP you increase sales and Profits.

New for 1991

This year we're adding even more ways to help you Profit f rom your visit to the 1991 National Home Center Showc'.

O All-new, free Management Conference program focusing on finance and business review will offer six hours of the most profitable retailing management ldeas ever presented at an industry SNOW.

O Pre-Show Home lmProve' ment UniversitY educational programs for top and middle managers on SaturdaY, March 23.

O New Products Showcase... a product evaluation center featuring hundreds of entries in the prestigious Innovator Awards Competition. See the very best new products, packaging and merchandisers for 1991!

O The new Showcase of Profit in Windows, Doors and Millwork...the largest and most complete selection of new millwork products for

dealers ever assembled under one roof.

PN[|HI ^

O All new Educational Exhibits featuring new retailing technology, a kitchen design center, and a hands-on demonstration of desktoP publishing techniques for your advertising.

Stimulating personalities

From a keynote address by world-renowned futurist and best-selling author Alvin Toffler to an entertaining luncheon talk by NFL hall-ofJamer Terry Bradshaw, every hour of the Show is packed with exciting opportunities to learn and profit. And it's all carefully planned to let you make this the most productive show event You'll ever attend,

Plan now to attend and save Show attendance is FREE OF CHARGE to all home imProvement industry members. Plus, you automatically qualify for unbeatable air travel savings and soecial low rates at Chicago's best hotelsl Don't miss the most important and valuable event of 1991 for home rmprovement product retailers, wholesalers and other industrv memoers.

For attendance information, call the National Home Center Showo Toll-Free Hotline:

1 -500-642-7 469 M-F 9AM- 5PM, CST (Outside U.S.A. oo8) 634-4372) Sponsored by

ED[TORIAL

It's not over, it's just beginning

E gl,LowlNG.the. defeat of environmenral- I tst/preservattonlst measures on various state ballots in last fall's elections, the forest products industry heaved a sigh of collective relief and settled back comfortably.

What a mistake. Now isn't the time to rest on our laurels, no matter how sweet the victory. The industry hasn't eliminated its enemies, just slightly slowed their momentum.

With the short term challenges met, now is the time to set overall strategy, establish priorities, goals, means-to-an-end, financing and all the rest of the particulars. If the United States and the forest products industry are going to have a reasonable program for utilizing our natural resources, industry must think, plan and act.

One reason for the enviros misunderstanding of resource management is the historic failure of this industry to effectively tell its story. We must educate the various publics. The schools. the

DAVID CUTLER editor- publisher

teachers, the media and the politicians mold much of the opinion on the subject. We must enlighten these groups to the facts of the situation. As long as they thoughtlessly pass on the nonsense preached by the environmentalists/preservationists, the country will continue to back the wrong side in the battle for control of U.S. resources.

The need to explain what the forest is and what it can do for every citizen is important to retailers, wholesalers and distributors. Not only because it involves a supply of products for business, but because every person is poorer if America's resources are locked up or underutilized.

Some very good initial efilorts have been made in telling the real story. It's a job for both large national organizations and the single efforts of individuals. We allcan find a part to play. And we must.

tnppiest custonrers, the Cedar Sales in Troy, ldaho, is riuh the most rnoneyi

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New regulations take bad drivers off road

al PECIAL commercial driver's D li..nt"t will be required of a// commercial drivers by April 1,1992.

Mandated by the Federal Highway Authority in 1986 to imProve highway safety, the Commercial Drivers License (CDL) is issued by individual states in compliance with the FHWA standards including connection with the Commercial Drivers License Information System, a national computer system with the ability to spot frequent safety violations.

Story at a Glance

Lumber trucks and drivers must meet new federal regulations states in gear to administer Commercial Drivers License. truck inspections and drug testing requircd.

Knowledge and skills tests to qualify drivers are conducted by the states. All western states now administer these tests with all states issuing the CDLs with the exception of New Mexico, which willbegin in September.

So far about 500,000 truck drivers and bus drivers have received the new national drivers license. About 4.4 million truck drivers still have to get the license before the deadline.

Once the new licenses are required, the national computer system will keep track of drivers who in the past have escaped detection by using multiple state licenses. Excessive violations will result in the loss of the national license.

The American Trucking Associations estimates that about 800/o of the drivers taking the written portion of the CDL test are passing the first time. However, some states report failure rates of less than 10%.

Two other federal regulations also affect any business with truck drivers. U.S. Department of Transpor-

tation regulations effective Dec. 21, 1990, mandate that employers with 50 or fewer employees and utilizing trucks of 26,000 lbs. or more that cross state lines are required to administer three types of drug testing. This regulation applies to any company with delivery from one state to another. For example, a Southern California lumber company delivering materials to Las Vegas, Nv., would have to abide by this law.

Testing must be done prior to hiring and bi-annually or when there is reasonable cause. Currently, two cases involving random and postaccident drug testing are pending in California courts. If a ruling in favor of random testing is rendered, federal law will then require random testing instead of bi-annualtesting. If a ruling in favor of post-accident testing is rendered, this will be required by federal law as a fourth type of testing.

The third federal regulation regarding trucks is the ruling issued by the Federal Highway Authority in 1988 requiring all commercial motor vehicles (10,001 or more pounds) to pass an annual inspection based on federal standards. Sections 396.17 through 396.23 of the Federal Motor Carrier Safety Regulations contain the annual inspection requirements. Many states also have legislation requiring periodic safety inspections and maintenance of safety records.

Two types of inspections are used. A roadside inspection verifies the safety of the vehicle being inspected. A terminal inspection is designed to evaluate the effectiveness of the company's preventive maintenance program.

Drivers in many states are being stopped and cited for not complying with the inspection rules. The North American Uniform Vehicle Out-OfService Criteria adopted by the Commercial Vehicle Safety Alliance is used by all states belonging to the alliance. When a vehicle passes a cri-

tical item inspection or a terminal inspection, it receives a CVSA sticker. Vehicles with current CVSA stickers are not exempt from inspections, but they are usually excluded. Current regulations, insPection forms, posters, decals and information programs for each state are available from the Lumber Association of Southern California, Lumber Merchants Association of Northern California, Western Building Materials Association and the Mountain States Lumber & Building Material Dealers Association or state police.

Regs Cut Supdy Of Ddvers

Tougher standards for truck drivers will eventually reduce the supply of drivers by 5o/o to 7o/0, according to Tom Donohue, president of the American Trucking Associations.

However, he sees long term benefits for the industry. The new requirements "will improve the quality of drivers, enhance safetY on the highwaYs and imProve the image of the trucking business," he said.

Industry executives feel that the drivers who operate their vehicles recklessly are detrimental to the profession. "Truckers used to be considered the knights of the highways, but todaY theY are considered killer trucks," said William Atkinson, Commercial Testing and Training Services, Inc., a company that helps drivers Prepare for the commercial drivers license tests.

The American Trucking Associations warns drivers that "being a professional is doing your best to ensure safe highways - even now more than ever. it's time 'to watch out for the other guy."' ATA also supports action to eliminate the sale ofalcoholic beverages at truck stops.

n O YOU rhink rhe cost of fuel in I recent months has been killins you? Read on.

The current Persian Gulf crisis has precipitated pump price increases of about 30% across the country. This has caught the attention of dealers everywhere. If you're an average dealer, you spend about 5% of your delivered sales for delivery services to your customers. This means that for every $2,000,000 in sales, $100,000 is consumed for delivery. Of this $100,000 expense, historically approximately l0% or $10,000 covers the cost of fuel.

When you pay 300/o more for gasoline or diesel, your annual fuel bill becomes $13.000. an annual increase of $3,000 or $250 per month. Total delivery costs increase to $103,000 annually. Percentage wise expense rises from 5o/o of sales to 5.150/0. By either measurement, such increases can hardly be considered death knells.

If delivery expense is killing you, look beyond the cost of fuel for the reasons. Here are some rocks we've looked under in the past 15 years that may be helpful to you.

Fuel cost needntt make delivery a loser

DEFINE YOUR PROFITABLE DELIVERY AREA. For most dealers this is an area with a diameter of under 30 miles. This means a 60 mile trip is about maximum. Costs are about $1.35 per mile to operate a 2-1/2 ton flat bed truck without a driver. Figure $1.75 to $2 with a driver. At $2 per mile, it costs $120 for the trip. At 50/o for expenses, you must have $2400 in sales value on the truck in order to pay for the 60 mile trip. Trips over 60 miles lose money. Loads valued at less than $2400 lose money. The average truck leaves the yard 400/o empty.

THE COMPLETE PACKAGE IS YOUR BEST BET when you make deliveries, but there is ample evidence that exceptions killyou. After monitoring and auditing thousands of trips made by drivers all over the country, the data collected indicates that seldom does a single delivery exceed $500 on average. There are nominally eight or nine deliveries required sequentially for each house package. At $500 each, the total house sales value would be $4000 to $4500. The materials for even a modest home will run $10,000 to $12,000. The problem here is that complete packages for framing, roofing, etc. are not being delivered, which makes the cost per home higher than need be.

THE WORLD'S MOST EXPENSIVE DELIVERY is the pick-up. A pick-up is a free delivery made twice. The second handling is usually manually loaded, making it easy to identify such activity as being three times more costly than a single delivery for which you get paid.

YOU CAN'T MANAGE IF YOU DON'T MEASURE. Over the years the evaluations we've made of delivery operations have shown that over 900/o of our clients lost monev on

Story at a Glance

Average dealer spends 5olo of de livered sales on delivery costs. fuel accounts for only lVlo of that check list of prac* tices that cut your costs and raise profit.

By Wally Lynch President Builders Express, Inc.

delivered sales. For openers, such transactions are made with contractors demanding and getting sales discounts, delivery and credit. Add to this loss from bad debts and shrink and it's easy to make a case for costs of doing business with delivered customers exceeding l5% when compared to the cash and carry trade. Isn't a separate P & L worthwhile to segregate and identify real costs and actual sales. Normally it will show large profits percentage wise on very low cash and carry sales. Generally, the conclusion is that delivered sales are subsidized bY non-competitive take-with sales. If you really know your costs you can do lots of good things with such knowledge.

almost universal with absolutely no justification other than neglect or failing to manage. Another bad actor is "turn time." There's no load, when properly staged, that can't be loaded within 15 minutes. Prove this to yourself in two ways. It won't take more than a few days. Have a Polaroid photo taken of each truck from the rear at bed level as it leaves the yard and note how full or empty it is. At the same time, have the driver mark a time card when he returns and leaves on each trip.

a simple delivery. Are you getting $80 to $100 for such services?

THERE ARE SOME REAL

DOGS IN THE YARD. The soulof retailing is the marketing approach - give customers what theY want. Your main customer goes to work at '7 a.m. This means that if you are interested in that customer, Your "first out" is about 6:15 a.m. The normal, comfortable handling is two trips per truck daily, one in the forenoon and one in the afternoon. Basically out at 9 a.m. and back at I I a.m.; out at l:00 p.m. and back at 3 p.m. Starting and managing from 6:15 a.m. changes one's comfort zone and bottom line. Overtime is

DELIVERY AND DELIVERY SERVICES ARE TWO DIFFERENT THINGS. Therefore you must know not only what you're doing, but what your competitors are uP to as well. Service calls are akin to delivery costs in that they cost about the same to make. A service call in the town where I live costs $40 to $50. You can make book that a delivery in your town costs about the same if the costs were really known. Using this analogy, ask yourself if you recover enough when you charge for delivery, pick-ups and services like unloading shingles and wallboard. Delivery companies don't unload and they charge demurrage if you don't do it fast enough. When you unload for customers, your truck and additional people are generally utilized twice as long as for

THERE'S AN EQUIPMENT OVERKILL ON THE LOOSE. You may or may not be guilty, but here are some examples that may be helpful. Specialized equipment is nice if it pays for itself. Boom trucks that cost from $80.000 to $100.000 to handle wallboard, shingles, railroad ties, timbers, etc. will not pay for themselves hauling this bulky low margin merchandise because the average to large yard doesn't sellenough of it in a year to pay the vehicle operating expenses. Tandem axle vehicles (10 wheelers) are created to carry heavy loads or to deliver into mountain areas, but there aren't enough heavy loads or runs to the mountains to justify such equipment economically. Finally, compute the average sales value of your deliveries for a 90 to 120 day period in season. If it's $400 or under, you most probably can operate with I ton vehicles and 12' beds as opposed to 2 or 2-1/2 ton units. These cost half as much to buy and operate for one-third less.

