Merchant Magazine - January 1993

The Promise

ofA Lifetime

Prodigy:'lt's the door system from Stanley that combines the durability and performance of today's composite materials with the handsome appearance and texture of oaken woodgrain. Yet unlike wood doors, Prodigy won't warp, crack or rot. And it's much more energy efficient.

Whether you paint it or stain it, the beauty of Prodigy will last a lifetime. In fact, Stanley is so positive of Prodigy's performance that they back it with a Lifetime Limited Warranty.'

Iooking for hard-to-find timbers and long dim€nsion lumber PR OMPTLY DELIVERED?

Look to the Northwest's leading distributor of quality forest products-Forest Grove lumber

lntroducing W*

o The most coniistently uniform rough-sawn lumber araihbb today. Anything in our rast surfaced inventory can be promptly custom-run through our patented proccs from lx2 to l2xl8

e Fits standard hardware the fint time, every time.

o Custom made assuring you of bright, fresh stock on every order.

ACCURUFF lumber can be made from virtually any soft lumber species on one or more faces including dry lumber and glu-lam beams.

o Non-standard sizes welcome.

Douglas fir timbers and long dimension

2x4 through 2xl4

3x4 through 3xt4

4x4 through 4xl6

6x6 through 6xl8

8x8 through 8xl8

lOxl0 through l2x14

o lMost sizes available in lengths up to 30 feet with longer lengths and larger sizes available on special order.

o Broken units and highly specified tallies welcome. To your requirements for grade, appearance and FOHC.

Finally, a lumberyard symposium that doesn't dodge TOUGH issues

It s unlike any other trade event in the industry. Unique opportunitres to evaluate new products and programs, discuss issues, learn strategies and build relationshios are what make the National Home Center Show't & Conference a mustattend event, year after year, for building material dealers and wholesalers.

Don t miss this opportunity to power your business with the ideas, the interaction and the innovatton available ONLY atthe National Home Center Show.''

Conference Highlights

THE NATIONAL HOME GENTER

'* An in-depth discussion of the wood problem straight from the top at G-R Weyerhaeuser and Canfor

March 2L-23, 1993 at Chicago's McCormick Place

Sponsored by HOME IMPROVEMENT CENTER

"Forest Products'93: Where Willthe Wood Come From?" will be the topic of our Sunday morning openrng general session, Presenters are A.D. {Pete} Correll, president and C00, Georgia-Pacific Corp.; William R. Corbin, executive vice president for wood products, Weyerhaeuser Co,; and Peter Bentley, chairman and CLO, Canfor Corp. A panel of leading building material retailers and distributors will react to statements by the suppliers in a two-hour session that promises to provide every dealer present new insights into factors that will shape their lumber and building material selling strategies for 1993 and beyond.

* In a "groul or die" world, hard lessons from dealers who didn't survive and what they did wrong!

Ever wonder why Diamond Lumber, Robertson Lumber and Leeds Building Materials wound up in Chapter 11? Get the inside story and learn how to spot and avoid the danger signals that seminar leader and veteran dealer George Poulos saw at each company and will share with you. Don't miss this top'notch Sunday program.

r: More Dealer-to-Dealer Roundtables where YOU can share winning ideas in a private setting

You can set the agenda in these informal gatherings with your fellow dealers over breakfast, lunch or an afternoon cup of coffee. A highlight of the 1992 Show for many dealers, the 1993 Roundtables will cover 11 different topics ranging from setling to remodelers to effective ways to handle closeouts and damaged goods. To get all the information you need to sign up for the topics that interest you, simply call us, toll-free: 1-800-642-7469.

'+ Plus ad clinics, consumer trends, niche building, programs for young managers and more tools for WINNING!

USA: Alan Wlckslmm, 4500 Campus Dr., Sune 480, Nerworl B€ach, Ca.92660. Tsl€phono (714) 852.1990 FAX 714€52-0231

CHILE: Charles Halllfax, Av. Amerlco Vespucio Sur 80,9th lloor, Santhgo, Chile. Tel (011).562208-41 40 FM 01 1 - 562.206491 1

EonoB/PUBLISHEF Davidcuter sEt{loBED|ToR JuanttaLovret AssoctATE EDtroB DavtdKoentg

CONTRIBUTING EDITORS D,vigfi Cuilan, Gage McKtnney, Waily Lyrrch ART DIRECTOR MadhaEmery STAFFARIIST phredLender CTRCULATION TracyStorilng

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I\othinQ Comoares Wth The Advancedlahei Of ACQ Preserve

Customer values are why ACQ' Preserve was developed [b arsenic or chromium.Better salety A built in water repellmt More valua than redwood cedar or an y p ressu re - trmted wood Your astomerswtll agree, it's "-the wood for the grut outdoors!"

Eastly wlnted or stained

Frsy to workwith L Greater verxtility in applications

L Availoble inavariety of wu&spenes

L Qualitymnred byindepmdent inspection

L Acceotedbv the Intematimal unje rmcb of Buildin g ofJici ats

A EPA reqistered preservative

L Contains noarsmic rtr chromium

L krapdisponl by ordinary trash collection

L Worker saJety ts enhanced

'l Ftttitirts'hiiiit-tti " r.lufr:r lr7ri'11'nI

l, iii'rttli.r; itiiftilulI' r,i,'. { i'. i' ,'t', i'r' I

L Backed by Limite*Lifetime Warranty

Jor residmtial applimtions

L Meets AWPA standards

EDITIORIAL

Trickledown Rudeness

l^usrolvGRs encounter rudeness from employees Vin the many ways we have all come to know and dislike. Whether it's in person or by phone, fax or letter, nobody likes this kind of treafinent. Employees get the total blame in957o of the cases. Yet they may not be totally to blame.

The root cause and instigator may well be the person or persons at the very top of the organization. Certainly employees with a bad attitude need no prompting to tick off the customer. Yet, other more subtle ways of annoying, infuriating and exasperating customers can come down from the top.

The message that the company isn't all that thrilled with its customers can be transmitted in many ways. Sometimes it's obvious: "Don't take any nonsense off these jerks." Sometimes negative attitudes of managers and owners are passed along with a dismissive wave of the hand. an arched

DAVID CUTLER editor- publisher

eyebrow, tone of voice or general body language. Unfortunately, employees are all too adept at receiving and implementing tlese negative messages.

When employees get the idea that it isn't all that necessary to charrn the customer, the damage quickly begins and is very difficult to stop. Starting a negative attitude is far easier than stopping ir

Managers and owners need to ask themselves if they are inadvertently causing these kinds of problems. Is the message loud and clear that without satisfied customers this company c€ases to exist? Is every customer treated as if he or she is the only customer and without them the firm would fail? Is the company attitude as positive as it should be? Constantly reinforcing employee attitudes regarding customers should be Job I and an on-going program.

Serving the lumber & home center markets in 13 Western stales-since 1922

Yotn Suppr,rER oF Cttotcp

r Choosing Hampton Lumber Sales Company to meet your lumber needs is one of the best moves you can make. rYou get a dependable supply of high-grade lumber from one of the country's largest independent forest products companies. Hampton grows and harvests much of its own timber - and uses the latest sawmill technologies to process it, o You get courteous, professional treatment from your arsigned sales representative. This means fast answers to enquiries, expeditious order handling and on{ime delivery. r Hampton even has its own fleet of center-beam railcars. Make the smart choice. Call Hampton and enjoy the benefits of a half century's experience in the forest products business.

POwn )PROACH

l<nlmre >\,nont *noriuus *,nomnils

*mronnna

Cotter & Company launches the most powerful, single source, customized building centers program ever seen in the industry.

In today's competitive world, independent retailers need to feelthe power... the Build America Power. The Power Approach is a strategic process which ntegrates Planning, People, Products, Promotions and Performances in a way no other program can.

anoffinrea is the most innovative and aggressive approach to hit the building materials industry. The combination of the indu stry's largest retailer-owned distrihrtor, with $2.3 billion in buying power and the aggressive independent buibing centers throughout the Americas, achieves a partnership that is a match for no one.

lf you are planning to grow, want to enhance your image, strengrthen product lines and improve productivity, the Build America team is excited and eager to wofi with your team to develop a customized plan of action designed to help you compete... ard WIN! Call or write today!

Ways to save fuel, money, natural resources & the environment

CAVING fuel goes beyond saving t,money, as important as that may be to a business. Fuel conservation saves natural resources and protects the environmenl

With prices escalating at the pump and talk of more gasoline taxes to come, a retailer or wholesaler may think he is only concerned with the financial side aspects of fuel economy. However, as a part of the forest products industry, we should be leaders in making the most of natural resources and caring for the environment.

One company practicing good fuel saving habits may not make much difference, but when the 14.9 million commercial trucks consuming 36 billion gallons of fuel annually participate it certainly can

The following tips developed by the American Trucking Associations as Truckers C.A.R.E. (Concerned and Aware of Resources and the Envirorunent) should be followed by all companies whether they operate one or 100 tucks.

I Keep your truck engine well tuned I and maintained.

Good maintenance practices that follow manufacturers' specifications can reduce diesel exhaust emissions and improve fuel economy as well as increase the life of the tuck.

)Onve

55 instead of 65 mph.

Recent studies show that driving 55 instead of 65 results in a 227o increase in average fuel economy, longer engine life, lower maintenance costs, reduced tire wear and lower engine and tire noise.

Avoid idling for more than five minutes.

This saves fuel, reduces engine wear and cuts down on air pollution.

7l Make sure that your truck is not '! leaking oil, fuel or other fluids that may contaminate the environment.

( Dispose of used engine oil and r) scrap tires in the proper ways, not down sewers or in landfills.

4( Recycle anti-freeze, air-condition- tlf ing refrigerants and other vehicle fluids to save money and help reduce air and ground water pollution.

Carefully maintain the truck exhaust and nuffler system.

This cuts noise and air pollution.

tQ Don't park off the road in dirt or lD unpaved areas and damage soil and vegetation.

This also creates excessive dust emissions.

(| Use extra caution when handling 7 toads of chemicals and hazardous materials.

This minimizes the chances of an accident or leak and contamination of soil, water and air.

{l Promptly report accidental lltf spills and releases of fuel or chemicals to the proper authorities.

Truckers also should report persons polluting the environment.

Story at a Glance

How to cut fuel costs with good draving habits ... practices that conserve natural resourcss and save the environment.

Counesy of PlumCreek

wf,ffi,:."'txi'';;ffii1ff'eT

next five yeafs? we put the question to five experts. Do their forecasts agree with yours?

Larry Crabtree Manager Pacific Lunber Tenninal Wilmington, Ca.

"For five years from now I have a lot of apprehension but not too much in the way of prediction. Cargo will be characterized by the lack of availability from domestic and Canadian mills. There will be even fewer ballplayers, fewer sources and, obviously, fewer players on the receiving end, as well. Nobody wants to accumulate millions of feet of lumber and then have to inventory it."

Brad Skinner Managing Director of Distribution Services Southern Pacific Railroad Portlan4 Or.

"Certainly the activities in the Pacific Northwest vis-l-vis the federal govemment are going to effect shifts in (shipping) sourcing points on the continenl Potential shifts have begun to some extenL due to certain federal timberlands tied up or at a much lower availabitity. Shifs in (supply) patterns to Canada and to southern yellow pine. We really expect them to start to transpire in 1993 and 1994, unless the government can develop a sustainable yield policy.

"Unfortunately, it's difficult to tell when or to what extent since everything (harvesting) is tied up in the couts right now and no one, including Congress, is making any deci-

Forest products ransportation tomorrow

sions. Our patterns have not yet changed, though we are more aggressive to Canada and southern yellow pine."

Rick L. Jackett Executive Vicp President Forest Products Traffic Association Memphis,Tn.

"As fal as mode of transportation, there has been a strong move t0 containerized shipment of rough random width hardwoods. The cost has gone down due to the double stack trains. You'd be surprised how much hardwood is shipped in concainers, espesially on the domestic side.

"In many areas, Southern California especially, a lot of distribution centers are cropping up, little storage operations to unload the box car for the customer.

"Then there's the shrinkage of the rail industry. They're taking a lot of the track out of rural cities.

"On the trucking side, the cost per mileage is going up, due to neverending fuel increases, and with the CDL license test that drivers have to take there's a shortage in drivers. The cost of lumber on the truck end seems to be going up right now while rail seems to be holding."

Joe Casella Owner Casella Transportation San Leandro, Ca.

"I think that the proprietary carriers will continue taking more business, leaving us (smaller trucking companies) with more marginal accounts. We'll have to be more innovative in cost cutting.

"Regulatory issues will have more

and more influence. They talk about deregulation; what they mean is reregulated rates. In its place they've put increasingly rigid guidelines, safety, driver qualifications.

"Fuel prices have gone up and down. They fluctuate. But by and large, fuel's going to be a major factor. I honestly believe that it's going to put us out of a lot of markets, where we'll lose business to rail. Still, one trend that I've noticed is customers seem to be willing to pay a little more for the quick delivery. Nobody wants to carry an inventory anymore."

Story at a Glance

Transportation executives forecast forest products transportation five years into the future ... changes in truck, railand cargo.

George Rogers Traffic Manager Sierra Pacific Indusries Redding, Ca

"The most prominent change has been trailers on flat cars. We're going back to more large trucking companies striking their own deals with the railroads.

'As for third party carriers, transpor0ation's equivalent of the lumber wholesaler, in order to survive I think they're going to have to invest in some equipment of their own."

Southern pine invades West

COUTHERN pine lumber shiptJments to the West Coast for a wide variety of end uses are steadily growing. Two factors, preservationist constraints on timber supply in the West and expansive marketing overtures from the South, have shortened the distance between southern pine producers and West Coast lumber supplien

Retailers in California, who formerly knew nothing about southern pine lumber, are turning to it as local supplies tighten. They are learning about its merits and characteristics at seminars, trade shows and educational forums sponsored by Southern Forest Products Association (SFPA).

"The original opening in the West for southern pine lumber was in the treating plants," explains Jeff Fasterling, treated markets manager at SFPA, New Odeans, La. "But now the word has gotten around, and we're seeing better than a five-fold increase in the shipments of southern pine, not

only to be treated, but for pattern and millwork uses, and even framing."

Westward bound shipments of southern pine are not just token or curious turns of the marketplace. They reflect a growing awareness of southern pine lumber by West Coast retnilers who are interested in finding out more about the species and using ir.

Joe Briggs, SFPA field person based in Texas, is making appearances at well attended meetings of West Coast lumbermen, talking up the characteristics, products and performance of southern pine.

Wholesalers and retailers such as those represented at a recent Los Angeles Hoo-Hoo Club meeting in City of Industry, Ca., are asking a lot of questions about southern pine which, since it will probably remain in good supply, can become a reliable and abundant substitute for restricted West Coast species. West Coast lumber manufacturers are also expressing

interest in southern pine. Hampton Resources, Inc., Portland, Or., has acquired a Pollok, Tx., sawmill and planing mill due to open this month with an expected annual production of 50 million feet of kiln dried southern pine as a first step in diversifying into southern pine.

Information about southern pine lumber and marketing promotions is available from Ieff Easterling at (504) 4434464 or 8ox64170O, Kenner, Ia 7M4 - Hitor

Story at a Glance

WESTERNERS soon may be selling treated soulhern pine shakes such as these for siding on homes.

West exprssses interest in southern pine as a substitute for hard to get West Coast products shipments increase five-fold SFPA develops marketing program in western states.

ls environmentally friendly new preservative industry friendly?

A CA. CSI's highly touted new wood preservative that lA performs like CCA but contains no chromium or arsenic. Without these chemicals, treated wood can avoid a web of govemment hassles, user handling and disposal concerns and general public uneasiness. And CSI is investing big in their new product.

The only problem is ACQ's main selling point is that ACQ is safer for the environment implying CCA must somehow be dangerous. CCA producers naturally arc up in anns. With dl the paranoia expressed by environmentalists, the media and the government, CCA manufactrners say, the last thing the treated wood industry needs is an attack fron within.

In an exclusive interview, CSI president Steve Ainscough and chief operating officer James Pryzbylinski explain what's behind the ACQ drive and what it means to retailers, their customen and, perhaps, the very futue of the pressure feated wmd industry.

The Merchant Magazine: What is ACQ Preserve?

Steve Ainscough: ACQ Preserve is a preserved wood. ACQ is the active chemical, a chemical new to the industry. Its pupose is to meet new market demands for preservatives more conscious of today's environmental situation.

Merchanfi In formulating ACQ, were you motivated by certain environmental reports or studies?

Ainscough: We were motivated by a couple of things. Tbroughout the'80s, our customers came under greater and greater EPA regulations to bring their producing plants up to new standards that are still changing. The second thing that motivated us is the continuing market research we do on treated wood to find out what consumers are looking for. In the mid to late '80s it began to indicate a greater market need for a different product than CCA. We began to focus our technical work on certain market segments where, say, "environmentally friendly" demand existed.

Merchanh Othermajor CCA-producing chemical companies contend that if ACQ has so many benefits of its own, why does it appear that CSI is concentrating more on criticizing CCA than talking about ACQ? They feel CCA is safe and teste4 and you're going against it. How do you respond to their charges?

Przybylinski: First, I haven't seen where we've distdbuted infonnation, run any advertisements or promotions or published anything that said anything negative about CCA. Wejusthaven't done that. And CCA is still our prinary producl Second, with regard to people saying that CCA is safe, we've never said it's not. We believe thaL

properly used, it's safe at the treating plant. CCA treated wood, if properly handled, isn't any problem. But our market research tells us perceptions are out there about components of CCA, so we've designed a product that markets to that perception.

Ainscough: Third, you cannot confuse what we or our competitors say about any product while we're all out there competing in a very tough market in a very tough economy. The fact is that while we've come forward with ACQ, our competitors are also working on new products. Osmose has introduced a new copper-based preservative and will come out with a new product sometime in the future. Likewise we've been picking up information in Europe that Hickson has talked to people about a new product. And the curious thing about all these products, tle common denominator, is no chrome, no arsenic.

Story at a Glance

Will "environmentally friendly" new preservative one day replace CCA? ... the future of ACQ and the treated wood industry ... producers respond to charges of CCA bashing.

The obvious question is if our competilors don't see the need for a new preservative, why would they be doing research into it?

Merchanfi So then you see CCA products as safe. The problem is the public's perception?

Przybylinski: Yes. We don't have a backlog of problems with CCA. We don't see any problem in dealing with CCA for our company or treaters or confractors. But there are perceptions amongst consumers. For instance, if you say do you think arsenic is good or bad, there aren't many people who are going o say, "Oh, it's good! I'd kind of like it around my place." Now whether or not they ever come in contact with arsenic, they have a negative perception of that product. And that product, atsenic, is a componentof ccA.

Merchant: Some lumber refailers fear potential liability from possible leeching of CCA from lumber they sell. Does ACQ address these concems?

Przybylinski: If there were run-off of CCA from wood in a stonn or whatever at the lumberyard, treating site or chemical plant, then there .fi problems we'd have ,r, ilp,

Steve Ainacough

covered by any part of EPA's ruling on chemicals, so we wouldn't aim at something that didn't yet exist. While ACQ wasn't designed to address that specific sihration, it helps because its chemicals are not currently considered hazardous waste by EPA.

Merchant: With the push for ACQ, will CSI continue to produce CCA?

Przybylinski: Nodoubtabout it. We still think it's a good producL It has some very specific applications we would like to see continue.

Ainscough: It's quite simple. We're in the business of giving customers what they want. Some customers want CCA and some want an alternative.

Merchant: Do you see ACQ as a substitute product for CCA or a companion to it for the retailer? Will lumber companies have to carry dual inventories?

Przybytinski: It will most likely be more substitute than companion, but thoe will be dual inventories. I don't foresee, at the outset especially, large retailers just saying, "Boom. That's it. I'm going to something else." I think they will test market it in their stores and carry a dual inventory.

Merchant: Is it priced higher than CCA because of fixed costs, so it will continue to be higher, or just due to initial, .Ltt-up costs?

Ainscough: The higher price is determined by higher raw material costs. Projections are that the naterials that go ino ACQ will continue to be somewhat higher priced than the materials that go into CCA.

Merchant: Since ACQ and CCA perform similarly, how will retailers sell a product that is more expensive?

Ainscough: He will have to sell on the benefits of the product itself. And on the fact that it ages to a different color than CCA wood, a more pleasing color most people think. And he is obviously going to sell on the nonarsenic, non-cbrome base.

Merchanh What do you foresee for both ACQ and CCA in the short-tenn and the long-tenn?

Ainscough: The market for CCA treated wood is so large that the initial hit with ACQ Preserve will essentially have no effect on CCA. Further down the road, ACQ will take some share of the treated wood market and continue to grow, because immediate and long-term the regulatory situation surrounding CCA is unlikely to become any easier.

DONT tET ANCIENT IREES FROM THE ANCIENT FOREST DIE A LONETY AND CO TO WASTE. PUT THEM IN A HOME.

(AS 2X4 STUDS, WOOD W|NDOWS, WOOD MOU|D|NGS, WOOD DOORS, ETC.)

Owl Droppings for 1993

by Matt Moulder

This summer rve had the pleasure of taking a tdp to beautiful ldaho. I would like to move there, but the ldahoans dont want me. l'm a Calilomlan. Now, four months later, I lhink I know why people in lhe Noflhwest donl wanl Califomians lo move to their state. It's the election relums that lurn lhem off, especially il you are a lumberman.

Califomia now has two lree hugger sympathizerc for senaton, one of whom bounced 143 checks as a Congresswoman. The congressional district centered around Mendocino County, a fairty heavy lumber producing area, has a lreshman Congressman whose qualificalions and ba*ground are as follows: Has nol held a fulFtime job in three years and was drawing $87 per week unemployment benefits while campaigning for office, advocales growing pt for personal use, admits to being a pt-smoking, anli-war, antidrafl campaigner while in college in the '60s, nanowly missed being recalled as a county superuisor in the early '80s, and last, bul nol least, has an immense dislike for lhe limber industry. All they wanl to do, he says, is "cut, cut, cul." The new representative's name is Dan Hamburg. He replaces Frank Riggs, who was one of the leaders in Congress in the move to fully expose the check bouncers. Riggs, a former policeman, had but one "n€galive" item on hb record, that of having received campaign help from the lumber induslry.