Something may be killing your delivery, but the chances are pretty good that it's not fuel costs. If you can hang your hat on one of the problems I've identified, you should be able to save ten times what current fuel cost increases have been.

Quality repairs cost less in the long run

t\ UICK AND DIRTy often de- \f scribe repairs made when materials handling equipment breaks down. In today's economic climate a third adjective has been addedcheap.

With tight production schedules and budget restrictions, managers look for the most expedient route, regardless of quality. However, the quick fix syndrome often costs more in time and money.

Basing a purchasing decision on price or time alone is not always the most effective method. If the wrong decision is made and the replacement part fails, the equipment will break down again. This compounding of the original problem creates additional expense and Iost time, plus sometimes leading to serious equipment damage.

"Many materials handling equip-

ment managers don't realize the total costs in time, labor and productivity when equipment is idle," explains Paul Laroia, general manager, parts & service operations, Hyster Co.

U.S. Department of Commerce statistics confirm his opinion. They estimate an average repair costs at least $50 to $70 in administrative time, $35 to $55 in labor and $50 a day for equipment rental. These indirect, hidden costs can run much

Story at a Glance

Trying to save money on equip ment repairs sometimes costs "mole" than "lgss"... rgmanufactured parts can provide both dependability and savings.

COMPARATTVE REPLACEMENT PARTS CIIECKLIST

BENEFITS

higher than the cost of the part.

One way to minimize downtime is to buy quality parts. Most of the time this means buying a new part, however, the budget often doesn't allow this option.

In this event, managers have three alternatives: repair or use rebuilt or remanufactured parts. AIthough all the solutions may look alike, they vary in cost, performance and quality. It's these differences that affect the overall success of the operation.

Repaired parts are simply the old part mended and put back in operation. They are the least expensive and usually carry a 30 day warranty. However, there is a chance that another component in the same assembly will fail, adding additional downtime.

Rebuilt parts cost a little more, but they carry a 60 to 90 day warranty. Rebuilt parts are usually disassembled with broken and worn out components repaired or replaced.

However the rebuilding is at the sole discretion of the service technician. Each part has numerous components that may not have been replaced or rebuilt during rebuilding. The rebuilt part may appear brand new, but not measure up to original specifications.

On the other hand. remanufactured parts are the result of an entirely different procedure. All components in the part are brought back to original specifications. Hyster remanufactured parts, for example, go through a five step manufacturing process. All components are disassembled and cleaned. This is followed by inspection and testing to determine conformance to original specifications. Any components not measuring up are restored or replaced. Parts are then tested for performance equal to original specifications. This is followed by a random selection for quality control.

A six month warranty against defects in workmanship and materials is given with remanufactured parts. This is approximately three times better than the repaired or rebuilt warranty.

Although remanufactured parts are more expensive than rebuilt or repaired parts, they last longer, thus cutting the cost of additional downtime and labor. Forthis reason, many managers consider them the better buy.

Pacific Northwest dealers convention

"Wilou. 131,3*i?3i"ffiT;

last year, but still good," said one dealer, summing up the consensus at the Western Building Material Association annual convention. Said one wag: "We've decided not to participate in the recession."

The building products showcase, an important part of the gathering, was totally sold out with more exhibitors seeking to take part than there was space available for them. Exhibitors anticipate a strong 1991, off only slightly from 1990 for the Washington, Oregon, Idaho, Montana and Alaska area WBMA covers.

Attendance was good with more firms attending than during the previous year. The l99l convention will be held at the Red Lion Inn at LloYd Center. Portland. Or.

Story at a Glane

Sold out exhibition, strong atten dan@, good business into 1991 expected in Northwest. .Mary Murphy named new WBMA mgr., outgoing mgr. Link honorcd ...'91 convention site: Portland, Or.

closely regulated time limit to "pitch" their products. Boise Cascade won for their amusing hospital delivery room theme where three new products were delivered. Armstrong World Industries tciok best first time presenter while Oregon Strand Board won for most original presentation.

The convention theme "Customer Service, not Lip Service" was addressed by several speakers. Consultant Beau Hamilton, the keynoter, spoke on measuring customer service. He said the best way was to ask customers how you're doing. "You must measure customer service in order to improve it," he stressed. Hamilton also observed that employees generally treat customers the way bosses treat them.

Charles A. Mouser. a motivation expert, called customer service a love affair. "How you make your customer feel is critical," he said. Mouser suggested: make it easy for customers to buy, change store hours if need be, be aware of women shoppers and their needs, and realize that you must make these things happen.

1991

OFFICERS: Mick Bush, pres.l Bob Jacobsen, v.p.: Mark Balfour, v.p.; V. E. Camozzi. national director; C. E. Link, national director; Tad Scharpi immediate past pres.

DIRECTORS: Norman Kruckenberg, Mike Buza, Robert Adams, Brent Walker, Harry James, Rich Barnes, Alan Stouffer, Andy Boyd, Blake Kingsley, Jim Turner, Stan Martinkus, Rick Mccartney, Frank Rima, Dick Stemper, Carl Van Well, Dennis Orem, Curtis Jack, Eric Gerretsen, Charley Miller, Bill Whittemore, Chuck Stout, Bob Lassiter, Cleone Jolley, Rand Thomas, Charles M. Simpson, Milo Stordahl, Tom Simkins.

DIRECTORS AT LARGE: David Dittmer, Ken Marson, Don Hendrickson.

EXECUTM COMMITTEE: Norman Kruckenberg, Bill Whittemore, Bob Lassiter, Milo Stordahl, Ken Marson, John Kendall.

INSURANCE

&

PENSION

TRIJSTEES: Warren Barry, Cecil Cleveland, John Kendall, Gordon Marson, Dick Morse.

Mary Murphy, a top executive with WBMA for the past 14 years was named the new executive director, replacing the retiring Chuck Link who has managed the group for the last 15 years. As previously announced, Link will retire April 1. He was honored with the establishment of the WBMA Educational Link Foundation which will grant scholarships and other assistance to people affiliated with Western Building Material Association.

The business program again began with the popular Quick Pitches where exhibitors have a short.

Attorneys Thao Tiedt and MichaelR. Rayton then held a seminar discussing discrimination, sexual harassment, drugs, wrongful discharge and other legal minefields. Both noted the importance of record keeping, shifts in society's attitudes and constantly changing laws that affect a dealer's operations.

Customer service was also addressed by Brent Taylor, a marketing consultant who operates his own building materipls business. He said employees ne{d to be aware that a customer service program measures them and that\their enthusiastic participation is an bssential part of it. He called it the key to getting and keeping customers. Goals and rewards for employees can heighten your firm's customer service abilities, Taylor said. He called Disney the best cus-

SUPPLIERS COUNCIL: E. R. "Ray" Nailor

YOUNG WESTERNERS CLUB

PRESIDENT: Terry Willey. tomer service organization in the country.

James R."Bob" Perrin was awarded the Distinguished Dealer Award and John Kendall received a special award for his years of contributions of his time and efforts to WBMA. The prize for the best show booth carrying out the convention theme was won by Belco Forest Products.

The convention was held at the Tacoma Sheraton Hotel, Tacoma, Wa., November 10-13.

ASS0ClATl(|ll manager-etect lll Mary Murphy, Bob Bush. l2l Dennis 0rem, Chuck-Link. l5l Mike Bloch, Tom Houghton, Rob Bloch. l4l Steve Morse & Jim Morse. lbl Mike Bliss, John Shetlren, Bick Bender. l0l Ken Kiest, Gene Gradwohl, Joe Maliszewski, Jeff Rogers. l7l Patty Stamper, pattv Carr. l8l Bosalee & Tom Waggoner. l9l Mel6a Gardner, Natasha Edscorn. ll0l Bich Jensen, Lvnda Raynes. ll ll Clayton Smith, Kristi A -wife Bush, WBMA's new president. llZl Calvin Petersen, Bob Valencia. {l3l Bob Lebeck, Leland Curtiss, Randy Gregory. ll4l Diane & Curtis Jack. llSl Scott, Pam & Jason Dietz. ll6l T-im Moriaty, David Latimer, Judge Godf rey, Shawn Mick. ltTl Phit Harris, Ruih Link. llSl Becky Perrin, Frances Hvland. phvllis Kirk, Pearl Blackstock, Kristie Smitn. ltgl Ed Finnerty, Scott Hamilton. l20l Dana & Bob Harper. (21 | Lucinda Christian, Susan Serock. l22l Jon Denman, Jacqui & Fred Brown.

Sll0W80ERS: lll Greg Lingle, Matt Mattson, Carl Liliquist. l2l lfa & Mark Ballour. {31 Mike Brallier, Doug Wicksell. l4l Randy Robins, Jeff Miiler, L-aurie Creech, Larry H-anlon. l5l Warren & Alma 8arry, Arne Kirkebo. [61 Frank Powers, John Kendall. l7l Ted Stamper, Al Meier. l8l Bob & Phyllis Kerr. l9l Bev & Cecil Cleveland, Patty Kruger. ll0l Bob

THE TREATED ANSWER

Lumber, plywood, round stock, stokes, poles, & pilings

& Pam Christianson. ll ll Willy, Janice, Emilv. 7. & Jessica. 4. Wevers. ll2l Jeanne & Jim Piuitt. Il3l Vern & Frances Thomas ll4l Teresa Swick, Shelley Gregory, Mike Krause. Il5l Bob Hodapp, Mike Strombers. ll6l Robert Suter, Paul McKenzie. {l7l Bill Esary, John Patterson, Jim Halter. ll8l Michele

Alanen, Melody Lancaster. {l 9l John Humphrey, John Gooley, Larry Humphrey. l20l Ron & Robinette Lynch. 12ll Margaret Knudson, Renee Roberson. 122l Eric Gerretsen, Andy Warrington, Dennis McWhirter, Rich Hoggan. l23l Michele & Ken Parise, Loretta & Vaughn Pipes.

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

Southern pin for wester

1!r OUTHERN PINE lumber is t) being shipped to states as far west as California and Oregonincredible, but true.

The westward movement is beginning with pressure treated southern pine, which in the opinion of some outperforms any pressure treated western species. Builders of playground equipment and roller coasters were familiar with the advantages of pressure treated southern pine from their projects on the East Coast and in the South. When they built projects in the West, they specified pressure treated southern pine. One thing led to another and now many companies producing and selling southern pine are actively pursuing the western market.

Curt Bean Lumber Co., which pressure treats southern pine at its Glenwood, Ar., plant, trucked several loads of material to Valencia, Ca., for use in building the Viper, an $8 million megacoaster at Six Flags Magic Mountain amusement park. Bean also frequently provides a playground equipment builder with treated southern pine with much of it being used in the west.