Many in our industry are on pins and needles to find out what lhe posture of the Clinlory'Gore adminislration will be with regard to federal timber harvesting. Can it get qny worse? Three new revelations ars cause for concem: Clinton's favorile magazine is Rolling Stona and his favorite TV network is MTV. His favorite automobile is a tie between the Vollawagen Beetle and the Lexus, both foreign brands. Maybe it could get worse!

San Bernardino County, Califomia, was successful in getting the state to support tax breaks for businesses localing there and they have spenl $175,000 in admin'stration and markeling efforls since lhe area was declared an enterprise zone in 1986. The hopes of area polilicians for induslry moving in were pinned to a large degree on a huge area zoned for heavy industry and expec.ted to support over 20,000 jobs during the next 15 years. Theh aspirations were dashed recenlly, however, with the discovery of, you guessed il, an endangercd species on the prembes, the Delphi Sands Flower Loving Fly.

First it was lhe Califomia Fairy Shrimp and now lhe Flower Loving Fly. Plans for the developmenl arc now |eopardized, as swatting one of these flies wouH be a felony if scientists succted in getting the insect placed on the Federal Endangered Species List.

What's in a name? John Hac*er aced the 150-yard 7th hole al Tijeras Creek Golf Course in Southem Califomia recently.

Feminbt radicals succeeded in getting a Barbie doll recalled because il uttered the words: "Malh b lough."

The lalesl bullfrom Washington, D.C., involves a farm billthat contains a provision for spending $19 million to study "Bovine Emissions of Methane Gas." Who says a line item velo isnl needed!

PACIFIC SOUTHEAST FOREST PRODUCTS

P.O. Box 819, Diamond Springs, Ca. 95619

Larry White

Curt Crane $16 626-4221

Manufacturers: Ponderosa & Sugar Pine Mouldings and Cutstock

Located in the Heart o.f Big Timber Country

'iiiff-ffi,ffiiF'-; '6ria t1 P6P(e'oAe fo 5[a$o Dp AtiYdoRE'

SHOWMAN extraordinairs: (1) Jesse Harl, who atlends uo lo 36 shows veaflv as Hailline pres., spendinb 165 nighls arinualfy away from home, '(2) John O'Donnell, Larry Freimann, Susan Mubller, Bed Fisher, Joel Donovan. (3) Mary Murphy, "Bucld' Wheal. (4) Kyle, Robin, Gladys & RcFs Kincaid, Bic* Bames. (5) Jan & Tom'Strickland. (6) Frank Halvorcen, Mike Ahig, Bidr Fahrner. (7) Ed Fatz, lan Giesler,

Joe Maliszewski. (8) Matla & Did< Kelly, Fnnk Vandermeer, Bdan Dickie, Jim Turner, Craig Larson. (9) John Jayne, Randy Whitman. (10) Bud & Kerry Wlhile. (11) Nttasha Edscorn, Henry Taklo. (12) Don Peet, Dick Scott, Dan Wliams. (13) Mede Dole, Chuck Lawler. (14) Tom & Stephanie Plakos, Did< Anderson. (15) Craig Dowdy, Mike McCollum. (16) Duane Swan, Lisa Hamillon, (17) Erv Dellinger, Mitch

Northwest dealers convene

f\ONTINUING a recipe cooked up Vfor last year's convention, the Western Building Material Association again presented a rich feast of information for its members at its 89th annual convocation.

Program topics included : Keeping Good People; Keys to Maximizing Profits in an Evolving Market; Don't Get Mad, Get Paid; Successful Marketing Against Power Retailers; Strategic Planning plus an excellent dealer roundtable.

Keynote speaker William Pery Pendley of the Mountain States Legal Foundation gave a stining call to fight the government as it increasingly ukes citizens' lands and their rights in the guise of protecting the environment.

Pendley said the "enviros want to take your lands and control them. we are the endangered species."

After opening sessions Sat., Nov. 14, members spent Sun. at the popular Building Products Showcase, a day long exposition of the latest in building products and materials. The convention concluded mid day Nov. 17. It was held at the Sheraton Hotel, Tacoma Wa.

The Distinguished Dealer Award was won by Milo Stordahl of Triple S Building Center, Butre, Mt.

Elected new president was Mark Balfour, Umpqua Building and Hardware, Reedsport, Or.; v.p.s: Ken Marson, Marson and Marson Lumber, Leavenworth, Wa.; Bob Lassiter,

James, (18) Lew Smith, Don Donaldson, (19) Tony Good, Bob Gruhlke. (20) Ken Marson, Darin Fuhrer. (21) Ken Mclelland, Betsi Hummer. (22) Bard Brown, Patty Kruger, Gary Betschart. (23) Tom lllies, Bob Hodapp, Brian Treasure. (2a) Doug Bennion, Mick Mdlunde, Chris Caiaway, Bill Dunn. (25) J o h n MacDonald. Sandi & Bud LaMan, Dennis Hanup.

Story at a Glance

Strong attendance at NorthwesuAlaska dealers convention ... retailers generally optimistic on '93 ... Mark Balfou r elected president.

Volco, Inc., Twin Falls, Id. Immediate past president is Bob Jacobsen, Lloyd Lumber, N*pr, Id.; national director, Frank Powers, Seattle Lumber, Renton, Wa.; and national liaison, Mary E. Murphy, exec. v.p., WBMA.

Directors include Norman Kruckenberg, Robert Adams, Brent Walker, Mitch James, Rick Barnes, Alan Stouffer, Andy Boyd, Blake Kingsley, Jim Turner, Stan Mafiinkus, Rick McCartney, Frank Rima, Greg Newenhof, Roger Fouts, Dennis Orem, Eric Gerretsen, Charley Miller,

PRESIDENTIAL foursome: (1) Mark & lfa Balfour, Pat & Bob Jacobsen. (2) Dave Eng, Paul Brewer, Don Myers, Jerry Gaukroger, Don Grubenhofi. (3) John Main, Tom Jorgensen, John Laird. (4) BillCobble, Steve Mattson. (5) Kara Massey, Everett Whitish, Howard lseri, Drew Murphy. (6) Earl & Pam Miller, Bob & Tracy Vandewall. (7) Stuart Childers, Jeff Swan (back row), Wendy Childers, Claire Swan, Jim Pruitt. (8) Charlie McDonald, Frank

Bill Whittemore, Chuck Stout, Wayne Carlton, Cleone Jolley, Joe Lovato, Charles M. Simpson, Milo Stordahl, Tom Simkins, David Dittmer, Ron Divers and Don Hendrickson.

Dealers generally reported business was off slightly from last year in the Pacific Coast states while inland dealers were enjoying excellent conditions, though exceptions to both sihrations were numerous.

The 90th annual convention will be held at the Red Lion Inn, Jantzen Beach , Or., Nov. 12-16,1993.

Andrew McDonald. (9) Jack Slentz, Afl Emmerson, Rob Haskin. (i0) Susan & Jim Matlison, Dan Graves, Ken Bloom. (11)Wes Jusl, Mike Maloney, Dick Corkum, Jrihn-Hart,

TIMBER SIZER PRE-FABRICATION

TIMBERS

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

Powsrs,

Stew Dolan, Jeff Steele. (12) Todd Lund, Ed Falz, Buzz & Nancy Anderlon. (13) Tim Muphy, Phyllis & Mib Stordahl, Frank Owens. (1 4) Chip Lende, Jim Bender, Lews Lewis. (1 5) Jed & Tad Sdarpf. (16) Greg Matatall, Ron &

Robinette Lynch. (17) Doug Bussey, Andy Wanington, Paul Cheatham. (18) Barb*a Magnelli, Lucile & Wayne Cadlon. (19) Bill Barnetl, David Melboum. (20) Tracy McGinn, John Bamsey. (21) Cunis Jack, Julie & Len Bolton, Dennis Orem. (22) Rodger Morrison, Carl Van Well. (A)Susy McGinn, Mary Thorene, Joyce Bnllier. (24)Claylon & Chrislie Smilh.

New face for distributors

EOLLOWING the theme "Uniting l-oistribution," the National Building Material Distributors Association at its recent convention attempted to draw united support from members after personnel changes and two years of red ink for the association.

Recently hired executive vice president Jim Weir nied to emphasize that there is stability in the headquarters staff, despite the resignation last fall of his predecessor, Al Leitschuh, and signing up of association management fimr Smith, Bucklin & Associates.

Hiring the new management company should save the association $100,000. And 50 new distributor members were recruited in fiscal l99l-2, with 17 more joining since June.

The numbers also showed increasing supporc more than 700 attended the 41st annual convention & exhibit Nov. 1-3 at Marriott's Wodd Center, Orlando, Fl., up more than 100 from last year. As well, the 10G+ exhibi0or count exceeded last yearby SVo.

Also introduced were 1993 president Paul Hylbert, PrimeSource, Inc., Irvine, Ca., and pres.-elect William "Andy" Ellis, REICO Distributors, Springfield, Va. Gary Leonard is v.p., and Joe Theby, treas. Richard E. Lundgren, Weyerhaeuser, Federal Way, Wa., is new to Oe board, with Lou Maspero, Ralph Wilson Plastics, Temple, Tx., an associate direclor.

Speakers included Pat Dolan, Arthur Andersen & Co., presenting results of the soon-to-be-released study "Facing the Forces of Change

2000: New Realities in Wholesale Distribution;" Dr. Don Rice, A&M's Center for Distribution Research and Education; Dr. Albert Bates, Profit Planning Group, interpreting results of NBMDA's 1992 Profit Planning Survey, and consulting economist Dan Goldy on the impact of preservationist organizations on the forest industry.

NBMDA next convenes April 29May I for an executive management conference at the Hyatt Regency's HiU Country Resort, San Antonio, Tx. The 42nd annual convention is set for Oct. 10-12 at Anaheim Hilton & Towers, Anaheim, Ca.

(More plwtos on nefr page)

Story at a Glance

Distributors' association preaches stability despite changes ... Hylbert new pres. ... next convEntion: Oct. 1993, Anaheim, Ca.

LEADERS: (1) Katherine & Paul Hylbett. (2) Lvnn & Garv Mc{illican. (3) Andv & Mools El' li3. (4) B6b & Audrey'Martin. (5) David Adanis, John Stafford, David Campbell, Lyle Thompon. (6) GreS Hawls, N. T, Russel, Mel

Stowers. (7) Roger Osbome, John Street, Gil Behling, 1fury Lehner. (8) Gary Gallin, Rick Lorenzen, Chrb Wold. (9) David Tenill, Nonb Wood. (10) Richard Ward, PhilLittle. (11) Jimmy Blackmon, Greg Hawks, Bill Lasaler.