A panelized deck construction system using pressure treated southern pine recently penetrated the west coast outdoor market. Its manufacturer, Nu-Lines, Inc., Tyler, Tx., considers the product a challenger to the traditional redwood and cedar decks. Featuring a series of24" x24" squares, the modules lock into a 2x4 southern pine joist frame 24" o.c. with barbed metal hardware similar to truss gusset plates.

Portland, Or., specifiers turned out in force to examine the first installation of the product in the northwest. Jim Hardcastle, American International Forest Products, redesigned the backyard of his Lake Oswego (a Portland suburb) home with an I 8 ft. hexagonal sun deck and an l8 ft. conversation deck with a stone fire pit. The entire structure including stepping and folding benches was constructed with Nu-Lines' Fast Deck Panel.

PRESSURE treated southern pine deck modules fit together for deck, stepping, and accessories. Nu-Lines Inc. is the manufacIUrer.

bles rd

A major story in The Portland Oregonian, a leading newspaper in the Pacific Northwest, attracted a lot of attention. Encouraged by the response, Ted L. Boyce, owner ofNuLines and inventor of the products used, is looking to expand further into the West Coast this year. Southern pine CCA treated to .40 ground contact by Temple Inland Industries, Diboll, Tx., is used exclusivelY in the product.

While these companies are the forerunners in shipping pressure treated southern pine products to the western states, they are not alone. Other southern pine producers are eying the western market as a potential user of some of the 13.5 billion board feet ofsouthern pine projected to be produced annually by 1995.

Julie Davis, a pine sales reP at Potlatch in Warren, Ar., has made one sales trip to the West Coast and keeps in touch with possible customers. She found definite, positive interest, but no takers, primarily because of unfamiliarity with southern pine and concern about freight costs. She feels acceptability of southern pine in the west is coming, but "not tomorrow." Potlatch does ship car loads of 2xl0 southern pine for scaffolding into the western market.

The Southern Forest Products Association in response to requests from builders and architects has conducted southern pine information seminars in the western area. Retailers as well as distributors are contacting southern pine producers, asking about treated southern Pine.

Story at a Glane

Pressurc treated southem pine cracks western market for special projects rollercoasters and playgrounds use limited quantities... modular deck project aK)uses interest... SFPA encourages sales with seminars.

cluding large amounts of pressure treated southern oine {rom Curt Bean Lumber Co.

SlllPPll{0 cgsts are eased by Nu-Lines'cgmpact pallet 0l ready to install materials

Pl.lYGR0Ul{0 built in Tacoma, Wa., is constructed of pressure treated sguthern pine

ilIEGAC0ASTER at Six Flags Magic Mountain, Valencia, Ca., used 1 million lt. 0f w00d in-

Home Depot will relocate its Colma, Ca., store to a new 9 acre site: a 100,0m sq. ft. store and 15,000 sq. ft. outdoor garden center

Branson-Cross Lumber Co., Lathrop, Ca., is looking for a buyer or will voluntarily liquidate the firm...

Three Atlied Stores Inc. loca- tions, T-Bird Home Centers. Truth or Consequences, Ruidosa and Alamogordo, N.M., are being sold to Foxworth-Galbraith, Dallas, Tx.; the first two will be new locations for the chain with the later replacing a store destroyed by fire.

Jerryb Home Improvement Cenre4 Eugene, Or., has undergone a complete overhaul, including the addition of u0,0ffi sq. ft. of retail space...Dave & Susan Mefbourn have acquired Albeni Falls Building Supply, Oldtown, Id., from Blackie Ockert.

Cottier Warehouse, lnc., San Francisco, Ca., opened its fourth branch, in Rohnert Park, Ca., with 3,510 sq. ft.of warehouse, retail and office space . Molalla Hardware, Molalla, Or., has changed its affiliation from Coasr to Coast to Ace Hardware

Meeks Lumber Xard, Redding, Ca., had estimated losses of half a million in a late 1990 fire

ll/'estern Woods, Inc., Chico. Ca., opened a new Fresno. Ca.. office and distribution yard; rngr. is Chris Hedland, formerly with Weyerhaeuser in the area for l0 years.

(Jniversal Forest Producs has opened a sales office in Santa Rosa, Ca., at 2455 Bennett Valley Rd., David Ponts in charge, as additional support for the Arcata, Ca., redwood opera- tron... 'rll

Bear Forest Products moved its offices to Riverside, Ca., and the yard to Valley Reload, Fontana, Ca., where they provide covered storage and ATSF and SP Rail-

Products is a new Portland, Or., ["Tq{concept

r^r,nr new so. ca. ;;;;rr ,*;;; sales oflice is in new quarters in figs.) rose 9.3% Temecula, Ca. . . Dooley Indus- adiusted rate of I tries, Inc., Pasadena. Ca.. has wilh a 102% suru Pasadena, Ca., has a I02% surse been formed by Dennis Dooley starts. . . singlE and will^use the name Dooley dropped 9.8%-anc Lumoer Lo. . .. mits slipped 1.4%.

;;;4";fi1.;'... siiffoi' iiii:'t A Peterbttt tv

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u,n carirornia_ Jan. ll-13, management seminar, Pacific Grove, Ca.

^.::t):::YNo'tt

Mountain States Lumber & Building Material Dealers Association - Jan. l4-16, residential framing lumber estimating seminar, Albuquerque, N.M.

Seattle Hoo-Hoo ClubJan. 15, grading school (lst of 7 weekly classes), University of Washington, Seattle, Wa.

CAN NOW BE YOUR MOST DEPENDABLE NEW SOURCE FOR

North Cascade Hoo-Hoo Club - Jan. 16, beer & crab feed, Elks Club, Mount Vernon, Wa.

Maui Hoo-Hoo ClubJan. 17, meeting, Maui, Hi.

Spokane Hoo-Hoo ClubJan. 17, initiation meeting, Spokane, Wa.

Western Building Material AssociationJan. 17-20, Young Westerners conference, Greenwood Inn. Beaverton, Or.

Dub's Ltd.Jan. 18, golf tournament, Canyon Lakes Golf Course, San Ramon, Ca.

Sacramento Hoo-Hoo ClubJan. 21, initiation meeting, Sacramento, Ca.

Oakland Hoo-Hoo Ctub - Jan,22, initiation meeting, Oakland, Ca.

Black Bart Hoo-Hoo ClubJan. 23, Industry Night, Ukiah, Ca.

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

Portland Hoo-Hoo Club - Jan.24, meeting, portland, Or.

Inland Empire Hoo-Hoo ClubJan. 25, initiation meeting, Indian Hills Country Club, Riverside. Ca.

NOW OFFERING HARDWOOD LUMBER, MOULDINGS AND MILLWORK, IN ADDITION TO OUR VAST INVENTORIES OF PARTICLEBOARD, PLYWOOD, HARDBOARD AND FIBERBOARD. WE ALSO OFFER DRAWER SIDES. COMPLETE CUT TO SIZE AND FABRICATING FACILITIES, AND DIRECT MILL SHIPMENTS

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Shasta Cascade Hoo-Hoo ClubJan. 25, initiation meeting, Redding, Ca.

World of ConcreteJan. 28-Feb. 1, Las Vegas, Nv.

Ace Hardware Corp. - Jan. 30-31, lumber & building materials show, Bally's, Reno, Nv.

FEBRUARY

Our Own HardwareFeb. l-3, building materials expo, Catamaran Resort Hotel, San Diego, Ca.

Mountain States Lumber & Building Material Dealers Association - Feb. 1-2, board meeting; Feb. 3-S, western lumbermen's council meeting, San Marcos Hotel. Chandler, Az.

American Wholesale Hardware Co.Feb. 3, show, Long Beach Sports Arena, Long Beach, Ca.

Tacoma Olympia Hoo-Hoo CtubFeb. 5, Casino Night, Huntsman, Tacoma, Wa.

Central Builders Supplies Co.Feb. 5-6, annual buying show, Orlando, Fl.

California Sentry Hardware - Feb. 9-10, market, Los Angeles Fair & Exposition Complex, pomona, Ca.

Spokane Hoo-Hoo ClubFeb. 14, Valentine's party, Spokane, Wa.

Forest History SocietyFeb. l7-22,Latin American forest & conservation history conference, San Jose, Costa Rica.

Dub's Ltd. - Feb. 18, golf tournament, Claremont Countrv Club. Oakland. Ca.

Domotechnica'91 - Feb. 19-22, international fair, Cologne, Germany.

Preservationists Busted

A drawing by Citizens for Balanced Growth to decide the winners in a fund raiser among those donating to an initiative camPaign for November's election was halted by a force of Washington State Gambling Commission agents in what a special agent called an investigation of "a crime of professional gambling," according to the American Forest Resource Alliance.

Washington Taxpayers for Livable Communities, the opposition to Initiative 547, which did not Pass, admitted tipping authorities off to the raffle at the Washington Environmental Council oflices, an AFRA spokesman added.

G-P Helps Gulf Troops

Georgia-Pacific's Mail-Well Envelope subsidiary has manufactured one million envelopes to be sent to U.S. troops in the Middle East using paper donated by G-P.

Similar to postal service mailgrams, the envelope opens so that a letter can be written on it, then folds and seals for mailing. Each bears the line "Thanks to our trooPs from Mail-Well Envelope and GeorgiaPacific."

Safer Truck Backing

A sensory measuring device has been developed to keep truck drivers from hitting loading docks as they back into position.

Utilizing a range-finder developed by Polaroid Corp., the distance measurer bounces ultrasonic signals off the truck's bumper and monitors the changing distance by measuring the echo's return time.

The device, which is mounted on the loading dock, has a large digital display that flashes the distance changes in reverse so that the driver can read it with his mirrors. Developed by Portec Inc., Oak Brook, Il., the device is expected to be available this year.

Seniors Are Good Customers

Over the next decade the 45-54 age group will grow 450/o from 25 million to 37 million. The 55-64 years group will increase 730/o lo 24 million with the 75-84 Year old increasing 210/0. The 65-74 group will drop about 2%.

Quality Contrcl Starts at a Very Early Stage at PacTfic

fi:ffirh 'D) Southeast Forcst Products

Whatever happened

8y

Matt Moulder

Whatever happened to Proposition 130, the anti-logging initiative on.the California ballot last November? Whereas the proposal was supposed to pass by a wide margin, it was soundly defeated. Had it passed, timber supply in Caliiornia would-have been greatly reduced.

While the immediate threat-of new, restrictive rules and regulations has died down with this defeat, the problem has not Sone away. We can rest assured that the preservationists will be hammering away at public opinion in an endeavor to get their way. Many lumber manutacturers, remanutacturers, mill supply touses and others associated with the lumber industry donated monby to defeat Prop.130. The effort should not stop here, but continue to avoid future pitfills. The best defense, they say, is a good offense.

We are acquainted with a local lady airplane pilot who works with the California Dividion of Forestry during the fiie season spotting fires from the air. She says she used to be sympaihetic.with the philosophy of the Siena Club, but lbst enthusiasm when their ideals began to conflict with her good common sense. The turning point was seeing how much devastation in remote areas could have be"eri avoided with aload system. She points out that in many cases if a fire crew and equipment could have driven to the scene at the outset, the fire could have been controlled and the beauty and value of the forest preserved.

A videotaped interview with this pilot as part of a tv short would be very effective. A clearcut area after replanting would be something a lot of peoole have not seen. Wouldn't this be novel? Our local public tv station showed two f ilms put out by the Audubon Society this past year and in both there were plenty'of shots'of clearcuts right after logging, but little.said.or shown on replanting. lt miSht be a revelation for the.public to see that the industry does not "iut ouiand get out" as is implied by the opposition.

OwlDropplngs

There is an argument for waiting to ask for donations to f ight the anti-logeinq movement intil the economii stall that our industry finds itself in subiiais. uo* bad is business right now? | am reminded of a saying I first heard many vears ago, attributed to the late Bill Burford (Plumas Lumber Co.), "Business ii so bad that even the people who don't pay their bills aren't calling." We do eet a few letters arid calls from readers. After the article on Placerville's Wesifamily a few issues back, we received a letter to the effect that the Wests' influence locally was greater than we thought. The reader oointed out that even the highway through town was named after Harvey West. We checked this out and, sure enough, the signs say "Highway 50 West".

Manufacturers:

Mountain States Lumber and Building Material Dealers Association will be headed by Mark Swager in the coming year.

Manager of Anderson Lumber Co. in Idaho Falls, ld., he succeeds Gary Woodward, president of G&W Buildins Supply, Anthony, N.M.

Other MSLBMDA officers include Kent Brosh, president of Crissey Fowler Lumber, Colorado Springs, Co., 1990-

BCEC & AWC Program Merger

The National Forest Products Association Building Codes and Engineering Council and the American Wood Council expected to merge effective Jan. 1, combining the AWC consumer/builder communication

9l president-elect, and Dave Runyan, general manager of Babbitts Home Center, Flagstaff, Az., secretary/treasurer.

These officers will be in charge of activities during MSLBMDA's l00th anniversary year. More than 25 lumber dealers in the area have contributed funds for the celebration which began with the western jamboree celebration at the NLBMDA convention in Colorado Springs.

program with the NFPA code and engineering programs.

Approved by the AWC and NFPA boards at their November meetings, the merger must be confirmed by the AWC membership.

Depot Sets Up Western Div.

Home Depot has consolidated its stores west of Texas into a new unit, Home Depot Western Division, based at existing regional offices in Fullerton. Ca.

Heading the division are Bill Hamlin, president and c.o.o.; Kurt Plouff, v.p.-merchandising, and Bryant Scott, v.p.-store operations.

Home Depot chairman and c.e.o. Bernard Marcus expects the "organizational experiment" to eventually be applied to other areas of the company. "The move is in keeping with our philosophy of decentralized decision making which has enabled us to grow successfully while avoiding a chain store mentality," he said.

The chain currently operates 136 stores in l2 states, of which 49 are in the new division. Plans are for 355 stores nationwide including 126 in the West within four years.

Last Hammond Yard Sold

Once among the greatest lumber companies in the world, Hammond Lumber Co. is no more, with the sale of the last remaining yard, in

Bellflower, Ca., to Barr Lumber, Los Alamitos, Ca.

Founded by A.B. Hammond in 1905, Hammond Lumber Co., San Francisco, Ca., would grow to include sales olfices across the country, steamships, timberlands, tree farms, manufacturing facilities, an international export business and retail yards throughout California.

In the 1920s, its main yard in Los Angeles, Ca., was considered the largest retail lumberyard on earth, covering 27 acres, stocking l5 million bf. of softwood lumber and 2,000 ft. of hardwood flooring, selling more than 500,000 bf of lumber every day, employing 200 people in the office and I,000 in the yard and mill, and keeping 40 trucks in constant motion and 50 horses and mules in the yard.

In 1956 Georgia-Pacific, eying Hammond's valuable redwood lands and operations supplemented by a l93l merger with Little River Redwood Co., Ltd., paid $75 million for the entire Hammond Lumber conglomerate. Within a year, G-P sold off all 32 retail yards.

The Bellflower yard, acquired by Hammond in 1924. was sold in 1957

to Johnson Cashway of Omaha. Dick Bailey went to work in Bellflower in 1968 and bought the company in 1979. He will stay on through March 1991 as interim manager and then retire.

U.K. Giant Buys Cavenham

British-American industrial management corporation Hanson plc has purchased General Oriental Securities Ltd.'s 85% stake in Cavenham Forest Industries, Portland, Or., for $ l.l I I billion and plans to buy Hornwood Barbados Ltd.'s l5o/o share for $189 million by August.

Cavenham, the sixth largest private owner of U.S. timberlands and 12th largest lumber producer, owns or controls about 1.7 million acres in Oregon, Washington, Mississippi and Louisiana. Sawmills are in Warrenton, Or.; Bogalusa and Holden, La., and McComb and Silver Creek, Ms.

Among Hanson's many operations are Jacuzzi, Ames Tools, Kaiser Cement, Hanson Lighting, and Every Ready Batteries.

Remodeling sales easy aS

llt ITH nosediving housing starts

UU and sales, recession-shy homeowners might use an extra pushinto do-it-yourself remodeling. And retailers playing to this growing market can garner a piece ofthe $108 billion a year industry, reports the DoIt-Yourself Institute.

1.2.3

Follow the following three merchandising suggestions:

l. Advertise the savings. D-i-y tiling work can save 400/o to 600/0. Finishing work, such as drywall installation, done by the homeowner offers savings of about 44%.

Computerized Gabinet Salesmen

To further aid consumers in visualizing how certain cabinets will look in their particular kitchens and baths, computeraided design systems continue to pioneer new technologies.

Utilizing customers' room dimensions, the systems can plug in hundreds of different

cabinet styles and decorating options, later printing out full color, three-dimensional floor plans, material lists and price quotes.

Kitchen design advancements by Planit, Slidell, La., include 3-D drawing tools for drawing unusual shaped countertops or other objects, including totally custom cabinets; a room stretching mode, which adds extra windows, doors or walls with the click of a button, and a zoom feature, allowing you to zoom in close for detail work.

Auto-Graph, Lexington, Ky., oflers high flexibility. It can be used with Apple Macintosh, IBM or lBM-compatible personal computers to design kitchens and baths.

But homeowners should actually spend more at your store than professionals to complete identical projects. Do-it-yourselfers are less likely to have tools and other supplies already on hand, more likely to use more materials per job, and don't receive a contractor's discount.

2. Advertise the simplicity. Make salespeople and telephone hotline numbers handy. Utilize design sample materials and computers. Offer home delivery services. Conduct clinics. Stock instructional literature and videotapes.

Story at a Glance

Attract apprentice cl.'i-y rcmodelers by merchandising savings, simplicity and satisfaction.

One coastal yard recently compiled a full library of do-it-yourself videos, covering everything from painting to bathroom remodeling. All tapes are loaned out to customers for free. And, says the manager, "things have definitely been picking up.tt

3. Advertise the satisfaction. A project seems much more valuable to the person who does it himself.

Driver Drug Test Compliance

Companies that must comply with the Department of Transportation drug testing regulations which became effective Dec. 2l have several options for setting up programs. They may hire a company specializing in providing drug testing service as an independent third party that can institute and maintain a drug testing program for them. A second option is to handle the program themselves using a physician who is a trained medical review officer. Although this person also may be board certified in occupational medicine, it is not required.

The new law applies to any company with 50 or less drivers, engaging in interstate commerce, using trucks over 26,000 GVW or driving placarded vehicles. Compliance requires a clearly defined written drug testing policy available for inspection by employees, random test selection, blind record specimen management, employee education, supervisor training, record retention, use of a medical review o{ficer, use of a National Institute on Drug Abuse certified lab and access to a substance abuse program.

Less Money For Building Loans

Financing for commercial projects may be more difficult to obtain this year, according to the Wall Street Jour' nal. It says big insurance firms plan to sharply curtail or eliminate loans to developers, reducing long term financing availability.

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

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Steve Ryan, General Manager

In California (800) 582-3950

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REDWOOD

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HARDWOODS CEDAR

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Industrial components Siding

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QUALITY & INTEGRITY

Millwork

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John Turner Patric Taylor

Carl Henoch Stan Cochran Jim Ferreira Tom Parent

Gulf Reservists Law

With reserves being called for service in the Persian Gulf, emPloYers need to be informed on reemPloYment rights.

Governed by the Veteran's Reemployment Rights Act, certain specific statutory rights are granted to reservists who enter active dutY either voluntarily or involuntarily.

A returning reservist has a right to his former position with the same seniority, status and pay if he is still qualified to do it and applies for reemployment within 90 days after being discharged or within 3l daYs after training of l2 weeks or more or active duty of no more than 90 daYs. If he is unable to perform his former duties because of a disability sustained during service, but is qualified to perform the duties of another position, he must be reemPloYed.

To be eligible for reemPloYment, a reservist called up for less than 12 weeks must report to work on the first work day after the last day needed to travel from the training place to the emploYment Place or within a reasonable time if the delay is beyond his control.

Returning reservists are to be treated as ifthey have been on leave of absence. If the employer does not maintain health insurance coverage for those on leave of absence, he is not required to do so for a reservist on active duty. However, since it is possible that the employee will have difficulty reinstating company provided health insurance, it is recommended that if the employer does not pay for it, he stronglY suggest that the reservist continue to pay the premium,

If an employer generallY does not pay those on extended leaves of absence, he is not required to do so for the reservist on active dutY. A returning reservist who has been on duty for l2 weeks or more cannot be discharged except for cause for six months after his return.

Big W Buys Fire Retardant

Weyerhaeuser has acquired exclusive U.S. distribution rights for Pyrotite, a fire-retardant laminate, from Barrier TechnologY Inc., Vancouver, B.C.

Applied as a coating to wood, the inorganic ceramic based laminate becomes a barrier between the wood and any fire to which it is subjected.

The laminate contains 500/o water and releases steam to resist the fire as heat builds up.

After approval by the Building Officials & Code Administrators International, Weyerhaeuser expects to begin marketing Pyrotite-coated plywood this year.

lst Rules Meethrg In 20 Yearc

The National Grading Rule Committee will meet for the first time in 20 years to finetune certain standards for dimension lumber.

The Feb. l3-14 oPen meeting in Dallas, Tx., will tackle several issues, including general housecleaning, methods in measuring knots and clarification of terms such as "wane" and "unsound wood," said committee secretarY Tom Searles. Terminology in related rules was questioned in a recent lawsuit in Canada.

The group last met in 1970, though it has since taken numerous actions by mail. "The needs of the industry change and some things are easier to resolve in Person," said Searles.

"The Quiet Giant"

0 Giant in LongevityA major West Coast forest products wholesaler since 1926.

0 0 0

Giant in IntegrityContinuing a tradi. tion of solid ethics.

Giant inExperienceAn efficient' courteous sta{f-always reliable.

Giant in ServiceCargo, rail, truck and L.A. Harbor inventorY to fit your needs.

Burns Lwnber ConPanY

...Doing the iob for 64 yeors and still standing tall.

Today's Fibreboard: not jrstanother

We are the custodians of I 17,000 acres ol-our own pine and white fir timberland, where we grow, harvest and reforest our most precious natural resource.

We are the operators of four energy-effi cient softwood lumber mills with an annual production in excess of 200 million board feet. And we are the producers of the finest hardwood plyrvood available on the market.

CM don

We are the engineers of state-of-the-art remanufacturing technology, producing 65 million board feet of solid and finger-jointed jambs, fiames, moulding, and custom millwork.

We deliver our fine products directly to you via our own wellmaintained fleet of trucks. From the forests and facilities of Fibreboard, to you. It's cost-effective. It's reliable. And it'sjust plain servrce.

We're the Fibreboard companies. A team of millworkers and foresters...truckers and technicians... who together, over time, have come to realize that the very best way to make a living is to build and deliver products in which we can take great pride.

We are the company with a conscience. Caring for our forests. Caring for our people. And caring for our customers... manufacturing the products you've asked us to develop, to the highest of standards.

The Bottom Line . Fibreboard's companies stand for quality. Quality you can build on. Today's Fibreboard. Much more thanjust another forest products company.