(12) Jim Tainter, Jerry Coughlin, L. A. Richard, fulike Mac€arthy, Florian Maylalh. (13)Jim Pearce, John Passmore. (1a) Boy Wanen, Rick Pott, Cliff Peart. (15) Bill Schneider, Jim Snodgrass.

il$xt*S

Building Material Distributors Meeting

(Continued from previous page)

-S_ft9,? f4l[' (1 ) John Ramsey, Jlq !am.s.ey. Kozer, Wayne Wiggleton. (10) Marilyn & Glenn Bob Martin, Andy Ellis. (18) Don Mirtz. (19) (2)MikeMcFarland,HobieSwan. (3)TedHel- Harl. (11) Jerry Hidalgo, Tom Koch, Jack John Dinsmore, Ed Shipiev. (20) D-avri zel, Mil.Scott. (4).John.Reynolds, Chip^Dick- Golden..(12)Doyle_Norman, Jerry Buckman, Molesworth, Greg York. (2i)Hobin'Draughon. 9gl. (5)Steve Latham, Howard Combs, Sleve H.ugtt Oliphanl. _(13) Bobert Novak, Gary (22) Rick McLau-ghlin, Tiin Dunlap. (23[Ron Wrighi. (6)Kathy & Doug Harl, Mark & Diane McKillican, (14).Roger Bruins, Tom Korhorn. 2adchen, MikeMiFarlbnd, Peterlolk.' Setzer. i7) Stev-e Gallaqher, Jim Turner. (B) (15)Joe Knaebel, Jerry Becker. (16)Ken AnDoug Strihgfellow, Jim Siringfellow. (9) Debbiri derson, Connie Jactbus, Steve James. (17)

NEWS BRIEFS

Lumbermer's expects its new 24,000 sq. ft. store in Newberg, or., to be completed this month Windsor Building Supplies Ltd., Surrey, B.C., will open its third U.S. location, a 12,500 sq. ft. store in east Spokane, Wa., early this year ... Chinook Lumber Inc. is a new store in North Bend. Wa.

Tum-A-Lum Lumber Co. will more than triple its space in Albany, Or., with a new 3,476 sq. ft. building, eventually tearing down the present sales and showroom Puru Lumber Co. will have an official grand opening March I for its new "next generation" store in West Union, Or. ...

Owner Buitder Services has opened its building resource center to the public in Grass \Ialley, Ca. Ransom Lumber Sales, National City, Ca., has changed its flame to that of its Ramona, Ca., sister company, Ransom Bros. Lumber & Supply

Spenard Builders Supply, Anchorage, Ak., has opened its distribution center to contractors .,, Home Depot is ready to open new Tacoma, 'Wa., and Campbell, Ca., stcres, has a unit plannd for Encinitas, Ca., and a Rancha Cucamonga, Ca., store scheduled for completion this summer ...

City Mill Co. Ltd., Honolulu, Hi., will open a 40,000 sq. ft. store in Mililani, a central Oahu lown northwest of Honolulu, late this year and a store in Hawaii Kai, a Honolulu suburb, this sPring HomeBase is nearing completion of its fifth San Diego County, Ca., store in Kearny Mesa

Ross-Simmons Hardwood Lumber Co., Longview, Wa., expects to increase production 20Vo with a new computerized dry

kiln, according to pres. Juel Sheldon ... WTD Industries, Portland, Or., emerged from Chapter I I bankruptcy (see story p.2s) ...

Rogers International has moved to Lake Oswego, Or., from Eugene, Or. Max Hill Lumber Co. is seftling into a new localion in City of Industry, Ca. Louisiana-Pacific has closed its Cloverdale. Ca., sales office ...

Anniversaries: California Forest Products, Gilroy, Ca., lucky 13th

Filter King Co., Homedale, Id., is setting up a second glue laminated ponderosa pine, Doug fir and western red cedar roof and floor decking plant with production scheduled to begin Feb. I ...Panel-Tbx, City of Industry, Ca., and its sister co., Accurate Pbning MilI, huve declared Chapter 11 bankruptcy...

Auto-Stnk Systems, River Vale, N.J., is opening a western regional office in Sherman Oaks, Ca., Joel Arenson mgl ...Medford Corp., Medford, Or., will rebuild its Rogue River veneer Plant desuoyed by fire in June at a cost of $8 million, incorporating updated technology to process smaller diameter second and third grolfth logs

Snavely -Tha me s, ajoi nt venture between Snavely Forest Products, Inc. andThames Timber lrd., New Zealand, to market radiata pine, will establish headquarters in San Francisco. Ca. FibreForm Wood Prodacts, Inc., Los Angeles, Ca., and Forestry Corp. of New Zealand have formed Forestry C orporation FibreForm Interna' tional Ltd. to manufacture radiata moulding and millwork, with

FibreForm handling North American distribution under Red Stag and FibreForm logos

Marysv iIIe Forest P roducts, Marysville, CB., in receivershiP for the last two years, issued a 60 day plant closure notice, though still hopeful they can continue by either cutting radiata pine or operating with new ownershiP

Malheur Lumber Co., John Day, Or., expanded the sawmill and added a gang edger saw to process smaller logs at a cost between $l and $1.2 miltion Vancouver Door, Puyallup, Wa., lost an estimated $1.5 million in inventory and nearly $4 million in facility damage in a recent fire

A state appeals court in San Francisco, Ca., ordered Pacific Lumber Co. to stop logging in old growth coastal forest believed to house the endangered species listed marbled murrelet; the companY is seeking to dissolve the order

Pan Pacific Forest Products, Bend, Or., auctioned off gifts donated by local mills at its annual Christmas party, raising $1,600 for out-of-work timber communities ... 1991, logging in Oregon fell to 6.08 billion bf, lowest level in a decade, from 1990's 6.2 billion bf.

Despite having a plan to reorganize the Manville Personal Injury Trust overturneA, Manville Corp. paid a $1.04 a share cash diviitend; Manville's Riverwood International Corp., Atlanta, Ga., got a $50 million line of credit for "back-up liquidity" ftom Morgan GuaranryTrust Co.

F ederal N ational M ortgage Associatian predicts housing sales in 1993 will reach their highest level in 14 years, rising 9Vo to a total of 4.4 million units ...

Housing srarts inched up l.SVo in Nov. (latest figs.) to a 1,242,0ffi unit annual rate, prodded by single family home building, the West was among the most active areas multifamilv starts showed liule improvement building permits fell t.SVo NAHB forecasts 1.2 million total starts for 1992, up l87o ftom the previous year.

Hoover Treated Wood Products announcos that a NATIONAL EVALUATION REPORT (NER-4571 has been issued by tho National Evaluation Service of ths Council of American Building Officials to confirm that PYRO-GUARD Fire Retardant Treated Lumber and Plywood meets requirements of the BOCA, UBG, and SBCCI model building codes.

PYRO-GUARD has a degradation-free track record, a So-year projected useful life, and is the FIBSI Fire Retardant Treated Wood with:

I fhld Pqrty KIln Monltorlng ln addltlon to U.L. follow-up servlce

a FRf lobor and materials replocement cos] warranly

I Code Compliance Repor] with evaluation of e-levaled ]em-perature strength testlng lor roof appllcallons

I High ]empcroture strenglh ]est resulls

I lllew York State Smoke Toxlclty ]est resulls

' NEB reports arc subiect to re-exdmination, revisions and possible closing of file.

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LumberMerchantsJ:Y":rX:terncattrornr.-Jan. 10-12, managment seminar, Asilomu, Ca.

Natlonal Housewares Manufacturers Assnclatlon - Jan. llF13, international housewares show, McComrick Place, Chicago, Il.

North Cascade Hoo-Hoo Club - Jen. 13, beer & crab feed, Mt. Vemon Elks, Mt Vernon, Wa.

Seattle Hoo-Hoo Club - Jrn. 14, crab feed, initiation & past presidents nite, Mercer Wood Sbore Club, Mercer Island, Wa.

Spokane Hoo'Hoo Club - Jan. 14, Past hesident's Night & initiation meeting, Spokane Wa.

Mountaln States Hardware & Implement Assoclatlon - Jan. 14-17, annual meeting, Arlington, Tx.

Inland Emplre Hoo-Hoo Club - Jan. 15, initiation/golf tournamenL Indian Hills Golf Club, Rivenide, Ca"

Slngle Ply Roollng Instltute - Jan. 16-18, annual conference, Sheraton El Conquistador, Tucson, Az.

Coast to Coast - Jan. 16-19, Oregon Convention Center, Portland, Or.

Unlted Hardwar.e Dlstrlbutlng Co. - Jan. 18-20, buying market Cashman Field Center, Las Vegas, Nv.

Phoenlx Hoo-Hoo Club - Jan. 19, golf outing, Foothills Golf Club, Phoenix, Az.

Amerlcan Hardware Manufac'turers Assoclatlon - Jan. 19-21, hardlines technology conference, Infomart Dallas, Tx.

Western Wood Products Assoclatlon - Jan. 19, district meetings, Airport Sheraton, Portland, Or., and Coeur d'Alene Resort Coeur d'Alene, Id.; Jan. 20, Riverhouse, Bend, Or., and Valley River Inn, Eugene, Or.; Jan. 21, Host Airport Hotel, Sacranrento, Ca., and Registry Resort, Scottsdale, Az.

Black Bart Hoo-Hoo Club - Jan. 20, Industry Night, Broiler Steak House, LJkiab, Ca.

Humboldt Hoo-Hoo Club - Jan. 21, annual crab feed, Eureka Inn, Eureka" Ca.

Shasta Cascade Hoo-Hoo Club - Jan, t2, initiation meeting, Red Lion Inn, Redding, Ca.

Roseburg Hoo-Hoo-Ette Club - Jan. 26, meeting, Roseburg, Or.

Ace Hardware Corp. - Jan. 27-2t, lumber & building materials show, Bally's Hotel Las Vegas, Nv.

FEBRUARY

Tacoma-Olympla Hoo-Hoo Club - Feb. 2, casino night, Tacoma, Wa.

Our Own Hardware - Feb. 4-6, building materials expo, The Pointe Hilton, Phoenix, Az.

Paclflc Northwest Hardware & Implement Assoclation - Feb. 4{, annual conference, Embassy Suites Hotel, Portland, Or,

Western Floor Coverlng Assoclatlon - Feb. 4-6, Surfaces '93, Sands Expo & Convention Center, Las Vegas, Nv.

Callfornla Hardware Co. - Feb. 6-7, market, Pomona Fairgmunds, Pomona" Ca.

Natlonal Wood Wndow & Door Assoclallon - Feb.6-10, annual meeting, Marriott Rivercenter Hotel, San Antonio, Tx.

Spokane Hoo-Hoo Club - Feb. 11, Valentine's Day party, Shilo Inn, Spokane, Wa.

San Joaquln Valley IIoo-Hoo Club - Feb. 13, ladies night & crab feed, Fresno, Ca.

Datallne - Feb. 15-16, national users conference, Walt Disney World Village, Orlando, Fl.

5/4 qnd 6/4 Verticol & Flot Groin Foctory Lumber per WWPA Grode Rules.

KD Dimension - Heovy 22' & 24'.

Finn Hurley, Soles Monoger

Eagle Sued After Big Loss

The day after revealing a $2.4 million inventory shrinkage, Eagle Hardware & Garden, Tukwila, Wa., was the target of a class action lawsuit filed by angry shareholders.

The plaintiffs allege the sevenstore chain used false and misleading claims to artificially inflate its stock price. Eagle's stock price plunged 207o apon news of the inventory shortfall that caused third quarter profits to fall below expectations.

Company officials said they don't lnow what happened to the inventory, whether it was theft, damages or simply poor accounting of merchandise. They hired an East Coast consultant to investigate the shrinkage and will institute a loss prevention program.

Additionally, new product scanning, sales polling and other inventory management systems are expected to be in place by month's end. At the time of its initial public offering, Eagle did acknowledge its manual inventory procedures and later revealed high turnover in its accounting department.

Eagle executives Richard Takata, David Heerensperger and Myron Kirkparick were also listed as defen-

dants. At least four other near identical suits were filed soon after, but all should be consolidated into one case.