PERSONALS

Bill Walters has been named gen. mgr. for Weyerhaeuser Co.'s realigned laminated products group, Cottage Grove, Or. Jim Dodd is sales & mktg. mgr., replacing Ted Wier, who has retired alter 29 years with the firm. The group consists of region sales mgrs. Larry Leith, Bill Louden and Drew Schasnyl segment sales mgrs. Barry Johnson and Dodd, and sales support Jay Hanson, Jerry Thompson and Kim Cochell.

Ron Vickers is now v.p. and gen. mgr. of Emerald Forest Products, Eugene, Or.

Ron Lodge, Industrial Wood Products, Scottsdale. Az.. has been elected lst v.p. of the Phoenix Hoo-Hoo Club, reports new pres. Jim Pope, Kaibab Industries, Phoenix. Glenn Miller, Pueblo Lumber, Phoenix, is 2nd v.p., and Chuck Pensinger, Penco Sales, Sun Lakes, sec.-treas.

Dick Bailey, Hammond Lumber Co., Bellflower, Ca., and his wile of 42 years, Nancy, are retiring to Lake Tahoe, Nv., near their daughter and grandson.

Bruce Lindsay has left English Bay Forest Products, Portland, Or., and formed E,vergreen Specialties Ltd., North Vancouver, 8.C., Canada. George Winter, wood moulding & millwork purchasing agent, GeorgiaPacific, is recuperating at home in Acworth, Ga., following heart surgery.

Michael O'Malley has joined Honre Depot's management team, beginning as asst. ntgr. at the Riverside, Ca., store.

Williams C. Cairns, pres., WyckoffCo., Seattle, Wa., has retired after 3l years with the firm, according to Bruce G. Lines. Ted DePriest is now v.p.gen. mgr.

Jim Ramsey, Georgia-Pacific, is back in Fort Bragg, Ca., after a Ca./Az. vacation which included an ocean cruise to Ensenada, BajaCalifornia, Mexico.

Tony Avery has joined the sales team at Mary's River Lumber Co., Corvallis, Or.

Royce Stanford, Weyerhaeuser Co., has been elected pres. of the National Particleboard Association, succeeding Jack Sweeny, Temple-lnland Forest Products. Jack O'Leary, Union Camp, is now v.p., and Robert Carter, Boise Cascade, sec.-treas.

Ed Valpy, Furman Lumber, Portland. Or., has retired after 40 years in the business, the last 22 with Furman.

Marty Vanderburg and Herb Trautman are heading Servistar Corp. lunrber & building material div.'s new West Coast branch in Eugene, Or.

John M. Richards, pres. and ceo, Potlatch Corp., San Francisco, Ca., has been elected to the board ofdirectors. replacing Richard G. Landis, who has retired.

John M. Swedeen is now comnrercial/ residential mktg. mgr. for Schlage Lock Co., San Francisco, Ca., reports John R. Devin, v.p. of nrktg. & sales.

Sam Nigh, pres., Nigh Lumber Co., Soquel, Ca., has been named a judge in the Anrerican Hardboard Association's 1991 "Home of the Year" contest.

Dan Bohannon, pres., Bohannon Lumber Co., Orange, Ca., retained his No. I ranking in So. Ca. by winning the Men's 40 and over div. of the Senior Grand Prix Tennis Masters Championship, held at Rancho Bernardo, Ca.

Jim Fyfe is now in charge of mill direct sales for All-Coast Forest Products, Cloverdale, Ca., according to Jeff Howard.

Tom Parent is new to sales at Cal State Forest Products, Anaheim, Ca., reports Patric Taylor.

William M. Shields, Willamette lndustries, Portland, Or., has resigned as chairman of the American Forest Re-

source Alliance. K. David Hancock succeeds him. Shields is now a vice chairman, along with A. Milton Whiting, Kaibab Industries, Phoenix, Az.; Bruce Engel, WTD Industries, Portland; Dick Bennett, Bennett Lumber Products. Princeton, Id.l Harold Airington, GeorgiaPacific, and Robert Owens, Owens Forest Products. Committee chairmen include E,ngel, legal affairs; William Dennison, Timber Association of California, Sacramento, Ca., coalitions; R. Kirk Ewart, Boise Cascade, Boise, Id., legislative, and John McMahon, Weyerhaeuser, Tacoma, Wa., technical. Vice chairs: Hugh

Travaille, Potlatch Corp., San Francisco, Ca., legal affairs; Cathy Baldwin, Willanrette Industries, communications; William Hamilton, Potlatch, Coeur d'Alene, ld., coalitions, and John Turner, G-P, legislative.

Creighton Packet is the new shipping supervisor at Mungus-Fungus Forest Products, Climax, Nv., according to owners Hugh Mungus and Freddy Fungus.

(Please turn to page 33)

t0UlSlAllA-PACIFIC and Cascade Empire, Lake Oswego, 0r., combined efforts to provide LPI 23 series l-joists, design and project support for the renovation of Sports Kids University, a model sports facilitv in Running Springs, Ca., that will be used in conjunction with president Bush's national drug prevention/education pr0gram for children. Tom Mock, sales manager at L-P's Red Bluff, Ca., mill arranged the l-joist donalion.

Business Before Pleasure

Start your business calls with business talk and end with social chatter. If the call is interrupted, you won't have to call back. And if you finish the call, you leave on a friendly note.

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

Douglas fir, pine, green & dry hemlock, white fir, plywood

Personals

(Continued .lrom page 3 I )

Dick Passaglia has left Sequoia Supply/ PrimeSource, Irvine, Ca., to join Crown Bolt, Santa Fe Springs, Ca.

Jack Millikan, retired fbrmer principal of Lane Stanton Vance Lumber Co. now residing in Mission Viejo, Ca., recently travelled for a month in Yugoslavia and Switzerland.

Bill Choske, formerly of Laminated Timber Services, Ontario, Ca., has joined Redwood Empire's sales team at the new Temecula, Ca., office.

Charley Bingham, Weyerhaeuser Co., has been presented the National Forest Products Association's Membership Promotion award.

Jim Buckley, Pine Products, Prineville, Or., has been promoted to sales mgr.

Ron Wilson is now mktg. mgr. for Ochoco Lumber, Prineville, Or. Tim Black is new as sales mgr.

Larry White, Pacific Southeast Forest Products, Diamond Springs, Ca., and his wife, Ann, spent the Christmas holidays in Lahaina, Maui, Hi.

Bob Loucks, sales mgr., Weyerhaeuser, Klamath Falls, Or., will retire at the end ofJan. alter 32 years in the business.

Sandra Lavino has been elected pres. of the Western Wood Preservers Institute, succeeding Wes Alt. Earl Croxton is v.p.; Amos Kamerer, sec., and Bruce Lines, treas. Tom Gardiner, David Bruck and Alt join them on the board of directors.

T. Marshall Hahn, chairman and ceo. Georgia-Pacific, Atlanta, Ga., had the chemistry laboratory building named after him at Virginia Polytechnic Institute & State University, where he served as pres., 1962-74.

Clifford T. "Kip" Howlett Jr. is now v.p. of environmental & government atTairs for Georgia-Pacific, Atlanta, Ga.

Richard L. Bready, pres. and ceo, Nortek Inc., has assumed the duties of chairman, following the retirement ol Ralph R. Papitto. Dennis McGillicuddy is a new director.

Don Johnston has been named gen. mgr. of Allweather Wood Treater's new plant in Medlord, Or. Bob Anno hasjoined the new operations as sales mgr., reports Gerry Glem.

Ray Bergman is new to Teco/Lumberlok, Hayward, Ca., as western reg. sales mgr.

Stanley Jarmiolowski has been named v.p.-treas. of local Pay'N Pak Stores, Kent, Wa.

John Safarik is now reg. sales mgr. for Junckers Hardwoods, Inc., Placentia, Ca.

Jack E. Rowbotham has been elected pres. of the Plywood Pioneers Association. Kirk Cooper is v.p.; Billie J. Larson, sec.-treas., and Norman O, Cruver. membership committee chairman.

Gor,prNG Sur,l,rvAN Lurugnn SaLES

Home Center Show Highlights

The latest lumber and building products, as well as hardware, millwork and other home improvenrent products, will be displayed at the l99l National Home Center Show. March 24-26 aI Chicago's McCormick Place.

Highlights of some of the products to be shown:

Louisiana-Pacific: gypsum wallboard and l-joists, a high perfornrance alternative to wide dinrension lumber.

Burton Woodworks: pvc lattice.

Reflectix, Inc.: reflective insulation with pre-formed flattened edges that hold staples securely.

Phoenix Millwork & MfC., Inc.: a six ft. basswood or oak rail.

ODL Inc.: oak and nrahogany exterior entrydoor systenrs with decorative glass patterns in slab and prehung models.

Jarrett,Inc.: true-divided or single-light insulated aluminuntclad, prefi nished windows.

Ply-Mould Corp.: prefinished

tongue & groove planking; white washed oak look prefinished moulding' knocked down shelving systent.

Abitibi Price Corp.: l/2" hardboard with a fusion finish; interior entryway door trim kit.

Leslie-Locke Inc.: wood framed roof windows with hardwood curbs, Low E glass, aluminunt step flashing and double-sealed marine glazing.

American Lock Co.: a complete nraximunr outdoor security program.

Estwing Mfg.Co.: fiberglasshandled hammers with vinyl grips.

General Tool Mfg. Co. Inc.: woodworking measuring and marking kit.

Skil Corp.: plate joiner kit; extra power in-line cordless screwdriver.

Macklanburg-Duncan: waterbased, environmentally safe adhesives that clean up with soap and water.

Standard Tar Products Co., Inc.: a polyurethane base, interior wood finish.

Red Devil Inc.: a real wood veneer in cedar, cherry, walnut and oak with a laminated backing. And an entire pavillion in the North Hall will showcase products from 16 manufacturers from the People's Republic of China. Organized by the Chinese Consul for Participation in International Trade, the exhibit will feature mainly hardlines. The exhibit is believed to be a first in this industry.

These are a few of the thousands of products to be displayed by more than 1000 exhibitors including 100 first time vendors. The Showcase of Profits in Windows, Doors & Millwork will be presented for the first time in conjunction with the National Sash & Door Jobbers Association. Several educational programs and the Home Improvement University also are new.

Speakers during the show will include futurist/author Alvin TofIIer and sportscaster Terry Bradshaw.

LETITIERS

IS CHANGE CONSTANT?

Asyou may remember, Billie Gowans retired last December and has never regretted her decision for one minute. She always purchased the subscription to The Merchant Magazine, bvt it ended up here in the office. Now that her subscription has expired, I would like a new one started immediately in Siller Bros. Inc.'s name.

I will enclose our check lor the first one year's subscription. It would not be a lumber ofllce without your magazine. I notice that the magazine started in the same year that I was born, 1922.

My plans are to retire around the end of March next year. That will conclude 43 years in the lumber business for me. Billie and I both say that the lumber business isn't what it used to be. However, I remember people retiring in the '40s and '50s who said the same thing. Maybe like everything else, it has to change.

Thank you for all the good reading and pictures in your magazine over my years in the lumber industry.

David H. Gowans III Controller, Sawmill Division Siller Bros.

Inc.

P.O. Box 1488 Anderson, Ca. 96007

Broom Burglars Nabbed

Two men accused of trying to steal maintenance tools from Hubbard & Johnson Lumber Co., Mountain View, Ca., were arrested by police after triggering infrared alarms.

"One of the guys said he needed a broom and a mopthat's all he said," reported police, after arresting John Edward Craddick. 18. and Matthew Gabriel Slater, 19.

Police surrounded the yard Dec. 5 at 2:14 a.m. and said they noted the men had thrown tools over the fence and were climbing back over with more tools.

Dock Shelter

A durable dock shelter from Fairborn U.S.A. offers weather protection to loading dock areas during material handling operations.

NEW PRODUCTIS and selected

sales aids

Fine Wood Garage Doors

Double profiled raised panel redwood and cedar garage doors have been introduced by Frantz Building Products.

Made from solid wood panels, they resist splitting and cracking. Options include bottom weatherseal, perimeter weather strip, locking system and automatic opener.

Fax Receptionist

A sophisticated yet economical voice/data switch, the Fax Line Manager from Dataline detects and routes voice calls, facsimile messages and computer modem connections over a single phone line.

The device eliminates installing a second line for a fax, dedicated line costs and unplugging and plugging phone lines to receive or send fax transmissions.

and four profiles each. Each has a corresponding illustration that identifies the profiles used.

Two literature pockets hold idea and how-to brochures.

Fork Spread

A fingertip-controlled hydraulic lever in the cab of Atlet's Four-Wav Reach Truck positions the forks tir handle either ordinary pallet loads or long, awkward loads. Forks can be adjusted up to 96".

The shelter incorporates Dynalon fabric on the head and side curtains and "Scotch-Ply" stays on the curtains to ensure pressure is maintained on the vehicle body. Compressible foam cords in the curtain edges conform to truck body irregularities, guaranteeing a snug fit.

Low Glow Accents

Cylindrical in shape, Malibu bollard accent lights from Intermatic accent walkways, paths, flower beds, pool areas and other outdoor locations.

One model allows you to use a single dedicated telephone line to connect both modem and fax machine. A second also permits connection of a phone and answering machine.

Moulding ldea Center

The Combination Moulding Designs Display from GeorgiaPacific provides a handy way to show how some standard mouldings can be combined to create "built-up" designs.

Approximately 2-ft. wide by 8-ft. tall,the display uses samples of actual built-up crown, chair rail and base treatments, using two, three

Available in 4,400 and 5,500 lb. capacities with lift heights up to 25', trucks feature automobile-type tilt steering wheel, foot pedal controls for quick acceleration and braking, adjustable side-seating and clear view, tilt-back mast.

Lights feature a faceted lens cylinder that gently diffuses light to create a soft glow. Unique bulb positioning eliminates hot spots, and internal reflectors help evenly distribute the most usable light possible.

The high impact polymeric light shield may be snapped on for 180" lighting in any direction or removed for full 360' lighting.

They use a low l2-volt current and come 19" or 26" high.

January 1991

Sales Poles

Two in-store pole displays for water-based, VOC compliant waterproofing sealers, stains and cleaners are now offered by OKON.

The 6' tall, 20-gallon floor stacker includes five corrugated stackers

Resources.

Each key is manufactured with an individual pattern of precisionmachined holes that operate the lock

Sets In A Hurry

Quickset Thin Set Mortar from W.R. Bonsal can be grouted two to four hours after use and allows for light traffic in six hours.

It may be used to install ceramic tile, quarry tile, high-bottom lugged

holding four cans each and 76" x24" two-sided header card. The table stacker is a smaller version, showcasing eight gallons.

Windows To The Future

Windows constructed of coextruded engineering thermoplastics to resist fading, chalking and distortion even in dark colors are now available from Vinyl Therm.

The windows provide high dimensional stability at elevated tem-

mechanism.

Included are hardened steel lock, two keys and nylon cord so keys may be worn around the neck.

For more information on New Products write The Merchont

Mogozine.4500 Campus Dr Suite 480. Newport Beach. Ca. 92660. Please mention issue date and page number so we can process your request faster! Many thankst

Automatic Gate Opener

An affordable automatic gate opener reportedly designed for easy one hour do-it-yourself installation is now available from GTO, Inc. Gate operation can be handled by either pocket-size remote transmitter with low-voltage push-button

tile, mosaics, pavers, slate, marble cement tile and stone. It can be poured over poured concrete, masonry, brick, portland cement plaster, gypsum wallboard, backerboard, and tile-over-tile.

switch or optional digital keypad, which can be post-mounted near the gate. Keypad code combinations can be set and reset.

Operating on 12-volt battery and I lO-volt charger, the openers come in single and dual gate systems.

peratures, good impact strength and molded-in color.

The line includes casement, picture, bay and bow windows, and the Garden Galaxy curved-glass unit.

Card Lock

Card Lock, a padlock utilizing a plastic credit card-shaped key instead of a metal key, is new from Arkon

Rolling Ruler

An instrument combining ruler, circle and semi-circle templates, protractor, T-square, angles, compass and magnifier for use on smooth surfaces such as glass, metal, wood and sheetrock is new from Graphic Wizard.

An auto measure feature facilitates drawing horizontal and vertical lines of unlimited length by preset-

CnneTWESTERA/ Tner,tsPoR TATtoI,t.

3120

v14) 276-1164 FAX 714-276-3303

ting the distance between the lines to 1/8,1/4 ot l/2" settings. A compass pivot button allows drawing circles up to 24" in diameter, triangles, squares, cubes and 3-dimensional art.

Enter Lightly

The LightMaker U-lnstall garage door opener from Stanley Home Automation allows opening the garage door and turning on indoor and outdoor house lights from the car.

The two-button transmitter can operate as many incandescent lights as desired and also has a Sisnal-Blcok security feature that prevlnts stray radio signals and opener accessories from activating the opener.

Seamless Tub Wall

A folding tile tub wall from Lyons Industries features one-piece construction so it has no vertical seams to caulk or clean.

bathroom. It is said to fit all standard tub pockets or alcoves, adjusting to fit an alcove 57-l/2" to 60" wide and 28" to 32" deep.

Safe Lift Trucking

A new operator restraint system designed to reduce the risk ofserious injury is now standard equipment on all models of Yale counterbalanced sit-down rider lift trucks.

The system helps keep the operator's head and torso within the confines of the truck frame and overhead guard should a truck tip over. It includes seat belt, hip restraint brackets, hood latches, manual and warning decals.

Aluminum Golumns

num columns. Columns are available in lengths up to 30' in white, brown and al-

The Shelter Cove seamless tub wall folds in a carton that is less than 4" wide, so it can be carried into the

A 16"-wide square configuration has been added to Superior's line of maintenance-free extruded alumi-

mond baked-on finishes. They reportedly will not rot, split, warp or weather and can be used as load bearing elements.

A full range of cast aluminum caps and bases is also offered.

Cord Order

A cordage merchandising program from Winchester-Auburn Mills features self-service packages that describe each product and demonstrate their different uses.

Cordage Source self-merchandising polybag labels are illustrated with graphics and color coded. The line includes a wide assortment of clothesline, rope, sash cord, venetian blind cord and twine made from polypropylene, cotton, nylon and other materials, as well as plasticcoated wire cable.

The supports ensure insulation is held snugly in place where the vapor barrier faces the unexposed heated hrea. They work well in hard-toreach crawl spaces and to hold down batts at eaves to maintain proper air flow.

Insulation Aids

Energy saving push-up insulation supports, primarily designed to hold batt-type insulation in place between floor and joists, are new from Teco/ Lumberlok.

Made of 13 gauge carbon steel with a chisel-cut point at each end to create a wedge fit when installed with a slight push of the fingers, supports come 100 per package, covering 150 sq. ft. of insulation with either 16" or 24" center spacing. Cartons of 500 supports are also available for larger projects.

Gustom Seals

Three new types of professionalgrade Teflon thread seal tapes said to be at least three times thicker than common do-it-yourself tapes have been introduced by Mill-Rose Co.

Dispenser packs hold full-density tapes specifically developed to seal metal or plastic threads in water lines, gas lines and oxygen lines. Counter and pegboard displays are available.

Miki Miconis o Doug Heryford

High Grade Air Hoses

Quick Couple premium air hoses from Senco reportedly last three to four times longer than standard red rubber hoses used for pneumatic tools.

Cabinetry Balcony

Oak, maple and cherry condiment shelves are new from Omega Industries.

The "out-of-the-way" storage shelf comes in 48" and 30" unassembled lengths, can be trimmed to any custom application and easily finished. Mounting hardware and instructions are included.

Said to withstand jobsite rigors such as sunlight degradation, oil and abrasion, the hoses can weather higher temperatures for longer periods of time and, with an inner tube reinforced with spiral-braided polyester yarn, can take up to 250 psi working pressure with over four-toone burst strength safety factor.

They can also use locking hose barb fittings instead of traditional crimped hose ends to repair the hose with only a knife.

REDWOOD SPECIALISTS

Automated Money Machine

An easy-to-use, fully integrated, two sided software package especially designed for the lumber and building material industry is new from Allgeier Computer.

Covering purchasing, inventory control, sales order processing and statistical analysis, the Lumber and Building Material System (LBS) is designed for the trading portion ofthe business. Sales order processing starts on a quotation level and can be processed through order acknowledgement, picking note, shipper, invoice and credit memo. In addition, the package contains an integrated point of sale system.

Detailed information about sales and purchasing can be generated in a variety of reports with the statistical portion. Other special features can produce jobsite costing, specified lengths, directs, A/R invoicing and payables archives and flexible pricing options.

Fully integrated with the other side of the Allgeier Financial Accounting System (FINAC), software package, LBS allows A/R, invoices, once they are printed, to be automatically transferred to FINAC where the system will post them. General ledger and payables also can be posted in FINAC.

FINAC can provide a full audit trail, customized balance sheets and profit and loss accounts. This can be done in consolidation reports for those with several companies being processed. Statements and reminders with a detailed aged trial balance also can be printed by FINAC.

Sign UpHere

Acrylic sign holders to turn ordinary paper posters into retail merchandising systems are now available from Dismar Corp.

Fully equipped with all hardware necessary to hang from ceilings, the holders are offered in three sizes: 23" x 29" (vertical),29" x23" (horizontal) and 29-l/2" x10l/2" (vertical) for streamers.

Sure Temperatures

Saverstat, an electronic programmable thermostat eliminating the need for an external isolation relay in homes with auto-spark ignition furnaces and other modern heating sources, is new from Maple Chase.

Powered by four AA batteries, the seven day programmable thermostat permits setting each day of the week individually. Four set points per day provide full automatic climate control.

Don l{cller

Soles Monoger

44lB N€ Heller Rd. Roseburg, Oregon 97470

FAX 503t672-5676 5031672-6528

Other features include large, easyto-read liquid crystal displays; large, contemporary touchpads; Quick Touch temperature override; summer-winter temperature storage, and compatibility with a wide range of 24 volt controlled heating and cooling systems with two to five wire connections.

FXNE

Sales - Bob Norton

Mark Smith

Phone: (503) 874-2236

FAX (503) 874-2123

P.O. Box 7 Riddle, Oregon 97469

Strip Tough

An extra-strength paint stripper formulated to handle tough stripping jobs is new from Klean-Strip.

KS-3 Semi Paste paint remover reportedly can strip away polyurethane or multiple coats of latex paint with a single application, clinging to vertical surfaces and working quickly.

PostsoBoilsoPickets

FIR

SPECIFIED: DENSE #1. SELECT FOHC EXPOSED, V.G, CLEAR 1x4 - Bx14 ,8' - 24' INDUSTRNT

Treaters seek closer retail relationship

D UILDING a closer working reEl lationship with the retailer and the consumer developed as important issues during the joint meeting of the wood preserving industry associations.

American Wood Preservers Institute, Southern Pressure Treaters Association, National Timber Piling Council and American Wood Preservers Bureau held both individualand joint sessions during the Nov. 7-9 meeting at the Ritz-Carlton Hotel, Atlanta, Ga.