Mill Shutdown Plans Resumed

Roseburg Forest Products Co. has renewed plans to close one of its Anderson, Ca., sawmills.

Roseburg gave a 60 day notice for closing the fonner Paul Bunyan plant, which employs 70. The second Anderson mill, which employs 360, will remain open indefinitely.

Roseburg had planned to close both mills in September, but the Fountain Fire provided a reprieve. It burned 64,000 acres in eastern Shasta County, including 25,000 acres of Roseburg timberland.

But the size of the salvaged timber has been smaller than anticipated and less suitable for the Anderson plants, which generally process older, largediameter trees.

Additionally, the company shut down its Green, Or., plywood plant Nov. 20 for maintenance and mothballing. The complete, indefinite closure put 270 oat of work.

Quickie Yards Storm Kauai

First Kauai, Hi., building supply dealers had to survive Hurricane Iniki and now they have to banle a flood of small supply yards that have opened up on the island almost overnight.

Local yards are steamed that outside finns have come in and opened up shop without going through the usual permits and regulatory hassles.

"These other companies are not being held to the same standards," said Jack Young, Asian American Lumber.

"All we want is a level playing field."

The normal process includes acquiring a special use permit, complying with regulations on everything from drainage and traffic flow to adequate parking, and going through a public hearing and approval process with the planning commission.

The yards are allowed to remain temporarily if they acquire a 60-day emergency land use permit. But county planning departnent officials said many had to be cited for setting up operations illegally. Those which then failed to acquire the pennit were shut down. Garden Island reported that companies cited included Uresco of Hawaii, Roofing Supply, Brazier Forest Industries and Paul Lucas.

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Toyota Ad Features Retailer's Yard

Canatrt Lumber Co., Anaheim, Ca., was used last spring as the set for photographing the Toyota truck ad currently appearing in consumer magazines.

--Forklift drivers set up the yard as a background for the Toyota trucks and models. Shooting was done at dusk after all but the second shift had gone home.

Our treating plant is centrally located between you and the major forests. This enables you to get qulck service on a variety of Wolmanized@ products.

For dealers in the Mountain States and the West, we produce treated southern pine.

For dealers in the Mountain States and East, contact us for treated hem-fir, ponderosa or lodgepole pine.

HONORED bv the State of Calilornia as ons of seven succsssful Nonhein Catitornia'women business owners, El Louise Waldron (at podium)' Waldron Forest Produc'ts, Fair Oaks, Ca., was also chosen lo sP€aK. on workes compensation. Waldron urged Govemor Pele Wilson (right) lo refom the eipensive and unpopulaisystem. The award ceremony was held hte last year in Sacramenlo.

PACIFIC

PRODUCTS, INC.

Modesto Files For Time

Burdened by impatient creditors, the shuttered Modesto Lumber Co., Modesto, Ca., has filed for Chapter ll bankruprcy protection.

Originally hoping to liquidate assets without filing bankruptcy, the ll4-year-old business closed its two yards in June and auctioned off remaining inventory in July.

Bankruprcy becane necessary since the sale of the two sites has been delayed by some ground contamination from leaking fuel tanks, repofted Modesto Lumber's afiorney.

The company needed time to clean up the site, and some unsecured creditors were unwilling to wait, he said. Chapter 11 allows the company to treat all unsecured creditors the same, since "substantial assets" will now be available for unsecured creditors after secured creditors are paid, he said.

The company lists liabilities of $1.39 million and assets of just over $2 million, most of this in two pieces of property which have been on the market since the yards closed. The market value of the four acre Modesto property is listed at $1.3 million and the two acre Turlock yardar $550,000.

Builders Discount Bankrupt

Builders Discount, North Hollywood, Ca., has filed for Chapter 11 bankruptcy and closed two of its four storcs.

Leased sites in Simi Vallev and Chatsworth were closed. CertifieO public accountant Ron Joseph, who is temporarily serving as a consultant, said the strategy is to "scale way back" and concentrate on the Los Angeles and North Hollywood stores.

That includes the departure of merchandise manager Tom Farrell and other executives.

Yakima, Wa., Stores in price War

Ernst Home & Nursery, yakima, Wa., emphasized reduced prices on over 1,000 products most frequently purchased by declaring a price wat on competitor Eagle Hardware & Garden in a newspaper supplement

Promising tbat they will not be undersold, the ad guarantees a lower or equal price on any item identical to one Ernst carries plus a 5Zo discount. Jhe 8 page advertisement listed prices for many items with advertorial about services offered.

WTD Out Of Bankruptcy But Not The Woods

WTD Industries, Portland, Or., has emerged from Chapter l1 bankruptcy, but the problems are not all behind it" according to industry analysts.

They point to WTD's still large debt, expected difficulty in buying logs on the open market and need to upgrade inefficient plants.

Through a four-for-l0 reverse stock split, the reorganization plan that went into effect Nov. 30 turns over 789o of the common stock ownership to banks, insurance companies and other large creditors.

WTD president, Bruce Engel and his wife, Teri, saw their stock ownership fall tuom34%o to sEo.

Engel, a lawyer, flrst bought two shuttered mills in the early 1980s. He built up to 34 mills and over $350 million in annual sales by bonowing heavily and buying only short-term supplies of logs on the open market.

Ernst & Union FailTo Agree

Although negotiations have not been resumed between United Food and Commercial Workers Union Local 1001 and Ernst Home and Nursery, a settlement is in sight.

A boycott instigated by the union has had little impact on business, Emst spokesman Monty Reese said.

An open shop is the issue, but Ernst employees are not supporting the union, he added. Negotiations have been underway since October with the conEact expiring in November. The union is represented in 19 of the 72 Ernst stores, all in the Puget Sound area

Lumber Family Reunion

A recent Customer Appreciation Day at Pioneer Lumber, Lake Elsinore, Ca., tumed into a family reunion spanring three generations.

In attendance were children, grandchildren and great-grandchildren of Fred H. Smith, who went to Lake Elsinore in 1924 and bought Pioneer Lumber, which had been in business since the late 1800s.

Snith died 15 years ago, but his children, Mildred Basinger, Glenn Smith and Frieda Holtan, carried on ttre family business. Their kids and their kids'kids have also worked there over the years.

He assumed log and lumber prices moved in conjunction and he could respond quickly to changing markets by boosting or shutting down production.

WTD's stock price rose to $28. The Engels' share was worth $90 million and he started buying radio stations, ranches, bowling alleys, a newspaper and other businesses.

In the late '80s, his suategy fell apart. Log prices rose, but lumber prices didn't. Many mills became unprofitable and were closed.

WTD found it couldn't keep up with the large debt payments, and in January 1991, filed for bankruptcy protection from creditors. The pershare price fell below $1. With inefficient mills worth lide in an era of industry downsizing, creditors could only push for ownership in a reorganized company.

The plan sticks to his original strategy of short-term log buying, but also boosts spending on machinery to increase mill efficiency. But projections are based on steady log prices through the 1990s, a questionable assumption to make in the Pacific Northwesl

Availability Delivery

Listening to our customers for over 20 years has taught us a lot,

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'91 Ford LNT8000 Tandem RearAxle Trucks with Ford 7.8L 225hp turbocharsed diesel engine. l3 speed transmission, air b-rakes. 11R22.5-G radial tires. Available with 102'x20' Omaha Standard steel deck end dumo beds.

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Mike Merrill and Peter Murphy, Jr., have joined the sales team at Timber Products Sales Co., Springfield, Or.

Lucl M, Flanlgan is a new lumber & building material account executive at Distribution America.

Mark Pawlickl, Sequoia Forest Industries, is back at Dinuba, Ca., Hq. after a trip to Washington, D.C.

Steve Daughtry has joined the sales force at Southwest Plywood & Lumber Corp., Rancho Dominguez, Ca.

Ed Fatz is new to sales & mktg. at Oregon Shand Board, Brownsville, Or.

Davld A. Maxwell, sales mgr., Modoc Lumber, Klamath Falls, Or., has been elected to the city council.

Guy Stanton, Lake Oswego, Or., is new to North American Hardwoods Ltd.

Patrlck Plazek is now v.p. & gen. mgr. of the building materials div. of Babbitt Brothers Trading, Flagstaff, Az.

Frank Forward has rejoined Cascade Empire, Portland, Or., trading in the industrial pine dept.

Ylrginla Willard, Terry Companies, 'Iarzana, Ca., has retired after 13 years as exec. sec. to Terry and Tom Mullin. Chrls Perkins assumes her duties.

Gary Parker has been promoted to store supervisor at Lumbermen's, Coupeville, Wa.

Steve Holllngworth has been named product development mgr. for Idaho Timber Corp., Boise, Id., reports Brad Bower, v.p. Management and sales for Boise and Whitefish, Mt., mfg. plants have been transferred from Hq. to each location. Gen. mgr. John Wydlck and salesmen Gary Sutton and Jack Manfredo are now at the Boise plant, with gen. mgr. Scott Cooksey and salesman Cliff Tevogh in Whitefish.

John C. Hampton, Willamina Lumber

Co., Portland, Or., has been elected 1st vice chairman of the National Forest Products Association. Immediate past chairman David D. Leland, Plum Creek Timber Co., L.P., Seattle, Wa., continues on the board of governors.

Jim Hawkins has joined Hoff Forest Products, Meridian, Id., as sales mgr., succeeding retiring Frank Morrisette.

Scott Beery, Lausmann Lumber & Moulding Co., Loomis, Ca., and Jill Rainbolt, Lumberjack Building Materials, Auburn. Ca.. have announced their engagement.

Ellsworth Clenton Wright has joined Dellen Wood Products, Spokane, Wa., as gen. m8r.

Don A. Wolf, retired pres., Hardware Wholesalers, Inc., has been selected by The Leadership Council as 1993 inductee into the Home Center Hall of Fame.

Don Hell is new to sales at Fourply, Inc., Grants Pass, Or.

Jack Wessels is now in sales at Eugene Forest Products, Eugene, Or.

Scott Richmond, Ganahl Lumber, Garden Grove, Ca., and his wife, Lanl, are new parents, with the Nov. 30 birth of 8 lb. 6 oz. Mltchell.

Eric J. "Ric" Markway joined the National Wood Window & Door Association as technical services mgr.

Del Cole, after many years with l.ouisianaPacific, has joined Bowman Lumber Sales, Cloverdale, Ca., in sales.

Jelf Wley is now national product mgr.strapping systems at Georgia-Pacific, and Trcy lrwln, product mgr.-agricultural metal & metal roofing & siding.

Malcolm "Mactt Epley, Jr., has retired fiom Westem Wood Products Association, Portland, Or., after 24 years, the last five as v.p.-co[tmunications.

Don Fandrem, Wesco Cedar, Eugene, Or., has retired after 36 years in the business, tbe last 1l with Wesco.

Ed Gayle is new to Mokelumne River Forest Products, tndi, Ca.

Nlck Elardo, gen. mgr., California Builders Supply, Fair Oaks, Ca., was elected to the National Sash & Door Jobbers Association board of directors.

N. Y. "Nlck" Poletlka, exec. v.p., was named pres. and ceo of J. H. Baxter & Co., San Mateo, Ca., to succeed the late A. X. "Al" Baxter (See Dec., p. 62), according to v.p. Sande Lavlno.