Carrying out the concept of better communication with the media and the public, Robert J. Oltmanns, Skutski & Assoc., Inc., gave suggestions for overcoming the credibility crisis and responding to public concerns as did Peter Sandman, Ph.D. Robert P. Bringer, Ph.D and v.p. for 3M Corp., also underlined industry concerns for the environment.

American Wood Preservers In-

stitute members requested that their president write a letter to the ceos of the major lumber and building material dealers concerning the Consumer Awareness Program and the need for them, in their own interest, to distribute copies of the Consumer lnformation Sheets to customers buying treated wood.

The AWPI membership also dis-

Story at a Glance

Industry's need for better public relations, cooperation with retaiF ers and consumers discussed environmental benefits of treated wood accented... AWPI elects officers. next joint rneeting: Scottsdale, Az., Oct.3G Nov. 1.

cussed the need for the industry to develop a public relations program emphasizing the environmental benefits of using preservative treated wood products. The newly reactivated arsenicals committee will focus on issues of concern to both producers and users of waterborne arsenical preservatives. They will report on their goals at a meeting in San Francisco, Ca., Jan. 28.

Theodore A. Clay, Honolulu Wood Preserving Co., was elected chairman of AWPI. Other officers are Jeffrey H. Bull, Kerr-McGee Chemical Co., vice chairman; James L. Respess III, Langdale Forest Products Co., treasurer; James R. Batchelder, Koppers Industries Inc., past chairman; John F. Hall, president, M. Agnes Osborne, secretary.

Newly elected AWPI board members are William J. Baldwin, Hickson Corp.; Paul A. Goydan, Osmose Wood Preserving Inc.; Richard Jack-

TREATERS get together: lll Brian Mulvaney, Steve Reeder, Keith Howell. l2l Deb Barker,

Ed Bills. l4l Bill Brafford. l5l Leila Laine, Clyde Norton. 16l Baldwin, Grady Mary Sullivan, Mel Nixon.

Jerry Cook Crossman, l3l Laura & Jeft Bull, Bill

J0ll{I treaters meeting: lll Ted Clay, incoming AWPI chairman, Jim Batchelder, retiring chairman. 12l John Hall, AWPI pres., Dr. Peter Sandman. l3l Jim Christie, Eric Yeadon, AWPB pres. l4l Frank Robertson, Jimmy Rane. l5l Pat Hamilton, Bert Hawk,

son, Pacific Wood Preserving of Bakersfield, and George W. Varn Jr., Varn Wood Preserving. Joe Elder. Elder Wood Preserv-

retiring SPTA executive director. 16l Peter K. Bernuth, Fred L. 0mundson. l7l B. l. Min. l8l Joe Elder, John Hightower. l9l lan Stalker, Gene Chiu. ll0l Anita & Jerry Lathan. llll Conrad Kempton, John Chambers, Victor Lindenheim, Larry Ebner. ll2l Jim 0dendahl, ing; Jack Emmert, CSI, and Richard Biewer. John A. Biewer Co., were recognized with the presentation of the Seal of Approval for their out-

Gary Converse. llSl Jerry Waddell, George Eliades, Steve Rountree, Mark Barford. llll Ken Witzel. ll Sl Joel Dorough. (l0l Bob Bringer, Gladys & Bill Wright. ll7l Al Heberer. (l8l Ed Brownins. ll9l Dave Bryce, SPTA president, Penny & Clil Jones.

standing support to the industry. The l99l meeting will be held at the Camelback Inn Resort, Scottsdale. Az.. Oct. 30-Nov. l.

'W';Y\k1$

EIHIBIT time: ll I Mark Fish, Charles Berolzheimer. l2l Jay McCarthy, Phil Conti, Darrell Hungerford. 13l Gregg Wilkinson, Mit Scott. l4l Jack Gray, Diane Montoya, Tim Naulty. {51 Charles Reid. [0] Dave Hedberg, Gene Brewer, Ed Hedbloom. [7] Jim Turner, Jack Stose. l8l Pero Prpa, Don McAlister,

Fred Austin. l9l Mike & Gail Foreman. [l0l Steve Caporaso, Curtis Tollelsrud, Dick Hinz. Illl Mark Maynard, Erent Snyder. ll2l Mary Jane Young, Melinda Bishop. ll3l Jim DiStefano. Don Mclalwain. Harrell Hamilton, ll4l Florian Maylath, L. A. Richards. llSl John

Hoch. ll0l Dave Whisner. llTl Sara Bills. (l8l Bill Angstadt. ll9l Gus Halter, Rich Racic, Ken Gerardi. l20l Gary Bussell. 12ll Mike McFarland. {221 Pat Connelly. 123l Barry Adcock. l24l Dave Warlick, John Caplinger, Kevin Cummings.

NnrroNAL

Distributors 39 DrsrnrBUTCRS years young

AssocrATroN

I I NDAUNTED by speculation

lJ on what might be coming, distributors heeded the message of using the basics to sharpen management and improve people relations offered by speakers at the 39th annual convention of the National Building Material Distributors Association.

Financial experts, university gurus and industry consultants offered hours of shoulds and shouldn'ts for better management and more profit. Keynote speaker Peter Ueberroth set the theme of the meeting with his thoughts on " lf People Care Enough," urging firms to "adopt" schools and help the homeless.

Story at a Glance

NBMDA members told how to better manage Eastern Europe opportunities. .product displays get f;avorable re view. Bryson elected pres. ...1991 meeting in Texas.

Political commentator Mark Shields provided a light note as second speaker. Dr. John Stoessinger, international analyst and author, said distributors should begin now to explore the business potential of Eastern Europe in the 1990s.

More than 825 NBMDA members and guests registered at the Nov. l0-13 meeting at the Washington Hilton & Towers, Washington D.C. A 145 booth building products and services display attracted favorable comment and attendance.

Officers elected: George M. Bryson, Aetna Plywood, president; Garv McKillican. McKillican Dis-

tribution, Ltd., president elect; Paul Oct.26-29, 1991, is the date for W. Hylbert, PrimeSource, Inc., vice the 40th annual convention and expresident, and Joseph T. Theby Jr., hibit at Loews Anatole Hotel in Lensing Wholesale, Inc., treasurer. Dallas, Tx.

Glroiatr G

KEYIIllTE speaker lll Peter Ueberroth, Lyle Thompson. (21 Tom Koch, Peter Loveland. l3l

Barbara & Jim Edens. l4l Mark Setzer. (51 John Campbell. [0] Ed Mooers, Bill 8ird.

NEW LITIERATIURE

Wood Products In The'9Os

"The 1990s, The Final Decade: Boom or Bust for Wood Products?" is a special report on the future of the wood products industry, $5 lrom Random Lengths, Box 867, Eugene, Or.97440.

Deck-lt-Yourself

"The New Deck Guide," a 44-p and installation booklet, is free Georgia-Pacific, 133 Peachtree St. Atlanta, Ga. 30303.

Cabinetldea Book

A 70-p. folio of custom cabinetry designs is $7fromRutt Custom Kitchens, 1564 Main St., Goodville, Pa. 11528.

Through The Roof

"The Complete Guide to Roof Windows & Skylights" is free from VeluxAmerica, Box 3268, Greenwood, S.C. 29648.

Tape To The Side

"How to Apply Vinyl Siding," a 17min. VHS videotape, is $30 flrom the Vinyl Siding Institute, 355 Lexington Ave.. New York. N.Y. 10017.

Go Figure

Workshop Math, a 456-p. paperback aid to hundreds of woodworking math problems, is $14.95 lrom Sterling Publishing Co., 387 Park Ave. So., New York, N.Y. 10016.

Wall World

"Picture Perlect Walls," a booklet on Masonite paneling products, is free lrom MarketCom, 69 Main St., Binghamton, N.Y. 13905.

Acrylic Wall Finish

Information on a new acrylic wall finish, Ruff-lt Acrylic Sculpture Coat, is free from Z-Brick, (800) 828-0253.

Haul Of lnsulation

An insulation handling and storage tips brochure is free lrom CertainTeed, Box 860, Valley Forge, Pa.19482.

Window Show Kit

The Enlightened Remodeling Kit, including videotapes, ad slicks, radio scripts, flipchart presentation, signs, self-mailers, 128-p. remodeling guide, doorknob hang-

Custom Videos

Custom versions of Better Homes & Gardens videotapes tailored and packaged for your company are available from Meredith Video Publishing, l7l6 Locust St.. Des Moines. Ia. 50336.

Mixed Signals

A ll6-p. catalog of emergency and industrial signs, decals, tags, badges and pins is free from Emed Co.. Box 369. Buffalo, N.Y. 14240.

Swedish Finishes

ers, brochures, selection guide, blueprint book, press kit and product samples, is available from Andersen Corp., Box 12, Bayport, Mn. 55003.

Radon Prevention

"Building Radon Resistant Foundations," a 3l-p. paperback, is $3 for National Concrete Masonry Association members ($6 for non-members) from NCMA, Box 781, Herndon, Ya.22070.

Carry A Batt

A revised booklet on the benefits of mineral fiber batts and blankets in residential and light frame buildings is 750 from the Mineral Insulation Manufacturers Association, 1420 King St., Alexandria, Ya. 22314.

Fire Exit

Information on the new FireCore 20 Door made from a fire-rated mineral core is free from Masonite Corp., I S. Wacker Dr., Chicago, Il. 60606.

Information on Swedish hardwood floor finishes is available from Glitsa American, 327 S. Kenyon, Seattle, Wa. 98 1 08.

Like-Stone

A brochure on new ProFit Ledgestone interlocking manufactured stone components is free from Stucco Stone Products, Box 270, Napa, Ca. 94559.

Cedar Shake Up

"How to More Than Double the Lile of Your Roof," a 25-p. guide to maintaining cedar shake and shingle roofs, is $5 from The Cedar Guild. 51579 Gates Bridge East, Lyons, Or. 97358.

Rail Fleet Management

The updated National Industrial Transportation League Rail Users' Manualis $50 for NITL members and $70 lor non-members from NITL, 1090 Vermont Ave. NW, Ste. 410, Washington, D.C. 20005.

For Lawn Sakes

A 6-p. lawn and garden equipment brochure is free from Solo. Box 5030. Newport News, Va. 23605.

Hardwood Floor Care

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

The 4-p. "Care & Cleaning of Floors" is free from F-abulon Products, Box 1505, Buffalo, N.Y. 14240.

Get Set

A ceramic tile and marble setting systems catalog is f,ree from TEC, (800) 323-1407.

Gr OME WOODS are workhorses, D d.nr. and durable, suited for heavy duty uses. Others are showhorses, ideal for fine detail work to display their radiant beauty. Purpleheart is both.

About 20 species of Peltogtne throughout tropical America produce purpleheart, also known as amaranth and violetwood. It grows from Mexico down to southern Brazil, predominantly in the Guianas and the Amazon basin of Brazil.

The heartwood is a deep purpleviolet when first cut, gradually weathering to a dark brown. Recutting will restore the original shade, while laquer helps to hold the color. Conversely, sunlight, steaming and spirit finishes fade the purple color.

It is straight-grained but often irregular, wavy and occasionally interlocked, producing an attractive striped figure on quartered surfaces. Texture is moderate to fine.

Although ample in supply in South America, purpleheart's limited import into the U.S. and its showy appearance make it rather expensive. Consequently, domestic uses are mostly decorative, such as for inlay and overlay for fine furniture and cabinetry, marquetry, accent, paneling, jewelry and specialty items, especially the butts of billiard cues.

The wood is strong, heavy, hard, extremely dense and amazingly durable. It is highly resistant to wooddestroying fungi and dry-wood termites. Purpleheart also displays high strength in bending, stiffness and crushing categories and moderate re-

Purpleheart: brawn and beauty

sistance to shock loads and in steam bending.