Dave Mlller has been promoted to v.p.operations at Pan Pacific Forest Products, Lake Oswego, Or.

Tom Rehberg is now v.p.-product planning & development at Bowers, Soutb Gate, Ca., reports pres. Warren J. Hanselman. Howard Shupe is now v.p.-customer quality, and Mark MacAller, director-sales & marketing.

Bob Abbott. retired from the lumber biz after 3l years, is now in real estate with RE/MAX, Lake Havasu City, Az.

Larry Hayes has left Crows Publications, Beaverton, Or., to join Ace Hardware's

LBM office there. Pat Murphy, exBuckeye Pacific, is also a new hader.

Charlotte Lemons is new at Norman Lumber, Phoenix, Or., as office mgr., reports Andrew Jones.

Jesse BorJa has been named asst. mgr. at Square Deal Builders Supply, Brookings, Or., reports Davld Burrows.

Bob Gleason is now asst. mgr. at Lumberman's, Silverdale, Wa., after l9 ye:us as a Pay 'N Pak mgr.

Norm Wldman, Dixieline Lumber Co., San Diego, Ca., is now chairman of the Building Industry Credit Association board, joining Frank Collard, Ganahl Lumber; Marceil Coor-Pender. Vent Vue Window Products, and Barbara Perrlne, Kelly-Wright Hardwoods.

Tom Catlow is new to No. Ca. outside sales for Fred C. Holnes Lumber Co., Ft. Bragg and Marysville, Ca.

Doug Wlllls, Product Sales Co., Orange, Ca., has recovered nicely from water walking on Huntington Harbour, Ca., over the holidays.

Erlc Yeadon has joined Hickson Corp., working on industry affairs, government regulations and liaison with hade associations. He reports to John Taylor, pres. and c.o.o.

Duane Plugg now heads the plumbing dept. at Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

(Please turn to page 28)

15 YEARS OF PRODUCING OUALIW WESTERN RED CEDAR FENCE PRODUCTS

.Approx. 40 million Bd/R annually

.Roug & 51S2E, Flat top & Dog Ear

.T/L, Van Load & Rail Car Service

Ruling Limits Timber Access

A new spotted owl ruling restdcts private timber owners who need to build roads over public lands to reach their property in western Oregon. Hundreds of such roads are estimated to be built each year.

The case conoerns a 400-foot-long road Seneca Sawnill Co., Eugene, Or., began building over U.S. Bureau of Land Management land to reach 160 acres of timber the company owns near Drain.

The district judge ruled that the Endangered Species Act required BLM to consult with the U.S. Fish and Wildlife Service to find out whether the road was likely to hann northern spotted owls.

The road goas through lO0-year-old second growth timber and within a half mile of a spotted owl nest. Trees on the right of way were felled, but left in plae after the lawsuit was ftled. Work on the road was stopped by court order.

BLM and Seneca Sawmill have given each other rights of way over their lands since 1962.

Loans to Spur Remodeling

A Fannie Mae pilot program slated to start this month will make $500 million available for home inprovenent loans through about two dozen lenders across the country.

Called HomeStyle, the program will let homeowners borrow against the anticipated value of theirhome after improvements father than the cur-

rent equity in the house. With interest rates on the loans expected to be about lUVo, the progriun will work best for borrowers who don't have enough equity to get lines of credit at a lower rate.

A homeowner will be able to borrow up lo 90Vo of the house's remodeled value as determined by an aPpraiser from the lender. To allow for unexpected costs as the remodeling proceeds, an additional l07o of the r€novation's cost is built into the loan. Lenders will sell the loans to Fannie Mae to cut their risk.

MORE PERSONALS

(Continued from previous Page)

Joel Arenson is now heading Auto-Stak's western operations, Shemran Oaks, Ca, reports Jerry RlE.

Brlan W. Davls, corporate secretary, Potlatch Corp., San Francisco, Ca., retired Jan. l. with Sendra T. Powell, treasurer, elected v.p., financial senices and secretary to replace him. George E. Pfautsch, senior v.p. finance, has added the title and duties of teastner to his office. Ylvlan W. Plaseckl and Rlchard M. Rosenberg were named directors.

Doug Rosenberg Rosenberg Builders Supply, Tillamook, Or., received a Green Thumb Award from Tillamook County Master Gardeners for providing a building structure at the Tillamook County Fair for the Master Gardner Demonstation Garden site.

Mike Bakula was named 1992 Salesman of the Year at Kelleher Corp., San Rafael, Ca. Robert Wright has been transferred to the Aubum. Wa.. div.

Hazardous Materials Plans

Retailers can prevent potential liability by placing a copy of their required written hazardous materials plan in each company truck.

Writing in the Lumber Merchants Association of Northern California newsletter, 2nd v.p. Frank Solinsky, Payless Building Supply, St. Helena, Ca., suggests this can be a great cost savings. In addition, he recommends the following practices:

Carry an absorbent pillow in each

truck in preparation for a diesel firel spill. A few gallons of diesel down a drain can cost you thousands of dollars, he warns, and if it gets into a water soufce, you arc looking at many times that amount. The $20 pillow cim save thousands of dollars.

Having a pre-negotiated and predesignated hazardous materials cleanup firm can prevent your company being at the nercy of whomever the Highway Patrol calls. "It is almost like having a will - you are in charge

of yourdestiny," Solinsky says.

If a bill of lading noting any hazardous materials and their handling is cmied on the truclq it can help rcscue workers take immediat€ steps to salvage of protect the load rather than taking unnecessary time with additional expense for you.

Drivers should be made more aware of the potpntid liability to which the company is exposed, Solinsky csrcludes.

Suits Gharge Faucets Leach Lead

Litigation alleging excess levels of lead are being leached into drinking water by faucets has been filed by two environmental groups and the California attorney general under that state's Proposition 65.

The largest manufacturer of taucets in the U.S. ttrrough its Delta and Peerless Divisions, Masco Corporation of Indiana, a defendant along with most other faucet manufacturers whose products are sold in California, claims the lawsuits are without merit.

The company believes its products safe and in compliance with all applicable federal and state laws. Trace amounts of lead can be detected in water drawn from virtually all faucets, the company claims, but studies show the amount of lead contained in many conmon fruits and vegetables is several times greater than the trace quantities in water drawn from a Delta or Peerless faucet.

Their products carry instructions to run faucets for a couple of seconds before using the water to eliminate minimal exposure. The conpany maintains it uses only brass with low lead content alloys in those portions of its products requiring brass. The company claims a leadership role in working with the Environmental Protection Agency to develop an appropriate standard.

Masco says that under normal use conditions, lead from its faucets represents only a tiny fraction of total lead in tap water and is an insignificant contributor to the public's total lead exposure. Peedess and Delta are two of the three brands found to introduce very low frace quantities of lead into tap water, Masco reports

Storm Brings Down Roof

Powerful rains broke through the roof at California Sentry Hardware, Industry, Ca., inflicting $700,000 to $l million in damages at the 400,000 sq. fr facility.

The Dec. 7 storn caused the roof to cave in at three places, flooding three offices, the traffic department and a section of the warehouse.

The building was evacuated immediately and remained closed through the next day as contractors worked around the clock to resume operations Dec. 9. Clean-up crews had to deal with extensive water damage but, curiously, no water. "Our building slants about 14 feet and the water flowed right out the shipping dock," said Terry Smith. "When we cane back in, we didn't even need a squ@gee."

Since everything was up to code and all breaks were in corners near drains, none ofwhich clogged, investigators suspect the drainage system was overwhelmed. "Four inches fell in four hours. We nomnlly get that in four months," said Smith.

Warm Wood Tones In Favor

Wood tones for 1993-94 will be clearer and warmer with more white oak, some with rift or true quarter grain with Tudor flake (medullary rays), predicts Amold B. Cuftis, president, Northwest Hardwoods division, Weyerhaeuser Co.

Use of fruitwood, warm browns, honey tans, a natural maple and alder color, will increase with frosted and oiled oak and walnut losing market.

IN THE retail business inventory

Imanagement is a three man, neverending race for profits. The financial, merchandising and orperating heads at most outlets can be compared to three drivers doing 70 miles per hour during the rush hour on a bumper to bumper six lane interstate.

Since money governs the race, the first driver is a chief financial officer, accountant, bookkeeper or other controller of funds who detennines the availability of cash o purchase inventory.

The dollar side of inventory is managed with an open to buy budget. In essence this sets forth on-hand, on order inventory, and anticipated sales. The higber the sales, the higher the funds available to buy and vice versa.

Money people manage monetary units. At last count, the U.S. Mint was circulating eight denoninations of paper money ($1-$500) and six coins (19-$1). Thase SKUs never go out of style, season or demand and never come in the wrong color. Most financial departments have specialists to manage them on a daily basis as receivables, payables, payroll, benefits and general expense. These managers are envied by the merchant who

The anatomy of inventorV managemefit

By Wally Lynch P.A.I.D.Associates

may be mothering four or five thousand SKUs.

The merchandise manager, buyer or deparunent head is the second driver in the profit race. He is responsi-

Story at a Glance

How to divide inventory management into easy to manage parts and subdivlsions profit race begins with finance, ends with operations.

ble for turning dollars into product that can be resold at a profitable gain for the company. His job has a series of tasks that must be Performed in specific sequence.

Product Selection: Identifying assor0nents and items that meet customer needs and setting up vendors and suppliers o provide timely availability, quality and price/value relationship necessary to generate profits.

Plan to SeIl: Any idiot can sPend money, but it takes a merchant to sell at a profit what has been purchased.

Pricing: Every item has to have value in the eyes of the customers.

January 1993

The price point must represent a good deal for both buyer and seller. Mark downs and substitutions are part of this process as are cost/price invoice variations.

Display: Product lines must be presented to the customer in a pleasing and acceptable manner with a place or space for every item sold.

Point of Purchase Activities: Merchandise has to be clean, properly signed or'tagged and in reach of the customer.

Advertising: Tells customers features, benefits and prices of merchan-

dise in the most effective way affordable.

Sales Promotion: Non-advenising activities that produce business, such as contests, workshops, seminars, in store specials.

Sales Management: Responsible for sales activities, product knowledge, guarantees, features, benefits, closings, etc.

The third driver in invenlory management is the operations manager, unit control manager and/or management information systems rnanager, or all three. They're in charge of han-

dling products from dockside to actual disbursement to the customer.

They are the bridge between financing, merchandising and operating where items are counted, sales tallied, model stocks checked and orders placed. This is done manually or mechanically, cyclically or seasonally or as needed. Finance becomes a check against budgeted purchases and operating looks to see that the units bougbt are in line with past unit sales.