In its native lands, where long lengths of the tall, slender tree are available, builders are able to capitalize on purpleheart's physical properties. Uses include heavy construction, housing, bridge building, fresh water pilings, dock and pier work, cladding, boat building, filter press frames and high traflic flooring, such as in gymnasiums. And its resistance to chemicals makes it a natural for chemical vats.

Story at a Glane

South American hardwood is both decordive and dura ble... violet color makes it prized in U.S. for fine tumed items high strcngth and rcsilience suits it to heavy duty construction in its homeland.

Yet there is a flipside to its denseness. The hardwood is difficult to work, with a moderate to severe blunting effect on tools. It also exudes gummy resin when heated by dull cutters, so is best run slowly through machines with sharp, high speed knives. Straight-grained material finishes well but tearing occurs in planing and moulding when the grain is interlocked or wavy. To achieve a smooth finish, a l5o cutting angle is needed.

It is hard to nail, necessitating pre-boring. But it glues, stains and wax polishes easily.

The wood dries relatively quickly, but care must be taken to remove all moisture from the center of thick pieces. Air drying is slow, with some end and surface checking or case hardening. Once the wood is dry, though, movement in service is minimal.

Decorative and durable, purpleheart has proven a versatile hardwood.

5-l12',$5.50/C lin.l 40 M lin. minimum.

F.O.B. San Marcos, Ca. Call Jim, Follis Millwork, (619) 744-4700, or FAX inquiries to F AX 6t9-744-0726.

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.

EXPERIENCED TUMBER TRADER

We are Hardwood and Softwood loo and lumber wholesalers with offices in Cinada and the United States. We are seekino sincere, experienced lumber traders whd have a view towards the long lerm. Work from your part of the muntry. or fiom our offices-in the Toronto area

This is an excellent ooportunitv wilh a well-established company.'

$8 MILLION North West manufacturer of building products needs experienced General Manager, Must have successful management experience. Responsibilities also include financial, sales & marketing. Please send confidential resume and salary history to Box 618, c/o The Merchant Magazine.

We enjoy an oulslanding financial and marketing reputation.

For complete details, please phone or write Bob Wilson in stricl confidence.

TWISTED AND WEATHERED

Douglas Fir S4S and rough, 3x4 and wider and 4x4 and wider. Twisted and weathered 2x4 and wider, 4x6 and wider, economy green or dry, mixed species. Call Bill Hunter or Bruce Benton, Hunter Woodworks, (213) 775-2544. (213) 835-s67 l.

LET

THE GOVERNMENT FINANCE

your new or existing small business. Grants/ loans to $500,000. Free recorded messase: 707-448-0330. (OFs)

MILLWORK factory: complete capabilities with ltalian/German machinery, includes 20 room house. Near lzmir on Turkish Aegean coast. Perfect for entry into Eastern Bloc markets. FAX for details: Jeanie Waggoner 0l l-90-(51) 68857r.

Selling Down South?

If you're selling in the South, Building Products Digest advertising reaches your market. A sister publication of The Merchant Magazine, the Digest has a monthly circulation of 12,750 dealers, wholesalers & distributors with at least twice that many readers. It provides blanket coverage of Texas, Oklahoma, Arkansas, Louisiana, Mississippi, Alabama, Florida, Georgia, South Carolina, North Carolina, Virginia, Kentucky and Tennessee. The rates are right and response excellent. Call (714) 852-1990 today to become one of our satisfied advertisers. It'll pay you.

Calling All Hoo-Hoo

HOW TO KILL A

l. l)on't Advertise! Assume everyone already knows what you sell.

2. I)on't Advertise! Forget about new, potential customers who would do business with you if reminded and urged to.

3. l)on't Advertise! Forget that you have competition trying to attract your customers away from you.

4. Don't Advertise! Never mind the fact that advertising is an investment in selling, not an expense.

5. Don't Advertise! Forget that you have to keep reminding your established customers that you appreciate their business.

-SOUTHERN CALIFORNIA_ LOSA}IGELESAREA

SAN FRANCISCO BAY AREA

American Plywood Corp. Pacilic Lumber C0. PrimeSource Inc (Fairlield) Primesource lnc. (San Francisco)

EmDire Sawmills

InsDeclion Seryice .......

Lumber & Supply

Trading. Inc. (oakley)

lnc. Snavely Foresl Products

Lumber Sales (800) 521-4868 Wendling-Nalhan Western American Forest Products (Benicia) Western American Forest Products (San Ralael)

Co. (800) 672-2.|30

White Erothers

NORTTIERN AND CENTRAL CALIFORNIA

Products

lnternational

Lumber Co.

Trucking, Je

Inspection SeNice

Lumber, Inc

Timber Co.

tt|SuRx/GRt88 VtttEY/0R0ItuE Agate Sales. Inc.

All-Cmsl Foresl Products, Inc. Cal State Forest Products (800) 350-3002 Forest Producls Marketing, Inc.

StlEnsflct0

Pacitic Wood Preserying of Bakerslield Corp. (800) 582-3950

c[0IEn0tu

All-Cmst Foresl Pmducts

Bowman Lumber Sales

Louisiana-Pacific Corp.

Preslon Lumber Coro.

Redwmd Empire (707) 894-4241

TllRT BRISO

Georgia-Pacilic Corp. (Redmod)

Hammd Products

Holmes Lumber C0, Fred C.

FnE8t0

GREATEFSAN DIEGOAFEA

Gmroia-Pacitic Warchouse

hlernational Forcst Producls

Pacilic Forest Products

Sierra Forest Products

Wesl€rn American Foml Products

Weyerhaeuser Co. (800) 742-1939

White Brolhers Woodwork Instilute ol Calilomia

Weslern Woods (Redding)

slcRltEir(l/sr0ctfi 0t tREt Active Distribution

8€adex Manutacturing Co.

Emman Lumber Sales

Calitomia Cascade hdustries

Capitol Plywmd

Ensworlh Forest Products (Sacramento)

Georgia-Pacific Warehouse

Hickson Corp. Kellehsr Corp. Laminated Timber Seryices. Inc. . L0uisiana-PacificCorD.

Pacilic Southeast Focst Prcducts

P & M Cedar Products

PGL Buildino Prcducts.........

River City Mouldino Co.

San Antmio Pole Coostruclion Co

Siskiyo0 Forest Prcducts

Stckton Wiolesale

Sun Focst Products

Thomas FoJest Pmducts, J.M.

Thmas Truckin0, Boy

Timb€rline Products, Inc.

Union Forest Products

Union Planino Mill

Unity Forest Products

Universal Forest Products

Waldrcn Forest Products

W€stem Wmd Trealing Co.

Weyerhaeuser Co.

While Emlhers silIt [08t tltt

Andel Forest Products

Caoital Lumber Co.

Gmrgia-Pacific Corp.

(elleher Lumber Co.

Marlin Forest Industries

Tamalpais Lumber Mill

utmlt/utuls

Ahl Forest Products

All Heart Lumber Co., Inc.

Cal Cmst Wrclesale Lumber. Inc.

Louisiana-Pacific Crro.

Perlomance Cmtings, Inc.

Bedwood Coast Lumber Co.

Western Woods. Inc.

Willits Bedwood Co.

YNETT

Siskiyou Forest Products

Ware Enterorises

oRAltGE, B|VERS|DE & sal{ BERI{ARDIl{O COUilTtES

BUVERS'GUIDE

PACIFIC NORTHWEST STATES-ROCKY MOUNTAINSWASHINGTOI{

COLOBADO

c0tutft E Vaagen Brs. Lumber, Inc.

R.S.G. Forest Products

Gram LumberCo.

t(Eltt0nE PGL Euilding Producls....

GEEITEn SEtTIU/IrC0]ilr tnEA

American Plywmd Association

Eeadex Manufacturing C0.

Burlington Northern Railroad Burns Lumber Co.

Georgia-Pacif ic Corp. (Tacoma)

Georoia-Pacilic Corp. (Seattle)

Kennedy-Johnsen Lumber Sales

PGL Euilding Products (Auburn)

PGL Euilding Pr0ducts (Marysville)

PGL Euilding Products (Alaska Div.)

Loth Lumber

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

North American Plywmd Corp.

Norlhcoast Redwood E Cedar Co. Simpson Timber Co.

Skookum Lumber Co. Western Turninos & Stair Western wood Preserving Co. Weyerhaeuser Co. (Seanle)

Co. (Tacoma)

ARtZOI{A

SOUTHWEST

Japan OKs Oregon Plywood

Gregory Forest Products. Inc.. Glendale, Or., is.the first U.S. plant to be given authority to apply the Japan Agriculture Standards (JAS) mark on structural plywood produced in its plant.

This will allow the plant to increase production to meet the needs of the Japanese market and keep employees on the job, according to president William H. Gregory.

Home lmprovement Bullish

Growth of home improvement product sales, which was projected to slow to 3.40/o in 1990, will slow again to 3.10/o in 1991 and then accelerate to average 6.20/o in 1992-94.

A study, one of two done for the Home Improvement Research Institute, notes that "the projected 5% growth for the five years 1989-1994 represents a slowdown from the average sales growth of 7.60/o over the last five years, but it compares favorably with a more serious slowdown in spending projected for other consumer markets."

The studies note that a growing number of consumers are buying at retail and having the products professionally installed. This B-l-Y market is expected to attract more and more consumers.

Although there is a strong link between home building and the home improvement market, the studies point out that the demand for products to improve existing homes will

remain strong despite a general slowdown of consumer spending. Real sale growth in the home improvement market is expected to average 2.50/o during 1989-1994, compared with 1.5% for consumer spending on all goods and services.

Following the slowdown of the last two years, growth in home improvement product sales to contractors is expected to outpace the consumer market in l99l-94. "The housing recession of 1990 is paving the way for the recovery of 199192 the weak market has alreadv

AD INDEX

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All-Coast Forest Products ...............5

Allgeier Computer .......Cover II

American Mill & Manufacturing........33

Stone Forest Industries, Inc.

o Concrete PIV-Form . Closs-1 rStruct-1

oPonel Sizes4'x8'through5'x12'

Coll for oll your plywood needs:

Doyle (27

pHoNE (503) Z6-5750 TOLL FREE (800) 54,r-6906

503-776-4107

I'a/IiceDisnla Center

STRONG COLORFUL GRAPHICS Attract store traffic to the display and provide clear descriptions of features, benefits, and buyers' alternatives.

FULLSIZED LATTICE SAMPLES Specimens of actual lattice in a variety of grades and patterns make buyers aware of the range of choice. Gives the dealer opportunities for selling up.

SOLID COIJOR BACKGROUND

Makes lattice design stand out sharply for best visibility. Eliminates visual confusion of open lattice in retail oremises.

SAMPLES ARE LABELED Each lattice sample carries an identificatron tag giving the species. grade. spacing, pattern and thickness. WOODWAY Quality labels, too.

SECTIONS HINGE TOGETHER Hinging arrangement can be varied to suit location. ldeas and instructions are provided with display.

The Merchandiser You Need To Put Profit Into Your Lattice Sales

Homebuilders and home owners are in love with lattice and grillwork. But they are not willing to settle for the cheap, take-it-or-leave-it varrety they usually find at their dealers They are looking for what they expect to find rn any product that will add pride and prestige to their homes or lifestyle: good quality and good selection.

Woodway Quality Lattice, from LWO, offers the first truly effective merchandising unit for this increasrngly popular product line. lt displays a range of species, grades, patterns, and thicknesses. lt provides informative and illustrated buying guidance. lt directs the prospects' attention to the better grades that offer you the better margins.