(Please turn to page 46)

FIR PRODUCED

FINE GRANN DOUGLAS

FROM OREC.ON'S SUSTAINED-GROWTH FORESTS

Sales - Bob Norton

Phone: (503) 874-2236

FAX (503) 874-2123

P.O. Box 7

Riddle, Oregon 97469

The Original and Still the Best MATSUSHITA Thinnnn Kerf Carbides Available ln s2es 3-318'to 18" from:

Boone Wholesale Hardware 5330 S.lY. Lower Drive

Iake Oswego, Oregon 97035

FAX (503) 635-2452 vorcE (so3) 635-e428

SPECIFIED: DENSE #1. SELECT FOHC E)(POSED, V,G. CLEAR 1x4"8x14-8',-24',

Sidinq Nails-

o No Staining

. No Streaking

Highesl quality nails for cedar, redwood and other fine wood materials,

. Slender shank and blunt diamond point

. Diamond pattern head blends with wood texture o Small head diameter permits face nailing and blind nailing

SWANEZE

lrtbod Screws KI

@K EE KE

Self-counter sinking bugle and trim heads

o Square drive recess eliminates driver bit cam-out o Sharp point for quick penetration with minimal pressure

o Self-tapping'coarse threads Coated with non-stick, dry lubricating film r Solid nickel/ chrome stainless steel for superior corrosion resistance .6 lengths: l" through 3" alloy.

r Annular ring threads oreclude nail head popping and cupping of siding boards AlSl Grade 304 nickel/chromium

For additional data and dealer information:

Multi-Function Floor Mats

Masterwear three-in-one floor mats from Foss Manufacturing Co. offer scraping, wiping and anti-fatigue cushioning in a single mat.

Constructed of lA07o olefin fiber

NEW PRODUCTS and selected

sales aids

Recycled Super Panels

Molded fiber structural panels made from recycled waste products for use in construction, furniture and countless other applications have been developed by Noble Franklin Corp. They are expected to be ready for shipment by Jure.

Made of recycled wood, paper, cardboard, some plastics and many other materials, Gridcore's raw material (cellulose fiber) is said to be by far the most abundant organic material and waste material on earth.

The patented manufacturing process involves the heat and pressure

Treated Wood Nails

New stainless steel square cut nails from Wheeling Corrugating prevent premature damage to treated wood Rivaling the life expectancy of Eeated lumber, the t a Belle deck and dock nail is produced from stainless steel, so it's rust resistant for longer life.

Its square cut style reportedly provides a hold superior to the commonly used round shanked nail, because its blunt end displaces wood fibers as it's driven and minimizes the chance of the wood splitting. The fibers grip and hold against the nail's four sides, preventing it from working loose.

molding of "stressed skin" panels with a honeycomb-like core of varying thicknesses. The panels range in size from as little as 1/10 of an inch for thin applications such as cardboard to 30 or more ft. for use in long span bridges and other large-scale structurcs.

Panels reportedly can be produced up to 1007o stfongef than other structural panels of the same weight; as low as half the weight of particleboard, plywood, OSB, MDF and other panels of comparable sfrength, reduce wear and tear on machinery and tools and are easy to work with standard tools, methods of construction and fabrication techniques.

After the nail is driven, the rosestyle head stays slightly above the lumber's surface, contributing a subtle design detail. Nails are available in 8, 1.0, 12, t6 and 20 penny sizes.

Decorative Paneling Tape

Self-adhesive decorative paneling tape to cover paneling seams and produce a searnless wall in just minutes is now available from Chesapeake Hardwmd Products.

Marched to Chesapeake decorative wall paneling, each roll of Simply Seamless tape covers four 8' seams.

with a heavyweight synthetic rubber backing, the mats scrape coarse and heavy soil deposits and wipe and retain soil and moisture from boots and shoes to protect carpet€4 wood or tile floors from wear and weather. The rubber backing combines with the resilient fiber pile to provide an added cushioning underfoot.

Mats are cleaned with vacuum or hose. The backing is skid-resistant and non-staining.

They come with a choice of plush or ribbed surface and five colors in standard mat and runner stvles.

Wood Screen Doors

A new line of wood screen doors is now available from the Combination Door Co.

Constructed of 1-1l16" western woods for heavy use, the doors feature high quality hardwood dowels and 18x16 mesh aluminum wire. The paintable, decorative screen doors are ideal for homes ranging from Victorian to contemporary in style.

Broader French Windows

The French Casemaster, a French style casement window designed to provi9e a. wide, unobstructed window openlng ln new construcuon or remodeling projects, has been introduced bv Marvin Windows & Doors.

adjusting a krob located on the tool's nose. nails can be driven to the exact depth preferred, slightly below the surface of the drywall, without breaking the face paper.

The tool drives ring-shank cuphead nails, collated in a plastic carrier. As the nails leave the carrier, reportedly no debris is carried with them that could cause problems with taping and finishins. The tool's driver blade has a

unique rounded tip that complements the cup shape of the nail head.

A sequential trigger mechanism is standard. To be actuated, the tool must be pressed firmly against the drywall, so it doesn't actuate accidentally, marring the finish of the drywall surface.

The heavy duty tool weighs 41b., 8 oz. and is 10" tall. Its magazine holds a coil of 150 1-518" long nails.

The window operates in much the same way as a traditional French door, with two operating sash and no center post. It is designed with an extra heavy frame and sash for durability, while a continuous header and sill add strength as well as a uniform appearance.

Features include multi-point locking system, roto gear operator, concealed dual ann hinges, weatherstripping around both sash and frame, and insulating or optional Low E glass with Argon gas.

Drywall Nailer

A new pneumatic automatic-feeding coil nailer designed for installing gypsun drywall has been introduced by Duo-Fast.

FAMOWOOD

is the PR0FESSI0I{AI'S ALt PURPOSE PLASIIC Boat builders, furniture makers, cabinet makers, etc. have found it the one sure answer to correcting wood defects, filling wood cracks, gouges, covering countersunk nails and screws.

Can be used under Fiber Glass!

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

Available in 16 matching wood colors and white.

To obtain the smooth finished surface desired on drywall, it has a builtin adjustable nail-set control dial. By

Cultivate Young Gardeners

Two lines of kid-sized garden tools with grown-up features and bright, eye-catching colors are new from Ames. My Garden Tools are fully functional with strong hardwood handles for ages 7 and older.

L'il Gardener tools, made of one-piece molded poly, are designed for ages 3 and up. The tools can be purchased separately or in a three+ool gift pack.

CALIFORNU FOREST PRODUCTS,

P.O. Box 2292

Gilroy, Ca. 95020

FAX 408-847-0t26

H08) 842-1673

John Wilton

Sheila Owen

REDWOOD SPECTALISTS

The hardwood handles are seal-coated for moisture protection, and the shovel, garden rake and hoe have sturdy steel heads ideally sized for children. The lawn rake is made of lightweight, easy-to-use poly.

All L'il Gardener tools have an overall length of 32" and handles that are l-l14" in diameter, perfect foi small hands. Handles also have convenient hang-up holes.

"Vhere

Sliding Slicer

A new heavy duty retractable utifty knife from Allway Tools features double overlapping tabs so that the blade can't push through the top or bottom even under heavy pressure.

In

2O l[tnutec

Sanenl &ys acrlu,muldlon ol fundlng nomnlly rcqufits a spc,fu| frp to the bndffll.

Employealnte the danga and work to bortrr,fer to dumpter or truck. Atant mtnutes when unpcklng w$8, results ln thls cr.mput, aslly stored oahtable sr:ulp, olradg sbtd In o steel drum tor dtspoul orrd sle.

Thc "Btnd-Adc"-Eult to Blr.y-Corrtly to bc slthoat.

The heavy die cast metal knife, with its specially engineered ovedocks extending over and under the blade, ensures safety and strength for toughto-cutjobs.

It also has a selflubricating Delrin Slider, a universal blade mounting system that accommodates any blade made, and a safe and simple thumb action to retract the blade.

Recycling Center

A new recycling center from Rutt Custom Kitchens features drawers esp""i"lty designed for storing and. organizing newspapers, magazines, bottles and cans.

lndlan Conntry, Inc., Alrport Road Dcpoolt, NY 13754 6107-467-3tor

Building Materials Software

For IBIW hmputerc

DesiAned for buildir:rg materials retailers and wholesalers, this complete-system includeE point of sale, order processlng, billing, sophisticated pricing (markup, markdown, contract, quantit5r breaks, etc.) accounts receivable arrd credit, inventory conhol, purchase order control, sales analysis, accounts payable, geneqal ledger.

Easy to use, completely integrateda sin$e transacUon updates all relevant data. Call or write:

Mass Systens Co., Inc.

363 Mass. Ave., l,edngton, MA O2I73-4OLB

6t7 674-1055

l,rcal Support Ar:ailable

The top drawer has a special section for scissors and string and another for the week's newspapers and magazines. Sring can be pulled across the discarded reading material and tied to form a neat bundle, all ready for weekly or biweekly pick-ups.

The base cabinet below the drawer con[ains double trash cans for storing and sorting recyclable bottles and cans.

Dock St., Terminal lsland, Ca. 90731 (310) 833-3974 . (310) 833'3976

Best wishes to all in 1 993 from.rrrrrrrrrr

(See page 40 for more photos)

AM0NG lumbermen at Sacramenlo, Ca., annual (a/so see other photos); (1) Stu Heath, Ron Dewin. (2) Dixie Tibbets, Enita Nordeck, George Litlle. (3) Lynn Shurlliff, John Quist. (4) Marie Hunter, El Louise Waldron. (5) Butch Hood, Chuck Wertz. (6) Mike Schmidt, John

Picol, Mik Mikonis. (7) Jerry Ensworth, John Ferguson. (8) Fred Duchi, Keith Kersell. (9) Doug Hanson, Don Porler. (10) June Snowden, Gary Malfatti. (11) Josh Tyler, Don Mays, Jim Murk. (12)Jack Nizzoli. (13) Dan Kepon, Bill Slrickland. (14) Pat Hunter, Claude Scott.

(15) Dennis Dooley. (16) Bob DiMeco, John Sharp, Jerry Hahn. (17) Steve Menlink, Walt Schneider, Tim DeCoito. (18) Gordon Roby, Mitch Swanson. Gathering was held Dec. 5 al the Red Lion lnn.

H0LIDAY smiles at Sacramenlo Area Lumber Wholesalers' annual Christmas lunch: (1) Rick Houk, John Monison, Roberl Wesl, Greg Hudson. (2) Rich Chackel, John Snead, John Johnson, Ralph Heath, Richard Rose. (3) Jim Miller, Carla Valencia, Jack Dolan. (4) Debbie Simonds, Dale Fleshman, Lila Turczvnski, Dan iu... (l) John Brodie, Ed Burris. (s; Claaie Schweitzer, Rich Wilson, Ken Hopper. (7)Len Adamo, Duane Charter. (8) Gayle Monison, Adamo, Duane Earl Bleile, Harry Bleile. (9) Jack Jenkins, (9 Karen Pownino. Mark Kable. Karen Powning, Mark Kable. (10)Lloyd Gabbert, Les Dodington. (11) Jack Baber, Linda Hass, Randy Collins. (12) Virgil Mastelotto, Hass, Collins. John Reader, Joe Eger. (13) George McCon- John Reader, nell, Wendie Maciel, Sam Sanregret. (14) Karen Snyder, Betty Kavooras, Johh Douglas, Ann White. (15) Bill Gaillens, Bob Tennant, Chris Pooser. (16) Tom Wright, Kalhy Martin. (17) John Souza. (18) Sherry Gaylor, Dave Maxwell. (19) Linda Morrison Talbert, Mitzi Monison, Lynn Poiler. (20) Ken Reffslrup. (21) Mark Fox, Dean Fox, L-arry Mead. (22) Lew MacDonald, Tom Arsenault, Haskel Causey, Gil Barlon, Bud Perkins. (23) Mark Selzer. Rich Sabbaoh. (24) Kevin Jovce. Dean Rogers. (25).,tim dilswbrtfi, Cecil Wetz6t, .lim Haves.

Engineered Laminated Strand Lumber Being Used In Window and Door Cores

Historically, building products retailers have considered engineered wood to be I-joists, beams, headers and similar items. Now the latest generation of engineered wood productslaminated strand lumber or LSL - is beginning to apperu in door and window cores. Like fingerjointed stock, plywood and laminated veneer lumber,

Using LSL in doors and windows eliminates many problems encountered with solid sawn lumber. Because engineered wood has a multilayer construction and is denser than sawn lumber, there is less warping or cupping and greater rigidity and strength. "For retailers this means fewer problems," said Paul Pierce, Trus Joist MacMillan, the company producing TimberSrand, the first lam-

inated strand lumber on the market. "Products perform more unifomily."

"Consumers prefer the natural beauty and quality appearance of wood windows and doors," Pierce added. "Wood is a better material for windows and doors than aluminum or vinyl."

"Engineered wood is not subject to the price volatility of sawn lumber," noted Pierce. Engineered products can help solve price and availability problems since they are made of bees that might otherwise be unusable for wood products.

this material uses small wood pieces to forrn a larger component.

As more windows and doors constructed with engineered wood appear in the marketplace, understanding the benefits of laminated strand lumber will help retailers sell the unfamiliar product to their customers.

Glinton Asks Dealers For ldeas

Dealers are being asked to submit a list of industry priorities to Presidentelect Bill Clinton's transition team. The National Lumber and Building Material Dealers Association is coordinating suggestions for the new administration.

A timber industry open summit meeting has been one of the ideas the president-elect has suggested to solve the timber crisis.

At Chemco, we believe in the natural strength and beauty of America. That's whv we produce SunwoodtBrand pressufe treated lumber. The color of the West is built into Sinwood, eivins it the warm look of redwood and cedar. And Sunwood has abenefit mother nature can't provide - a lifetime warranty against fungal decay and termite attack!

Chemco offers quality products you can trust, and like the mountains of the ereat Ndfihwest. we'll always be here making America a little m'ore beautiful, NAIURALLY!

LAMINATED strand lumber is being used as a core materhl clad with vinyl or clear veneers in window and door manufacluring.

NEW members of Black Ban HocHoo Club at installation in Santa Rosa, Ca.: (1) Elmer McDade, instructor, Chris Olson, Mike Stone, Grant Hayes (front). FrankVanVranken, Frank lanVranken, Jr., Tom Fleming, Tom Sc*rlaak, Danny Nabors, David Woilman (seated). Gary

Johnson, Bob Hildebrand, Bob Doty, Lee Morlon, Steve McCullagh (standing). (2) Installation leam: Kent Bond, Spike Mctaughlin, Tom Knippen (front). Jim Lewman, Dave Jones, Bob Tjepkes, Dave Dahlen, Ken Carler, Greg Gomon (back). (3) Outgoing president Dave

Dahlen welcomes incoming presidenl Ken Cailer al diredor's meetino in Gewerville. Ca.

(4) Treasurer Bed Reinkel (5) Vioe president Kad Drexel, Greg Gomon, Kent Bond.

ELASSNFNED ADVERTNSEMENTIS

DISPATCH/YARD FOREMAN

Wholesale lumber distributor seeks qualified ind.ividual for Soutrern California division. Must have abilities to oversee eight trucks / 12 p€ople for large volume distribution. Fulltime/benefits. Excellent opportunity with well established, growing company. Send resume to: P.O. Bor 130026, Sacramento, Ca. 95825.

SAROYAN LUMBER COMPANY. Southern California's leading manufacturer and wholesaler of hardwood lumber, plywood, and mouldings, seels aggressive and self-motivated sales rePresentative.

With 2.5 million foot local inventory and stateof-the-art milling facility, we offer an unequaled level of support and earning potential to the qualified catrdidate. A proven track record, extensive product knowledge and personal integrity are a must.

For confidential consideration, send resume to: Ken Salmacia, 6230 S. Alameda St., Huntington Park, Ca. 90255; (213) 589-57M.

EXPERIENCED TUMBER TRADER

We are Hardwood and Sottwood loo and lumber wholesalers with offices in C-anada and the United States. We are seekino sincere, exDerienced lumber traders whd have a view towards the long term.

Work from your part of he counfy, or lrom our offices in lhe Toronto area.

This is an excellent opportunity with a well-established company.

We enloy an outstanding financial and markeling reputation.

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

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

LOCAL LUMBER hauling Southern California roller bed truck and trailers and bobtails radio dispatched. Rail car unloading at our spur in Long Beach, Ca. 3-C Trucking (310) 422-0426. DOWNFALL LUMBER and plywood, DF, HF, SPF, shorts, plywood blows, plywood sctaps. Carl

SOUTHERN

GREATER

Pas'fic Co.p. (Flomq|0

Pntic CoA. (Sdh6).....................,..,

F0tdn llmbs Co., Ed Fraandlt Fd€st Prcdrcb

Peifc Sdhud Fc6t Prodrcts...............

c€dtp'od;6 -...-..-..--.-..-..lzoei dii:6i&j

Rincsqrce Inc.......... Soh Bey Fdod Prod|cls................., Sgelmil l|adwoods..............(ln Az.) Urivffid Fa6t Prodcis

PACIFICNORTHWEST STATES

Kenneth Irenaeus "Kentt Thim, 76, salesrun for Exotic Woods, Inc., Torrance, Ca., died of heart failure Dex,. 26, 1992, in Chino, Ca.

Raised near Weyerhaeuser's White River Lumber Mill at Camp Ellenson, Wa., where his father worked for 42 years, he joined the mill as a teenager. He left in 1942 to join the Marines and after World War II retumed to the building materials business, working for such companies as Flintkote Supply, Genstar, James Hardie Gypsum Co. andExotic Wmds.

Mr. Thim was a contributing editor for Thc Merchant Magazine.

Robert L. "Bob" Smith, 54, salesman for Bohannon Lumber Co., Orange, Ca., died of an aneurysm Dec.l7,1992, n Garden Grove, Ca.

Born in Los Angeles, Ca., he began his career in 1958 with Tahoe Sugar Pine Sawmill, then on to Smith Robbins Lumber, Walton Smith Lrurber, Angelus Hardwoo4 Sterling Lumber, Fir & Pine and Western

lntTTDIA]IA wooD

American before joining Bohannon in the late 1980s.

Walter'Sun" Purcell, 85, founder of Tillamook Plywood, Ti[amoolq Or., died Dec. 6, 1992, in Vancouver, Wa.

Mr. Purcell started the mill in the 1950s and sold it in the mid-1960s.

lnventory Mangement

(

Co ntinue d from p age 2 8 )

Once orders are placed, operating gears itself to handle several tasks sequentially.

Receiving: Orders alert this deparurent to the size and timing of their workload.

Warehousing: Needs must be gauged and planned as space requirements vary with item and seasonal demand.

Inspection: Quality and specification checks are continuous.

Quantity checks: Quantities received are compuued to purchase orders.

Returns: Defects are identified

Allen illcDeyltt (0reg0n) (5031697-1850

Ted Muckermann

for disposition by merchandising.

Deliveries: Managed by operations when offered.

Broken down into small steps, complicated activities become simple, but inventory management on the whole is anything but easy.

AD INDEX

Adams Lumber

Americsn Mill & Mfg......-.-.......-...-....-...39

Anfnson Lumber Sale ---..............Cover III

Baxter & Co, J.If, -....-..-..............................m

Bertot Manufaduring Co---......................43

Bcverty Manufacduring Co...........................35

Boone Whdesale Hardware..........................33

BowmanLumber

Bracut Interrrationsl

Britt Lumber.. ....--.--.-.-31

Cal Coast Vl/holesale Lurnber, Inc.-.----.-36

Celifomia Cascsde Industries ..-...-....-....-.21

Califorria For.est hoducts.----.........-.......36

Cd Tex Lunber Co. -...----........-...............21

3-C Tnrcking- ..................,...At

Chenco Inc..... ......................41

Chozen Trucking------------...-..............37

C.J. Wholesale Redwood Lumber Co.....-...42

Colorsdo Pacific Industries....................,.-...23

Colville Indian Precision Pine Co...-...........42

Cotter & Co. (Tnre Value)------& Cover III ............-5

Fontsna Whol€sale Lumber, Inc..................30

Fonest Grove Lurnber Co. Inc............Cover II

Frernont Forest Products .....................Cover I

Gemini Forest hoducts..-.-...-.............-......35

Gofding Suflivan Lumber Sales-......*.--...n

Hampton Lurnber Sales...........,...............-.....7

Herbert Lumber Co.---------....-.......-...3

Highland Lurnber Sales .-.........,...............-...40

Hoover Tnested Wood Produds.....-............19

Hufr Lumber Co......................-......-.......,.....?:2

Indian Country .....................37

Indiana Wood Preserving..............................46

Inland Timber Co --------.-...................-.45

Keller Lumber Co.

Keller Lurnber Sales...--.-..........-.......-...-.31

LB Trtcks & Equipment.............-...............25

$ ITGREASE PROFITS $ Let Indiana Wood furnish your company with wood specialties that increase your bottom line.

Our Deck & Fence Soecialties are manufactured of Cedar. Redwood. and White Wood. We offer them unf inished, preservative treated or white painted to enhance your customer's outdoor living spaces.

Lyly & Som, Inc.-....-.-.................................29

Mrs Systems Co, Inc ....-...........................37

Nstional Home Center Show...........-..............3

Navrjo Forest Products Industries-----,-.27

Nevads Wood Preserving..............................28

Oregon Strand Board........................Cover [V

OrePac Building Products............--..Cover II

Pacifi c Forest Produc'ts...................-..........-.24

Pmift c Southeast Forest Products.......-..-,..13

Philips Lumber Sales............................-....-.32

Phoenix Enterprises.-....................................31

Portland P*ific Forest Products Inc...........32

Prccision Redwood Mfg. Co.........................8

Product Sales Co............................................-4

Random Lcngths Big Book ...-......................19

Redwmd Coast Lumber

CON'1PLY Sturri-l-Floor rias tlcsignerlto help an lBeam riL, rts best Trrgether thcv gil,e r,ou rlepencl;lble sturdv lkrors that give c;rl1-bercks the btruncc

=ltEi u, $ 6"=$: ilq*r-:c-

nE,.{$' $'la;*E {' $$t-:+r rii,j=?c'-'fr.}

CO\lPl )' js a tcchnologjc;rll\'-:rc'lvanccrl 5-laver p;,rnel oi Douglas Frr r,cnccrs and woocl fibers l'hc la1'crs ;rrc bondcd lvith extcrior grade rc:in: unrJcr intcnse hc.rt and prcssure Thc rcsult is .r sLrlirl core pancl that's stronger ancl stiffer th.rn pl-\'r^,'ooc1, lvaferboarcl or oricnted strantl boarci Wrth COMPI)' r,ou ll harc a blggcr choice of ioist span options ri hrch coulci save lou m.rterial Best trf ,,rll rou ll get iloors u rth less b(runce, less vibration;rncl less chancc of squi:,rks

For morc on holv COMPLY SturrJ I Floor can keep customers from springrng to their;rhrrnes lo complain c,rll us toll-f rcc Cr crrcic lhc numbcr bclorv